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www.loc.gov/avconservation
Motion Picture and Television Reading Room
www.loc.gov/rr/mopic
Recorded Sound Reference Center
www.loc.gov/rr/record
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\
VOL. XL No. 1.
single: copies. 10 cents
per year, one dollar
Published Each Month by Edward Lyman Bill at 373 Fourth Avenue, New York, January 15, 1914
\1\C
HIS MASTERS VOICE
REG. U.S. PAT. OFF.
The best-known trade mark in the world
"The Victor talking machine's design, 'His Master's Voice,'
has become a household word, and the quaint little fox terrier at
attention before the horn is familiar to more Americans than any
of the world's great masterpieces Collier s Weekly.
Entered as second-class matter May 2, 1905, at the post u«'ce at New York. N, Y., under the act of Congress of March 3, 1879.
THE TALKIN(Ff*kcHINE WORLD.
Leading Jobbers of TalKing' Machines in America
VICTOR JOBBERS Exclusively
What you want always in stock
400 Fifth Avenue
27 W. 34th Street
563 Fifth Avenue
153 W. 42d Street
New York
1856
TZER-
1914
VICTOR
DISTRIBUTERS
VICTORS EXCLUSIVELY
We make a specialty of getting the order
out on time — every time.
The Rudolph Wurlitzer Co.
CINCINNATI and CHICAGO
Two points of supply; order from the nearer.
CHASE & WEST
DES MOINES
IOWA
Machines
Records
Cabinets
Victor
Everything
in stock all
the time.
WHOLESALE TO IOWA TRADE
Send us your name and address and we will mail you
postpaid complete illustrated catalogues, giving detailed
iniormation concerning all Victor products. Showing the
various styles ol Victor Machines, list ol all Victor Records,
the entire line ol Victor Cabinets, Repair Parts and all Ac-
cessories. Dealers, let us help you build a Victor business.
PEBRT B. WHITSIT L. M. WELLER
PERRY B. WHITSIT CO.,
213 South High Street. Columbtu. Ohio.
Ed!s*n
Phono
I n <S R
i;^;. JOBBERS !'„?• h1
Talking
Inea
oordt
OLIVER
D I T S O N
COMPANY
BOSTON
Lament VICTOR Talking
Machine Distribution East
of Chicago.
Creator! of " The Fart tat Victor
Service." Let ui tell yoa men
about our Mrrice.
W. J. DYER & BRO.
Saint Paul, Minn.
VICTOR & EDISON
Distributers
Quick Service for all points in the North-
west. Machines, Records, Supplies.
VICTOR DEALERS
TRY US FTKLST
<Ve carry the Largest Stock of VICTROLAS, REC-
ORDS aail CABINETS ol any Distributor in the
Smith.
TM CORLEY COMPANY, Richmond, Va.
Where Dealers May Secure
COLUMBIA
Product
117-
913
Co.,
Ready, Full Stocks, and Prompt Deliveries
from Convenient Shipping Centers all
over the United States.
Distributors
Atlanta, Ga., Columbia Grapbophone Co., 132
Peachtree St.
Baltimore, Md., Columbia Grapbophone Co., 806-
307 Nortb Howard St.
Birmingham, Ala., Columbia Qraphopbone Co.,
1818 Third Ave.
Boston, Mass., Columbia Grapbophone Co., 174
Tremont St.
Buffalo, N. Y., Columbia Graphophone Co., 622
Main St.
Chicago' 111., Columbia Grapbophone Co., 14 N.
Michigan Ave.
Cincinnati, O., Columbia Grapbophone Co.,
lit) W. Fourth Ave.
Cleveland, O., Columbia Graphophone Co.,
Euclid Ave.
Dallas. Tex., Southwestern Talking Machine
1403 Main St.
Denver, Colo., Colombia Stores Co., 505-607 Six-
teenth St.
Detroit, Mich., Columbia Graphophone Co., 114
Broadway.
El Paso, Tex., Southwestern Talking Machine Co.,
Stanton and lVxas Sts,
Hartford, Conn., Columbia flraphophone Co., 719
Main St.
Indianapolis, Ind., Columbia Grapbophone Co.,
27 N. Pennsylvania St.
Kansas City, Mo., Columbia Graphophone Co.,
Grand Ave.
Lincoln, Nebr., The Grafonola Company, 1036
O St.
Livingston, Mont., Scheuber Drug Co.
Los Angeles, Cal., Columbia Graphophone Co.,
420-422 S. Broadway.
Louisville, Kr„ Columbia Graphophone Co., 425
South Fourth St.
Milwaukee, Wis., Albert G. Kunde, 516 Grand
Ave.
Minneapolis, Minn., Columbia Graphophone Co.,
424 Nicollet Ave.
New Haven, Conn., Columbia Graphophone Co.,
25 Church St.
New Orleans, La., Columbia Graphophone Co.,
933 Canal St.
New Yorli City, Columbia Graphophone Co., 89
Chambers St.; Columbia Graphophone Co., 38-37
-W. 23d St.; Columbia Graphophone Co., 39 W.
125th St.
Philadelphia, Pa., Pennsylvania Talking Maeh.
Co., 1109 Chestnut St.
Pittsburgh, Pa., Columbia Graphophone Co., 101
Federal St.
Portland, Me., Columbia Grapbophone Co., 550
Congress St.
Portland, Ore., Columbia Graphophone Co., 871
Washington St.; Ellers Music House,
Providence, R. I., Columbia Grapbophone Co.,
119 Westminster St.
Rochester, N. Y„ The Grafonola Company, 38
South Ave.
Sacramento, Cal., Kirk, Geary & Co.
Salt Lake City, Utah, Daynes-Beebe Music Co.,
45 Main St.
San Francisco, Cal., Columbia Graphophone Co.,
334 Sutter St.
Seattle, Wash., Columbia Graphophone Co., 1311
First Ave.; Eilerg Music House, 3d and Univer-
sity Sts.
Spokane, Wash., Columbia Graphophone Co., 818
Spragne Ave.
Spring-field, Mass., Columbia Grapbophone Co..
174 Worthington St.
St. Louis, Mo., Columbia Graphophone Co., 1008
Olive St.
St. Paul, Minn., Columbia Graphophone Co., 20 E.
Seventh St.
Tampa, Fla„ Tampa Hardware Co.
Terre Haute, Ind., 640 Wabash Ave.
Toledo, O., Columbia Graphophone Co., 229 Supe-
rior St.
Washington, D. C Columbia Graphophone Co..
1210 G St., N. W.
DEALERS WANTED— Exclusive selling rights
given where we are not actively represented.
Write for particulars to the Columbia Graphophone
Co., Wholesale Department, Wool-worth Building.
New York.
Headquartprs for Canada :
Columbia Graphophone Co., 363-5-7 Sorauren Ave.
Toronto, Ont.
Every Jobber in this country should be
represented in this department. The cost
is slight and the advantage is great. Be sure
and have your card in the February List.
SANGER BROTHERS
Dallas, Texas
VICTOR
Distributers
"We ship the same day."
W. D. ANDREWS
Syracuse - - Buffalo
All orders are acknowledged
the same day received by
shipping the goods. Make us
prove it. All foreign records
in our stock.
Victor
Edison
Southern Victor Dealers
Largest Stock VICTROLAS
ana RECORDS
Prompt shipment and low freight rates
Walter D. Moses & Co.
Oldest Music House in Virginia or North Carolina
RICHMOND, VA.
Edison Phonograph Distributors
for the SOUTHWEST
All Foreign Records in Stock
Houston Phonograph Co., H%$K2H'
NEW ENGLAND
JOBBING HEADQUARTERS
EDISON AND VICTOR
Msvchlnaa. Records and Supplies.
THE EASTERN TALKING MACHINE CO.
177 Tremont Strs.t • . BOSTON, MASS.
PACIFIC COAST vSgSPSt
Victor Talking Machines re^rds
STEINWAY PIANOS-LYON & HEALY
"OWN MAKE" BAND INSTRUMENTS
cu» - n„., s r~ San Francisco Portland
Sherman, Uay & tO. Oakland Us Angeles
Talking Machine Dealers
Who are desirous of adding new features to their line
should consult
The Music Trade Review
This is the oldest music trade publication in this
country having appeared without interruption since
July, 1879. V.;: :
ft is published every Saturday, and contains a thor-
ough and exhaustive resume of all departments of the
music trade industry-
Its editions vary from CO to 150 pages. > ;j ;
It is conceded to be the most influential paper repre-
senting the music trade, and if you are interested in
the topics with which it deals, do not fail to receive
this paper regularly.
Ask for a sample copy.
Regular subscription price is $2 per year.
EDWARD LYMAN BILL, Editor and Proprietor
373 FOURTH AVENUE, NEW YORK
The Talking Machine World
Vol. 10. No. 1.
FATTENING THE MAILING LIST.
How Dealers Can Double and Treble Record
Sales of Their Purchasers' Lists.
The dealer was going over his mailing list pre-
paratory to sending out a monthly supplement — ■
256, 257, 258 — that was all. There was always the
same number, every time, 258 homes with grapho-
phones — the possibility for 258 sales — no more.
And all of them would not buy!
The dealer's eye stopped at a name, Joseph
Smith. The dealer looked at it long and long-
ingly. Joseph was a rich man with a large fam-
ily. Each month he had received his Columbia
supplement and immediately purchased four or
five records. The dealer suddenly remembered
that Joseph Smith had a son. Joseph Smith, Jr.,
was a strapping boy of thirteen, a very active
member of the Boy Scout Patrol in the town. Mr.
Smith, Sr., was sixty-five years old, and therefore
beyond the Boy Scout limit, but (and this was the
dealers thought), if Smith, Jr., ever heard that
Ernest Thompson Seton record, Smith, Sr., would
have to dig down in his pockets for the "where-
with-all."
The dealer took one of his cards, wrote on the
back, "Your son will want Record A-1331, Scout
Patrol 'Calls ; send him around to hear it," and
slipped the card in the supplement for J. S.
One thing often begets another, and no sooner
had that dealer glanced at the next name on his list
than he remembered that Mrs. Blake had a G. A.
R. grandfather sitting at home. Out came another
card and the notation, "Captain Blake would enjoy
our record A-360. Let us send you our collection
of old-time melodies and war songs."
The dealer's thinking, having a good start, soon
swelled the mailing list up to three times its pre-
vious sales possibilities.
He canvassed the family, situation with every
name on his list. A house with a graphophone
was not only a house with a graphophone — it was
a house with a baby, or a house with a boy and
two babies, or a house containing a grandmother,
or a school-girl. Some special suggestions went
out with all sales. Lullabies were suggested for
the baby, slam-bang band records for the school-
boy, piano records for sister's musical studies,
war-time selections for grandfather, old-time mel-
odies for grandmother, and always the choice of
the "favorite selection" for all.
"Did the sales of this dealer increase?" asks
the Columbia Record. Try it yourself.
DID A LARGE H0L1DAY~BUS1NESS.
The talking machine department recently opened
by the F. G. Smith Piano Co. at 1217 F street,
Washington, D. C, is proving a successful venture.
It is located on the first floor of the warerooms,
and the Victor and Columbia machines and records
are represented. W. P. Van Wickle, vice-presi-
dent of the company, reports having transacted a
very large business during the holiday season.
R. L. HOLLINSHEAD TAKES CHARGE.
(Special to The Talking Machine World.)
Buffalo, N. Y., January 9. — Rubert L. Hollins-
head has been appointed manager of the Victrola
department of J. N. Adam & Co., the promi-
nent department store in this city. Mr. Hollins-
head succeeds H. V. Kautzmann, who has ac-
cepted a position with Mason & Risch, Toronto.
ENTHUSIASflCOVER TRADE OUTLOOK
H. B. McNulty, general sales manager of the
Union Specialty & Plating Co., Cleveland, O.,
manufacturer of the Union phonograph specialties,
was a visitor last week to the offices of The Talk-
ing Machine World. Mr. McNulty spoke optimis-
tically of the business outlook, being enthusiastic
over the rapid strides in popularity that the com-
pany's products are making in the East.
New York, January 15, 19 14.
LOCAL COMMERCE BUREAU IS LIKED.
Business Men Find It Very Valuable in Getting
Information on Foreign Markets.
Much appreciation has been expressed in New
York by prominent business men of the action of
the Department of Commerce in establishing a
branch of the Bureau of Foreign and Domestic
Commerce at the local Custom House. This
bureau has for some time rendered a great deal
of valuable assistance to manufacturers and ex-
porters who have needed information on various
foreign markets, and the establishment of the
local branch has made this service more rapid,
and therefore more valuable.
A great deal of interest has been shown in the
manuscript Consular reports shown at the local
office, according to George W. Doonan, who is
in charge.
"Many manufacturers and merchants have
availed themselves of the opportunity to inspect
the tenders for bids, plans and specifications
which have been sent to this office," he said to
a newspaper man this week. '"Previous to the
opening of the local office these documents were
loaned in the order of application, and sometimes
a list of forty or fifty firms would be inter-
ested in the same thing. As time is the es-
sence of value of much of this material, it can
be readily seen that by the time a document had
gone the rounds it might be useless to those who
received it last.
"Hundreds of applications are being made for
the 'reserved information' connected with the for-
eign trade opportunities service, and almost num-
berless inquiries have been made for statistics of
exports and imports of various foreign markets.
Again, foreign tariff rates are often asked for.
"Other brandies will be opened in large cities
soon, and these offices, it is thought, can be made
of the utmost value by making them the local
headquarters for American Consular officers visit-
ing the United States and for the bureau's com-
mercial agents returning to this country on the
completion of special investigations, for the pur-
pose of conferring with manufacturers and mer-
chants interested in trade conditions in the Con-
sul's district or in the trade made the subject of
the commercial agent's special investigation. Re-
cent visits of these men here have proved the value
of the scheme, as both the Government officials
and the business men have been benefited by the
interchanging of ideas and information."
FIRE CAUSES HEAVY LOSS.
Large Stock of Talking Machines and Records
Destroyed in Fire Which Gutted Big Depart-
ment Store of C. T. Sherer, Worcester, Mass.
(Special to The Talking Machine World.)
Worcester, Mass., January 3. — The large de-
partment store of C. T. Sherer was almost totally
destroyed by fire, causing a loss of $250,000, on
the morning of December 21. On the sixth floor
of the establishment was a large stock of talking
machines and records, and these were made use-
less. In the lot of- goods were 1,000 disc records,
which were either burned or smashed to hits. As
the store was having a large holiday trade, the
fire came at a most inopportune time, especially
as the sale of machines and discs had been par-
ticularly heavy and much of the stock destroyed
was for immediate delivery.
COMPLETE IMPROVEMENTS.
The New York Talking Machine Co., 81 Cham-
bers street, New York, has just completed a num-
ber of additional improvements in its sales offices,
conducing to the maximum convenience and com-
fort of its clients. All of these new changes per-
mit of the handling of the company's dealers' re-
quirements at top-notch efficiency.
Price Ten Cents
MR. EDISON SEES MISS KELLER.
Inventor Thinks He Can Give Her Actual
Sound Perceptions — Hats Prove Medium.
A meeting, which had been much desired tor
many years, was arranged between Helen Keller
and Thomas A. Edison at the Edison home in
Llewellyn Park recently, just before Miss
Keller and her teacher, Mrs. Macy, started west
to continue a lecture trip. Miss Keller was much
interested in all that Mr. Edison told her of recent
experiments and inventions.
"Tell me more about your wonderful inven-
tions," she said over and over again.
Mr. Edison showed deep interest in Miss Keller's
keenness and delicacy of touch perception. After
testing it in various ways he declared his confi-
dence that he could translate sound waves into
electrical vibrations, which would give Helen Kel-
ler actual sound perceptions.
One method of conveying the vibrations of the
disc to Miss Keller on this occasion was by in-
serting an ordinary derby hat into the horn of the
phonongraph with the crown of the hat outward.
Putting her fingers on the crown of the hat, the
vibrations of the music were conveyed to Miss
Keller. A silk hat was tried in place of the
derby, and still better results were accomplished.
The ragtime pieces seemed to afford Miss Keller
the most enjoyment, probably because the vibra-
tions were clearer and stronger; band music, also,
was very successfully conveyed to her through
her fingers on the crown of the hat. At no time,
however, can it be said that Miss Keller "heard"
the music. What she did get was the vibrations,
and the lively pieces were most enjoyed.
Miss Keller and Mrs. Macy will spend a day
with Mr. Edison in his laboratories on their return
from the West for the purpose of assisting in
experiments to this end.
CASE SETTLEDOUT OF COURT.
Action Brought by Burton H. Corbett Against
President of Boston Talking Machine Co. Set-
tied Out of Court When Near Hearing.
(Special to The Talking Machine World.)
Boston, Mass., January 9. — Burton H. Corbett.
of Brookline, formerly of Denver, who was men-
tioned in The World last month as having left
here following the financial difficulties of the Bos-
ton Talking Machine Co., of which he was man-
ager, brought suit for $100,000 against Henry M.
Whitney, president of the company. Corbett al-
leged that he entered into a written contract with
Whitney on July 31, 1913, to enter the employ of
the talking machine company, of which Whitney
was president and a large financial owner. He
claimed that he was to act as manager, to have
control of the factory in Cambridge, and was to
received $26,000 a year and a percentage. He
broke up his business to come here, he claimed, and
worked for a few months for the talking machine
company. He says he asked Whitney for money
and was refused. He alleged Whitney did not pay
him in full for the work he did ; that he per-
formed his part of the contract, but Whitney did
not perform his, and that he was entitled to dam-
ages. Twenty-four hours after the announcement
of the suit came a statement that an agreement
had been reached between the attorneys represent-
ing Messrs. Whitney and Corbett. The case, it ap-
pears, had been settled out of court.
HANDSOME WALL HANGER.
In order that its dealers might call the attention
of the public to the new record catalog it recently
issued, the Victor Talking Machine Co. sent out
to its trade last week a handsome wall hanger
or window display portraying a page from the
new catalog.
4
THE TALKING MACHINE WORLD.
EDISON PATENTS NEW RECORDS.
New Invention Provides for Hardened Surface
for Ordinary Form of Wax Cylinder Records
— Some Details of the Process.
Thomas A. Edison has secured and assigned to
the New Jersey Patent Co., of West Orange, N. J.,
a patent for a new method of making phonograph
records so that the surface will be harder and
present greater resistance to the wear of the re-
producing stylus. This invention is especially de-
signed to make it possible to record on the cylin-
der at the rate of 200 grooves per inch and still
have a record that will resist the increased wear
satisfactorily.
As is the case with the ordinary cylinder rec-
ords, Mr. Edison's new invention provides for a
record made of wax or other easily molded ma-
terial, but with the surface especially hardened.
In describing the invention in his patent claims Mr.
Edison says in part:
"In the practice of my invention I preferably
take a duplicate or original phonograph record,
which has been made in any of the usual ways
from the usual wax-like composition, and im-
merse it in a solution of nitrated cotton in any of
the ordinary solvents used for this purpose, as, for
example, acetate of amyl, which is commonly made
use of for providing a liquid solution from which
films are made for photographic use. I may. if
desired, add a small percentage of camphor to the
nitrated cotton, thus making a celluloid collodion
solution, but this may be dispensed with.
"I place the record upon a dipping mandrel hav-
ing adjustable extension ends at each end of the
record. It is then immersed in the solution while
held vertically; it is then withdrawn and sub-
jected to a gentle breeze from a fan — to slightly
affect or harden the surface; it is then immersed a
second time and subjected to the air. If the solu-
tion is rather thick, two such dips will give a suffi-
cient thickness of film over the record when the
latter is dried. Sometimes it is best to make the
solution thinner, when three or more dips will
be necessary. After the dips, the mandrel is trans-
ferred to a machine which rotates it in a horizontal
position until nearly free from solvent, when it
may be taken off the mandrel and set aside until
the whole of the sclvent has evaporated, leaving
a very hard, tough film on the surface of the rec-
ord.
"It is a remarkable fact, and entirely unexpected,
that although the average depth of the indentations
on a record is only half of one thousandth of an
inch and the greatest depth one thousandth of an
inch, yet, if the thickness of the film of the nitro-
cellulose when dry is three thousandths of an inch,
a perfect replica of the record underneath is pro-
duced on the surface of the cellulose above, even
to the finest detail, and what is more strange is
that the depth of the wave is so little affected that
the loss in the volume of sound is scarcely notice-
able.
"Very deep records can be made and the repro-
ducing balls can be pressed with sufficient force
against the cellulose as to cause it to follow the
record without injury to it, which would be im-
possible if the ball was forced against the record
surface below. Thus, the volume and quality of
the sound can be increased, and the sound record
can be used indefinitely without noticeable deteri-
oration.
"Other film-producing liquids may ibe used in
place of the nitro-cellulose and its solvents, such
as acetyl-cellulose in acetic acid."
PROGRESSIVE NEWBURGH DEALERS
Are John Schoonmaker & Son, Who Have Built
Up a Splendid Business with the Columbia
Line — Excellent Work Accomplished by Man-
ager F. A. Munger — A Model Department.
(Special to The Talking Machine World.)
Newburgh, N. Y., January 9. — The accompany-
ing illustration pictures the talking machine de-
partment of John Schoonmaker & Son, of this
city. It emphasizes the success a department can
achieve when high-grade methods are used to ex-
ploit the products handled therein. This company,
grade publicity when coupled with products of
merit. Mr. Munger has also staged a number of
interesting recitals at frequent intervals, which pre-
sent the Columbia machines and records to the
very best possible advantage.
The department itself is a model of quiet and
dignified refinement. The color scheme through-
out is white enamel, and booths being finished in an
attractive style with furnishings and decorations
conducing to the comfort and convenience of the
store's patrons. Although the Columbia depart-
ment closed a remarkably good business during
the few months it has been open, the sales staff is
John Schoonmaker's Handsome Warerooms and Recital Hall.
which handles the products of the Columbia
Graphophone Co. exclusively, has been in the talk-
ing machine business only a few months, but in
this short space of time has acquired an extensive
high-grade clientele for Columbia machines and
records that is growing steadily.
The Columbia department of John Schoonmaker
& Son, which is one of the largest department
stores in this section of the State, is under the
able management of F. A. Munger, who is a firm
believer in the drawing powers of consistent high-
preparing energetic plans for a proportionately
better year in 1914.
George E. Lang, of Barton, Vt, is remodelling
his phonograph parlor and has restocked with the
new Edison Amberolas.
Frank J. Butler, a live-wire and progressive Vic-
tor dealer at Pontiac, 111., is giving a series of re-
citals at his store that are attracting music lovers
from many near-by towns.
A Happy and Prosperous New Year to All
1913 is of the past, and 1914 is opening up before us. May the
New Year bring to all, Happiness, Good Health and Prosperity
To our dealers, through whose patronage our business in 1913 was by far the largest in the history
of our company, we extend our heartiest thanks, and we shall, by the constant and never failing
effort to improve our service, endeavor to warrant a continuance of this patronage and attract new
trade, that we may familiarize them with EASTERN SERVICE and in turn number them among
our regular dealers to whom we extend preferred consideration in the times of shortages of goods,
which seem unavoidable at certain seasons of the year.
To the Dealers Not Using Our Service We Say: Get Acquainted
EASTERN TALKING MACHINE COMPANY
177 TREMONT STREET, BOSTON, MASS.
EDISON
FOR NINETEEN YEARS TALKING MACHINES EXCLUSIVELY
VICTOR
THE TALKING MACHINE WORLD.
5
Victor- Victrola VI, $25
Oak
Victor- Victrola IX, $50
Mahogany or oak
Victor -Victrola
The big opportunity in the music trade.
The Victor-Victrola occupies the most commanding position in the entire musical world.
From a purely musical standpoint, the Victor-Victrola is the most wonderful musical
achievement of modern times.
And on the business side, the Victor-Victrola has a record of accomplishments which estab-
lishes it as the most influential force that ever entered into the music trade.
Around the Victor-Victrola centers the
prevailing prosperity of the musical industry
— a prosperity reflected in the handsome and
luxurious showrooms of to-day; a prosperity
that extends right down to the very founda-
tion of the music trade, which it has placed
upon a more dignified and more substantial
basis.
The Victor-Victrola keeps right on bring-
ing greater opportunities to every dealer,
accompanied by profit and prestige greater
than ever before.
Victor Talking Machine Co.,
Camden, N. J., U. S. A.
Victor-Victrola XI, $100
Mahogany or oak
Berliner Gramophone Co., Montreal, Canadian Distrib utors
Always use Victor Machines with Victor Records and Victor Needles —
the combination. There is no other way to get the unequaled Victor tone.
Victor-Victrola XVI, $200
Mahogany or oak
Albany, N. Y Finch &Hahn.
AltOOna, Pa W. F. Frederick Piano Co.
Atlanta, Ga Elyea- Austell Co.
Phillips & Crew Co.
Austin, T«X The Talking Machine Co., of
Texas.
Baltimore, Md Cohen & Hughes, Inc.
E. F. Droop & Sons Co.
H. k. Eisenbrandt Sons.
Bangor, Mo Andrews Music House Co.
Birmingham, Ala.. . Talking Machine Co.
Boston, Mast Oliver Ditson Co.
The Eastern Talking Machine
Co.
M. Steinert & Sons Co.
Brooklyn. N. Y. . . .American Talking Machine Co.
Buffalo, N. Y W.D.Andrews.
Neal, Clark & Neal Co.
Burlington, Vt American Phonograph Co.
Butte, Mont Orton Brothers.
Chicago, III Lyon&Healy.
The Talking Machine Co.
The Rudolph Wurlitzer Co.
Cincinnati, O. The Rudolph Wurlitzer Co.
Cleveland, O The W. H. Buescher & Sons Co.
The Collister & Sayle Co.
The Eclipse Musical Co.
Columbus, O Perry B. Whitsit Co.
Dallas, Tex Sanger Bros.
Denver, Colo The Hext Music Co.
The Knight-Campbell Music Co.
Des Moines, la . . . .Chase & West Talking Mach. Co.
Mickel Bros. Co.
Detroit, Mich Grinnell Bros.
Victor Distributors
Elmira, N. Y Elmira Arms Co.
El Paso, Tex W. G. WalzCo.
Galveston, Tex Thos. Goggan & Bros.
Honolulu, T. H .... Bergstrom Music Co., Ltd.
Indianapolis, Ind.. . Stewart Talking Machine Co.
Jacksonville, Fla . . . Florida Talking Machine Co.
Kansas City, Mo. . .J. W. Jenkins SonsMusicCo.
Schmelzer Arms Co.
Lincoln, Neb Ross P. Curtice Co.
Little Rock, Ark. .. O. K. Houck Piano Co.
Los Angeles, Cal ... Sherman, Clay & Co.
Louisville, Ky Montenegro-Riehm Music Co.
Memphis, Tenn . . . . O. K. Houck Piano Co.
Milwaukee, Wis. ..Wisconsin Talking Machine Co.
Mobile, Ala Wm. H. Reynalds.
Montreal, Can Berliner Gramophone Co., Ltd.
Nashville, Tenn.. . . O. K. Houck Piano Co.
Newark, N. J. . . • • Price Talking Machine Co.
New Haven, Conn.. Henry Horton.
New Orleans, La. .. Philip Werlein, Ltd.
New York, N. Y. . .Blackman Talking Machine Co.
Sol. Bloom, Inc.
Emanuel Blout,
C. Bruno & Son, Inc.
I. Davego, Jr., Inc.
S. B. Davega Co.
Chas H. Ditson & Co.
Landay Brothers, Inc.
New York Talking Machine Co.
Silas E. Pearsall Co.
Benj. Switky.
Omaha, Neb A. HospeCo.
Nebraska Cycle Co.
Peoria, III Putnam-Page Co., Inc.
Philadelphia, Pa ... Louis Buehn.
C. J. Heppe & Son.
Penn Phonograph Co., Inc.
The Talking Machine Co.
H. A. Weymann & Son, Inc.
Pittsburgh, Pa C. C. Mellor Co., Ltd.
Standard Talking Machine Co.
Portland, Me Cressey & Allen.
Portland, Ore Sherman, Clay & Co.
Richmond, Va The Coriey Co., Inc.
W. D. Moses & Co.
Rochester, N. Y ... E. J. Chapman. "* -
The Talking Machine Co.
Salt Lake City, UtahConsolidated Music Co.
San Antonio, Tex .. Thos. Goggan & Bros.
San Francisco, Cal. . Sherman, Clay & Co.
Savannah, Ga Phillips & Crew Co.
Seattle, Wash Sherman, Clay & Co.
Sioux Falls, S. D .. Talking Machine Exchange.
Spokane, Wash .... Sherman, Clay & Co.
St. Louis, MO The Aeolian Company of Mo.
Koerber-Brenner Music Co.
St. Paul, Minn WJ Dyer&Bro
Koehler & Hinnchs.
Syracuse, N. Y. . . . W. D. Andrews Co.
Toledo, O The Whitney & Currier C«.
Washington, D C. . R^ertC Rogers Co.
E. F. Droop & Sou
6
THE TALKING MACHINE WORLD.
Unique Record Albums
CONTAINING SIX PAGES OF INDEX
For Durability, Artis-
tic Design and Finish,
our Albums have no
equal. They are made
in the most substantial
manner by skilled
workman, and are first-
class in every partic-
ular. We sell them
at ^very low prices t o
meet competition.
DISC RECORD ALBUMS
ARE WHAT EVERY
Talking Machine Owner
MUST NOW HAVE
With the index they
make a complete sys-
tem for filing away all
disc Records, and can
be added to, Album by
Album, as Records ac-
cumulate, like books in
a librarv.
OUR SUPERB ALBUMS ARE BEST FOR VICTOR, COLUMBIA AND ALL OTHER TALKING MACHINES
MADE IN TWO SIZES TO FIT ALL 10 AND 12=INCH DISC RECORDS
These Albums contain 17 pockets made of strong fibre paper, each pocket having a hole in
the center, as shown in the picture. These pockets are so made that they show very plainly
both the single and double face titles on the Records„ The Albums are bound in the finest quality
of Brown Silk Finish Cloth, with gilt title on front cover. They are also bound in imitation
leather. Write for sample and prices of our Albums, which are superior to all others.
Address NATIONAL PUBLISHING CO., 235 South American St., Philadelphia, Pa
LARGE HOLIDAY BUSINESS DONE IN CINCINNATI.
Leading Talking Machine Houses Say That Business for December Was Not Only Large
in Volume But That the Demand Was for the Expensive Styles — Some Talk of the
Phonograph Co. Engaging in the Retail Business.
(Special to The Talking Machine World.)
Cincinnati, O., January 9. — The local branch of
the Phonograph Co., of Cleveland, which entered
the jobbing field here some time since, closed an
immense holiday business under the management
of F. O. Peterson. The outlook for a large Edi-
son business in this territory is excellent. There
is some talk here of the Phonograph Co. conduct-
ing a retail department as well as jobbing business,
but Mr. Peterson would not discuss the matter.
John Arnold, the well-known dealer, has been
handling Edison goods in this territory for years,
being the only representative in the business dis-
trict. Arnold disposed of his entire stock during
tne holiday rush and had numerous demands for
the higher priced Edison instruments. There is
no question but what the Edison instrument has
made quite an impression in Cincinnati.
Manager Dittrich, of the Victor talking machine
department of the Rudolph Wurlitzer Co., summed
up the situation of the past month as follows :
"The month of December exceeded our expec-
tations. The amount of business done was limited
only by the amount of machines available with
which to fill orders. We are very well satisfied,
even though we could have increased the volume
of sales very materially had we been able to se-
cure sufficient stock to fill orders. The immense
sale of Victrolas and other Victor styles has stim-
ulated record business enormously, and provisions
will immediately be made to take care of this
increase."
Throughout the month of December and up
into January business at the local Columbia store
was characterized by strenuous hustle and bustle
throughout the day and far into the night.
"Business during the holidays," said Manager
Whelen, "was unusual, and we closed a larger
December business than any previous holiday sea-
son in the history of the Cincinnati store, both in
records and machines. The stock was practically
cleaned out and, had we been able to secure all the
stock necessary to supply the tremendous demand,
and room to accommodate all the customers, re-
sults would have been far in advance of what they
were. The new types of Columbia models stimu-
lated this wonderful demand, and the new Grafo-
nola 4 'Leader' lived up to its name. This little
$75 model is certainly a winner, and if we had
been able to get in sufficient of this type we could
have tripled our sales even in this one type.
"Business was good throughout the wholesale
territory, and during the month we enjoyed the
visits of many of our large dealers, who came in
personally to select their holiday stock. The year
as a whole has been a very gratifying one, and
we are now ready to pitch in with renewed vigor
to make last year's figures loom up small in the
distance when the next New Year rolls around.
"F. A. Norris, who has for years been associated
with the Adder Machine Co., has just joined the
Dictaphone local forces, and in the short time that
he has been associated with the Dictaphone has
placed some very nice installations."
Advertising Manager Page, of the Aeolian Co.,
attributes much of the after-Christmas rush,
which has been a feature of the holiday week, to
money presents given many people who desire to
invest it in a substantial manner, which happens
to be a talking machine. In speaking of the busi-
ness at Aeolian Hall he said :
"December business at Aeolian Hall surpassed
all expectations, although much was expected, the
installation of new Victrola booths more than
doubling Aeolian facilities, being evidence that a
large increase was looked for.
"Business was simply enormous, all styles of
Victrolas showing the demand. A very large num-
ber of Style XVI were disposed of, including
many in special finishes.
"The record business was very much in the
nature of a landslide. It proved a very difficult
matter to get enough dance records to meet the
demand.
"The Aeolian Victor force is in splendid shape
and includes a number of new faces. The organ-
ization has simply had to be increased half a dozen
times in the past few months to meet the require-
ments of the trade."
The Otto Grau Piano Co. is much elated over
the success of its Victrola department, which was
instituted during the past year. Its stock was
cleaned out by the holiday rush.
The Lyric Piano Co., with its larger and better
facilities for handling Victor business, did very
well during the Christmas season, as did the Milner
Musical Co.
KNOWLEDGE OF RECORDS PAYS.
(Special to The Talking Machine World.)
Davenport, Ia., January 8. — The John Hoyt
Piano Co., of this city, which maintains an at-
tractive Victor department, recently had placed
before it an excellent example of the value to be
derived from their Victor salesmen carefully study-
ing the Victor catalog.
One of their salesmen, Mr. Pickens, recently
closed a sale of a Victrola XVI to a prominent
music lover of this city, who requested him to
select a list of records, which were to be sent out
on approval. Mr. Pickens selected the records
carefully, the total list amounting to $117. It is a
tribute to. his judgment and knowledge of the Vic-
tor record library that not one of these records
was returned by the purchaser.
THE TALKING MACHINE WORLD.
1
DETROIT TRADE BEAT 1912 RECORD DURING PAST YEAR.
The Gain in Business Reported by the Leadin
to 80 Per Cent. Increase — Greatest Ye
and Records — Grinnell Bros.' Victor Busi
g Jobbers and Dealers Runs from 30 Per Cent,
ar with the Columbia Co. in Both Machines
ness Shows Immense Growth — Other News.
HOW TO APPROACH PROSPECTS.
Differentiating Between Cheap Sentimental
Types, the Nervous, Sanguine and the
Phlegmatic Types of Business Men.
(Special to The Talking Machine World.)
•etroit, Mich., January 8.— The holiday talking
:hine trade in Detroit lived up to every hope of
most optimistic dealer, and to every indication
.ined in this correspondence a month ago. In
:, it went beyond most hopes, for it is still going
op speed.
i the regular period, that is, from December 1
the day before Christmas, every dealer com-
licated with beat his 1912 record, the margins
ig from fifty to more than a hundred per cent.
1 then, to leave no doubt as to whether business
good, everybody who received a new "talker"
Christmas showed it to a "talkerless friend,"
) frequently put on his coat and went downtown
gather in one himself. And subsequent to
istmas the demand for records overwhelmed
statistics.
[anager Harry Rupp, of the talking machine
artment of Grinnell Bros., said : "We beat last
ember by about 80 per cent." This means much
:n it is considered that Grinnell Bros, are Victor
sers, besides having twenty-five Michigan stores
their own, and last December did a holiday
iness that seemed to be beyond ordinary con-
ion. "The demand was very well distributed
year," continued Mr. Rupp. "The high-priced
hines still maintained their good lead, though."
[ax Strasburg was as busy as Mr. Rupp.
iugh, like Mr. Rupp, he has a big force of sales-
i, he was out in the floor in person, selling
hines. Mr. Strasburg had the advantage of
ble the space and double the stock he had last
ember, therefore he did more than double the
ness. His stock consists almost entirely of
high-priced machines.
it was our greatest December and our greatest
'," said Manager K. N. Johns, of the Detroit
ich of the Columbia Co. "While we were not
: to get all the machines we needed, we were
in far better shape than last year, or in 1911. Last
year we lost a great deal of business through being
unable to fill orders. This year we had to turn
down but little. The Saturday preceding Christ-
mas our store was fairly mobbed all day, but we
kept pulling the machines out of the stock room,
and sent everybody away satisfied. We got them
all delivered in time, too.
"A lucky feature of the business was that the
demand was more diversified than in the past.
That helped in handling the trade. Last year the
calls were largely for one style of machine, the
$50 one. This year they wanted everything on
the list, from the $25 machines to the $200 ones.
So we were in fairly good condition all along.
"We sold 50 per cent, more records than in the
last holiday season, and the rush is still on. The
people of this city have gone dance crazy. The
tango, one-step and hesitation are not confined to
the public dance hall patrons, as so many people
suppose. The best people in Detroit are buying
those records in thousands, to dance by in their
homes."
The J. L. Hudson store, which four months ago
filled all its spare space with Victrolas and Colum-
bias, and hired a wareroom for more of the stock
besides, in order to be certain of plenty to meet
all demands this winter, achieved its object, but
didn't have much remaining on January 1. Even
the low-priced ones were cleaned out, though not
to Detroiters.
As in the case of the other downtown dealers,
trade is still brisk, especially in dance records.
Dance records are not the only ones called for,
however. Red Seals are in big demand. Appa-
rently few records were sent out with the gift
machines of the holidays, and now the recipients
are flocking to the stores to spend as much for
records as the machines themselves cost. Which,
of course, is very pleasing to the merchants.
How the salesman should differentiate in his
approach between the three temperamental types
of men, the nervous, sanguine and phlegmatic, was
the subject of a talk given recently to a class in
business efficiency and salesmanship in Boston.
"The nervous type," said the speaker, "would be-
come impatient if handled in a dilatory or long-
winded manner. His brain is active, and every
idea you give him will breed a dozen more in-
stantly. It is necessary to make your approach
brisk, businesslike and forceful. The sanguine
type must be carried along by short, easy stages.
Being fond of companionship and comfort, it is
necessary for the salesman to interest him along
these lines. The phlegmatic type is more difficult
to approach, for he lets you talk and listens him-
self. As he is logical and practical, the salesman
must know his goods and all that pertains thereto.
"This type of man," says a writer in the New York
Times, "will remember the arguments used, and
should there be a difference in statements he will
remember it and hold it against you, thus making
the sale more difficult."
lLKING MACHINE SUPPLIES MUSIC NEW LOCATION FOR CABINET CO.
the Annual Christmas Dinner Given the
'oor and Homeless of New York by the
Jowery Mission — The Victor Was Used.
t the annual Christmas dinner tendered by the
/ery Mission to the poor and homeless of New
k City a Victrola XVI played a prominent
, furnishing all the music at this charitable
it. The machine and records were furnished
. local Victor dealer, and the music was just as
usiastically received by the homeless and poor
f it were being played on the operatic or con-
stage.
he records furnished by the dealer were com-
lensive in their scope, including grand opera,
fious, popular and semi-classic. Many of the
lion's guests were greatly affected by the music,
:h was the subject of the heartiest praise.
The C. B. French Cabinet Co., 401 Flushing ave-
nue, has secured a plot of ground at Metropolitan
avenue and the Long Island Railroad tracks near
Bushwick Junction, Brooklyn, to erect a building
for the manufacture of patent telephone booths
and cabinets for phonograph concerns.
OPERATES PLAYERAND PHONOGRAPH
(Special to The Talking Machine World.)
Washington, D. C, January 8.— The Aeolian
Co., of New York, N. Y., is the owner through
assignment by Edwin S. Votey, Summit, N. J., of
patent No. 1,082,218 for a Means for Operating
Musical Iustruments, and which consists of a means
for operating two or more musical instruments to-
gether, and is particularly designed for the opera-
tion of said instruments together in the same mu-
sical time and harmony of pitch. '
The embodiment of this invention is applied par-
ticularly to two musical instruments such for in-
stance as a player-piano and a phonograph or
graphophone, driven by means supplied with power
from a common source, and comprises means as-
sociated with each motor for controlling the speed
of the motor, and hence the musical time of the
corresponding musical instruments as well as the
pitch of one of the instruments. Broadly speak-
ing, this means constitutes or effects in each case
a tempo-control for each instrument, but obviously
this means may be related or unrelated to the reg-
ular tempo-control already provided in connection
with each instrument. Preferably the means of
control provided are operable independently and
separably.
3
EASY SELLING SPECIALTIES
For Edison Machines
ALKINQ MACHINE DEALER FAILS.
ihn J. Rooney, a dealer in talking machines
photo supplies at 1983 Broadway, New York,
filed a petition in bankruptcy, with liabilities
|>5,863 and assets $4,065, consisting of stock,
36 ; cash in bank, $620, and return on insur-
:, $9. Among the creditors are the New York
cing Machine Co., the Blackman Talking Ma-
e Co. and the New York Sporting Goods Co.
i subsequent court hearing J. Newcomb Black-
i was appointed receiver, and will continue the
ness.
Union No. 1 shown in use
with Sound Box in lower
E nn^p,™- . . corner. Gold plated, $5;
XlRA PROMTS are waiting for you, because every n^kei or oxidized, $4.
Edison owner can be interested in these attachments. Union
No. 1 enables him to play Columbia and Victor records — the Union
Modifier enables him to regulate the tone
without changing needles — the Union Union Modifier (quick at
Sound Box is designed to eliminate tachabie). Gold plated $1.50;
scratching.
Pat.
No.
776-672,
others
pending
nickel or oxidized, $1.
UNION
/TOR CO. DISTRIBUTED TURKEYS,
(Special to The Talking Machine World.)
amden, N. J., January 9. — As has been its
:tise for some years past the Victor Talking
:hine Co. on Christmas Eve presented each of
employes of the company with a turkey and a
rt of cranberries, 5,700 turkeys being distributed.
PHONOGRAPH
SPECIALTIES
Union No. 1 and Sound Box
in use. Union Sound Box,
gold plated, $5; nickel or
oxidized, $4.
Pat. No. 776-672, others pending.
WRITE for our new
completely illustrated
catalog describing seven big
sellers.
"Two Phonographs in One"
AND DEALERS' PRICES.
SENT FREE ON REQUEST.
V® Union Specialty & Plating Co.
409 Prospect Ave., N. W.
Cleveland, Ohio
8
THE TALKING MACHINE WORLD.
1
iiiiiiiiiiiiiiiiiiiiiiiiiiiin
SHERATON
Model A275, Ma-
hogany, Inlaid
Plain. $275.00
The satisfaction of handling
the complete Edison line
lies in being able to meet capably every situation that arises in the phono-
graph business. It means an equipment of various types that are adapt-
able to the man who can spend a good deal or the man who must spend
but little. It means having the goods, in every sense of the word.
If a customer has a leaning toward the cylinder type, you can show him
new models of
Edison Cylinder Phonographs
that express the most recent ideas in sound reproduction. This important
side of the phonograph business has always been kept up-to-the minute in
the Edison Laboratories. If he wants a disc instrument, you have the new
A80, Mahogany,
Thomas A, Edison, Inc.
liimimmuimiiigiuriiiimiiiiiiiiiimiijiiiiiii
Model A200, Mahogany
and Oak, $200.00
Model A300. Cir-
cassian Walnut,
$300.00
THE TALKING MACHINE WORLD,
9
■iiiiiiiiiiiiiiiiiiiiiiinii
SHERATON
Ddel A290, Ma-
hogany, Inlaid
Marquetry.
$290.00
LOUIS XV
Model A425, Circassian
Walnut, $425.00
Model A3 75, Mahogany,
$375.00
Edison Diamond Disc
Phonographs
upon which Mr. Edison has been at work for the past three years
and in which are expressed the final perfections of the phonograph
as a musical instrument.
The motors, with the uniform speed maintenance up to the last
revolution, offer mechanical excellence that has never been
approached. The cabinets, in a wider variety of beautiful woods
than ever, are appropriate for the surroundings of any home or
club or church.
Whoever your prospective buyer may be, in the Edison line there
is a phonograph that will best suit his taste and his purse.
59 Lakeside Ave., Orange, N. J.
Model B60, Oak. $60
lllllllllllllllllllllllllllll
Model A250. Ma-
hogany and Oak,
$250.00
Model A 150, Mahogany
and Oak, $150.00
10
THE TALKING MACHINE WORLD.
TALKING MACHINE SALESMAN'S BOOK OF KNOWLEDGE.
Purchase Scrap Book and Jar of Paste, Mr. Talker Man, and Start an Encyclopedia of
Phonograph Information for the Edification and Enlightenment of Your Customers —
Some Valuable Hints Worthy of Consideration for the New Year.
There is a salesman attached to the establish-
ment where I buy my records who bears a unique
reputation. He is universally conceded to have the
greatest store of talker news stored away along
with the gray matter in his active brain of any
man in town. In addition to the notoriety he en-
joys from this source, it aids him tremendously
in selling goods.
A great many times have I witnessed customers
refusing to be waited upon by any salesman but
Frank (his name is Frank), and in the event of
his being engaged elsewhere, they would sit them-
selves patiently down in the showroom and await
his return.
There is not a subject of interest in the talking
machine world, be it old or new, that Frank can-
not talk upon fluently and well. Ask him a ques-
tion regarding the salary of an artist, the latest
march by Sousa, or the color of Ada Jones' eyes,
and he will not only answer you correctly, but
throw in some entertaining attendant anecdote for
good measure.
Such a salesman is most valuable to his em-
ployers, and, therefore, capable of commanding a
remunerative return for his services.
Why not follow Frank's example, Mr. Dealer,
and familiarize yourself with all things phono-
graphic, which at some future time may piove of
interest to your patrons? There is not a day goes
by that does not bring to you, througli the medium
of the newspaper or magazine, some bit of infor-
mation well worthy of a place in your salesman's
book of knowledge. For instance, it is most sat-
isfying when a physician calls to inspect a machine,
for amusement purposes only, to find yourself in a
position to converse technically regarding the ef-
fects of different kinds of music upon the sick,
and to convince him that not only will the talker
be a source of entertainment and delight to him-
self and family, but of vast value to him in his
practice as well.
Tell him of the views of Dr. Leonard Keene
Hirshberg, A.B., M.A., M.D. (Johns Hopkins),
upon this subject. "There is no doubt," says Dr.
Why Frank's Services Are Sought.
Hirshberg in the Philadelphia Evening Telegraph,
"that music, like other emotion stirring stimulants,
plays, at times at least, a fair share in the medi-
cal aids that go toward the restoration of health.
If the musician's touch is tender, full of emotion
and vibrating with sincerity, Beethoven seems to
Won't You
Have a
Lesson in
Spanish?
It's so easy to learn by the I. C. S. system— and a knowledge of Spanish is so
useful nowadays.
The I. C. S. system of language instruction by means of the phonograph makes
easy the mastering of a foreign language, and appeals with compelling power to
thousands. The dealer in phonographs who does not carry I. C. S. Language Out-
fits is neglecting a quick and sure way to increase his business. The new $35
Language Outfit of the I. C. S. is a marvel. It represents the highest art in the
teaching1 of languages, and embodies a method that has won the warmest praise of
thousands qualified to speak authoritatively. The Spanish, French, and German
Embassies at Washington, as well as the leading colleges, have cordially indorsed
the I. C. S. method of teaching languages.
The I. C. S. Language Outfit consists of an Edison Gem Phonograph made
especially for language work ; small horn ; headband hearing tube ; oil can ; and 25
Conversational Records teaching pronunciation guaranteed to be absolutely cor-
rect, with native intonation and inflection. In addition to these Conversational
Records there are pamphlet Instruction Papers teaching the theory of the lan-
guages. The new Outfit , is at one and the same time the best and cheapest
ever offered — the price being only $35.
If you want to increase your business, write to-day for full particulars.
International Correspondence Schools
Box 918, Scranton, Pa
acl as an ideal tonic upon the sick. On the other
hand, the current ragtime melodies popular with
these same patients when they are well pall upon
them and irritate them .when sick."
He then speaks of Miss Alice E. Gether, an ac-
complished pianist, and describes her- experience
with music as a curative agent in the hospital as
follows : "The day she left the institution a request
came from a patient, whose recovery a few days
before had been very doubtful, to please have her
piano moved near her room and to play Schu-
mann's 'Traumerei' for her. This was done, and
the patient took a turn for the better and re-
covered."
When you have told him these things which he
did not know, he is not only amazed, but does some
hard thinking as well. In the end, instead of sell-
ing a single outfit to the man of medicine, you
sell several to his hospitals also. You have,
through the agency of your book of knowledge,
opened up a new field, and that, of course, means
more business and greater financial returns.
Now that the medical fraternity in its relation
to the talking machine industry has been sufficiently
touched upon, we will turn another page of our
scrap-book.
$ $ * $
A cylinder record was playing softly, the melody
floating through the grill of the Amberola with
dreamy sweetness. "When It's Apple Blossom
Time in Normandy," sang the artist, his golden
tenor soaring high above the querulous voices of
two angry customers. I like that song immensely,
so I paused to listen.
"That's Irving Gillette singing, I tell you!" de-
clared one of the irate patrons, positively.
"You're wrong!" snapped the other fiercely.
"Don't you suppose I know a voice when I hear
it? I want you to understand, sir, that I have been
an authority on singing for twenty-five years, and,
furthermore, I have a dozen disc records in my
cabinet at home this very minute with that voice
on them."
Then, glaring belligerently at his opponent, he
snarled, "If that isn't Henry Burr's tenor on that
record, By Gad ! I'll eat it."
"If my eyes do not deceive me, brother, you
have a tough meal before you. The name of Irving
Gillette is stamped upon the box lid."
"I don't give a !"
"What is the difficulty, gentlemen?" interrupted
the salesman (our friend Frank) arriving with
a tray of best sellers.
"Difficulty enough !" roared the debaters in uni-
son. 'This man" — each glaring at the other — "don't
know a voice when he hears it!"
"Irving Gillette for the Edison, Henry Burr for
the Columbia and Victor, and Harry H. McClaskey
in private life," explained Frank succinctly. Both
were right — war was averted.
From interesting a professional man, by a chat
with him in his own language, to settling an ar-
gument as to the identity of a singer, is a far cry,
but your scrap-book of talker facts will enable
you to do either equally well.
Oh, there is no doubt, Mr. Dealer, about this
book of knowledge idea being a trade bringer.
Just a bit of advice in conclusion : When your
next customer calls to hear a certain record, sur-
prise and delight him by indulging in a brief
resume of the artist's life ; or, if you prefer, speak
of a memorable incident in connection with the
composer of the selection.
Your patron will be most appreciative and de-
lighted because, through your courteous ex-
planations, he is able to add very materially to the
enjoyment he has previously derived from his in-
strument.
He will speak of you to his friends as an author-
ity upon everything in talkerdom. He will tell
them also of the pamphlet of artists' biographies,
meaty kernels of news, and valuable hints, he is
compiling with your able assistance, and suggest
that they come and do likewise. Why, if every
talking machine man in the country would culti-
vate the fine art of entertainingly instructing his
customers regarding the many subsidiaries of the
talker, the industry would enjoy a greatly en-
hanced prosperity. Do you not agree with me?
Howard Taylor Middleton.
THE TALKING MACHINE WORLD.
11
1913 was a great year for Columbia
Double-Disc Records— the greatest we
ever had. 1914 will be twice as great.
That much we can already see coming.
Watch it. But watch it from the in-
side looking out, not from the outside
looking in.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
SOME NEWSPAPER MISSTATEMENTS SET RIGHT.
Recent Report of Suit of American Graphophone Co. Against the Parlograph Co. Led to
Some Statements Being Made That Are Misleading — Statement from the Counsel of
the American Graphophone Co. Is Important and Informative in This Connection.
The talking machine industry was greatly inter-
ested in the published account of a dictating ma-
chine lawsuit which appeared in the 'New York
Sun recently, wherein the American Graphophone
Co., manufacturer of the Dictaphone, asked for an
injunction against the American Parlograph Co.,
manufacturer of the "Parlograph," another dic-
tating machine of foreign manufacture. This in-
junction was denied, as the American Graphophone
Co. had expected, but in publishing the account of
the trial the Sun apparently made some deductions
which were not based on the facts at issue.
The headings of the story, prominently displayed
in usual newspaper style, in bold-face capital let-
ters, read : "Bars to foreign phonographs down —
Dictaphone makers lose suit to keep out German
'Parlograph' — Edison patents expired — Open field
for devices and records is expected to cut prices/'
The remainder of the article under the above
startling headings read:
Through the denial by District Court Justice Holt, an
application by the American Graphophone Co., manufac-
turers of the dictaphone, for an injunction to restrain the
importation and sale of a German machine known as the
parlograph on the ground of patent infringements, it be-
came known that the American field is now open to foreign
talking machines.
The decision is said to form the opening wedge for the
importation of all foreign talking machines and records, and
means an eventual cut in the price of both business and
musical phonographs.
The decision is said to be the first in which the Ameri-
can manufacturers have failed to keep foreign machines
out.
The defendant was the American Parlograph Co., of 2
Rector street, American agents for the Carl Lindstrom Co.
of Berlin, who were warned before the suit that the parlo-
graph was an infringement. The defendant referred the
matter to its attorneys, Cabell & Gilpin, of 11 Wall street,
and made contract to sell 1,000 machines. Then the suit
was brought.
The American Graphophone Co., through its attorneys.
Mauro, Careron, Lewis & Massie, alleged that the defend-
ant's machine infringed on a patent of Thomas H. Mac-
donald, of Bridgeport, Conn., and upon patents of John H.
J. Haines and Elam Gilbert. In the argument the plain-
tiff relied solely upon the Macdonald patent.
Shelton F. Cameron, a patent lawyer, of counsel for the
plaintiff, said in an affidavit that he has made a specialty
of the art of producing sounds, and that he found in the
parlograph every feature claimed bv the Macdonald patent.
Edward D. Easton, president of the American Grapho-
phone Co., and the Columbia Graphophone Co., said that
for years prior to 1896 his company was in litigation with
the Edison companies. In 1896 this was settled and con-
tracts entered into which are still in force, under which
each agreed to keep to its type of machine.
The answer of the defendant said that the alleged in-
vention was used by Edison and many others before it
was patented by Macdonald, and that the letters patent
didn't describe an invention but a "mechanical expe-
dient."
The defendant also alleges that the contract between
the American Graphophone Co. and the Edison Phonograph
Co. is in violation of the Sherman anti-trust law.
Philip Mason Cabell, president of the defendant com-
pany, said that it is a matter of common knowledge that
the graphophone was invented by Edison in 1880, and
that his patents have long since expired. He said that
other machines merely differ from the Edison machine in
mechanical structure, and that so far as the principle is
concerned America is an open market.
Judge Holt denied the application for the injunction with-
out writing an opinion.
When seen by a representative of The Talking
Machine World, C. A. L. Massie, of the firm of
Mauro, Cameron, Lewis & Massie, counsel to the
American Graphophone Co., stated that the news-
paper account was somewhat overdrawn, and dic-
tated the following statement in order that the
trade might .be properly informed regarding the
true status of the points of law at issue :
"Bars to Foreign Phonographs Not Down."
"The American field has not yet been opened for
invasion by foreign talking machines. The Amer-
ican Graphophone Co. has recently brought suit
against a German dictation machine known as the
'Parlograph,' as an infringement of no less than
five different United States patents. This suit has
nothing to do with disc machines, or with 'records'
of any kind, or with musical machines.
"The suit will be prosecuted vigorously, in the
usual manner; and is expected to result in a per-
manent injunction, and the defendant will have to
account to the Graphophone Co. and pay over to
the latter its own profits and also the damages re-
sulting from the infringement. Under the law the
Graphophone Co. can also proceed against every
user of the infringing machines.
"With one exception, these five patents have
many years to run. The Macdonald 'overhanging
mandrel' patent, however, will expire in the com-
ing spring. For that reason, and also because of
the long public acquiescence in the validity of that
patent, the Graphophone Co. ventured to seek a
'preliminary injunction' in advance of the trial —
even though there has been^no 'prior adjudication'
in favor of that patent. All five of these patents
have hitherto been respected, so that the Grapho-
phone Co. has not heretofore been called on to
bring suit to enforce them ; and consequently there
has been no 'prior adjudication' concerning any of
these particular patents.
"Ordinarily, the Federal Courts refuse prelim-
inary injunction upon a patent that has not already
been sustained by some prior adjudication. Of
course, there was no ground for asking prelim-
inary injunction upon any of the other four patents
sued on ; yet the Graphophone Co. had hoped that
the court might decide to grant preliminary in-
junction under the Macdonald patent, which ex-
pires so shortly.
"However, this case proved no exception to the
general rule, United States Judge Holt handing
down a memorandum decision which reads: 'I
think that the case made on these papers is not so
clear and decisive as to justify a preliminary in-
junction under the practice in patent cases. Mo-
tion denied.'
"Judge Holt's decision is in line with the usual
reluctance of the Federal Courts to grant pre-
liminary injunction before trial, and does not in
any wise effect the merits of the controversy or
foreshadow the outcome of the suit."
HISLOP CO. SECURES EDISON LINE.
(Special to The Talking Machine World.)
New London, Conn., January 8. — The agency
for the Edison disc phonograph has been placed
by J. W. Scott, representative of Thomas A.
Scott, Inc., with the James Hislop Co., for this
city and vicinity. A large initial order was placed.
Much interest has been manifested in the Edison
disc, owing to the recital given by Mr. Scott in
the lobby of the Mohican Hotel last Sunday after-
noon. This is the first time that the Hislop com-
pany has handled musical instruments, and it is
making the public acquainted with its plans in
imposing announcements in the local newspapers.
SECURE EDISON DISC AGENCY.
(Special to The Talking Machine World.)
Norwich, Conn., January 8. — The Porteous &
Mitchell Co. has secured the exclusive agency for
the Edison disc phonograph in this city and vicin-
ity, and a full line of these instruments are now
being displayed in the company's handsome new
musical department. In connection with the open-
ing some striking advertisements were carried.
"The twentieth century was born without a
memory — it's so busy with to-day's achievements
and to-morrow's projects that no one has time to
remember yesterday's exploits."
builT likE a watcH
artistiC, cleveR, compacT
togglE joinT, powerfuL
iT doeS noT sheeR
iT cutS
retainS chipS
noW iN thE handS
oF youR jobbeR
Standard Gramaphone
Appliance Co.
173 Lafayette St., New York
12
THE TALKING MACHINE WORLD.
^TALKING <^
EDWARD LYMAN BILL, - - - Editor and Proprietor.
J. B. SPILLANE, Managing Editor.
Trade Representatives : Glad. Henderson, C. Chace, L. E. Bowers, B. Brittain Wilson,
A. J. Nicklin, August J. Timpe, L. M. Robinson.
Boston: John H. Wilson, 324 Washington Street.
Chicago ©like : E. P. Van Harlingen, ?.7 So. Wabash Ave.
Henry S. Kingwill, Associate.
Philadelphia: R. W. Kauffman. Minneapolis and St. Paul : Adolf Edsten.
San Francisco : S. H. Gray, 88 First St. I leveland : G. F. Prescott.
St. Louis : Clyde Jennings. Cincinnati: Jacob W. Walter.
London. Eng., Office : 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Manager.
Representatives for Germany and *us ria : Verlag Nec Sinit, Berlin C. 19, Ross-Strasse 6,
Germany. Geo. Rothgeiber, Director.
Published the 15th of every month at 373 Fourth Ave., New York.
SUBSCRIPTION (including postage), United States, Mexico, $1.00 per Year; Canada,
$1.25; all other countries, $1.75.
ADVERTISEMENTS: $3.00 per inch, single column, per insertion. On quarterly or yearly
contracts a special discount is allowed. Advertising pages, $100.00.
REMITTANCES: should be made payable to Edward Lyman Bill by check or Post Office
Money Order.
*3T NOTICE TO ADVERTISERS. — Advertising copy should
reach this office by the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.
Long Distance Telephones — Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.
NEW YORK, JANUARY 15, 1914.
AT the beginning of the year most of us are apt to indulge in a
little retrospective and prospective thought, and it is the aim
of every business man to remedy certain policies which have been
pursued in the past which have not proven their usefulness in a
-business sense.
What policy can be best adopted to make the talking machine
business better for 1914?
Have our practices and methods been thoroughly up-to-date?
Are there any weaknesses which are discoverable when we ana-
lyze our various policies and systems ?
These and other queries along similar lines will be considered
by talking machine men everywhere.
The industry has great possibilities and are we all making the
; most of them? That is the question!
That the present position of the talking machine has advanced
commercially, artistically and nationally, cannot be too strongly
emphasized, for this broadening out in every department of life
■ means greater expansion of business for those whose financial in-
terests are interlocked with the industry.
The growing importance of the talking machine everywhere
makes necessarily for the business advance of the men who are
interested in disposing of these popular creations.
Sometimes we feel that some of the talking machine dealers
: throughout the country do not realize the importance of the product
which they sell as an educational and instructive factor.
For quite a period a large proportion of our population viewed
the talking machine as a product the existence of which would be
ephemeral. They did not take it seriously, but all that is changed.
Artists internationally famous, in both the vocal and instrumental
field, are now being heard through the aid of the talking machine
in the homes of people who never without its mediumship would
have become acquainted with good music.
IT means the best in music has been carried from the concert
stage to the parlor, and that our great singers and instru-
mentalists and our great orchestral organizations are now heard in
every home, thus aiding the musical education of the people : helping
to a keener appreciation of good music, and teaching them how to
I enjoy music in the home in a manner never before possible.
Then, if we consider the manufacturing department, it must
be admited that the output has been vastly increased, for year by
> year the manufacturing facilities have been greatly augmented.
1 In fact, the increase in the manufacturing department has been as
: rapid as we could reasonably expect.
It is impossible to create a great factory over night, and when
we view the great plants, limited in number, but vast in space, it
must be admitted that the manufacturers of talking machines have
made every reasonable provision to take care of their trade with
promptness and despatch. But notwithstanding these great plants
involving the outlay of vast capital, they have been unable to keep
up with the demand because by the aid of advertising running into
colossal figures, the public has been more and more educated to the
possibilities of the talking machine, its entertaining powers and its
value as a home entertainer. Hence, the demand has been increased
in a phenomenal manner.
THEN another point which is of vital importance is the stability
which has surrounded the trade through price maintenance.
Every man in the talking machine trade has had the advantage
of nationally advertised products and has had a price protection
which has been of infinite value. A condition of price cutting and
business disturbances have thus been happily and wisely avoided.
And yet notwithstanding these unusual conditions of strength and
stability there are retailers who, by their public exploitation, are
doing things which would seem to us are not warranted by the con-
ditions which surround the talking machine industry.
Take, for instance, a public exploitation in which talking ma-
chines are offered on terms which are not in accordance with sound
busines methods, and which seem to us to be superfluous and un-
called for.
According to the advertising announcements of a department
store, one dollar will place a $15 machine and $9 worth of records
in the homes of purchasers. Future payments' can be made at the
rate of fifty cents.
A $5 payment will place a $100 machine and $10 worth of
records in the home of the user, and a $10 note puts a $200 ma-
chine and $10 worth of records in the same place.
Do not merchants who sell on such a basis strike a blow at
the stability of the business everywhere? Why pay cash, even if
you have it, when such terms are thrust at you?
The men who put out pianos at nothing down and a dollar a
week have long ago become convinced of the ruinous pace they were
traveling, and the talking machine business which has to-day but
three producing houses and no such competition as exists in the
piano industry, yet some of the merchants deliberately violate all
rules of business soundness in their evident anxiety to do business.
We should bear in mind, too, the fact that such offerings affect
the entire trade. They establish a standard of selling terms which
is liable to be put up to talking machine men in every city and every
hamlet throughout the land.
What in the name of common sense, when there are not enough
goods to go around, is the use of offering a man a machine worth
$200 and $10 worth of records for a ten dollar note?
The buyer can use the machine a month with the records and
then return it. The returned machines are sold again as new. Is
this right?
What is the machine but a used product, and how much are the
records depreciated?
Furthermore, does anyone believe for a moment that there are
not many people who would take advantage of such terms who do
not, at the time they order the machine, expect to keep it beyond a
very limited time?
Again the advertisers deliberately turn a cash business from
their own establishments by such offerings.
Why should a man pay cash for a talking machine when he
can get one for a few dollars per month? Why not run over a
period of a couple of years in his payments when it costs him, no
more ?
Such advertising hurts in more ways than one, for it creates
a long time small payment credit business out of what otherwise
might prove a near cash transaction, and it tells the man who has
the cash that he need not pay it save in homeopathic doses over a
long period. Is that good business?
What is the advantage of offering a hundred dollar machine
for $5 a month and a bunch of records included?
Under those conditions the purchaser who desired to have a
talking machine in his home during the holidays could secure a
good machine and a few records before Christmas, and after a
month's use decide that he does not desire the machine, return it
with the records, and gets his money back. Can you beat it? Not
very well — machine, records, music for a month at no cost.
THE TALKING MACHINE WORLD.
13
Now, does anyone for a moment doubt that there are not plenty
•f people who will abuse such generosity.
The bait is too good — too alluring — and many will snap at it
ecause it has been put forth by department stores of reputation
nd standing.
Is there any reason why talking machines should be offered on
uch terms?
rHEN, again, what becomes of the used machines under such
conditions? Surely reverts are put out again and are they
ot sold as new machines? And the records, too, may be badly
amaged.
This kind of appetite whetting advertising is a greater disturb-
ig factor than many think at the first blush.
The great metropolitan papers containing notices of such al-
lrements reach the smaller towns, and possible customers go into
le talking machine merchants and show them the advertisements
ut forth by the department stores and ask the local men why they
annot do as well as they in terms. Then they follow up with the
ireat that they will do their buying outside of town if the small
'erchants cannot meet competition regarding terms as well as
rices.
What is the result?
The dealers in the small town have to use some convincing
ne of arguments, or they have to make concessions which they
lould not be compelled to do in order to close sales.
Now, this unsatisfactory and unwholesome condition is need-
:ss, because there is no industry in the world that is as well pro-
:cted, as well fortified in every way, affording ;>mple protection to
)bber and retailer as the talking machine business. Yet, here are
>me houses that deliberately jump in. and while they do not
aughter prices, they annihilate sound business principles by
fFering allurements which are not justified under the existing con-
itions.
1' HEY help to create a condition which makes it harder for the
small merchants to do business than before, and up to the
resent time one of the splendid advantages of the talking machine
isines*s is the fact that it afforded the small man — the man with
mited capital — an opportunity to do business on equal grounds with
le big house controlling millions.
That has only been possible by fixed prices, and now some of
le houses which are handling talking machines are endeavoring to
crease their business by offering inducements of a nature which
irely must be unprofitable for themselves, and which will have a
:flex effect upon the entire trade.
Is there any profit in giving a man a $100 talking machine with
) worth of records for a month for a five dollar note? There is
le "salesman's time, the cartage both ways, the pro rata selling
>sts and simply a gamble on the man's keeping it, and even if he
ies, why is it necessary to emphasize too long a period in which
Iking machine instalments may run?
Why harp upon the long selling time when there are not enough
achines to go around to-day?
rHERE are some business moves which we fail to understand
even though they may be put forth by great and successful
nises.
We see no reason why the selling time should be extended un-
:r conditions which are contrary to sound business principles.
Such methods are not in harmony with the principles which
ive protected the trade through the enforcement of rules holding
■ice maintenance to a point of unyielding rigidity.
Talking machines are profitable to handle and the retail pur-
taser secures excellent value. In other words, it is a perfectlv fair
rangement all around, and it is absurd to offer a kind of bait to
irchasers which creates the impression that' talking machne's may
1 purchased at any kind of prices rnd terms.
It injures the business in that it creates the impression in the
inds of readers of the advertisements that talking machines can
purchased on almost any terms and conditions. Therefore, the
linions would then be formed that the prices at which the ma-
ines are sold afford unusually large profits to the retailer, else
ch allurements would not he made. This is creating a false im-
ession.
TALKING machines should not be handled as a baiting piece
of merchandise, and the impression should not be created
that one house can violate legitimate merchandising conditions in
order to attract customers to its establishment, with perhaps the
hope that the customer will be impressed with the ability of the
house to supply cut rates on some other lines of merchandise than
those advertised.
It may be urged that such advertisements injure no one, but in
our opinion they injure the entire trade and they impose a heavier
burden upon dealers everywhere to meet such unbusinesslike offer-
ings. The talking machine business is a wonderful industry, and
the men whose interests lie therein should not, through alluring
price offerings, aid to introduce a baiting element which may work
out disastrously to the entire trade. There can be no annihilation
of selling terms without the entire trade feeling the effects of such
a move.
A PARTICULARLY interesting endorsement of the position, as
an amusement and education factor, now reached by the talk-
ing machine is that contained in the recent announcement of an extra
allowance of $82,500 granted for army post exchanges by Congress
at the instance of Secretary of War Garrison. The amount as
divided will provide a fund of $1,245 f°r eacn army chaplain with
which he is expected to obtain a talking machine and a suitable sup-
ply of records, a motion picture machine with slides and films and
a tent with adequate seating facilities in which to give entertain-
ments for the amusements and benefit of the enlisted men.
The fact that the appropriation will result in the purchase of
sixtv or more machines with several hundred records, is not so im-
portant to the trade at large as the fact that Congress, through the
influence of the Secretary of War, displayed its appreciation of the
value of the talking and motion-picture machines as a means of mak-
ing the lot of the enlisted soldier more pleasant, to the extent of
making a generous appropriation for the purchase and maintenance
of such equipment.
Recognition by the Federal government of the value of the
talking unchine as a means of entertainment for soldiers is a tribute
that should prove a sales-producing argument at the hands of the
wide-awake dealer, for LJncle Sam. in buying supplies, doesn't
bother with experiments, but demands goods of accepted worth
and quality, whether it is a matter of blankets or amusement devices.
The adoption of talking machines by the army is just another indi-
cation of the rise of the talking machine from the point where it
was a noveltv of the freak order and the butt of humorists to its
present forward position in the field of music.
Through the medium of the talking machines the enlisted men
can listen to their favorite selections, whether grand opera or rag-
time, and when the men at one post after months of use become
tired of their stock of records they can be exchanged for those of
mother post until the records are worn out. With talking machines
in public institutions of all kinds, schools, colleges, army posts, etc.,
and in hundreds of homes throughout the country the energetic
advertising and srdes campaigns have surely brought results.
IT is better to prevent credit evil than to attempt the remedy
after the evil is done, so declares Edward S. Mills, who at
one time managed the adjustment bureau of the Philadelphia As-
sociation of Credit Men, who says further that the chief reason for
tardiness by merchants in the payment of their bills may be found
in a "lack of business ability and management," and therefore it is
of the highest importance for the credit man to keep in close touch
with his tardy accounts and make it his business to educate them
and warn them against their mistakes.
"In this way," Mr. Mills adds, "slow accounts can often be
developed into very profitable ones, and the credit man who con-
siders his duty done when he simply passes upon an account and
then tries to get his money out of it has no proper conception of
the credit man's sphere, for he should make it his interest to find
the flaw in his customer's business." He cites one house that
looked upon this as a matter of such importance that it had a force
of trained men whose duty it was to call upon its customers in
order to show them how to take and keep track of stock and ac-
counts and how to supervise their business generally, and this
concern had been instrumental in saving and making profitable
businesses out of what otherwise would have been failures.
14
THE TALKING MACHINE WORLD.
Better Value than Other Albums by Reason of Superior Quality
Our Albums are bound correctly by
expert hands. Envelope pockets are
constructed of very tough Dark Green
Fibre paper. Albums are bound in best
Mahogany Imitation leather, gilt stamp-
ing on face and leather or gold-plated ring
pulls as desired. Made for 10 and 12 inch
discs. Write for sample and prices, which
will convince you, as they have all our
other customers, of the superior quality
and value of our albums.
These albums are constructed with' a view to Strength, so that they will really hold the full complement of discs, and
give excellent service.
NEW YORK POST CARD ALBUM MFG. CO., 23-25 Lispenard Street, New York
OPTIMISM IN THE TWIN CITIES.
A Great Holiday Business Transacted by the
Talking Machine Houses and the Percent-
ages of increase Given Out Would Seem
Extravagant Were They Not Supported by
Irrefutable Testimony.
(Special to The Talking Machine World.)
Minneapolis and St. Paul, January 6. — If ever
the talking machine and phonograph dealers of the
Twin Cities lived in clover it was in the holidays
and the contiguous days fore and aft. Some of
the statements handed out to your correspondent
in his merry round read extravagant like, but
there is no question but that they were in clover,
head high and luxuriant. The extent of the busi-
ness was limited only by the ability to obtain
goods.
"We lost many retail sales and many local or-
ders because we could not supply the goods," re-
marked W. J. Dyer, head of the big house which
bears his name and an extensive jobber in Victor
products. 'Of course, it is much better to clean
out your stock and make ready for new goods than
to carry a big line over the season, but it is ag-
gravating to be compelled to refuse actual money
Some day, probably, we will have stock enough to
meet the demands, but I imagine that just for the
present the talking machine trade is growing so
rapidly that the manufacturers are unable to keep
the production up to the pace of the demand. We
will continue our Victrola and Pianola recitals
every Friday night, as these have become a regu-
lar musical institution in St. Paul and draw large
numbers each week."
"Nearly 300 per cent, increase" is the comparison
made by the Minnesota Phonograph Co. between
December, 1913, and the previous December. "Had
we taken in $1,000 more," explained Laurence H.
Lucker, manager, "we would just have trebled
the business. We received six carloads of Edison
instruments just before Christmas and one carload
after, and nearly everything has gone and we are
about a hundred machines behind in our orders.
Much of the business was high grade. We sold
one $400 and one $450 Edison way out in North
Dakota, which serves to illustrate how the fame
of the Edison instruments is spreading."
At the Columbia headquarters in Minneapolis
Jay H. Wheeler, manager, still was so busy that
he did not have time to stop and talk about the
business, but in this case no news doubtless means
good news.
Archie Matheis, of the Talking Machine Co.,
has not recovered from the holiday rush, and still
is hustling, but halted long enough to announce
that his December trade was greater by 150 per
cent, than during the previous December and, of
course, he is pleased. Mr. Matheis handles both
Victors and Edisons.
Foster & Waldo, who have been pushing their
Victor department with much energy of late, have
reaped a rich harvest therefrom, and are highly
pleased that they have done so, as the sales in
recent weeks have been tremendous.
One of the handsomest display windows in
either city during the holidays was that of the
Columbia store in St. Paul, which was arranged
by C. P. Herdman, manager. It contained types
of seven machines, from $25 to $275, with a deco-
rative arrangement of holly, smilax and palms.
After a big rush of tra^.e there was not a $75 or
a $100 machine in the house, only one $150 ma-
chine, not a single mahogany type except two at
$250, and that is being cleaned out right.
VICTOR PUBLICITY FOR JANUARY.
The Victor Talking Machine Co. sent out to its
dealers late last month its usual batch of val-
uable literature to assist them in developing Janu-
ary business. Proofs of the advertisements to be
used by the company in the newspapers throughout
the country, record hangers, and the customary
proofs of magazine advertisements for January
were included in the batch. The proof of the com-
pany double page spread in the Saturday Evening
Post of January 17, shows an advertisement of ex-
ceptional merit and beauty.
The maintenance in popularity of the tango and
the ability of the Victrola to adequately cater to
the demand for this type of record, is referred to
particularly in the letters accompanying the new
Victor publicity, together with the suggestion that
the vast amount of new machines sold during the
Christmas season opens a new market for the sale
of additional Victor records.
MOVING PICTURE SLIDES.
In Connection with New Advertising Record Is-
sued by Columbia Co. an Aid to Dealers.
In order that Columbia dealers may reap the
full benefit of the value of the new advertising
record recently issued by the Columbia Grapho-
phone Co., a number of publicity stunts have been
introduced by the company's advertising depart-
ment during the past few weeks. Live-wire
pamphlets, car cards and moving picture slides
have all been among the recent publicity presented
by the company for the attention of Columbia
dealers. One of the important helps offered is the
motion picture slide shown in the accompanying
illustration. This slide is meeting with success
wherever it is introduced, and dealers throughout
the country are ordering it.
READY REFERENCE OF GENERAL SUPPLIES
. • ■ ■ •
DEALERS
Send for our "Trial Proposition" ©n the
Regina Hexaphone — the latest and best pay-
ing popular priced coin-operated instrument
for use in public places.
211 Marbrldge Bldg., 34th St. and Broadway, New York City
Manufacturers of Regina Music Boxes; Reginaphones;
Coin-operated Mandolin Orchestrions; Vacuum
Cleaners and other specialties.
Mermod & Co.
505 Fifth Avenue New York
Manufacturers of
Talking Machine Supplies
Motors— Sapphire Points
A Specialty
Keep Your Record Stock with
Costs about $2.00 for 250 records for 50 years
Send for 20=page catalog
THE SYRACUSE WIRE WORKS,
SYRACUSE - - - NEW YORK
THE TALKING MACHINE WORLD.
15
The new Columbia dance records are
absolutely in strict dance tempo, and
why shouldn't they be? They have
been recorded under the direction of
the highest authority on modern dancing
—Mr. G. Hepburn Wilson. Ask for the
new Columbia dance circular.
( Write for "Music Money," a book "full of meat' for those Columbia Graphophone Company
dealers interested in quick and frequent turnover of capital.) Wool worth Building, New York
AT THOS. A. EDISON'S OLD HOME.
Mrs. Ilsen Takes New Disc Phonograph to Old
Edison Homestead in Milan, O., and Gives
Concert for Benefit of Mr. Edison's Cousin
"Twinsy," Who Tells of "Alvies' " Boyhood.
(Special to The Talking Machine World.)
Cleveland, O., January 8. — From the depths of
a massive Edison disc phonograph, looming out of
all proportion in a tiny "6 by 7" bedroom, floated
the beautiful old "heart song," carrying with it the
rare, gripping sentiment of a lifetime.
For the little bedroom, in the unpretentious old-
fashioned cottage at Milan, O., was the room
where the greatest mechanical and electrical genius
of all time, Thomas A. Edison, first saw the light
of day 66 years ago.
And just outside in the front parlor — the huge
mahogany cabinet filled the bedroom — the "old
folks" listened, with heads almost reverently
bowed, to the most perfect reproduction of the
human voice obtainable — the result of 35 years'
unceasing study by the "big-headed boy" they all
knew so well.
Memories Bring Tears.
The last strains died away. The old home
"where the old folks stay" was silent. Then the
lovable, white-haired cousin of the wizard inven-
tor, Mrs. Nancy Elizabeth Wadsworth, named by
Edison's mother and nicknamed by Edison him-
self "Cousin Twinsy," broke the awed hush.
"It's too wonderful, isn't it?" she asked appeal-
ingly. "He's just the same little Alvie to me; I
can't think of him as the mighty, wonderful man
the world sees."
And throughout the long, wonderful day,
Thursday, when "Alvie" came back to the "old
home" through the medium of his talking ma-
chine, the eighty-year-old boyhood confidante of
the twentieth century's superman just marveled
and voiced her pride in her wonderful boy.
Mrs. Isa Maud Ilsen, the first woman ever to
represent Edison, who has been giving recitals in
Cleveland to demonstrate the new Edison dia-
mond-disc phonograph— probably the inventor's
greatest achievement — conceived the idea of tak-
ing the beautiful product of his brain into his
boyhood home in Milan.
So Milan and the home folk enjoyed a red letter
day in history — and, most of all, "Cousin Twinsy,"
whose pretty ringlets of gray hair fell occasionally
over the eyes that never lost their prideful glow.
"Oh, you've forgotten the horn," Mrs. Wads-
worth exclaimed when the phonograph had been
unpacked. The explanation that the horn was in-
geniously concealed left the aged woman mystified
at the wonders wrought from her Alvie's abnor-
mally large head.
Tries to Hatch Goose Egg.
"Of course, I never dreamed Alvie would be
such a great man, but I always knew he'd suc-
ceed," related Mrs. Wadsworth joyously.
"The day his father went out on that green hill
over there and pulled him off a stump where he'd
turned purple with cold while he was sitting on a
goose egg to hatch it, I said it showed he was
thinking of things.
"But I was young and Alvie got a whipping just
the same.
"However, when Alvie took a boy, who lived
in that house across the road, and filled him all
full up with seidlitz powders to make him fly, I
almost believed what his teacher said about him
being addled.
"Oh, how I wish Samuel — that's his father-
could have lived long enough to see how high
Alvie's gone in the world — doing things for hu-
manity. Alvie's pa always said 'his head's too
big.' Alvie did have a large head, the largest I
ever saw on a boy of his age."
Several of the old songs restored her youthful
pertness. First, she examined the great instrument
standing in Alvie's room.
Makes Good Early Promise.
"Alvie once said to me : 'I'll make iron and
wood talk some day, Twinsy,' " Mrs. Wadsworth
remarked suddenly, arousing from a reverie of
retrospection.
"He's done more than keep his word, hasn't he?
It seems as though he must have been living for
centuries to do all he has — but I keep seeing the
little boy I put to bed."
The cottage proved far too small to house the
old friends and neighbors, so sentiment had to be
waived a little, and the library secured for an
evening recital.
Two hundred of the 700 population appeared on
two hours' notice. Twinsy and her daughter Metta
were both there.
"To think I used to pull his hair and stick my
tongue out at him," gasped a "girl" of seventy-
five, Mrs. A. J. Barney. Memories and anecdotes
of Edison were murmured admiringly.
BUILDS UP~LARGEJICTOR TRADE.
Wm. K. Kaplan & Co., Jamaica, N. Y., One of
the Most Successful Talking Machine Houses
in Vicinity of New York.
One of the most successful of the talking ma-
chine houses in Queens County, N. Y., which con-
stitutes one of the boroughs of Greater New York,
is that of William K. Kaplan & Co., 316 Fulton
street, Jamaica, who in summing up the business
of the company for the months of November and
December, just past, state that it shows an increase
of nearly 100 per cent, over that of the same
period of 1912, and the quality of the business is
also a most pleasing factor, the higher priced ma-
chines and records being in greatest demand.
In order to take care of its growing business the
company has just completed the remodeling of the
rear section of its store for the purpose of making
room for extra demonstration booths for the Vic-
trolas. An entire new lighting system has also
been installed. In addition to Victrolas, W. K.
Kaplan & Co. also handle pianos and player-
pianos with much success.
ANALYZING INITIATIVE.
Initiative consists of doing on the spot without
being told and without complaining what the other
fellow never thought of doing— and didn't do when
he was told.
HEAVY TRADE IN INDIANAPOLIS.
Christmas Business Surpasses All Previous Rec-
ords— Stores Handle Profitable Saturday
Night Trade — Columbia Co. Stock Cleaned
Out Temporarily — News of the Month.
(Special to The Talking Machine World.)
Indianapolis, Ind., January 7. — Christmas trade
in the talking machine business here exceeded all
expectations of the dealers, who assert that the
holiday trade of 1913 was nearly twice as heavy as
the Christmas trade of 1912. Talking machines
and records were scarce articles around the stores
when the doors closed on Christmas Eve.
The Columbia Graphophone Co.'s local branch
thought for a while that a number of customers
were to be disappointed, but at the last moment
the express company came along with twenty-eight
extra machines and thus saved the day.
The Stewart Talking Machine Co., Victor dis-
tributors in Indiana, had the best Christmas trade
in the history of the house. W. S. Barringer,
manager of the company, worked day and night
in handling the large volume of business. The
company's warerooms were emptied by the on-
slaught of Victor buyers.
The talking machine department of the Aeolian
Co.'s branch also had a huge Christmas trade.
Victor machines by the carload were shipped in
for the Aeolian Co.
The Kipp-Link Co., the energetic distributers for
the Edison machines, also experienced gratifying
sales, especially of the new Edison disc machines
and records.
Most of the stores are still closing at 6 o'clock
on Saturday evenings, but the Columbia Grapho-
phone Co. and the Kipp-Link Co. say the public
just won't let them close up before 9 p. m. Saturday.
Apparently, there is a large class of talking machine
owners who like to come downtown Saturday
night and buy records for the next week. The
volume of business done by the talking machine
stores which keep open is surprising. The man-
agers of the stores would prefer to close up, argu-
ing that the stores would get the business anyway,
but the machine owners demand service on Satur-
day night.
Records are scarce in the Columbia Graphophone
Co.'s store, and the getting of more records is the
problem which is bothering the management. While
the writer stood in the store Saturday afternoon
the salesmen had to say again and again, "We're
sorry, but we are out of that number." The popu-
lar records simply can't be kept in stock at all
times. The patrons of the store, however, ap-
peared to realize that the store was not to blame,
and would promise to return in a few days when
a new shipment would arrive. "My Skylark
Love," by Denni; "Marriage Market," by Jacob;
Mad Scene from Lucia, and Caprice Viennois, by
Ysaye, are among the records which are hard to
keep in stock.
Advertising is nearly fool-proof. No persistent
advertising of an article of merit has ever failed
in the United States.
16
THE TALKING MACHINE WORLD.
YOUR
CHRISTMAS
SALES
were, to a large extent, made up of the smaller machines.
FOLLOW THESE SALES UP and get all of
the profit that a machine sale should earn by selling not
only a good supply of records, but also
A Good Cabinet To Keep Them In!
Here is a cabinet-table that just hits the mark.
The top is of solid mahogany or quarter-sawed white
oak. Sides of select veneer and corner columns of one
solid piece. Fifty-two compartments lined with green
felt accommodate either 1 0 or 1 2-inch records, and the
spacious shelf below can be used for record albums or
player rolls. There is also a 4-pocket needle holder and
a simple and accurate index.
We have several different styles of cabinets matching
in design the Victor IX and the Columbia "Favorite,"
and also cabinets to go with No. 60 and No. 80 Edison
disc machines.
Send for our catalog. It tells everything about our
entire line.
NO. 103—SIZE 33" HIGH. TOP 24M x 20M"
Will hold any make of Columbia, Victor or Edison Disc Machine
SALTER MFG. CO.
Makers of Salter's Patent
Felt-lined Shelf Cabinets
337-43 N. OAKLEY BOULEVARD
CHICAGO
BEST MONTH IN T_WENTY=TWO YEARS
Says Manager Dennison of Baltimore Branch of
Columbia Graphophone Co. When Talking
About Business for December — His State-
ment Coincides with the Views of the Lead-
ing Talking Machine Men in That City.
The Sanders & Stayman Co., Inc., also had a
fine showing with the Victor and Columhia lines
which they handle.
Plammann & Levin have put in two new sound-
proof booths for the benefit of customers for Vic-
tor talking machines which they handle.
(Special to The Talking Machine World.)
Baltimore, Md., January 10. — "December is the
best month we have had for twenty-two years." In
those words which appear on a little blackboard
beside the desk of Manager F. A. Dennison, of the
local branch of the Columbia Graphophone Co.,
tell very plainly just what happened in a business
way at this store during the days preceding the
holidays. Manager Dennison keeps posted the
business results right along on this board, and
when these words appeared, the sales force felt
very jubilant. This statement means a great deal
for statistics show that the month of December
of every year has been the banner month, while it
so happened during several months of the year
just closed that the figures even surpassed those
for December, 1912. Mr. Dennison is not letting
a matter of this kind bother him, however, for
he is keeping right after the buyers, and declares
that he is going to make 1914 go ahead of every-
thing else.
With regard to the Victor line, Manager W. C.
Roberts, of E. F. Droop & Sons Co., makes very
elaborate reports. These instruments proved great
sellers during the holidays, while the run on the
latest records was extremely heavy. Figures at
this store show the December business to have
passed the sales for any previous month and this,
is going some, for the reports right along have
been of the most encouraging character. This firm
has put in two handsome soundproof rooms which
have added to the attraction of the store and en-
abled the firm to better handle the customers.
The Peabody Piano Co. is also making rapid
strides with the Columbia line. The firm has been
in the talking machine business a comparatively-
short while, but they are going forward with a
rush. They had a big Derember showing.
THE FIBRE NEEDLE MASTERPHONE.
Latest Improvement Introduced by the Master-
phone Corporation Is a Device for the Use
of the Fibre Needle Which Is Highly Spoken
of by Those Who Have Had the Privilege of
Hearing It — Now Ready for the Market.
"We sold over 5,000 Masterphones within two
months after it was introduced to the trade,'' states
Matthew B. Claussen, president of the Master-
phone Corporation, 187 Broadway, New York,
manufacturers of the Masterphone, the popular
clarifier for talking machines. "I am pleased to
say that our device was a pronounced success from
the very first announcement we made to the talk-
ing machine dealers throughout the country, as
evidenced by the fact that we have on our books at
the present time, the names of 500 aggressive deal-
ers handling the Masterphone, with our clientele
increasing every day.
"From the standpoint of the consumer, the Mas-
terphone has evidently filled a long-felt want, as
we have in our files nearly a thousand unsolicited
testimonials from talking machine owners relative
to the perfect satisfaction that our device is giving
them, and the enjoyment they are deriving from its
use.
"The emphatic success of our original Master-
phone has prompted us to perfect another device
which will be designated as the fibre-needle Mas-
terphone, utilizing, as its name implies, a fibre
needle, instead of a steel one. This latest Master-
phone is now perfected, and we are preparing to
fill the orders of a long list of dealers who have
been awaiting the introduction of a fibre-needle
clarifier.
"Our fibre-needle Masterphone represents a per-
fected clarifier that in our opinion and in the
opinions of a number of operatic artists who have
heard it demonstrated, is the greatest aid to the prop-
er enjoyment of a talking machine record that
has ever been announced. We have demonstrated
our fibre-needle device before several operatic
artists now appearing in New York, who were en-
thusiastic over the clear and natural sound of
their own selections.
"The basic principle of the fibre-needle Master-
phone is the same as the original device with cer-
tain necessary changes. It consists of a triangular
ball.-socket arrangement in the Masterphone disc
which corresponds of course with the shape of
the needle employed, the point of the needle going
through, and extending about a quarter of an inch.
The volume of the fibre-needle is doubled by the
use of the Masterphone, the sound is accurate,
clear and distinct, and through the use of the
Masterphone disc, each word is reproduced clear
and true without the slightest sound of after-tone,
and with the volume equal to that of a medium
steel needle. The fibre needle, of course, practi-
cally has no wear on the record.
"The retail selling price of the fibre-needle Mas-
terphone, which costs considerably more to make
than the original one, will be $1.50, with a liberal
discount to the trade."'
TAFT'S MESSAGE TO INDIANS.
Dr. Joseph K. Dixon, leader of the Rodman
Wanamaker Expedition to the North American In-
dians, returned recently to New York in his pri-
vate car over the Pennsylvania Railroad after a
25,000-mile tour of the United States, during which
he visited every Indian reservation in the country.
Dr. Dixon took on the trip the flag which Presi-
dent Taft raised over the Indian Memorial at Fort
Wadsworth last May, and a phonographic record
of the President's speech on the American Indian.
At each of the reservations, 185 in all, Dr. Dixon
raised the flag and produced President Taft's
speech.
Dr. Dixon completed the circle by going to Fort
Wadsworth and replacing the flag over the Indian
Memorial.
THE TALKING MACHINE WORLD.
17
MEDIUM PRICED MACHINES IN DEMAND IN NEW YORK.
But Despite the Lessening Demand for Higher Priced Models the Sales Average for 1913
Was the Best in the History of the Trade — Dance Craze Boosts Record Sales
Materially — What Prominent Jobbers and Dealers Report — News of the Month.
With manufacturers, distributers and dealers
unanimous in declaring that 1913 was the very best
year the talking machine industry has ever enjoyed,
and the recent Christmas trade equally as good, if
not better, than that of 1912, there is every reason
for the members of the New York irade to teel
well satisfied with the results of this year's work,
and optimistic in their predictions for the future.
Although the year as a whole closed in a most
satisfactory manner, there is no doubt but that
Christmas trade with some of the dealers was not
quite up to expectations. The leading members of
the local trade ascribe this slight setback to un-
settled political and financial conditions, which were
country wide.
Probably one of the most noteworthy features of
the past year's trade was the tendency of the local
buying public to confine their purchases to the ma-
chines retailing at $150 and less, rather than the
$200 machines which were so popular during the
Christmas trade of former years. The machines of
all makes selling at $75 and $100 were easily the
most popular in the entire catalog with the local
trade during the past year, although many members
of the trade are emphatic in stating that this class
of trade is equally as satisfactory as the $200 class,
the larger number of popular-priced machine sales
producing an increased number of record pur-
chasers for the future.
Few members of the local trade have attempted
to ascribe any specific reason for the comparative
neglect of the $200 machine the past season, attrib-
uting it chiefly to the tightness of the money mar-
ket, which is particularly noticeable in the East,
where the stock markets are located. Other dealers
have asserted, on the other hand, that the manu-
facturers have presented such excellent value in
their $75 and $100 machines that the prospective
purchasers refuse to be convinced of the superiority
of the higher priced types. At any rate, this con-
dition is not the cause of any complaint, but rather
of conjecture on the part of the dealers as to the
exact reasons for the public's choice.
Dance Craze Helps Record Sales.
January and February are the acknowledged
"record" months of the year, as more records are
usually sold during this period than during any
other three months. The first half of this month
has started off with a rush, the demand in many
instances swamping the dealers, who were not pre-
pared for such an insistent call for certain types
of records.
The present dance craze is undoubtedly acting
as an impetus to one of the greatest sales of records
that the trade has ever experienced. This demand
for dance records is stretching out to all parts of
the country, although it is more pronounced in the
East at the present time than in any other section.
The popularity of the dance record has been re-
sponsible for the sale of many machines, as
numerous dance enthusiasts who have learned that
they can enpoy the one-step, tango, hesitation and
similar records in the comfort and convenience of
their own homes have become impressed with the
desirability of owning a talking machine in order
that they might hear the records. In one prominent
talking machine store on Fifth avenue the call for
dance records has reached a stage where it is out of
the question to keep them in the regular racks, as
the salespeople would be obliged to waste consider-
able time in frequently going over to the racks and
taking out the desired dance records for the waiting
customers. Instead of the racks, boxes of twenty-
five of each of the popular dance records are
placed on the floor, where they can be instantly
accessible and easily handled.
High-Class Records Also Favored.
Although the dance record demand is the most
predominant feature in the local trade, it is not to
be supposed that grand opera and instrumental rec-
ords are not in demand by talking machine owners.
On the contrary, this type of record is at present
experiencing its best season. The success of the
opera season, which is more impressive this year
than evfcr before, and the large number of recitals
and concerts by famous artists that have been pre-
sented during the past few weeks, have all aided
the sale of the more expensive records, and this
class of record is certain to secure its share of the
record business during the next few months.
Gain of 48 Per Cent. Over 1912.
"We have just closed the very best year in our
history," stated R. F. Bolton, manager of the Co-
lumbia Graphophone Co.'s store, 89 Chambers
street. "Our exact gain over 1912 is 48 per cent.,
which we naturally consider very good in view of
the shortage of certain popular types of machines
and the generally unsettled financial conditions.
Our dealers generally report a very good business
during 1913, particularly in the popular-priced ma-
chines and Columbia records. Our cash collections
this year were better than last year, making an
even higher percentage than heretofore, notwith-
standing the increased volume of business. Our
plans for the coming year include the extending of
the heartiest co-operation to our many dealers, all
of whom, we are certain, will find 1914 their banner
year."
Increase of 100 Per Cent., Says V. W. Moody.
"Victor record business last month was exactly
100 per cent, better than that of December, 1912,
which was a record breaker," was the surprising
statement of V. W. Moody, sales manager of the
New York Talking Machine Co., 81 Chambers
street, the prominent Victor distributer. "This
gain would have been even larger if we had not
been handicapped by the factory's shortage on cer-
tain popular records. Our business as a whole
last year exceeded by far all our expectations,
and, although we have not yet completed our
official figures for the year, we know that 1913
was the best year in our history, and the gain
we registered over 1912 a splendid one. We
ascribe our splendid year to the high quality of
Victor products, the consistent advertising used
by the Victor Talking Machine Co. and the co-
operation we are extending to our dealers. We
are offering our dealers real service, not merely-
half-hearted service, and the letters of apprecia-
tion and tribute that we received from our trade
the week after Christmas were concrete evidence
of the value of our methods and selling plans."
-Extent of Edison Disc Business Surprises.
Edison disc business the past month has been
one of the surprising events in the trade, thanks
to the national magazine and newspaper advertis-
ing of Thomas A. Edison, Inc., on behalf of the
Edison disc product. The following statement by
Ashley B. Cohn, of Hardman, Peck & Co., the
prominent Fifth avenue piano house which re-
cently closed arrangements to handle the Edison
disc line, is indicative of the general Edison busi-
ness on the new product : "Although our Edison
disc department has been open but a few weeks,
and our furnishings, booths, etc., completed for
only a fortnight, we have closed an Edison disc
business that is really amazing. At the present
time we have eight demonstration rooms, and it
is a tribute to the numerous qualities of the Edi-
son disc product that these rooms are crowded
day after day, with patrons waiting to enter them."
On the Saturday before Christmas several of-
ficials of the company, two wholesale piano travel-
ers, two retail piano men and the regular Edison
disc sales staff were in attendance at the Hard-
man, Peck Edison disc warerooms.
Blackman Says Best Year in History.
"1913 was generally satisfactory," stated J. New-
comb Blackman, president of the Blackman Talk-
ing Machine Co., 97 'Chambers street, New York,
Victor and Edison distributer. "We closed the
best year in our history, and although there was a
shortage in the more popular-priced machines, our
dealers who had placed their orders earlier in the
season and who had co-operated with us in our ef-
forts during the year secured practically every-
thing they ordered. We make it a point to co-
operate with our dealers throughout the year, and
the satisfactory business reported by our dealers
is very encouraging."
Manager Cleveland Enthusiastic.
The Columbia Graphophone Co.'s store on
Twenty-third street is experiencing a very heavy
trade in Columbia records that gives evidence of
the fast growing popularity of this important di-
vision of the Columbia business. The dance craze
is booming the sale of Columbia dance records,
and Manager Cleveland is enthusiastic in 'predict-
ing for 1914 the biggest Columbia record year his
store has ever enjoyed. The Christmas trade at
this Columbia stronghold was ahead of expecta-
tions, the many new types of Columbia machines
being in heavy demand.
Tower Co. Reports Edison Popularity.
"Our Edison disc business is very satisfactory,"
states Manager Parkhurst, of the Edison disc and
cylinder department of the Tower Manufacturing
and Novelty Co., 326 Broadway, one of the first
Edison disc agencies in the country. "Our phono-
graphs and records are selling fast, and with the
steady advertising that Thomas A. Edison, Inc.,
is doing, there is no doubt but that the Edison disc
products will secure during 1914 a still firmer grip
on the public than they now have."
"Best Year We Ever Closed" Says Landay.
"The best year we ever closed," states Max
Landay, of Landay Bros., the prominent Victor
distributers, with four retail stores. "You can say
for us that Landay Bros, go on record as predict-
ing for 1914 a still better year than 1913, with each
succeeding year in the future better than the pre-
ceding .one. Victor quality of product and Victoi
advertising form a combination than cannot be
equalled."
Optimistic Reports from Others.
Optimistic reports of 1913 business and encour-
aging statements for 1914 were received by The
Talking Machine World's representative from
the following: Bremner Talking Machine Co.
(Victor) ; F. G. Smith, Brooklyn, Newark and
New York (Columbia); Cort Sales Co. (Edison
disc, Victor and Columbia) ; Silas E. Pearsall Co.
(Victor) ; Pease Piano Co. (Victor and Colum-
bia) ; Benjamin Switky (Victor) ; Paul Heifer
(Edison disc) ; Michaels Bros. (Columbia).
TAKE ON COLUMBIA LINE.
Among the recent additions to the Columbia
Graphophone Co.'s list of representatives in near-by
territory are the Empire Phonograph Co., 246
Bowery, New York, and L. Ebenchick, Albany, N.
Y. Both of these new accounts placed substantial
initial orders.
pSend for
Samples
If you will write us, giving name of
your jobber, we will send samples on
approval.
"DUSTOFF
Record Cleaners
add life to records.
Keep the Tone
Pure and Clear.
They will get into the minute sound
grooves of the record and thoroughly
remove accumulated dust and dirt. For
all makes of records.
REGULAR MODEL
A popular seller. Each
dozen in counter dis-
play carton; retails J g
DE LUXE MODEL ■
Beautifully made. Put up
in handsome display car-
tons; retails JJQq
for
DUSTOFFS BRING YOU GOOD PROFITS
Jobbers everywhere and Colombia distributers can supply you
In Canada through Berliner Gram-o-pbone Co
DO YOU WANT A
LIVE
MAILING LIST?
Write to-day for de
tails of our new plan.
(Please mention jobber's
name).
Minute Shine Co.
1 74 Minute Shine Bldg.
PROVIDENCE, R. I.,
U. S. A.
THE TALKING MACHINE WORLD.
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
(Special to The Talking Machine World.)
Boston'. Mass., January 9: — December was a
record breaker in point of business, and not a
concern in the city dealing in talking machines.
Victor, Edison or Columbia, that was not taxed to
the limit as the eve of the Christmas season drew
near. As one dealer put it, the growth of the
talking machine proposition as seen in this single
month's business is phenomenal when one com-
pares the present-day situation with the time
when some dealers, and not so many years ago,
thought that the talking machine was only a hobby
and its life was limited. Certainly times have
changed, as this is to-day one of the most impor-
tant industries. Everyone your correspondent has
met is most enthusiastic over the prospects for the
new year.
Death of Edwin R. Read.
The local talking machine men have lost a good
friend in Edwin R. Read, who died on December
29 in Waltham. Mr. Read was a veteran in the
business, a pioneer in the game, and, it is said,
brought the first talking machine into this city.
He was eighty-four years of age and was of the
firm of Read & Read, whose last location has been
in Boylston street. Mr. Read was uncle of Mark
Read, of the Eastern Talking Machine Co., and
had. friends everywhere. The body was taken to
Lewiston, Me., where the funeral was held a few
days later. Among the floral offerings was a
large wreath sent by the employes pf the East-
ern Co.
Current Plays Help Record Sales.
Business at the Eastern Talking Machine Co.
has been right up to the capacity of the house, and
from Manager Taft down everyone was kept on
the jump. The last week was a record breaker.
The past fortnight the windows of the Tremont
street concern have been most artistically ar-
ranged. As Lina Abarbanell was playing next
door at the Tremont Theater in "The Red
Canary," one of the windows was filled with ad-
vertisements of her records and the choice num-
bers of the musical comedy. Now that Donald
Brian is here at the rlollis Street Theater in "The
Marriage Market," a window has featured that
musical piece, which means that all the attractive
numbers of "The Marriage Market" are to be had
within. It's a forgetful moment when the enter-
prising staff of the Eastern overlooks a prominent
musical comedy.
Nagel Didn't Get the Bearskin Rug.
Frederick Hager, of the Keenephone Co., was
in town the other day calling on the trade, and he
played a joke on Adolf Nagel, of the Boston Sym-
phony Orchestra, which the boys of the Eastern
Talking Machine Co. are enjoying. Meeting
Nagel outside, Hager gave him an order for a
bearskin rug which was at the Eastern Co.'s es-
tablishment, and which Hager said he wished to
make him a present of. Nagel accordingly went
to the Eastern, where he knows all the boys, and
asked for the skin, which is used as a rug on the
floor of the main office. It was some time before
Nagel became convinced that the rug was the
property of the Eastern Co. and that he had been
made the victim of a joke.
Heavy Columbia Business Increase.
Manager Erisman, of the Columbia Grapho-
phone Co., reports that December was the largest
month he ever has known and was 100 per cent,
better than December of the year before, which
is going some. As an explanation of why the
Boston office was able to do such a large business,
it is stated that there is such co-operation among
the staff and the organization is so perfect that
it makes for business at the outset.
Selling Columbia Grands.
Manager Erisman disposed of a Columbia
grand to James J. Phelan, of the banking house
of Hornblower & Weeks, a few days before
Christmas. Another to whom Mr. Erisman made
a sale of one of the handsome grands was George
W. Brown, vice-president of the United Shoe Ma-
chinery Co., who makes his home at the Hotel
Touraine.
Extra Quarters Proved Useful.
George Lincoln Parker, of the Colonial Build-
ing, did a large business during the holidays, and
he found the new apartment which he leased for
those few weeks on the floor below of great use
during the rush days. The room was handsomely
furnished, and the finest of the Edison disc and
Victor machines were constantly demonstrated.
Mr. Parker hopes soon to be able to add to his
suite, so that his enlarged quarters may be of a
more permanent character, as his business is
growing rapidly. The year just closed was the
best twelve months Mr. Parker ever experienced.
Popular with the Business Men.
Harry Rosen, of School street, had a remark-
ably large holiday trade, and the fact that he
always keeps his establishment open late on Satur-
days, when he has to hire extra help, makes his
place very popular with downtown men. Mr.
Rosen lately has taken on three additional clerks,
William Thatcher, Arnold Zoobley and George
Rosenblatt, all of them expert and competent men.
Resumed Street Car Traffic Helps Trade.
No sooner had the surface cars been put back
on Boylston street on December 15, following the
long period of subway construction, than the Vic-
tor business of the Henry F. Miller Co. immedi-
ately picked up, and from that time until Christ-
mas Manager White and his staff were kept busy
day and night. The business done during the last
fortnight was such as to bring the sum total of
the year's business up to a high figure.
Opera Stars Among the Visitors.
Madame D'Alvarez, the new mezzo soprano of
the Boston Opera Company, is a frequent caller at
the Columbia Graphophone Co.'s Tremont street
quarters, and when not singing she has a merry
time with a Columbia grand, which is one of the
furnishings of her suite. Another visitor is
Mardones, one of the bassos of the company, who
is an enthusiastic Columbia admirer. Whenever
Alice Nielsen is in the city she never fails to pay
a visit to the Columbia parlors.
Large Increase in Edison Business.
Manager Silliman, of the Pardee-Ellenberger
Co., was more than satisfied over the year's re-
sults, and the distribution of Edison disc machines
during the month of December was phenomenal.
With two good catalogs, one devoted to machines
and the other to disc records, the trade is pretty
well supplied with informing matter, and those
owning Edison outfits now have no difficulty in
getting all the records they desire, thanks to this
rapidly growing catalog. R. C. Peck, one of the
traveling force of the Pardee-Ellenberger Co., is
hustling through Vermont; Guy R. Coner is find-
ing much business in territory not far removed
from Boston, and L. H. Ripley is devoting his
time to the cultivation of a local territory, and
the harvest he is reaping is a rich one.
Victors for Ansonia, Conn., Schools.
Richard Tobin, the superintendent of schools
of Ansonia, Conn., has been in correspondence
with Manager Taft, of the Eastern Talking Ma-
chine Co., relative to the installation of Victor
machines in the schools of his city; and the result
has been that ten were recently expressed to that
Are You Going
to Let Big Profits
Slip Away from You
During 1914?
Answer "No!" to that question, and ask us just how to make 1914
the most profitable year. You don't have to "sell" anything for
this line of goods sells itself. All you have to do is to show us
that your ability as a distributor can be created so that the new
machines and records from the factories of Thos. A. Edison will
be properly represented in your city.
Edison Disc Phonographs
are recognized as the greatest development of sound reproduction
ever achieved in the world's history; so great is the demand for
Edison machines and records that the factories are rushed to
meet the orders, and Edison goods are recognized to-day as the
FASTEST SELLING phonographs. No matter what line you
are handling, ask to hear the New Edison. After you once hear
it, you'll go after these big profits.
The Pardee-Ellenberger Co., Inc.
BOSTON, MASS. NEW HAVEN, CONN.
Real Music
At Last
THE TALKING MACHINE WORLD.
19
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
city and are now playing an important part in
the musical development of the public school
children.
Manager Erisman's Clever Ad Stunt.
The R. H. White Co., of Boston, one of the
largest of the department stores, did a big Co-
lumbia business during the holidays, and the pub-
licity given the Grafonolas was due in no small
measure to the clever advertising "stunt" which
originated in the fertile brain of Manager Eris-
man, of the Columbia. Four good-looking young
women were stationed about the store, each wear-
ing a broad red sash with the word "Columbia"
in large white letters. These sashes were draped
across one shoulder so that the word Columbia
was conspicuous across the breast. Where the
two pieces of the sash met under the arm was the
seal of the Columbia — two eighth notes — in blue
and white. These girls distributed cards adver-
tising the Columbia outfits and directing the pos-
sessors to the Grafonola parlors on the third floor
of the establishment, "and secure full information
relative to our special holiday terms." The scheme
worked admirably and drew renewed attention to
the Columbia proposition.
H. R. Skelton Visits Edison Factory.
H. R. Skelton, who has been spending several
months in Chicago in the interest of the Thomas
A. Edison, Inc., is back in Boston, and reports an
active season, which resulted in wide publicity for
the Edison disc proposition. Mr. Skelton got back
in time to spend Christmas with his family in
Roslindale, and then went' over to the Edison lab-
oratories at Orange, X. J., where he spent several
days of the new year.
The Holiday Rush at Ditson's.
Henry A. Winkelman, with that perpetual smile
that betokens complete accord with the whole
world, found things pretty lively in his Victor de-
partment at the Oliver Ditson Co. during Decem-
ber. The year right through has been an emi-
nently satisfactory one, and his large staff of clerks
feel a bit relieved that the holiday rush is over.
Manager Winkelman's right hand man, Otto
Piesendel, has found a quiet corner for himself
where he can attend to his official duties when not
waiting on customers, ""hat is to say, he is en-
joying a "near-private" office close to Manager
Winkelman's corner.
Greetings from Constantino.
Constantino, the former leading tenor of the
Boston Opera Co., sent his friends in Boston
Christmas greetings in the shape of postals with a
photograph of himself and his signature. Several
were received by those in the local talking ma-
chine business.
Elsie Janis to Make New Records.
Elsie Janis, one of the stars of "The Lady of
the Slipper," playing at the Colonial, paid a visit
with her manager to the Eastern Talking Machine
Co. a few days ago and informed the house that
she is about to make some new records for the
Victor.
Edison Business Outfits in Demand.
The Office Specialty Co., of 220 Devonshire
street, found things lively during the end of the
year and they were able to make many sales of
Edison disc outfits to a select class of patrons.
The company's quarters are conveniently situated
in the downtown section of the city. '
Newspapermen Enjoy Victor Concert.
Manager Herbert L. Royer, of the Arch street
Victor department of the M. Steinert & Sons Co.,
loaned a Victor outfit to the Newspaper Club on
the occasion of its annual dinner at the Boston
Yacht Club quarters in Atlantic avenue on the
night of January 2. The Victor was a complete
surprise, and no one knew of its presence until
one of the members, called upon to sing "I Love
a Lassie," asked to be excused. "Well, we'll have
the song anyhow," called out the "manager" of
the show that followed the dinner and, giving the
signal, the strains of the song were heard from
the adjoining room. Thereafter a most enjoy-
able concert was given, Herbert Evans, of Man-
ager Rover's staff, operating the machine to good
purpose.
Does Some Important Work.
About the busiest man these days is "Captain"
Xed Wilkinson, who is the man responsible for the
safe departure of the Victor and Columbia ma-
chines from several of the large talking machine
establishments. The Captain is on the job early and
late and just at this time he and his many team-
sters have about all they can do.
PLANS TO QO AFTEiR RECORD TRADE.
Special Demonstration Booth Installed in Store
of Peck-Leach Furniture Co. to Take Care
of Business — Furnishing Service.
(Special to The Talking Machine World.)
Taunton, Mass., January 8. — The Peck-Leach
Furniture Co., of this city, has just installed a
new and up-to-date soundproof demonstration
booth in its Victor department for the convenience
of its many patrons, who are constantly dropping
in to get records. The manager of the talking
machin department of this large establishment is
William Howes, who, through keeping in close
touch with such large centers as New York and
Boston, is able to inject into his business all the
latest innovations and customs of which the pur-
chasing public gets the benefit
In establishing this demonstration room Man-
ager Howes, who will be pleasantly recalled as
formerly in the talking machine business in Bos-
ton, states that it will obviate the necessity of
sending out so many records on approval, which
is unsatisfactory and is gradually being eliminated
wherever possible. Mr. Howes now keeps con-
stantly in stock a representative line of the best
records to be found in the entire Victor catalog.
An invitation extended to the public to inspect
the improved Victor quarters has been taken ad-
vantage of by many people — many, in fact, who
hitherto had placed their orders for records in
either Boston or Providence.
MANY NEW DEALERS SIGNED
By J. W. Scott on His Recent Trip Through
New England in Behalf of the Edison Disc
— New Agents in Norwich and New London.
(Special to The Talking Machine World.)
Boston, Mass., January 9. — J. W. Scott, who
has been traveling for the National Phonograph
Co., and its successor, Thomas A. Edison, Inc.,
for the past thirteen' years, most of the time in
Xew England, is now demonstrating the new Edi-
son disc phonograph in all the large cities in that
section, and he has met with most flattering suc-
cess wherever the new machines and records have
been demonstrated.
Mr. Scott began his work on November 5 with
a recital and demonstration at the Hotel Worthy
in Springfield, Mass., during both afternoon and
evening. The impression made with the latest
Edison product was evident from the flattering
notices appearing in the daily papers. At frequent
intervals recitals and demonstrations were also
given by Mr. Scott in other cities in Xew Eng-
land, including Norwich and New London, Conn.,
in which cities Mr. Scott was successful in signing
up as dealers the Porteous-Mitchell Co. in Nor-
wich and the James Hislop Co. in New London,
both of which concerns had never before handled
musical goods of any kind. The recitals ware
always held in the leading hotels in the various
cities and every effort was made to impress the
visitors with the artistic rather than the commer-
cial importance of the Edison disc phonograph
and the new records. Every recital was duly an-
nounced by large advertisements in the daily
papers, and in cases where an Edison disc dealer
was already located in the city, as was the case
with Otto Baab in Springfield, he also took the
opportunity to advertise the new machines on his
own account.
At the present time Mr. Scott is spending a
few days at the Elton, Waterbury, Conn., and
during the coming months plans to continue in an
even more energetic manner the demonstration
campaign that has proven so successful in the
short space of two months.
20
THE TALKING MACHINE WORLD.
STANDARDIZING A SYSTEM OF TONE PRODUCTION.
The Efforts of Prof. Bertrand de Bernyz, Pres dent of the American Opera Society, in This
Connection Are Interesting — His Visit to the Edison Laboratory and His Experiments
with Records Are Most Valuable — Wins Edison's Support and Personal Approval.
That great and rapid strides have been and are
being accomplished toward the establishing of a
standard of tone production to be adopted through-
out the entire world is evidenced by the fact that
the man who is the strongest champion of this
cause, Prof. Bertrand de Bernyz, president of the
American Opera Society, has won the support and
personal approval of Thomas A. Edison in his
effort to standardize a system of tone production,
after proving it to be the system for producing
pure tones.
Mr. Edison grew so enthusiastic over this sub-
ject lying close to the heart of its great cham-
pion that he devoted all the choice portion of the
day to this interview, keeping scores of waiting
ones on the outside of his laboratories, while
Prof, de Bernyz explained in minutiae the science
of tone production and its applicability to the nat-
ural laws. He also made demonstrations on his
own voice and the voice of a pupil, a tenor.
The contention of Prof, de Bernyz that a stand-
ard of tone production is not, as contended by
other teachers, beyond the pale of possibility, is
upheld by Mr. Edison.
Through the courtesy of Mr. Edison Prof, de
Bernyz was permitted to hear artist after artist
of world renown from the two huge phonographs
in Mr. Edison's laboratories. The season's salary
of these artists represents a fortune, and not one
voice was perfectly pure or free from defects.
These phonographs reproduce with unmistakable
clearness the human voice, and in all there was
easily discernible to those listening the interference
with the tone production.
But Mr. Edison hears these voices through an
instrument which acts upon the ear as does the
microscope upon the eye, exaggerating the minut-
est detail, so that it is not possible to overlook
same.
The fact that in listening with the natural ear
to the reproduction of these illustrious artists vari-
ous defects are detected without difficulty proves
beyond all doubt that if artists were heard without
scenery, orchestra, atmosphere, and the hypnotism
of the crowd, and were entirely dependent upon
their vocal effort for success, with no personal
magnetism or gestures to aid them, many enjoy-
ing the applause of five continents to-day might
be relegated to the catalog of failures.
Mr. Edison made exhibition of the imperfections
of our leading vocalists and most celebrated sing-
ers, then heard with much gratification and deep
satisfaction the succession of tones produced by
Prof, de Bernyz, all of the same superior quality,
regardless of where in the scale they were located,
proving unquestionably the possibility of master-
ing a technique of tone production that enables
the singer to produce one or hundreds of tones in
precisely the same manner.
The fact that the registration of the voice on
the phonograph record varies, or the same tone re-
peated makes a different line on the sensitized disc,
demonstrates that the tones are produced in differ-
ent manner. It is but logical that tones produced
in like manner will record on the disc in the same
manner.
It is also obvious that if, when Mr. Edison reads
the record with his powerful microscope, he finds
a high C, for instance, has been registered five
times in as many different ways or lines on the
disc, that the high C was produced in just so
many different ways.
The use of the phonograph in teachers' studios
has long been advocated by Prof, de Bernyz as an
aid to the pupil. Mr. Edison agrees with Prof, de
Bernyz that it is by this means that the pupil or
artist may most readily determine his faults and
overcome them, if he is properly instructed.
By invitation of Mr. Edison, Prof, de Bernyz
will avail himself of an opportunity to demonstrate
on the voices of numerous pupils that the produc-
tion of pure tone is not accidental, but the result of
mastering technique of a proper tone production.
In connection with the phonographs which Prof.
de Bernyz will install in his private laboratory, he
will use an invention of his own, an apparatus used
in acquiring breath control, and an aid to both
teacher and pupil. Mr. Edison's invention has to
do with the finished product; while that of Prof,
de Bernyz has to do with the first principles and
has to do with the producing — a complement to
the inventor's much-loved instrument.
It is a source of much gratification to those who
hope for a standard of tone production to learn
that Mr. Edison, who has hitherto been interested
solely in the results obtained and not in how to
acquire the desired results, is now intensely inter-
ested in the tone production — interested to the ex-
tent that he gives hours of his invaluable time to
learn of this new system discovered by Prof, de
Bernyz, and of which he is the author and in-
structor says the Opera News.
The additional fact that Mr. Edison affixes the
seal of his approval to the contentions of Prof, de
Bernyz, declaring that pursuing his present policies
the establishment of a standard of tone production
is easily within sight causes the hope that "springs
eternal" to leap to great heights in the hearts of
those vitally interested in the American Opera So-
ciety. For the interest lying nearest their hearts
is that of precluding the possibility of so much
fraudulent practice among the unscrupulous, and
thus preventing disappointment and misery, the
inevitable consequence of pursuing wrong methods.
NO "CUT PRICE" FOR STAMPS.
And Yet Men May Be "Cut-Priced" for Com-
modities— Another Argument for the Fixed
Re-sale Price — Uncle Sam as a Merchant.
Under the heading of "The Living Wage for the
Dealer," the editor of American Paint and Oil
Dealer advances a timely and interesting argument
in support of the right of the manufacturer to
maintain a fixed re-sale price on his trade-marked
products. The editorial, in part, follows:
The Government recognizes and practically en-
forces the principle of the living wage among the
great aggregations of capital that are being sub-
jected to the processes of "regulation." It jeal-
ously watches over and intervenes or "mediates"
between the railroad companies and their em-
ployes for the maintenance of the living wage, and
supervision of their financing, and its control of
their rates, the principle of the living wage, ex-
tended to give capital its own fair return, over
and above the cost of doing business, interest on
bonds, betterments, depreciation, etc., is also recog-
nized and established; and upon that basis the
retail selling prices, the rates for service, are fixed
by the Interstate Commerce Commission. But
woe be, and is, unto the road that "cuts the price,"
by secret - rebates or by open "ruinous competi-
tion." The Government even prohibits the sale
of its postage stamps at "cut prices" — and they're
not "returnable for, or without, any reason." An
independent merchant is Uncle Sam.
But the small dealer, independent and practically
unorganized, is not entitled to the living wage —
at least that appears to be the belief of the news-
papers and magazines, and the Government, and
the public itself; a public that is generally fair-
minded, and quick to resent any injustice, but a
public that for years has been mis-educated on
merchandising, the principles and ethics of buying
and' selling; though the merchandising community
and its all'es have undergone a process of educa-
tion in recent years that has quickened all classes
engaged in regular or so-called legitimate distribu-
tion with a broader intelligence and a keener con-
science in their relations with each other and with
the public.
The dealers, the jobbers and the manufacturers,
in the reputable trade, believe in the living wage,
for themselves and for each other, as well as for
labor and capital in other fields. Their earnest
study of cost accounting, their more general reali-
zation of the cost of doing business, and their
application of this knowledge, have practically
eliminated the ignorant or careless price cutter —
the man who unwittingly undermined the living
wage of his fellows and himself.
THOMAS A. EDISON'S DOUBLE.
The extraordinary resemblance of E. F. Manches-
ter, Randolph, Vt., to Mr. Edison led the Edison
representative to wonder if he has not interrupted
a peculiar vacation. The illusion was heightened
by the fact that Mr. Manchester is exceptionally
deaf. However, he states that he finds this no
handicap in his business.
COLUMBIA GRAND FOR^HOIR USE.
R. R. Souders, manager of the Columbia Grapho"
phone Co., sent a new Columbia grand to the First
Baptist Church Choir, Dallas, Texas, of which
Will. A. Watkin is organist and director, for an
evening recital. A nice letter was received from
the secretary of the choir by Mr. Souders thanking
ile now becoming more alert and efficient in its him for this courtesy.
Record Service
IS WHAT YOU NOW NEED
Dealing with BUEHN assures you the best
in service that can be had. Stocks of
EDISON CYLINDER and VICTOR DISC
RECORDS, both Domestic and Foreign,
as complete as large orders and factory
deliveries can make them.
Send your order for RECORDS to
LOUIS BUEHN - Philadelphia
and be convinced.
THE TALKING MACHINE WORLD.
21
The profit on Columbia Grafonolas and
Columbia Double-Disc Records is music
enough for any dealer.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphopltone Company
Woolworth Building, New York
VICTORS FOR DALLAS SCHOOLS.
Board of Education of Dallas, Texas, Purchase
Twenty-six Victor Talking Machines and
Records to Be Divided Among the Different
Schools of That City — Now Considered In-
dispensable for Educational Purposes.
The missionary work done by the Victor Talk-
ing Machine Co. in introducing the Victor into
the public schools of the country began some time
ago to produce that kind of automatic momentum
which comes to all commercial enterprises when
they are based on sound principles and systemati-
cally developed.
The Times-Herald, of Dallas, Tex., in its issue
of December 9 published the following:
"Another item of the expenditure made by the
board was the order for the purchase of twenty-
six Victor talking machines, with records enough
for use in the different schools where they will be
used. The total price for these instruments will
be between $1,900 and $2,000. These instruments
and supplies will be used in the musical and ath-
letic departments of the school system. The pur-
chase of this equipment will be equally divided
between the two agencies in Dallas, Sanger Bros,
and Field-Lippman Piano Co. A. Harris & Co.,
another agent, is not qualified to compete for
the business, as A. L. Kramer, president of the
company, is a member of the board, one of the
laws of which says that no member of the board
shall figure in any financial transaction of the
board."
There was a time when Victors were established
in the schools by contributed funds. The condi-
tion is changing, and they are now being officially
acquired along with other school supplies.
On November 28 the same paper published the
illustration and comment which follow :
visor of the physical education department of the
city schools. A demonstration of the work in this
department is being shown this afternoon before
visiting teachers, 'ihe program began at 1 o'clock
in the auditorium of the Dallas High School, and
is being witnessed by a large number of interested
teachers and school officials from over the State.
The program which has been arranged is being
participated in by various schools and is as fol-
laws :
"Minuet, first grade, San Jacinto School, Miss
Keller ; Tantoli, second grade, Colonial Hill
School, Miss Goslin ; Swedish Gymnastics, third
Grade, Rusk School, Miss Wilson ; Highland
Schottische, second grade, Sam Houston Normal,
Miss Holder; Hopp Mos Annika, third grade, San
Jacinto School, Miss Cochran ; Thanksgiving,
second grade. Stephen F. Austin School, Miss
Tate."
The instruments secured by the school authori-
ties, were in addition to others previously in-
stalled, and in the future there are to be two
Victors in each of the schools of Dallas.
A REAL "RECORD" PROPOSAL.
Phonograph Worker's Note Brings It fror
Widower with 11 Children, but Too Late.
Taking Physical Exercise to Music by Victor Talking Machine.
"The above picture shows a class of small chil-
dren from the Rusk School, who are taking the
physical exercises which are now being given in
the public schools of Dallas. Standing behind
the children is Miss Bessie Keller, assistant super-.
(Special to The Talking Machine World.)
West Orange, N. J., January 8. — A proposal of
marriage from a widower with eleven children has
been received by Miss Jessie Cosgrove, who was
formerly employed by the Edison Phonograph
Record Works here. A few years ago, for a joke,
Miss Cosgrove wrote a note on a piece of paper
which she inserted in a record of "Where the River
Shannon Flows." There was a large demand for
these records in Ireland, and yesterday Miss Cos-
grove, who is soon to be married, received the
proposal from one
Dennis O'Finn, o f
W'estmeath, Ireland.
In part the letter
says : "In a talking
machine record I
found a note in which
you say you are look-
ing for a man. Being
as I am a widower, I
would like to say I
wouldn't mind if you
would come to this
country so I could
marry you. Although
I am fifty-three years
old now, my health is
just as good as when
1 was twenty. I have
a wooden leg, because
1 lost the real one in
a steam road accident,
but the artificial one
doesn't interfere with my walking or work.
"My good wife died from a fever more than
twelve months ago, and, having pity on my eleven
little ones, I thought to ask if you would become
my wife so I may entrust their bringing up you."
TWO NEW EDISON ARTISTS
To Be Introduced in Edison New Amberol List
for March Are Edmund A. Jahn, Bass Solo-
ist, and Gustav F. Helm, Internationally Fa-
mous as a Trumpeter.
Two new artists will be introduced in the Edi-
son new Amberol record list for March. The
first is Edmund A. Jahn, who is recognized as one
of New York's foremost church singers, being at
present bass soloist at the St. Nicholas Collegiate
Church. He also has an excellent reputation in
the concert field, having appeared in various prom-
inent festivals and concerts. Mr. Jahn will be
E. A. Jahn, Baritone. G. F. Keim, Trumpeter.
represented in the March list by Punchinello, one
of Max Heinrich's famous songs, and he renders
it in a masterly manner.
The second new artist represented in the Edison
list for March is Gustav F. Heim, who ranks as
one of the world's greatest trumpeters, having
served with some of the leading military bands on
the Continent. He came to St. Louis during the
World's Fair, where he was engaged specially be-
cause of his skill as a trumpeter. He has been as-
sociated with the World's Fair Orchestra, which
was conducted by some of the world's most emi-
nent conductors. Mr. Heim later 'became con-
nected with the Philadelphia Symphony Orches-
tra, and later was engaged as first trumpeter of
the Boston Symphony Orchestra under Dr. Muck.
Mr. - Heim's superb playing is well displayed in
the record which he has made for the March
Blue Amberol list — "Inflammatus," from Rossini's
"Stabat Mater," a wonderful record in many
respects.
MOTORS FOR TALKING MACHINES.
Gebriider Steidinger, St. Georgen, Black For-
est, Germany, have made a hit with their new
types of motors for talking machines. The device
by means of which the spring casing of the Steid-
inger mechanism can be easily taken out is so effi-
cient and yet so simple that even the most
uninitiated can take out the casing from the
mechanism, and put in a new spring without the
slightest trouble. The high efficiency of Steidinger
mechanism, which has been already recognized and
appreciated in every country in the world, is fur-
ther enhanced by this most excellent device.
22
THE TALKING MACHINE WORLD.
OTHER
BUSINESS
1913
GLOOMY GUS _
01." J\.
mm
m
1913
Our Most Wonderful Year
Sunny Jim perched on our
Banners in spite of Dull
Gloom hovering over other
lines of merchandise.
The Victor very nearly doubled
its business last year — with this
great impetus beyond you, with
the financial horizon clearing
and conditions pointing toward
boom year.
What Can You
Expect of
1914?
There was a shortage
during the holidays
caused by the enor-
mous demand but our
service was excellent and
Was appreciated.
SUNNY JIM
New York Talking Machine Company
81 Chambers Street : : : : : New York
THE TALKING MACHINE WORLD.
TALKING MACHINE INTERESTS OPPOSE THE KAHN LAW.
Horace Pettit, of the Victor Talking Machine Co., Chief Spokesman at Washington for Talk-
ing Machine Interests in Opposition to Kahn Act Which Will Cause Great Confusion,
Especially in Regard to Patents— The Present Status of the Oldfield Bill Set Forth.
(Special to The Talking Machine World.)
Washington, D. C, January 10. — Talking ma-
chine interests are very active in opposition to what
.is known as the Kahn Act. Indeed, the protest
against this legislation which is now being regis-
tered at Washington by the talking machine trade,
is second only to the fight which is being made
against the Oldfield bill which aims to prevent the
fixing of a resale price on talking machines,
records and accessories.
Already the talking machine manufacturers are
up and doing in their agitation against the Kahn
Act, and the dealers are following suit as they
come to realize that what menaces the interests of
the manufacturers also menaces, indirectly, the re-
tail end of the business. Horace Pettit, of the
Victor Talking Machine Co., has thus far been
the chief spokesman at Washington for the talk-
ing machine interests in their protest against the
Kahn Act and he has made a strong case.
Talking machine interests might not be so ad-
versely interested by the Kahn Act as by the Old-
field bill, but there is danger enough of damage.
Furthermore the status of these two measures is
very different. The Oldfield bill has been merely
introduced in Congress. It has not as yet passed
either house of Congress nor been signed by the
President, so that it is far from being a law. The
Kahn Act, on the other hand, is a law. It slipped
through Congress last autumn and was signed by
the President before the manufacturers of the
country awoke to the injury it might do.
The Purpose of the Kahn Law.
The purpose of the Kahn law, as most of our
readers are aware, is to protect foreign manufac-
turers who desire to exhibit their products at the
San Francisco exposition. Some of these foreign
exhibitors complained that when they exhibited at
the St. Louis world's fair, their exclusive designs
were pirated by unscrupulous American competi-
tors. Hence they gave notice in advance that they
would not exhibit at the Panama-Pacific Expo-
sition unless assured that their models would be
protected from reproduction.
To mollify the foreigners, Representative Kahn
of California, introduced the bill which bears his
name. In effect it enables any foreign exhibitor
who has a foreign patent on a talking machine or
other product, to secure, merely for the asking,
American patent protection for his device, follow-
ing the date on which it arrives for exhibition at
San Francisco. There is a wide difference of opin-
ion as to just what construction the courts would
place on this law — in other words, how much the
protection accorded foreigners is worth — but there
is a widespread feeling among American manufac-
turers that at any rate it is liable to result in con-
fusion and litigation. Worst of all is the fear that
even if the law does not actually justify inter-
ference with American patented goods, it might be
used by unscrupulous persons to annoy, by a sys-
tem savoring of blackmail, manufacturers and deal-
ers who were not fully informed as to their rights.
llasic patents on some of the elementary features
of sound-reproducing instruments having expired,
there is no fear on the part of talking machine
men that this new law will cause controversy re-
garding the talking machine in its fundamental
form, so to speak. But there is grave fear that it
will precipitate disputes as to the right to use some
of the patented improvements which make the
talking machine of to-day so distinctive.
■ That talking machine men have an opportunity
to register protest now, even though the Kahn
measure lias become a law, is due to the fact that
a bill to amend the Kahn Act by striking out the
objectionable portions, has been introduced in the
House of Representatives by Representative Bulk-
ley — who will be remembered by talking machine
interests for his opposition to the Oldfield bill last
year. Hearings on this Bulkley bill are now in
progress- before the Patents Committee of the
House of Representatives — that self-same body be-
fore which representatives of the Columbia, Edi-
son and Victor companies appeared last winter to
oppose the Oldfield bill.
Arguments of Horace Pettit.
The Victor representative, Mr. Pettit, when he
appeared before the Patent Committee a few days
ago to protest against the Kahn Act, said in part :
"It seems to me that there is no question that there
has been a mistake in passing the Kahn bill. The
intention probably was good, but unfortunately the
wording of the bill is such that great confusion is.
going to occur doubtless in it's" administration, " es-
pecially in regard to patents for utilities.
"This bill is going to work, in my mind, a great
hardship on many manufacturers. I represent talk-
ing machine manufacturers" wTiose "industries I"
think would be considerably affected. Talking
machines may be imported. There are some of
them patented abroad, under foreign patents, which
could not, perhaps, be patented in this country.
Those n achines would -come in here under the
guise of a foreign patent and would be exhibited
in the Panama Exposition and a certificate issued
of three years' proprietorship. The result would
be that we would perhaps be infringing, technically,
some of those rights, which could never have been
protected under the patent of the United States."
Then followed the following conversation be-
tween Mr. Pettit and Chairman Oldfield of the
Patent Committee.
Representative Oldfield: "May I ask a question?
I understand your position to be this : Take the
talking machine companies, some of whom you
represent here. They have their patents that have
been granted abroad, and probably those patents
have run for five or ten years."
Mr. Pettit: "Yes, sir."
Mr. Oldfield: "Now, then, if a foreign talking
machine corncern would send talking machines to
the exposition grounds and they have a patent in
their own country, do you think that your selling
your patented machine in conflict with theirs after
the exposition ended would put you in the position
of infringing on their patent?"
Mr. Pettit: "I think that it would during a pe-
riod of three years provided our machine con-
tained some construction which they had patented
abroad under right which they could not have got-
ten here."
Mr. Oldfield: "And you have a patent now?"
Mr. Pettit: "Yes, sir."
Mr. Oldfield : "These machines can not possibly
come in for some months yet?"
Mr. Pettit: "No, sir."
Mr. Oldfield : "Do you think that your patent
that is valid now could be an infringement on those
patented machines that may come in for three and
a half years?"
Mr. Pettit: "I am speaking of improvements and
new constructions which we are constantly adding
to the machines. The machine might embody some
improvement that might come in as having been
patented under a German patent which would
never have been granted here."
Mr. Oldfield : "I can see where we might get into
trouble writing patents on your machines that were
taken out after their machines were shipped here."
Mr. Pettit : "It is quite possible, on the other
hand, reading the Kahn Act as it stands, that, sup-
posing we had had it before it come into this
country, the proprietorship abroad in their foreign
patent would warrant them in getting a certificate
here, which, according to the Kahn Act. would
preclude us, even though we might have manufac-
tured it here before."
Representative Oglesby asked leave to put a
question to the representative of the talking ma-
chine interests. Said he : "Suppose you were man-
ufacturing a machine in which you were using an
appliance which was not patentable here at all. It
may have been patented heretofore, or the patent
may have run out, or else it was nothing new. They
might come in here with an appliance of that char-
acter and file a-e'ertifi'cate-afid strop -ybu-f¥%m*ma^-
ing a machine which you had previously been marpr
ufacturing?"
"Under the Kahn Act they could do so," was
Mr. Pettit's rejoinder. ^
■ In concluding his remarks, the representative of
the talking machine interests said : "It. seems tjq
me that this law is going to occasion great coril
fusion and is going to be greatly to 'the -detriment
and prejudice of the American 'manufacturer." %
Kahn Law Hurting Panama-Pacific Exposition?
It has lately developed that the situation precipe
tated by the passage of the Kahn Act is likely ttf
have considerable influence upon talking machine
exhibits at the Panama-Pacific Exposition. Maiiy!
manufacturers in all lines are threatening to hoy*
cott the exposition unless the exposition officials
consent to have. the. Kahn law- amended. Some o%
the manufacturers simply wish to- show their re'-i:
sentment. Others say that they are afraid to ex-
hit their goods at San Francisco, lest thejnere cir-l
cumstance of their exhibition ther_e.s.er.Y_e.tx)ucaU-lt.o
the attention of foreign exhibitors patented -features,
the right of possession of which-might-be-made a
subject of controversy. , . ._. i
Of course, the' talking machine "manufacturers!
have not given any intimation as "to wffat policy
they will pursue with regard to" "sending "exhibits if
the objectionable act- is not amended, "Buf~'tfie' sit-
uation presented is certainly an interesting one,
particularly in view of the announcement that a
number of leading American piano manufacturer's
will (from entirely different motives)"refrain from
exhibiting at the San Francisco show'.
It is significant that the present United States
Commissioner of Patents is opposed to the Kahn
Act as it stands. He spoke on the subject at "the
same session of the committee at which Mr. Pef'tit"
appeared, but he made it clear that "he was 'oppos-
ing the Kahn Act because it would subject" the
Patent Office to unpopularity and injury, and not
because he wanted to serve the manufacturers. On
this score he remarked : "If I am right it is a
matter that affects the business interests of the
country at large and the business interests of the
country can take care of themselves."
The Oldfield Bill Is Coming Up Again.
Of course this has nothing to do with the effort
to amend the Kahn Act, but it is an interesting
piece of news for talking machine dealers and
manufacturers who had supposed, many of "them,
that the Oldfield bill was dead, due to opposition
in the talking machine field and other lines..
Congressman Oldfield tells The" Talking MaV
chine World that he hopes to have his bill 1Tre:
ported out" by the Patent Committee by February
1, and inasmuch as Mr. Oldfield is chairman qf;.
the Patent Committee he presumably knows where-
of he speaks. If the bill is reported favorably, by
the Patent Committee, as its author predicts it
will be, the measure will presumably come to a vote
in the House of Representatives during the spring.,
An effort will also be made to have tnis ...measure,
voted in the Senate before Congress adjourns.-.. _:
The Oldfield bill in so far as it affects .the talk-
ing machine trade is just the same as it was a^year
or. so ago when the talking machine companies
began their great fight against it and enlisted.,.all-
jobbers and local dealers in talking machines,
throughout the country to the extent of having therri^
make protests to their respective Congressmen. -
Speaking for the benefit of readers of The
Talking Machine World, Mr. Oldfield said
that he considered it likely that the Dill
would be changed or rewritten in some minor
respects in committee during the next few weeks
when the measure will be under consideration, by
the Patent Committee (which must send a report,
and recommendation with the completed bill to.
Congress), but he predicted very decisively that the.
bill as it comes to the House for a :vote by that
body will have no changes in that section which
hits hardest the talking machine -industry —namely,
the section which provides that.it shall, not be
possible to proceed for infringement of patent
against a person who sells patented products, sffen
as phonographs, talking, machines, records or. ac;
cessories at "cut prices" or at prices lower tjjaii
have .been fixed by the manufacturers. ~
24
THE TALKING MACHINE WORLD.
The first sale of a Colombia Record is the
beginning of a steady business— busi-
ness you should get— and can get.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
HIGHER PRICED MACHINES IN DEMAND IN ST. LOUIS.
Talking Machine Dealers Feature Machines Selling for $50 and Up During the Holidays
and Report Heavy Business— Some of the Concerns That Made Noteworthy Records
During the Holidays and the Lines They Featured — New Dealers Enter Field.
(Special to The Talking Machine World.)
St. Louis, Mo., January 8. — Now for 1914. After
closing books on the best year's business, the talk-
ing machine dealers are talking of doing more this
year. The Christmas trade surprised everybody by
the way it held up to a fast pace all through the
season. When some unexpected but hoped for de-
liveries of machines arrived late in December it
was thought that every dealer would be able to
take care of all of his trade, but Victor. X's were
short of the demand and country dealers were
clamoring for more VIII's and VI's. XVI's also
were short.
The Edison stock of machines got very low and
some quick shipments were made from the factory
to fill late orders. The Edison trade was harder hit
by record scarcity than by that of machines.
The city dealers report stocks low after the
flurry and reports that are reaching the jobbers in-
dicate a fine volume of business may be expected
this month and next, because of low stocks in the
country.
The St. Louis trade was chiefly for high priced
machines and no downtown dealer made any par-
ticular showing of small instruments. Only ma-
chines for $50 and up were in demand, according
to sales managers. Jobbers report a heavy ship-
ment of smaller machines for out-of-town use. The
department stores and some of the residence dis-
trict dealers moved a fair number of the very cheap
machines, the purchasers usually explaining that
they were for the nursery.
Koeriber-Brenner Music Co., Victor jobbers, has
erected a sound-proof booth at its warerooms
as a part of its display of stock for sale. That
is, the booths are for sale, rather than demonstra-
tion purposes.. s *
The Tiebes Piano Co. occupies the unique posi-
tion (in St- Louis) of selling both the Edison and
Victor machines. In the holiday advertising Mana-
ger Robinson placed these machines on par, and
rather urged all customers to hear both and then
decide. . He says there was about an even break
and that the double presentation kept attention
centered on the higher-value machines.
. W. H. Twheatt, recently of the Scruggs, Vander-
toort & Barney department. has joined the Thiebes
talking machine sales staff.
Harry Levy, talking machine manager at Aeolian
Hall, says the new year finds stock in excellent
shape for the onward movement of business. "I
believe there is a disposition," he said, "to prepare
for a let-up in certain quarters, but that does not
appear to have reached the talking machine trade.
The only dissatisfied dealers I have found assign
absolutely local reasons. Collections are in good
shape. The Christmas trade moved off nicely with
our retail department and with our dealers. In
our jobbing department we did some eleventh-hour
shifting and I think all of our customers were
taken care of. There was a shortage of some ma-
chines, the $75 model, but we and the dealers real-
ized that in time to turn enough of this trade to the
$100 styles to cover on that. I think generally the
last Christmas goes onto the record as a capacity
sale and the outlook is optimistic."
W. S. Fulton, who has been assigned to Missouri
by the Victor factory, was in St. Louis the first of
the year getting acquainted with jobbers and local
dealers.
The department stores report excellent business
for December. Any person who looks in at the
Famous & Barr department occasionally realizes
the truth of Manager Ligon's statement that his
holiday business was limited only by his capacity
for handling it. Despite the fact that his space
was doubled before the holidays, and that he in-
vaded a part of the piano department floor space,
he was unable to handle all of the customers and
had to be content with what he got hold of. This
department has not indulged in the practice of other
department stores, of placing machines on thirty
days' free trial, and a sale is closed when the ma-
chine is sent out.
The Vandervoort Salon Victrola department is
credited with doing an exceedingly heavy December
business, and they talk figures there that are aston-
ishing and minimize the effect of returns on the
free trial offer. Manager Seegar's department is
the handsomest in the city, and the moonlight
rooms and easy chairs are a very decided attrac-
tion to luxury loving people, who also buy records.
Manager Robinson's best proof of prosperity at
the Stix, Baer & Fuller department store is the
added space that is given him with regularity and
his increased facilities for serving his public.
C. W. Smith, manager of the F. G. Smith Piano
Co.'s Columbia department, is planning to resume
his concert program. He is well pleased with his
first holiday outing in St. Louis.
At the Columbia warerooms there is a genera'
spirit of good feeling over the holiday trade and
everybody is boosting the works of the sales forces,
both retail and jobbing.
Retail Sales Manager Duffy says, "Our low-price
sales this year were about equal to the high-price
sales of three years ago. There has been a con-
sistent improved demand for the better models, and
this year we have been getting excellent results
from the table models. They were a little slow in
catching on here, but they are going all right now
and the buyers are invariably pleased."
General Manager Reid reported the country trade
in excellent shape, collections good and prospects
bright.
The Columbia has attracted considerable atten-
tion by some window displays that are out of the
ordinary in St. Louis. One of them was piles of
records, with a general placard, "An evening's en-
tertainment." The various piles were labeled opera,
tango dance, popular, vaudeville, etc. The prices
ranged from $5 up, and for Christmas week the
window was artistically trimmed with dolls. Mr.
Duffy said that this window had been a producer
to the extent of selling a good many of the lists
just as presented, and bringing many inquiries from
persons who filed lists of what they already pos-
sessed.
Some trade interest centers in the Columbia
now because the lease on the present warerooms
expires this spring and it is generally understood
that the new terms offered by the agents are not
to the liking of tenants. At least all the other
tenants of stores in this block have moved when
time came to sign new leases. Mr. Reid said that
he had not yet found a new home, but added, "it
is getting about time." It is known that Mr.
Reid has been looking about.
The Silverstone Music Co.'s warerooms are to
become known as "The Edison Shop," and all late
advertising is bringing this phrase into the signa-
ture. The show window sign is being changed
and the lettering appears on the demonstration
booths. "The Edison disc has demonstrated to me,"
says President Silverstone, of the company, "that
it is a splendid article of commerce to tie to, and
I am going to impress upon the public that my large
store is distinctly an Edison institution. I have
no idea of putting in other talking machines, and
am going to make what prestige of this I can.
"The jobbing business is developing in a way
that indicates that its demands in the future will
be heavy. New firms are being added daily almost
and their business is growing to such an extent
that we must expand constantly to handle it. The
La Mothe Piano Co., in the residence district of
North St. Louis, sold fifteen Edison machines at
$200 each and up during December. One of these
machines was the $375 type. This is an indication
of what our retailers are doing to force us to ex-
pand the talking machine department."
Mr. Silverstone, as soon as the Christmas rush
was past, called in carpenters and others to arrange
for necessary changes. The dictating machine de-
partment was sent from the first to the second
floor, and two new booths ordered for the first
floor. The five main floor rooms are primarily
record demonstration rooms, and he also uses a
concert machine stationed in the corridor. The
machines sales booth are on the second floor, and
to meet the demand for space, machines have been
paired with player-pianos in all of what were built
for player demonstration rooms.
Some of the new dealers on the Edison list are :
Henry Meyer, of Carlinville, 111.; R. D. Wall,
Mexico, Mo.; Humphrey Drug Co., Vandalia, 111.
The Columbia Graphophone Co. closed arrange-
ments recently with the prominent piano house
of Otto Wissner, whereby this concern will install
a Columbia department in its Jersey City store.
Otto Wissner has already established the Colum-
bia line in its Thirty-fourth street store in New
York, and is achieving marked success with the
Columbia products.
Another new Columbia account opened in near-
by territory is Jacob Sheiman, 390 Grand street,
Brooklyn, who closed negotiations recently for
a complete line of Columbia products. He is en-
thusiastic over the prospects for business.
THE TALKING MACHINE WORLD.
Mid- Winter Meeting of Talking Machine Jobbers' Association
The annual mid-winter meeting of the executive
committee of the National Association of Talking
Machine Jobbers, will be held at the Bellevue-
Stratford Hotel, Philadelphia, Pa., on February 15,
at which time the various officers and the members
of the commitee will consider a number of mat-
ters of general importance to the trade that have
come up since the last meeting of the committee in
Following the meeting, it is the intention of the
committee members to spend a day at the factory
of the Victor Talking Machine Co., in Camden,
where they will consult with the officers of the
Victor Co., on various topics of more or less im-
portance and will make a tour of inspection of
the plant to gain an idea of the increased facilities
for turning out machines and records.
serve to attract all those distributers who have the
future progress of the trade at heart, and their
efforts are meeting with success.
The accompanying excellent photograph shows
the executive committee in a most interesting and
effective grouping, and was taken at the recent
meeting in Chicago, when every member of the
committee was in attendance. In the lower row
Officers National Association of Talking Machine Jobbers.
First Row, Left to Right — W. H. Reynalds Treasurer; Geo. E. Mickel, Vice-President; J. C. Roush, President; Perry B. Whitsit, Secretary; James F. Bowers, Executive;
Committee. S'econd Row, Left to Right — R. H. Morris, O. K. Ilouck, T. II. Towell, E, C. Rauth, also Members of the Executive Committee.
Chicago. All jobbers who are members of the as-
sociation, whether officers or not, are invited to
attend the meeting.
An important feature of the meeting will be the
making of preliminary plans for the annual con-
vention, which will probably be held in Atlantic
City in July, and which, it is promised, will be one
of the liveliest conventions ever held by the asso-
ciation, both from business and social viewpoints.
The present executive committee of the Nation-
al Association of Talking Machine Jobbers is made
up of men prominent throughout the trade and,
who have taken an active interest in association
work since it was first organized. They have,
under the administration of President J. C. Roush,
planned to increase the importance of the associa-
tion as a factor in the trade, and to develop the
association work in such a manner that it will
seated, are, from left to right : W. H. Reynolds,
Mobile, Ala., treasurer; George E. Mickel, Omaha,
Neb., vice-president; J. C. Roush, Pittsburgh,
president; Perry B. Whitsit, Columbus, O. ; secre-
tary, and James F. Bowers, Chicago, committee
member. From left to right, standing, are: R. H-
Morris, Brooklyn, N. Y. ; O. K. Houck, Memphis,
Tenn. ; T. H. Towell, Cleveland, O., and E. C.
Rauth, St. Louis, executive committee members.
A NEW TALKING COMBINATION.
Dictagraph, of Detective Fame, Hitched to
Talking Machine for Purpoe of Recording
Sermon at a Distance — Other Experiments.
Thus far the dictagraph has been employed
mainly by detectives in showing up graft and po-
litical conspiracies, but a much wider use for it
was demonstrated recently in a series of experi-
ments by the inventor, K. M. Turner, at the
Broadway Tabernacle, Broadway and Fifty-sixth
street, New York, that the little instruments can be
made valuable in recording and transmitting
sounds from church services and public meetings.
Hooking up one of his dictagraphs to acousticons,
talking machines and telephones, Mr. Turner re-
corded and multiplied every sound at the services
so that they were heard in a number of places at
once.
The dictagraph was fastened in the pulpit of
the church before the morning service began.
Wires were rigged up to connect it with several
acousticons in other parts of the assembly room,
so that worshippers, however distant from the
pulpit or defective of hearing, could follow the
services. Other connections were made with the
offices in the rear of the church. In one of the
offices dictaphone transmitters were connected with
three talking machines, and on their cylinders
were recorded the sermon of the Rev. C. E. Jef-
ferson the pastor. Mr. Jefferson speaks extem-
pore in his pulpit, and wished to thus preserve his
sermons for his own use and to duplicate them
on phonograph cylinders for distribution to "stay-
at-homes," who, according, to the last census,
comprise two out of every three persons in the
country.
In one of the guild rooms the sounds trans-
mitted by the dictagraph were increased in volume
by means of a large horn, so that a woman prom-
inent in Mr. Jefferson's congregation, who could
not sit through a service in church, was able to
follow the worship and sermon at her home.
For all of these connections with the dicta-
graph Mr. Turner used a multiplier, which is
also one of his inventions. Fastening this mul-
tiplier to a telephone instrument and fitting a
dictaphone transmitter into it, Mr. Turner trans-
mitted the sounds in the church to the homes of
his family and several friends, and by long dis-
tance telephone to a newspaper office in Philadel-
phia. The organ music and congregational singing
were heard distinctly in the telephones in this
city and in Philadelphia. Mr. Jefferson's voice,
during his sermon, it was said, sounded too loud,
that all his words were not always audible on the
telephones here. In Philadelphia Dr. Jefferson's
voice was heard, but his words could not be un-
derstood. It was not possible to readjust the
dictagraph in the pulpit during the service, but
Mr. Turner believes that the softening of the
voice under such circumstances will aid in having
the words distinctly heard.
In speaking of the success of the experiment,
Mr. Turner said, in part :
"I firmly believe it is only a short time ahead
when the congregation sitting in the church or in-
dividuals sitting in their homes in San Francisco
will be" able, with the aid of the dictagraph and
the telephone, to hear a sermon in New York,
Philadelphia or Boston, with relatively the same
ease and satisfaction as those who are actually
present where the sermon is being delivered.
"It is now possible to throw the sermon from a
dictagraph wire into a phonograph for permanent
preservation. Many clergymen never prepare
their sermons, and the best that they say umler
the inspiration of the moment is forever lost.
The success attending our efforts in this direction
on Sunday proves that we can now make a per-
fect record of these sermons while they are being
delivered, at the same time that they are being
sent over the telephone wire to distant points.
"From this record any number of copies de-
sired can be made, and these copies sent broad-
cast for reproduction on family phonographs in
the home, thus enabling many more thousands "to
hear the sermons than are able to crowd into the
churches to hear them. A family living in the
most remote part of the country can have at its
hearthstone the best that has been spoken in thii
line. It can have a new sermon every Sunday by
a different minister if it likes.
"Church organizations can arrange for the dis-
tribution of these records in the same manner as
the books of a circulating library. Country
churches and meeting houses without regular
ministers, instead of waiting upon the itinerant cir-
cuit preacher, can provide their members with a
sermon by the most distinguished pulpit orators
of the great cities, via the new combination!
THE TALKINQ MACHINE WORLD.
; PAYEE CANNOT HOLD BANK.
Appellate .Divjsion Rules Against Brill Brothers
j in Unusual Case Which Is of Wide Interest
to All Business Menj — Negligence in Giving
Prompt Notice of Dishonor Charged.
IIXgJTS BUEHN TS OPTrMISTlC
Regarding the General Outlook for 1914 and
This Well-Known Philadelphia Talking Ma-
chine Jobber Tells Why — Closed an Excel-
lent Year's Business in All Departments.--
The payee of a protested note which is held by
a bank cannot hold the bank liable for the default
and release, of an indorser if he himself has failed
to forward to the indorser a notice of protest sent
him by the bank which is in ignorance of the
indorser's address. Enunciating this principle,
which has hitherto not been defined, the Appellate
Division has reversed a verdict of $1,248.08 in
favor of Brill Brothers against the Jefferson
Bank. The court in a unanimous opinion, written
by Justice Clarke, said:
"Brill Brothers were depositors in - the Jefferson
Bank and deposited therein two promissory notes
for $600 each, payable in four months, drawn
by Henry C. Squires's son, G. Harry Squires, and
indorsed Grace H. Squires, Brill Brothers. Mrs.
Squires was the wife of G. Harry Squires. The
notes were not paid when due and were protested.
This action against the bank is based upon afteK
gations of the complaint setting forth that the
bank did not give due notice to Grace H. Squires.
"The bank's notary did not know the address^
of Mrs. Squires. He sent one notice to her, care
of Henry Squire's Son, HO Church street, the'
maker. It is conceded that this would not con-
stitute due notice' to her or reasonable diligence
to satisfy the obligation of the bank. He also
sent a .notice' addressed to Mrs. Squires, with the
address blank, and a fwo-cent stamp attached
Shereto, inclosed in the envelope addressed to
Brill Brothers, 47 Corlandt street, which con-
tained the notice of protest addressed to them.
"Brill Brothers had the same time within which
to' give notice to the antecedent indorser that the
holder had after the dishonor. They failed to
forward the notice to their indorser. It is con-
ceded that Mrs. Squires did not reside or have
a place- of business in the. city of New York. The
notary does not appear to have been negligent.
He did what the law required ; that is, he sent a
copy of the notice addressed to Mrs. Squires to
Brill- Brothers. It seems to us that if they have
be=en unable to collect from her by reason of negli-
gence in notifying her of the dishonor it was their
negligence and not that of the bank." :
; , : (Special to The Talkirrg Machine World.)
Philadelphia, Pa., January 13. — Louis Buehn
is enthusiastic over the year's, work, and looks
in the most encouraging way to the future,
believing that the new currency bill is go-
ing to make money easy and he is of the opinion
that the trade will this year enjoy even a greater
era of prosperity than they did in 1913. "The
past month," Mr.- Buehn says, "has been the biggest
we ever had. I have closed not only the biggest
month I ever had,, but the biggest year, and for
the first time in several years I feel that I have
given my customers' perfect satisfaction." Mr.
Buehn has only the highest praise for the manu-
facturers for the way in which they were able
to supply the wholesalers and retailers, and he
says that only in a very few -pf the most popular
records did he- find a shortage. He could have
sold a few more records had*, he been able to
secure them, but even this loss of trade was so
small that it would be folly to ^complain. Their
dictating machine business also took quite a sat-
isfactory jump in December.
Mr. Buehn is most optimistic regarding every
feature of his business; and he Says that the only
thing he can see wherein .the?' dealers could be
■ benefitted, would be the establishing of the rule
for the charging of interest on deferred payments,
and even that the' believes will regulate itself. He
says the factories cannot be asked or expected to
remedy the condition, but he believes that there
should be a difference between cash and instalment
prices.
Honesty is still the best policy — yet there seems
to be.a lot of people who are opposed to playing
"policy."..-. - -. 7_- — . — -—
ANNOUNCE THEIR ENGAGEMENT.
The engagement was announced this week of
John Child Ray, familiarly known as "Jack" Ray,
assistant to Assistant General Manager H. L.
Willson, of the Columbia Graphophone Co., to
Miss Marguerite Latham, of 1820 Cortelyou road,
Brooklyn, N. Y. No date has been set for the
wedding.
John C. Ray, who is a son of Herbert B. Ray,
assistant advertising manager of the Columbia
Graphophone Co., has been connected with the
Columbia Co. for a number of years, having held
several positions at the company's factories at
Bridgeport, Conn., prior to joining the New
York executive offices.. -Miss Latham is one of
LONG CABINETS
Occupy a strong position.
They have many friends.
the Geo. A. Long Cabinet Co.
Write for Circulars of
RECORD CABINETS
• • and
PLAYER ROLL CABINETS
Address
Clement Beecroft, Sales Manager
309 W. Susquehanna Avenue
PHILADELPHIA, PA.
D 67
Mahogany, Golden Oak and W. O. Fin-
ished all around. Sliding Record Shelf.
For IX Victrolas. . Capacity, 192 12-in.
. Records.
"the mosr popular belles in the Flafbush : sectiorf "oL
Brooklyn, and the engagement was announced aT!
a luncheon given at the Crescent Club, of which
Miss Latham's father, Ellis C. Latham, is a
prominent member.
URGES LEAGUE TO AID BUSINESS.
Col. Leland Would Restore Confidence in Fi-
nancial World by Organizing Owners of
Business Enterprises Into a National League
for Mutual Protection.
A proposal to organize owners of business en-
terprises into a national business league for the
purpose of resisting further attacks by radical
politicians and for co-operating with the Govern-
ment in measures which will restore confidence
and help to bring about a return of general pros-
perity, has met the hearty approval of Col.
Francis L. Leland, president of the New York
County National Bank, who furthermore stands
ready to give financial support towards the legiti-
mate expenses to be incurred in forming such an
organization.
"Several years ago," said Col. Leland in dis-
cussing the matter, "I made a suggestion of this
kind, and I am glad to see it revived in a proposal
now before the Chamber of Commerce executive
committee looking towards an association of stock-
holders in railway and industrial corporations. 1
approve of this heartily, but I would go further
and include in a national business league owners
of all kinds of business concerns, including small
factories, retail stores and shops.
"It should not be necessary to have politics
enter into such an organization in any way. Its
one and only aim should be to aid responsible
Government officials in legislation for the public
good and to compel radical politicians of all par-
ties to stop their continual attacks on American
enterprise.
"Long ago it became apparent that some such
organization would have to be formed, and the
time is now ripe for it. I confidently expect to
see it undertaken in the near future, and when pro-
fessional politicians feel the weight of its influ-
ence business will be permitted to go ahead hon
estly and fearlessly and this country will enter
upon a period of prosperity such as it has never
seen before.
"Trade is the most important thing in the United
States. It is through employment in agriculture,
manufacturing, mining and mercantile enterprises,
that our people earn their living. When reckless
politicians looking for votes hammer away at large
business concerns without reason they destroy
confidence in those concerns. The disastrous ef-
fects are felt all down the line, for in this' country
at least we are all interdependent."
A MUCH APPRECIATED GIFT.
With its customary thoughtfulness for its clien-
tele, the Blackman Talking Machine Co., 97 Cham-,
ber^ street, New York, the prominent Victor and
Eaison distributer, sent out this week a key chain-
lette, which is designed for practical use. It has a,
number of distinctive features, including a double-,
swivel lock and a flexible chain. The key por-
tion of the device can also be used as an emer-
gency screw-driver or Presto gas tank key, thereby
greatly enhancing its value. The most important
feature of the Blackman gift is the fact that each
key is numbered, and the corresponding number
kept on file at the offices of the company, so that
if any Blackman dealer loses his keys, they will
be returned to the company, who will, in turn,'
notify the owner of the keys. Detailed pains were
taken by the Blackman Talking Machine Co. to;
make this plan as practical as possible, and thus
the key chainlette represents a gift of practical
and useful import.
"I knew a man," said a live-wire young min-
ister, "who attributed much of his worldly success
to a rule he'd made for himself. He saw how
much time and how many opportunities went
wrong, and how much money was wasted by inde-
cisionists, as he called them. So he adopted for
one of his mottoes : 'Guess quick and stick to it.' "
THE TALKING MACHINE WORLD.
27
PRESIDENT HUERTA PLEASED
With the Record Made of One of His Recent
Speeches — His Interesting and Appreciative
Letter to the Columbia Graphophone Co.
In connection with the present political disturb-
ances in Mexico, the Columbia Graphophone Co.
is experiencing a heavy demand for the record
made last summer by Gen. V. Huerta, the Presi-
dent of Mexico, around whom the disturbances
are centering. This record in the Columbia library
presents the speech made by Gen. Huerta, delivered
before the National Representation.
It is somewhat unusual for a man of President
Huerta's prominence to make records of his
speeches, but the following letter, received some
time since by the Columbia Graphophone Co., in-
dicates the pleasure of President Huerta regarding
his record :
"I take pleasure in sending you my most ex-
pressive thanks for your kind present of the record
in which the speech which I delivered in the re-
cent occasion before the National Representation
is recorded. I congratulate you very cordially for
the perfection and accuracy with which the said
production is reproduced, and I take advantage
of this opportunity to subscribe myself, yours very
truly,
"(Signed)
V. Huerta/'
EXPERIENCING A BIG DEMAND.
"Our new fibre-needle cutter, which we intro-
duced to the trade a few weeks since, is proving
considerably more popular than we had antici-
pated," states Thomas W. Kirkman, manager of
the Standard Gramaphone Appliance Co., 173
Lafayette street, New York. "Although we ex-
pected that our Standard cutter would be a suc-
cess, we had not hoped for the very cordial re-
ception the trade accorded it the first week it was
introduced. There is undoubtedly a steadily grow-
ing field for fibre-needle cutters, as talking ma-
chine owners are beginning to appreciate more and
more the 'musical value of the fibre needle. Our
customers have informed us that they sold a vast
amount of fibre needles the past year, consider-
ably more than in 1912, and as every fibre needle
purchaser is a cutter prospect, it is comparatively
easy to figure out the possibilities in the 'fibre-
needle cutter field."
DISCRIMINATING IN THEIR PURCHASES
Buyers of Talking Machine Record Albums
Looking for Quality in Preference to Price,
Says George Bates in an Interesting Chat.
"With dealers throughout the country reporting
the best year in their history, which naturally
signifies a vast number of new accounts, there
should be a large increase in the demand this year
for talking machine record albums," states George
Bates, of the New York Post Card Album Co., 23
Lispenard street, New York. "Although the year
just closed was the best we ever experienced, we
are making preparations for a record-breaking year
in 1914, in view of the new business that is on the
books of the dealers.
"To my mind, the most important feature in the
album business of the year just closed was the
evident change on the part of the public in its
attitude towards record albums of quality.
Whereas a short while since, talking machine own-
ers looked upon the record album as a slight in-
cidental purchase, and bought any album offered
them, they are now discriminating in their album
purchases, and looking for quality in preference
to price.
"A record album of inferior quality not only
gives dissatisfaction to the customer regarding
this single purchase, but causes him to lose con-
fidence in the establishment where he bought it,
which loss is, of course, a very serious matter to
the dealer. It therefore rests with the trade to
order albums that are constructed along the lines
of quality and value for the money, and which
will give service to their users for a reasonable
length of time."
GREETINGS
for 1914
The year 1913 is now but history, and at least in the talking machine
business it has been a prosperous one.
We greet with OPTIMISM the New Year and forecast even greater
prosperity for those who are alive to their opportunities. Our DEEP
APPRECIATION is extended to those who have made our closing year
prosperous.
Once again we say with PRIDE that the bulk of our business has come
from hundreds of Dealers, and we have used every effort to safeguard their
interests, avoiding neglect of the "old" while receiving and serving the "new."
We believe there is every reason to expect even GREATER PROG-
RESS to be made not only in ours, but GENERAL BUSINESS, during
this year, for the business of the country is on a FIRM FOUNDATION,
and there is evident a quite general feeling that "co-operation" brings better
and more lasting results' than "competition."
Don't overlook this, Mr. Dealer, or allow pessimists to make you lose
faith in yourself or your business.
OUR POLICY for 1914 will be that of FURTHER PROGRESS,
using the past only as a guide to avoid repeating mistakes, and considering
the best results obtained, but a starting point for FURTHER IMPROVE-
MENT.
We will ask and encourage CLOSER CO-OPERATION, not only
in our own organization but with everyone with whom we come in business
contact. This is bound to produce GOOD RESULTS.
To ENCOURAGE the greatest confidence on the part of our trade,
we will endeavor to be BROAD in our POLICY, giving every possible
SUPPORT to those who deserve it consistent with good business judgment,
whether it be in the extension of credit, shipment of goods or adjustment of
claims.
Those Dealers who are merchants and doing their best to run their
business HONESTLY will have our FULL SUPPORT, and we will in
every way possible refrain from supporting, by extension of credit or other-
wise, the class of Dealer who is a menace to the business and a Bad Debt
for all concerned.
No EFFORT or expense will be spared to make OUR SERVICE
IDEAL in every respect. With this object in view, give us YOUR HELP
by pointing out DEFECTS in our organization that we may thus introduce
REMEDIES where necessary.
Yours for a Happy, Healthy and Prosperous New Year.
Very sincerely
BLAGKMAN TALKING MACHINE CO,
J. NEWCOMB BLACKMAN, Pres.
97 CHAMBERS ST., NIIW YORK
28
THE TALKING MACHINE WORLD.
$250.00 for an idea
To AH Talking Machine Dealers:
1913 was a great year for the sale of Columbia Double-Disc
Records— greatest we ever had.
1914 will be at least twice as great. That much is certain.
a Grafonola "Regent" and $50 worth of
records— to the talking machine dealer who
suggests the best method by which we can
help you to secure closer and more profit=
able relations with your customers.
Just how muc will be depends,
in the last analysis, on wnat happens over
your counter; depends on the man who comes
into your store, puts his money down on
that counter of yours and gets his records
from your stock.
Our business — and yours — depends on
that man; depends on your being able to
give him what he wants. You know that
man; you know his likes and dislikes, you
know what he wants and how and when
he wants it.
Now then, knowing him as you do, you
can tell us better than anyone else what we
can best do to make him buy more Columbia
Double=Disc Records; more even than he has
in the past; to arouse still further his in=
terest in the Columbia Double=Disc Records.
We will give as a prize a $250 outfit —
The Columbia Grafonola "Regent" at $200.
Nothing else on the market even looks like the "Regent." It is a complete library or liv-
ing-room table for everyday use in exactly the same degree that it is a complete musical in-
strument of unexampled versatility and matchless tonal qualities.
Don't think of the reward as a mere
$250. That machine is a mere detail. The
big thing for you is the opportunity it
opens for the adoption and operation of
your own ideas.
You may suggest some one single
feature which you believe would help; or you
can lay out a whole campaign — production,
advertising, distribution, selling.
No need to restrict suggestions to the
selling end either. If you have any sugges=
tions to make relative to this product, send
them along. Write on any point you choose,
so long as it has a direct bearing on Columbia
Double=Disc Records.
This offer applie $ to every talking machine
dealer in the United States and Canada —
without regard to which line of product he
carries.
It is the one best chance you ever had
to get some of your own ideas in this matter
adopted and put into operation.
Edward Lyman Bill, Editor and Publisher
of The Talking Machine World, will be the
judge to decide which is the best suggestion
received. This offer is open until February
15, 1914. All replies should be mailed to
Mr. George W. Lyle, General Manager,
Columbia Graphophone Company, Wool=
worth Building, New York.
Graphophone Co., Woolworth Building, New York
THE TALKING MACHINE WORLD,
What we are doing
FIRST — We are doubling our tremendous nationwide advertising of
Columbia Double=Disc Records.
SECOND — We have given Columbia dealers
a new Advertising Record at 25 cents
that is getting for them the name and
address of every disc talking machine
owner in their territory — and you kn >w
full well the enormous value of such a
list to you.
rHIRD — Record buyers are to discover that
new records are no longer a mere once=a=
month event. We are going to offer new
records three times a month — on regular
stated dates. That means that your cus=
tomers will find something new pretty
nearly every time they're anywhere near
your store — they won't have to wait a
whole month between visits.
\lready you have had the first of the new
iance records. That was one of January's
liappenings. Those dance records have made
more actual business than any series of
records ever announced in the trade. They are
made right — the Tightest dance records ever
put out.
You know how we did this, how we engaged
the services of G. Hepburn Wilson, the greatest
living authority on modern dancing, to rehearse
those records until they were right. The result
is a series of tangos, waltzes and one=steps
that have no equal — the finest dance records
that ever moved across your counter.
\bove all, don't lose sight of the fact that this
is only the bare beginning of the year — 1914 is
aniy 15 days old. The start that we have made
is certainly big as beginnings go, but it is just
the start of things — nothing more than that.
4nd the rest is on the way.
Graphophone Co., Woolworth Building, New York
30
THE VALUE OF CO-OPERATION IN THE CREDIT FIELD.
Difficulties of Credit Grantors Twenty-five Years Ago Compared with To-day — Wisdom of
Unlimited Confidence and Unqualified Co-operation Prior to Shipment of Goods Prop-
erly Estimated — Means Fewer Bad Debts and Business Progress for All Concerned.
Twenty-five years ago credit grantors were not
organized and either could not or would not co-
operate, and I can go back further than twenty-
five years and recall how the first local represent-
ative of a mercantile agency in Nashville left
hastily one night, having issued an unfavorable
report, which meant in those days not a lawsuit,
but powder and lead.
The next step in the progress for the improve-
ment of mercantile agency service consisted in the
substitution of a damage suit for the shotgun. So
you see those who have been in credit work for
a good many years can appreciate how the ex-
change of credit information has developed.
We passed through a time in reaching present
conditions when credit grantors would not give
information that would weaken confidence in a
party who was in debt to them; instead, many
following the policy of speaking overfavorably of
a customeer whose obligation they were particu-
larly anxious to be relieved of, believing that if
the customer were able to secure goods elsewhere,
their chances of collecting a doubtful debt would
be increased; contrary wise, we find that such
offense on the part of a member of our association
to-day would be almost certain grounds for ex-
pelling the offender and bringing upon him loss
of the respect of his friends whom he most prizes
and needs, writes J. T. Jenkins, in The Hardware
Dealers' Magazine.
The 600 credit men organized in 1896 have in-
creased to 16,500 in 1913, giving us, in other words,
a trained army of over 16,000 keen-minded men
co-operating unqualifiedly and freely for a single
purpose — that of getting and, in consequence, giv-
ing information.
Is there any exaggeration in my estimate of the
degree of co-operation? Let us take an example.
A few days ago I called up a member of the
association about a merchant, the acceptance of
whose order I was considering. I had some doubt,
yet not a great deal, regarding this prospective
customer. Instead of making some misleading
statement, as credit grantors were apt to do a few
years ago regarding a customer from whom they
were trying to get relief, this member told me that
he had been forced to place his account in the
hands of an attorney. He realized that he could
not violate confidence in the exchange of credit
information. He had learned that the protection
16,000 credit men afforded him against future
losses was worth many times the amount of this
particular debt.
But the wonder is, if our co-operation is so
genuine in the exchange of credit information,
why it ceases when two or more members are
interested in the same embarrassed or insolvent
debtor. Why is it that an army of 16,000 keen-
minded men who can work together so satisfac-
torily in one point become demoralized and break
up into small detachments on the appearance of a
good-sized bad debt?
It has taken sixteen years of earnest teaching
and effort to show the credit grantors of the coun-
try the wisdom of unlimited confidence and un-
qualified co-operation prior to the shipment of
goods. Must we wait another sixteen years before
applying this concentrated intelligence, this con-
scientious, unqualified co-operation to the conserva-
tion of embarrassed customers of the adjustment
of insolvent claims; if the experience of sixteen
long years has explained the meaning of unity of
action, has convinced of the value of confidence
and co-operation in helping us know our customers,
should such united action, confidence and co-
operation decrease or become less valuable when
considered in connection with or invoked in behalf
of a customer who has gone wrong?
Through the national bankruptcy law brought
about and kept on the statute books by the influ-
ence of our association, the adjustment bureau for
the handling of insolvent accounts has not only
become desirable, but essential and inevitable. The
spirit of the time is appealing to the intelligence
of 16,000 credit grantors, pleading with them to
accept the benefits guaranteed under this law to
every honest debtor and creditor.
The value of the work of the adjustment bureau
in the reduction of losses from bad debts and the
importance of the relation it bears to the whole
question of credit granting cannot be over-esti-
mated, and it is to be hoped that the earnest atten-
tion of all will be directed to this branch of work
and that there may be in consequence a keener
appreciation of the worth of this service. That
it is of worth can no longer be doubted.
SCHOOLS OF SALESMANSHIP.
How a Great Corporation Trains Young Men
to Become Good Salesmen — Some Inter-
esting Statements as to Methods Employed.
In the columns of The Talking Machine World
there has been a steady advocacy of the establish-
ment of schools of salesmanship in the talking
machine stores throughout the country.
Along these lines it is interesting to note that the
officers of the National Cash Register Co. have
made perhaps the greatest study of the subject of
teaching their selling force than any other corpora-
tion in the country.
They have established a factory school where
they teach the members of the selling staff every-
thing in relation to the selling of their products.
In a recent address delivered before the Con-
vention of Corporation Schools held in Dayton, O.,
R. H'. Grant, assistant to the sales manager, made
a very interesting address in which he described
at length the method adopted by the National
Cash Register Co.
The course of instruction covered five weeks, and
the students' expenses are borne by the company.
There is a regular outlined course of study. Writ-
ten examinations are given to make the men work,
and diplomas are awarded to show how they have
completed the course. This corporation believes
that to have a good selling organization you must
get good men. Then when you get them, you must
train them. In other words, train everybody to
make good at the selling end of the business.
Mr. Grant said in the course of his remarks:
"We carry on post-graduate schools. There are
times when we take men rnto the factory and have
a school of sixty to seventy men that we pick from
our selling force, men who four or five years ago
went through the elementary school; men that we
believe need to come back here, and while they
may be excellent men and be making good records,
we feel that if they come back here and see what
we have, see the new things that are proposed,
the opportunities that exist, come here and work
under a competent instructor, that they will be
bigger and better and more self-reliant when they
go back into the field.
"Then we have the Owl Classes, which give
our people here in the offices the rudimentary
ideas of selling with a view of making them better
men, because we broaden the scope of their vision,
and also prepare them for outside positions later on.
"Those make up the different teaching features
of our selling department. I trust in this explana-
tion I have made clear the idea that education
must begin in an elementary way and go on through
post-graduate courses until you have a lot of men
who will take care of their own education, and until
you do that you cannot have an ideal selling force
that can be called successful.
"In our training school we take up the following
subjects: Preparation, Advertising, Weaknesses of
systems in use, The approach, The re-approach,
Installations, Collections.
"In taking up these subjects in the school the
instructor uses plain business language. We can
only use to advantage scientific and psychological
data after it has been reduced to simple English.
"We believe in small words and in big ideas.
The president of our company has always taught
us that way. We believe in all the psychological
research possible, we believe in all the tabulation
of scientific data that is possible in order that when
the facts are understandable to the ordinary man,
we may make use of them. We believe in practical
salesmanship; we believe in having men who
understand what they are talking about and having
them put it up to the man in front of them so
that they will know what is being talked about,
and we don't believe you can do it in high-flown
terms. If we picked a group of highly-educated
men they might understand what was being dis-
cussed if you used big words, but you cannot do
that with salesmen as a rule. To be successful,
salesmen must have a desire to sell; they must
have courage, ability to work; they must be loyal
to the company and so forth, but they do not
necessarily have to be more highly educated than
the trade they call upon, consequently the teaching
should be in the most simple language.
"I want to say a word on the subject of adver-
tising and selling as a combined subject. In our
schools you notice the second subject is adver-
tising. It is an important subject to a salesman,
and the trouble is that most salesmen and man-
agers do not know it and many times sales and
advertising managers are not co-operating as they
should. Advertising matter is not being used by
salesmen as it should. Much money is being spent
and there is a waste unless you get close connec-
tion between the two departments.
A HEARTY NEW YEAR'S GREETING
Sent the Trade by the National Publishing Co.
of Philadelphia — Closed a Great Year in the
Sale of Record Albums and Expects a Bigger
Business During 1914.
The National Publishing Co., 235 South Market
street, Philadelphia, Pa., who have built up a
large business in talking machine record albums
have just sent out a New Year's greeting to the
trade, in which they say:
"The old year has passed through the gate that
swings but one way, and the air is full of good
resolutions; if one-half of them are kept, two-
thirds of our sorrows will fade away. There is
not much to be had in this life unless you go after
it, so wish yourself, some and in doing so put your
heart in it, but do not put your foot in it. 'Wisdom
consists largely in knowing when to quit.' Our
wish for you is a happy and prosperous new year."
The record albums made by the National Pub-
lishing Co., have won a large degree of favor
throughout the trade by reason of their durability,
artistic design and finish. With the index they form
a very complete system for filing disc records, and
while invaluable to those who have no cabinets on
hand, they also form a very important adjunct to
those having cabinets and a surplus number of
records, for through the aid of record albums they
can be filed away most conveniently.
The record album trade is proving quite a trade
factor with dealers who are pushing it intelligently,
and bringing- the value of the record to the atten-
tion of record customers. The fact that it makes
record stock sightly in the home is a point worthy
of emphasis.
INTEREST ON UNPAID PAYMENTS
Being Discussed in Indianapolis and a Special
Committee Appointed to Take Up This
Matter — Victor Dealers to Be Interviewed.
Robert O. Foster, .of P'oster & Waldo, has
been named as a committeee of one to interview
the Victor dealers, in Minneapolis, about ten in
number, and to urge an agreement to exact inter-
est on unpaid amounts due on talking machines
sold on the instalment plan. Most of the per-
sons interested are piano dealers, and they see no
distinction between piano purchasers and Victor
purchasers in the matter of granting concessions
on instalment payments. However, Mr. Foster
has encountered some opposition to the plan, but
expects to convince the objectors that the plan is
for their interest.
At the present session of Congress efforts will be
made to advance, by gradual steps, the rate limit
on packages sent by parcel post, until the hundred
pound limit is reached.
31
REMARKABLY LARGE SALES REPORTED IN MILWAUKEE.
Not Only for December but for the Year — This Applies Pretty Much to All Concerns in That
City — Our Correspondent Presents Some Interesting Data in This Connection
Which Make an Impressive Showing Regarding Holiday Business — News of Month.
(Special to The Talking Machine World.;
\In.\\-AU!.c."K. Wis., January 10. — Despite the dull-
ness experienced in some lines of industry during
December, Milwaukee talking machine dealers
met. with an exceptionally fine holiday business.
Tn fact, there is hardly a Milwaukee house which
did not establish a new higli record in the sale of
both machines and records. Sales of lower-priced
machines may not have been quite as heavy as usual,
but this was more than offset by the remarkable
business secured in, machines ranging in price
from Soft to $200. One Victor retail house dis-
posed of $4,00u -worth of machines and records
during December, while two well-known piano
house carrying the Victor line, sold approximately
$5,000 worth of goods during the past month.
Jobbers say that dealers about the State sent in
rush orders for stock almost up to Christmas day,
and that the total volume of business in the whole-
sale field was more than satisfactory. Dealers seem
to be unusually low on stocks after the holiday
rush, and most of them are placing some good
orders, that they may get their stocks up in nor-
mal shape once more.
The outlook tor the coming year seems to be
bright at this time, and jobbers and dealers are
confident that a good business will be experienced.
The Milwaukee Phonograph Co., jobber for the
Edison line, met with a big business in disc ma-
chines and records during the month of December,
according to William A. Schmidt, general mana-
ger. Dealers seem to be more than pleased with
the new Edison machines. Joseph A. Bitts, of
Kenosha, Wis., who recently installed the Edison
line, and W. J. Augustine, Fond du Lac, Wis., and
John R. Bolz, Kiel, Wis., were recent visitors. A
large number of new Edison dealers were se-
cured before Christmas.
Business has been so good with the Smith-
Gensch Co., 730 Grand avenue, enterprising retail
Victor concern, that it has put out two new out-
side salesmen, covering Milwaukee and Milwaukee
County. Sales of Victor machines and records dur-
ing the holiday period attained a new high mark
with this house.
J. H. Ellis, the inventor of the "Real Tone"
diaphragm, has been made the manager of A. G.
Kunde's branch, at 3410 North avenue, opened a
few months ago. Mr. Ellis is enthusiastic over the
Columbia line, and ought to meet with success in
His new field. Mr. Kunde says that the holiday
trade at both his downtown and branch stores
was exceptionally good.
j The W. H. Aton Piano Co., which handles the
Victor and Edison lines in Madison, Wis., is meet-
ing with particularly good success. Several new-
Victor dealers have been secured about Wisconsin
by the Wisconsin Talking Machine Co.
The Edmund Gram Music House met with un-
usual success during the holiday period and Vic-
tor sales climbed to a new high mark, says Paul A.
Seeger. manager of the Victor department.
The Victor department at Gimbel Brothers, un-
der the management of L. C Parker, experienced
u gain of 41 per cent, during December, as com-
pared with the corresponding month in 1912. There
are six demonstration parlors in the Victor hall
ajt the Gimbel store, but Manager Parker says he
dould have used ten more during the holiday rush
and that he could have increased his total sales as
a result.
The Victor talking machine departments at the
two stores of Edward Schuster & Co., met
with a fine holiday business and good sales are
reported by Mi$s Frances Elman, manager of
the department at the Twelfth and Vliet street
store, and Miss Elizabeth Hughes, manager of
the Third and Garfield street establishment.
C. W. Abbott, enterprising young manager of
the Victor department at the Boston store, and
Miss Jule Steiner, in direct charge of the Victor
department at the J. B. Bradford Piano Co.'s store,
are enthusiastic over the big business secured by
their departments during the month of December.
The Bradford house has been following the scheme
of allowing the piano salesmen to round up talk-
ing machine sales when out on piano prospects,
and the results have been more than satisfactory.
There are rumors afloat in Milwaukee that an-
other new retail talking machine store will be
opened in the downtown district within the near,
future by the jobber of a well-known line. The
more the merrier.
The Heller Piano Co., which was forced into
involuntary bankruptcy some months ago, a con-
cern which carried the Victor talking machine line,
filed its schedule some time ago, disclosing liabili-
ties of $248,310.03, and assets of $421,760.81.
ENTHUSIASTIC OVER THE PROSPECTS.
A. W. Toennies Reports Big Gain in Business of
the Eclipse Phonograph Co., Edison Disc and
Cylinder Jobbers, for Year Just Closed —
Many Dealers Signed Up.
"After closing the best year in our history, we
are naturally enthusiastic over the immediate pros-
pects for spring trade," stated A. W. Toennies, of
the Eclipse Phonograph Co., 203 Washington
street, Hoboken, N. J., jobbers of Edison disc and
cylinder products exclusively. "Our gain over
1912, our former banner year, was surprisingly
large, and the most gratifying feature of the
Edison business is the fact that our business this
month up to date shows a substantial increase over
January, 1913, and steadily growing.
"The Edison disc line is certainly increasing in
popularity at a remarkable pace. Since the first
official announcement by Thomas A. Edison, Inc.,
a few months since, we have been signing up new-
dealers day by day, and those members of the
trade who joined rhe Edison disc band-wagon in
the fall have all advised us of the closing of an
excellent holiday business. The musical qualities
of the Edison disc product, coupled with the ad-
vertising that is now appearing in all parts of the
country, have certainly contributed in a large
measure to this impressive success.
"The hornless types of Edison cylinder phono-
graphs are maintaining a steady popularity with
our dealers, and it is pleasing to note that the de-
mand seems to. be strongest for the higher-priced
hornless machines in preference to the cheaper
models. As a matter of fact, the outlook for both
Edison >disc and cylinder products is very en-
couraging, and we expect 1914 to be even 'better
than last year."
"ONE PRICE" A DISTINCT BENEFIT.
The Supreme Court of the State of Washington
So Holds in a Very Important Decision
Handed Down Last Week, and Which Is of
Interest to Those in the Talking Machine
Trade, as Well as Those in Other Industries,
Who Believe in the Maintenance of Prices.
A decision of exceeding importance to the
talking machine trade, and to all who believe in
price maintenance, was handed down by the Su-
preme Court of the State of Washington last week
in an action brought by the Fisher Flouring Mills
Co', against a retailer who had cut the price of his
products contrary to agreement.
The suit brought by the milling company was
defeated in the lower court. The decision of the
Supreme. Court of Washington was handed down
by an eight to one vote, and the Fisher Co. granted
injunction and damages; the findings of the lower
court reversed, and thus an important step taken
toward the recognition of the one-price-to-all has
a distinct benefit to the consumer. In its opinion
the court says in part :
"In the absence of a monopoly, either actual or
potential, a contract fixing retail prices to the
consumer cannot have an effect appreciably inimi-
cal to the public interest, because it cannot fix
prices at an unreasonably high figure without de-
feating its own purpose by either signally failing
to maintain the fixed price or putting the individ-
ual manufacturer out of business. In either case
it fails to restrict competition.
"The true competition is between rival articles,
a competition in excellence, which can never be
maintained if, through the perfidy of the retailer
who cuts prices for his own ulterior purposes, the
manufacturer is forced to compete in prices with
goods of his own production, while the retailer
recoups his losses on the cut price by the sale of
other articles at or above reasonable price.
"It is a fallacy to assume that the price-cutter
pockets the loss. The public makes it up on other
purchases. The manufacturer alone is injured,
except as the public is also injured through the
manufacturer's inability, in the face of cut prices,
to maintain the excellence of his product.
"Fixing the price on all brands of high-grade,
flour is a very different thing from fixing the price
one one brand of high-grade flour. The one means
destruction of all competition and of "all incentive
to increased excellence. The other means height-
ened competition and intensified incentive to in-
creased excellence. It will not do to say that the
manufacturer has no interests to protect by con-
tract in the goods after he has sold them. - They
are personally identified and morally guaranteed
by his mark and his advertisement."
Recent United States Supreme Court decisions,
while forbidding the manufacturers of patented
and copyrighted goods to set the retail price, have
been based upon the assumption that the producers
involved in the particular actions were actual or
virtual monopolists, and these decisions have
stopped short of the point as to whether it is legal
under any circumstances for a maker to set the
price at which the consumer may buy the goods.
A new home disc recorder has just been designed
by Senor Alvaro Malibran, a Spanish inventor,
which is described as a strongly constructed mech-
anism with all the exterior parts nickled. It is
claimed for this device that it is adaptable to any
disc talking machine, and will reproduce a big
volume of sound with remarkable tone fidelity.
The Columbia automatic stop. The most accurate automatic
stop made and the easiest to operate.
Gun Metal, $2.00 list. Nickel Plated, $2.50 list. Gold Plated,
$3.00 list.
May be adjusted to both Columbia and Victor disc machines.
Order from any Columbia Distributor.
32
THE TALKING MACHINE WORLD.
A HANDSOME ORDER BOOK,
Has Just Been Sent Out to Its Friends by the
New York Talking Machine Co., New York —
Convenient and Very Handy for the Dealer.
book represents a valuable time-saver for the Vic-
tor dealer.
The New York Talking Machine Co., 81 Cham-
bers street, New York, the well-known Victor dis-
tributer, is now sending out to its trade a hand-
somely bound order book, which in addition to be-
ing attractive and artistic, is primarily a book
which can be used by the dealers to excellent ad-
vantage. The company has in former years sent
out order pads to its trade, but this year it was de-
cided to design a book which could be used the
year round, and afford the dealer an opportunity
to place his orders with a maximum of conveni-
ence.
The order book which is now being mailed to
the New York Talking Machine Co.'s trade, is
intended for those dealers on the company's books
who have purchased their machines and records
during the year with any degree of regularity, and
the dealers who have already received their books,
are enthusiastic in their praise of its many merits.
The book which is designed along the lines of
a loose-leaf folder, permits the dealer to insert
another order pad as soon as one is finished, as the
leather covers make a permanent folder. Each
order pad has_ carbons attached to the original
orders, so that the dealer has a reference file of
all the orders "he has placed. The order pad is
furnished with perforated lines, making the order-
ing of goods convenient to a degree.
This new order book is bound in an artistic
dark green limp leather binding, with the name
of the New York Talking Machine Co. suitably
printed on the cover. The famous dog trade-
mark of the Victor Co. is shown on the center of
the front cover, and the entire arrangement is one
of dignity and refinement. The individual dealer's
name is printed in gold on each book, giving an
atmosphere of personal ownership, which naturally
adds to the attractiveness of the book.
The New York Talking Machine Co. is to be
congratulated on its latest co-operative plan, as this
NEW EDISON DEALERS
In New York City and Adjacent Territory
Given Out by Thomas A. Edison, Inc. — List
Is Steadily Growing as Sales Increase.
Thomas A. Edison, Inc., Orange, N. J., has
been featuring in the daily newspapers the past
few weeks, an interesting list of some of the
Edison disc representatives in local territory, who
have taken on the line during the past few months.
This list, which is constantly growing, gives a fair
indication of the popularity that the Edison disc
phonographs and records are achieving in this
territory.
The public was invited to attend demonstrations
at the stores mentioned in the advertisements, and
this invitation was responsible for the drawing of
interested visitors to the establishments of the
dealers, which resulted in the closing of many
sales.
Among the names presented in these Edison disc
advertisements, were the following: Hardman,
Peck & Co., Tower Manufacturing and Novelty
Co., Fred Kraft., Inc., Krakauer Bros., M. Gold-
smith, George Bergmaier, Paul Heifer, Cort Sales
TJo., and Sol. Lazarus, all of New York ; Hardman,
Peck & Co., B. Guy Warner, Alphonzo Smith,
Charles G. Rosewell, Louis Chevalier, George S.
Uniss, Guarantee Phonograph Co., T. H. Clancy
and A Eckel, all of Brooklyn, N. Y. ; Frank
Steadman, 41 Warburton avenue, Yonkers, N. Y. ;
Yonkers Talking Machine Co., 37 Palisade avenue,
Yonkers, N. .; Albert Galuchie, 492 Corhmunipaw
avenue, Lillie Heidenfelder, 370 Central avenue,
Henry Rau, 110 Monticello avenue and William
Ricker, 658 Newark avenue, all of Newark, N. J.;
the Quackenbush Department Stores and James
Rigby, Paterson, N. J. ; James L. Abbott & Son,
Fort Lee, N. J.; Henry F. Schmidt, 200 Main
street, Orange, N. J. ; Fred G. Loeffler, 260 Bergen-
line avenue, Union Hill, N. J., and Henry A.
Maas, 417 Spring street, West Hoboken, N. J.
Talking Ma-
chines, Typewriters, Phono.
graphs, Adding Machines, Guh
Registers, Guns and Tools and all
Polished Instruments. THE FI-
NEST OIL MADE. It absolutely
prevents rust. NYOIL now sold
everywhere by all hardware and
sporting goods men. Large bottle
(cheaper to buy) 25c; trial size, 10c.
WM. F. NYE, New Bedford, Mas*.
For polishing
varnished woodwork it is
extremely satisfactory. No oil is so clean.
Ask your watch repairer whose
oil he uses on your watch.
SPANISH RECORD CATALOG.
The export department of the Columbia Grapho-
phoine Co. issued this week its annual Spanish
record catalogue, which, in addition to being con-
siderably thicker than the 1913 edition, embodies
a number of distinctive features which constitute
a decided improvement as compared with former
editions. Valuable indexes and appropriate photo-
graphs add to the artistic appearance of the new
catalogue.
H. L. Willson, assistant general manager of the
Columbia Graphophone Co., is expected back
early next week from a short trip through the im-
portant trade centers of the Middle West, where
he has been receiving good reports regarding busi-
ness.
Mr. Dealer:
$witky Service Spells Success
for YOU
IT MEANS The Machines and Records You Want, When You
— ' — Want Them.
Expert Assistance in Making Sales of Machines
and Records Whenever Required.
Expert Instruction in the Proper Care and Repair
of All Styles of Machines.
Expert Assistance in Writing Advertisements and
Preparing Publicity Matter of All Kinds.
An Exchange Bureau for Surplus Victor Stocks
Among the Dealers.
A System of Credit That Is as Liberal as Possible
Under All Conditions.
You Pay for the Goods — the Service, Tested and Successful,
Is Free.
BENJ. SWITKY, Victor Distributor
No. 9 West Twenty-third Street, New York City
THE TALKING MACHINE WORLD.
33
NOTED ARTISTS SIGN WITH COLUMBIA
Margarete Matzenauer, the Famous Operatic
Contralto, and Eduardo Ferrari-Fontana,
Tenore Robusto, to Make Records for the
Columbia Co. — Both Artists Have Achieved
Great Success in Opera.
The Columbia Graphophone Co. closed a num-
ber of important new deals with prominent artists
during the past few
weeks, wherby the
Columbia record li-
brary will add to its
lists many new rec-
ords within the next
few months. These
additions form val-
uable helps for Co-
lumbia dealers with
patrons who appre-
ciate operatic music.
The most im-
portant of these
new Columbia ac-
Margarete Matzenauer. quisitions are Mine.
Margarete Matzenauer, the internationally famous
contralto of the Metropolitan Opera Co., New York,
and Eduardo Ferrari-Fontana, a member of the
Boston Opera Co., whose splendid performance last
week at the Metropolitan Opera House in the lead-
ing tenor role of the new opera, "L'Amore di Tre
Re," was one of the events of the operatic season.
Mme. Matzenauer, although she has been a
member of the Metropolitan Opera Co. but a few
years, has achieved a noteworthy success in this
short time, and has won the admiration and praise
of the leading musical critics of the country. Her
voice, which is a rich contralto, has been generally
commended by all operagoers for its many musical
qualities, and her success in the Metropolitan
Opera Co. has earned for her a prominent position
among the leading contralto singers of the world.
Her records will be valuable additions to the
Columbia Co.'s operatic library, which is growing
steadily.
Eduardo Ferrari-Fontana, in addition to achiev-
inging a country-wide reputation through his Bos-
ton Opera Co. appearances, scored an instantaneous
success in his initial 'New York performance in the
new opera at the Metropolitan Opera House. Re-
ferring to this opera, the musical critic of a lead-
ing New York morning newspaper said :
"The performance of the new opera was notably
fine. Its most conspicuous feature was the first ap-
pearance in the Metropolitan Opera House of
Eduardo Ferrari-Fontana, who took the part of
'Avito.' Mr. Fontana, it is understood, had sung
the part in some of the earliest performances of it
in Milan. He made an immediate success, not only
by his fine' and impassioned acting— acting of genu-
ine tragic temperament and of finished skill — but
WANTED. — Wholesale man to sell Victor goods
exclusively; must have a knowledge of the trade in
New York City and surroundings ; employment on
a salary and commission basis. All communications
held strictly confidential. Address Max Landay,
5G3 Fifth Avenue, New York.
WANTED.— Intelligent saleslady to sell Victor
Talking Machines. Good position to the right
party. Write, stating full particulars in first let-
ter, "No. 600," care The Talking Machine World,
373 Fourth Avenue, New York.
NEW IDEA IN CABINET TALKING MA-
CHINE.— I have an entirely new idea in a Cabi-
net Talking Machine, and would like to hear from
any party in reference to financing the same. Ad-
dress "K. R., 12," care The Talking Machine
World, 37 So. Wabash Ave., Chicago, 111.
WANTED.— -Capable young man, experienced in
selling Victor Talking Machines; to such a sales-
man is opened a permanent position with chance of
advancement; must be steady and a hard worker.
Write giving full particulars. Address "No. 602,"
care The Talking Machine World, 373 Fourth Ave.,
New York.
still more on account of his remarkably beautiful
tenor quality. He is a true 'tenore robusto,' with
not only power but also fullness, richness and
warmth of tone, splendid resonance and penetra-
tion, especially in his upper ranges. Mr. Fontana
sings with admirable art, with style, in a manner
that makes his voice count for its utmost. He
would seem to be a valuable acquisition for the
Metropolitan Opera House. If Mr. Fontana's fu-
ture appearances bear out the promise he offered in
his first one, his work in New York will be watched
with interest and pleasure."
OUR FOREIGN CUSTOMERS.
Amount and Value of Talking Machines
Shipped Abroad from the Port of New York
for the Past Four Weeks.
(Special to The Talking Machine World.)
Washington, D. C, January 9. — Manufacturers
and dealers in talking machines will doubtless be
interested in the figures showing the exports of
talking machines for the past four weeks from the
port of New York.
DECEMBER 13, 1913.
Birkenhead, 11 pkgs., $283; Cambay, 6 pkgs.,
$148; Guayaquil, 25 pkgs., $1,071; Kingston, 10
pkgs., $339; Liverpool, 6 pkgs., $225; London, 2
pkgs., $102; 265 pkgs., $13,382; Manila, 41 pkgs.,
$2,743 ; Mexico, 24 pkgs., $462 ; Skandhai, 44 pkgs.,
$1,013; Singapore, 6 pkgs., $202; 6 pkgs., $129;
Valparaiso, 17 pkgs., $982.
DECEMBER 20.
Berlin, 1 pkg., $148; Buenos Aires, 85 pkgs.,
$8,061; Dominicia, 14 pkgs., $229; Guayaquil, 9
pkgs., $272 ; Havana, 7 pkgs., $970 ; Milan, 5 pkgs.,
$485 ; Montevideo, 49 pkgs., $4,380 ; Port au Prince,
19 pkgs., $364; Porto Plato, 12 pkgs., $499; Rot-
terdam, 23 pkgs., $549 ; St. Johns, 6 pkgs., $169.
DECEMBER 27.
Callao, 17 pkgs., $1,083; Cardiff, 1 pkg., $179;
Guayaquil, 14 pkgs., $1,933; Havre, 4 pkgs., $557;
Liverpool, 14 pkgs., $479; London, 327 pkgs..
$8,128 ; 526 pkgs., $9,008 ; Manaos, 17 pkgs., $1,139 ;
Manila, 89 pkgs., $2,709;' Maracaibo, 3 pkgs.. $113;
Rio de Janeiro, 8 pkgs., $537 ; San Chiz, 4 pkgs.,
$111; Vera Cruz, 31 pkgs., $1,450.
JANUARY 3, 1914.
Arica, 3 pkgs., $463; Bahia. Blanca, 9 pkgs.,
$467; Belfast, 8 pkgs., $217; Bradford, 7 pkgs.,
$191; Brussels, 3 pkgs., $142; Callao, 27 pkgs.,
$1,505; Copenhagen, 22 pkgs., $1,218; Havana, 28
pkgs., $711; Havre, 6 pkgs., $205; Liverpool, 27
pkgs., $1,833; Manchester, 7 pkgs., $465; Monte-
video, 7 pkgs., $618; Naples, 2 pkgs., $207; New-
castle, 8 pkgs., $287 ; Rio de Janeiro, 4 pkgs., $318 ;
Sheffield, 4 pkgs., $219; Soerabaja, 9 pkgs., $349;
Valparaiso, 15 pkgs., $411.
TELEGRAPH ERROR RULING.
Company Not Responsible Unless Gross Negli-
gence Is Proved.
(Special to The Talking Machine World.)
Albany, N. Y., January 8. — It is important to
members of the piano trade and business men gen-
erally to know that a telegraph company is not
responsible for errors made in a message unless
they are the result of gross negligence. This is the
opinion handed down by the Court of Appeals held
recently.
This opinion was handed down in the case of
Stephen M. Weld & Co., cotton brokers, against
the Postal Telegraph Co. Weld gave an operator
in the New York office a message to sell 20,000
bales of cotton at not less than 12.70 a pound, and,
owing to an error in the message, it was sold at
12.07, thus inflicting on Weld a loss of $27,565.
On the first trial of the case Weld obtained a
verdict for $10,000 damages. The Court of Ap-
peals sent the case back for a new trial because of
error in the charge to the jury. A second jury gave
Weld a verdict of $36,684. In reversing this ver-
dict to-day because of error and granting a new
trial, the Court of Appeals explained that proof
of gross negligence would be necessary to warrant
giving Weld a verdict. The opinion was unani-
mous.
There are many who cannot enjoy the sunshine
of to-day for fear it will rain to-morrow.
A Big
Money Making Op-
portunity for Talk-
ing Machine Men
Do you know how best to im-
prove your business?
Try pianos and player-pianos.
We have the best player-piano
proposition in America, barring
none.
We can offer it to you right.
We can put you absolutely on the
inside so far as pianos and player-
pianos go.
Our facilities and our knowledge
of the trade situation enable us to
do this.
We can build your business so
that it will show a substantial
growth in profits long before the
close of the year.
That sounds interesting, does it
not?
Take the matter up with us, not
soon, but now — just now, when the
year is young and the opportunities
for good business lie before you.
Remember, every day — every
week — every month that you delay
investigating this piano proposition
you are standing in your own light.
You are making the business corners
of your establishment dark, when
they should be illumined by good,
bright piano sunshine !
We have built one of the largest
piano enterprises in the world
through the delivery of values.
H. P. NELSON
COMPANY
Makers of Grands, Uprights and
Player-Pianos
North Kedzie, North Sawyer, West Chicago Aves
and C. M. and St. Paul R. R., CHICAGO
34
THE TALKING MACHINE WORLD.
SUBSTANTIAL REASONS FOR OPTIMISM IN 1914.
Prospects of the Year Interestingly Analyzed by J. Newcomb Blackman, the Prominent
New York Jobber, Who Says That the Man Who Has Been Running His Business on
a Conservative Basis Need Have No Fear as to Business Progress in 1914.
In response to a request for his opinion as to the
business outlook for 1914, J. Newcomb Blackman,
president of the Blackman Talking Machine Co.,
the prominent Victor and Edison distributer, said :
"Analyzing the prospects for the year, in my opin-
ion, those who are in a position to do business
under normal conditions, have every reason to be
optimistic regarding the future, as the prospects
are decidedly bright. By this I mean the man who
is not on the ragged edge, but who has been run-
ning his business on a conservative basis, need
not have any fear as to business for 1914.
"The whole question of the year's prosperity
naturally hinges on the condition of the country it-
self. We have for sometime been living in a state
of unrest. This includes the entire American peo-
ple— the wage-earner, the business man and the
Government officials. The wage-earner naturally
did not know to what extent he would be affected
by such action as politics might bring about in
business. The business man was uncertain and
fearful as to what might happen on account of the
changes in politics and the agitation of the wage-
earner.
"All factors in the business world, however, have
sobered up somewhat during the past few months
and have begun to realize that we have reached the
point where we must co-operate. The wage-
earner is beginning to understand that there is a
limit to what he is entitled and can earn from an
economic standpoint. The business man feels
that the simplest and best way to meet conditions
is to co-operate both with the Government and
with his employes. The Government is beginning
to view the situation as calling for safe and sane
legislation based on results for the people.
"In other words, during the past year or two,
we have attempted to undo and straighten out a
condition which it has taken many years to de-
velop, and extreme measures arc now being recog-
nized as inadvisable. The so-called trust seems
ready to admit the irregularities of its meth-
ods and shows a disposition to peacefully adjust
J. Newcomb Blackman.
its affairs. The Government apparently invites
such adjusting with the President as spokesman.
The bankers, who have been so much agitated over
the currency bill, evidently hoped for more than
they ever expected to receive and have settled
down to the conclusion that the present bill is
something better than they had originally : h'oRed
for.
"Pessimists can find no real basis for their: con-
tentions, for the country is prosperous at its-source
of production, which is the crop production, and
business has benefited by the enforced conserva-
tism following the panic of 1907. The 'wage
earners are getting better wages to-day than they
have ever received, and if the new tariff law does
not reduce the cost of living, there is at least the
prospect of it halting the constant increase. The
income tax will, no doubt, fill in the gap, placing
the burden on those who can best stand it and
removing it from those who have stood it in the
past and felt it most. This situation, I believe, is
simply an adjustment of conditions in response to
a general demand, and so long as this demand is
general there can not be serious opposition and
therefore no ground for pessimistic and discourag-
ing views.
"The talking-machine business stands practically
where it has been, not only because the goods, have
merit and the prices and- discounts are reasonable,
but because of the frank and open manner in which
the business has been conducted. Whatever re-
strictions there have been placed around the talk-
ing-machine business have been well known and
participated and shared in alike, and the public lias
always been protected by quality and price without
discrimination.
"The sane level, on the part of the GovernPweiit",
between the abuse of over restriction as against
open competition will, I believe, soon be reached,
and the aggressive methods of the manufacturers,
through their manufacturing, advertising and mar-
keting of goods, coupled with a never waning
desire on the part of the public for music and the
unlimited variety of the talent offered, will, to my
mind, cause the talking-machine business to show
a healthy increase. In view of this I do not think
any manufacturer, jobber or dealer who has rea-
sonable capital and ability, need have any fear
about the future, for if there have been any "hard
times," I think they have passed as a reality or as
threatening clouds."
Mr. Dealer : Could you spend but five minutes in going over the letters we have
received from dealers and consumers in all parts of the country you would be
just as enthusiastic as we are about the Masterphone. Now that the Masterphone
for Fibre Needles is ready for delivery, you have an exceptional opportunity to
sell your customers an attachment that will give them the best there is in the
records with the assurance that there is absolutely no wear on the records.
The Fibre Needle Masterphone retails at $1.50. Regular trade discounts
apply, assuring you of a good profit.
Inquiries from localities in which we have dealers are referred to them.
The Fibre Needle
MASTERPHONE
Retails for
1.50
Write to-day for
Trade Discount
and
Full Particulars
THE MASTERPHONE CORPORATION, 187 Broadway, New York City
Telephone: Cortlandt 1872
THE TALKING MACHINE WORLD.
35
CLOSER RELATIONS BETWEEN JOBBER AND DEALER.
H. Silliman, of the Pardee-Ellenberger Co., Is Firmly Convinced That One of the Best
Ways Whereby the Jobber Can Promote Closer Relations with His Dealer Is to Have
the Right Kind of Men on His Traveling Force, Who Will Act as Business Advisers.
SUCCESS ISN'T MATTER OF RULES.
'Something Inside a Man," Says English
Leader — Know Men Who Win.
Many men prominent in the phonograph trade
have discussed this subject at various times. It is
of great importance to both jobber and dealer, and
one open to much difference of opinion.
From my own observation, covering a number
of years as a traveling salesman, and later as man-
ager of traveling men, I am firmly convinced that
cue of the best ways the jobber can promote closer
relations with his dealers is to have the right kind
;of men on his traveling force, calling at regular
intervals on the dealer.
The kind of traveling man I have in mind,
studies his territory in a thoroughly scientific man-
ner, and knoiws the particular requirements of each
individual dealer that he calls upon. He is of
great help to his dealers; they look to him for
suggestions; he often arranges their advertising and
shows them how to display their line to the best
possible advantage. He is the dealer's right hand
man, often standing between him and the jobber
on the matter of credits; for the credit man must
rely to a considerable extent on the traveling man's
thorough knowledge of his dealers.
The right kind of a traveling man will fight for
his house to the last dkch when on the road, and
when he gets to the office will fight for his dealer's
interests in the same manner. In a large territory,
very few dealers get to know anyone connected
with the jobbing house but the traveling man,
and the impression he gets of the traveling man is
his impression of the whole concern. Often a
dealer will have a prospective customer for a
high-price phonograph which he cannot close.
Here is where the traveling man should shine to
advantage, both for the dealer and 'the firm he
represents. He should devote enough of his time,
and the time of the jobber who employs him, to
make this sale that the dealer is unable to close.
This should be comparatively easy for the traveling
man, as the prospect is bound to be impressed by
one who represents the jobber. The traveling
man has a mind full of similar cases, and his sales
talk is bound to be more impressive than any talk
the dealer could give. If the sale is made, the
jobber has certainly helped the dealer and pro-
moted a closer relation between them both.
What the new dealer needs is education ; and
speaking for ourselves, we teach him. Our sales-
men are not only salesmen in every sense of the
word, but are business advisers. As an institu-
tion, we are trained to act as the new dealer's
counsel; to advise him about the technical features
of the machines ; to instruct him on the scope of
the records and their value as a permanent monthly
income; to assist him in writing advertisements
and in the promotion of business; to help him
secure a firm footing on the rocky ledge of credits ;
to show him about window displays, advertising
and other publicity; and, in fact, aid him in a hun-
dred and one ways for the successful growth of
his business.
What all jobbers and jobbers' assistants should
remember is that there is a great deal more than
the bare sale of goods to the dealer ; and when
they do bear this clearly in mind they will find
retail distribution on a more efficient basis ; and
after all, it is the retail sales that count with the
jobber.
PREVENTING FREIGHT LOSSES.
Caution on the Part of Consignee in Checking
Weights and Rates and in Watching for Loss
or Damage Will Save Much Trouble.
ately reported to the delivery agent, and an
exception requested with statement of the facts
disclosed.
A TRADE VETERAN HONORED.
A large part of the delay and trouble experi-
enced by shippers, in the matter of claims for
freight overcharges and in the securing of prompt
adjustment of claims for loss or damages, is at-
tributable to negligence on the part of the receivers
(consignees) of freight, who frequently are not
interested in the overcharge or loss or damage,
charging the same back to the shipper.
With the purpose of securing co-operation and
improved methods on the part of receivers of
freight, they should weigh their freight and check
the rates applied, so as to insure the proper charge
and thereby avoid an overcharge. The receiver of
freight should likewise require the proper notation
to be made on the freight bill by the delivering
agent in the case of loss or damage apparent at
time of delivery, and in the case of concealed loss
or damage he should make an immediate report
to the delivering agent.
With the view of securing co-operation of the
receivers of freight, we recommend the prepara-
tion of a small blank, six by three inches, to be
used as an "insert" with the transmission of bills
of lading or shipping tickets of the following
form:
"Important — Weigh your freight and check your
rates. Examine goods before accepting. Do not
give clear receipt if damaged or short. We hold
a clear receipt for the transportation company that
the goods have been delivered to them in first-
class condition."
To prevent overcharge carefully check the
weights of the items received against the weight
on the freight bills. Have rates verified when you
have reason to believe they are incorrect. Insist
upon agent correcting charges to basis of actual
weight and tariff rate.
Require agent to endorse upon original freight
bill shortages disclosed at time of delivery, and in
case of damage to make notation on freight bill
of the exact nature and extent of damage.
Concealed loss or damage disclosed after de-
livery upon opening a package should be immedi-
Banquet Tendered Edwin E. Forest by His
Friends Upon His Seventieth Birthday —
Long Connected with Talking Machine Trade
An affair of much interest was held this week
at the Carlos Restaurant, New York, when a num-
ber of friends of Edwin E. Forest in the talking
machine trade tendered him a banquet in honor of
his seventieth birthday. Mr. Forest, who has had a
long and interesting career in a number of fields,
starting in the lumber business and progressing
through the provision, restaurant, confectionery
and printing trades, was one of the first to enter
the talking machine field in its early days and was
ranked as a recording expert with the old New
York Phonograph Co., Leeds & Allcock, and finally
the Leeds & Catlin Co., until the latter concern
was forced out of business some years ago. Mr.
Forest is at present actively connected with the
talking machine department of Gimbel Bros.
Those present at the dinner, which was later fol-
lowed by a dance, included, besides Mr. and Mrs.
Forest, George W. Morgan, manager of the piano
and talking machine departments, and J. H. Dodin,
head of the talking machine department of Gimbel
Bros.; Benj. Switky. who acted as toastmaster,
and I. Davega, Victor distributers : Lippman
Kaiser, and others to the number of twenty.
Writing in Pitman's Magazine, a new English
publication devoted to business, A. E. Bull out-
lines the kind of people it is necessary for the
man to know who would find success in the com-
mercial world. Says Mr. Bull :
"A remarkably successful man, who had com-
menced in poverty and who had built up a world-
famous business, was once asked to explain the
secret of his success.
" 'My dear man,' he said to the interviewer, 'it
can't be done. I can no more tell you how I suc-
ceeded than a bird could explain how it learned
to fly.'
" 'But,' protested the interviewer, 'you surely
have some rules of conduct and business methods
that you have adhered to through life, and which
would account for your success?'
" 'Yes, I have rules,' replied the successful man,
'but rules are nothing. Success isn't a matter of
rules. It's something inside a man, something that
belongs to his nature and character. If a man has
it, he will succeed ; if he hasn't, all the copybook
headings in the world won't give it to him.'
. "That was the opinion of a man who had suc-
ceeded and knew his own nature, and, up to a
point, it has a great deal of truth in it.
"Here is a second reply to the question which
was put to the millionaire. The man who made it
was by no means so prosperous, but he had suc-
ceeded beyond reasonable expectations. He was
certainly more successful than those who knew him
best thought he would be, for he was not a par-
ticularly able man in any way.
" 'I made one rule in life,' he said. 'I regard it
as a duty to succeed, so 1 persistently sought the
company of those who had succeeded. If a man
was a failure I avoided him, not out of any
snobbishness, but because I could not afford to run
the risk of catching the infection of failure from
him.'
"His was a most curious idea, that success and
failure are infectious, and that one can catch
them just as he can catch fever and colds. Here
is the point of the remark and the truth of it. It
is just the same opinion as that of the millionaire,
though presented in a different way :
"The things that bring success are the things
that belong to character. To succeed one must
mold the character aright. Nothing influences
character so much as companionship. In his mind
it worked out this way : Make companions of weak
people and one becomes weak; make companions
of strong people and one becomes strong."
TO FEATURE ADVERTISING RECORD.
The popular Columbia advertising record will
be featured in the two Columbia advertisements
to appear this month in the Saturday Evening
Post, one on January 17 and the Other on January
24. Special combination lists of records which
can be obtained at certain prices will also be
presented, as this listing of records is generally
commended by the trade as productive of
numerous record sales that may otherwise have
been lost temporarily.
Welcome trials, for remember it is usually diffi-
culties and responsibilities that bring a man to the
fore.
PHONOGRAPHISCHE
ZEITSCHRIFT
BERLIN W. 30, GERMANY
The oldest and most up-to-
date trade paper covering the
talking machine line published in
the German Language.
PUBLISHED WEEKLY. FOUNDED 1900
Circulates all over the world.
SPECIAL EXPORT NUMBERS
appear in four different languages at
regular intervals.
Subscriptions for this talking ma-
chine publication 10 Marks yearly.
Sample copies sent free.
36
THE TALKING MACHINE WORLD.
REGARDING THE PROPER HANDLING OF EMPLOYES.
The Questions of the Training of Talking Machine Salesmen, Their Wages and the Methods
of Interesting Them in Their Work Discussed in Interesting and Thoroughly Practi-
cal Fashion by Benj. Switky, the Prominent Victor Distributer of New York.
Ninety-five per cent, of the dealers of my ac-
quaintance have more or less trouble with their
"help." It is an everpresent source of annoyance
and trouble to them, and I have often listened to
their really serious complainings that they were
either handicapped or caused to suffer financial loss
by reason of unsatisfactory help. Therefore it
might be well for us to dwell on some of these
problems in the hope that a little light may be cast
upon them so as to help brighten the dealer's path
and make easier the journey to the goal of profit
and success.
But first of all, I think it will do more good
than harm if we point out to our good friend,
Mr. Dealer, that usually he is himself to blame for
most of his troubles. If he will accept the respon-
sibility and take upon himself the duty of properly
training his help, see to it that they are not under-
paid, nor made to work from twelve to fifteen hours
a day — if he will treat his help liberally, demo-
cratically, and secure their good will and loyalty,
he will find himself free from many of the so-
called troubles that we hear so much of.
The Result of Low Wages.
To pay poor wages is the greatest extravagance
that a man can be guilty of. The dishonesty of an
employe is very often the direct result of his being
underpaid. I have had men confide in me that
they could not do justice to their families and re-
main loyal to their employers on a weekly salary
of $12 to $15. This applies particularly to salesmen
in the bigger cities, where the cost of decent living
is comparatively high.
The slow, sluggish worker can be electrified with
energy and fired with ambition by the increase of
a dollar or two a week and the promise of anoth|r
raise just as soon as he shows himself worthy of it.
Even the errand boy will give you better service if
he is properly paid. He will be less likely to loaf.
He will cut out scheming how to use transfers in
order to knock down a few nickels a week. He
will use the elevated and subway trains instead
of wasting precious time travelling long distances
on slow-moving trolleys.
It would surprise some of my friends if they
knew that their clerks are just as dissatisfied with
their jobs as their bosses are dissatisfied with their
clerks.
Even as the employer finishes asking my advice
whether to retain such and such a clerk, his man
confides in me, on the side, that he would like to
make a change— that his self-respect revolts at
being constantly scolded for trifles; that while the
pay is pretty good, still the hours are long, etc.
The Importance of Training.
T-raining implies directing thought and work
and energy along such channels as will lead quick-
est to the result desired.- If you want to cover your
front porch with a honeysuckle vine it is not
enough to merely stick the seed or the plant into
the ground and then wait for it to creep. The
proper way is to train it. You either tie strings
to the different shoots and fasten them to the top
of the porch with tacks or you provide a wire net
from top to bottom so that your vines will have
something to cling to, to wind around and spread
upon.
I have heard men say that salesmen, like poets,
are born, not made. But for the benefit of the
many who cannot show a birth certificate testify-
ing to their salesmanship, I want to say that I do
not believe seriously in the foregoing statement.
Every man of average intellect, pleasant per-
sonality, with an earnest desire to succeed and a
willingness to learn, has within him the material
necessa_v for the making of a salesman.
You can train your clerks to be real salesmen if
you will but take the time and trouble to do so.
You should bring to their attention every available
bit of printed matter that bears on the subject of
selling. They should read carefully their own
trade paper. There are to-day schools of sales-
manship, correspondence schools with class or club
representation in most big cities. It will surprise
you how mathematically exact is the science of
salesmanship as taught by the Sheldon School, of
Chicago, for instance.
You should teach your salesmen how to ap-
proach a prospective customer, how to size him up
so as to interest him in the goods. In order tnat
he may talk intelligently about his goods, he snould
know something about the composition, materia!,
method of manufacture, construction, etc. He
should have a fair knowledge of the mechanism of
talking machines. I would earnestly advise as
many dealers and salesmen as can possibly do so
to avail themselves of the courtesy of the several
manufacturers and carefully inspect any one of the
factories. I am sure that you will return from such
a tour of inspection feeling that you have learned
a great deal about your own business. You will
take greater pride in the industry of which you
are a part. You will feel like the Roman who
Benjamin Switky.
proudly boasted: "I am a citizen of no mean coun-
try !" How often have I heard customers ask,
"What are these records made of?" and the sales-
man replied, "Hard rubber."
You should urge your clerks to learn to take a
motor apart and reassemble it — not necessarily in
order to become proficient repairmen, but because
a good mechanical knowledge of the motor enables
them to talk intelligently when trying to make a
sale. If they can impress their hearers with a good
selling talk and win their confidence by demonstrat-
ing a thorough knowledge of their goods, more
sales must result.
Don't wait for your help to pick up knowledge.
TEACH THEM ! You can teach them, in the course
of a half-hour's talk, certain bits of knowledge
which they might not acquire or stumble across
within six months. Point out to them that certain
records appeal only to a certain class of music-
lovers, that other selections invariably please mid-
dle-aged or elderly folks, that another group of
records sells very rapidly to foreigners, etc.
You must be constantly alert to train your help.
The boy or driver who distributes your packages
must be taught to handle the goods carefully or
you will incur losses by breakage. The boy who
puts away records or who packs the shipments must
be trained to do the work carefully and conscien-
tiously. The order clerk must be taught the need
of watchfulness to avoid overstocking on the one
hand or the loss of sales by being "out of it" by
reason of oversight in ordering. Your clever sales-
man must be taught how to handle three or four
customers at one time and to do it thoroughly,
without apparent effort, confusion or the loss of
any sales.
Interesting Your Employes.
In addition to teaching your employes how to
do their work correctly, it is your duty to stimulate
interest in their work. I shall relate to you briefly
a method which I have used successfully for some
time past, one that has yielded good returns out
of all proportion to the expense involved. I make
no claim for originality, but will freely confess
the idea is merely an adaptation of similar prac-
tices made use of in other businesses, usually of
larger calibre.
About once a month I invite the entire force,
from the manager to the youngest of the boys, to
a dinner at some restaurant out in the neighbor-
hood. After an hour or more devoted to chatting,
mixing, etc., we all adjourn to the store, where we
settle down to the serious business of the evening.
1 had been careful beforehand to ask each employe
to try to bring to the meeting at least one new idea
or suggestion of improvement to be discussed in
open meeting.
The work of the evening is classified and taken
up in the following order: First, the roll is called,
and as each responds he is asked whether he has
any complaint or grievance to present. If he
replies in the affirmative, the, matter is threshed out
in open meeting and always adjusted to the satis-
faction of the complainant. Second, each is in-
vited to present criticisms as to management,
whether in his own department or in another de-
partment. Third, they are asked to contribute for
discussion and possible adoption suggestions look-
ing to improve the service, lighten the work, elimi-
nate unnecessary waste motion in the handling of
the 'work, economizing time and labor, minimizing
expenses, etc.
Just try it once and you will be as greatly and
as agreeably surprised as I was. You will get
valuable tips from the errand boy. The shipping
clerk will point out to you how to perfect his de-
partment. Your stock boy will suggest how to cut
down the time ordinarily required to put away
stock or to pick out an order. It may cost some
money at first to adopt many of their suggestions,
but in the long run you profit by them.
But more important than all is the fact that you
have induced your help to think seriously about
their work; they find pleasure in trying to bring
their efficiency nearer to the 100 per cent, mark;
they actually give you more than you are paying
them foe and do it cheerfully because they feel
flattered that they should be taken into the chief's
counsels. '- .
Then top off the evening's program with an
instructive talk on salesmanship, inviting free dis-
cussion of the comparative merits and demerits of
competitive lines. Let them relate how certain diffi-
cult sales were clinched, etc, etc. They will learn
from you ; they will learn from one another.
If you are interested in the efficiency of your
force — which you certainly must be if you are to
receive full measure of success — you must be on
the job all the time training and teaching.
NOVEL WANAMAKER RECITALS.
Victrola Furnishes the Voices of Living Char-
acters Who Appear Costumed as in Actual
Life — Attract Large and Appreciative Crowds
— John Wanamaker a Victrola Enthusiast.
The Victrola section of John Wanamaker's New-
York store presented during Christmas week, at
two performances daily in the store's handsome
auditorium, four acts of living tableaux with
characters in costume who pantomine the acting
and singing of the principle arias from the opera,
"Aida," assisted by the Victrola. These daily per-
formances attracted crowded houses, and thereby
increased popularity of the Victrola.
The principal characters of the opera all appeared
before the audience in actual life, but instead of
rendering their respective selections as they would
cm the operatic stage, a Victrola furnished the
actual voices of Caruso, Gadski, Destinn and the
other famous stars. Accompanied by the pipe-
organ and piano.
It is interesting to note, by the way, that John
Wanamaker is personally a Victrola enthusiast,
and owns in his handsome home, a Victrola X, fin-
ished in Japanese lacquer, a product of the Wana-
maker Victrola department. The Victrola is one
of the most artistic instruments ever introduced for
use in a private home.
THE TALKING MACHINE WORLD.
37
The New Columbia Advertising Record
is proving itself the ablest collector of
new names and new business that the
dealer ever found. It breaks the ice.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
RETAIL STOCKS ARE LOW IN SAN FRANCISCO.
Immense Holiday Business in the City and Surrounding Territory Made Placing of Large
Orders a Necessity the Opening of Year — Record and Machine Business Heaviest
Coast Trade Has Ever Enjoyed — Sherman Clay & Co. Expand — News of the Month.
(Special to The Talking Machine World.)
San Francisco, Cal., January 9. — Talking ma-
•chine interests here, whether Victor, Columbia or
Edison, either wholesale or retail, were well sat-
isfied with holiday business. The distributers of
■each line supplied more goods than ever before and
the retail trade showed a decided gain over previ-
ous seasons, notwithstanding the very stormy
weather which prevailed the last few shopping
days before Christmas, and other adverse condi-
tions which are held responsible for disappoint-
ments in some other lines of business catering to
holiday trade. In San Francisco retail stocks are
well cleaned up and all reports from the country
•districts indicate that dealers did not overstock
by any' means. That stocks were much depicted in
many instances in shown by the orders received by
the distributors here immediately after Christmas.
A satisfactory feature of this holiday business was
the tendency toward the higher priced machines,
.and the enormous demand for records. Record
business for December was the heaviest the Coast
trade has ever enjoyed, and it is keeping up ex-
ceedingly well since the holidays. Prospects for
1914 are considered very encouraging by the local
trade.
W. S. Gray, coast manager for the Columbia
Graphophone Co., says December was the biggest
month this office has ever had, and he is now for-
mulating plans for a very active campaign in this
section for the ensuing year. He says he is going
in especially hard after record business. F. Angle-
mier, manager of the wholesale department at the
local Columbia warerooms, says they managed to
fill orders in pretty good shape with the exception
-of some late rush ones, but a few days before
Christmas they were left without a half-dozen ma-
chines on the floor. Favorite and Leader machines
were big factors in the fall trade, but they did not
interfere with the sale of the higher priced types
as they were in good demand also. A number of
the grand Grafanolas were sent out in December.
At these Columbia headquarters a steady increase
is noted in the demand for dictating machines. A
large shipment was sent out on the steamer "Per-
sia" which sailed a few days after Christmas for
Manila, where Mr. Anglemier says there is a con-
siderable demand developing. The installation of
machines for the exposition occupied particular at-
tention here the past month.
Manager J. S. Bayley, of the local branch of
Babson Bros., says December business was beyond
expectations. Considering that this was the first
year for the Edison disc machine, he says the re-
sults with it were very gratifying indeed. He en-
tirely sold out types of machines which were in
greater demand than he had anticipated. Among
them were the $80 machines, $250 mahogany disc
types and $150 disc models. Notwithstanding the
absorbing interest showw in the new disc product,
cylinder business, according to Mr. Bayley, was
the best in a long time. He regards the outlook
very favorable for a big 1914.
L. S. Sherman, of Sherman, Clay & Co., whose
Victor business runs into a million dollars a year,
says that each year they have been distributing Vic-
tor products they have been able to get more goods,
but that the demand has shown a corresponding
increase so they still have some difficulty in sup-
plying the needs of their customers. Holiday busi-
ness was especially gratifying here in San Francis-
co. The tenth floor of the building was hardly
ready for permanent occupancy before the holidays,
so it was used as a store room for Victor Vic-
trolas calling for holiday delivery, and before they
began to move out, a large section of the floor
space was covered. Mr. Sherman says the popu-
larity of the new tango dances here has undoubted-
ly stimulated a particular demand for Victor Vic-
trolas. A great many people are taking lessons
and find the Victor a great aid in their home prac-
tise. The demand for the tango records bears out
the statement of the influence of the new dances
on the sale of machines.
P. H. Beck, of the Kohler & Chase talking ma-
chine department, is very well satisfied with holi-
day business, the week just preceding Christmas
being especially heavy, and bringing the record for
December up to a large figure.
A. R. Pommer, proprietor of the Pacific Phono-
graph Co., whose enthusiasm for Edison products
has been largely influential in the rapid progress
made in the favorable introduction of the new
disc line in this section, is more than ever opti-
mistic over the future outlook for the line since
the big holiday rush, which his company enjoyed.
While he was able to supply his customers in fairly
good shape, owing to the large reserve stock which
he had accumulated in anticipation of a shortage
at holiday time, his warerooms ' were practically
cleaned out on Christmas Eve, especially of the
high-priced machines. He says the tendency of
this holiday demand was toward the better prod-
ucts. He was heavily stocked with the high-priced
machines, but was entirely sold out of $'250 styles,
for instance, while he could still make deliveries
of the $60 types. J. E. McCracken, traveler for
the Pacific company, was at headquarters here for
a few days at holiday time, but has since returned
to Seattle, and from there will proceed to other
points in the Northwest.
The coast trade received a visit recently from F.
K. Dolbeer, sales manager for Thos. A. Edison,
Inc. While in San Francisco he made his head-
quarters with the Pacific Phonograph Co., and
from here went North to Portland and Seattle.
Holiday business in the Columbia department at
the Emporium was very gratifying to the man-
agement, as evidenced by the fact that they were
obliged to provide extra accommodations for dem-
onstration purposes in December. To this end the
rooms formerly used for player-piano demonstra-
tions' were placed temporarily at the disposal of
the talking machine section, and besides the remov-
al of the sheet music department to other floor
space, leaves more space for talking machines. Mr.
Morgan says the demand for machines here covered
a wide range. The Favorite and Leader had splen-
did call, but the more expensive styles moved well
also. Record business as well as machine sales for
December was by far the best month this depart-
ment has had.
Since the duck season opened Peter Bacigalupi,
Jr., manager of the talking machine department of
Peter Bacagalupi & Sons, has been spending con-
siderable time up at his hunting preserve near San
Rafael.
A CHRISTMAS TRAGEDY.
Are we to hold ragtime revues and other
hustling forms of entertainment responsible for
the following tragedy?
A music hall artist who used to tour the
provinces with a flock of performing ducks, found
manager no longer willing to book his sedate show.
After he had been resting for some time he re-
ceived a telegram asking him to open on the fol-
lowing Monday at a variety theater in northern
New England. In reply'he wired:
"Regret cannot come. Have eaten the Act."
Simplex
Automatic
Starts Stop
Device
LISTED BY 95%
OF VICTOR JOBBERS
WHY?
STANDARD GRAMAPH0NE APPLIANCE CO.
1 73 Lafayette Street, New York, N. Y.
Stop /Start
38
THE TALKING MACHINE WORLD.
(JjPioneers in selling
VICTROLAS
today our system is far
better than the ordinary
methods.
There is real help all along the
line for live dealers in getting
in touch with us. Especially do
we aim to assist those dealers
who are desirous of achieving
supremacy in their local
territory.
Three things you find here:
The largest stocks.
The quickest service.
The most courteous attention.
A request from a dealer will result in placing
his name at once on our rapid-fire mailing list
World's Largest
MUSIC HOUSE
Chicago
THE TALKING MACHINE WORLD.
39
From Our Chicago Headquarters
ROOM 806, NO. 37 SOUTH WABASH AVENUE, E. P. VAN HARLINGEN, MANAGER.
(Special to The Talking Machine World.)
Chicago, III., January 10. — The year closed in a
blaze of glory so far as the Chicago talking ma-
chine trade was concerned. December was away
ahead of the corresponding month of 1912 accord-
ing to both the local jobbers and leading retailers.
It must have been a cracking good month too, with
the country trade, as not only were orders placed
before the holidays been left to stand with prac-
tically no cancelations and mighty little revision,
but new orders for machines have been coming in
since the first of the year, speaking eloquently of
depleted stocks and a lively current trade.
Another feature of the trade which tells of the
wonderful progress of the business is that there
has been a shortage of records, notwithstanding
the big preparations made in this regard by the
leading companies. Shipments are coming on in
better shape and they are certainly needed, as Jan-
uary and February are always big record months,
as this is the period when the recipients of talk-
ing machines for holiday gifts come into the
market in the first flush of their enthusiasm.
Everybody is looking forward to a good year in
1914, and certainly with such a remarkable record
for a year, during which general business condi-
tions have not been of the brightest, still greater
things may legitimately be expected when the fi-
nancial and industrial clouds which have hung over
us for so long give indication of dispersing.
Entertains Sales Force.
L. C. Wiswell, manager of the talking machine
department of Lyon & Healy gave a dinner to the
wholesale selling forces of the department at the
Union restaurant on Tuesday evening. It was very
informal, everybody participating in the talk-fest.
Good stories were told, some pertinent to the busi-
ness and some impertinent, and there was also a
discussion of the trade situation and optimistic
planning for the year's campaign. After dinner
the balance of the enjoyable evening was spent in
witnessing the performance of "The Honeymoon
Express," at the Garrick. Those present, besides
Mr. Wiswell, were : J. E. Meagher, Wisconsin trav-
eler; J. B. Ryde, Illinois; E. P. Bliss, Indiana and
Michigan; Paul Rocah, city wholesale; A. Scan-
nell, inside wholesale salesman ; A. Agnew, whole-
sale correspondent.
A. D. Geissler Reviews Trade.
Arthur D. Geissler, general manager of the Talk-
ing Machine Co., of Chicago and of the New York
Talking Machine Co., arrived this week for a stay
of a fortnight or more. He was very enthusiastic
over the volume of business which has been done
in both cities and the outlook for the coming year.
"At a rough estimate. I should say that the Vic-
tor business has increased, at the most conserva-
tive figures, 75 per cent, the past year," said Mr.
Geissler. It is a fact that the New York Talking
Machine Co., finding a shortage on certain types
wired practically every distributer in the East of-
fering to buy any of those machines that they could
spare at dealers' prices.
As a result, we got in $10,000 worth of goods
the day before Christmas, on which we made no
profit, but which helped us to make good on our
efforts to give our dealers the very best service in
our power. The same thing occurred with the
Talking Machine Co. here in Chicago, with the re-
sult of materially relieving the situation. Fortu-
nately we have had ample stocks of the $200 ma-
chines, and in many instance dealers have met a
shortage on the $150 machines by raising their cus-
tomers to the $200 machines, and the $75 machines
by raising them to the $100 machines. Not only
has the machine business been great, but sales of
records have been most remarkable. Dealers, who
in past years, have been ordering one, two and
three of a selection, have ordered ten, fifteen and
twenty-five, and have sold them judging from the
orders that have been flooding in on us since the
first of the year. Every indication certainly points
to a big year in 1914.
Splendid Edison Sales.
C. E. Goodwin, general manager for the Phono-
graph Co., the Edison distributers, waxed enthusi-
astic over the December trade. "I don't ask you to
believe my mere unsupported statement for it, but
I just want you to go over these order books of
our retail department. They show fully 80 per
cent, of the sales to have been of the $250 ma-
chines. Strange as it may seem," Mr. Goodwin re-
marked, "our wholesale business has shown a very
similar record. The Edison disc is far eclipsing the
anticipation entertained for it by the manufacturers
and the distributers, and goodness knows they are
optimistic enough."
"Low and Grim."
The youngest purchaser of the season at "The
Shop" was a little lady of some ten years, who pur-
chased a Style XI Victrola for her "papa," and
paid for it in cash. She said she had been saving
up for a long time, had decided what records she
wanted, and handed Miss Tischler a list of them.
The list included : "Low and Grim," "Med and
Tation from This; "Heilige Nacht, Stille Genacht"
and "Breakfast in Bed," by Harry Louder. Also
a band record by "Susie." Miss Tischler called for
help and eventually managed to figure out "Lohen-
grin," and "Meditation," from Thais. All of which
reminded C. L. Davidson of the woman who
bought "Home to Our Mountains" from "II Trova-
tore" and turned to her husband who entered the
shop a few minutes later, saying: "Oh, Harry! I
have just bought the grandest record! It's from
'Trovatore' — 'Back to the Woods.' "
Columbia Reports.
W. C. Fuhri, district manager for the Columbia
Graphophone Co., says that all the branch houses
in the extensive Western and Southern territory
under his jurisdiction have made a marked im-
provement in business the past year, and that
December was in the record-breaking class — this
notwithstanding the supply of goods was not equal
to the demand.
C. F. Baer, manager of the Chicago office, reports
that the dealers in this territory did a really
phenomenal business. While the December busi-
ness greatly surpassed that of 1912, and in fact
of any year, a number of orders were carried over
and they are sticking. "We recently got in the
new $200 DeLuxe and the new $175 Nonpareil,"
continued he, "and dealers are going simply wild
over them and are reordering at a high rate of
speed. Locally our retail was immense, and this
in spite of the removal to new quarters right in
the midst of the rush season."
The Dictaphone business of the Chicago office is
said to have practically doubled during the year.
At Lyon & Healy's.
L. C. Wiswell, manager of the talking machine
department, said : "December and the year were
record-breakers. The big business was in ma-
chines from $100 up. Just as many $200 machines
were sold, in fact more, than ever, while more than
four times of the $100 machines were sold than any
machine we have ever had to sell at that price.
"The retail business of Lyon & Heal)' was some-
thing immense as usual. There were several days
when the retail machine sales mounted upwards
of $10,000, and on one memorable day just before
Christmas 175 Victrolas of various types were sold
at retail."
At Wurlitzer's.
F. A. Siemon, assistant manager of the Chicago
house of the Rudolph Wurlitzer Co. : "It was a
mighty good year. December was a wonder. Why,
in our retail we kept our big special Victrola truck
going all day Christmas delivering $200 machines,
(Continued on page 40.)
The Practical Fibre Needle Cutter— THE WADE
The WADE embodies the right principle, worked out through long experience,
needle at an angle resulting in the best tone.
The WADE cutters are made of the best steel and are absolutely guaranteed
— ~— The WADE is
It is simple, durable and accurate. It trims the
The Wade
Fibre
Needle
Cutter No. 1
The WADI
the most economical
cutter. It has a self-
acting stop, which
prevents waste and
enables one to get
from 12 to 15 per-
fect playing points.
No. 1 is a very
popular cutter which
has given excellent
service. No. 2 has a
double action, mak-
ing it especially easy
to operate and af-
fording the most
powerful cut of any
tool made.
The Wade
Fibre
Needle
Cutter
No.2
Order from your regular Dis-
tributor—we sell to Jobbers only
RETAIL PRICES- No. 1, $1.50; No. 2, $2.00
WADE & WADE,
3807 Lake Ave.
PHONE, DOUGLAS 8108
CHICAGO, ILL.
40
THE TALKING MACHINE WORLD.
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 39).
and we have reports of similar overtime activity
on the part of many of our out-of-town dealers.
The best thing about it is that the year is starting
nut with a vim and with good orders for both ma-
chines and records. You simply cannot stop this
marvelous talking machine business."
Have Good Exhibit.
Schram Bros., manufacturers of talking machine
record, music and music roll cabinets, this city, have
a most interesting exhibit of their extensive line
at the furniture manufacturers exhibition building
at 1317-1319 Michigan avenue.
Cameron Takes Furlough.
L. K. Cameron, manager of the retail talking
machine department at the Chicago house of the
Rudolph Wurlitzer Co., has 'been compelled to
take an indefinite leave of absence on ac-
count of a nervous breakdown. He left this
week for Tucson, Arizona, where he has relatives,
and will indulge in wild Western activities, shoot-
ing, fishing and riding. His friends are eagerly
awaiting photos, showing him in sombrero, gaunt-
lets and a few other articles of apparel and with a
bunch of Indian scalps. Mr. Cameron is one of
the best posted and most popular members of the
local talker trade, and his many friends sincerely
trust that he will be speedily restored to his
normal health. In the meantime, F. A. Siemon,
assistant manager of the house, will give the retail
department his direct supervision in addition to his
other duties.
Klingsor Progress.
In a chat 'with The World, Louis Schram, treas-
urer and general manager of the Klingsor Talking-
Machine. Co. of America, said: "Everything indi-
cates that we will be in a position to commence
taking orders for our machines by February 1.
Theodore Isaacs, our president, returned from
iiurope recently, where he made arrangements with
the Klingsor Talking Machine Co., of Germany,
whose works are at Hannau, for the construction
of sound boards exactly fitting our American
ityles. The sound board is the key to the wonder-
ful tone production of the Klingsor machines, and
this move assures our getting the remarkable re-
production in the machines we make here that has
made the European Klingsor product famous."
"Lightning Tom" Dead.
Thomas W. Gray, well-known among Lyon &
Healy customers as "Lightning Tom" because of
his remarkable proficiency as an order filler, died
suddenly on Tuesday of this week of organic
heart trouble. He had been with the talking ma-
chine department of Lyon & Healy for eight years,
first as order filler and later in charge of stock.
He was a great favorite in the house and his death
is keenly regretted. He was forty-three years of
age and leaves a wife- and a little daughter of
thirteen. L. C. Wiswell took entire charge of the
arrangements for the funeral, which was held at
the house. Manager B, B. Blackman and Miss
Lessing, of the record department, sang. The pall-
bearers were Messrs. Fitzgerald, Maux, Nuppe-
nau, Burns and Gotch, Mr. Gray's associates in
the order and stock departments, and John Otto,
of the retail sales department. The burial was at
Oak Ridge.
Remembered Their Dealers.
The Talking Machine Co. sent to each of the
dealers with whom they do business a handsome
gray leather order book as a Christmas present,
with the name of the dealer embossed on the cover.
The company has received many expressions of
appreciation from the recipients.
He Was Charmed.
C. F. Baer, manager of the Chicago office of the
Columbia Graphophone Co., received many Christ-
mas presents no doubt, but none that he values
more than a beautiful gold and diamond bestudded
watch charm, emblematical of the Knights
Templar of which he is a member. It was ac-
companied by a letter expressing some views not
altogether derogatory to Mr. Baer. "Presented
by employes of the Columbia Graphophone Co.,
Christmas, 1913," was the legend engraved on the
beautiful memento.
Will Visit Iowa Trade.
O. H. Radix, who has had charge of the order
department of the Chicago office of the Columbia
Graphophone Co., will travel for them in the State
of Iowa hereafter, succeeding E. W. Graham. J.
Tucker, who has been in charge of the return
goods department, succeeds Mr. Radix in the order
department. Both men have been given well-
deserved promotions.
New Permanent Needle.
The Soler Graphophone Needle Co., of this
city, who has been making a special steel needle
for some time, is now putting on the market a
diamond point needle for disc records, which is
said to be indestructible, will last a lifetime and
will not injure the records. It retails for $3. The
diamond point needle, Mr. Soler says, is covered
by the patents covering his old diamond process
needle.
Big Salter December.
Last year was not only a notable one with the
Salter Mfg. Co., but December was the biggest
month in the history of the 'business, according to
President John F. Mortenson. The year has
opened up with an encouraging volume of business
from dealers whose stocks were cleaned out by the
holiday rush and who are preparing for a good
demand from those who received gifts of "cabinet-
less" machines, and who will therefore soon be on
the market for means for storing their records.
Business Good, Prospects Fine.
S. O. Wade, of Wade & Wade, and the inventor
of the excellent fibre needle cutter bearing his
name, is highly satisfied with what 1913 brought
him in the way of business. It witnessed a great
increase in the number of jobbers of the Wade
cutter and practically a doubling in the volume of
sales. He has received some unusually large stock
orders since 1914 became a fact.
Visitors and Personals.
Among the visitors the past week or so were the
following: Mr. Schmidt, of the Schmidt Music
House, Muscatine, la. ; W. H. Aton, Baraboo and
Madison, Wis. ; E. H. Jackson, proprietor of the
Talking Machine Shop, Rockford, 111. ; Mr. Kissler,
La Porte, Ind. ; both 'members of the firm of Manor
Bros., Hebron, 111. ; Charles Heiman, Sturgis.
Mich.; C. 'S. Sinclair, Dundee, 111.: M. M. Marin,
Grand Rapids, Mich.
Edward Selbman, proprietor of the North-
western Talking Machine Exchange, 2033 Milwau-
kee avenue, has bought out the Victrola department
of the Boiler Piano Co., 2168 Milwaukee avenue.
F. K. Dolbeer, general sales manager for
Thomas A. Edison, Inc., spent Sunday recently
with C. E. Goodwin, the manager of the Phono-
graph Co., local Edison distributers. He was on
his way to Minneapolis, Minn.
Theodore Winfield succeeds the late Thomas
Gray in charge of the talking machine stock at
Lyon & Healy's. He has been in the department
for some years.
Miss Marion Cockrell is the latest addition to
the sales forces of the Talking Machine Shops.
W. H. Sajews'ki, dealer at 1011 Milwaukee ave-
nue, has bought considerable property at Lake-
wood, Mich., and early this spring will build a
dancing pavilion and store as well as a com-
modious summer 'house. Mr. Sajewski has built
up a very profitable trade in foreign records, as
well as in English, and does a large mail order
business.
Samuel Glick, son of A. Glick, dealer at 2100 W.
Division street, has decided not to follow in the
footsteps of his father but will take up a course
of study soon at the Michigan Agricultural Col-
lege, with the ultimate intention of entering the
Government's employ as an expert agriculturist.
A. C. Burik, floor salesman for the Talking Ma-
chine Co., has returned from a vacation spent with
■his parents at Madison, Wis.
A. G. Kunde. the well-known Columbia dealer
of Milwaukee, was in town a few days ago placing
stock replenishing orders. During the holidays he
cleaned out practically every machine on the floor,
and his stock was no -small one at that.
W. W. Parsons, district manager for the Dicta-
phone department of the Columbia Graphophone
Co., has been made a member of the bowling com-
mittee of the Illinois Athletic Association. He is
an expert. The club's official organ printed the
photograph of Dictation Parsons, the soubriquet
he is given by his fellow members, and gave him
a nice little "send off."
Don C. Preston, George Cheattle and Elmer
Ditmer, all travelers for the Talking Machine Co..
spent part of December at headquarters, leaving
for their respective homes for the holidays.
Roy Keith, sales manager for the Talking Ma-
chine Co., is again as his desk after a week's con-
finement to his home with a severe attack of
tonsilitis.
Edwin C. Barnes, of E. C. Barnes & Bros., Chi-
cago representatives for the Edison dictation ma-
chines, has been made a member of the music
trades committee of the Chicago Association of
Commerce.
George P. Metzger, advertising counsel for the
Columbia Graphophone Co., spent a day or two at
the Chicago office recently and expressed himself
as most highly pleased with the beautiful new home
on Michigan avenue. He was on a trip which will
take him to the Coast. He will visit the various
Columbia stores on the way.
J. W. Roosc, manager of the Indianapolis branch
of the Columbia Co., was a visitor to the Chicago
office this week.
H. L. Willson, assistant to General Manager
Lyle, is expected here in a day or two in the
course of a trip among some of the Western
branch offices.
J. D. Westervelt, supervisor of agencies of the
Columbia Dictaphone department, spent a couple
of days in Chicago recently.
L. C. Wiswell, who is chairman of the commit-
tee on -arrangements for the next annual conven-
tion of the Talking Machine Jobbers' Association,
leaves next week for Pittsburgh to consult with
President J. C. Roush.
W. C. Fuhri, district manager for the Columbia
Graphophone Co., will leave next week on a visit
to headquarters in New York.
LYON & HEALY SIGN LEASE
On Tuesday for New Ten-Story Building to Be
Erected at the Northeast Corner of Jackson
Boulevard and Wabash Avenue, Chicago.
(Special to The Talking Machine World.)
Chicago, III., January 9. — Lyon & Healy cele-
brated the passing of the year and the firm's
fiftieth anniversary by making final arrangements
whereby it secures for a term of twenty-six years
a lease on a ten-story building to be erected at the
northeast corner of Jackson Boulevard and
Wabash avenue, where there now stands the Wel-
lington Hotel, one o>f the landmarks of the city
and for many years a leading hostelry.
Negotiations have been pending for some time,
but it was not until yesterday that the deal was
closed. The lease was made to Lyon & Healy by
Mrs. Carrie L. Munn, of Washington, D. C The
term is twenty-six years at an annual ground rent
of $60,000 for the first five years, $70,000 for the
next five and $80,000 for the rest of the term.
Mrs. Munn is to construct a ten-story building
after plans by Marshall & Fox, for which the firm
is to pay as rent 10 per cent, on the cost of the
building up to $500,000. The additional cost of
construction is to be paid by the firm. The re-
moval of the present hotel building will be begun
on May 1, 1915, following which the new building
will be pushed to rapid completion.
The area of the site is ninety-six feet on Wabash
avenue and 171 on Jackson Boulevard.
The average annual ground rent is $74,000,
which, capitalized on a 4 per cent, basis, gives a
leasing value of. $1,850,000, which is at the rate of
$19,720 a front foot for the Wabash avenue front-
age and $112 a square foot. The average annual
rent wdiich Lyon & Healy will pay net to the lessor
for both ground and building is $124,000. They
also will have a large capital investment in the
building. The board of review valued the property
at $1,451,883, of which $1,411,883 is in the land and
$40,000 in the building.
THE TALKING MACHINE WORLD.
41
THE GROUND HASN'T BEEN SCRATCHED
f-
Nearly 100,000,000 People in This Country
Please Figure What a Small Proportion of Them Own Victors
Then Figure the Possibilities of the Victor as
the One Musical Gift the WHOLE Family
Can Enjoy. Get at the Friends of These
People You Sold Machines to — Prove the
Opportunity for Increased Record Sales.
1913 Doubled the Victor Business
1914 Has a Better Chance Than Last Year
Every Machine Sold is a Salesman — an Outlet
for More Records. Our Dealers said we Made
Good during the Christmas Rush in spite of the
Shortage. This Year Give Us Your Business.
THE TALKING MACHINE COMPANY
12 No. Michigan Ave., Chicago.
42
THE TALKING MACHINE WOULD.
ECLIPSE PHONOGRAPH COMPANY
A. W. TOE V\ IKS & SON
203 Washington Street, Hoboken, N. J.
JOBBERS OF
Edison Disc and Cylinder
Phonographs
Exclusively
Dealers of New York and New Jersey
Write for terms and discounts.
EDISON HUSTLER IN FALL RIVER.
Wilmot's Establishment a Center of Activity for
Purchasers of Edison Phonographs and Rec-
ords During the Holiday Season.
(Special to The Talking Machine World.)
Fall River, Mass., January 9. — The name of
Wilmot in this city stands for a good deal among
the music lovers, as many heads of households
and members of their families recall with pleasure
their visits to this well-known establishment. Wil-
BIG RESULTS IN LOS ANGELES
Of Campaign for Holiday Business — Talking
Machine Dealers, Without Exception, Report
Big Advance in Trade for the Year, Covering
All Leading Makes of Machines and Records.
Shipping Edison Disc Phonographs to Customers in Fall River.
mot's is the recognized headquarters for the
Edison goods, and the accompanying picture shows
twelve of the large and expensive Edison disc
machines about to be shipped from the store to
customers. Mr. Wilmot, the head of the house,
has had a business experience covering seventeen
years, so that he is pretty well acquainted with
the talking machine proposition, and therefore
knows how to handle his growing trade. He is
president of the Fall River Men's Business Asso-
ciation and is one of the best "boosters" that Fall
River has. When it comes to exploiting the ad-
vantages of his city, Mr. Wilmot is frequently
called upon as a speaker at public gatherings.
PRAISE FOR NEW RECORD CATALOG.
The recently issued record catalog sent out to
the trade by the Columbia Graphophone Co. has
been the subject of much praise and commenda-
tion. The many distinctive innovations embodied
in the new book, and the maximum of convenience
and ease with which the dealer can consult the new
catalog, have all been commented on in letters re-
ceived at the executive offices during the past few
weeks. The compilation of this new catalog was
a work of many months and was under the direc-
tion of G. C. Jell, head of the Columbia record
department, whose ideas as to record catalog pro-
duction are exemplified in the new book. It is
indeed a tribute to the unceasing efforts of Mr.
Jell that his book is so keenly appreciated.
(Speci.il to The Talking Machine World.)
Los Angeles, Cal., January 3. — The most sur-
prising results in the talking machine trade for
the past month marks the close of the year, which
stands as the banner year in the history of the
trade. And not
only a few, but
all dealers have
set a new record
for the coming
year.
Barker Bros,
have very recently
added the new
Edison disc line
to the talking ma-
chine department.
Geo. S. Barnes,
department man-
ager, states that a
great amount of
the sales has been
of the Edison
disc, which would
have been trade
lost if the line was
not handled.
H. B. Hinman,
manager of the talking machine department of the
Gray, Maw, Thompson Co., San Diego, Cal., was
in Los Angeles for a few days, and reports that
the department more than doubled its amount of
sales over the previous year.
The Wiley B. Allen Co., of this city, closed the
year with the most satisfactory results in their
talking machine department. Manager R. E. Wolf-
inger says that never before had they experienced
such a strenuous time supplying the needs of the
purchasers. The gratifying feature of their holiday
trade was the large amount of cash sales, which
comprised fully three-fourths of the gross sales of
the department.
The Geo. J. Birkel Co. also experienced an un-
usually good season's business in its large Victor
department, of which A. Graham Cook is manager.
The Southern California Music Co., Edison job-
bers, has reaped an abundant harvest in the Edison
disc phonographs. Their dealers have been en-
thused with the Edison disc line. They did a won-
derful retail trade also in the Victor and Columbia
lines.
E. Holland, proprietor of the Vernon Music Co.,
reports a good business for the season in both Co-
lumbia and Edison lines.
Schireson Bros.' talking machine trade has been
most satisfactory. They did a big business in Ital-
ian, French and Chinese records.
Chas. S. Ruggles, manager of the Sherman Clay
& Co. store, in this city, says the year just closed
was the biggest and best in the history of this
branch. The sales have been principally in the
higher priced Victrolas.
The J. B. Brown Music Co. has been making
wonderful strides toward success in selling the Edi-
son disc. V. B. Chatten, who as in charge of the
talking machine department, states that each sales-
man has been taxed to his utmost capacity within
the past few weeks. R. E. Daynes, a salesman, has
put through a number of very fine sales recently.
He sold the first Edison disc Louis XVI. model
A 400 in this city.
I. H. Andrews is enthusiastic over sales condi-
tions, stating that Victrolas XIV. and XVI. were
ready sellers.
Miss Jordan, who has recently been sent to the
coast by the educational department of the Vic-
tor Talking Machine Co., is in Los Angeles for a
short time speaking and lecturing before the fac-
ulty of schools, colleges and institutes in behalf of
the musical education in these institutions through
the medium of the Victor. Miss Jordan's Pacific
Coast headquarters are now in Berkeley, Cal.
COMMERCIaITfAILURES FOR 1913.
Considerable Expansion in the Country's Busi-
ness Mortality as Compared with 1912.
Preliminary statistics of commercial failures in
the United States during 1913, as reported by R.
G. Dun & Co., indicate a considerable expansion
in the country's business mortality as compared
with the preceding year. Total insolvencies num-
bered 15,847 and involved $262,639,008 of de-
faulted indebtedness, against 15,452 suspensions in
1912, when the liabilities were $203,117,391. As
is customary, the heaviest losses of the year oc-
curred in the opening quarter, while the second
three months made much the best exhibit, both
in respect to the number of failures and the sum
of money owed.
In the following table failure returns for the
last two years are compared by quarters, figures
for the last few days of December being esti-
mated :
Failures by quarters for year 1913.
, 1913——^ , 1912—^
No. Liabilities. No. Liabilities.
First quarter 4,458 $76,832,277 4,828 $63,012,323
Second quarter . . . 3,405 56,076,784 3,489 44,999,900
Third quarter 3,549 63,837,315 3,499 45,532,137
Fourth quarter . . 4,435 65,892,632 3,446 45,150,731
Total, year 15,847 $262,639,008 15,262 $198,695,091
LIGHT AND THE WINDOW DISPLAY.
Dark blue reflects 0Y2 per cent, of the light fall-
ing upon it.
Dark green, about 10 per cent.
Pale red, more than 16 per cent.
Dark yellow, 20 per cent.
Pale blue, 20 per cent.
Pale yellow, 40 per cent.
Pale green, 46% per cent.
Pale orange, nearly 55 per cent.
And pale white, 70 per cent.
A window finished in light oak can be lighted
with much less wattage than a window finished in
dark mahogany; likewise, a window in which
white goods are displayed. — American Architect.
THE TALKING MACHINE WORLD.
43
If you have missed the Columbia profits
during the last season, you must have
done it unknowingly. If you miss them
this eoming season, the amount of them
will make a long column on your debit
page.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.')
Columbia Graphophone Company
Wool worth Building, New York
THE TRADE SITUATION IN PHILADELPHIA.
Trade for December Surpassed All Expectations, Being Almost a Third Larger Than It
Was Last Year — Dealers Most Optimistic Regarding the General Outlook for 1914 —
Dealers, Without Exception, Exceedingly Well Pleased with the General Situation.
(Special to The Talking Machine World.)
Philadelphia, Pa., January 8.— The trade in
talking machines in Philadelphia continued very
heavy up to the very end of the year. It sur-
passed all expectations for the month of Decem-
ber, and was almost a third larger than it was last
year, and one feature about it was the great num-
ber of high-priced machines that were sold. Every
year this seems to be more the rule. Purchasers
are no longer satisfied with the cheap machine, for
they do not look upon it as a toy or as an amuse-
ment, but take the more serious view of it as an
educator, and, to get the very best results and find
the most thorough enjoyment, nothing under a
fifty-dollar machine will suffice. The machines that
were sold this Christmas season were those that
range in price from $50 to $150, and while the
popular tango records have had an immense sale,
for holiday buying the majority of the records were
classics— at least those which were given away for
presents.
Optimistic View of 1914 Prospects.
As to the future, all the dealers are taking an
optimistic view and believe that 1914 is going to far
surpass the year just closed, and they are laying
plans accordingly. Most of the stores have found
their stock about reduced to nothing; they are just
finishing up the taking of the account of stock,
and then they will order heavily to stock them-
selves for what they believe is going to be a very
excellent spring and summer trade.
New Association Making Some Progress.
There is nothing new in the dealers' organization
that was launched early in the fall, other than that
the projectors think that now that the busy season
is over they will be able to get the men interested
and hope to have all of them sign the agreement the
feature of which is the charging of interest on all
credit sales. There are only two or three holding
out. One of the amusing incidents is that two of
the large department stores are holding out in .
their signing one before the other, and some device
is being planned to overcome this. If the paper is
taken to one store they say they will sign as soon
as the other, and vice versa. Now the plan is to
have them both sign at the same time, and it has
been suggested that the two signees shall be placed
at a desk at a certain hour of the day, with their
secretaries in telephonic communication, and at a
given signal both firms sign. It is hoped that the
matter will be brought out in some way, for the
organizers of the association are very anxious that
something shall be done.
Who Are the Representative Dealers?
There is considerable haggling as to what is
meant by "representative dealers," for they are the
only ones who are expected to sign, and it is a
question that will be hard to decide as to how many
machines a man must sell before he is placed in
that class. There is going to be considerable caste
in this association when it is organized, and yet it
would be impossible to get every one to sign.
Victor Co. Comes to Assistance of Dealers.
The Victor Co. is coming in for great praise at
the way it helped out the Philadelphia dealers this
year. They did everything in their power both in
the way of getting out machines as well as records,
and the Camden factory was kept employed both
day and night. At times they were swamped al-
most beyond extrication, but they managed to get
out, and no one will begrudge them a rest, no
matter how much the}' may desire.
Good Report from Weymann & Sons.
Harry Weymann, who is the manager of the talk-
ing machine department as well as the wholesale
department for the small goods made by H. A.
Weymann & Sons, says that he never saw or ex-
pected to see anything like the holiday business
in talking machines and records. He says at their
their house the last week in December was equal
to the entire month of the previous year,
g Close Important Deals.
The Keen-o-Phone Co. reports that it had an
excellent Christmas business. It entered into a
couple of deals just before the end of the month
which are going to give them an output of at least
3,500 machines, which will no doubt put the com-
pany on a dividend-paying basis. They expect to
shortly place a new style machine on the market.
Talking Machine Co. to Move.
The Talking Machine Co., whose leading store is
on Broad street below Sansom, and who have
three stores at present, is looking for several
new locations, and before spring it expects to have
two more stores established, and maybe a third,
if the proper place can be found.
No Talker Store in Cunningham Building.
There was a report that a talking machine firm
would move to the Cunningham Piano Co.'s build-
ing, opposite Wanamaker's, but this statement is
false, at least at the present writing. It would be
an excellent location for such a business, but the
rent demanded in that location would eat well into
profits.
Heavy Columbia Business Reported.
W. L. Eckhardt, of the Pennsylvania Talking
Machine Co., is most jubilant over his year's work,
especially the December business. No comparison
could be made with their holiday trade this year
and last. Beginning December 1 Mr. Eckhardt set'
out figures for his December business, that he
thought were almost prohibitive to expect, but
along about the middle of the month he began to
see that he would have to discount them by at least
5 per cent., and by the end of the month his sales
had run away beyond his fondest expectations.
The very fine automobile truck which they recently
secured has helped them out very nicely in their
rush deliveries.
During 1913 the Pensylvania Talking Machine
Co. opened about 200 new accounts, which is going
some, and they have prospects of very shortly an-
nouncing the Columbia in one of the most desirable
places in the city, for which they are about closing
a deal. They have also closed a number of impor-
tant deals in the Dictaphone, and every indication
is that this year will be even greater than the last.
Lit Bros. Department Makes Record.
Manager Sternberger, of the piano and talking
machine departments of Lit Bros., says they have
just gone through the biggest holiday business they
have ever had. They will make some big changes
in the department early in the new year as to sound
rooms, fixtures, etc.
OUTLOOK VERY ENCOURAGING
Says C. R. Ely, Road Ambassador for the Co-
lumbia Co., Who Just Reached New York
After Extensive Trip — Manufacturers' Co-
operative Work Pleases Dealers.
Clifford R. Ely, the live-wire road ambassador
for the Columbia Graphophone Co., arrived in
New York this week
after an extended trip
through the country, and
will spend some time in
the East before leaving
on his annual country-
wide tour. Incidentally.
Mr. Ely spent but five
weeks at his home in
Philadelphia throughout
the entire year of 1913.
"Business conditions
C. R. Ely. throughout the country
are somewhat unsettled, but the outlook is very en-
couraging," stated Mr. Ely in a chat with The
World. "The dealers are optimistic in their pre-
dictions for the coming year, and the talking ma-
chine business as a whole is very satisfactory.
Although the tightness of the money market has
had a marked effect on many lines of business, the
talking machine industry did not seem to surfer to
any noticeable extent, the majority of our dealers
reporting the best year since they were in business.
"Wherever I visited I was assured of the appre-
ciation by our trade of the many co-opera'ive
measures that we have introduced the past year.
The aggressive dealer invariably utilizes any sound
and logical plans or ideas that the manufacturer
offers him, and this was particularly true during
1913, when the Columbia dealers were extended
real and up-to-date co-operation, which they ac-
cepted at its face va.ue and used to produce in-
creased profits."
E. N. BURNS TO EUROPE.
Edward N. Burns, vice-president of the Colum-
bia Graphophone Co. and manager of its export
department, sailed last week for an extended trip
to Europe. While abroad, Mr. Burns will visit
all the important European countries.
The days for talking are over — act.
44
{ THE TALKING MACHINE WORLD.
2 GRESHAM BUILDING, BASI NGH ALL STREET E. C., LONDON, W. LIONEL STURDY, MANAGER.
REVIEW OF TRADE CONDITIONS IN ENGLAND IN 1913.
A Most Interesting and Detailed Analysis of Developments in Various Departments of
the Talking Machine Industry Presented by Our London Representative — Every
Aspect of the Situation Covered in a Most Informing Way — The News of the Month.
(Special to The Talking Machine World.)
London, E. C, January (3. — The year that
has just made its exit may well be described as
a memorable one in the history of the talking ma-
chine trade. But before I proceed to a review
of the more important events, it will be interesting
to quickly survey the situation immediately pre-
ceding the festive-time. In the early part of Xmas
week I took the opportunity of making a few
calls upon the leading houses with the object of
personally ascertaining just how things stood in
relation to business. Everywhere I found an ex-
traordinary state of activity prevalent, and so
preoccupied with work were most of the officials
that I had to rely in the main upon my own ob-
servation. So great was the demand for records
and machines that in the last few weeks of the
old year most of the manufacturers and factors
were forced to install night shifts. By this means
only it became possible to satisfy all wants, within
the limit of stocks, of which daily replenishment
was necessary in all cases.
Inquiries confirmed the opinion that the cheaper
class of record has enjoyed a wonderful vogue,
and is selling freely in all districts. During the
few months of their existence millions have been
sold, the only difficulty being to press them fast
enough. There has been, too, an increased call for
cheap 'machines, but it is satisfactory to note the
better makes are well in the running. I am in-
formed though that in records half-crown sales are
down owing to the many cheap discs, and the fact
that several records equal to them in quality are
obtainable for eighteenpence.
December altogether has been a boom month for
trade, which in bulk is far ahead of last year, even
time considered. It is said that profits do not
compare so favorably, and one can well understand
it, having regard to the wholesale price reductions
and consequent keener competitive conditions. Not-
withstanding all that, it is evident the last month
of the old year will remain one of pleasant mem-
ory for all.
A Review of Trade Conditions in 1913.
In retrospect 1913 deserves more than a super-
ficial survey, for it is brimful of important hap-
penings, which are likely to exert an influence upon
the course of trade in the new year. Almost every
year the industry undergoes evolutionary changes,
in themselves progressive and helpful, along lines
which make for expansion of trade, prestige and
influence, achieving in one long series of steady
improvements a position as closely allied to mu-
sical art as it may expect to reach under the pres-
ent method of harnessing and reproducing sound
mechanically.
Those who have watched the trend of events
during the last decade will, I imagine, accept the
foregoing expression of opinion as reflecting the
actual artistic and scientific aspect of the situation
existing to-day. To this happy position, 1913 has
contributed its quota of development, in what de-
gree and to what extent it is the purpose of this
article to expound.
The object, it seems to me, may best be attained
by a brief chronicle of the most important events,
an examination covering the whole field of com-
mercial, scientific and artistic endeavor in talking
machine trade circles.
Influence and Power of the Gramophone.
The growing influence and power of the gramo-
phone was never more apparent than in the past
year, of which we have abundant evidence quite
outside the ordinary trade channels. For political
purposes some of the most eminent men o£ the day,
including Cabinet ministers, have availed them-
selves of its service; even the suffragettes find ii
a good medium — not its best in comparison, I must
admit — through which to propagate their views. In
education the gramophone is becoming more and
more indispensable, especially for the teaching of
foreign languages, and students in many other
directions find it an invaluable aid. Drilling and
dancing is carried on, and even learned, with the
assistance of this wonderful instrument, which, too,
has often been utilized as an effective substitute
in churches for choir or organ. You will find
it in workhouses, schools, at recitals, a treasured
companion of Arctic and other explorers; find it,
in fact, everywhere. All of which clearly demon-
strates the remarkable position the gramophone
now occupies in all walks of life. To those in-
terested in its development a very pleasing sign of
the times is the broader attitude of the general
press. The one-time prejudice and dislike of all
mechanical music has given place to more favor-,
able consideration, as witness the statement of a
leading daily that "the gramophone as we know
it to-day stands for something a good deal more
than the triumph of necessity over prejudice." And
this is but a reflection of the general opinion of
the press to-day.
I have briefly referred to these aspects of the
situation because it is a significant indication of
the progressive development of the record and in-
strument trade during 1913.
The Year's Progress on the Scientific Side.
The root principle of sound recording and re-
production was comparatively unaffected by the
several improvements brought to light during the
past year, yet credit is due the different efforts
made by inventors in the direction of perfecting
existing methods and apparatus. Although the
Poulsen patent is one of very old standing, I think
a reference to it is justified in view of the interest
aroused during the year by a court application foi
its extension. The Poulsen method of recording
sound is quite unique, but great difficulty in its
commercial application has been experienced, and
I believe I am correct in saying it has never been
put to practical use although doubtless the inven-
STROH VIOLS
VIOLIN, VIOLA, ETC.
The mellow and matured tone of these
instruments, which are constructed largely
of aluminum, yet possess none of the
characteristics of the gramo-
phone or wind instrument, is
only one of its many points
which are fully set out in an
illustrated booklet which will
be mailed free on request to
String Fiddle
the sole makers.
GEO. EVANS
& CO 94 Albany St"
London, Eng.
OR
in U. S. A. to their sole repre-
sentatives
Oliver Ditson Co.
1 50 Tremont Street
BOSTON
NEW YORK and PHILADELPHIA
Violin
tion is a valuable one. The patent is described
as consisting of an apparatus for the storage of
speech by means of a magnet and magneti-
cally influencing wire. By means of elec-
trical currents set up in speaking on to
this wire or band of metal actuating a mag-
net both locally and crosswise, it is stated that a
record of the human voice could be obtained and
afterwards reproduced with perfect fidelity. The
importance of this magnetic phonograph idea,
which was considerably improved upon during last
year, will doubtless receive general recognition in
the near future. It certainly predisposes one to
look forward with hope to the abolition of all
imperfections in reproduction of sound with a new
system of recording.
The Edison disc, which was expected last year,
is fait accompli in America. One day we may see
it on this market. I have been privileged to in-
spect a sample record, but few have heard one.
From all accounts emanating from the States it
may be concluded that the Edison phonograph-cut
disc marks a step forward in sound reproduction,
and if this be so, it is assured of a good welcome
in England.
Many intelligent men aver the real future of
sound recording will be revealed with the perfec-
tion of the method of photographing sound. It
may not be generally known that it is quite fea-
sible, and experiments during the past year tend
to confirm this. The inventor is T. H. Williams
an electrical engineer, who has made a close study
of the subject. He discards altogether the present
principles of mechanical music, and claims to have
succeeded in reproducing photographed sound
where Faraday, Poulsen, Duddell and others have
failed. The inventor, Mr. Ruhmer, was an ex-
ception, but his methods are said to have never
reached a practical stage. Mr. Williams has de-
voted himself to this problem, and says complete
success is not far distant. Fie claims that his
"Photo-gramophone" entirely does away with
needles and the ordinary solid record. Under his
system speech and music are entirely reproduced
through the media of light, electricity and com-
pressed air. A practical demonstration of the in-
vention is promised in the near future. There is
good promise in Mr. Williams' system and the
trade will await the results with keen interest.
Another important feature of the year is in re-
lation to the improvements effected in sound re-
cording. It must be admitted, however, that the
present system does not lend itself to any very
radical departure, jet, confined as they are to the
one channel, manufacturers' experts have managed
to secure some small improvements, which, in the
aggregate, represents progress. If not of a very
substantial nature it merits the utmost encourage-
ment, for anything which goes to suborn '"he
mechanical aspect in relation to gramophone mafic
is very welcome.
Machine and Record Developments.
Under the above caption a brief resume of the
changing styies and constructional departures in
gramophones, coupled with a reference to the
development of disc records, is of necessity a
matter of extreme interest generally. During the
past year it was clearly manifest that determined
attempts were being made to relieve the somewhat
monotonous regularity which previously marked
I he issue of what may be termed the orthodox
pattern. In the Hornless instrument field several
radical departures were in evidence. Different
methods of fitting the amplifying chamber do not
warrant much reference. The chief consideration
to remember is that sound rises, and although
doubtless it is of little material disadvantage that
with most so-called hornless machines the sound
is carried downwards, any tendency in the reverse
and proper direction is worthy of being recorded.
In this connection several machines embodying the
correct principles made their appearance and 1
THE TALKING MACHINE WORLD.
45
FROM OUR LONDON HEADQUARTERS— (Continued from page 44).
learn that others are in course of preparation. One
of the Marathon portable instruments is of en-
tirely new design, it being absolutely hornless in
the full sense of the word except that a sort of
sound chamber of small dimensions is provided by
means of a telescopic side which shuts in or out
as required. The volume and quality of the re-
production is excellent, and the instrument itself
must be regarded as a progressive step in machine
construction.
A still more important departure perhaps from
the ordinary method of construction came under
notice in July. This was the introduction by the
Columbia Co. of a unique motor plant built upon
entirely new principles, being in fact, a combina-
tion of " the whole of the motive power as a unit
independent of and perfectly insulated from the
cabinet. It consists of a metal motor board, (car-
rying the motor), breech-locking tone-arm and
Regal reproducer all in one. Without expatiating
upon the many claims attached to this equipment,
it may honestly be said to represent a distinct
improvement in its results over the usual mechan-
ism, and certainly deserves to rank as one of the
most important and eventful issues of 1913.
Still another introduction, the utility of which
has yet to be determined, is represented by the
combination of exterior-horn and interior-horn
(portable) instruments. This feature is as yet in
its infancy, and my own personal opinion is that
it should so remain, for the consideration which
actuates the purchase of one or the other type
neutralizes the necessity for combining the two.
In any case it is more or less an expensive luxury.
Coming to records we find that much the same
conditions exist on the mechanical side as in L912.
The "Marathon" fine cut disc made enormous
strides during the year, and both from the mechan-
ical and artistic viewpoint, has created quite con-
siderable notice in talking machine circles.
The Artistic Side of the Record Business.
Consideration of this aspect should rightly cover
a multitude of points, but the exigencies of space
confine one to a rather brief mention of the
more important features of record development.
A welcome move in the gradual elimination of
suggestive records, which at one time formed a
not inconsiderable amount of the total issues. Out-
side an isolated case or two, this objectionable
feature is practically a thing of the past. In this
respect then 1913 was a clean year ; long may
the voluntary censorship continue.
In the class of titles issued it is pleasing to
note that greater attention is being paid by manu-
facturers generally to the listing of better-class
music. For example, on most half-crown lists we
find an increasing amount of operatic issues, and
even so with lower-priced disc records. In itself
this furnishes a remarkable index of the educa-
tional influence of the gramophone. Popular hits
are still the commercial mainstay of the majority
of manufacturers, but the demand for operatic,
good ballads and other better-class records re-
ceived an amazing stimulus during last year. And
it is an ever-expanding trade to which I am pleased
to observe record makers give every encourage-
ment.
A direct result of the ragtime craze, which pre-
dominated during the year, and is still more or less
in favor, was considerably increased business all
round. It was undeniably responsible for the sale
of thousands of extra records and many machines.
Beyond that— of course a great consideration — few
will regret the gradual decline of ragtime. The
latter part of the year witnessed the birth from a
popular viewpoint of tango, a not displeasing form
of music on records. It can be regarded only
as a vogue of the moment, so to speak, for in view
of the intricacy and difficulty of the various move-
ments, it is not likely to hold the field much longer.
A very important feature in relation to records
is the exclusive artistic proposition which became
more than ever the practice last year. Apparently
it is a profitable plan to secure the exclusive service
of a special public idol. In certain quarters, may-
be, it represents a valuable selling asset, but gen-
erally I am inclined to believe it of not very ma-
terial consequence. Many record makers have not
troubled to tie-up any artist, yet their trade is.
and will be, unaffected. The most important asset
is the prompt issue of the "hits" of the moment,
and of a surety this consideration will ever de-
termine the demand. Recognizing this salient fact
not a few artists of my acquaintance have rejected
offers for their exclusive service.
Points About the Copyright Act.
It is not denied that this bill removed a slight
injustice under which composers suffered in the
recording and publication of their works without
monetary recognition from the gramophone in-
dustry, but it is safe to say that the amount of
royalties paid during 1913 has far exceeded all
preconceived estimates. As from July 1 last a
large number of compositions automatically came
under the benefits of the act, and the tax on record
makers has, therefore, been phenomenal. Record
sales have run into millions, and huge amounts are
allocated each month for royalty stamps.
The act bristles with difficulty in the interpreta-
tion thereof, and some interesting law actions
were heard during the last year, the result of which
the trade as a whole is materially affected. One
significant declaration to which the record com-
panies have submitted is that an author is entitled
to stipulate or control the form in which the score
or libretto, as the case may be, shall be recorded.
Even though his work or parts thereof have been
recorded he can restrain the recording of any other
-version or mutilation which may not be in agree-
ment. In other directions the tenets of the copy-
right act provisions have been sustained in law,
and have made possible the avoidance of much
difficulty, broadly speaking, in the smooth working
of an act otherwise suggestive of future pitfalls
for the record manufacturer.
One other source of considerable trouble and
expense to manufacturers in connection with this
act is the tracing of the rightful ownership of
certain compositions and, whether they are entitled
to copyright benefit. Many works are invested
in obscurity as regards copyright ownership, and
{Continued on page 46.)
To T.M. the King and
Queen of Spain
To H. (VI the King
of Sweden
To H.H. the Khedive
of Egypt
To H.M. the King
of Italy
66
— the trade-mark
throughout the
that is recognised
world as the
Hall-mark of Quality
To H.M. the Shah
Of Persia
AUST- IA : Oesterr. Grammophon — Gesellschaft.
m. b- H., 8, Krugerstrasie, Vienna.
BELGIUM: Cie. Franchise du Gramophone, 51,
Avenue de la Porte de Hal, Brussels.
DENMARK : Skandinavisk Grammophon-Aktieiel-
skab, Frihavnen. < openhageo.
FRANCE: Cie. Franchise du Gramophone, 115
boulevard Richard Lenoir. Place de la Repub-
lique, Paris.
GERMANY : Deutsche Grammophon-Aktien-
gesellschaft, 35,. Ritterstrasse, Berlin. S42.
HOLLAND: American Import Co-, 22a, Araiterd,
Veerkade, The Hague.
HUNGARY: The Gramophone Co.. Ltd.. IV.
K ossuth Lajos-Utcza 8, Budapest.
SPA I N : Cia. Francesa del Gramophone, 56, Balmea.
Barcelona.
SWEDEN : Skandinaviska Grammophon- Aktie-
bolaget, 52. Appelbergsgatan. Stockholm,
RUSSIA : The Gra-nophone Co.. Ltd., 45. Nevsky
Prospect. St. Petersburg; 9, Golovinsky Prospect.
Tiflis ; 30, Novia Svit. Warsaw.
EGYPT: The Gramophone Co., Ltd.. 13. Rao
Stamboul. Alexandria : Rue Mousky, Cairo.
EAST AFRLA: Bayley & Co* 8 Beirt.
Lour en zo Marques.
SOUTH AFRICA: Darter & Sons. Adderley Su
Cape Town ; Mackay Bros-, Rissik Street,
Johannesburg ;
Mackay Bros- & McMahon, 443. West Street
Durban ;
Ivan H. Haarburger, Maitland St.. Bloemfonteia.
INDIA : The Gramophone Co., Ltd.. 1 39.Balliaghatta
Road. Calcutta ; 7. Bell Lane, Fort, Bombay.
AUSTRALIA : The Gramophone Co., Ltd..
Hoffnungs Chambers. Pitt Street, Sydney.
GREAi BRITAIN : The Gramophone Cc^. Ltd..
21, City Road. London, E.C.
Great Britain :
The Gramophone Company
Ltd
By Appointment
To H.M. Queen Alexandra
21 City Road
London EC
46
THE TALKING MACHINE WORLD.
FROM OUR LONDON HEADQUARTERS— (Continued from page 45).
to a great extent the onus of discovery is placed
on the firm desirous of recording the composition.
This, of course, tends to considerable inconveni-
ence, trouble and expense, and when the time comes
manufacturers will have gathered a large experi-
ence upon which to base their claims for remedy-
ing the certain and many hardships inflicted by the
copyright act.
It is worthy of mention that during the year,
Newfoundland, Australia and other British Pos-
sessions passed legislation adopting the act.
The Year's Legal Troubles.
Aside from the important actions concerning
copyright laws referred to elsewhere, the trade
was unusually free from actions-at-law. Of course,
quite a number of disputes arose during the year,
but for the most part these were amicably settled
outside the courts. There are one or two pending,
I believe, although it is quite possible they will
reach settlement without much legal aid. There
were two trade-mark actions in 1913, and one or
two other "name" disputes of comparatively unim-
portant interest. Of the former, the "H. M. V."
trade mark was the subject of infringement by a
surburban trader, the court ordering the destruc-
tion of the infringing apparatus, and an enquiry
as to damages. The second case concerned the
word "Invicta." W. A. Barrand & Co., Ltd., (in
liquidation) made public claim to the word and
threatened legal proceedings in any case of in-
fringement brought to their notice. Objection was
lodged by the Berliner Co. (Messrs. John Abra-
ham & Sons, London agent), and it was proved
to the satisfaction of the court that the name had
never been registered. Application to register the
word had been made by a third party who had al-
located his interest in it to Messrs. Barrand, on
whose behalf it was claimed they were under the
impression the word had been duly registered.
The Judge held that it had not and therefore the
publicity was misleading. A nominal fine of forty
shillings was imposed.
In the early part of the year the word "Lyric"
was the subject of contention. The Columbia Co.
had registered it some years ago, and they suc-
ceeded in restraining the now defunct Lyric Record
Co. from using it.
Kalliope v. Blum, and Blum v. Kalliope, prom-
ised exceptional interest, but after a preliminary
bout in the courts a compromise was reached to
the satisfaction of all parties and beyond record-
ing the fact, there is no occasion to enter upon a
detailed account of the issue. Outside a few other
minor legal disputes, the foregoing represents about
the sum total of last year's appeals to the law of
the land.
Advent of Cheap Records.
Under this heading I place the action of the trade
in introducing the shilling record, for of all the
year's happenings this must be ascribed the most
important. Four months experience of the cheap
record policy makes manifest that it cannot con-
tinue. Every new industry, by the law of compe-
tition, must sooner or later find a level. As things
go ours is but a young industry, a matter of two
decades, yet already it has been directed almost
into the gutter. One's interpretation of a com-
mercial "level" is the descent from the inflated-
profit stage to a condition commensurate with rea-
sonable trading returns for every section of the
industry. Beyond that stage lies destruction, un-
less it were justified by economy in manufacturing-
costs and a cheaper channel distribution. In con-
nection with the record trade an examination of the
question reveals a most unsatisfactory state. Un-
profitable alike for manufacturer, factor, or dealer,
the persistence of the cheap record policy is cal-
culated to undermine the stability of the whole in-
dustry, unless an immediate abandonment is pos-
sible. With such grave issues at stake, the rumor
that the thirteen-penny and shilling records will
be withdrawn, must— if it materialize — earn the
gratitude of all who have the best interests of the
trade at heart.
It may be argued by some that 1913 did not wit-
ness the birth of cheap records. That is partly
true, but one must allow that those few in exis-
tence prior to last January were comparatively in-
significant and, moreover, it cannot be said they
interfered to any appreciable extent with the sale
of half-crown discs. On the other hand the mar-
keting of the thirtcen-penny record, immediately
followed as it was by a host of shilling ones, dis-
astrously affected the half-crown record sales. A
large percentage of the public care nothing for
artists and will not pay eighteenpence more for
a particular title because it will be sung or played,
as the case may be, by a performer of greater
renown than the one responsible for the cheaper
disc. It has been proved over and over again that
given the record is good, the price determines the
sale. Even so late in the day the immediate with-
drawal of thirteenpenny and shilling discs would
quickly operate in favor of the better priced rec-
ords. There is much lost ground to recover, and
the matter, to be successful, brooks no delay.
Cylinder Trade Depression.
Without descending into the realms of pessimism,
an impartial view of the phonograph trade situa-
tion reveals a most unsatisfactory state of things.
It is, of course, not entirely surprising in the face
of recent events. For several years the phono-
graph business has been a declining one. But the
curious part is that the very people who made
and built up the one-time splendid trade in this
country should themselves be largely responsible
for its almost total extinction. The closing down
of the Edison factory and now the Clerkenwell
road premises and consequent disbandment of the
staff, amounts neaily to a retreat from this mar-
ket. The only remaining vestige of the business
will be the recording department. Orders have
now to be sent all the way to America, from where
business arrangements are ratified. The difficul-
ties of conducting trade over such a distance were
soon unhappily apparent, for the policy which dic-
tated centralization of the European business at
Orange has done more to ease the phonograph
trade over the precipice of destruction than the
hundred-and-one new devices which were intro-
duced too frequently on this unstable market. In
short, the cylinder trade is practically dead. The
largest British house, Edison Bell, has announced
its intention of destroying all matrices; in itself
the most significant confirmation of an all toe ob-
vious situation. It is an all-disc trade here and
factors tell me the cylinder business is one long
series of discouragement. With that I will pass
on to a brief reference to one of two other items
of interest.
The Dealers' Protection Association.
Little is there to say in reference to this matter,
and it may therefore well include a mention of
price-maintenance conditions during the year. In
this regard 1913 stands for the most fiagran'
breach of the foundation of sound commerce; the
worst year of all in the trade's history. Price-
cutters have been having a ripping time, and they
naturally protest that if manufacturers and factors
indulge in the practice, what has the poor dealer
to do? Anyway he does it — he "cuts" to the last
halfpenny. An unusual number of failures among
retailers during the year is the natural result. One
had expected some activity on the part of the
Dealers' Association, but if the truth be known, it
is without sufficient membership strength to ac-
complish much. And not until a more whole-
heartedly energetic policy obtains can it expect to
wield a strong voice and make itself felt as a
power in the land. Meanwhile, its influence is
more or less nil, especially so in regard to its
avowed object, the supression of price-cutting. This,
is I have said, is more or less a general practice.
The unfortunate fact to remember is that outside
"H. M. V.," Columbia, Marathon, Winner and
Edison Bell, no patents cover the sale of disc
records, and no infringement, therefore, obtains by
selling below established prices. One or two other
records are pretty effectually protected by price-
agreements, but on the majority dealers fix their
own price and for the most part protests are ig-
nored. From the price-maintenance aspect the
year has, therefore, been a most unprogressive one.
M iscellaneous.
The reduction of your general tariff will be to
the advantage of almost any other industry but
ours. British record makers might build up a
pretty good trade with the States were it not for
your patent monopolies, which neutralize any good
the tariff reductions might have conferred upon
foreign manufacturers.
During 1913 the idea if issuing signed or au-
tographed records became more in favor. It will
doubtless be a stronger feature of the new year
trade.
The Talking Machine Society movement is grow-
ing apace and received further stimulus last year.
This feature is generally recognized as of some
importance, and is encouraged by all manufac-
turers. The movement is spreading among users
in the principal towns, and there now exists over
a dozen different societies throughout the country.
Nineteen-thirteen credit conditions were exceed-
ingly loose. Dealers take as much as three, six,
or twelve months credit, or longer, if they can
pass bills for these periods. The acceptance of
bills is a growing practice, notwithstanding its un-
sound policy.
Business failures during the past year were un-
usually heavy among the retail fraternity and fairly
normal in other directions.
Nineteen-thirteen witnessed the incorporation of
about 15 new companies, most of which are now
carrying on operations.
Several firms were forced to take larger or ad-
ditional premises and among the more important
removals may be mentionel Columbia, Lockwood,
O. Ruhl, Ltd., Craies & Stavridi, and Hands' record
factory.
Raw materials went up in price during the year
and in almost every department an increased first
cost is registered. An important financial issue
was made public the early part of 1913. This was
the Gramophone Company's i300,000 worth of de-
benture stock. At the time money was none too
free, and it was accepted as a tribute to the finan-
cial standing and reputation of the "H. M. V."
company that the whole amount and more was
immediately forthcoming.
A noticeable tendency of the year was the pro-
longation of the so-called season, well into the
spring months. That is a point well worth record-
ing. One day, perhaps, we shall not talk of
"seasons."
Nineteen-thirteen in one sense should be de-
scribed as a year of amalgamations. Most of the
big Continental firms now operate under one flag,
and groups have been formed in other directions.
All of which have been duly reported in these
columns from time to time during the year.
The house-to-house canvassing trade is making
great strides, one firm alone having a weekly turn-
over of £1,500. The policy of trading is the pres-
entation of a machine upon a contract to purchase
60 half-crown records in 12 months ; one a week
at least. Contrary to the one-time opinion, this
business opening up as it does a new field, confers
a general benefit on the trade. Records additional
to the contract are purchased from local dealers,
and many users are encouraged to possess better
machines than those supplied.
To sum up, 1913 might have been described as
a good year had it not been for the introduction
of unprofitable business in the shape of shilling
records. Despite a greatly increased turnover, the
financial aspect is not good, net profits being down
as compared with the preceding season. Keener
competition, higher cost of materials and reduced
profits, mean that it costs considerably more,
proportionately, to do the same amount of busi-
ness. Which is altogether unsatisfactory. For-
tunately the new year promises better prospect, for
whatever may be said, the shilling and thirteen-
penny records must go ! To all my readers — "A
prosperous and healthful New Year."
Records for January.
The new year opens up splendidly for "H. M.
V." agents in the sense that a particularly at-
tractive list of likely good selling titles is pro-
vided for the initial month. Each month since last
September the Gramophone Co. has made a fea-
ture of issuing a combined record by two cele-
brated artists, that for this month being described
as "perhaps the finest of the series." It is "Elegic-
THE TALKING MACHINE WORLD.
±7
FROM OUR LONDON HEADQUARTERS— (Continued from page 46).
Melodie," one of Massenet's masterpieces, sung
by the great Caruso, in concert with the violin,
in the hands of no less than Mischa Elman him-
self. That it is a wonderful record goes without
saying.
In another class, a second "special" is "Another
Good Thing You've Missed !" from the Drury Lane
pantomime, "The Sleeping Beauty." The two or-
iginal artists — George Graves and Will Evans — are
responsible for the record, which is throughout
full of laughter-raising fun.
The "H. M. V." Co. has achieved a triumph
in the fine records they have secured of the much-
talked-of Berlin Philharmonic Orchestra, under
the baton of the equally famous Arthur Nikisch.
The initial issues comprise Andante in two parts
(two records) from the "Fifth Symphony" (Beet-
hoven), which is beautifully interpreted by the
great conductor's organization.
The complete issues for January are as here-
under :
Twelve-inch double sided. — Suite, "Bohemian,"
"The Appeal" and "The Caravan" and "The Tar-
antella" (Ord. Hume) Band of H. M. Coldstream
Guards; Suite, "A Dream of Egypt," (2) "Within
the Sphinx Solemn Shade" — "Pomegranate In
Your Mouth," and (4) "I Wakened When the
Moon" (Woodforde Finden, arr. by Percy E. Flet-
cher) Band of H. M. Coldstream Guards ; "Des-
tiny— Valse Lente" (Baynes), and "Dance of the
Disappointed Fairies" (Air di Ballet) (La Touche)
Mayfair Orchestra; "Je sais que vous etes jolie"
Two-Step (Christini), and "Maxixe Bresilienne"
(Salabert) Mayfair Orchestra.
Ten-inch, double-sided. — "The Linnet" (Piccolo
Polka) (Piccolo solo by Sergt. W. Valentine)
(Brockett), and dance intermezzo "Sunbeams"
(Gerald Lane) band of H. M. Coldstream Guards;
"Little Grey Home In the West" (Cornet solo by
Corpl. G. Moran) (Lohr), and "Siisse Kiisse"
(Vollstedt) band of H. M. Coldstream Guards;
"Swedish Wedding March" (Soderman), and
"Prayer From Moses" (Rossini) (arr. by F. God-
frey) band of H. M. Coldstream Guards; "June"
(Baldwin Sloane), and "Some Boy" (Dave
Stamper) Mayfair Orchestra.
Twelve-inch, single-sided. — "Ireland" (Stan-
ford) Edmund Burke; "The Kerry Dance"
(Molloy) Charles Tree; "The Island of Roses
and Love" (Moret) Miss Lucy Marsh; "Mother's
Maxims" (Pellissier) Miss Margaret Cooper; "In
a Garden of Roses" (Sanderson) Miss Perceval
Allen and Robert Radford; "Raphsodie" (in
English) (De Koven) and "Serenata Inutile" (Op.
84) No. 4 (in Italian) (Brahms) Mme. Tetraz-
zini; "Che Gelida Manina" "La Boheme" (Puc-
cini) Guido Ciccolini ; "Minuetto-Vecchio," (Op.
18) No. 2 (Sgambati) Mark Hambourg (piano
solo) ; "Air" (Bach, arr. by Squire) W. H.
Squire ('cello solo) ; "Hunting Calls," The Rt.
Hon. Viscount Galway, M. F. H. ; "My Boy" (Ken-
nedy Russell) Miss Florence Smithson; "Susie
'Oo" (Elton) G. H. Elliott and chorus; gems from
"The Belle of New York" (Kirker) Light Opera
Company.
Ten-inch, single-sided. — "The Foggy Dew"
(Clay) John McCormack; "From the Land
of the Sky-Blue Water" (Cadman) Miss Alma
Gluck ; "Down in the Forest" (Landon Ronald)
Hubert Eisdell ; "Cumley Down — Sons of the
Devon Moor" (Oliver) Stewart Gardner; "Faust"
trio from Prison Scene, Act. V. (Gounod)
Grand Opera Trio; "Souvenir" (Morceau) (Drdla)
Miss Maud Powell (violin) ; "Just a Plain Girl"
(Tennent) Tom Clare.
To Increase Society of Authors.
According to a contemporary a movement is on
foot to increase the Society of Authors and to
extend its benefits to British composers. Under
the Copyright Act, 1911, the composers oppor-
tunities and responsibilities have been enlarged.
For the past two years the composers' sub-com-
mittee has been sitting at the Society of Authors.
This committee deals with all matters affecting
the status of the composer. The society collects
his fees at the lowest possible rate. It advises him
in his dealings with publishers, exposes unfair and
sanctions fair contracts, supports him financially
by maintaining actions-at-law in his interests and
offers him an intelligence bureau and a trade pro-
tection society under expert management.
Gramophone as Professor of Tango.
A distinguished company gathered on Wednes-
day, December 10, in the White Room of the
Savoy Hotel to see — and hear — demonstrations of
the tango by famous dancers. Four pairs of
dancers, including Destrees & Layunta and Roland
and Marion Mitford, of the Palace Theater, showed
both the Brazilian tango with its thrilling elan and
the highly graceful English version : the feature
of the afternoon was the perfection of the "or-
chestra" impersonated by "His Master's Voice"
cabinet grand gramophone and tango records.
Dancers complain bitterly of the inaccuracy of
many orchestras where tango is attempted; first-
class organizations often fail to get the tempo
correct. These records are endorsed by the dancers
themselves, who declare them perfect to dance to.
Some very tasteful brochures have been issued
by the "His Master's Voice" people to announce
these new records. Learners of the tango every-
where are using this instrument to attain pro-
ficiency.
Thomas Edens Osborne a Live Wire.
In concert programs, newspapers and many other
publicity sources, the advertisements of that well-
known Belfast talking machine factor, Thomas
Edens Osborne, appear with unfailing regularity
representing an example of enterprise which other
dealers might well copy. At entertainments, char-
ity and otherwise, Mr. Osborne with his Auxeto-
phone is usually a welcome contributor to the eve-
ning's enjoyment, and almost every day there is
a newspaper reference to his kindliness. Such trib-
utes have made quite a public man of him, and
1 do not doubt but that so prominent a personality
is justly regarded as one of Belfast's institutions.
The distinction is well merited, for Mr. Osborne
never seems happy unless he is contributing to the
entertainment of the community at some function
or other.
New German Trade Mark Bill Held Up.
It may be of interest to traders generally to
learn that the proposed new German trade-mark
bill cannot be introduced into the Reichstag for
some considerable time. As a matter of fact it
is in an incomplete state, its exact provisions
not having as yet been determined.
New Companies Incorporated.
Warroner's, Ltd., musical instrument manufac-
turers. Capital, £1,000. Office, 15 New Oxford
street, London, W. C.
Roll Music Co., Ltd. Capital, £1,000. Office,
93 Worship street, London, E. C.
Independent Music Club, Ltd. Capital, £10,000
Office, 13 Pembroke Gardens, Kensington, London.
Columbia Issue "Aida" Complete.
The announcement of a complete edition of
records of the famous opera "Aida" is conveyed
to us in a handsome leaflet just issued by the
Columbia Co. We learn that the opera is com-
plete in 34 selections, making 17 double-sided 10-
inch records. These records, says the announce-
ment, have been specially sung by some of Italy's
greatest artists, among whom we notice, Signors
Armanini, Martino and Bettoni, and Signoras Ani-
tua, Chelotti, De Perez, Remondini, and others,
the whole of the series, to ensure absolute cor-
rectness, being recorded in the Milan laboratory.
It is typical of Columbia policy that the issue is
thoroughly carried out, this being specially notic-
able in the presentation, with each set of records,
of a copy of the published libretto giving the
words in both Italian and English. The pages of
the libretto are specially marked to show where
the records occur.
But the thoroughness of the Columbia issue does
not end here. For in addition to an art folder
giving the cast as represented by the records, the
whole series of records are enclosed in a fine art
album, gold-lettered, and bearing on the front
an inset panel photograph of the composer, Verdi.
The libretto and art folder are accommodated in
a special pocket at the end of the album.
It is quite evident that the Columbia Co. intends
to capture the popular taste with this "Aida"
album, for they have priced it at £3 complete.
Paul H. Cromelin's Achievements.
In view of the recent transference of all Edison
business to the American headquarters, the Lon-
don staff has been disbanded, and Paul H. Crome-
lin's resignation has been accepted. As managing
director of the London office Mr. Cromelin con-
centrated every effort to stem the tide of adver-
sity surrounding the cylinder trade in this country,
but no power on earth could effect this in the
face of circumstances, and of the trade exigencies.
In every other department of the Edison business
substantial progress has been registered under Mr.
Cromelin's able guidance, essentially one of keen
foresight and extreme commercial acumen.
In the comparatively brief period of his stay
among us, Mr. Cromelin took a prominent part in
all matters affecting the welfare of the industry,
and in particular the valuable work he rendered
in connection with the difficulties of the copyright
bill, will aione ensure for him a warm place in
the memory of the British trade. Flis arrival in
this country happened at a most opportune mo-
ment, for at that time difficult negotiations were
on foot; we were in the thick of the copyright
^skirmish, and the outlook altogether was not over
bright. Mr. Cromelin's wide experience of legal
matters combining the art of translating vaguely
worded acts into understandable language, which
he freely placed at the trade's disposal, proved of
immense assistance in defining the exact position of
the mechanical instrument industry. The subse
quent joint representation made in official quarters,
resulted in securing for the trade some beneficial
modifications of the act. Mr. Cromeline's whole-
hearted efforts in this direction have won for him
general recognition from the leading men of the
industry, and he has been the subject of many
eulogistic references in the trade press. Largely
the outcome of his initiative a company was formed
under the title of Universal Copyrights, Ltd., for
the protection of trade interests. It mainly dis-
poses of all matters relating to royalty stamps,
copyright-ownership investigation, and places much
valuable advice in the hands of its members, which
comprise practically all manufacturers or records.
In addition the company holds contracts with up-
wards of .100 publishers and composers, and its
sphere of influence is expanding rapidly.
In the course of conversation with your cor-
respondent Mr. Cromelin referred to his return
to Washington at an early date where he intends
to repractice at the Bar, from which he has been
sidetracked for so many years looking after the
Columbia and Edison interests. Our best wishes
go with him for a prosperous new year.
Another recent departure from the Edison Co.
is their sales-manager, W. Denville Simons, who,
I learn, we shall shortly welcome back to the
fold with an entirely new proposition. A man of
such genial personality and wide experience of the
trade is predestined to enjoy a full measure of
success, for which we tender our heartiest wishes.
Christmas-Week Advertisement.
Special praise is due the efforts of those manu-
facturers in the direction of taking newspaper
space wherein to emphasize the claims of the most
suitable gift for young and old — the gramophone.
During Xmas week many attractive advertisements
appeared, all telling the same story, making trade
for the dealer, and incidentally bringing happiness
and increased joy to many a family gathering, as
the result of "somebody's" judicious outlay. Sev-
eral effective announcements by the Columbia Co.,
Pathe Freres, Marathon, Edison, Bell, and others
in lesser degree, carried the message, but spe-
cial mention should be made of the "H. M. V."
advertisements. These have been appearing in the
best journals throughout the season, the last
splash — half-pages in the Mail, Telegraph, Mirror,
News and Leader — a few days before the 25th,
creating unusual interest. They told how the
Xmas gift problem had been solved and illustrated
a series of instruments at various prices to in-
dicate that there was "a present for all."
48
THE TALKING MACHINE WORLD.
Marvelous Maggie Teyte— another
Columbia exclusive— a popular favorite ffk
—a singer of records that sell— a magnet W
for your store.
(Write for "Music Money," a book "full of meat" for those Columbia Graphophone Company
dealers interested in quick and frequent turnover of capital.) Woolworth Building, New York
NEW YEAR OPENS WITH GREAT POSSIBILITIES
In the Cleveland Trade, Judging from Demand the Early Weeks of 1914 — High-Priced
Instruments and Records Formed Large Share of Holiday Business — Local Jobbers
Took Good Care of Their Dealers — Few Complaints Heard Throughout the Trade.
(Special to The Talking Machine World.)
Cleveland, 0., January 8.— The close of 1913,
throughout the holiday season, found the talking
machine dealers busier than they had ever been in
any previous season. One thing that especially
pleased was that practically without exception they
had an ample stock of instruments and records to
meet the unusually large demand. A noticeable
feature of the sales was that while a very large
number of the high-grade instruments and records
were sold, about an equal number of the lower
priced ones were disposed of, demonstrating that
all classes are seeking this means of enjoyment.
The new year opened with large possibilities, as
trade has continued in pleasing volume to date.
Locally, as in other sections, during the fall months
there was some depression in trade generally, which
was reflected in the talking machine business, but
the signs of the times are now hopeful, with the
reopening of steel and iron mills of this section giv-
ing employment to thousands who were recently
idle.
The Phonograph Co., distributers of the disc
and cylinder Edison phonographs, garnered en-
comiums and ducats during the holidays. L. N.
Bloom, secretary, said: "Our business was, and
continues, very fine. We were kept busy day and
night all last month in both the wholesale and re-
tail departments. Everybody expresses the high-
est admiration of the Edison instruments. We are
fully satisfied with results and prospects since open-
ing our new store.
The Caldwell Piano Co. did a large holiday busi-
ness and reports trade is excellent.
The popularity of the Union phonograph spe-
cialties is manifest in the general favor with which
they have been received by dealers everywhere.
The Union Specialty & Plating Co., the manufac-
turer, was rushed and throughout December was
compelled to work a full force day and night and
Sundays on orders from all sections of the coun-
try of which it is in constant receipt. The man-
agement states the business is phenomenal and
that the company has orders in hand to keep it
busy for several weeks. H. B. McNulty, general
sales manager, is away on a trip East.
Manager Madson, of the local Columbia store,
is around with an unusual satisfied smile. He
states that business continued exceptionally fine
through December clear up to New Year's, and
that it still continues, bulking large in machines
and records of all kinds. The year, he stated,
was one of genuine prosperity, while the past
month's sales were nearly double those of a year
ago.
Business with the Eclipse Musical Co. has been
booming ever since Thanksgiving. Especially has
this been true in the wholesale department, under
the management of P. J. Towell, who is one of the
busiest men in the city.
Miss Young reports the biggest holiday and mid-
winter talking machine business the McMillin's
ever had. Profiting by the experience of former
years, the company trebled its usual order for ma-
chines last June, so it was able to take care of
all customers nicely and to accommodate a few
fellow dealers who ran short.
The Victrola department of the B. Dreher's
Sons Co. has been a busy-place for a month past
The manager said sales were of the best grades
of both instruments and records, and that the
Victrolas were practically sold out.
The William Taylor, Son & Co. is making much
of its talking machine department. The manager,
T. A. Davis, Jr., says he was swamped with holi-
day business, which was surprisingly good. Sales,
he said, were principally of the higher-grade in-
struments and up-to-date records, and that double
the business of a year ago was booked.
The Taylor Arcade branch of the Phonograph
Co. is doing line. W. C. Troth, in charge, says
he had a splendid holiday trade and prospects are
daily increasing.
Among some of the distinguishing features of
the holiday trade Mr. Friedlander, of the Bailey
Co., mentioned the fact that trade in December
was not only a large per cent, of gain over last
year, but that there were many more spot cash
sales and that collections were much easier. Edi-
son sales are measuring up large, and together
with the Victor and Columbia and the small musi-
cal instrument trade the company is doing an ex-
tensive business.
Phil Dorn, of the Collisler & Sayre Co., is
always happy when fingering a pair of skates,
baseball or other sporting paraphernalia, but when
he is in the talking machine department he be-
comes at once a Victor enthusiast, and his per-
suasive manner reaches the heart of the Victor
purchaser, who departs in the happy possession
of a Victrola. Many a machine has been sold
through his gentlemanly endeavor. Phil says he
got a goodly share of the holiday trade.
A large increase in business, covering the holi-
days, over that of a year ago was scheduled by the
W. H. Buescher & Sons Co.
Miss Vokes, manager of the talking machine
department of the May Co., stated trade in both
instruments and records was splendid. "We
closed out nearly our entire stock of the best
grades of both Victor and Edison instruments,"
she said.
The Euclid Music Co., Victor Victrola and Edi-
son phonograph dealers, located on upper Euclid
avenue, has been doing a splendid business since
opening last November. The management reports
good sales of instruments and records and is
highly pleased with the prospects.
Charles I. Davis reports the most satisfactory
conditions. He states he did the biggest holiday
business of any previous season, and that his
present trade is of the best.
Norman H. Cook, manager of the talking ma-
chine department of the W. F. Frederick Piano
Co., took a run down to Warren Pa., and ate
Christmas turkey with his mother. He says the
company had the Victor goods this year and that
the sales were large, the volume of last month's
business being twice what he expected.
The graphophone department of the Marks Co.
has been doing a very satisfactory business ever
since the opening of the new store. Mr. Robin-
son, manager, stated that business was very good
and that the holiday trade was fine. It being a
"woman's store," it is becoming a fashionable
resort for both ladies and gentlemen, arid the
musical feature is attractive.
j
SPECIAL DANCE RECORD BOOK
Issued by the Columbia Graphophone Co. and
Compiled Under the Direction of G. Hepburn
Wilson, M.B. — Will Be Found Convenient.
In recognition of the country-wide demand for
dance music the Columbia Graphophone Co. has
just issued an attractive four-page booklet devoted
exclusively to this class of records. It is designed
in several colors, the illustrations being appropriate
to the type of dance music which they represent.
The front and back covers show the four latest
dances as they are actually danced, and the color
scheme is effective.
The lists of Columbia dance records featured
in the new booklet are compiled under the direc-
tion of G. Hepburn Wilson, M.B., one of the
authorities on modern dancing, and his detailed
knowledge of the music appropriate for the new
dances was most invaluable in listing the various
Columbia numbers. One-steps, Boston hesitation
waltzes, turkey-trots and tangoes are all presented
in this new booklet, which should prove a timely
addition to the Columbia dealer in promoting the
sale of dance records among his clientele.
CATALOG OF REPAIR PARTS.
Under date of December 19, the Victor Talk-
ing Machine Co. sent out to its dealers a new
catalog of repair parts for the Victor automatic
brake, repair tools and improved Victor fiber
needle cutter. This catalog, which is up-to-date
in every detail, takes the place of the repair part
catalog issued September 1, which has been used
to good advantage by the trade. The latest
catalog features the usual illustrations showing
the various parts mentioned in the pamphlet.
TAKES ON COLUMBIA LINE.
Among the recent additions to the list of Colum-
bia representatives in near-by territory, are Sam-
uel Weinstein, 54 Morrell street, Brooklyn, N. Y.,
and Seaver Bros., Fifty-second street and Third
avenue, Brooklyn, N. Y. The latter concern has
placed an unusually substantial order for Columbia
machines and records, and has already laid the
foundation for an excellent Columbia business.
THE TALKING MACHINE WORLD.
49
THE VALUE OF THE "FOLLOW UP" CAMPAIGN TO DEALERS.
At No Time in History of Talking Machine Trade Was It So Necessary for Dealers to
Be Up and Doing in Order That There Should Be No Backward Movement in Their
Business — Territory Must Be Worked Energetically to Insure the Best Results.
One often hears it said that the talking machine
business is a profitable one, and so it is, but not to
the retailer who puts a sample instrument in his
window and then expects to be immediately
swamped with orders. What is required is well-
directed and persistent effort, which can be counted
on to bring results. The retailer must work his
territory and see to it that the people in his
district individually know that he sells certain
instruments and records and what their merits
are. A lady said recently, "I would not give one
of those things houseroom." The "thing" referred
to was a splendid talking machine, and one with
which she would be satisfied, but her conception
of it was based upon a cheap instrument she had
heard several years ago, before the numerous im-
provements of the last few years had been made.
In this particular instance the local retailer was
mostly to blame. The woman had often been in
his store. He knew she was fond of certain com-
positions, and yet he never once told her that a
particular record had come in the last shipment
and had it played for her. An ordinarily aggres-
sive dealer would have sold that woman a talking
machine months before she had made the remark
mentioned above. In commenting upon this sub-
ject a successful retailer said, "When you get out
and endeavor to dig up business it often happens
that you can make a sale where you least expect
to."
The show window has its place — an important
place. Other factors all help in selling talking
machines, but nothing can take the place of "fol-
low up." Impressing this phase of the business
some time ago, Geo. P. Metzger, the well-known
advertising expert, handed out some excellent
points. Among other things he said: "The follow-
up is one of the biggest business getters in the
talking machine trade, as well as others, and rivals
in importance advertising and the quality of the
goods itself. In laying out a follow-up campaign
the entire public may be divided into classes as
follows: First, the man who is interested and
comes into the store for the purpose of making
further investigations; second, the man who wan-
ders into the store, but is not interested; third,
the man who telephones or writes for information;
fourth, the man who, while interested, has not
called, telephoned or written; fifth, the man who
is not interested in any way, and hasn't made any
effort to find out the possibilities of the instrument,
and so on down the line. No prospect who has
shown the slightest interest in talking machines
either by calling at the store or writing should be
allowed to get away without at least giving his
name and address, and should receive the con-
stant attention of the dealer until the sale is com-
pleted. The talking machine dealer should have
a leaf from the book of the shoe salesman who
never starts to make a sale until he has removed
the shoe of the customer, for by that means the
customer is prevented from leaving suddenly if
dissatisfied, except in his stocking feet, and the
salesman can present many arguments and show
additional styles while the shoe is being replaced.
Such a system could be readily instituted in the
talking machine store.
TRAVELING MEN WHO ADVANCE.
One of the Requisites Is an Examination of
Conscience to Show Whether Progress Is
Being Made — Timely Topic Opening of Year.
How does the average traveling salesman of to-
day account for the great success some of his fel-
low members of the craft have made, while he has
not moved forward so rapidly? Some say it is luck,
and others say greater advantages, while still others
attribute it to opportunity, but the true reason why
you have not advanced lies with yourself.
We live in an age where all men have equal
chance at least to show their worth, and if you fail,
it is because you have not trained yourself to think
out the problems which stand in your way.
Pause and ask yourself: "How much real think-
ing have I done in the last year? Have I allowed
some one else to think for me, while I have re-
mained a cog in the wheel instead of contributing
to the motive power that turns it? Have I grown
with my position, or have I allowed my position
to grow away from me?" Not until you can
answer "yes" to each and every one of these ques-
tions can you hope to advance.
You often meet on the road men who have grown
gray in the service and who know every telegraph
pole from Maine to California, yet who are just
where they were twenty years ago, while other
salesmen stay on the road a year or so, are ad-
vanced to manager and so along the line to the
general offices, and perhaps in the firm. The an-
swer is, the man who advanced trained himself to
think of nothing but advancement and permitted
no other thoughts to enter his mind. By sheer force
of will backed by ability he reached the goal of
his desires.
"The great majority of those who are not inter-
ested in talking machines remain in that condition
simply because they have never been approached.
I know of a whole street in a Connecticut city
where everyone owns his own home, and where a
talking machine salesman has never made his ap-
pearance for the purpose of introducing the talk-
ing machine directly into the home. I would
wager that I could go into the territory of prac-
tically any dealer and call upon ten families at
random and find that only two owned machines,
and of the balance six had never been approached
by a salesman for that dealer. It is to remedy
such a condition that the dealer should adopt a
careful and systematic follow-up. A good rule is
for the dealer himself to make it a point to call
upon at least one new family per day, and intro-
duce his line with the accompanying offer to give
a demonstration, either in the home or in the store,
as convenient."
CO-OPERATIVE INVESTING PLAN.
New Scheme of Encouraging Thrift Among
Employes Put Into Operation by an Ohio
Department Store — Has Many Points of
Merit That May Interest "Talker" Trade.
A new plan for encouraging thrift among its
employes has been put into operation in a promi-
nent Ohio department store which may interest
talking machine men. It is a co-operative invest-
ment scheme, the object of which is to promote
saving and to assist employes desirous of making
investments on small capital. The movement is
being carried on under the head of a savings
bureau, and it began work with a pledged deposit
of $4,100. This amount consisted entirely of pledges
made by the buyers of the store. This money,
together with^other deposits received from the
employes, will be deposited with a trust com-
pany at 4 per cent, interest until it has grown large
enough to be invested. In addition to the interest
paid, it is planned to pay dividends semi-annually
on deposits of three months or more from the
future earnings of the fund. A regular weekly or
monthly deduction from the salaries of the em-
ployes making use of the bureau may be arranged
by them if desired. The store paymaster will
apply the deducted amounts direct to the em-
ployes' account in the bureau.
The Mead Stationery Co., which is one of the
dealers on the books of the New York Talking
Machine Co., ascribes its success to several reasons,
chief among which are the quality of Victor prod-
ucts, the national advertising of the Victor Co.,
and the newspaper advertising of the company it-
self. The Mead Stationery Co. is to be congrat-
ulated on its latest advertising campaign, which is
deserving of excellent results.
IN the clinches you can rely upon the
Ditson Victor Service. Profits are con-
tingent upon our fast work — and we know it.
C*TOP saying to your customers: "We
haven't got it," because you can get it
from DITSON.
T^AST Victor service is our aim, and that
we hit the mark is proved in our
rapidly growing clientele of dealers.
ALL Victor Styles, records and parts,
with a complete line of albums, cabi-
nets and needles.
WE specialize upon Victor goods exclu-
sively, and correspondence with
dealers desiring the best in Victor service
is invited.
Oliver Ditson Company, Boston, Mass.
50
THE TALKING MACHINE WOULD.
Whether looked at from the viewpoint
of art, reproduction, volume or tone, the
Columbia Grafonola "Colonial," $150, table
design, is a winner for any line.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
QUICK RESULTS WITH EDISON DISC. DEALERS COMPLIMENT SERVICE.
Hardman, Peck & Co. Report Excellent Volume
of Sales in New Line During the First Fort-
night It Was Handled by This House.
"We have closed a remarkably good business with
the Edison disc line in the few weeks that it has
been established in our institution," stated Ashley
B. Cohn, of the wholesale traveling staff of Hard-
man, Peck & Co., 433 Fifth avenue, New York, the
prominent piano house. "We had expected that
the Edison line would be accorded a favorable re-
ception by our clientele, but the instantaneous re-
sponse to our advertising and that of Thomas A.
Ed ison, Inc., has pleased us greatly.
'Although our Edison disc department has been
established but a short time, and our depart-
ment has only been completed recently, we have
already closed a number of sales of the more ex-
pensive models to music lovers, who were greatly
impressed with the tonal beauty of the new Edison
disc phonograph and the fine quality of the
Edison disc record.
"On the Saturday preceding Christmas our
Edison disc department resembled a bargain
counter in a department store, as, in addition to the
regular clerks of the department, it was necessary
to request several of the officials of the company,
two members of the wholesale piano staff and sev-
eral members of the retail piano warerooms to
assist in taking care of our Edison patrons.
"The selling arguments on behalf of the Edison
disc line are so varied and so numerous that the
salesman is permitted to avail himself of a wide
field in the presentation of his talk on the merits
of the mechines and records, but as a matter of fact
a demonstration of one or two records of various
types is sufficient to close the sale without any ex-
tended salesmanship. We are enthusiastic over the
future of the Edison disc line in our house, and
feel sure that 1914 will be an Edison disc year, as
the consistent advertising of the disc product can-
not fail to extract inquiries which become ready
sales as soon as the machine is demonstrated."
SCHOOL CONCERT INTERESTS.
Pupils of North Union High School Enjoy
Victrola Recital by Courtesy of P. W. Simon.
(Special to The Talking Machine World.)
Uniontown Pa., January 6.— One of the live-
wire merchants in this city is P. W. Simon, the
well-known Victor dealer, who is always on the
lookout for opportunities to present the Victrola
through mediums that are off the beaten track. In
line with this policy Mr. Simon recently directed
the giving of a concert in the auditorium of the
North Union High School, at which the Victrola
was featured. Last year each one of the Union-
town schools enjoyed a recital, but this was the
first Victrola concert given in a township school.
The 145 pupils assembled in the auditorium, and a
program in two parts— the first half devoted to
musical appreciation, and the second to popular
concert — was produced. The concert was a
marked success, due to Mr. Simon's careful super-
vision of all details.
Express Appreciation of Manner in Which the
New York Talking Machine Co. Took Care
of Their Requirements During Holidays.
"December 26 was truly a day of com-
pliments from our many dealers," stated V. W.
Moody, sales manager of the New York Talking
Machine Co., 81 Chambers street, New York, the
prominent Victor distributor. "Telephone calls,
letters and personal interviews have been the me-
diums used by our clients to express their appre-
ciation of the excellent care we have taken of
them throughout this time of marked machine
shortage.
"Our ability to satisfy all our dealers this season
was due to our method of handling all requests
and orders on a sound, reasonable basis. We
made it a point this year to give everybody what
they wanted and to give no dealer what he really
did not want. We made this well-nigh ideal con-
dition possible by means of telephone calls and
personal conversations with our trade, emphasiz-
ing all the time that we would gladly co-operate
with them in every possible way to best solve their
selling problems. Although some of our dealers
were not taken care of until the eleventh hour,
the later machine arrivals were as promptly dis- '
posed of and as much appreciated as if they had
been received in the first part of the season.
"This has been a record-breaking December for
everybody. We are receiving many letters from
our dealers telling of the excellent results they
achieved this month, one letter on the top of this
morning's mail reading as follows being a fair
example : 'This was the greatest December I ever
had. I am over $3,000 ahead of last December,
with another week to go. Best wishes to all.'
This is from a small but aggressive dealer up-
State.
"We have a very keen sense of appreciation of
the patronage that our dealers have given us. dur-
ing the past year, not only during the holiday sea-
son but throughout the whole year. Every man
in our organization has contributed to the work
of co-operation we carried on in 1913, and our
plans for 1914 include a still more detailed method
of working in complete harmony and keeping in
close touch with all our dealers."
NEW BOOTHS FOR BLACKMAN.
The Blackman Talking Machine Co., 97 Cham-
bers street, New York, the well-known Victor
and Edison distributer, has just added to its
wareroom space two new booths, making ten in
all. These new booths were completed two days
before Christmas, and rendered valuable assist-
ance in taking care of the holiday trade. The
company is now utilizing all of the extra floor
space which it acquired recently.
WOULD CURB ADVERTISEMENTS.
Minnesota Congressman Urges More Stringent
Mail Laws to Prevent False Ads.
(Special to The Talking Machine World.)
Washington, D. C, January 9. — Laws pre-
venting distribution through the mails of news-
papers and periodicals that publish advertisements
falsely representing articles proposed for sale were
to-day advocated by Representative Steenerson, of
Minnesota, before the House Inter-State Com-
merce Committee. Steenerson urged the enact-
ment of Federal statutes prohibiting the sale or
transportation of misbranded and misrepresented
articles of commerce. He instanced numerous arti-
cles made in Germany, England and Japan which
bore American names and were sold in this coun-
try as products of American labor.
The fundamental purpose of such a law, he ex-
plained, would be to instill honesty in business.
IMPORTANCE J)F THE MOTOR
The Subject of Some Valuable and Informative
Pointers in Circular Sent Out by the
Victor Co. — Necessity of Regulation.
Under a recent date the Victor Talking Ma-~
chine Co. sent out to its dealers an interesting
letter on the proper adjustment of governor
springs and barrel caps in order to permit of the
regular running of motors. This letter treats in
detail of the various causes of the irregular run-
ning of the motors, and mentions the different
means that should be adopted to make the motor
run true to form.
. Among other things the company calls attention
to the fact that the talking machine must be regu-
lated more closely than a watch or clock, and
should therefore be very carefully adjusted. It
is suggested that it is unreasonable to expect an
instrument which is supposed to reproduce the
human voice or the most delicate tones of the
violin in perfect time and tone to operate properly
after being thrown about roughly by freight
"hustlers" time and time again.
ENLARGE VICTROLA DEPARTMENT.
The Foster Piano Co., Troy, N. Y., which re-
cently put in a large Victrola department under the
management of Leslie C. Hathaway, has remod-
eled the ground floor of its building to permit of
the installation of several sound-proof talking
machine demonstrating booths. In the piano line
the company handles the Knabe, Haines Bros.,
Foster and other lines of pianos and player-pianos.
OPEN "TALKER^ DEPARTMENT.
The Gus Blass Co., Little Rock, Ark., has
opened a talking machine department, with S. M.
Field as manager. The Columbia line is handled.
CHEMISCHE
FABRIK
E» SA.UEI^I_J.A.]NJI3T bel Apolda 1. Th., Germany
The largest manufacturing plant in the world devoted exclusively to the
manufacture of Master- Waxes and Master-Blanks for
Gramophone and Phonograph Recording
Sole Manufacturer of Wax " P." the best recording material for Berliner- cut .
THE TALKING MACHINE WORLD.
51
A MAN SHOULD HAVE A CLEAR VISION OF HIS VOCATION
Says John Wanamaker, the Prominent Merchant, in a Recent Address Before the Leaders'
Club of Philadelphia — Business Not a Matter of Mere Machinery — A Man Must Love
His Business to Succeed in It — Must Be Something More Than Merely Making a Living.
The opinions of men who have scored a suc-
cess in the business world are always valuable —
that is, the views of practical men who have
worked their way from the bottom to the top.
Hence the recent address of John Wanamaker
before the Leaders' Club of Philadelphia makes
good reading because it gives a mental picture of
the speaker and the elements that have gone to
make him a leader in the commercial sphere. He
said:
"Business is not a matter of machinery; it is
not a great granite bui ding; it is not iron and
steel and rock; it is the human force that is in it.
It is the man. What you are after, I am sure,
is to see that every man becomes a better man
and has a greater sense of responsibility and a
larger vision of things that ought to be done.
"I would like to say to you that no business can
be conducted from the outside. You cannot get
it out of the newspaper or from some theory. It
is the thing that is on the inside of it. It has got
to be within us. Yoy cannot learn it all in this
convention. You cannot learn it all next year. It
is something that must be in the human mind and
in the human soul if it is going to come to any-
thing.
"The brain and the heart of the organization
are first of all the brain and heart of each indi-
vidual. The best music box that was ever con-
trived is easily gotten out of order. You let in
stand and it rusts. If you fail to wind it up in
the right way it plays discord. The human heart
and mind are like that. They have got to be.
wound up. They have got to be kept from rust-
ing. You cannot think that you know it all.
The First Thing Is to Be a Man.
"Progress is the result of self-development. It
implies self-direction. God never made a man iust
because he wanted one more man. He wanted
you. He started you with a different shaped head,
different face, different thoughts.
"When Garfield graduated from college the boys
stood together talking. They said to him, 'Jim,
what are you going to do?' He replied, 'The first
thing L am going to do is try to be a man.' They
then asked, 'Well, what about the rest of it? What
are you going to do?' He said, 'I don't know. In
the first place I intend to try to find out God's
plan for my life and then to run along with it and
not across it.'
"Did you ever hear that? That is worth your
remembering — not to run across God's plan, be-
cause after all we are God's children, whether we
are Jews or Gentiles, white or black. God is our
Father; He is our helper and He wants us to
succeed.
"I want to say to you again, progress is the re-
sult of self-development, self-direction of the
talents and energies which were given to you.
Someone else cannot manage your energies. I
wish someone else could manage some of mine,
but one cannot. We go zigzag and crooked be-
fore we know it. Something down inside of you,
when you think of a wasted day, haunts you and
makes you wish you could go back and do the day
over.
Efficiency Is All-around Application.
"Efficiency, it seems to me, is an all-around ap-
plication to the work in hand and untiring energy
and patience. These to me are the foundations of
success. Each man must understand the game as
a whole. He cannot just pick up a little corner
of it. He may do something, but I think it is an
absolute necessity for a man to put the whole of
himself into anything if he is going to get the
success that his Heavenly Father wants him to
have; that his mother wants him to have; that
his company wants him to have.
"It is not a game to be played, a game to be
enjoyed; not just enough to satisfy, but to do the
very highest thing that you can. It is a wonder-
ful inspiration to greater success for you. It is an
influence on another man.
"There are some men that have genius, that can
read a page of a book to look at it. Some men
get a great thought or vision and they believe they
do not have to work. These visions will come,
and they are capable of doing something very won-
derful; but in a long life I have never seen great
success like that. Here and there one may stand
out prominently.
"I should say the first essential for any man to
succeed in any business is to love it. If he does
not love it he is likely to get tired. A man very
easily drifts off to something else. The other side
of the road looks better to him. When he gets
there it is the same thing. You have got to love
a business more than simply making a living or
the opportunity to lay up some money.
"A man should have a clear vision of his voca-
tion and manfully and planfully — not playfully —
work it out."
"Any person, firm or corporation violating any
of the provisions of this ordinance shall, upon
conviction thereof in the municipal court, be pun-
ished by a fine of not less than $10 or more than
$250, or by imprisonment in the city jail not to
exceed sixty days, or by both such fine and im-
prisonment.
"The police department is hereby authorized to
remove any and all signs, banners or cards which
are now in existence or which may be hereafter
constructed, maintained or tacked in violation of
the provisions of this ordinance."
TALKERS BY PARCEL POST.
REGULATING SIGN ADVERTISING.
An ordinance designed to do away with the cloth
signs used to exploit special sales of doubtful merits
has been put into effect in Portland, Oregon. The
ordinance was backed by the local advertising club,
and was originated at the suggestion of and under
the direction of A. G. Clark, a member of the
national vigilance committee of the Associated
Advertising Clubs of America. It is called the cloth
sign ordinance, and reads as follows:
"That it shall be unlawful for any person, firm
or corporation to construct, maintain or tack any
sign, banner or card constructed or made up in
whole or in part of any combustible material, upon
the outside walls, front, rear, sides or roof of any
building or other surface, or over or upon any of
the sidewalks within the city of Portland, except-
ing as provided in Section 2 hereof.
"Signs, banners and cards not exceeding twenty
square feet in area are not prohibited by this
ordinance; provided, however, that not more than
one of such signs, banners or cards shall be con-
structed, maintained or tacked within every twenty
lineal feet.
"Signs, banners and cards provided for in Sec-
tion 2 of this ordinance shall be securely fastened
and attached to the building or surface upon
which they are placed. No sign, banner or card,
as provided for in this ordinance, attached to the
outside walls of any building, shall project higher
than its blocking course or fire wall.
So far as we know the first talking machine
concern to advertise the shipping of talking ma-
chines by parcel post was the Crafts Piano Co.,
of Richmond, Va. No doubt others have fallen
in line, and the business of shipping machines
by parcel post will grow. The following facts con-
cerning the growth of the parcel post business will
be interesting:
It was announced recently from Washington that
the profits to the Government from the operation
of the new parcel post system during the calendar
year 1913 would be about $30,000,000. The new
system became effective on January 1 last. It was
estimated that the profits for the first year would
be about $15,000,000, but the actual figures now
in possession of postal officials convince them that
the profit, instead of being $15,000,000, will be
$30,000,000 for the first year.
This will be interesting news to railway officials,
who have been contending that their roads were
entitled to extra remuneration for carrying the
mails on account of the operation of the parcel
post. It is said that, even assuming that the con-
tention of the railroads was correct, there still
would have been a good margin of profit at the
end of the calendar year 1913 after the payment of
extra remuneration to the roads. If a parcel post
adjustment were made along the lines suggested
by some of the railroads, probably not more than
$10,000,000 of this $30,000,000 would be due to
the railroads as extra pay. The total income from
the parcel post for 1913 will be around $80,000,000.
The whole question of railway mail pay, that is,
compensation to the railroads for carrying the mails,
is likely to be readjusted next year. Immediately
after the meeting of Congress in regular session
in December, a bill will be introduced providing
for this readjustment. The measure is now being
drafted. It will seek to establish an entirely new
method of paying the railroads for carrying the
mails and do away with the present archaic method
of computing the payment to roads.
The name describes the needle
and the needle fulfills its tone—
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a -
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Want the Puritone Needle
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JOHN M. DEAN
PUTNAM, CONN.
52
THE TALKING MACHINE WORLD.
LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS
(Special to The Talking Machine World.)
Washington, D. C, January 10. — Phonograph.
Frank L. Dyer, Montclair, N. J., assignor to the
New Jersey Patent Co., West Orange, N. J. Pat-
ent No. 1,081,374.
This invention relates to phonographs, and the
chief object thereof is to provide a phonograph
reproducer whereby cylindrical sound records of
different diameters may readily be brought into
adjusted position to be engaged by a reproducer
stylus.
When it is desired to bring a cylindrical sound
record of an external diameter different from
that of a record for the reproduction of which
the phonograph is adjusted into engagement with
the reproducing stylus, the desired end may be
encompassed either by movement of the phono-
graph mandrel or record-carrying support into
proper position for the co-action of the record
carried thereby with the reproducer stylus, or,
the phonograph mandrel being stationary, the posi-
tion of the reproducer may be adjusted so that the
stylus carried thereby is brought into operative
relation to the new record. In a companion ap-
plication (Serial No. 509,040) filed on even date
herewith, there are disclosed means operating by
the last-named principle, the mandrel having no
movement toward and away from the repro-
ducer, while the latter is carried by a sound con-
veying tube pivoted at such a point that the re-
producer stylus may be brought into operative
relation with records of different diameters by
pivotal movement of this tube. In the present
application, the reproducer is held in fixed posi-
tion, while the adjustment for different sizes of
records is obtained by movement of the phono-
graph mandrel toward and away from the repro-
ducer.
'Having this object in mind, this invention con-
sists in the construction of parts and combinations
of elements necessary or desirable for the carry-
ing out of the desired objects.
Figure 1 represents an end elevation of a phono- '
graph embodying this invention, the inclosing
cabinet being shown in section ; and Fig. 2 rep-
resents a top plan view of the same, a record of
large diameter being shown in cross section.
Phonograph. Peter Weber, Orange, N. J., as-
signor to the New Jersey Patent Co., West
Orange, N. J. Patent No. 1,081,352.
This invention relates to phonographs, and the
object thereof is, broadly speaking, the produc-
tion of a compact and efficient device for the
conveying and dissemination of sound in the re-
production thereof.
More specifically, there is provided a structure
wherein the cover for the phonograph is pivoted,
and when in open position may be supported in
such position that a sound conveying tube con-
nected with the neck of the reproducer may deliver
the sound waves set up by the vibration of the
reproducer diaphragm into the interior of the
said cover. The cover is provided in its interior
with sound deflecting means, and means for con-
veying the sound so deflected smoothly to the
open or bottom end of the cover, this sound con-
veying means within the body of the cover being
of such a character as to amplify the sound,
Preferably, the open end of the cover, when the
latter is in its open position, is forwardly directed,
the cover being supported in a position at right
angles to that in which it is placed when the
cover is closed. The sound conveying tube con-
nected to the reproducer is preferably supported
within the cover and directs the sound waves
against the inner side of the top of the cover,
whence they are deflected forwardly with ampli-
fication to the open
end of the cover and
thence to the audi-
ence. By this con-
struction, sound con-
veying and amplify-
ing means of suffi-
cient amplification are
provided in a less
space than would be
necessary if the sound amplifying horn were
all in one structure, as is common, and a compact
structure is thereby attained.
Tone-Clarifying Attachment for Sound Re-
producing or Transmitting Instruments. Cora
Stetson Butler, Cleveland, O. Patent No.
1,081,719.
This . invention relates generally to tone-clarify-
ing devices for use with sound producing instru-
ments or machines, and has particular reference
to a device of this character which is adapted to
be employed within sound reproducers of prevail-
ing types of gramophones, telephones and other
such machines or instruments, and is capable of
being applied thereto as an attachment without
the necessity of making any change or modifica-
tion in the sound reproducer.
The objects of this invention are to provide as
an attachment for the sound reproducers of
gramophones, telephones and other sound repro-
ducing machines or instruments a tone-clarifying
device which may be quickly and conveniently
applied to existing types of sound reproducers;
which controls the vibrations of the diaphragm,
preventing its acting too violently and continu-
ously and thereby eliminating the fluctuation or
echoing effect of the tone which is usually pres-
ent in the operation of the aforesaid machines
or instruments ; which is very durable ; and which
is simple and economical of production.
It is commonly known that, accompanying tones
reproduced by machines or instruments of the
above class, there is an unpleasant grating or
rasping sound which detracts materially from
musical reproductions, and, in the case of the re-
production of speech results in a confusion of
inarticulate sounds, and this very displeasing
quality is most noticeable in tones of high pitch.
In fact, it appears to increase in direct proportion
to the rise in pitch, which would seem to prove
that, as the vibrations of the diaphragm become
more rapid and the sound waves produced thereby
shorter, following each other in more rapid suc-
cession, there becomes an agitated condition of
air and sound waves within the sound reproducer.
In other words, the principal sound waves seem
to be surmounted by smaller sound waves or false
vibrations or fluctuations, the resulting effect of
which is nothing more than a noise. It would
seem to follow from this that if certain means
were introduced in the sound reproducer which
would obviate this confusion by keeping under
control the diaphragm and consequently the sound
waves resulting directly from the vibrations
thereof and which, at the same time, would inter-
fere in no way with the delicate operation of the
diaphragm, some, if not all, of the disagreeable
qualities which are incidental to such instruments
would be eliminated.
Whether the above theory is correct or not, it
has been found by experiments that, by placing
within the sound reproducers between the dia-
phragm and the parallel wall of the casing a
device comprising a plurality of properly arranged
discs of various sizes and materials, the repro-
duction of the tones are cleared of all impurities
resulting from the false vibrations or fluctuations
of the diaphragm, and the effect is practically the
same in richness and clearness as the original pro-
duction.
Figure 1 is a central vertical section through a
sound box of a gramophone having a device of
the invention applied thereto ; Fig. 2 is a sectional
detail of a telephone receiver, illustrating the
manner in which the device is used with such in-
struments ; and Fig. 3 is a perspective of the
various elements which constitute the device, sep-
arated in order to show their relative sizes and
positions.
Double - Pointed Reproducing Stylus for
Talking Machines and Holder Therefor. Ed-
ward T. Condon, Jr., New York, N. Y. Patent
No. 1,080,328.
The invention has for its object to provide a
one-piece reversible stylus having oppositely
pointed ends, one of which may be of different
character from the other if desired; and it has
for a further object to suitably protect the inactive
ends of such stylus. .
Figure 1 is a front elevation of a sound box,
stylus holder, partly in section, and the stylus
held thereby. Fig. 2 is a view of the under side
thereof. Figs. 3 and 4 are respectively a plan and
elevation of a guard for the stylus. Figs. 5 and
6 are respectively a plan and elevation of another
form of guard.
Similar characters of reference designate cor-
responding parts throughout the several views.
The invention relates to a novel reproducing
stylus or phonographic needle as employed in
connection with rotating cylinders or discs in talk-
ing machines, and to a novel holder therefor.
Diaphragm for Sound Boxes. Pliny Catucci,
Newark, N. J., assignor to Meisselbach & Bro.,
same place. Patent No. 1,080,953.
This invention relates to diaphragms for sound
boxes used for recording and reproduction of
sound upon the well-known phonograph, and more
particularly relates to the form and structure of
the diaphragm itself. Ordinarily, such dia-
phragms are made of glass, mica, celluloid, a thin
sheet metal, as copper, bronze, etc., or any thin
elastic membrane. It has been proposed to con-
struct these diaphragms with concentric annular
corrugations, or with radial corrugations, with the
idea that such corrugations will more readily
gather up and respond to certain sound vibra-
tions which a plain disc is incapable of respond-
ing to. From a series of experiments it has been
discovered that by producing in the face of a
metallic disc or diaphragm what is termed a grid
formation of corrugation more delicate sound
THE TALKING MACHINE WORLD.
53
vibrations can be recorded and reproduced than
has heretofore been possible by the use of any of
the special forms of diaphragms. In some cases
it has been found that one shape or form of grid
corrugation will respond more readily to certain
delicate sound vibrations than a grid of another
character, while such other grid will respond to
sound vibrations which are apparently too gross
for other forms of grid. Again, in some cases it
is advisable to distort the disc from a true plain
into a concavo-convex contour.
Fig. 1 illustrates the face of a diaphragm
made in accordance with this invention with the
rectangular form ' of grid. Fig. 2 is a similar
view showing a triangular form of grid. Fig. 3
is a similar view wherein the grid is made up of
curved corrugations so as to form the complete
figure into rhombuses. Fig. 4 illustrates in cross
section a sound box with a flat disc made in ac-
cordance with this invention. Fig. 5 is a view
similar to Fig. 4, but having the diaphragm con-
caved outwardly.
Talking Machine. Walter Hansen Rawles,
London, Eng. Patent No. 1,080,231.
This invention relates to diaphragm carriers for
talking machines and the like and is especially
intended for use in that class of machine adapted
to the immediate reproduction of matter recorded.
In particular it is well adapted for use in the
machine described in United States Patent No.
1,027,350.
The invention has for its objects to improve
the working of such machine and to facilitate the
general process of recording and reproduction.
It is known to provide a diaphragm carrier
upon which reproducing and recording diaphragms
are mounted upon a pivot at right angles to the
plane of the diaphragms in order that either may
be swung around into position directly in front
of the end of the speaking tube.
The present invention provides in a talking
machine a diaphragm carrier comprising a holder
for reproducing and recording diaphragms so
supported as not only to foe capable of being
turned about an axis parallel with the planes of
the said diaphragms to bring either into operative
position upon the record tablet, but also to pro-
vide a straight, unbroken closed-in passage from
the speaking tube to whichever diaphragm is in
operative position.
The invention also provides for the employment
of a fine adjustment for the diaphragm carrier
whereby the recording and the reproducing stylus
may be adjusted in relation to the recording
tablet, and for the amount of adjustment neces-
sary to be automatically indicated.
In the accompanying drawings, Fig. 1 is a
side elevation of a disc machine upon which a
diaphragm carrier according to the present inven-
tion is mounted. Fig. 2 is a plan of the dia-
phragm carrier dismounted from the machine,
and Fig. 3 is a corresponding end elevation.
Sound Box. Pliny Catucci, Newark, N. J., as-
signor to A. F. Meisselbach & Bro., same place.
Patent No. 1,080,954.
This invention relates to that class of sound
boxes for the use in phonographs and talking ma-
chines wherein the disc record is commonly used,
although it may be used in connection with ma-
chines using the cylinder record; it relates more
particularly to the improved form of stylus lever
and its method of attachment to the body of the
sound box, and is directed more particularly to
the simplification of such parts with a view to the
improvement of the results to be obtained, as well
as the reduction of the cost of manufacture and
quickness and facility of adjustment.
In the accompanying drawings forming a part
of this specification, Fig. 1 is a front elevation of
the complete sound box. Fig. 2 is a similar view
with clamping ring and diaphragm removed. Fig.
3 is a side elevation of the complete box. Fig. 4
is a similar view of the box body. Fig. 5 is an
enlarged sectional view on line 5 — 5 of Fig. 1. Fig.
6 is a side view of the stylus lever detached. Fig.
7 is a plan view of the stylus lever blank. Fig. 8
is a plan and Fig. 9 is a side elevation of the
clamping washer. Figs. 10a, 10b, 10c, lOd, lOe and
lOf are respectively perspective views of the sev-
eral parts of the sound box arranged in the order
in which they are assembled to form the complete
box. Figs. 11 and 12 are respectively right and
left side elevations of a modified form of sound
box. Figs. 13 and 14 are sections through the
right and left supporting lugs.. Fig. 15 is a front
elevation and Fig. 16 is an under plan view of
said modified form.
Stylus for Sound - Reproducing Machines.
James W. Owen, Lansdowne, Pa., assignor to the
Victor Talking Machine Co., Camden, N. J. Pat-
ent No. 1,080,924.
This invention relates to styli for sound repro-
ducing machines, and particularly to those styli or
needles which are adapted to be used in talking
machines to reproduce sound from commercial
sound record tablets.
It is customary, in reproducing sound in a
sound-reproducing machine from sound record
tablets with the use of an ordinary steel stylus or
needle, to use the steel stylus but once, and when
a steel stylus has once been employed in repro-
ducing sound from a given tablet it is usual to
throw it away and to replace it with a new steel
stylus to reproduce sound from the same or an-
other tablet.
After a steel stylus has been used to reproduce
sound from a sound record tablet, the tip or
point of the stylus is always worn to an appreci-
able extent and a sharp edge is generally formed
thereon which tends to cut or unduly wear away
the walls of the groove of another tablet, espe-
cially when that groove of the second tablet is not
exactly of the same shape and size in cross-section
as that of the first tablet, and particularly if that
worn stylus would be placed at any other angle
or in any other position than that which it oc-
cupied during the reproduction of sound in the
first sound record tablet.
The object of this invention is to obviate the
necessity of changing the stylus for each repro-
duction of sound from a sound record tablet, and
to provide a stylus which may be used to repro-
duce sound from a large number of different tab-
lets without substantial injury to the tablets. It
has been discovered that when a sound-reproduc-
ing stylus is composed of tungsten, that stylus may
be used repeatedly in reproducing sound from dif-
ferent sound record tablets without the necessity
of re-forming the point of the stylus and with*
out substantial injury to the walls of the sound
groove.
Tungsten is considerably softer than steel, and,
generally speaking, would be expected to exhibit
a much greater wear during the reproduction of
sound from a sound record tablet, due to the
abrasive action of the material of the sound record
tablet upon that portion of the stylus in engage-
ment with the tablet than would steel. It is found,
however, that when a stylus is made of tungsten
and is used in reproducing sound from a com-
mercial sound record tablet, it exhibits peculiar
and unexpected properties. Thus, during the first
few revolutions of a sound record tablet, the
groove of which is in engagement with a stylus
made of tungsten, a new tungsten stylus wears
more rapidly than does a steel needle of the same
size and shape, but after that the tungsten stylus
wears much more slowly than such a steel stylus
does. As a matter of fact, after the first few
revolutions of the sound record tablet, and the
first wear has appeared on the surface of the
stylus, the stylus wears so slowly as to be sub-
stantially negligible. The amount of wear which
a tungsten stylus exhibits during the reproduction
of sound from commercial sound records may be
more readily understood when it is stated that
when a steel needle h run only two or three times
across a record the point of the steel stylus gen-
erally wears down sufficiently to form a shoulder
and will injure the surface of the sound record
groove to such an extent as will often render the
reproduction of sound from the record very in-
distinct. A tungsten stylus, however, may be run
over the same record 300 or 400 times before the
reproduction begins to get indistinct.
After the tip of a tungsten stylus under the
abrasive action of the material forming the sound
record tablet has worn sufficiently to substantially
fit the groove, the wear on the tip of a tungsten
stylus is very slight. It would appear that after a
certain amount of bearing surface between the end
of the stylus and the walls of the sound record
groove has once been obtained, the wear of the
tungsten stylus is exceedingly slow.
Fig. 1 represents the sound box of a sound-re-
producing machine provided with a stylus of
VP*
tungsten in engagement with a sound record tab-
let, the stylus being shown on an enlarged scale
for the sake of clearness; Fig. 2 is a greatly en-
larged view of one form of the improved tungsten
stylus ; Fig. 3 is a cross-sectional view through the
tip of the stylus shown in Fig. 2; Figs. 4 and 5
show a modified form of tungsten stylus in which
the tip is elliptical in cross-section ; Fig. 6 is a
diagrammatic view indicating a sound record
groove on a greatly enlarged scale, and a cross-
sectional view of the tips of the two forms of
styli shown in Figs. 2 and 4 in the plans of the
surface of the sound record tablet, and Fig. 7 is
a further modified form of stylus.
No honest purpose is ever wasted and no honest
desire ever remains unanswered.
60 YEARS'
EXPERIENCE
Patents
I RADE MARKS
Designs
Copyrights &c.
Anyone sending a sketch and description ma?
qntck!y ascertain our opinion free whether an
invention pr-»hnMy patentable. Communlca-
ttuua strictly confidential. HQNDB00K on Patents
sent free. Oldest acency for peourlng patents.
Patents taken through Mima & Co. receive
special notice* wl.hout charee. In the
Scientific Jfraericatu
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54
THE TALKING MACHINE WORLD.
RECORD BULLETINS FOR FEBRUARY, 1914
VICTOR TALKING MACHINE CO.
No.
17f>01 You Need
! >own
POPULAR SONGS.
Size.
i Rag (Esrom-Morse)
American Quartet 10
Monkeyville (Clarke-Leslie-Morse) ....
Arthur Collins-Byron G. Harlan 10
17503 I'm on My Way to Mandalay (Bryan-Fischer)..
Oakland-Campbell-Burr 10
Dream Days (Chas. L. Johnson) .. .Will Oakland 10
17504 By the Old Wishing Well (Walsh-Sherman)
Albert Campbell-Henry Burr
Just You and I and the Moon, from "Follies
of 1913" (Buck-Stamper) Lillian Davis
17507 Take Me Back (Irving Berlin) Henry Burr
You Did (You Know You Did) (Gilbert-Muir) .
Albert Campbell-Henry Burr
17514 At that Bully Woolly Wild West Show (Leslie-
Clarke-Abrahams) Peerless Quartet
The Pussy Cat Rag (Kitty, Kitty, Kitty, Kitty)
(Allen-Daly-Allen) Peerless Quartet
17516 Sit Down (You're Rocking the Boat) (Jerome-
Clarke-Schwartz) Billy Murray
Your Mother's Gone Away to Join the Army
(Gray- Walker) Billy Murray
17517 Flow Along, River Tennessee (To the Home of
the Girl I Love) (Bryan-Gumble-Wells)
Albert Campbell-Henry Burr
I'm Afraid I'm Beginning to Love You (Good-
win-Brown) Helen Clark-Billy Murray
EDUCATIONAL RECORDS.
17510 1 — Ma's Little Pigs, from "Folk Dances and
Singing Games;" 2 — Our Little Girls, from
"Dances of the People' (Elizabeth Burchenal)
Victor Military Band
Fryksdalspolska (Old Swedish), from "Folk-
Dance Music" (Burchenal-Crampton)
Victor Military Band
17511 Trekarlspolska — Three Men's Polka, from
"Dances of the People" (Elizabeth Burchenal)
Victor Military Band
Rigs O'Marolow — Stick Dance, from "Morris
Dance Tunes" (Sharp-Macilwaine)
Victor Military Band
17512 The Drum (Eugene Field) (Recitation)
Cora Mel Patten
The Duel, from "Love Songs of Childhood"
(Eugene Field) (Recitation) .. Cora Mel Patten
17513 1 — The Cuck-Coo Clock; 2 — Slumber Song, from
"Seven Little Songs" (Pfirshing-Schaefer) . . .
Elizabeth Wheeler
1— The Secret; 2— Old Chanticleer; 3— The Hun-
gry Windmill, from "Dutch Ditties" (Anice
Terhune) Elizabeth Wheeler
35350 Jest 'Fore Christmas, from "Love Songs of Child-
hood" (Eugene Field) Cora Mel Patten
1— The Doll's Wooing; 2— The Sugar Plum
Tree (Eugene Field) Cora Mel Patten
NEW DANCE RECORDS.
174S9 On the Honeymoon Express — Medley Two-step
or Turkey Trot Victor Military Band
The Junk Man Rag — One-step or Two-step
(Roberts) Victor Military Band
35346 Isle d'amour — Waltz Hesitation (Leo Edwards) .
Victor Military Band
The Flower Garden Ball — Turkey Trot
Victor Military Band
35347 Hydropaten Waltz (Gung'l) (with bells)
Conwav's Band
Espana — Waltz Hesitation (Waldteufel)
Victor Military Band.
3534S He'd Have to Get Under— Get Out and Get
Under — One-step or Turkey Trot
Victor Military Band
There's a Girl in the Heart of Maryland — Med-
ley Two-step or Turkey Trot
Victor Military Band
17505 S'tomp Dance— Turkey Trot (C. I. Stewart)
Victor Military Band
San-Fran-Pan-American — Two-step (Joel P.
Corin) Victor Military Band
STANDARD VOCAL NUMBERS.
Lambert Murphy-Reinald Werrenrath. Purple Label
60108 La Boheme — Ah, Mimi, tu piu (Ah, Mimi, False
One) (Act IV.) In Italian Puccini
Double-Faced.
1749S Alice, Where Art Thou (Ascher).C. W. Harrison
Come Into the Garden, Maud (Tennyson-Balfe)
Charles W. Harrison
17499 Happy Day (Rimbault) (Gospel Hymn)
Trinitv Choir
The Precious Name (Baxter-Doane) (Gospel
Hymn) Trinity Choir
17500 Benny Havens, Oh! (West Point Song)
American Quartet
Army Blue (West Point Song) American Quartet
17488 On an Afternoon in June (J. W. Fulton) (with
Bird Warbling) Helen Clark-Joe Belmont
The Nightingale (T. W. Fulton) (with Bird
Warbling) Byron G. Harlan-Toe Belmont
NEW INSTRUMENTAL RECORDS
Blue Label
55044 Dance of the Hours, from "La Gioconda" (Pon-
, chielli) Victor Herbert's Orchestra
Kamennoi-Ostrow (Reve Angelique) (Rubinstein)
Victor Herbert's Orchestra
Black Label Records.
17493 Uncle Tom's Cabin (Lampe) (A Dream Pirture
of the Old South) Conway's Band
Folks Up Willow Creek— March (Carlton)
(Medley March of Old-Time Tunes)
Conway's Band
17515 La Golondrina (Serradell) (The Swallow)
Victory Militarv Band
Perjura Danza — Mexican Dance (Fickle Maiden)
(Miguel Lerdo do Tejada)
_ . „ Victor Military Band
17506 International Rag (Irving Berlin. .Pietro Deiro
S'ailing Down Chesapeake Bay — Medley
Pietro Deiro
35345 Bridal Rose Overture (Lavallee) .. .Pietro Deiro
Stradella Overture (Flotow) Pietro Deiro
MUSICAL COMEDY AND OPERETTA HITS
35349 Gems from "The Little Cafe" (McLellan-Caryll)
Victor Light Opera Company
Gems from "The Purple Road" (De Gresac-Dun-
can-Reinhardt-Peters) . .Victor Light Opera Co
35336 Gems from "When Dreams Come True " (Bar-
thol omae-Hein) .. Victor Light Opera Company
Gems from The Madcap Duchess (Stevens-Her-
bert) Victor Light Opera Company
17490 Just Because It's You (McLellan-Caryll) from
"The Little Cafe" Elsie Baker
You and Onlv You (Herve-Briquet-Philipp)
from "Adele" ..Elsie Baker-Fred'k Wheeler
17509 Isle d'amour (Carrol-Edwards) (Introduced in
"Follies of 1913" Olive Kline 10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
12
12
10
10
12
12
12
12
12
12
10
10
10
10
10
10
10
10
10
10
10
12
12
10
10
10
10
10
10
12
12
12
12
12
12
10
10
A Little Love, a Little Kiss (Un peu d'amour)
(Leo Silesu) Charles W. Harrison 10
NEW DOUBLES OF FAVORITE SINGLE RECORDS.
35343 Gems from "Cavalleria Rusticana" (Mascagni) . .
Victor Opera Company 12
Gems from "Pagliacci". (Leoncavallo)
Victor Opera Company 12
35344 Hearts and Flowers — Intermezzo (Tobani)
Victor Concert Orchestra 12
Glow Worm Idyl (Paul Lincke)..A. Pryor's Band 12
THE RED SEAL LIST.
Enrico Caruso, Tenor. In Italian.
88458 Cavalleria Rusticana — Addio alia madre (Turid-
du's Farewell to His Mother Mascagni 12
Nellie Melba, Soprano and Jan Kubelik, Violinist.
In French. Pianoforte by G. Lapierre.
89074 II Re Pastore — L'amero sard costante (Aminta's
Air from "The Shepherd King") Mozart 12
Nellie Melba, Soprano. In French. Piano-
forte by Gabriel Lapierre.
88455 John Anderson, My To Robert Burns 12
8S456 1 — Romance Bouget 12
1 — Mandoline Debussy 12
Tohanna Gadski, Soprano. In German.
87167 Die "Walkiire— Du bist der Lenz (Thou Art the
S'pring) (Act 1) Wagner 10
Ernestine Schumann-Heink, Contralto. In German.
87170 Im Kahne (In the Boat) Op. 60, No. 2 (Poem by
Vilhelm Krag, 1871) Edvard Grieg 10
Maud Powell, Violiniste. Pianoforte by George
Falkenstein.
74354 Minuet Boccherini 12
74355 Kol Nidrei, Op. 47.." Bruch 12
Jan Kubelik, Violinist. Pianoforte by George
Falkenstein.
74367 Romanza Andaluza (Spanish Dance No. 3)
Op. 22 Sarasate 12
74370 Finale from Second Concerto, Op. 22. Piano- '
forte by Gabriel Lapierre Wienawski 12
Emilio de Gogorza, Baritone. Orch. accomp. and
pianoforte by Henri Gilles.
88447 1 — Don Giovanni — Serenata, Deh vieni alia fe-
nestra. (Open Thy Window) (Act II). In
Italian Mozart 12
2 — Damnation of Faust — Serenade Mephistopheles
(n French) Berlioz 12
George Hamlin Tenor. In English.
74378 Loves Sorrow Shelley 12
Daniel Beddoe, Tenor. In English.
64391 A Moonlight Song Mills-Cadman 10
Evan Williams, Tenor. In English.
64389 Just a-Wearyin' for You . . Stanton-Jacobs-Bond 10
Clarence Whitehill, Baritone. In English.
64388 Uncle Rome (The Old Boatman) . Weeden-Homer 10
COLUMBIA GRAPHOPHONE CO.
SYMPHONY DISC RECORDS.
Olive Fremstad Sings Wagnerian Numbers.
Double. 12-in. Records. Single.
A5521 Tristan and Isolde CWagner). "Isolde's Lie- 30707
bestod" (Isolde's Love Song). In German,
with orch.
Don Carlos (Verdi). "O Don Fatale" (O 36807
Fatal Gift.) In Italian, with orch.
10-in. Records.
A1451 Die Walkure (Wagner). '"Ho-Jo-To-Ho . . (Brunn-
hilde's Battle Cry). In German, with orch.
Die Walkure (Wagner). "Du bist der Lenz"
(Spring Now Is Here.) In German, with orch.
12-IN. SYMPHONY" DOUBLE-DISC RECORD.
A5519 O Divine Redeemer (Foote). Chas. W. Clark, Bari-
tone, orch. accomp.
Elijah (Mendelssohn). "It Is Enough." Chas. W.
Clark, Baritone, orch accomp.
10-IN. SYMPHONY DOUBLE-DISC RECORD.
Two American Songs by Bernice De Pasqnah.
A1446 The Last Dance (Ware). In English, with orch.
Call Me No More (Cadman). In English, with orch.
10-IN. BLUE-LABEL DOUBLE-DISC RECORDS.
A1445 Marche Mignonne (Poldini). Leo Ornstein, pianist
Papillon (Butterfly) (Grieg). Leo Ornstein, pianist.
A1449 Orpheus rGluck). Dance of the Blessed Spirits.
George Barrere, flautist, orch. accomp.
l'Arlesienne Suite, No. 2 (Bizet) Minuet. Geo. Bar-
rere, flutist, orch. accomp.
A1450 Sing, Smile, Slumber (Serenade) (Gounod). Will-
iam Place, Jr., Mandolin Solo.
Souvenir of Venice (Place). William Place, Jr.
Mandolin Solo.
12-IN. BLUE-LABEL DOUBLE-DISC RECORDS
A5516 The Mistletoe Bough (Bishop). Mildred Potter.
Contralto, orch. accomp.
Rocked in the Cradle of the Deep (Knight). Frank
Croxton, Bass, orch. accomp.
A5518 In the Sweet Bye-and-Bye. Columbia Mixed Quartet
with organ accomp.
A Thousand Years. Columbia Mixed Quartet with
organ accomp.
A5520 The Serenade (Herbert). Vocal Gems. Columbia
Light Opera Company, orch. accomp.
The Serenade (Herbert). Selections. Prince's
Orchestra.
10-IN. DOUBLE-DISC RECORDS.
A1447 Barney O'Hea (Lover). William Thomas, Tenor,
orch. accomp.
When You and I were Young, Maggie. Archie
Anderson, Baritone, orch. accomp.
A1448 Rendezvous — Intermezzo (Aletter). Prince's Orches-
tra.
Un Peu d'Amour (A Little Love, A Little Kiss)
(Silesu). Prince's Orchestra.
A1389 Marietta Two-step and Polka (Sternv-Courquin)
Ellery Band.
La Feria Suite (Lacome). "La Zarzuela." Ellery
Band.
12-IN. DOUBLE-DISC RECORDS.
A5515 Tis Not True (Non e ver) (Mattei). Mrs. A.
Stewart Holt, Contralto. Violin and harp accomp:
Will You Love Me When I'm Old? (Ford). Mrs.
A. Stewart Holt, Contralto. Violin and harp ac-
comp.
A5517 All Souls' Day (Lassen). Cornet solo by Charles
Leggett. Band accomp.
Song Without Words (Goltermann). 'Cello Solo
by Jean Schwiller.
DOUBLE-DISC RECORDS.
The Latest Popular Dances.
A1458 Tres Chic (Caslar). Prince's Band. 10-in
A1457 He'd Have to Get Under. Get Out and Get Under
(Abrahams). Prince's Band. 10-in
A5524 L'Amour— One-step (Christine). Prince' Band
12-in.
Hesitation Waltz (Shaw). Prince's Orchestra. 12-in.
A5525
A5526
A1452
A1453
A1455
A5522
A1459
Dreaming — Waltz (Joyce). Prince's* Orchestra. 12-in.
Isle d'Amour — Waltz (Edwards). Prince's Band.
12-in.
La Rumba — Tango (Brymn). Prince's Band. 12-in.
Maurice Irresistible — Tango (Logatti). Prince's
Band. 12-in.
FEBRUARY SONG HITS.
On a Good Old-Time Sleigh-Ride (Gumble). Peer-
less Quartet, orch. accomp. 10-in.
Flow Along, River Tennessee (Gumble and Wells).
Albert Campbell, 1st Tenor and Henry Burr, 2d
Tenor, orch. accomp. 10-in.
Down in Chattanooga (Berlin). Arthur Collins,
Baritone, and Byron G. Harlan, Tenor, orch. ac-
comp. 10-in,
Tra, La, La, La (Berlin). Arthur Collins, Baritone,
and Byron G. Harlan, Tenor, orch. accomp. 10-in.
I Miss You Most of All (Monaco). Manuel Romain,
Counter-Tenor, orch. accomp. 10-in.
Would You Take Me Back Again? (Morris). Man-
uel Romain, Counter-Tenor, orch. accomp. 10-in.
Little Church Around the Corner (Carroll). Nora
Watson, Contralto, and Henry Burr, Tenor, orch.
accomp. 10-in.
I'm Afraid I'm Beginning to Love You (Goodwin
and Browne). William Halley, Tenor, orch. ac-
comp. 10-in.
I'm Just Crying for You (McCarthy and Monaco).
Ed. Morton Baritone, orch. accomp. 10-in.
Daddy Did a Wonderful Thing (Meyer). Billy Wat-
kins, Tenor, orch. accomp. 10-in.
He'd Have to Get Under, Get Out and Get Under
(Abrahams). William Halley, Tenor, orch. ac-
comp. 10-in.
Pussy Cat Rag (Gill). Ada Jones, Soprano, and
Peerless Quartet, orch. accomp. 10-in.
Little Cafe (Caryll). "Just Because It's You."
Grace Kerns, Soprano, and chorus, orch. accomp.
12-in.
Little Cafe (Caryll). Waltzes. Prince's Orchestra.
12-in.
Madcap Duchess (Herbert). "Love Is a Story
That's Old." Agnes Kimball, Soprano, and
Chorus, orch. accomp. 10-in.
Madcap Duchess (Herbert). Selections. Prince's
Orchestra. 10-in.
THOMAS A. EDISON, INC.
REGULAR LIST.
2145 Aida March (G. Verdi) Edison Concert Band
2146 The Kerry Dance (James L. Molloy) Soprano
with orch. accomp Elizabeth Spencer
2147 On the Banks of the Wabash, Far Away (Paul
Dresser) Baritone and chorus, orch accomp. .
Vernon Archibald and Chorus
2148 Kiss Me Good-night (Goodwin and Brown).
Comic song, orch. accomp Billy Murray
2149 The Nightingale (Ed. Mollenhauer) Piccolo, orch.
accomp Henry Heidelberg
2150 When the Twilight Comes to Kiss the Rose Good-
night (Henry W. Petrie) Tenor, orch. accomp.
George Wilton Ballard
2151 Sweet Anna Marie (Theodore Morse) Tenor
duet, orch. accomp. A. H. Campbell and I. Gillette
5152 (a) A Little Christmas Basket; (b) Howdy, Honey!
Howdy! (Paul Lawrence Dunbar). Reading.
Edward Sterling Wright
2153 (a) When de Co'n Pone's Hot; (b) 'Possum.
(Paul Lawrence Dunbar). Reading
Edward Sterling Wright
2154 Our Volunteers Waltz (Wm. H. Santelmann). . .
United States Marine Band
2155 Would You Take Me Back Again? (Alfred Sol-
man) Tenor, orch. accomp Manuel Romain
2156 There's Lots of Stations on My Railroad Track
(Leo Edwards) Conversational duet
Ada Jones and Billy Murray
2157 Ruy Bias Overture (Mendelssohn)
Victor Herbert and His Orchestra
2158 Samson and Dalila — My Heart at Thv Sweet
Voice (Saint-Saens). Contralto, orch. accomp. .
Mary Jordan
2159 Underneath the Tango Moon (Harry Carroll).
Orch. accomp. . .A. Collins and Byron G. Harlan
2160 Flee as a Bird (Mrs. S. M. B. Dana.) Contralto,
sacred, orch. accomp Helen Clark
2161 Tango — La Bella Cubanera (M. L. Lake). For
dancing. National Promenade Band
2162 How Long Have You Been Married? (Rennie
Cormack). Comic song. orch. accomp. .-Billy Murray
2163 Ever of Thee (Foley Hall). Violin, violoncello,
flute and harp Venetian Instrumental Quartet
2164 Just Because It's You — The Little Cafe (Ivan
Carvll) Soprano, orch. accomp. .Elizabeth Spencer
2165 Tres Chic One-step (Dan H. Casler) For dancing.
National Promenade Band
2166 The "Honest" Hold-up Man and "Billy Beans"
Vaudeville specialty Murray K. Hill
2167 Dinah (Henry I. Marshall) Male voices, orch.
accomp Peerless Quartet
2168 When It's Springtime in Virginia (Ernie Erdman)
Baritone, orch. accomp O. J. McCormack
2169 Under the Double Eagle March (J. F. Wagner)
New York Military Band
2170 Saw Ye My Saviour — Communion Hymn (Mary-
Baker G. Eddy). Christian Science Hymn,
organ accomp Edison Mixed Quartet
2171 Dance of the Hours — La Gioconda (Ponchielli)
New York Military Band
2172 'Tis But a Little Faded Flower (J. R. Thomas)
Tenor and Baritone, orch. accomp
John Young and Frederick J. Wheeler
2173 Lead Me to that Beautiful Band (Goefz ana
Berlin) Coon song. orch. accomp. .. Stella Mayhew
2174 King Karl March (C. L. Unrath)
New York Military Band
FOUR POLK MILLER RECORDS.
2175 The Bonnie Blue Flag. Banjo accomp
Polk Miller and His Old South Quartet
2176 Laughing Song. Guitar accomp
Polk Miller's Old South Quartet
2177 What a Time. Guitar accomp.....
Polk Miller's Old South Quartet
2178 The Watermelon Partv- Guitar accomp
Polk Miller's Old South Quartet
NEW EDISON DEALERS DOWN EAST.
Edison disc dealers have recently been installed
in Keene, N. H., and Brattleboro, Vt, and other
points in these States.
The well-known firm of A. W. Dickerman,
Church street, has the line in Keene.
Many a man's best friends are those who know
him least.
THE TALKING MACHINE WORLD.
$dU (i> d> (j> a> (f> (ft*
MP MP
MP MP
READ your trade paper! Get The
Talking Machine World regu-
larly— It is worth many times to
you its annual cost.
There is but one talking machine
paper covering this entire industry, and it
is admitted by all that it is of great aid to
the dealers in every part of this country.
New economic conditions make cer-
tain knowledge necessary on the part of
merchants, and in every issue of The
World there is contained educational mat-
ter, instructive service, business news and
technical articles which are worth many
times the cost of the paper.
Thousands have been benefited, by
the business articles which appear in The
World, and every talking machine dealer
should receive it regularly.
The only way to do that is to pay for
it, and the cost is trifling — a little over
eight cents a month, and for that small
sum The World, with ail its mine of infor-
mation, is at your service.
If you do not receive the paper regularly, just
put your dollar in an envelope and address it to the
office of the publication, and you will say that it is
the best investment that you have ever made.
Do not dtiay but send on your dollar now.
Recolle/jt that your competitor is getting The
World — getting it regularly, and in it he is securing
some valuable pointers — information which places
you at a disadvantage if you do not read the paper.
Do not overlook such a valuable contributing
fac tor to your business success.
EDWARD LYMAN BILL
PUBLISHER
373 Fourth Avenue, New York City
THE TALKING MACHINE WORLD.
Wherever there is a person who likes
music, there is a market for Edison
Phonographs.
This line is so complete that it best
jrieets the requirements of all tastes and
ajl incomes, of those who are themselves
musii?ans an<^ °f those who can neither
play ntir s^nS but who love good music.
Just as vle fie^ °f good music on the
Edison is uijlimited, so the audience to
which it appals is anything that you
want to make ii.
INCORPORATED
59 Lakeside Ave., ORANGE, N. J-
VOL. X. No. 2.
SINGLE COPIES. 10 CENTS
PER YEAR, ONE DOLLAR
Published Each Month by Edward Lyman Bill at 373 Fourth Avenue, New York, February 15, 1914
Vi
:tor%tnla
A Corner of the Music Room
in the White House
Photo copyright Walrlon Fawcett. Washington. 1 1 C,
Permission for reproduction granted to Victor Talking Machine Co., Tamden. N. J
IT _ ~~Z
Kmc red as second-class matter May 2, 1905, at the post office at New York, X. V
ct of Congress of Marcl
THE TALKING MACHINE WORLD.
Leading Jobbers of TalKing MacKines in America
VICTOR JOBBERS Exclusively
What you want always in stock
400 Fifth Avenue
27 W. 34th Street
563 Fifth Avenue
153 W. 42d Street
New York
1856
TIEB-
1914
VICTOR
DISTRIBUTERS
VICTORS EXCLUSIVELY
We make a specialty of getting the order
out on time — every time.
The Rudolph Wurlitzer Co.
CINCINNATI and CHICAGO
Two points of supply; order from the nearer.
CHASE & WEST °l™mis
IOWA
Machines
Records
Cabinets
Victor
Everything
hi stock all
the time.
WHOLESALE TO IOWA TRADE
Send us your name and address and we will mail you
postpaid complete illustrated catalogues, giving detailed
inJormation concerning all Victor products. Showing the
various styles ol Victor Machines, list ol all Victor Records,
the entire line ol Victor Cabinets, Repair Parts and all Ac-
cessories. Dealers, let us help you build a Victor business.
PEBBT B. WHITSIT L. M. WELLEB
PERRY B. WHITSIT CO.,
SIS South High Street. Colamb, s, Ohio.
Idl.on MDDrDC Vletor Talking
Phonographs .IliKKrnN Wlaohlnos
and Records UUUULIIU a„d Raoordo
OLIVER ——————
Largeat VICTOR Talking
D I T S O N Machine Dutributor* East
of-Chicago.
COMPANY
BOSTON
Creator! of 'The Futut Victor
Service." Let u tell sou more
about our service.
J, DYER & BRO.
Saint Paul, Minn.
VICTOR & EDISON
Distributers
Quick Service for all pointsNm the North-
west. Machines, Records, Supplies.
VICTOR DEALERS
TRY US FIRST
We carry the Largest Stock of VICTROLAS, REC-
ORDS and CABINETS of any Distributor in the
South.
THE CORLEY COMPANY, Richmond, Va.
Where Dealers May Secure
COLUMBIA
Product
Ready, Full Stocks, and Prompt Deliveries
from Convenient Shipping Centers all
over the United States.
Distributors
Atlanta, Ga., Columbia Graphophone Co., 182
Peacbtree St,
Baltimore, lid., Columbia Graphophone Co., 306-
307 North Howard St.
BtrraiiisUaui, Ala., Columbia Graphophone Co.,
1818 Third Aw.
Columbia
Graphophone Co., 174
Columbia Graphophone Co., 622
raphoph!
Taiki
14 X.
117-
MacHlu
Co!"oihla Stores Co., 605-607 Six-
Columbia Graphophone Co., 114
■ Oo'-."
est.-
Tiilki
Mai
Boston, Mass.,
Tremont St.
Buffalo, N. V..
Main St.
Chicago' 111., C'i
Michigan Aw.
Cincinnati, O., Columbia Graphophone Co.,
11» \v. :»4«ur(M ' A«. .
Cleveland, O., Cnlunibla Graphophone Co., 913
Euclid Ave.
Dallas. Tex., So
1403 Main bt.
Denver, Colo.,
Icenth St.-
Detroit, Mick..
iiruudway.
El Paso, 'l'e.v., .South
.Mnnfoii and Texas, i:,
Hurtlonl, Conn.. Uoluuibin Cira phnptaone Co., 719
Main St.
Indianapolis, ind., Columbia Graphophone Co.,
-7 N, I'ounsylvHiila St.
Kausas City, Mo.. Columbia Graphophone Co.,
1112 Grand A v.-.
Lincoln, Kebr., Tbe Grafouola Company, 1036
u St.
Livingston, Mout., Scheuber Drug Co.
Los Angeles, CaL, Columbia Graphophone Co.,
-iai-41'2 S. Hronilway.
Louisville, Ky., Columbia Graphophone , Co., 423
South Fourth St.
Milwaukee, Wis., Albert G. Kunde, 616 Grand
Ave.
Minneapolis, Minn., Columbia Graphophone Co.,
424 Xi col let Ave.
New Haven, Conn., Columbia Graphophone Co.,
1!5 I'hurch St.
Slew Orleans, La., Columbia Graphophone Co..
933 Canal St
New York City, Columbia Graphophone Co., 89
Chambers St.; Columbia Graphophone Co., 36-37
W. 23d St.; Columbia Graphophone Co.. 39 W.
125th St.
Philadelphia, Pa., Pennsylvania Talking Mach.
Co., 1109 Chestnut St.
I'ittsbnrgU, Pa., Columbia Draphouhone Co,, 101
Federal St.
Portland, Me., Columbia Graphophone Co., 660
Congress St.
Portland, Ore., Columbia Graphophone Co., 371
Washington St.; Bllers Music House.
Providence, R. I., Columbia Graphophone Co.,
119 Westminster St.
Rochester, N. Y., The Grafonola Company, 38
South Ave.
Sacramento. CaL, Kirk, Geary & Co.
Salt Lake City, Utah. Paynes-Beer* Music Co.,
45 Main St.
San Francisco, CaL, Columbia Graphophone Co.,
334 Sutter St.
Seattle, Wash.. Columbia Graphophone Co., 1311
First Ave.; Ellers Music House, 3d and Univer-
sity Sts.
Spokane. Wash., Columbia Graphophone Co., 818
Spragne Ave.
Sprinjrfield. Mass.. Columbia Graphophone Co..
174 Worthington St.
St. I.otiIm. Mo., Columbia Graphophone Co., 1008
Olive St.
St. Paul. Minn., Columbia Graphophone Co., 17
Knsl Sixth St..
Tampa. Fin., Tampa Hardware Co.
Terre Hante, Ind., 640 Wabash Ave.
Toledo. O., Columbia Graphophone Co., 229 Supe-
rior St.
Washington. D. C. Columbia Graphophone Co.
1210 G St., N. W.
DEALERS WANTED — Exclusive selling rights
given where we are not actively represented.
Write for particulars to the Columbia Graphophone
Co., Wholesale Department, Woolworth Building,
New York.
Headquarters for Canada:
Columbia Graphophone Co., 363-5-7 Soraurert Ave.
Toronto, Ont.
Every Jobber in this country should be
represented in this department. The coat
is slight and the advantage is great. Be sure
and have your card in the March List.
SANGER BROTHERS
Dallas, Texas
VICTOR
Distributers
"We ship the same day."
W. D. ANDREWS
Syracuse - - Buffalo
All orders are acknowledged
the same day received by
shipping the goods. Make us
prove it. All foreign records
in our stock.
Victor
Edison
Southern Victor Dealers
Largest Stock VICTROLAS and RECORDS.
Prompt Shipment and Low Svetgltt Rates.
WALTER D. MOSES & CO.
Oldest Music House in Virginia or; North Carolina.
RICHMOND, VA.
Edison Phonograph Distributors
for the SOUTHWEST
All Foreign Records in Stock
Houston Phonograph Co., HO$J£N
NEW ENGLAND
JOBBING HEADQUARTERS
EDISON AND VICTOR
MachtnM Records Bond Supplies.
THE EASTERN TALEING MACHINE CO.
177 Tr.mont Stmt . • BOSTON. MASS.
PACIFIC COAST ■SKKiF-
Victor Talking Machines records
STEFNWAY PIANOS-LYON & HEALY
"OWN MAKE" BAND INSTRUMENTS
San Francisco Portland
Los Angeles
Sherman, Clay & Co. lll^T
Talking Machine Dealers
Who are desirous of adding new features to
their line should consult
The Music Trade Review
This is the oldest music trade publication in
this country, having appeared without inter-
ruption since July, 1879.
It is published every Saturday, and contains
a thorough and exhaustive resume of all de-
partments of the music trade industry.
Its editions' vary from 60 to 150 pages.
It is conceded to be the most influential
paper representing the music trade, and if you
are interested in the topics with which it deals,
do not fail to receive this paper regularly.
Ask for a sample copy.
Regular subscription price is $2 per year.
EDWARD LYMAN BILL
EDITOR AND PROPRIETOR
373 Fourth Ave., New York
V
The Talking Machine World
Vol. 10, No. 2.
New York, February 15, 19 14.
Price Ten Cents
DANCE RECORDS SCARCE IN ST. LOUIS.
Heavy Demand for Such Records, with Dealers
Unable to Get Sufficient Stock — Jobbers Be-
tween Two Fires — Remarks of Mr. Rauth.
(Special to The ialking Machine World.)
St. Louis, Mo., February 7. — The dance is the
thing in the talking machine business in this sec-
tion at present. Dance record sales are exceeding
the factory speed limit, or at least they are trying
to, but unfortunately for the dealers, they cannot
sell more records than the factories will turn out.
With this rush for dance records comes an accom-
panying demand for machines to play them. Per-
haps this is the explanation of the excellent busi-
ness that is being reported for January, but the
movement of machines is too heavy to ascribe it
to the dance demand alone; part of the demand
must be ascribed to the general gain in business.
But seriously, there probably is not a dealer in
this section that has had all of the dance records
he wants. Some of them have revived some old
records that will meet the demand, and have
cleared out these when the ones that are called
fnr are not at hand. This shortage is peculiar in
that it affects all makes as far as this territory is
concerned. A saving grace of the situation is that
the new dances are so much alike that if the
dance called for cannot be had, some other will do.
The wonderful jump of the talking machine
• business in December, and its maintained pace
through January, has set a good many dealers in
tilings musical thinking, who had not given really
serious attention to this line before.
A letter received by the Koerber-Brenner Music
Co., the well-known Victor distributers, a few days
ago, illustrates the situation. E. C. Rauth, vice-
president of the company, was on a trip through
Kentucky and to other Southern points and varied
his route to a town not heretofore visited. He got
a very nice record order and a few days after his
return home received a letter from the dealer
thanking him for the prompt shipment, and con-
cluding: "1 gave you the records I could not buy
of the two jobbing houses I have formerly patron-
ized, and you filled it 50 per cent. Please accept
my thanks." The fact that a dealer is willing to
thank a jobber for a 50 per cent, filled order
shows what the situation is in this section.
Concerning this trip Mr. Rauth says that thte
business accumulated for immediate shipment was
surprising. "It all goes to show that the dealers
arc not overstocked after the holidays, and that
they are appreciating the possibilities of this con-
stantly growing business."
MAYERS BUYS ROONEY STORE.
Ninth Avenue Dealer Will Conduct This Estab-
lishment as a Branch Store.
The stock, assets and good-will of the talking
machine store of John J. Rooney, 1983 Broadway,
New York, recently adjudged bankrupt, was sold
at a private sale February 2 by J. N. Black-
man, receiver. The purchaser, who was the high-
est bidder at the sale, sold the store in turn to A.
H. Mayers, the well-known Victor and Edison
dealer at 790 Ninth avenue, New York, who will
conduct the store at 1983 Broadway as a branch
establishment.
GREAT BUSINESS INCREASE
In Talking Machine Department of J. W. Jen-
kins' Sons Co., Kansas City, Necessitates
Erection of New Demonstrating Rooms.
(Special to The Talking Machine World.)
Kansas City, Mo., February 6. — To such pro-
portions has grown the business of the talking
machine department of the J. W. Jenkins' Sons
Music Co., of this city, under the management of
Burton J. Pierce, that it has been found necessary
to remodel the company's store for the purpose of
making room for four additional demonstration
rooms. The new rooms, built of mahogany and
plate glass and perfectly sound-proof, will be
located on the ground floor, where there are al-
ready ten rooms, and when the new equipment is
installed the company will have in all twenty-one
rooms devoted exclusively to the demonstration of
talking machines.
Michael Bard, who has been connected with the
Jenkins house for the past five years as salesman,
making some records in that line, has resigned for
the purpose of entering another line of business.
NEW EDISON JOBBER IN SEATTLE.
Pacific Phonograph Co. Incorporated in That
City with A. R. Pommer at Its Head.
(Special to The Talking Machine World.)
San Francisco, Cal., February 6. — The Pacific
Phonograph Co., N. W., has been organized to
engage in the jobbing business of Edison products,
with headquarters in Seattle, Wash. A. R. Pom-
mer, proprietor of the Pacific Phonograph Co. in
this city, is head of the concern, and C. O. Baker
is secretary and manager. Mr. Baker is new in
the talking machine business and also new in
Seattle, coming from Colorado, but he is taking
hold of the enterprise in a creditable manner and
is getting things started in very good shape, with
the assistance of J. E. McCracken, the well-known
traveler for the local company, who is up there at
present for the purpose of directing matters where
experience is needed. Mr. Schwab will act as
traveling representative of the Northern house. In
the future the entire Northwest will be covered
from Seattle, instead of from this office, which
will enable the Pacific interests to give better serv-
ice in that section. The Seattle warerooms are at
310 Maritime building, where spacious quarters
have been secured in a desirable wholesale section
TALKER MUSIC FOR WAR DANCES.
Indians at Annual Meeting in Lincoln, Neb.
Hear Their Native Music Reproduced.
(Special to The Talking Machine World.)
Lincoln, Neb., February 5. — The monotonous,
rythmic thump of the Indian tom-tom with the
quavering falsetto of the squaws as they danced
the "Omaha" and "Sun" dances in circles of
whirling war-bedecked savages were made realistic
recently for 200 gray haired men and women who
met at the Temple Theater in the annual meet-
ing of the Territorial Pioneers' Association. The
music was played on a talking machine. These
wax impressions were secured by Prof. M. R.
Gilmore, of the university faculty, who is arrang-
ing for their preservation in the university
archives.
LOWER DUTY ON RECORDING WAX. BARKER BROS. NEW QUARTERS.
The Board of General Appraisers this week-
upheld the claim of A. H. Ringk & Co., importers
and customs house brokers, relative to their re-
quest for lower duty on importations of wax spe-
cially prepared for use in making records.
Collector Malone classified the article as a manu-
facture of wax not specially provided for, under
Paragraph 462 of the old act, and exacted duty
at 25 per cent, ad valorem. The importers said
the wax was an unenumerated manufactured arti-
cle, dutiable at 20 per cent, under paragraph 48Q,
(Special to The Talking Machine World.)
Los Angeles, Cal., February 5. — Arrangements
have been completed by Barker Bros, for new
quarters for the talking machine department,
which will give this department a much more prom-
inent place in the business. A number of new
demonstration rooms are being installed on the
main center floor, where attractive and splendidly
equipped quarters are being fitted up. J. H. Booth,
manager of the department, expels to Jeaye for
the East shortly,
NEW STORE IN MILWAUKEE.
The Milwaukee Phonograph Co. to Open a Large
Retail Store at 213-215 Second Street About
March 1 — Will Feature the Edison Line —
Place to Be Attractively Fitted Up.
* (Special to The Talking Machine World.)
Milwaukee, Wis., February 9. — The Milwaukee
Phonograph Co., jobbers in Wisconsin for the Edi-
son line, has completed all arrangements for
opening a large retail Edison store at 213-215
Second street about March 1, or soon after that
date. William A. Schmidt, manager of the com-
pany, has had the plan in mind for several months,
but has been waiting until he could secure the
proper location. There are undoubtedly won-
derful possibilities for a large downtown retail
Edison store in Milwaukee, and Mr. Schmidt be-
lieves that the exclusive location which he has
secured will insure a big business from the high-
class trade. Two floors of the Second street
building will be occupied and there will be more
than 15,000 square feet of floor space available.
Most of the first floor will be occupied by the new
retail department, while the remainder of the
space will be taken up by the wholesale depart-
ment of the company, which will be moved from
its present quarters at 347-349 Broadway. Offices
of the wholesale department will occupy the first
floor, while the second floor will be given up to
stock rooms and demonstration parlors for deal-
ers. Handsome parlors for the retail trade will be
opened on the first floor. Several thousand dollars
will be spent, according to Mr. Schmidt, in fitting
up a complete and attractive Edison store which
will surprise the people of Milwaukee. Mr.
Schmidt has not selected, as yet, a manager for
the new retail store, although he says that he has
several men in mind for the place.
DRAFTING HYPOTHECATION BILL.
National Association of Credit Men Perfecting
Bill Which Will Protect Manufacturers from
Customers Who Secretly Hypothecate Their
Accounts Receivable — Interesting Details.
The Legislative Committee of the National As-
sociation of Credit Men is still busy on the bill
it is drafting to protect manufacturers and job-
bers from customers who secretly hypothecate
their accounts receivable. According to W. W.
Orr, assistant secretary of the association, the com-
mittee is trying to draft a bill which will be pro-
tective to the creditors without being oppressive
to the mercantile bankers and financial companies.
It has been suggested to the committee, Mr. Orr
said this week, that it make provision for amend-
ing the State law applying to chattel mortgages
so that it will provide for compulsory filing with
the County Clerk of records of accounts that are
sold to financial companies. The main idea of the
bill is publicity, and this is what many of the newer
companies do not want. The amendment to the
chattel mortgage law is being worked successfully
in the Province of Saskatchewan, Canada, it is
said this week, that it make provision for amend-
such provision is now in effect.
BUYS FULL SET OF OPERA RECORDS.
Unusual Sale of Victor Records Made Recently
by Krausgill Piano Co., Louisville, Ky.
A record sale of particularly interesting character
was made recently in Louisville, Ky., when the
Krausgill Piano Co., of that city, sold to one man,
R. T. Durrett, a complete set of Victor opera rec-
ords for a present to a friend. The Krausgill Co.
believes that the sale sets a new record, for al-
though it is a frequent occ'urance to sell all the
records of one or even several operas, it is be-
lieved to be the first case where a single purchaser
has taken a complete set of records of all the opera^
jn the Victor catalog at one tirr^,
4
THE TALKING MACHINE WORLD.
SPECIAL CENSUS OF TALKING MACHINE INDUSTRY.
W. M. Steuart, Chief of Division of Manufacturers of the U. S. Census, Seeks Co-opera-
tion of and Suggestions from Manufacturers and Others Connected with the Talking
Machine Trade to Insure Accuracy in Compiling Statistics Regarding the Industry.
(Special to The Talking Machine World.)
Washiington, D. C, February 7— Talking ma-
chine manufacturers as well as jobbers and deal-
ers are invited to volunteer suggestions as to how
the coming special census of the manufacture of
musical instruments, which will include talking
machines, may be made more complete and of
greater value in the trade. The World is asked
to carry this message to all the interests in the
industry by W. M. Steuart, Chief of the Division
of Manufactures of the United States Census.
The purpose of the special census of 1914 in
the musical instrument field will be, like its pred-
ecessors,, to show the absolute and relative magni-
tude of the different branches of the industry;
the growth and decline of manufacture in the
various lines ; the size and character of the es-
tablishments, etc. Obviously, such information is
of value chiefly to the persons who are engaged
one way or another in the musical instrument
business, and it is with the object of giving the
trade just the class of information that would
be of use to the Census Bureau officials who have
asked The World to circulate a broadcast invi-
tation.
There are a number of topics on which the of-
ficials want specific information, such as the mat-
ter of costs of material and other changes that
have occurred during recent years in the talking
machine as well as other lines of business in the
music trade field.
The officials are in a quandary as to whether
or not they should not henceforth in gathering
statistics as to the manufacture of sound-pro-
ducing instruments make separate tabulations of
the horn machines and the hornless or cabinet
machines that have latterly attained such vogue.
They are waiting to hear from the trade on this
score.
Again they would appreciate hints as to whether
the trade would prefer to have separate statistics
upon the manufacture of single-sided and double-
sided records instead of having all disc records
lumped as heretofore. In the last census, too,
there was no attempt to separate, in tabulation,
the cylinder records and blanks produced for en-
tertainment purposes from those designed for of-
fice dictation work. The officials would like to
have somebody "on the inside" tell them whether
it would be well to specialize further in this direc-
tion.
Anxious to Meet Manufacturers' Wishes.
In all instances the Government officials are
anxious to as nearly meet the wishes of manufac-
turers as is possible. For instance, in speaking of
possible changes in the scope of talking machine
statistics, the expert in charge of this part of the
work, said to The World: 'Whereas we are
anxious to compile all the statistics that would be
of value, we realize that there are so compara-
tively few manufacturing firms engaged in this in-
dustry that we must exercise the greatest caution
not to make public information that, if closely
scrutinized, might disclose some of the business
secrets of firms in this field."
Members of the trade may in some instances be
a trifle mystified as to the early activity in prepara-
tion for the coming special census in view of the
fact that this census is to cover the calendar year
1914, and consequently the actual compilation of
the figures cannot commence until early in 1915.
The explanation of the quest for advice a year
in advance is found in the fact that the officials
are now preparing the schedules — the lrsts of ques-
tions which will be sent to every manufacturer of
musical instruments in the United States.
Revising List of Manufacturers.
If any change is to be made in the character of
the information gathered — that is, if any new ques-
tions are to be put to manufacturers as to the
volume of their business — it will be necessary to
outline it on the printed blanks which will be
mailed to manufacturers during the close of the
present year. Meanwhile, as another preparatory
activity the Census Bureau is revising its confi-
dential list of the musical instrument and talking
machine manufacturers of the United States.
One plan that has been formulated tentatively
by the officials of the Bureau of Manufactures
contemplates that the musical instrument census
of 1914 shall embody a discussion and analytical
study of the industry with reference to its trend
and development and not a mere array of figures,
as is the case with the census the returns of which
have just been printed in permanent form. Ten
years ago special reports of this kind were made
in the case of a number of industries — although 1
believe that music trade production was not then
included — but if men in the trade will urge such
special study by an expert there is little doubt that
the musical instrument business can have such
representation in the project now taking shape.
The Chief of the Division of Manufactures ex-
pects to have complete figures regarding the in-
dustry on hand at the end of the present year, so
that the full results of the census of all branches
of the music trades will be published during the
summer or autumn of 1915 — an unprecedented
record in view of the fact that always heretofore
it has required at least three or four years to
complete the canvass and publish the data. It is
expected that the coming census will show that
the manufacture of musical instruments (includ-
ing talking machines and phonographs) is one of
the eight most important industries in the United
States, and as such it will merit prompt analysis
of the statistics and announcement of the results.
EUREKA PHONOGRAPH CO. CHARGE.
(Special to The Talking Machine World.)
Calumet, Mich., February G. — Among the ship-
ments of freight recently received' here was 480
pounds of talking machine needles, which were
shipped to McLogan & Pierce, dealers in talking
machines and other musical goods on Fifth street,
Red Jacket.
Manager Logan, of this firm, stated that this is
one of the largest shipments of needles ever made
to one firm in the State of Michigan, or perhaps
in any town in the entire Northwest. The ship-
ment of talking machine needles covers all varie-
ties, including soft tone, loud tone, wooden, fiber,
nickel, steel, large and small, in fact every sort of
a needle that is made for a talking machine.
The McLogan & Pierce concern covers a large
territory, including the iron district, and its in-
creasing business necessitated having a large stock
on hand to meet supplies. They have just moved
into large and spacious quarters in the old Kecko-
nen Building- on Fifth street, where they will have
much larger quarters to meet the demands of their
business, which is steadily growing despite the
strike in the copper country, which territory this
firm covers very largely.
KING CANS HIS SPEECHES.
Christian X. of Demark Talks Into Phonograph
for Posterity — Cablegram from Edison.
King Christian X., of Denmark, is the first mon-
arch who has talked into a phonograph for the
purpose of preserving his voice for the historic
phonographic archives in the Danish Royal Li-
brary.
He repeated into the instrument his proclama-
tions and his speech from the balcony of the Arna-
lienborg Palace to a great gathering of cheering
people when he received the crown after Kins
Frederick's sad death in a Hamburg street.
The following congratulatory cablegram was re-
ceived from Thomas A. Edison : "I am pleased to
learn that the Danish nation should be a pioneer
in preserving for posterity the methods and life of
their ancestors."
It Requires No Great Stretch of the Imagination to
Realize That Eastern Service Must Be Good
CONSIDER: The fact that we have been handling talking machines, records and supplies exclusively
for nineteen years.
: That our entire time, energy and attention is devoted to one line.
: That constant application is given to the betterment of our service.
: That our stock is large, complete and up-to-date, and our shipping facilities unusual.
THEN YOU HAVE some of the reasons why EASTERN SERVICE is different from the ordinary.
The absolute proof is in the trying. Try it.
EASTERN TALKING MACHINE COMPANY
177 TREMONT STREET, BOSTON, MASS.
EDISON
FOR NINETEEN YEARS TALKING MACHINES EXCLUSIVELY
VICTOR
THE TALKING MACHINE WORLD.
5
Victor- Victrola IV, $15
Oak
Victor-Victrola VIII, $40
Oak
Victor - Victrola
The greatness of the Victor-Victrola as a commercial and musical power is more evident
every day.
Its influence is reflected in the progressive and well-appointed showrooms of Victor dealers
the world over.
They have shared in the profits and prestige which have followed its universal recognition
as the world's greatest musical instrument.
They have seen the refining influence
of the Victor-Victrola uplift the entire music
trade to a position of dignity in the community.
And with the continuous triumphs of this
wonderful musical instrument has come to
dealers a bigger conception of its future pos-
sibilities.
The Victor business of thousands of
' Victor dealers is gaining increased headway
every day, and great as has been their busi-
ness in the past, it does not compare with the
new and greater opportunities now presented
by the Victor-Victrola line.
Victor Talking Machine Co.,
Victor-Victrola X, $75
Mahogany or oak
Camden, N. J., U. S. A.
Berliner Gramophone Co., Montreal, Canadian Distributors
Always use Victor Machines with Victor Records and Victor Needles—
the combination. There is no other way to get the unequaled Victor tone.
Victor-Victrola XVI, $200
Mahogany or oak
Albany, N. Y Finch &Hahn.
Altoona, Pa w. F. Frederick Piano Co
Atlanta, Ga Elyea-Austell Co.
Phillips & Crew Co.
Austin, Tex The^alking Machine Co., ol
Baltimore, Md Cohen & Hughes, Inc.
E F. Droop & Sons Co.
H. R. Eisenbrandt Sons.
Bangor, Me Andrews Music House Co.
Birmingham, Ala.. . Talking Machine Co.
Ronton Mass . Oliver Ditson Co.
boston, mass Tfae Eastern Xalking Machine
Co.
M. Steinert & Sons Co.
Brooklyn. N. Y . . . .American Talking Machine Co.
Buffalo. N. Y W.D.Andrews.
BunaiO, in. ■ Neal, Clark &Neal Co.
Burlington, Vt American Phonograph Co.
3utte, Mont Orton Brothers.
Chicago, III LyoIlASeal£, • - n
" ' The Talking Machine Co.
The Rudolph Wurlitzer Co.
Cincinnati, O The Rudolph Wurlitzer Co.
Cleveland. O .The W. H. Buescher & Sons Co.
° ' The Collister & Sayle Co.
The Eclipse Musical Co.
Columbus, O Perry B. Whitsit Co.
Dallas, Tex Sanger Bros.
Denver, Colo The Hext Music Co.
The Knight-Campbell Music Co
Des Moines, la. .. .Chase & West Talking Mach. Co.
Mickel Bros. Co.
Detroit, Mich Grinnell Bros.
Victor Distributors
Elm Ira, N. Y Elmira Arms Co.
El Paso, Tex W.G. WaliCo.
Galveston, Tex Thos. Goggan & Bros.
Honolulu, T. H .... Bergstrom Music Co., Ltd.*
Indianapolis, Ind.. . Stewart Talking Machine Co.
Jacksonville, Fla. . . Florida Talking Machine Co.
Kansas City, Mo. . .J. W.Jenkins SonsMusicCo.
Schmelzer Arms Co.
Lincoln, Neb Ross P. Curtice Co.
Little Rock, Ark ... O. K. Houck Piano Co.
Los Angeles, Cal ... Sherman, Clay & Co.
Louisville, Ky Montenegro-Riehm Music Co.
Memphis, Tenn. . . . O. K. Houck Piano Co.
Milwaukee, Wis. . .Wisconsin Talking Machine Co.
Mobile, Ala Wm. H. Reynalds.
Montreal, Can Berliner Gramophone Co., Ltd.
Nashville, Tenn. . . . O. K. Houck Piano Co.
Newark, N. J Price Talking Machine Co.
New Haven, Conn.. Henry Horton.
New Orleans, La. .. Philip Werlein, Ltd.
New York, N. Y. . . Blackman Talking Machine Co.
Sol. Bloom, Inc.
Emanuel Blout,
C. Bruno & Son, Inc.
• I. Davega, Jr., Inc.
S. B. Davega Co.
Chas. H. Ditson & Co.
Landay Brothers, Inc.
New York Talking Machine Co.
Silas E. Pearsall Co.
Benj. Switky.
Omaha, Neb A. HospeCo.
Nebraska Cycle Co.
Peoria, III Putnam-Page Co., Inc.
Philadelphia, Pa. . . Louis Buehn.
C. J. Heppe & Son.
Penn Phonograph Co., Inc.
The Talking Machine Co.
H. A. Weymann & Son, Inc.
Pittsburgh, Pa C. C. Mellor Co., Ltd.
Standard Talking Machine Co.
Portland, Me. ... . . Cressey & Allen, Inc.
Portland, Ore Sherman, Clay & Co.
Richmond, Va The Corley Co., Inc.
W. D. Moses & Co.
Rochester, N. Y ... E. J. Chapman.
The Talking Machine Co.
Salt Lake City, UtahConsolidated Music Co.
San Antonio, Tex .. Thos. Goggan & Bros.
San Francisco, Cal.. Sherman, Clay & Co.
Savannah, Ga Phillips & Crew Co.
Seattle, Wash Sherman, Clay & Co.
Sioux Falls, S. D .. Talking Machine Exchange.
Spokane, Wash .... Sherman, Clay & Co.
St. Louis, Mo The Aeolian Company of Mo.
Koerber-Brenner Music Co.
St. Paul, Minn W. J. Dyer & Bro.
Koehler & Hinrichs.
Syracuse, N. Y . . . . W. D. Andrews Co.
Toledo, O The Whitney & Currier Co.
Washington, DC. Robert C. Rogers Co.
E. F. Droop & Son*.
6
THE TALKING MACHINE WORLD.
Unique Record albums
CONTAINING SIX PAGES OF INDEX
For Durability, Artis-
tic Design and Finish,
our Albums have no
equal. They are made
in the most substantial
manner by skilled
workman, and are first-
class in every partic-
ular. We sell them
at very low prices t o
meet competition.
DISC RECORD ALBUMS
ARE WHAT EVERY
Talking Machine Owner
MUST NOW HAVE
With the index they
make a complete sys-
tem for filing away all
disc Records, and can
be added to, Album by
Album, as Records ac-
cumulate, like books in
a librarv.
OUR SUPERB ALBUMS ARE BEST FOR VICTOR, COLUMBIA AND ALL OTHER TALKING MACHINES
MADE IN TWO SIZES TO FIT ALL 10 AND 12=INCH DISC RECORDS
These Albums contain 17 pockets made of strong fibre paper, each pocket having a hole in
the center, as shown in the picture. These pockets are so made that they show very plainly
both the single and double face titles on the RecordSo The Albums are bound in the finest quality
of Brown Silk Finish Cloth, with gilt title on front cover. They are also bound in imitation
leather. Write for sample and prices of our Albums, which are superior to all others.
Address NATIONAL PUBLISHING CO., 235 South American St., Philadelphia, Pa
A LIVE TALKER DEPARTMENT.
Section of Main Floor of Store of F. G. Smith
Piano Co., Washington, D. C, Given Over to
Sale of Victor and Columbia Machines.
A RECIPE FOR "MAKING GOOD."
(Special to The Talking Machine World.)
Washington, D. C, February 7. — So rapid has
been the development of the business of the talk-
ing machine department of the F. G. Smith Piano
Co., at 1217 F street, this city, that it was recently
found advisable to
move the department
tp the main floor of
the company's build-
ing, where sound-
proof and other
special equipment was
installed to facilitate
the proper handling of
the trade. The accom-
panying illustration
affords an excellent
idea of the general
attractiveness of the
department.
The F. G. Smith
Co. handles both the
Victor and Columbia
lines of talking ma-
chines and records,
and features both in
an aggressive manner.
Complete stocks of F. G. Smith Piano Co.'s
both makes of records are always kept on hand.
The business in both machines and records during
the holidays was in excess of any previous record
made by the company, while trade for January
was in excess of same month last year.
In addition to the talking machine lines the F.
G. Smith Co. also handles the Chickering, Brad-
bury and other makes of pianos and player-pianos
with great success.
As a man's knowledge broadens to understand
the relations between his own special work and
the work of other departments, he tends to become ■
inventive. He will probably see means of improving
a method or process, some economy that could
be effected, some difficulty in inter-departmental
relations that could be smoothed away. Every
time he succeeds in securing any such advantage,
liis interest in his work and his self-confidence
FEATURING DANCE RECORDS. I
Columbia Graphophone Co.'s Store in Boston
Makes Capital Out of the Run of "The Sun-
shine Girl" and Sells Many Records of Argen-
tine Tango from That Play — Miss Sanderson
Uses the Grafonola — An Interesting Letter.
Talking Machine Display Rooms, Washington.
are increased. He grows. As soon as he begins
to accept or to gather information beyond the
special task entrusted to .him, such growth be-
gins in him. And when such growth begins, a man
always wants more and more knowledge. He be-
comes absorbed in a satisfying pursuit. His part
in the business will never be monotonous. Both
that part and the entire business will be alive with
interest
(Special to The Talking Machine World.)
Boston, Mass., February 7. — The Columbia
Graphophone Co., 174 Tremont street, is closing a
splendid dance record business, which has been
aided considerably by the testimonial given in
store by Julia Sanderson, the prominent actress,
appearing in the successful play, "The Sunshine
Girl." One of the mort successful records in the
Columbia catalog is the one featuring the Argen-
tine Tango from Miss Sanderson's play, and this
dance was rehearsed by Miss Sanderson with the
assistance of a Columbia Grafonola.
Miss Sanderson's letter to the Boston store
reads as follows : "It may please you to know
that the Columbia Grafonola I am using at my
hotel and theater is a v/onderful help to me and
Mr. Mudie in rehearsing before each performance
the Argentine Tango. The music as rendered on
your instrument is of better tempo than that fur-
nished by the average orchestra. You are to be
commended on the splendid tango selections made
by the Municipal Band of the Argentine Republic.
I should like to see more Bostonians learning this
new dance, as it is especially beneficial to their
health and figure. Anyone seeing my dance in
'The Sunshine Girl' at the Hollis Theater would
know I liked 'The Tango,' but the beautiful grand
opera selections and instrumental records made
by your company give me an equal amount of
pleasure."
As a rule, the man who is always hinting that
a raise in salary would be appreciated is not to
be looked upon as favorably by his employer as
is the man who takes an interest in the business,
does his best and depends on merit for a raise.
THE TALKING MACHINE WORLD.
7
DANCE MUSIC HAS THE CALL ON THE PACIFIC COAST.
Present National Dancing Crare Has Good Effect on Volume of Record Sales — Wiley B.
Allen Co. Business Shows Big Gain — Sherman, Clay & Co. Officials Visiting Branches
— Bacigalupi Business Divided — Byron Mauzy Store Remodeled-^Other Trade News.
(Special to The Talking Machine World.)
San Francisco, Cal., February 6. — Talking
machine distributers and dealers here are very well
satisfied with the way in which business has kept
up since the holidays. In spite of stormy weather,
retail sales have been fully up to normal, and the
shipping movement has been gratifying. A strong
feature of the business the past month has been
the steadily increasing demand for dance music;
San Francisco seems to have gone dance mad, and
no one is profiting more by the craze than the
talking machine interests. Everywhere a big de-
mand is reported for dance records, and the trade
anticipates an unusually large spring business on
account of this particular demand, as it does not
seem to interfere with the sale of other records.
Naturally an increased demand for machines is ex-
pected also.
Heavy Gain in Talker Department.
George R. Hughes, assistant manager of the
Wiley B. Allen Co., says the closing of books for
the year while revealing that the volume of busi-
ness in the piano department barely held its own,
the talking machine department showed a decided
gain, the holiday season being a banner one in that
part of the business, both here and in San Fran-
cisco and at the branch stores. Jas. J. Black,
manager of the talking machine department here,
reports a strong demand for the Style XI Victor
Victrola, and he says the popularity of the new
dances has - stimulated the demand for medium
priced records to a noticeable extent.
To Visit Sherman, Clay & Co.
Andrew G. McCarthy, treasurer of Sherman,
Clay & Co., and manager of their wholesale and
retail Victor business, planned to visit the com-
pany's interests in the Northwest this month in
company with Phil T. Clay and Geo. W. Bates,
auditor of the company, when they made their an-
nual trip of inspection, but did not get away with
them, so will now make his trip a little later.
Big Demand for Columbia Dance Records.
At the local warerooms of the Columbia Grapho-
phone Co. the year is reported starting off in a
very encouraging manner, with a rapidly increas-
ing demand for dance records. F. Anglemier, man-
ager of the wholesale department, says he has
already booked a good many orders for numbers
appearing on the March list. A new man has
been added to the local traveling force in the
person of Clifford P. Le Roy, who has been in
the office for some time. In future C. J. Moore
will devote his attention to the city, and Mr. Le
Roy will look after the country. Mr. Moore re-
turned a short time ago from a visit of several
weeks to his home in Kansas City, where he spent
the holidays. While away he visited the Columbia
interests there, in Denver and other cities where
he stopped.
George P. Metzger a Visitor.
George P. Metzger, advertising counsel of the
Columbia Graphophone Co., spent a few days in
San Francisco the past month while on a tour of
the country, making an inspection particularly of
the retail situation. This was his first visit to
California.
Bacigalupi Business Divided.
The talking machine department of Peter Baci-
galupi & Son has been separated from the electric
piano part of the business, the former-having been
taken over by Peter Bacigalupi, Jr., who has been
in charge for a long time, and Mr. Bacigalupi, Sr..
acquiring all interest in the other part of -the busi-
ness. In the talking machine department a job-
bing and retail business is conducted in Edison
and Victor products.
Byron Mauzy Store Remodeled.
Extensive improvements have been inaugurated
at the store of Byron Mauzy on Stockton street
including the enlargement of the ground floor space
and the installation of an additional show window,
which will afford opportunities for specialized win-
dow displays. Mr. Mauzy maintains a large talk-
ing machine department, and has just recently
added the Edison disc phonograph, which he will
feature in addition to Victor and Columbia lines.
Chas. S, Mauzy, son of the proprietor of the store,
has been made manager of the talking machine
department. He has started to learn the music
business from the bottom up, having spent con-
siderable time since he left college at factories
in the East, and for several months having been
connected with the selling force of his father's
store here.
Manager Beck Wants More Space.
P. H. Beck, who operates the talking machine
department in the Kohler & Chase store here, is
now negotiating for more space. He says the busi-
ness has gone ahead very gratifyingly in the six
months he has been there and that it has already
become necessary to provide additional accommo-
dations. He is now located on the mezzanine floor,
but hopes to move to one of the upper floors of the
building this spring.
A. A. Schell, general manager of the music
departments of the Emporium, says business has
kept particularly well in the talking machine de-
partment since the holidays. Here Columbia prod-
ucts are handled exclusively.
THREE NEW EDISON ARTISTS
To Make Their Debut in the Edison Blue Am-
berol Record List for April — The Three Have
Long Been Prominent in Church, Oratorio
and Concert Work in the United States.
Month after month Thomas A. Edison, Inc., is in
creasing the roster of artists who are making Blue
Amberol records. The April list will contain three
newcomers in Beulah Gaylord Young, Grace Couch
Embler and Frederick Gordon MacLean. The
first named of the three singers has been a mem-
long been popular as a singer in prominent churches
in New York and Brooklyn, and has also done
oratorio and festival work with Nordica, Bla'uvelt
and other noted singers. She has also been head
of the large glee club in
Brooklyn called "The
Embler Glee." She makes
her debut in the Edison
Blue Amberol list in Wm.
R. Chapman's "Lullaby."
The third artist, Fred-
erick Gordon MacLean,
is a New Yorker whose
musical career started
when a boy, having been
associated with some of
the leading boy choirs up
to the time he commenced
to study singing. In recent
years he has been con-
Frederick G. MacLean. nected as a soloist with
prominent churches in all parts of the country, and
has been prominent in quartet and concert work,
and as a director. At the present time he is the
baritone soloist in St. Gregory's R. C. Church,
Brooklyn. He will make his debut in the Edison
April list, with an old favorite, "My Love Nell,''
which he sings with verve and charm.
Beulah Gaylord Young. Grace C. Embler.
her of the Victoria Ladies' Quartet, popular in
club, concert and church work, and is also soloist
at the Thirty-third Street Collegiate Baptist
Church, New York. Her voice is of beautiful
quality, perfectly placed and her first number for
the Blue Amberol list is "My Chain of Memories,"
by Mrs. Herbert Ingraham, a pleasing selection.
The second artist, Grace Couch Embler, has
TO TRAVEL FOR COLUMBIA CO.
(Special to The l alking Machine World.)
Kansas City, Mo., February 6. — One of the re-
cent additions to the local staff of the Columbia
Graphophone Co. is H. C. Clowdsley, who will
travel through Oklahoma and Kansas as the suc-
cessor to John Ditzell, who has taken charge of the
Columbia department of the Blass department
store in Little Rock, Ark.
3
THAT SELL ON
FIRST SIGHT
\ T the left is the new UNION Sound Box
just out, taking Fibre or any make
of needle. ' It is the latest improvement in
sound reproduction, and fits all Disc Machines.
UNION
TALKING
MACHINE
SPECIALTIES
Gold
plated,
Nickel
or Oxi-
dized
$20 per
dozen
net
The upper right-hand illustration shows the UNION Modifier, a
quick selling device, giving Edison, Victor and Columbia owners
absolute control over the volume of sound. The lower illustration
shows UNION No. i for playing Columbia and Victor records on
Edison Machines. UNION No. i contains the UNION Modifier
feature.
Write to-day for descriptive folders and prices on these three easy
selling specialties.
All persons selling- goods infringing- our patents are liable to suit
for such infringement.
THE UNION SPECIALTY & PLATING CO.
409 Prospect Ave., Cleveland, Ohio
Gold,
Nickel
or Oxi-
dized
$5 per
dozen
net
UNION No. 1
Gold Plated, Nickel or Oxidized, $10 per dozen net
Patent No.
776-672, others pending.
the Talking machine would.
LOUIS XVI
Model A450. Circassian
Walnut, $450.00
Model A400, Mahogany,
$400.00
SHERATON
Model A275, Ma-
hogany, Inlaid
Plain, $275.00
Why the Edison line meets every requirement
Every phonograph purchaser is influenced by two questions: How much can I
afford to pay? Do I like the tone?
Every merchant who sells the Edison line has the right answer for both questions.
He has a range of models that recognizes the man of modest income as well as the
man who can afford to spend more. A purchaser can pay whatever he can afford.
That s the answer to the first question.
But it's more important that every phonograph in the line is a true musical instrument
—with a voice of mellow, rich quality that makes the Edison line unique on the
basis of tone. That's the answer to the second question.
Some people have a preference for cylinder phonographs. Very well, sell them the
Edison Cylinder Phonographs
which have reached a degree of excellence that embodies every noteworthy recent
advance in phonographs. In the Edison Laboratories the cylinder types are con-
stantly kept up to the minute.
Model A80.
$80.00
Mah
ogany,
Thomas A. Edison, Inc.
IHERATON
del A290, Ma-
ogany. Inlaid
Parquetry,
290.00
LOUIS XV
Model A425, Circassian
Walnut. $425.00
Model A3 75, Mahogany,
$375.00
There is the added attraction of novelty about the
Edison Diamond Disc
Phonographs
which are now being so extensively advertised. People everywhere are asking
to hear them. They want to know about the new diamond reproducer, about
the new records — so hard that they are impervious to wear, yet so sensitive
that no sound, however minute, fails to be registered.
In a word, the merchant who sells the Edison line has every mechanical and
musical argument on his side. He also is able to offer this mechanical and
musical excellence at any price that his patrons prefer.
There is a jobber convenient to you. Write us for his name.
9 Lakeside Ave., Orange, N. J. Model B60, Oak, $60.00
del A250. Ma-
lbgany and Oak,
&250.00
Model A 150, Mahogany
and Oak, $150.00
10
THE TALKING MACHINE WORLD.
HEAVY RECORD TRADE A FEATURE IN CINCINNATI.
Serves to Create an Excellent Post-Holiday Volume of Business — Branch of the Phono-
graph Co. May Be Made Permanent — What Various Houses Report Regarding Condi-
tions and the Outlook — Big Run on Ysaye Records with Columbia Co. — Other News.
(Special to The Talking Machine World.)
Cincinnati, O., February 7. — A tremendous
volume of talking machine business is now falling
to the lot of the Cincinnati dealers. During the
past month the demand has been for records, which
is only natural, following the sales of machines in
December for the holiday season. The feature of
the situation to-day is the amount of talking ma-
chine gossip that can be heard among the con-
sumers. This, in itself, is a big item and will un-
doubtedly result in these buyers of the past in-
ducing others to become purchasers.
Some of the friends of John Arnold, while still
a young man, but is credited with being the oldest
Edison dealer in this market, are much concerned
over his physical condition. Arnold has been com-
pelled to seek an absolute rest. He is now at
Colorado Springs and is not expected back until
shortly before March 1. Mr. Arnold suffered a
breakdown during the Christmas rush, but man-
aged to hold on until the latter part of January.
The Cincinnati branch of the Phonograph Co.
continues to retail to cash customers and the trade
here would not be surprised if the temporary house
here was made a permanent one from both a job-
bing and retail standpoint. Manager A. O. Peter-
son Saturday intimated that a vigorous advertising-
campaign would soon be started in this market.
Peterson is preparing to make a personal visit to
the factory at Orange, N. J., to see about ship-
ments for his branch. During the past month M.
W. Ehrhardt, Franklin ; M. N. Billings, Chillicothe,
and the Hutchinson Music Co., Portsmouth, O.,
became dealers for the Phonograph Co.
The Milner Musical Co. Sunday advertised some
of the old style machines of all makes, with a col-
lection of records, for $5.
The talking machine shop at the Lyric Piano Co.
is now on a permanent basis and is attracting much
attention. The booths have a snappy appearance
and are spacious enough to accommodate a bunch
of buyers.
Manager Dittrich, of the talking machine depart-
ment of the Rudolph Wurlitzer Co., is in a most
optimistic frame of mind about 1914. He believes
the outlook is even greater than last year. His
views follow :
"We have just passed a very busy month. The
large number of Victrolas sold in December
created a very vast amount of record business,
which, when added to the unusually large demand
among all Victrola owners, created a condition
which is very hard to meet. Our facilities were
taxed to the utmost, but we handled the situation
with little trouble, and our record stock for a time
at least was equal to the occasion. We look for-
ward to the active record months of February and
March with great hopes, and with every assurance
of being able to cope with the situation.
"The machine situation has been, and is a great
problem ; every Victrola sold in December is an
active salesman, and the machine business this
month has been limited only by the amount of stock
received from the manufacturer. There is no
doubt that 1914 will be far in advance of the pre-
vious year, by virtue of the very fact that 1913
was the 'banner' year of the talking machine busi-
ness."
The Columbia Graphophone Co. took advantage
of the visit of violinist Ysaye to feature its prod-
uct as follows : "Eugene Ysaye, world's supreme
master of the violin, makes records exclusively for
the Columbia. But if you happen to own a Victor
talking machine you can still enjoy these wonder-
ful records, because all Columbia records can be
played on Victor talking machines. Likewise, all
Columbia instruments will play Victor records."
There was no hesitancy on the part of Mr. Whe-
lm, Cincinnati manager of the Columbia Grapho-
phone Co., when he said that business has been on
the increase instead of on the decrease since the
holidays. He said : "Unlike previous years, the
opening of 1914 was marked by a wonderful de-
mand for instruments of all prices, from the
"Eclipse" to the Columbia grand, whereas in pre-
vious years there has been a great demand for
records, but not for machines right after the holi-
day season. We always expect record sales to
double in January, but this year both sales- in
machines and records have shown a decided in-
crease over the same period of 1913. Nineteen
hundred and thirteen has been a phenomenal year,
and it only goes to show that the public is realizing
more and more the superiority of Columbia goods.
Last year the Columbia Co. carried on a tre-
mendous advertising campaign, but this year the
advertising department is redoubling its efforts
and results are already beginning to show. This
'boom' is not only local, but from reports through-
out the territory and from what our traveling man
tells us, all the dealers are very sanguine about the
prospects for 1914."
Geo. W. Lyle, general manager of the Columbia
Graphophone Co., was in Cincinnati for a day and
was very enthusiastic about business in general
throughout the United States.
January business at Aeolian Hall was most sat-
isfactory, registering a large increase over a year
ago. The record and machine departments show
large gains, the $100, $150 and $200 models being
big sellers.
Manager G. R. Bethel, of the Victor department,
has things moving in great shape and has sur-
rounded himself with a most efficient organization.
The location of three of the first, floor record
booths have been changed during the past weelt
so as to give more floor space outside for machine
display. The entire rear section of the first floor,
formerly used for the general offices of the coith
pany, is now being used for Victor record stock.
The Aeolian Co. is a great believer in the effi-
cacy of window display of Victrolas and Victor
records. With the splendid location of Aeolian
Hall and the large daily crowds of passers-by, the
window becomes a very important consideration.
Liberal window space is given the Victor line
every week. Unquestionably many "drop-ins" re-
sult from the Aeolian policy of constant and
forcible window display.
DISCUSS 1~AND 2 CENT POSTAGE.
H. T. Griffith, One of the Speakers Before the
Publicity Division of the Indianapolis Cham-
ber of Commerce on the Question of Postage
for Advertising Letters.
The Publicity Division of the Indianapolis Cham-
ber of Commerce, which was formerly known a«
the Adscript Club, recently discussed the proper
use of one and two-cent postage for advertising
letters. A number of prominent advertising men
contributed to the discussion, relating their pres-
ent experiences. Among others were Howard T.
Griffith, of the Udell Works, talking machine cab-
inet manufacturers, who told of his successful use
of the red one-cent parcel post stamp for circular'-
It will be recalled that the red parcel post stamp
is similar in size, color and general appearance to
the Panama Exposition stamp. He mailed some
circulars in a pink, open-end envelope with a red
border, harmonizing m color with the red penny
stamp, and found he did better than when he used
another penny of postage, the cost considered, for
there was practically no difference in the returns.
"TALKER" MANAGER IN ELOPMENT.
(Special to The Talking Machine World.)
San Francisco, Cal., February 5. — M. J. Cor-
coran, of the Oakland Wiley B. Allen talking ma-
chine department, was a principal in an elopement
on January 27, at which time he and Miss Ruth A_
Winter, daughter of a prominent Los Angeles con-
tractor, were married. The romance is said to have
had its inception in this New Year's eve festivities,
which makes the wooing and wedding all come
within a month.
Won't You
Have a
Lesson in
Spanish?
It's so easy to learn by the I. C. S. system — and a knowledge of Spanish is so
useful nowadays.
The I. C. S. system of language instruction by means of the phonograph makes
easy the mastering of a foreign language, and appeals with compelling power to
thousands. The dealer in phonographs who does not carry I. C. S. Language Out-
fits is neglecting a quick and sure way to increase his business. The new $35
Language Outfit of the I. C. S. is a marvel. Tt represents the highest art in the
teaching of languages, and embodies a method that has won the warmest praise of
thousands qualified to speak authoritatively. The Spanish, French, and German
Embassies at Washington, as well as the leading colleges, have cordially indorsed
the I. C. S. method of teaching languages.
The I. C. S. Language Outfit consists of an Edison Gem Phonograph made
especially for language work; small horn; headband hearing tube; oil can; and 25
Conversational Records teaching pronunciation guaranteed to be absolutely cor-
rect, with native intonation and inflection. In addition to these Conversational
Records there are pamphlet Instruction Papers teaching the theory of the lan-
guages. The new Outfit is at one and the same time the best and cheapest
ever offered — the price being only $35.
If you want to increase your business, write to-day for full particulars.
International Correspondence Schools
Box 918, Scranton, Pa
THE TALKING MACHINE WORLD.
11
The advertising Record is still adding
names to Columbia Dealers' mailing
lists. Its value is measured by the
thousands of inquiries it is pulling. Are
you getting your share?
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woo! worth Building, New York
OPPOSE OLDFIELD PATENT MEASURE.
The Merchants' Association Acts Upon the
Recommendation of Mr. von Briesen's Com-
mittee— Reasons for the Opposition,
Upon the recommendation of the committee on
the protection of industrial property the board of
directors of the Merchants' Association at its last
meeting unanimously voted to oppose the enact-
ment of the Oldfield bill revising the patent laws—
H. R. 10153.
The committee, of which Arthur von Briesen is
chairman, reached its decision in opposition to the
bill after having given the measure extended con-
sideration.
Its reasons, as presented to the board of direc-
tors, included the following:
"The proposed law would usurp the functions of
the court.
"It deprives the defendant in a patent suit of all
rights to prove the invalidity of the patent sued on
in any motion by the plaintiff such as is referred to
in the bill.
"The amount of five per cent, is arbitrary and
Built Like a Watch
Artistic, Clever, Compact
Toggle Joint, Powerful
It Does Not Sheer
It Cuts
Retains Chips
NOW IN THE HANDS
OF YOUR JOBBER
Standard Gramaphone
Appliance Co.
173 Lafayette St., New York
will in many cases be entirely inadequate, and in
many cases entirely too high.
"The bill contains no provision for the repay-
ment of the five per cent, in case at final hearing a
decree against the plaintiff should be entered.
"The bill appears to deprive the plaintiff of all
rights to a preliminary injunction. In many suits
a preliminary injunction is the only fair and ade-
quate relief.
"The bill makes possible a multiplicity of suits
against one machine embodying different inventions
owned by different interests, each of which would
then be entitled to a separate five per cent. The
bill is generally vague and uncertain."
The association will oppose the passage of the
measure in Washington.
BUSINESS GAIN IN INDIANAPOLIS.
Trade During January Shows Big Advance of
That for Same Month in 1913 — Several
Changes Among the Managers — Heavy De-
mand for Records of Dance Music — Activi-
ties of the Various "Talker" Concerns.
(Special to The Talking Machine World.)
Indianapolis, Ind., February D. — Business is so
good in the talking machine lines in Indianapolis
that it couldn't be much better. Notwithstanding
certain conditions which tended to hamper business
in December, a greater amount of business was
done in that month than in the same month of the
preceding year, and ail dealers report that the
Januan business almost equaled the December
business.
Several changes have been made at the local
branch of the Aeolian Co. at 237 North Pennsyl-
vania street. W. P. Kreisler, formerly manager
of the Aeolian Co.'s branch at Dayton, O., has tak-
en charge of the branch here, succeeding J. T. Mc-
Dermott, who had been manager for some time.
Miss Lazarus, who was in charge of the talking
machine department of the Aeolian Co. here for
over a year, has left the employ of the company.
Arthur C. Ruark has taken charge of this depart-
ment.
Records of dance music are going like hot cakes
in Indianapolis. The dealers cannot get enough
of tliem. And with many new customers coming-
in for dance music the sale of other records has
been increased to a noticeable extent. There is
considerable opposition to the new dances in In-
dianapolis, but most everybody is letting the oppo-
sition "go hang." And the dance goes on. One
newspaper here has employed a dancing expert to
teach the tango, hesitation and other dances free
of charge. Thus the sale of dance records will
increase, talking machine men dope it out.
The talking machine department of the Aeolian
Co. had the best January business in years, accord-
ing to Mr. Ruark. The Columbia Graphophone
Co.'s local store at 27 North Pennsylvania street,
also reports an excellent January business.
The Stewart Talking Machine Co. is "snowed
under" with orders from every nook and corner
of the State. The rush started before the holidays
and it has not stopped. W. S. Barringer, manager
of the Stewart Talking Machine Co., and George E.
Stewart, son of Alexander M. Stewart, owner of
the business, have returned from a visit to the Vic-
tor factory. Miss M. A. Parsons has been em-
ployed by the Stewart Talking Machine Co. as
secretary for Mr. Barringer.
The Kipp-Link Phonograph Co. is making
strides with the new Edison disc phonograph. This
machine is proving to be a favorite among all
classes of customers, and the sales records show
that it is going into the homes. The Kipp-Link Co.
has expended much effort and money to make its
headquarters at 345 Massachusetts avenue attrac-
tive and comfortable for its patrons. The Kipp-
Link Co. has one of the largest talking machine
stores in Indianapolis.
OPEN OFFICES IN NEW YORK.
The Triton Phonograph Co. has opened offices
at 41 Union Square, New York, where it will
handle a line of imported phonographs and talk-
ing machine accessories. J. A. Kraus is the man-
ager and A. L. Marks is his associate.
CHAS. BOBZIN DOING DOUBLE DUTY.
Chas. Bobzin, genera'! manager of the Silas E.
Pcarsall Co.. 16 West Forty-sixth street, New
York, is working on a double schedule as we go
to press, for not only is he fulfilling various duties
at the warerooms, but the additional services of
juror.
7: is natural, therefore, for visitors to find him
unusually busy, for all his executive work has to
be done in the evenings, but as Mr. Bobzin says,
the double work will soon be over and then con-
centrated effort will be given to seeing that Pear-
sail dealers get the right service.
The Waltham Watch Co. has appealed to the
Supreme Court from decision of the New York
Federal Court that its contract fixing resale prices
of watches violates the Sherman law.
SEND FOR SAMPLES
Retails for 50c each
/
"DUSTOFF
» RECORD
CLEANERS
Add life to records. Keep the tone pure and
clear. Get into the minute sound grooves of
the record and thoroughly remove all accu-
mulated dust and dirt.
CLEAN ALL MAKES OF RECORDS
Jobbers everywhere and Columbia distributors can
supply you. In Canada through Berliner Gram-o-phone Co.
SAMPLES
giviag jobber's
Every
dozen in a
counter
display
carton,
Retails for 1
15c. each.
MINUTE
179 Canal Street
nt postpaid, on approval, if you
■ite on your business stationery
le' Regular Model
SHINE CO.
Providence, R. I.
12
THE TALKING MACHINE WORLD.
EDWARD LYMAN BILL, - - - Editor and Proprietor.
J. B. SPILLANE, Managing Editor.
Trade Representatives: Glad. Henderson, C. Chace, L. E. Bowers, B. Brittain Wjlson,
A. J. Nicklin, August J. Timpe, L. M. Robinson.
Boston: John H. Wilson, 324 Washington Street.
Chicago Oiiice E. P. Van Harlingen, Consumers' Building, 220 South State Street.
Henry S. Kingwill, Associate.
Philadelphia: R. W. Kauffman. Minneapolis and St. Paul : Adolf Edsten.
San Francisco : S. H. Gray, 88 First St. Cleveland : G. F. Prescott.
St. Louis: Clyde Jennings. Cincinnati: Jacob W. Walter.
London, Eng., Oilice : 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Manager.
Representatives lor Germany and Austria : Verlag Nec Sinit, Berlin C. 19, Ross-Strasse 6,
Germany. Geo. Rothgiesser, Director.
Published the 15th of every month at 373 Fourth Ave., New York.
SUBSCRIPTION (including postage), United States, Mexico, $1.00 per Year; Canada,
$1.25; all other countries, $1.75.
ADVERTISEMENTS: $3.00 per inch, single column, per insertion. On quarterly or yearly
contracts a special discount is allowed. Advertising pages, $100.00.
REMITTANCES: should be made payable to Edward Lyman Bill by check or Post Office
Money Order.
^NOTICE TO ADVERTISERS. — Advertising copy should
reach this office by the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.
Long Distance Telephones — Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.
NEW YORK, FEBRUARY 15, 1914
'"I'O read some of the extraordinary advertising announcements
I put forth by some of the great mercantile emporiums, one
would naturally think that the public would not be interested in
advertised goods save they were offered at cut prices.
Perhaps we have been fed on this sort of pabulum so long that
the buying system demands it ! And why in the world the talking
machine business should be conducted along the lines of a tiny little
cash down and deferred payments extending over a long period we
can hardly understand, more particularly when there are not enough
machines to go around to-day.
We have very recently received communications from some
leading jobbers in which they have expressed great regret that they
are unable to secure stock. Now, with such conditions, should not
talking machines be exploited on the cleanest kind of a basis with-
out going to the extreme limit of time payments?
The editorial on bargain baiting advertising in last month's
World, if we may be permitted to judge by criticisms which reach
this office, has set the trade tongues wagging and the sympathy of
our readers is entirely with the sentiments expressed in the editorial.
WHEN great mercantile emporiums in the larger cities offer
talking machines and records for a month for $10, and
money back if you are not satisfied, they are putting up a kind of
competition which is bound to be felt by every small talking
machine man throughout the country, because the papers contain-
ing notices of such announcements reach the lesser towns and
customers naturally ask the local talking machine man why he
cannot do as well as the men in the larger cities, particularly as the
product is price-safeguarded in every way.
If one has plenty of capital, leases of talking machines and
pianos are a very nice investment indeed, but if capital is limited
one is apt to tie up all available funds in a very short time, and if
the small dealer sells on such ridiculous terms,. the results are that
his capital is entirely tied up in a very short period, and he will have
no cash with which to meet his current obligations.
It takes a long time on the deferred payment plan to get
enough machines out so that the intake produces cash sufficient to
take care of running expenses.
Piano merchants have found this out — many of them to their
sorrow, and in the collapse of the Henry Siegel stores it was shown
that there was more than a half million of the assets of the Simp-
son-Crawford Co. in piano and furniture leases. Inasmuch as they
run over three years' time it will be quite a while before this works
out advantageously to the creditors.
IT seems to us that it is the poorest kind of advertising to em-
phasize time business in the talking machine trade, particularly
when it is comparatively easy to get the cash. Cultivate the cash
plan.
Cash payments count. Time payments are good if the ma-
chines are disposed of to reliable parties, but there is always an
expense, and a certain percentage of delinquents which total quite
a figure at the end of the year.
The talking machine trade should be the cleanest in the world
and the most up-to-date, because it is price-regulated and is con-
trolled by progressive, active forces, and yet notwithstanding that
some of the concerns in their mad haste to do business will rush
in and offer all kinds of allurements to dispose of goods simply to
get them out — bulk business — when it would be just as easy, and
perhaps a mighty sight easier, to get in a solid volume of cash, and
cash is what counts in the talking machine trade, as well as in any
other.
A good many of these houses are deliberately turning away
cash business from their doors by their unbusinesslike methods.
What is the object of a man paying cash for a talking machine
when he can get one for a trifle per month and no interest charge ?
What is the advantage — why cash, when time works much easier?
THERE are so many things to talk about in the exploitation of
such a product that it seems as if terms should be the last
thing, particularly when the hungry ones are clamoring for stock
to-day.
Then people who have money — plenty of it — oftentimes decide
that they will buy machines on the deferred payment plan when
the facts are held out to them that there is no object in paying cash.
In the piano line it is a fact that the houses in New York, who
have been offering ridiculous terms, have found that some well-
known and wealthy people have taken advantage of these offer-
ings— people who would undoubtedly pay cash, but when they
have trifling payments, scattered over a term of years they figure
why pay cash when cash is worth nothing !
Too easy payments, too little cash, are not good business points
to emphasize.
THE training of salesmen is very essential, and Benjamin
Switky, the well-known Victor distributer in New York,
has made some very valuable suggestions along these lines which he
has related to The World for the benefit of readers. Mr. Switky
says : "I have heard men say that sales, like poets, are born, not
made. But for the benefit of the many who cannot show a birth
certificate testifying to their salesmanship, I want to say that I do
not believe seriously in the foregoing statement. Every man of
average intellect, pleasant personality, with an earnest desire to suc-
ceed and a willingness to learn, has within him the material neces-
sary for the making of a salesman."
Now, that is a good, clean-cut expression from a practical
business man.
There is no question, but that the training of salesmen is of
vital importance to every employer in this country, and if, as The
World as suggested at various times, it were a fixed policy with the
houses employing a number of men, to get the members of the sell-
ing staff together and form schools of salesmanship, they would
find the results obtained extremely valuable.
It is absurd to drift along in an indifferent manner, expecting
the men to absorb knowledge from various sources when there is
proper training talent right within easy reach who could be utilized
in moulding so that they would' become better money-makers for
the house and increase their own salaries in a like proportion, be-
cause the average business man is fair, at least, we believe so. We
are inclined to think that men are perfectly willing to pay sales-
men what they are worth — to raise their salaries according to their
increased earning capacity, and there is no other logical way in
which salaries may be adjusted equitably, because it is impossible
to fix a salary status, where the drone is on the same plane as the
ambitiously active man. Surely there must be some incentive for
the active, energetic, alert young salesman. His efficiency must
count in his salary check even thought the drone may be dreaming
away his time at the warerooms wondering why he is not better
appreciated. ! ! 1 "*! ®!
Such men cannot draw the same salary and it is not right
THE TALKING MACHINE WORLD.
13
that they should. One is earning profits for the company with
which he is employed and the other is not. Now, they cannot be
placed on an equal basis, and everything which will stimulate in-
terest in work and which will teach salesmen so that they get out
of the drone class and can present their arguments more intelli-
gently should be encouraged.
Every salesman should know something about the technical or
practical side .of talking machines. At least he should have a fair
; knowledge of its mechanism. Then it is easy to absorb a knowl-
edge of some of the operas. The development is along easy and
pleasing lines — lines which are broadly educational because they
will impart a great deal of interesting knowledge to the men who
desire information which will be of real value to them.
Get out of the drifting habit — but if you must drift — drift
with a purpose.
ALL America is dancing these days. The terpsichorean bug,
or germ is in the air inocculating everyone with a desire to
tango, to one-step, to'maxixe, or indulge in some other of those
wonderful contortional efforts which are to be witnessed in hotels,
tea rooms, cabarets, theatres — in fact, wherever one turns in New
York or other large cities throughout the country.
It goes without saying that one cannot dance without music,
and here is where the talking machine is playing an important part.
The demand for records for dancing purposes has far exceeded
the supply during the past month, and this demand is certain to
grow, judging from the growth in popularity of the modern dances.
Some remarkable figures are given by talking machine job-
bers as to the output of records for dancing purposes — figures that
seem staggering when the enormous numbers of records sold within
a recent date is considered.
This demand for records, of course, has increased the call for
talking .machines, for one is useless without the other. As a re-
sult the past month has shown a good increase of business with
the majority of talking maclr'nc houses throughout the country.
Nowadays the talking machine is indispensable not only for
the dances, but for those who desire to hear their operatic favorites
in the home, and there can be no question but that the growing
attendance at the opera houses in New York, Boston, Philadelphia,
Chicago, and other cities, is due to the increased appreciation of
operatic music through the use of the talking machine in the home.
As we have said in these columns, time and time again, no
one factor is contributing more to the uplift of music in America
and its proper appreciation than the talking machine. The critics
who sneer at this are evidently not in touch with the conditions
or facts.
Like the player-piano the talking machine is fulfilling a great
mission. Purchasers may start with rag time, or popular pieces,
but they gravitate in time toward a better type of music — to appre-
ciate the better class of songs from the leading operas sung by
notable singers, and in due course they want to hear the operas
and the singers in person.
This is an evolutionary process that takes place in the major-
ity of homes, and it only needs an investigation by anybody con-
cerned to find hundreds of thousands of instances such as this.
It is entirely in the hands of the talking machine dealers to
augment the work of the manufacturers in placing the talking
machine in a right light before purchasers everywhere — to treat
of it from the elevating — educational — artistic viewpoints, so that
its constituency of admirers may be broadened, and those who are
still "outside the breastworks" in the matter of knowledge of talk-
ing machine progress, may be enlightened and interested.
THE National Association of Credit Men has been bringing to
the attention of members the growing practice of secretly
selling or pledging accounts. It has been pointed out that new
companies are constantly springing up and older ones increasing
their capital and constantly bringing pressure to bear on business
men for the privilege of advancing cash on their open accounts.
It has been found that the system is proving productive of
fraud, not only upon creditors who hypothecate their accounts, but
upon the finance companies, for in some recent failures it was dis-
closed that all accounts receivable had been disposed of through
hypothecation. Fraud was even practiced on the finance companies
by the duplication of leases under the instalment plan by bogus ship-
ments and other methods.
The question put to the association was, whether the pledge or
sale of accounts receivable should not be a matter of public record
just as is a chattel mortgage.
It is pointed out that legislation must not narrow the channels
of money supply, but some method should be found of protecting
creditors against the frauds which are being practiced through the
hypothecation or sale of accounts receivable.
Members have been writing the association letters which en-
courage the exertion of special efforts along this line, and the secre-
tary of the Canadian Credit Men's Association at Winnipeg writes
that there has just been put upon the statute books of Saskatchewan
a law compelling the registration of the assignment of receivables
in the same manner as chattel mortgages, and mercantile agencies
are publishing this information just as they do information relating
to chattel mortgages. The idea is said to be working out so satis-
factorily that the Canadian association intends to approach the legis-
latures of other provinces for like legislation.
Commenting on this, the editor of The Bulletin, published by
the National Association of Credit Men, says that he has no doubt
that an attempt to secure corrective legislation in the various States
would be met with vigorous opposition, but believes the movement
is so important to the protection of commercial credits, that legis-
latures could be made to see that public interest demands action at
an early date.
THE fact that the human race is always dissatisfied has been
its salvat'on, and the same thing applies to that part of
the race engaged in the up-to-date business. Everlasting im-
provement is what we are after, and no sooner has one goal
been reached than a longer vision and a wiser head spies out
another to be won.
Thus the wide-awake inventer, manufacturer, jobber or
retailer is never satisfied with things as they are — improvement
is the cry all the time.
"DOLLAR" MOTORS
LATEST SENSATION— DETACHABLE SPRING CAGE
Without any disman-
tling of the motor, a
NEW SPRING may be
inserted within a few
seconds.
Many patents both at
home and in every civ-
ilized country applied
for.
Exhibited at the Leipsic Fair, No. 20 I Peterstrasse,
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ARE UNQUESTIONABLY
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14
THE TALKING MACHINE WORLD.
Better Value than Other Albums by Reason ot Superior Quality
Our Albums are bound correctly by
expert hands. Envelope pockets are
constructed of very tough Dark Green
Fibre paper. Albums are bound in best
Mahogany Imitation leather, gilt stamp-
ing on face and leather or gold-plated ring
pulls as desired. Made for 10 and 12 inch
discs. Write for sample and prices, which
will convince you, as they have all our
other customers, of the "superior quality
and value of our albums.
These albums are constructed with a view to Strength, so that they will really hold the full complement of discs, and
give excellent service.
NEW YORK POST CARD ALBUM MFG. CO., 23-25 Lispenard Street, New York
LOSSES THROUGH SENDING GOODS OUT ON APPROVAL
A Big Factor in the Business of the House Adopting That Policy, Says Manager Ligon, of
the Famous & Barr Department, St. Louis — Has Taken a Firm Stand Against the
Practice from Straight Business Reasons — Handling the Edison Disc Line.
(Special to The Talking Machine World.)
St. Louis, Mo., February 7. — Manager Ligon, of
the Famous-Barr talking machine department, was
greatly pleased with the January business, an-
nouncing that his sales for' the month would be
the largest total in the department's existence ex-
cept that for December. Another pleasing feature
was the recent addition of the Edison disc ma-
chines to his line. Until his three new sound-proof
booths are completed he will show only a sample
line of the Edison machines, preferring to let h's
primary order that is coming from the factory be
held back until he is ready to make a. real dis-
play. He has sold some of the Edisons from
the samples and is pleased to note how his cus-
tomers accept them. Heretofore the department
has handled only the Victor line.
Mr. Ligon has some very definite ideas about
his department and is being allowed full sway in
carrying them out. This department was his first
experience in talking machines in this city. He
says :
"In my talking machine experience in the South
I saw plainly that repossess and returns of goods
let out of the store on approval cut into the profits
heavily and I resolved then that when I became
the head of a department this would be reduced
to a minimum. I have seen a department doing
less business than we are here have at the end of
a year a great stack of damaged records to be
charged off the profit account and a dozen of more
or less badly used machines on hand because they
were permitted to go out on approval.
"I have firmly refused to permit any merchandise
to go out of this store until it is sold. The only
exchange I offer is where the merchandise does
not come up to the standard we set for it. Then
the purchaser can have either, exchange or the
money back. Also I have investigated my credit
accounts before the merchandise left the store, not
after. The result is that I have had no repossess,
my accounts are in good shape and I have a mini-
mum of returned records. I had two brought back
the other morning. One woman brought back a
record that she liad bought the day before. She
said that 'it looked funny on her machine and did
not play well.' I put it on a machine and found
that it was warped. Of course, we exchanged.
The other woman brought in a record that she
had taken home four days before. One of the
children had dropped a receiver with a needle in
the record.
"I said : 'Madame, I cannot exchange that. Your
request is the most preposterous thing I ever heard
of.' She became indignant and said that the store
exchanged damaged merchandise in all other de-
partments. 'Why I can get gloves, wear them a
week and return them if they have a rip in them,'
she told me. I stood firm and she finally accepted
my view.
"I can easily see where our record profits would
go if we accepted such pleas. I am planning that
as soon as we get our shelving extended back over
the new booths to seal all records, play only the
master record for demonstration and then deliver
sealed records to the customer. When that seal is
broken exchange will be impossible except for fac-
tory faults. Of course, if the customer buys a
record and wants it proven perfect we will play it
without being subject to approval as to the music."
The Famous & Barr in declining to send out ma-
chines on approval has taken a step that neither
of the other department stores selling Victrolas
has yet attempted. It is understood that this
method of doing business has brought to this de-
partment the exclusive department store sale of
the Edison disc machines.
In order to" extend his department to meet with
business requirements Manager Ligon has been
compelled to make a showing that would change
the general plans of the store. First, he ousted
Manager Vernon, of the piano department, and
his office force from their office quarters. Mr.
Vernon is Mr. Ligon's immediate superior, too.
Now he is ousting the photographer from quarters
next to the elevator. Just where he will spread to
next is hard to see. The piano and talking ma-
chine departments now have a new. office built,
where their accounts will be handled and all col-
lections will be made within the department, which
makes them practically a special store in the big
department establishment and gives to them con-
trol of every angle of their business.
RECORDS THREETIMES A MONTH.
Columbia Graphophone Co. to Issue Lists Three
Times a Month, Starting with March 1.
As announced in last month's Talking Machine
World, the Columbia Graphophone Co. has per-
fected plans whereby new records will be offered
to the trade three times a month instead of once.
Starting March 1, this plan will go into effect,
some special record or group of selections being
issued on the 1st, 10th and "20th of each month.
On the latter date the regular monthly supple-
ment of new records will be issued, while the
special popular records of various types will be
issued on the 1st and 10th.
In accordance with this idea the company will
issue the first of next month "Camp Meeting
Band," one of the popular hits of the day. Ap-
propriate literature and window posters will ac-
company each record, and the company feels cer-
tain that the new plan will be found a marked
success.
A meeting of the creditors of John J. Rooney,
talking machine dealer of New York City, who
recently failed, and whose business, as reported
elsewhere, was disposed of, was held in the offices
of Seaman Miller, the referee in bankruptcy, 2
Rector street, on February 13.
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Manufacturers of
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Send for 20=page catalog
THE SYRACUSE WIRE WORKS,
SYRACUSE • NEW YORK
THE TALKING MACHINE WORLD.
15
The announcement of the Columbia
Grafonola "Jewel" at $35 is the most
significant trade move since the an-
nouncement of the Columbia Grafonola
f • Favorite."
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
DANCE RECORDS PROVE GREAT BUSINESS BUILDERS.
Enormous Sales of Dance Records and Machines by Columbia Graphophone Co. in St. Louis
— Dealers Complain of Scarcity of Records — Victor Business at Aeolian Hall — Many
New Edison Dealers Appointed by Silverstone Music Co. During Month. ,
(Special to The Talking Machine World.)
St. Louis, Mo., February 9. — There was by no
means the usual break in the machine or record
business following the holidays, according to
Sales Manager Duffy at the Columbia. The Colum-
bia store has been making a special advertising
campaign on the dance music records, and they
have proven a great business builder, as St. Louis
has been, in common with the rest of the country,
"dippy" over the new dances, and the sale of a
dozen records of this kind to a single customer
or to a stranger has not been unusual. Most
of the advertising has been of the reading notice
variety, and so placed in the newspapers that it
was best calculated to catch the eye of the very
reader sought.
"Our machine sales have been more than we ex-
pected, and the dance music records have given
the record sales a big boost," said Mr. Duffy. "We
have been busy all month and will make our usual
showing by comparison with previous months."
The country trade is in good shape too, accord-
ing to Manager I. W. Reid. "Collections have been
very good," he reports, "and are improving. For
a short time collections of mercantile accounts
looked bad, but that soon blew over. Our sales-
men have been booking good orders, from which
it can be seen that they have not found the dealers
overstocked after the holiday trade. Constant in-
quiries that reach us indicate the general growth
of the business. They come from all parts of the
trade territory and from all sorts of establish-
ments. One of the recent ones was from a butcher
and grocer in a small town, who declared that he
had some business to deliver if he could get a
merchandise stock. We absolutely have no fault to
find with business under present conditions."
E. C. Rauth, of the Koerber-Brenner Music Co.,
is planning to start for New York February 10
and will remain in the East until after the meet-
ing of the executive committee of the National
Association of Talking Machine Jobbers.
Harry Levy, manager of the talking machine
department at Aeolian Hall, says : "The talking-
machine business for January in all departments
was simply phenomenal, and I doubt if., any per-
son anticipated that the trade would hold on as it
has. In our jobbing and retail departments wc
have been doing all the Victor business the stocks
would allow. The record business has been im-
mense."
Manager Robinson, of the Thiebes piano de-
partment, is reaping a rich reward from some con-
sistent and well displayed advertising he has been
doing for his talking machine department. The
advertisements have been in excellent taste and
have been of a sort to put people to thinking. One
of them was based on "Music as a means of devel-
opment." It was illustrated with pen pictures of a
boy and a girl listening to the music of a machine.
The opportunity to select the Victor or Edison disc
in the Thiebes parlors has continued to be a draw-
ing card. Service letters, properly timed, also have
been a splendid means of drawing in names of
prospects.
"There is only one fly in our ointment at pres-
ent," said Mr. Robinson, "and that is the scarcity
of records that are in demand. The situation has
become somewhat embarrassing, and I am hoping
that the situation will be cleared up in time to put
the trade in a good humor for the summer. We
retailers are certainly between two fires at present,
because with this popular vogue, people are insist-
ent on getting what they want when they want it."
The reports from the other dealers are in line
with these quoted. Everybody appears certain that
the gains already made in business are only a be-
ginning of what is to come.
"The Edison disc business went forward in Jan-
uary just as it did in December. Each month sets
a mark a little bit higher than the month before,"
said Marks Silverstone, president of the Silverstone
Music Co., Edison jobbers for this territory. "We
have this month been pushing our campaign for
new dealers and we have met with remarkable suc-
cess. Our object at present is to prepare for the
extensive advertising campaign in conjunction
with the advertising that will be put out from the
main office. We are being flooded with applications
for retail stocks and we are, in many cases, making
a selection of the various stores offered in towns
and accepting those which w.e are assured are
energetic and willing to undertake a reasonable
amount of publicity.
"Best of all, our new dealers are entering into the
trade with enthusiasm and they have implicit faith
in their merchandise. Also our machine sales, es-
pecially here in the city, have reached a volume
where the record trade is beginning to be an item
and because we have catered chiefly to persons
who have been able to buy high-priced machines
on short time payments, they are mostly in the
market for the new records as they come out, and
the neighborhood dealers appreciate this."
Some of the new dealers Mr. Silverstone men-
tioned were : Famous & Barr department store, St.
Louis ; Lehman Music House, East St. Louis ; F. W.
Rabbe, 1800 Cass avenue, St. Louis ; Matter Music
House, 1926 Gravois avenue, St. Louis ; F. C. Wool-
sey, Fort Scott, Kan. ; Eastman Jewelry Co., Peters-
burg, 111. ; C. H. Hawke, Greenville, 111. ; M. Y. Rusk,
Brookfield, Mo.: F. C. Haley, Louisiana, Mo.;
Peoria Phonograph Co., Peoria, 111., and Jenkins
Music Co., St. Joseph, Mo.
O. A. Reynolds, traveler for the Silverstone Co.,
reports that on his recent trip through Missouri,
a part of Kansas and a little of Illinois, he found
dealers' stocks very low and everybody ready to
place orders for immediate delivery. He reports
the efforts to push the higher priced machines
meeting with great success everywhere and the
appreciation of the instrument is largely that of a
musical instrument.
Mr. Silverstone, who is preparing for a trip to
the Edison factory to be a guest on Mr. Edison's
birthday, is taking a good deal of satisfaction over
the recent placing on the market by the company
of a device for playing lateral cut records on the
diamond disc machine.
Raymond J. Fischel has been installed as mana-
ger of the dictating machine department of the
Silverstone Co.; vice-president J. K. Savage, who
retired, will take up other property interests.
A new demonstration room has been completed
at the Silverstone warerooms, and the office ar-
rangement has been changed to accommodate the
growth of that part of the business.
LETTER FROM VERNON CASTLE.
Epistle Written by the Internationally Famous
Dancer to the Columbia Co. Is a Tribute to
the Dance Records Made by This Company.
The Columbia Graphophone Co. is appropriately
featuring the following letter sent to it under date
of January 1 by Vernon Castle, the internationally
prominent exponent of the modern dances :
"I want to congratulate you on the excellent
dance records you have recently issued ; they are
the best I have heard. I am using a Columbia
Grand Grafonola and Columbia records at Castle
House, where they are attracting extraordinary
attention. The records are played in perfect dance
time and are frequently encored by our patrons.
(Signed) "Vernon Castle."
Mr. and Mrs. Vernon Castle have been appear-
ing for the past few months in the leading vaude-
ville houses on Broadway, where they have been
invariably featured as headliners, commanding
salaries in excess of the sums paid world-famous
vaudeville stars of many years prominence. Their
act consists solely of a rendition of the modern
dances, which have taken the country by storm,
and their interpretation of the spirit and meaning
of these dances is considered authoritative in all
parts of the country. Mr. and Mrs. Castle have
but recently determined to confine their art solely
to private exhibitions, and they are in demand
by the best-known members of society.
CHANGE IN EUREKA. CAL.
(Special to The Talking Machine World.)
Eureka, Cal., February 6. — The Eureka Co.,
Eureka, Cal., has changed hands, W. B. Bailey
and W. H. Heaseman assuming full control. They
handle the Edison and Victor lines, and are doing
a fine business. These gentlemen have the reputa-
tion of being first-class salesmen, and they are
right when it comes to hustling business. Their
trade is steadily increasing.
"Training may make the artist, but nature gives
the voice," says Mine. Melba. When the prima don-
na was a child at school the other children used to
say to her : "Nellie, do make that funny noise in
your throat." The "funny noise" was the future
prima donna's natural trill.
16
THE TALKING MACHINE WORLD.
A customer came in yesterday. His first remark was :
"ISN'T THE RECORD SITUATION AWFUL?"
Our reply was : "Has your business been larger
up to date this year than last year's corresponding
period?"
"Why — yes," said the customer.
"Then tell us just how is the shortage of records affecting you."
He answered: "Why, we cannot fill our orders."
"Then where does the increase in your record business come from?"
He replied immediately: "We are pushing the good STOCK records — the rec-
ords WE HAVE."
MR. DEALER — that same situation can be handled every month in the year.
SHORT OF RECORDS AND A CUSTOMER LOST— but, SHORT A FEW
RECORDS AND YOU MAKE A FEW GOOD SUBSTITUTIONS — THEN A
SATISFIED CUSTOMER.
Our stock is the biggest in the country. In spite of the shortage, we are prob-
ably averaging the largest percentage in order filling.
No matter WHERE you are situated. FORGET THE FREIGHT and GET
THE GOODS.
We won't claim to fill your order complete — but if we give you just a few of
the ones you want — isn't it worth while?
New York Talking Machine Company
81 CHAMBERS STREET
THE TALKING MACHINE WORLD.
17
OPERA HELPS TWIN CITY TALKING MACHINE TRADE.
The Prominent Dealers in Minneapolis and St. Paul Take Advantage of the Visits of the
Chicago and Canadian Opera Companies to Give "Opera Concerts" — Activity Most
Pronounced with AM the Leading Concerns, Covering All Makes — News of the Month.
(Special to The Talking Machine World.;
Minneapolis and St. Paul, Minn., February 8.
— Musical artists, of whom there have been a shoal
in the Twin Cities during the present season, have
done much to exploit and advance the sale of talk-
ing machines, and by a nice system of reciproca-
tion the talking machines have done much for the
artists to enhance their repute and mayhap line
their pockets. The artists get their favors through
the Victor, recitals arranged by the various houses,
notably the Talking Machine Co., W. J. Dyer &
Bro. and the Metropolitan Music Co. Archie
Mathies, of the first-named company, issued a
season's program of recitals in which he heralds
the advent of every prominent musical star,
whether in concert or opera. This week he gave
a recital with numbers by Alma Gluck, William
Bachaus and Kathleen Parlovv, pianiste. Next
week there will be a Marie Rappold concert, then
"I Pagliacci," "La Traviata," John McCormick,
Clara Butt and Mischa Elman and the programs
of the Canadian Opera Company and the Chi-
cago Grand Opera Company. If the artists and
performances make a big hit there is a big run
on their records. Hence the wise dealers push
hard for the concerts and operas, for the returns
are immediate.
W. J. Dyer & Bro., as a curtain raiser to the
Chicago Opera Company reason in April, will give
"Rigoletto," "Manon," "La Tosca" and "La.
Boheme," programs with descriptive readings by
Mrs. Berna Lapham Wells. A more instructive
arrangement hardly could be made, and it is cer-
tain that these recitals will be well attended by
music lovers and that they fully will appreciate the
opportunity. The Dyers still have considerable
difficulty in keeping their Victor lines filled and
complain that they have been hampered a great
deal during the past four months by inability to
obtain goods.
Foster & Waldo had excellent trade in Victor
machines and have more than doubled their sales.
With a score of outside salesmen of the piano
department also instructed to pick up the talking
machine prospects, the Victor department has a
mighty pulling power that brings in business in
and out of season.
Laurence H. Lucker, of the Minnesota Phono-
graph Co., the Edison boomer, boasts of a 100 per
cent, increase in the January trade as compared
with that of January, 1912.
"We are selling the Edison disc machines to the
best musicians and schools in the Northwest," he
remarked. "Recently we have sold to the North
Dakota Normal at Minot, the South Dakota Nor-
mal at Brookings, the State school at Faribault,
Minn., St. John's University at St. Cloud and other
institutions demanding the best music. We have
sold Edison machines to Richard Czerwonky, con-
certmeister of the Minneapolis Symphony Or-
chestra, and Franz Dick, a member of the same
orchestra. We sold a $400 machine this week in
North Dakota and one in St. Peter for $425.
"One of our ladies, Miss Bessie Meyers, went up
to Fargo, N. D., last week to give a concert and
brought back orders for eight machines, all high
priced ones. These incidents, taken in connection
with the ordinary run of business, make us feel
just a little proud."
The Columbia house, managed by Jay H.
Wheeler, is having a nice line of trade. "We are
putting out machines all the time, the record busi-
ness rapidly is increasing and above all collections
are fine. What more does a manager want?"
ARTISTIC VICTOR WINDOW
Featured by the J. W. Carter Music Co., of
Houston, Tex., During Carnival Week — Re-
ports Very Large Volume of Business.
(Special to The Talking Machine World.)
Houston, Tex., February 8. — The accompanying
photograph presents a portion of the show window
In the second picture shown herewith Clarence
Whitehill, the well-known baritone and one of the
most popular members of the Victor recording
staff, is shown listening to one of his own records,
entitled "In the Gloaming." Mr. Whitehill is an
occasional visitor to Houston, Tex., and whenever
he arrives here invariably calls at the Victrola
showrooms of the J. W. Carter Music Co. On
the right of Mr. Whitehill, who is standing be-
side a Victrola XVI, are shown J. W. Carter,
president of the company, and C. D. Grubbe, man-
ager of the Carter Co.'s Victrola department.
During the year just closed the Carter Music
Co. closed the best Victor business in its history,
and this is especially significant in view of the
fact that the company's Victor trade has been in-
creasing year after year. On a recent trip East,
J. W. Carter, president of the company, spoke in
the highest terms of the value of the Victor repre-
sentation to the aggressive piano house, stating
that the Victor agency offered an opportunity for
increased business that no up-to-date piano mer-
chant should permit to pass him.
In addition to catering to an extensive list of
Victor patrons, "the Carter Music Co. handles a
splendid line of pianos, headed by the Rnabe.
Carter Window During Carnival Week.
featured by the J. W. Carter Music Co., of this
city, showing its artistic appearance during car-
nival week. This enterprising house, which han-
dles the Victor line exclusively, makes a hobby of
WHEN TO CUT OFF CREDIT.
The small merchant, particularly in country towns,
faces a serious question. If he has been extend-
ing credit to a customer liberally, it is only at the
risk of losing all his future trade that he dare cut
off that credit, and yet to continue extending
credit after a man's account becomes dangerous
often is fatal to business.
The best way is to have a fixed and certain rule
at the opening of an account as to exactly how
far you are willing to extend credit. Then, when
the stipulated amount is reached, the customer
has no right to feel aggrieved.
Interesting Photograph Taken at Carter's.
its show windows, and its carnival window was
certainly calculated to attract favorable comment
and attention.
The Twenty-third street retail store of the
Columbia Graphophone Co. is closing a phenom-
enal business in Columbia dance records which
is due in a considerable measure to the original
ideas of Hayward- Cleveland, the veteran mana-
ger of this store. Mr. Cleveland recently sent
out to his extensive mailing list a neat and at-
tractive four-page booklet entitled "Modern Danc-
ing and the Grafonola," which discussed in a
brief, though informal way, the value of a Graf-
onola in the rendition of modern dance music.
Time is money, provided you don't spend a
dollar's worth of time trying to save a penny.
HERMANN THORENS, Ste. Croix (Switzerland)
TALKING MACHINE WORKS
Motors and Sound Boxes a Specialty
CONCEDED TO BE THE BEST MANUFACTURED
OVER THIRTY DIFFERENT STYLES
Machines with or without Horns
FIRST QUALITY ONLY
Noiseless Motors
HIGHEST RECOMMENDATIONS
WRITE FOR DESCRIPTIVE CATALOGUE
18
THE TALKING MACHINE WORLD.
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
(Special to The Talking Machine World.)
Boston, Mass., February 9. — The talking ma-
chine business for January has been good, but of
course does nol compare with December, which
always is the banner month of the year. Natur-
ally all the prospects that could be developed dur-
ing the holidays were taken care of, and with the
expenditures of the Christmas month there is not
much money left for January purchases. One of
the interesting features of the talking machine
business is the number of large houses that are
making overtures to take on Edison, Victor or
Columbia outfits. This is particularly true of
prominent furniture concerns throughout New
England, which heretofore had to be approached
by the jobbers, and who in some cases took hold
of the proposition reluctantly. Now the condi-
tions have materially changed and all of them are
viewing the proposition eagerly and expectantly,
for they see in it something of permanent value,
and that the talking machine proposition is some-
thing that is bound to grow rapidly.
A Time for Everything.
The World correspondent went into a Boston
store on two Fridays lately — it was one of the
largest concerns in the city — and found the janitor
engaged in the process of cleaning up. Now it
is most commendable to keep an establishment
looking clean and neat, but there are proper times
to do it, and that time is scarcely the middle of
the afternoon. At the store in question all the
Oriental rugs were off the floor and the sweeping
that was going on was attended with more or
less dust, which certainly was not pleasant for
two women customers, not to mention several men,
who were in the place at the time. What if Fri-
day is the traditional sweeping and dusting day.
Isn't the proper time to clean up a store before
it is opened in the morning or after it is closed
for the day?
Folk Dance Demonstrations.
Mrs. iSoule, of the Can- School, Somerville, gave
another of her folk dance demonstrations with a
group of pupils from the ninth grade at the Graf-
onola parlors of the Columbia Company on Satur-
day morning, Jan. 24. Many of the numbers,
some of them being Norwegian, Spanish, Swedish
and American, were danced to the strains of
familiar orchestral records. There was a large
audience present and the value of the Grafonola
as an inspirational and energy-saving aid was
fully demonstrated.
Call from Dealers Very Large.
Manager Silliman, of the Pardee-Ellenberger Co.,
says the Edison disc proposition has just caught
on in great shape. The call from dealers has been
surprisingly large, and with the traveling staff
out through New England the Boston office has
about all it can do to handle the orders.
New Edison Representative.
Manager Silliman has made some strong con-
nections lately throughout New England. Henry
W. Berry & Co., of 436 Massachusetts avenue,
Cambridge, a large furniture house, has just
added the Edison disc line, and the manager of
the department is pushing it for all it is worth.
W. W. Ballard, of Salem, is another who has
added Edison disc outfits to his department.
Others who have made arrangements through
Manager Silliman to handle this line are B. J.
Kelly & Co., of Morrjsville, Vt. ; J. W. Johnson
& Son, of Newport, N. H. ; W. A. Allan, of An-
dover ; the Athe'rton Furniture Co., of Pittsfield,
and C. F. Wing & Co., of New Bedford, one of
the largest concerns in Southern New England
handling the talking machine proposition.
Good Advertising Stunt.
One of the advertising "stunts" of Manager
Erisman, of the Columbia Co., was the issuance
of cards advising its patrons to attend the concert
at the Boston Opera House on Sunday night, Feb-
ruary 1, when the contributing talent included Con-
stantino, the celebrated tenor, and Jose Mardones,
the great bass, both of whom sing for the Co-
lumbia. The airs that wer"e mentioned on the card
were those which could be procured on Columbia
records.
Street Cars Help Sales.
Manager White, of the Victor department of
the Henry F. Miller Co., has found a steadily
growing demand ever since the surface cars were
put back on Boylston street following the work
of excavating for the subway. Lately he sent a
good-sized consignment to a customer in Peru,
South America, consisting of an expensive Vic-
trola and a carefully selected assortment of
records.
Keeping Things Hustling.
Herbert L. Royer manages to keep things
hustling at the Arch street Victor quarters of the
M. Steinert & Sons Co. Between the Boylston
street store and the Arch street- place the Victor
business of the Steinert house is a large one.
Manager Royer has now around him a carefully
selected staff of men, and with the frequent chats
he gives them on business efficiency they are de-
veloping into clever and far-seeing salesmen.
Takes on the Edison Disc Line.
Walter J. Bates, of 170 Summer street, is one
of the latest to become a distributor of Edison
disc phonographs and outfits. He is near the
South station in Dewey square, and if one pre-
fers to consider the Columbia or the Victor prop-
osition he can supply one with what he wants.
Reports Lively Demand.
George Lincoln Parker is finding a lively call
.for all the various kinds of talking machine out-
fits, and the fact that his quarters in the Colonial
building are so easily reached by elevator makes
them a very convenient place.
F. H. Thomas Co.'s Store Well Patronized.
Well equipped demonstration rooms on the
Exeter street side of the F. H. Thomas Co. store
at 691 Boylston street are the rendezvous of many
Back Bay people who have become interested in
the Edison disc machine. The fact that this place
is near the Hotel Lenox is something in its favor,
as many of the grand opera stars make that hotel
their home while singing here.
Victor Outfits in the Schools.
Billy Fitzgerald, of the Eastern Talking Ma-
chine Co., says it is most surprising the way that
outfits have been taken by the schools, and he
adds that there is not a single private school in
the city that is not equipped with a Victor outfit
and the accompanying course on 'What We Hear
in Music," which is proving so valuable to music
lovers and those bent on a finer appreciation of
the art. And Billy is working hard with the pub-
lic schools, too.
Demonstration of Sound Waves.
A most interesting demonstration of sound
waves was made lately in one of the Lowell Insti-
tute courses of lectures at the Massachusetts In-
stitute of Technology. The course was given by
Professor Dayton C. 'Miller, and during his third
lecture on "Sound Analysis" he used a flute, cor-
net, voice and Victrola, the latter being gener-
ously furnished the professor by the Eastern Talk-
ing Machine Co. The discs used included the
"Rigoletto" quartet, a Caruso selection and a
piccolo number. All the numbers were played
through a horn into another horn, the sounds
becoming graphically and clearly visible to the eye
when thrown on a screen, showing conclusively
how science has come to the aid of recording and
P-E
SERVICE
Real Music
At Last
P-E
SERVICE
The main thing that you sell when you are an
Edison disc merchant is music — real music — the
kind of music that makes a man long to spend
his evenings at home. This is the reason why so
little salesmanship is required of Edison disc
merchants, and low selling cost means big profits.
It isn't even necessary that you should have
any experience as a phonograph man, for part
of our service to you is along educational lines
in order that you and your salesmen may do
the greatest amount of business. This is real
service and co-operation that means results.
THE
Boston, Mass. PARDEE-ELLENBERGER New Haven, Conn.
CO.
THE TALKING MACHINE WORLD.
19
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
photographing sound waves. It is of interest that
experimental work has been going on for some
time at the Institute of Technology with a Victor
which has been furnished by the Eastern Company,
and the results arrived at through the use of dif-
ferent needles has been one of the many interest-
ing developments of the experiments.
Takes a Star Part.
The dictagraph such as is used in "Under
Cover," that intense play of adventure and de-
tective ability that is crowding the Plymouth Thea-
ter at every performance, is on exhibition at the
Eastern Talking Machine Co.'s Fremont street
quarters, and is attracting much attention. Just
what this remarkable instrument is able to do gets
about the best demonstration in "Under Cover"
that it possibly could have, and a study of the
device whets one's desire to see the play.
Some Effective Publicity.
Joseph Santley and his musical show, "When
Dreams Come True," are getting good advertise-
ment through the postal cards which are being
distributed through the 'Columbia Graphophone
Co.'s offices. On these postals is a small disc rec-
ord of one of the selections from "When Dreams
Come True," which really plays fairly well. On
the card is the stamp of the Columbia Co.
Larger Chickering & Son's Victor Rooms.
Since Manager Currier has taken hold of the
retail quarters of Chickering & Sons the Victor
department, so ably managed by Brother Batch-
elder, has been moved from the basement of the
establishment to the second floor. The new quar-
ters are approached by a flight of easy stairs, and
at the rear of the store is the elevator if one
wishes its use. The rooms are most attractive
and much larger than the old quarters, and with
STANDARDIZING CATALOGS.
Effort to Make Them of Sizes Suitable for Fil-
ing Winning Approval in Business Insti-
tutions Throughout the Country.
The inconvenience of filing for purposes of
reference catalogs of all sizes and shapes has
prompted the Technical Publicity Association,
whose membership comprises the advertising man-
agers of many of the largest business houses in
the country, to start a campaign for uniform sizes
ot catalogs. Definite proposals have been pre-
pared by the association, and will be sent out this
week to all of the leading manufacturers, whole-
salers and retailers.
The chief recommendation is that two sizes be
adopted as the standards for all catalogs, 6 by 9
inches, and 8% by 11 inches. It is argued that if
every house that issues a catalog will have it made
up in one of these sizes, it can then be filed for
reference with hundreds of other catalogs by any
one receiving it. At present, the Technical asso-
ciation's circular points out, because of their va-
rying sizes, catalogs unnecessarily take up valuable
space, and cannot be filed and indexed in any way
that will make reference to them easy.
The plan to standardize the catalogs has met with
the approval of many advertising and catalog men
associated with large manufacturing firms. The
chief of the catalog department in one firm said
recently that there was every reason for the
adoption of the idea and none against it.
"Many catalogs," he said, "contain matter of
permanent value, such as standard tables, decimal
equivalents, engineering statistics and the like, and
should be kept in a ready reference cabinet or
closet by department managers. At present, how-
ever, it is practically impossible to keep them so
that they can be of any use. I recently measured
the catalogs of 700 houses and found 147 different
sizes among them. They varied from pocket edi-
tions to immense books that would almost cover
the top of a desk. How can such a collection of
books be filed in any sort of systematic manner!
"The only possible objection to standardization
the assistance of two able clerks Manager Batch-
elder is equipped to largely increase his business.
Victor on the Stage.
In "Years of Discretion," playing at the Tre-
mont Theatre, next door to the Eastern Talking
Machine Co.'s establishment, there is a Victor
used, and this instrument has been furnished by
Manager Taft, of the Eastern Co. The outfit plays
an important part in the progress of the play.
Non-Partisan Meeting Place.
During the recent mayoralty campaign the East-
ern Talking Machine Co.'s offices assumed the as-
pect of political headquarters, as several of the
men prominent in the campaign, who happened to
be Victor enthusiasts, dropped in on Billy Fitz-
gerald and the other boys quite often. Mayor
James M. Curley (he then was only a candidate
for the office) was a frequent caller, and a large
picture of him and his family now adorns the
desk of Fitzgerald. Collector Joseph A. Maynard
was another of the political callers. Both the
Mayor and the Collector possess Victor outfits.
Featuring the Columbia Grand,
Miss Mabelle Jones, who has been . unusually
successful in interesting patrons in the. $500 Co-
lumbia grand, has been spending a part of this
month at the Atherton Furniture Co.'s- place in
Worcester, where she has been giving some suc-
cessful demonstrations.
Visit Columbia Headquarters.
When Manager 'Arthur Erisman, of the Colum-
bia, went over to New York a short time ago to
confer with the home office officials, and he took
with him C. A. Hewett. in charge of the grapho-
phone department of C. A. McArthur & Co., of
Boston. Mr. Hewett was thus able to come in
personal touch with many of the Columbia officers.
of catalog sizes," he continued, "is that each
manufacturer or wholesaler wants individuality it.
his catalog. But individuality can be obtained in
color and thickness just as well as in size. With
all catalogs printed in two sizes, each manufac-
turer can adopt a certain color and thickness that
will distinguish his catalog from all others."
The difference between an optimist and a pes-
simist is that one believes in mascots and the
other in hoodoos.
NEW VICTOR AGENTS IN BOSTON.
Wholesale Department of the Eastern Talking
Machine Co. Make Many Successful Business
Connections in Boston and Fail River.
(Special to The Talking Machine World.)
Boston, Mass., February 5. — Manager Chamber-
lain, of the wholesale department of the Eastern
Talking Machine Co., has been most successful of
late in being able to interest large concerns in the
Victor proposition. Among the houses to recently
take on these machines are the A. McArthur Co.,
of Washington street, this city, which already has
developed a large talking machine business ; Kraft,
Bates & Spencer, Inc., of Boylston street, a piano
house, which has had a talking machine department
for some time, and George H. Munroe, of Fall
River, one of the leading piano houses of that pro-
gressive city.
OPEN EDUCATIONAL DEPARTMENT.
The Outlet Co., of Providence, R. I., Perfecting
Plans for Its School Campaign.
(Special to The Talking Machine World.)
Providence, R. I., February 9. — An educational
department recently has been opened at the Outlet
Co.'s large establishment in this city, and its special
work is exploiting the sale of Victor machines and
special records in the schools. H. C. Johnson, the
new manager in charge of this work, has met with
marked success, due in large measure to his en-
tirely original methods of procedure, and he has
been able to convince any number of school princi-
pals and teachers of the wonderful results that
can be attained by the Victor equipment in the
education of children along music lines. .;,
HOLD ANNUAL CONCERT AND DANCE.
(Special to The Talking Machine World.)
Bridgeport, Conn., January 31. — The fire depart-
ment of the American Graphophone Co. held its
third annual concert and dance Wednesday evening
at the Colonial Hall in this city. A number of
prominent Columbia artists were in attendance, in-
cluding Fred Van Epps, Ada Jones, Byron G. Har-
lan and Henry Burr.
There are many qualities of steel but only
the best steel is used in making
BAGSHAW NEEDLES
It took a lot of experimenting to secure the formula for
the steel used in Bagshaw needles, for we know that the
talking machine needle, while small, is one of the most impor-
tant parts in sound reproduction. The temper must be exactly
right, so that in manufacturing the point of the needle will be
perfect. Examination of a Bagshaw-made needle under a
strong glass proves this.
The steel must be firm enough to play on the record, and
to do so without injuring the record. This needle quality is
known to many jobbers and dealers, which is responsible for
the fact that Bagshaw-made needles have the largest sale in
the world.
W. H. BAGSHAW Lowell, Mass.
Established 1870 — pioneer needle manufacturers
20
THE TALKING MACHINE WORLD.
THE TALKING MACHINE AS CIVILIZER IN THE PHILIPPINES.
A story of unusual interest is represented in the
accompanying photograph showing a group of
natives in the far-away Philippine Islands listening
to some of their own records, which had been
made for the Columbia Graphophone Co. by an
recording purposes. Dean Worcester also found
the dictaphone of considerable assistance in the
daily routine of his research work. Dean Wor-
cester is shown at the extreme right of the photo-
graph.
state that both the Columbia and Victor lines were
in big demand during the past month.
Joseph Fink, of the Fink Talking Machine Co.,
said that January was his biggest month, and he is
most enthusiastic. He had a good run on the high-
priced Victors and also had many calls for the
latest records.
Another firm that was in the limelight during
January was the Peabody Piano Co., who have
been making steady strides toward the top in the
talking machine business.
INTRODUCE JSEW LABEL
For Victor Records Which Was Designed and
Perfected After Extended Thought and Con-
sideration— Space for Private Number.
Members of One of the Philippines
expedition under the guidance of Dean Wor-
cester, who is famous for the constructive and up-
lift work that he has been doing in the Philip-
pines. It may seem somewhat unusual to use a
dictaphone for recording purposes, but in the ab-
sence of any regular Columbia dealer in this ter-
ritory the dictaphone was found invaluable for
BALTIMORE'S BUSY MONTH.
Talking Machine Dealers All Enthusiastic Over
the Fine Business Transacted in January —
Almost Impossible to Supply the Demand for
Records — The Outlook for the Spring Months
Is Excellent and Is One of Optimism with
Every Dealer in the Monumental City.
Tribes Listening to Their Own Records.
The natives in this section of the Philippine
Islands are called • Igorots, and their records con-
sist of vocal selections and native songs which they
rendered on the nose flute, an instrument decidedly
original and distinctive. The tonal merits of these
records will be a matter of considerable interest to
people the world over.
a few words just what results were obtained each
month. The announcement this time is simple
and to the point, and runs thus: January beat any
month in 1912 and 1913.. except December, 1913.
Mr. Denison declared he is going to do his part
to make 1914 the real year in talking machine
annals.
Reports from the Sanders & Stayman Co., Inc..
Beginning with the Victor records presented in
last month's supplement, the Victor Talking Ma-
chine Co. announced to the trade a new label on
Victor records that was designed after extended
thought and consideration. A change from the
former label had been contemplated by the Victor
Co. for some time, as there were several minor
objections connected with this label that the com-
pany felt sure could be easily remedied. The Hew
label is the result of this thought.
As announced by the company, the new label
embodies the following improvements over the
former one : "The word 'Victor' appears so boldly
that there is no chance for uncertainty as to the
source of the record, even at considerably more
than arm's length. Again, the type used is what
is now recognized more or less consciously as
Victor type — the face that has been most con-
sistently used in Victor advertising. There is a
broadening of the gold circle on either side of the
label at the top, which can be written on with
black ink.
"Formerly there was no space provided in which
the user might put his own catalog number on
the record, and by providing such a space we have
simplified the process of returning each record to
its proper place in the private collection. These
will be of especial benefit in all the black label
series. There was formerly no way of marking
such records except by attaching an unsightly
sticker."
The red seal records issued by the Victor Co.
had their labels changed some time since, and the
new labels have won the unqualified approval and
admiration of the trade. The simplicity and dig-
nity of the new label, coupled with the improve-
ments noted above, combine to make it most
artistic.
S (Special to The Talking Machine World.)
Baltimore, Md., February 7. — Remarkable as
;it may seem, the dealers here announce that fig-
ures for January show a' very unusual result for
this month of the year. They not only pass those
for January, 1913, but all hands declare that they
show a substantial increase over those for any
other month during 1913 than December. There
are probably no more enthusiastic individuals than
the talking machine men these days, and they are
emphatic in their statement that they are going to
bend every effort to make 1914 go 1913 one better.
Judging from the results of the last month it
would seem that they are on the right road to suc-
cess.
Manager W. C. Roberts, of E. F. Droop &
Sons Co., announces that both the wholesale and
retail trade have taken a wonderful spurt and that
January was a fine month. Of course, it did not
equal December, and Manager Roberts declares
that had it beaten December he does not know
what he would have done to accommodate the cus-
tomers and properly care for the stock necessary.
The capacity of his store was taxed to the climax
during December, and if this condition continues
he will have to make substantial extensions.
Manager S. A. Denison's business barometer is
still in its accustomed place, and this indicates that
business with the Columbia line has not dwindled.
Mr. Denison, of course, is manager of the local
branch of the Columbia Phonograph Co., and the
barometer in question is his little slate which hangs
back of his desk, and which tells concisely and in
R
ecor
d S
ervice
IS WHAT YOU NOW NEED
Dealing with BUEHN assures you the best
in service that can be had. Stocks of
EDISON CYLINDER and VICTOR DISC
RECORDS, both Domestic and Foreign,
as complete as large orders and factory
deliveries can make them.
Send your order for RECORDS to
LOUIS BUEHN - Philadelphia
and be convinced.
THE TALKING MACHINE WORLD.
21
The Columbia Graf onola is more and more
being recognized as the supreme instru-
ment of music. The greatest music
lovers are buying the most perfect in-
strument. The Columbia Grafonola,
"Favorite," for instance.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
MANY FEATURES OF INTEREST IN PHILADELPHIA TRADE.
Elaborate Demonstration of Edison Disc Phonographs and Records Gets Prompt Results —
Pennsylvania Talking Machine Co. Very Active — Progress of the New Dealers' Asso-
ciation— Record Supply Rather Low — Louis Buehn Reports Substantial Increase.
(Special to The Talking Machine World.)
Philadelphia, Pa., February 9. — The beginning
of the second month of the year rinds the talking
machine men of Philadelphia in the best of spirits,
for they had an unusually good January. It was
better than last year, every one reports, and the
only unfortunate thing the dealers had to contend
with was a difficulty in getting machines and cer-
tain classes of records.
Edison Disc Phonograph Demonstrated.
Several things of more than usual interest
have transpired in Philadelphia recently. Last
week Thomas A. Edison, Inc., gave a demon-
stration of its latest disc machine in this city at the
Ritz-Carlton Hotel, for which they had issued 3,500
invitations. The exhibition lasted from 1 to 6
o'clock and more than a third of the invitations
were accepted. Every one is most enthusiastic over
the instrument and there are prospects that within
the next ten days there will be a number of dealers
in Edison disc phonographs in this city. After
the hotel exhibition Mr. Stanton, of the Edison
Co. remained in this city and gave exhibitions at
several well-known piano houses. It is not un-
likely that a number of prominent firms will take
the Edison disc for sale here.
F. K. Dolbeer, William Maxwell and Mr. Stan-
ton, representing the Edison Co., were here for the
exhibition. They had upwards of forty of the
latest and best Edison records with them. The
Edison disc is at present handled here by two con-
cerns, the most recent to take it being the Music
Shop, No. 218 South Twelfth street.
Great Activity with Pennsylvania T. M. Co.
The Pennsylvania Talking Machine Co. has had
the front of its building handsomely repainted
with green enamel of a peculiar tint, which has
been attracting a great deal of attention. They
are contemplating numerous interior improvements
and are now getting estimates on the building of a
balcony over two-thirds of the store, with a large
stairway leading up to it, and which will seat a
great many people. Manager Eckhart reports that
the business of his firm on the Columbia machines
in January was nearly equal to that of December,
and that they beat January of a year ago by more
than 100 per cent. Mr. Eckhart was up the State
several days this week and closed a very important
deal at a very important point and secured a sub-
stantial order. He had Harold Lyle with him. He
believes the firm will do a tremendous business.
Among the visitors at the Pennsylvania store the
past week were George Lyle, general manager of
the Columbia Co., as well as Marion Dorian, the
treasurer.
The Dictaphone business has also been most ex-
cellent, and they closed a number of important
sales the past month and have some big things for
February, one instalment being for close to 100
machines. "February," says Mr. Eckhart> "bids
fair to be the biggest month in the history of the
Dictaphone in this territory." They have just had
their delivery automobile painted in yellow enamel
with gold letters, presenting a most striking ap-
pearance.
Hard to Get Enough Records.
G. F. Wurtele, of the Gimbel talking machine
department, reports that its business in January
has been most excellent and shows a big gain over
last year. Plans are being formulated at present
for a considerable enlargement of the department.
Mr. Wurtele says that it has been unable to
obtain many of the most popular of the records,
otherwise it would have been able to do very
much more business in January.
Weymann & Sons After High Class Trade.
Harry Weymann, of H. A. Weymann & Sons, re-
ports that the demand for Victor Victrolas and
records is almost phenomenal and their business
during the year past was double that of 1912, and
so far this year their sales will double those of
last year. In the retail department, he says, they
get most excellent results from their newspaper
advertising, which is striking, and in which they
illustrate the latest dancing fads and show how they
can be satisfied in the home with the Victrola. They
refrain from stating prices and they believe it has
been the means of selling a much better class of
goods, but instead they say : "Any of the Victor's
new and improved styles may be purchased on con-
venient terms. Every instrument is guaranteed and
is backed by our reputation of a half century as
manufacturers and wholesale distributers of mu-
sical instruments of superior construction."
Mr. Weymann believes that this sort of adver-
tising brings better results and a better class of
people than that followed by so many houses who
are continually advocating the old "small weekly
payments."
New Association Making Some Progress.
It took a good while to get the thing started,
but I am assured by some substantial men in the
trade that the Retail Talking Machine Dealers' As-
sociation is going to go through. They are work-
ing it out on a little different basis than at first
arranged. They were not able to get the signatures
of all the representative dealers to become members
of the association, but they have the promise of all
of them, I am informed, that they are willing to
sign a paper to adhere to the rule of charging in-
terest on deferred payments. There will be another
meeting within the next week or two, when those
active in the organization have hopes that all the
representative houses in the trade will be in at-
tendance.
Increase in Business for Louis Buehn.
Louis Buehn reports that the business of his
house in January was very good, being slightly in
advance of last January in spite of the shortage of
records and medium priced machines. "The short-
age of records," he says, "makes it problematical
as to how big our business would have been had
we been able to supply all demands. Conditions
are a little better now, and the factory is supplying
us in better proportion."
Machine Situation Improved.
The machine situation seems to be better all
around, although I have noticed at some of the
stores that there is still a shortage of the $50, $75
and $100 types. Mr. Buehn believes that the indi-
cations are that business is going to be maintained
for some time to come.
In the Edison dictating machine Mr. Buehn has
done a splendid business and it is showing a marked
improvement right along, the attitude of the big
firms being much more friendly to the spending of
money on devices of this kind for the facilitating
of their business than they were during the last
four months of 1913. They have closed some very
nice business with the Linoleum Co., of Trenton;
the Keystone Plaster Co. and the Tunis & Cookey
Lumber Co., of this city, as well as other big con-
cerns.
Take on New Salesman.
Strawbridge & Clothier have added to their sell-
ing force Otto Luedeke, who was formerly with a
well-known talking machine house in this city.
Their business has been very much better than it
was last year.
LIVELY TRADE IN DENVER.
Chief Difficulty Lies in Securing Sufficient
Quantities of the Popular Records to Meet
Demands — Three Happy Managers and the
Reasons — Other News of Month.
(Special to The Talking Machine World.)
Denver, Col., February 6. — The talking machine
trade in this city has kept up in a remarkable man-
ner and the sales for the month of January were
far in excess of the total sales volume'for the same
month last year, according to the reports of the
various local talking machine houses. Record
sales are particularly heavy and the main question
with both the jobbers and dealers is that of secur-
ing a sufficient stock of records to meet the de-
mands. The call for dance records to provide suit-
able music for the tango, maxixe and hesitation
waltz is especially strong and the stocks of that
class of records are at low ebb.
At the present time there are three local talking
machine managers who are particularly happy, re-
gardless of trade conditions. The happy ones are
O. F. Kelso, manager of the talking machine de-
partment of the Denver Music Co., who is the
father of a bouncing baby boy, who has already
developed a pronounced taste for talking machine
music ; C. B. Arbenz, manager of the talking ma-
chine department of the Knight-Campbell Music
Co., and W. C. Wyatt, manager of the talking ma-
chine department of the Denver Dry Goods Co.,
both of whom have had dainty feminine additions
to their households recently.
The Denver Dry Goods Co. reports a big in-
crease in the popularity of the Edison disc phono-
graphs and records, for which the house has the
jobbing rights. The company will be represented
at the annual gathering of the Edison disc jobbers
to be held in New York on the 9th and 10th,
22
THE TALKING MACHINE WORLD.
Increase Your Record Sales
BY PLACING THIS HANDSOME FLEXIBLE
COVER IN THE HANDS OF YOUR PATRONS
This attractive flexible cover is designed to hold the Victor or Columbia semi-
annual record catalog, and is bound in mahogany colored imitation leather, and
lined with black silk cloth.
The price of this flexible cover is so low that it permits you to give same free
to your customers with the record catalog inclosed, thereby making a useful souvenir
and a permanent advertisement; or you may charge a nominal sum for it if you
desire.
In lots of 100 or more, your name will be stamped on face of cover in gilt
lettering free of charge.
Send 2Qc. in stamps for a sample cover, with special trade prices.
NEW YORK POST CARD ALBUM MFG. CO., 23-25 Lispenard Street, NEW YORK
Makers of Talking-Machine Record Alburrfs
F. K. DOLBEER HOME FROM TRIP.
Covers Principal Cities in Far West to Pacific
Coast in Interests of Thomas A. Edison, Inc.
— Business Conditions Generally Satisfac-
tory Throughout the Western States.
(Special to The Talking Machine World.)
Orange, N. J., February 9. — F. K. Dolbeer, gen-
eral sales manager of Thomas A. Edison, Inc.,
phonograph division, has returned from a two
months Pacific Coast trip, during which he spent
some time in Portland, Seattle, Vancouver, Spo-
kane, San Francisco, San Diego, Los Angeles and
other. points. Leaving New York on the sixth day
of December, he arrived in San Francisco inside of
four days, which is a remarkably short time, par-
ticularly in winter, as stormy weather frequently
retards railroad efficiency.
"I spent New Year's," continued Mr. Dolbeer,
"at San Francisco and had' a very enjoyable time.
The city seems to go as wild over this holiday as
New York, and although the rain interfered with
the street processions, still the life at the hotels
made up for it. This city is growing at a rapid
rate and I am greatly impressed with its throb-
bing pulse of activity. The exposition buildings
are being rapidly completed and it would not sur-
prise me, if circumstances demanded, that the ex-
position could open as early as September of this
year.
"As to business conditions on the Coast, it is
difficult to think of a single word to cover the"
entire situation, for in some localities business was
brisk and in others the visitor was told that general
trade was not up to the usual standard. As a
whole, however, the average is good and I should
imagine that is in some spots a slight depression
were felt, the setback commercially is only tem-
porary.
"I was very glad to witness the tremendous
widespread interest on the Coast towards the Edi-
son disc phonographs and records. Everywhere
I went I heard only words of praise for the musical
perfection that has been obtained in this latest
product of Mr. Edison's genius. Naturally, the
sales are growing very fast and there is every in-
dication that 1914 will see a wonderful year for the
distribution of these machines throughout the
Coast States."
Mr. Dolbeer told about his visit to the home of
Frank Hart, of the Southern California Music Co.,
Los Angeles, which is located eighteen miles from
the city, and where he not only enjoyed eating
fresh blackberries on January 11, but where he
saw the most wonderful scenery. "Mr. Hart's
home, comprising many acres of ground, is situated
on a plateau, from which may be seen mountains,
valleys, the cities of Pasadena and Los Angeles,
the ocean, embracing a view that extends over
many miles in all directions," added Mr. Dol-
beer.
Mr. Dolbeer remained in Orange but a few
days before leaving on a short trip that will take
him to a number of Eastern cities.
RECEIVER FOR P00LEY CO.
Prominent Furniture and Record Cabinet Man-
ufacturer of Philadelphia Sends Letter to
Creditors Announcing Culmination of Finan-
cial Difficulties — To Continue Business.
The Pooley Furniture Co., manufacturers of fine
furniture and talking machine record cabinets in
Philadelphia, Pa., has sent out the following let-
ter to the creditors of the company, under date of
February 9, 1914:
"There were several merchandise suits pending
against us which we have been unsuccessful in
trying to get out of the way. As the suits would
go to judgment on Tuesday of this week, the com-
mittee representing creditors decided, in the inter-
est of all creditors, to apply for a receiver in equity.
This was done of the 7th inst, and M. Weinmann
was appointed by the court. He will continue the
business, conserving all the assets in the interest
of creditors.
"We regret very much that four or five creditors
out of a total of 140 made this action necessary."
TAKES ON THE VICTOR LINE.
Hanford & Horton Co., Middletown, N. Y.,
Planning to Give the Victor Line a Live Rep-
resentation in Orange County — Manager
Visits New York to Complete Deal.
The Hanford & Horton Co.. of Middletown, N.
Y., closed arrangements last week with Thomas
G. Green, representative of the Victor Talking
Machine Co. in that territory whereby a complete
line of Victor products will be handled. This
company has been established in business for the
past fifty years, during which time it has con-
ducted a high-class leather goods, book and sta-
tionery business, catering to an extensive clientele
in their part of the State.
The new Victor department will be under the
general supervision of S. G. Shimer, with Mr.
Kenney in personal charge. Both of these gentle-
men were visitors to New York this week, calling
at the offices of the New York Talking Machine
Co., 81 Chambers street, New York, the prominent
Victor distributer. They thoroughly investigated
■the stock methods and other interesting items of
the business as conducted by this company and
were so pleased with the ideas they obtained from
this investigation that they placed a substantially
larger initial order than they had originally
planned.
"OFFICE MAXIXES" THE LATEST.
According to the New York World, "office
maxixes" are the latest form of the dancing mania.
Business men's wives have discovered that the
hardwood floor of "hubby's" big office is excellent
for dancing. There's no rent to pay and a talking
machine furnishes the music. The office dances
are generally held from 5 to 6.30 and are of fre-
quent occurrence, especially in the automobile dis-
trict.
THE SOUTHERN CALIFORNIA TRADE.
F. K. Dolbeer, of Thomas A. Edison, Inc., a
Welcome Visitor — J. C. Berryman Appointed
Manager of Eilers Department — Excellent
Business Reports from the Smaller Towns —
J. C. Clem Invents Tone Arm Amplifier.
(Special to The Talking Machine World.)
Los Angeles, Cal., February 5.— F. K. Dolbeer,
sales manager of the Thomas A. Edison, Inc., was
a welcome visitor to this section recently. While
in Los Angeles Mr. Dolbeer, with 0. A. Lovejoy,
manager of the Southern California Music Co.,
visited -many of the city and suburban Edison
dealers, and was very much pleased with the re-
sults obtained by them.
J. C. Berryman, who has been with the Eilers
Music Co., of this city, for a number of years,
has been lately appointed manager of the talking
machine department. This position was formerly
filled by S. C. Purier, who is now retiring from
the talking machine line, and has taken interest in
one of the large piano houses of this city.
The Baxter-Northrop Co. is much pleased with
the volume of business done in its talking ma-
chine department within the past thirty days, of
which B. H. Burke is manager.
W. W. Nash, Covina, Cal., nas been doing
splendidly with the Victor line in his progressive
little town. The popular sellers has been the Vic-
trola XIV. and XVI.
A. P. Neilson, of Taft, Cal., was in the city for
a few days, and very much enthused over the out-
look of the Edison line in that great oil center.
One of the best known authorities on tone repro-
duction is Amet, of Redondo, Cal., who has very
recently perfected a new talking motion picture,
and is now in Washington, D. C, with this device.
Prof. Amet has more than one hundred patents re-
lating to talking machines.
Bowman Merritt, Fillmore. Cal., has taken on a
complete line of Victor goods, also Oscar Glan-
ville, Mojave, Cal, who increased his Victor stock.
Harry H. Clubb, an old-time talking machine
man of Los Angeles, is again back in the harness
selling talkers for the Wiley B. Allen Co.
C. W. Betty, Maracopa, Cal., and C. C Mc-
Gregor, of McGregor Bros., Ventura, Cal., were
in the city recently. Both are live wires with the
Edison line.
J. C. Clem, has produced a tone arm amplifier,
12 x 4 inches at the mouth, and giving a tone
equal to that of a large wooden horn. This arrange-
ment can be placed on any style or make of ma-
chine, the object being to increase the volume of
the tone in a small space.
A. J. Morse, manager of the branch store at San
Diego, Cal., of the Southern California Music Co.,
spent a few days in this city, much elated with the
growth of business within the past few weeks.
Worthy of all acceptation and constant reitera-
tion is this. "The ideal of modern advertising is
to exalt the standard of your product in the mind
of the public so that you can get your price,"
THE TALKING MACHINE WORLD.
23
EDISON DISC JOBBERS' ASSOCIATION ORGANIZED
At Meeting Held at Hotel Knickerbocker, New York, on February 9 — H. H. Blish Elected
First President — Objects of the New Association — Jobbers Visit Edison Factory and
Are Entertained by Officials of Company — Most Enthusiastic Over Conditions.
An association of Edison disc jobbers, regarding
which there has been much speculation throughout
the trade, and especially since the informal meet-
ing of a number of the jobbers in Xew York last
August, became an accomplished fact this week
when on Monday a score of the leading jobbers of
Edison disc phonographs from various sections of
the country gathered at the Hotel Knickerbocker,
New York, and formally organized the Edison
Disc Jobbers' Association, for the purpose of de-
veloping and maintaining harmonious relations be-
tween the jobbers and between the jobbers and the
factory and for encouraging and aiding in all such
matters as may prove of benefit to any or all
branches of the trade at large.
The first officers of the new association are H.
H. Blish, Harger & Blish, Des Moines, Iowa;
vice-president, C. B. Haynes, C. B. Haynes &
Co., Richmond, Va. ; treasurer, F. H. Silliman,
Pardee-Ellenberger Co., Boston, Mass., and secre-
tary, H. G. Stanton, R. S. Williams & Sons Co.,
Toronto, Ont. The usual committees will be ap-
pointed by President Blish at a later date.
The jobbers as they reached New York were
a most optimistic lot, full of enthusiasm regarding
the manner in which, in every instance, their busi-
ness had developed and of the volume of trade al-
ready handled, especially during the recent holiday
season, the first season they have been really
equipped in the matter of stock to go after the
business energetically and to take care of it prop-
erly. Each jobber expressed supreme faith in the
future of the Edison disc phonograph and cited
the recent additions to his list of dealers and his
plans for the future to back up his beliefs in a
convincing manner.
The informal meeting called by Mr. Blish last
August proved such a success and so beneficial to
every one who attended that in answering this
latest call the jobbers all came fully prepared to
enter into a permanent organization and to give
the association their strongest support. The entire
day was practically given over to the perfecting of
the organization and to a discussion of the consti-
tution and by-laws and there was little time for
general discussion of trade subjects, though such
matters as came before the meeting were con-
sidered carefully and decided harmoniously.
When the new association gets into full running
order it is the purpose of the officers to keep in
close touch with every branch of the trade — fac-
tory, jobber and retailer — in order that it may
exert its influence in the right direction and at the
time when it will prove most helpful to the trade
as a whole, and the body will take up such matters
as the securing of the most favorable freight rates
on phonographs, records and accessories and the
general discussion and endorsement of methods
that will tend to further the Edison disc interests
in all sections of the country.
It is confidently expected that the few jobbers
who were, for one reason or another, unable to
attend the meeting will be quick to join the ranks
of the association and lend their support to that
body as well as benefit by the work of a repre-
sentative trade organization. For some time at
least no regular annual convention of the new as-
sociation will be held, but the members will be
called together at such times as are most con-
venient and. when the most good can be done.
Following the adjournment of the meeting the
jobbers were the guests of the officials of Thomas
A. Edison, Inc., at an informal dinner at the
Knickerbocker and later at the New Amsterdam
Theater, where they witnessed the performance of
"The Little Cafe," the representatives from the
Edison factory including General Manager Charles
H. Wilson, Second Vice-President William Max-
well, Sales Manager G. K. Phillips, Manager of
Phonograph Sales Frank K. Dolbeer and his as-
sistant, A. C. Ireton, Charles Edison, son of
Thomas A. Edison, and others.
On Tuesday morning the jobbers made an early
start and were escorted to the Edison factories
in Orange, N. J., where they held a long confer-
ence with the officials of the company, with results
most satisfactory to all concerned. They were
then escorted through the various departments of
the factory, where they witnessed the improved
processes for increasing the output, especially of
records, without in any way detracting from the
high quality of the product. The jobbers were
much gratified to learn that arrangements had been
made to take care of all possible demands from
them for stock in the future with little or no de-
lay through the development of new and more
rapid manufacturing systems.
One of the imposing features of the visit to
the factory by the jobbers was their meeting with
Mr. Edison on the eve of his sixty-seventh birth-
day anniversary, which occurred on Wednesday,
February 11. The jobbers presented to Mr. Edison
a specially prepared resolution congratulating him
on his anniversary and which was accompanied
by a handsome bouquet of roses. Mr. Edison was
quite overcome by the tribute and could not ap-
parently do enough to express his appreciation to
his guests.
After a luncheon at the Essex County Country
Club the jobbers returned to the factory, where
they spent some time with Mr. Edison in his
laboratory and then left for New York, either
to spend a few days in the metropolis or to rush
home and again take up their business reins with
increased enthusiasm.
Those present at the meeting and who enrolled
as charter members of the Edison Disc Jobbers'
Association were : Laurence H. Lucker, Minne-
sota Phonograph Co., Minneapolis, Minn. ; H. H.
Blish and H. H. Blish, Jr., Harger & Blish, Des
Moines, Iowa ; Marks Silverstone, Silverstone
Music Co., St. Louis, Mo.; L. N. Bloom, The
Phonograph Co., Cleveland, O.; B. W. Smith, The
Phonograph Co., Cincinnati, O.; H. G. Stanton,
R. S. Williams & Sons Co., Toronto, Ont. ; F. H.
Silliman, W. C. Pardee and E. L. Ellenberger,
Pardee-Ellenberger Co., Boston, Mass., and New
Haven, Conn.; N. D. Griffin, American Phono-
graph Co., Gloversville and Albany, N. Y. ; J. N.
Swanson, Houston Phonograph Co., Houston,
Tex. ; C. B. Haynes, C. B. Haynes & Co., Rich-
mond, Va. ; Walter Kipp, Kipp-Link Phonograph
Co., Indianapolis, Ind. ; D. W. Shultz, Shultz Bros.,
Inc., Omaha, Neb.; F. B. Bolway and F. B. Bol-
way, Jr., Syracuse and Oswego, N. Y. ; Percy
Ashton, American Phonograph Co., Detroit, Mich. ;
W. A. Myers, W. A. Myers Sporting Goods House,
Williamsport, Pa. ; A. W. Toennies, Eclipse Phon-
ograph Co., Hoboken, N. J.; Albert Buehn, Buehn
Phonograph Co., Pittsburgh, Pa., and C. B. Harris,
Southern Talking Machine Co., Dallas, Tex.
YOUR OPPORTUNITY
HERE IT IS
If you are one of those VICTOR DEALERS who has not
tried "BLACKMAN SERVICE," can you AFFORD to not try
it NOW?
Will You Ignore It?
Will you simply GO WITHOUT records you need, or will
you TRY BLACKMAN? We can't give you everything
wanted, BUT our service will AT LEAST be a BIG LIFT.
Send a Trial Order
Make it two or three for A TEST, and we will take a chance
on OUR SERVICE, when compared with others, making you
a REGULAR BLACKMAN DEALER.
DON'T DOUBT UNTIL YOU TRY
Very sincerely
BLACKMAN TALKING MACHINE CO.
J. NEWCOMB BLACKMAN. Pres.
97 CHAMBERS ST., NEW YORK
24
THE TALKING MACHINE WORLD.
The pleasure derived from music and
Columbia Grafonolas is identical— unend- ((v
ing and increasing.
(Write for "Music Money," a book "full of meat" for those Columbia GraptlOptlOne Company
dealers interested in quick and frequent turnover of capital.) Wool worth Building, New York
TO WORK KEEN=0=PHONE PATENTS.
Rex Talking Machine Corporation Leases Plant
Equipment and Patents of Philadelphia Con-
cern and Will Manufacture in a Big Way.
(Special to The Talking Machine World.)
Philadeaphia, Pa., February 9. — The Rex Talk-
ing Machine Corporation was recently incorporated
in this city for the purpose of manufacturing talk-
ing machines. Capitalization is $1,200,000, divided
equally between preferred and common stock.
Philip Wohlstetter is president and H. W. Stoll is
treasurer. It will be several weeks yet before the
entire permanent organization can be announced
definitely.
The Rex Talking Machine Corporation has
leased the entire plant, equipment of the Keen-O-
Phone Co. for a term of years, where it will manu-
facture a medium-priced line of talking machines
and records, the complete line of which will be
shown in the new machine and record catalogs that
are now in preparation.
Thomas Kramer is superintendent of the fac-
tory, while the recording end of the business is
under the charge of Frederick W. Hager and
Charles L. Hibbard.
Philip Wohlstetter, president, in chatting wi h
the representative of The Talking Machine World,
said: "At the present time matters are in such a
preliminary shape that it is almost impossible to
tell the trade just what we are planning to do, al-
though our policy is practically outlined. We hope
to be able to make an announcement in March and
in the meantime it can be said that -we will manu-
facture and distribute a line of machines and
records of medium price, catering more particularly
to people in moderate circumstances."
SIGN UP MANY DEALERS.
Eclipse Phonograph Co., of Hoboken, N. J.,
Doing a Large Edison Disc and Cylinder
Business — High-Class Trade Emphasized.
"Business has been keeping up remarkably well
for this time of the year," stated A. W. Toennies,
of the Eclipse Phonograph Co., 203 Washington
street, Hoboken, N. J., the well-known Edison disc
and cylinder jobbers. "Although there is a short-
age in certain types of machines and in the more
popular records, shipments are coming from the
factory in a very gratifying manner.
"One of the pleasing features of the Edison disc
business is the fact that the great percentage of
this business is based on the machines selling at
$150 or over. This high-class trade is naturally
very satisfactory to the Edison disc dealers in
our territory, all of whom predict an excellent
spring trade with the Edison disc phonographs
and records. We have signed up quite a large
number of new dealers during the past month,
and, contrary to the pessimistic predictions of
some members of the trade, the cylinder business
is also going along very nicely."
If you can learn to .meet to-day's trouble with a
placid soul, to-morrow's problems will come to you
with their answers in their hands.
FLORIDA FOR THE VACATIONISTS.
Max Landay Now a Strong Booster for the Land
of Flowers After Recent Visit to St. Augus-
tine and Other Popular Southern Resorts.
From the- oldest city in America, St. Augustine,
Fla., The World recently received on a post-card,
portraying Max Landay, the popular Victor distrib-
uter, in the role of a vacationist rather than a Vic-
tor hustler, as will be noticed. Mr. and Mrs. Lan-
day are pictured in one of the beautiful orange
groves of Florida, and judging from all indica-
tions, are having the time of their lives picking the
luscious fruit.
Mr. and Mrs. Landay returned to New York a
few days since from this very enjoyable Southern
Mr. and Mrs. Landay in Florida.
vacation, but the memory of those Florida oranges
still lingers, notwithstanding the fact that Mr
Landay has been working day and night to prepare
for the opening of Landay Bros, newest store at
427 Fifth avenue, New York. Garnett Grove, St.
Augustine, Fla., was the scene of the illustration
herewith, and Max Landay recommends this spot
to all tired Victor enthusiasts who are desirous
of securing a store of renewed energy for their
busy seasons.
"I hed a dickshonary oncet," said Uncle Zeke,
"but afler I found it -didn't spell words th' way I
did, 1 give it to th' depot agent. It holds his door
open durin' the hot weather fine \"
OUR FOREIGN CUSTOMERS.
Amount and Value of Talking Machines
Shipped Abroad from the Port of New York
for the Past Five Weeks.
(Special to The Talking Machine World,)
Washington, D. C, February 9.— Manufacturers
and dealers in talking machines will doubtless be
interested in the figures showing the exports of
talking machines for the past five weeks from the
port of New York.
JANUARY 10.
Algoa Bay, 17 pkgs., $357; Ceara, 8 pkgs., $490;
Colon, 10 pkgs., $362; Demerara, 4 pkgs., $108;
Glasgow, 4 pkgs., $135; Guayaquil, 4 pkgs., 179;
Havana, 13 pkgs., $1,324; 34 pkgs., $1,436; La
Guaira, 6 pkgs., $250; Manila, 10 pkgs., $438; Syd-
ney, 469 pkgs., $29,758; Valparaiso, 3 pkgs., $175;
Vera Cruz, 710 pkgs., $1,984; Vienna, 1 pkg., $100.
JANUARY 17.
Antigua, 11 pkgs., $127; Bergen, 8 pkgs., $179;
Berlin, 20 pkgs., $617; Buenos Aires, 96 pkgs., $1-
550; Cienfuegos, 38 pkgs., $1,864; Colon, 3 pkgs'.,
$292; 5 pkgs., $137; Dublin, 2 pkgs., $118; Guaya-
quil, 51 pkgs., $2,762; 10 pkgs., $447; 14 pkgs.,
$1,639; Havana, 24 pkgs., $2,660; Kingston, 5 pkgs.,
$362; La Guaira, 12 pkgs, $478; Limon, 9 pkgs.,
$130; Liverpool, J9 pkgs., $1,075; 9 pkgs, $256;
London, 108 pkgs., $4,340; 1 pkg., $300; 1 pkg,
$125; Manzanilla, 2 pkgs, $985; Puerto Barrios,
4 pkgs, $112; Port of Spain, 15 pkgs, $521; Rio
de Janeiro, 4 pkgs, $788.
JANUARY 24.
Antofagasta, 10 pkgs, $700; 2 pkgs, $170; Bar-
ranquilla, 2t pkgs, $2,201; Callao, 5 pkgs, $1,146;
8 pkgs, $339; Caracas, 7 pkgs, $548; Christiania,
2 pkgs, $200; Copenhagen, 2 pkgs, $60; Havana, 2
pkgs, $172; Havre, 8 pkgs, $708; Kingston, 13
pkgs, $355; La Paz, 6 pkgs, $214; Liverpool, 9
pkgs, $193; London, 113 pkgs, $3,640; 14 pkgs,
$1,090 ; Manaos, 4 pkgs, $128; Maracaibo, 1 pkg,
$127; Rotterdam, 14 pkgs, $1,720; Singapore, 37
pkgs, $1,761 ; Vera Cruz, 108 pkgs, $4,055.
JANUARY 31.
Antofagasta, 35 pkgs, $731; 12 pkgs, $185;
Buenos Aires, 80 pkgs, $8,522 ; Cartagena, 13 pkgs,
$394 ; Colon, 25 pkgs, $379 ; Delagoa Bay, 2 pkgs,
$100; Gibara, 4 pkgs, $424; Hamilton, 3 pkgs,
$108; Havana, 15 pkgs, $588; 8 pkgs, $458; Liver-
pool, 18 pkgs, $345 ; London, 177 pkgs, $5,388 ; 13
pkgs, $256; Manchester, 3 pkgs, $169; Manila, 54
pkgs, $2,905; Macoria, 4 pkgs, $315; Piraeus, 2
pkgs, $350; Rio de Janeiro, 12 pkgs, $811; Vera
Cruz, 26 pkgs, $1,048.
FEBRUARY 7.
Bahia Blanca, 2 pkgs, $256; Belize, 12 pkgs,
$352; Buenos Aires, 119 pkgs, $15,492; Callao, 5
pkgs, $162; Cardiff, 4 pkgs, $163; Colon, 2 pkgs,
$162 ; Cuidad Bolivia, 6 pkgs, $250 ; Genoa, 2 pkgs,
$150; Hamburg, 3 pkgs, $195; Havana, 7 pkgs,
$239 ; Limon, 8 pkgs, $437 ; London, 36 pkgs, $1,-
389 ; St. Petersburg, 10 pkgs, $220 ; 3 pkgs, $705 ;
Trieste, 3 pkgs, $455; Valparaiso, 3 pkgs, $141;
Vera Cruz, 20 pkgs, $759.
Welcome trials, for remember it is usually diffi-
culties that bring a man to the fore.
THE TALKING MACHINE WORLD.
25
ATLANTIC CITY WINS FOR 1914. NEW QUARTERS FOR C. W. LINDSAY. CELEBRATES 65TH ANNIVERSARY.
Annual Convention of the National Association
of Talking Machine Jobbers to Be Held at
Popular Seaside Resort This Summer — Elab-
orate Program Being Arranged for the Meet-
ing— Planning for Big Attendance from All
Sections of the United States.
Under date of January 16, Secretary Whitsit, of
the National Association of Talking Machine Job-
bers, sent out to all members a communication
informing them that the executive committee at
its meeting last September endorsed Atlantic City
as the place for holding the 1914 convention. A
return postal was enclosed with instructions to
check Atlantic City if the member favored it and
if not to express his choice of other cities. To
date about 75 per cent, of the membership have
responded and the choice is all but unanimous for
Atlantic City, there being just two dissenting votes.
Now that the meeting place has been decided
on work will begin at once arranging for the con-
vention. If the 1914 gathering does not eclipse
any previous one it will not be the fault of the
officers in charge. Already President Roush and
Chairman Wiswell of the arrangement committee
have had their heads together and they have passed
the word along that not only will there be more
doing from an entertaining standpoint, but there
will also be several innovations in the association
business meetings. In other words, these gentle -
ment have adopted as their slogan, "something do-
ing extraordinary in '14," and th'e members know-
ing their caliber seem to be perfectly satisfied to
leave it to them.
A special effort is going to he made this year to
get to the convention the heads of all houses job-
bring the talking machine line, as well as their
department managers.
Prior to this time a great many jobbers have
considered their talking machine department as
merely a side line, but association officials have
reason to believe this condition no longer exists ;
in fact, when comparisons with other departments
are made of the 1913 business it is thought that
the talking machine line will have forced its way
ahead of most of their other departments. This
being true, there is no good reason for the heads
of these concerns ignoring longer the National
Association of Talking Machine Jobbers, and much
pressure is going to be brought to bear to con-
vince them of this fact. It sounds reasonable.
President Roush and Secretary Whitsit spent
a day together in January talking over the im-
portant things to take up February 16, when the
executive committee will confer with the Victor
directors.
Once when Mischa Elman arrived at a certain
city to give a recital he hailed a conveyance at the
station and requested to be driven to the concert
frail. "Not a bit of good — the house has been
sold out this last fortnight," retorted the driver.
"That is rather awkward," replied the young vio-
linist. "But never mind, drive me there all the
same. I'll take my chance of getting in."
Will Erect New Building for Quebec Branch
and Give Added Prominence to Victrolas in
Quebec Province — Work to Begin in May.
(Special to The Talking Machine World.)
Quebec, Que., February 9. — Greater prominence
will be given the Victrola line in this city as a
result of the decision of the firm of C. W. Lindsay,
Ltd., to erect new premises for its local branch
in the city of Quebec. The results of its nego-
tiations was the purchasing of property on St.
John- street, opposite its present store. This
property gives it 4,252 square feet of ground
on which it proposes to build a five-story steel
building, containing an attractive front and all
conveniences. Work will be begun on the new
building in May.
FIBRE NEEDLE MASTERPHONE.
Wins Much Praise from Trade and General
Public — Promises to Have a Big Demand.
"The reception accorded our new fibre needle
Masterphone has been very gratifying," said M. B.
Claussen, president of the Masterphone Corpora-
tion, 187 Broadway, New York. "Since announc-
ing our new Masterphone late last month we have
received orders for it from all parts of the country,
as the trade having derived entire satisfaction
from our steel needle device, felt confident in the
success of our fibre needle Masterphone.
"Notwithstanding the fact that the new Master-
phone has only been on the market for a week or
two, we are already in receipt of a number of com-
munications from music lovers who are enthusiastic
over the tonal results obtained by the use of the
fibre needle Masterphone. The true, natural tone
of the record is not only brought out, but aug-
mented by the use of the Masterphone, and with
the endorsement of a number of famous artists
who have listened to their own records as played
with our new device, we naturally feel certain
that music lovers throughout the country will ap-
preciate its true musical value."
TO HANDLE THE EDISON LINE.
Two Companies Incorporated, One with Head-
quarters in Chicago and the Other in Kansas
City — Latter to Act as Phonograph Dis-
tributers— Will Also Open Retail Store.
( Special to The Talking Machine World.)
Chicago, 111., February 9. — The San Francisco
Phonograph Co., which has conducted a store in
this city for some time past, has been incorporated
with a capital stock of $15,000 for the purpose
of handling Edison phonographs. The incorpora-
tors are: Morris Cohen, Fred Barth and Clyde E.
Shorey. The same people have also incorporated
the Western Phonograph Co., which will act as dis-
tributer for Edison phonographs and records, with
headquarters in Kansas City. The Western Co.
will open a retail store on Grand avenue, Kansas
City, under the management of W. P. Hope.
R. S. Williams & Sons Co., Ltd., Jobber of
Edison Phonographs, Holds Interesting and
Successful Reception to Mark Business An-
niversary— Its Sixty-fifth, by the Way.
(Special to The Talking Machine World.)
Toronto, Ont., February 9. — A most successful
anniversary reception was held on Tuesday, Janu-
ary 20, by the R. S. Williams & Sons Co., Ltd., of
Toronto, who is the Canadian distributer of Edison
phonographs and records. The occasion was the
firm's sixty-fifth anniversary, and the crowds that
inspected its ten-story "Home of Music," showed
their appreciation of the programs rendered in the
recital hall. Both the afternoon and evening con-
certs presented a variety of music furnished by
Miss Estelle J. Carey, soprano soloist, Esther
Smith's concert orchestra, the Edison disc" phono-
graph and others. The building was most suit-
ably decorated throughout and each floor was in-
spected by throngs of interested visitors. The
event was announced by invitation cards and well-
written daily paper announcements. This completes
the first year of the R. S. Williams & Sons Co. oc-
cupancy of its splendid new building.
WIN SUCCESS WITH COLUMBIA LINE.
Music Supply Co., of Toronto, Ont., Forced to
Move to Larger Quarters to Handle Grow-
ing Business at 36 Wellington Street, East.
(Special to The Talking Machine World.)
Toronto, Ont., February 9. — The rapid increase
of the sale of Columbia products in the province
of Ontario has meant such expansion in the busi-
ness of the Music Supply Co., Columbia jobbers
for this province, that it has been forced to
take larger premises, and accordingly has moved
from 88 Wellington street, West, Toronto, to 36
Wellington street, East. A new feature of the
Music Supply Co.'s trade is the introduction of
the foreign language disc records. These give
dealers a field for selling courses in French, Ger-
man, Spanish and Italian, for which both the pro-
prietors of the firm, John A. Sabine and Charles
R. Leake are convinced is a very large one in
Canada, and one that should yield good results to
live retailers.
SUCCESS WITH DAILY CONCERTS.
(Special to The Talking Machine World.)
Plymouth, N. H., February 8. — Fred W. Brown
reports that his Edison cylinder business is making
rapid strides. A very attractive window display
of the new Amberolas has done much to draw
trade, and daily concerts are the rule. During the
visit of the Edison representative a number of
prospects were closed, including one Amberola III
to a prominent merchant of the town who is' most
enthusiastic over its musical and constructive
merits. Business generally is excellent.
A little push will often be more effective than a
lasting spell.
IMPORTANT NOTICE TO EDISON DISC DEALERS
The New
Th omas Attachment
Plays lateral cut records on the new Edison Disc
Machine. It has a patented ball bearing joint, which
makes it work flexible and free. You should not fail
to have a quantity of these attachments in stock, as
it will greatly add to your machine sales.
Write to your jobber for a sample,
if he hasn't it write to us.
F. H. Thomas Co., 689 Boylston St., Boston, Mass.
Patent Pending.
26
THE TALKING MACHINE WORLD.
This Cabinet is built to match the
machine case, and gives the impres-
sion that the two are a unit. It is a
masterpiece of cabinet making, and is
furnished in the various woods and
finished to match. The compartments
are lined with felt in the Salter style,
giving perfect protection to records.
Similar cabinets for the "Columbia"
line and some beautiful new cabinets
for the Edison line.
Salter Cabinet for No. IX Victor Machine.
What would you say of
a dealer in Talking Machines
who did not handle Records?
You would say that he
was like his stock— "Not all
there."
How About Cabinets?
No Talking Machine business is realizing nearly what
it should unless profits from cabinet sales play a big
part in the dividends.
We have looked at things from the dealer's standpoint
as well as our own and have designed our cabinets
with you in mind. With the Salter line profits are sure.
Have Our Catalog Handy.
SALTER MFG. CO.
337-43 N. Oakley Blvd. CHICAGO
THE TALKING MACHINE WORLD.
27
H. J. THOMAS APPOINTED MANAGER
Of Talking Machine Department of Hobart M.
Cable Co. Store in Clinton, la.
(Special to The Talking Machine World.)
Clinton, Iowa, February 11. — H. J. Thomas has
been made manager of the talking machine depart-
ment of the branch store in this city of the Ho-
bart M. Cable Co., of La Porte, Ind. The
talking machine department is a new feature of the
store and a large space will be fitted up for its ac-
commodation, with several handsome demonstrat-
ing booths. Mr. Thomas is a talking machine man
of experience, having been for four years with the
Chicago branch of the United States Phonograph
Co., of Cleveland, starting as a local salesman and
promoted as traveling salesman and was later in
immediate charge of the sales of the Chicago
branch. The opportunity offered Mr. Thomas to
locate in Clinton was an exceptionally fortunate
one for him, as it is his old home town, and he was
but recently married to Miss Jennie Lee Fairchild,
an accomplished young woman of this city.
ADVERTISEMENTS NOT COPYRIGHTED
Artistic and Literary Devices May Be Pro-
tected, Not Advertising Articles, Rules Judge
Foster in Decision Just Handed Down.
(Special to The Talking Machine World.)
New Orleans, La., February 7.— That advertise-
ments are not subject to copyright unless possessed
of sufficient artistic and literary merit, is the sub-
stance of an opinion handed down by Judge Rufus
E. Foster, of the United States District Court,
last week, in the case of Stone & McCarrick, Inc.,
vs. the Dugan Piano Co., Ltd., in which the motion
to dismiss was sustained. In the original bill
complainant alleged that it had published and copy-
righted a book entitled "Manual of Instruction, in
Use of Stone & McCarrick System of Salesman-
ship"; that the book was specially intended for
use by its subscribers for reprinting parts thereof
in a series of articles intended for advertising pur-
poses and was printed in such forms as to be spe-
cially adapted for use as "copy" for advertise-
ments in newspapers, magazines, periodicals and
other literature, and that the Dugan Co. and its
officers had infringed the copyright of the said
book by publishing substantial parts of the copy-
righted work as advertisements of the wares of-
fered for sale by the said company.
Defendants moved to dismiss the bill on the
grounds that advertisements are not copyrightable,
and hence advertising copy is not copyrightable, and
that the copyright of a textbook or manual of in-
struction of a useful art, science or system does
not confer upon the proprietor of the copyright
the exclusive right to make use of the art, science
or system explained in it.
The decision of the court, which will no doubt
have a far-reaching effect on the right of mer-
chants to insert advertisements designed and origi-
nated by others, is as follows :
"As to whether advertisements may be copy-
righted there are cases both ways, but conceding,
for the sake of argument, that advertisements in
the forms copyrighted by the complainant would
possess sufficient artistic and literary merit to be
the subject of copyright, it seems to me that the
second ground of objection is destructive of com-
plainant's case.
WANTED
Job lots of any make talking
machines and records.
Will buy for cash second-hand
machines, shop-worn records and
supplies. Correspondence strict-
ly confidential. Address "Cash
Buyer," Talking Machine World,
220 So. State Street, Chicago.
WILL BUY Edison two or four-minute records, also
Victor or Columbia' regular or cut-out stock records; will
also buy machine stocks. Give full particulars and lowest
prices. L. Paradis, P. O. Box 356, Chicago, 111.
"Complainant has copyrighted a book and not
an advertisement. Defendants have published an
advertisement and not a book. The book is in the
nature of a manual of instruction and is designed
to teach piano dealers how to attractively advertise
their wares, and contains forms, or models, or
diagrams of advertisements, just as we may choose
to term them.
"If complainant had published or copyrighted a
manual of instructions designed to teach a piano
maker how to build the instruments any person
would be entitled to follow the instructions and
diagrams to construct a piano. I can see no dis-
tinction between a system of instruction as to how
to make a piano and a system df instruction as to
how to draw an advertisement. The copyright of
the book did not prevent the general public from
making use of the book for the purpose for which
it was designed, notwithstanding such use results
in the publication of a part of the book in the
form of an advertisement. In my opinion the case
is on all-fours with the decision in Baker vs.
Seldon, 101 U. S. 99. The motion to dismiss will
be sustained."
PROSPERITY IS COMING FAST
Says Secretary Redfield of the Department of
Commerce — Tariff Found Not Harmful as
Foes Feared — Business Conscience Awak-
ened and Readjustment Welcomed.
Before the Chamber of Commerce at New
Haven, Conn., last Saturday night, Secretary Red-
field, of the Department of Commerce, made an
address in which he stated that business condi-
tions are rapidly working toward prosperity in this
country. Reminding his hearers that trade depres-
sion has been world-wide and less acute here than
abroad, and that the rising tide is first 'felt in
America, he turned to the political reforms recently
made effective by legislation and their promise of
abundant benefits.
"It was perfectly proper," he said, "that business
men whose output was affected more or less by the
new tariff should give thoughtful heed how to re-
adjust themselves to it. Now they are saying that
the readjustments are over and the new tariff at
its worst is nothing like so bad as they feared, and
at its best is helpful.
"Big business has often failed to see that its
methods have aroused a justly popular resentment,
and that many of its past purposes were impos-
sible and intolerable in a democracy. Business con-
science has now awakened, and men of might in
finance are becoming men of light in the necessary
readjustments that are pending.
"The sense of what is fit, the knowledge of what
is due to their own honor are now so keenly alive
in the business community that when the achieve-
ments of our recent discussions shall have been
finally wrought into law business men will be
found ready for such further work as may remain
to be done."
IT CAN BE DONE.
Somebody said that it couldn't be done,
But he, with a chuckle, replied
That "maybe it couldn't," but he would be one
Who wouldn't say so till he tried.
So he buckled right in, with the trace of a grin
On his face. If he worried, he hid it.
He started to sing as he tackled the thing
That couldn't be done — and he did it.
There are thousands to tell you it cannot be done;
There are thousands to prophesy failure;
There are thousands to point out to you, one by one.
The dangers that wait to assail you;
But just buckle in with a bit of a grin.
Then take off your coat and go to it;
Just start in to sing as you tackle the thing
That "cannot be done" and you'll do it.
Cleverness may, after all, be merely an ability
not to attempt the things we know we can't do.
FOR SALE OR EXCHANGE.
4,000 10-inch double face Zonophore rec-
ords (brand new) in Spanish. What h ive
you in disc talking machines and supplies
for spot cash? Correspondence invited.
ROSEN'S TALKING MACHINE EXCHANGE
3 School Street Boston, Mass.
EDISON PRAISES MACHINES.
They Aid the Working Man and Shorten Hours,
Says the Great Inventor in the Course of
Some Recent Interesting Remarks — Will
Enable American Manufacturers to Compete
Most Successfully with Europeans.
Thomas A. Edison expressed the opinion at
West Orange recently that the Ford profit-sharing
plan was the beginning of a new period in indus-
trialism and was due to high efficiency with ma-
chinery. If generally adopted, he said, it would
do away with labor unions.
"This great scheme of Mr. Ford's will do a
world of good," he said. "When we use machines
instead of humans and have a single apparatus to
do the work of 250 men, then employes will enjoy
real benefits. This is already true in the Ford fac-
tory in Detroit. It is a case where scientific man-
agement has rolled up enormous profits, 'because an
article can be very cheaply manufactured on that
plan.
"Mr. Ford struck the right note when he found
he could sell his. car for $50 cheaper some time
ago. Then, when efficiency in manufacture made
it possible to complete the car for another $50 less,
he decided that his employes should reap the bene-
fit. It is a good scheme, while the Ford people are
prosperous, but I suppose if their business de-
creases it is only natural that the wage of the
employe will decrease.
"The time is passing when human beings will be
used as motors. We are to-day putting brains into
machinery, and are replacing by machinery the en-
ergies of thousands of humans with only a few
men to see to it that the apparatus keeps working.
If other concerns were to set about to study the
question of efficiency and reduce operation to the
minimum cost, then employes would profit."
Improved machinery, went on Mr. Edison, would
necessitate men working fewer hours, and at the
same time would enable them to accomplish much
more. He said that he had perfected a machine,
used in the manufacture of his storage battery,
which could be operated by a girl and which did
the work of forty men.
Continuing, Mr. Edison said that in a few years,
with the new machinery, American manufacturers
would be able to undersell the Germans and other
manufacturers.
"Machinery is the salvation of the American
manufacturer," he said, "and will result in the
United States leading the world commercially in
a few years."
Mr. Edison also had a few remarks to make
about. the present system of education, saying that
it was a remnant of the old Latin institutions and
was too involved.
"What we should have," he said, "is education
by demonstration."
Write today for our new catalogue giving
you rock bottom prices of our specialty.
Springs for any kind
of Talking Machines
No doubt you will find it interesting.
EMIL RIEDEL
Sachsische Sagen- u. Federstahlwaren-
Fabrik.
Chemnitz-Gablenz, Postfach 10, Germany
28
THE TALKING MACHINE WORLD.
The present danci
a thing to
No other Company has gone to the
expense or given the time to make
their dance records so authentic as
the Columbia Company.
So, we have the goods — got them
right, too. Tangos, One=Steps, Hesita=
tion Waltzes, Bostons, Turkey=Trots
— every one of them in approved dance
tempo, made under the personal direc=
tion of the greatest authority in this
country on modern dancing — Q. Hepburn
Wilson, M. B., who dances while the
band makes the records.
Which, being the case, we are tak=
ing two full pages in the Saturday
Evening Post this week, in addition
to the Columbia publicity in numerous
other publications, to feature Columbia
dance records.
This advertisement is all dance —
and modern dance at that. These
records have the real spirit that no
dancing enthusiast can resist. For
home dancing they are in a class by
themselves — beyond the reach of serious
competition.
THE Saturday evening post
February I*. 191*
Yet, no mailer if ,1 ii not a Columbia. (Get
r Samplt- record from, your dealer or send
5 I!Upln,j,Teqular*andarddiscrccordsijoucan
! piny Columbia rrrord*on il. {Get our", ample"
| record from your dealer or tend the coupon).
DANCE!
• BOSTON .nd HESITATION WALTZES
Columbia • 5- •
Graphophone Co. ' M'St A
25 Om« enclosed
Send m« you epeehl sampl,
record with "Good-Sifiht, LV
. Gtrl, Good Night" on one sld
imcnt on lb
of the Dearest ■ , -
..machine.
NAME..; W<{ 4
ADDRESS * Ol
• rro • • irm^m • • • •
Columbia Graphc
Wool worth Built
THE TALKING MACHINE WORLD.
29
craze is too good
passed by
And the demand for records of this
kind is actually shouting.
If you are not yet sharing in the
Columbia dance record dividends, step
around to the handiest Columbia dealer.
Ask him to play Columbia Record
A=1458. When you have heard it, just
ponder over the fact that that's the
kind of dance music he is selling to
his customers — and yours, too, don't
forget that — for 65 cents.
VERNON CASTLE
originator of "Castle Walk" and many other
modern dances, endorses Columbia records.
Columbia Graphophone Co.
Woolworth Building, New York City
Gentlemen : —
I want to congratulate you on the excel=
lent dance records you have recently issued;
they are the best I have heard. I am using
a Columbia Grand Grafonola and Columbia
Records at Castle House where they are
attracting extraordinary attention. The
records are played in perfect dance time and
are frequently encored by our patrons.
hone Company
New York
THE TALKING MACHINE WORLD.
NEW EXPRESS RATES OF MUCH INTEREST TO TRADE
Will Prove of Benefit to Talking Machine Jobbers and Dealers Throughout the Country —
Schedule of New Rates as They Apply Between the Principal Cities of the Country.
The new express rates, ordered by the JrUer-
state Commerce Commission, and which went into
effect throughout the country on February 1, and
particularly interesting to the talking machine job-
bers and dealers as affording a means for facili-
tating rapid shipments and deliveries and much
reduced expense. The express companies take ma-
chines and other packages much heavier than the
parcel post limit, and in addition provides a receipt
that takes the form of free insurance. The sweep-
ing reduction in the express rates is indicated by
the accompanying tables prepared by the express
companies, and showing charges of specified
weights between two prominent cities of the coun-
try, the rates being based on fixed distances instead
of the mileage plan.
Between
New York
and
Chicago
St. Louis
New Orleans
Dallas
Denver
San Francisco
.31
.32
.41
.45
.47
.71
.60
.65
.75
.75
.80
.80
Rates
.42
.44
.63
.70
.75
1.22
.75
. .80
1.10
1.15
1.25
1.50
Rates
.64
.68
1.06
1.20
1.30
2.24
1.00
1.10
1.40
1.65
2.00
2.85
Between
51bi.
10 lbs.
20 lbs.
Atlanta
ranee up t
o Fitly Dc
liars
and
New
Old
New
Old
New
Old
Rates
Rate.
Rates
Rates
Rates
Rates
Jacksonville
.28
.60
.35
.75
.51
1.00
Memphis
.30
.60
.40
.75
.60
1.00
Cincinnati
.31
.60
.41
.75
.63
1.00
Richmond
.31
.60
.43
.75
.66
1.00
Baltimore
.33
.70
.46
.90
.72
1.20
New York
.34
.70
.48
1.00
.77
1.25
Between
5 lbs.
10 lbs.
20 lbs.
Philadelphia
Insu
ranee up to Fifty Do
liars
and
New
Rates
Old
Rates
New
Rates
Old
Rates
New
Rates
Old
Rates
Portland, Me.
.27
.50
.34
.60
.48
.75
Buffalo
.27
.40
.34
.50
.48
.60
Cincinnati
.29
.50
.38
.60
.56
.75
Milwaukee
.31
.60
.43
.75
.66
1.00
Mobile
.38
.75
.55
1.00
.91
1.30
Seattle
.67
.80
1.14
1.50
2.09
2.85
Between
Slbi.
10 lbs.
20 lbs.
St. Louis
Insurance up to Fifty Dollars
and
New
Rates
Old
Rates
Rates
Old
Rates
New
Rates
Old
Rates
Detroit
.28
.55
.36
.70
.52
.85
Birmingham
.30
.65
.39
.80
.59
1.10
St. Paul
.30
.65
.41
.80
.62
1.10
Philadelphia
.32
.65
.43
.80
.67
1.10
San Antonio
.40
.75
.59
1.00
.99
1.30
Los Angeles
.62
.80
1.05
1.40
1.90
2.50
Between
Slbs.
10 lbs.
20 lbs.
Between
5 lbs.
10 lbs.
20 lbs.
Chicago
Insurance up to Fifty Dollars
San Francisco
Insu
ance up t
o Fifty Do
liars
and
New
Old
New
Old
New
Old
and
New
Old
New
Old
New
Old
Rates
Rates
Rates
Rates
Rates
Rates
Rates
Rates
Rates
Rates
Rates
Rates
Boston
.31
.60
.43
.75
.65
1.00
Houston
.63
.80
1.06
1.40
1.93
2.30
Oklahoma City
.36
.70
.52
1.00
.85
1.25
Minneapolis
.63
.80
1.07
1.40
1.94
2.75
Jacksonville
.36
.75
.52
1.10
4 .85
1.40
Chicago
.65
.80
1.11
1.40
2.02
2.75
Galveston
.39
.75
.59
1.15
.98
1.65
Cleveland
.67
.80
1.14
1.40
2.09
2.75
Salt Lake
.52
.80
.84
1.25
1.48
2.00
Washington
.70
.80
1.21
1.50
2.22
2.85
Portland, Ore.
.63
.80
1.06
1.40
1.93
2.75
Boston
.71
.80
1.23
1.50
2.26
2.85
TALKING MACHINE EXPORTS.
The Figures for December Presented — Reports
Show Falling Off for the Month.
exportation of talking machines, records and sup-
plies amounted to $2,792,667.
LEIPZIG FAIR OPENS MARCH 2.
(Special to The Talking Machine World.)
Washington, D. C, February 9. — In the sum-
mary of the exports and imports of the commerce
of the United States for the month of December
(the latest period for which it has been compiled),
which has just been issued by the Bureau of Statis-
tics of the Department of Commerce and Labor,
the following interesting figures relating to talk-
ing machines and supplies are set forth :
The total exports of talking machines, records
and supplies for December, 1912, amounted to
$232,900, as compared with $236,426 for the same
month of the previous year. The twelve months'
(Special to The Talking Machine World.)
London, Eng., February 3. — On March t the
Leipzig Fair commences and, as usual, 'will con-
tinue for one week ; that is, the commercial side
of it. The Leipzig City Council has been adver-
tising the business attractions of the Fair pretty
thoroughly in the leading London newspapers, and
all indications point to a record numDer of visit-
ors. Gramophone men usually attend the spring
gathering in large numbers, but at the time of
writing, while most of them speak of the proba-
bility of going over, few will commit themselves
to a definite decision so many weeks in advance.
AN ODDITY IN ENVELOPES.
The Columbia Graphophone Co. received re-
cently an envelope addressed in a truly distinctive
and unique fashion. Every possible detail, includ-
ing patent numbers, was shown on this envelope,
which is presented herewith, and any danger of
miscarriage was apparently eliminated.
"HEARING" TYPE BY MACHINE.
New Invention for Benefit of the Blind, That
Causes Different Printed Letters to Indicate
Their Character by Sound.
A blind man may some time be able to read the
daily newspapers, books or all printed matter
with no aid except that of a machine. Such a
machine has now been devised, but it is still far
from perfect. Posters furnish about the only
reading that can be done with it now.
What the apparatus does is to sound musical
notes or chords in the blind man's ear for each
printed letter. With experience the blind man
will be able to tell the letter each combination of
notes is intended to represent.
The inventor of this machine is a London scien-
tist. Over a year ago he perfected an instrument
that would enable a blind man to detect the source
of any light near him — to find the window of a
room, for instance. A box that looked something
like a camera was held in the hands of the blind
man and wires connected the box with a telephone
receiver at the blind man's ear.
A selenium unit in the box detected any light
and sent a current to the telephone receiver, thus
making a sound in his ear. The blind man could
point his box or camera in any direction. When
it was pointed at light the telephone receiver
vibrated, the loudness of the noise being depend-
ent on the strength of the light.
The new device is a development of this box —
or optophone, as it is called. Words in large type
— on a poster, for instance — are passed in front
of the new instrument. A strong light is thrown
on the type, part of this light being reflected back
from the white paper and part of it not being re-
flected— where the rays strike the black ink. The
returning rays are detected by a checkerboard
group of selenium cells. Each of these checker-
board cells will cause a musical note to sound in
the telephone receiver at the blind man's ear, and
each cell has its own individual musical note.
When the letter M is passed in front of the in-
strument, for instance, there is first a crash of a
whole scale of tones, as the upright line at the
left comes along; then, as the slanting middle lines
pass before the instrument, the notes first run
down the scale and then up the scale; and then
the right-hand upright line causes another crash
of many notes. The blind man quickly learns that
this combination of sounds means M.
The inventor hopes it will be possible to perfect
his apparatus eventually so that it can be used on
ordinary type. On the face of it, the apparatus
needs only refinement to enable blind men to read
newspapers ; but it is extremely difficult to obtain
that refinement.
The Kelley Music Co., Jersey City, N. J., is a
recent addition to Columbia agencies.
STR0H VIOLS
VIOLIN, VIOLA, ETC.
The mellow and matured tone of these
instruments, which are constructed largely
of aluminum, yet possess none of the
characteristics of the gramo*
phone or wind instrument, is
only one of its many points
which are fully set out in an
illustrated booklet which will
be mailed free on request to
String Fiddle the sole makers.
GEO. EVANS
&f*f\ 94 Albany St.
IsVf* London, Eng.
OR
in U. S. A. to their sole repre-
sentatives
Oliver Ditson Go.
ISO Tremont Street
BOSTON
NEW YORK and PHILADELPHIA
Violin
THE TALKING MACHINE WORLD.
GRAND OPERA AND THE TALKING MACHINE.
The Importance of Their Relations and the Influence Exercised in the Matter of Public
Taste Set Forth in Article Written for The Voice of the Victor by Albert Grau,
Brother of the Famous Impresario — Interesting Reminiscences of Early Opera.
It does not seem so very long ago that grand
opera was regarded as the most precarious line
of endeavor with which men of nerve and capital
could tempt fate, and even so intrepid an im-
presario as Colonel Mapleson predicted that the ul-
timate destination of his kind was either the
county jail or the poorhouse.
But Colonel Mapleson and his colleagues, such
as the Strakesches, Maretzek and the indefatiga-
ble Henry E. Abbey, all of whom died penniless,
were unfortunate in that their period of activity
antedated the advent of a scientific era in which,
as a result of the amazing evolution of the talk-
ing machine, the scores of masters, and the world's
greatest singers have been brought into our homes,
and this has gradually created a nation of opera-
goers, so that the spectacle of three majestic
opera houses opening simultaneously in New York
! City, which as recently as ten years ago would
; have meant sure disaster, may now be viewed with
complacency by impresarios, artists and public.
Even during the regime of Maurice Grau, end-
ing in 1904, the Metropolitan Opera House had
established the first operatic dividends known to
American musical history, and this impresario
was quick to observe that a new musical public
was being created. Crowded balconies and gal-
leries were solving grand opera's difficult prob-
lems, and the day when the works of Wagner.
Verdi, Gounod, Puccini and their colleagues could
attract only the social set was already passing.
But the talking machine, up to the time of Mr.
Grau's retirement from the operatic field, was yet
regarded as a mere toy. From 1904 to the year of
1913 were nine years of persistent musical uplift,
in which the Victor Co.'s extraordinary enterprise
had caused the musical map to change from coast
to coast. It mattered not whether it was Caruso,
Tamagno or any of the famous singers who are
paid thousands a night, they all capitulated to the
inducements held out to them. But let no man
doubt that this was greatly due to the astonishing
development of the Victor, and not solely to the
financial benefits. Moreover, there is no record
of any protest in recent years on the part of the
impresarious of grand opera, all of whom were
brought to realize that the influence of the Victor
was being felt in the box; offices. This is so true
that although the world's greatest singers were
now adding to their annual income prodigious
sums of money, while their artistry was being per-
petuated scientifically, their compensation has been
constantly growing larger .in the opera houses,
while a third source of income, also greatly due to
the Victor, has resulted from the tremendous de-
mand for their services for concert tours, song
recitals and festivals galore all over the co: n'.rv.
1 can remember when there were not over thirty
cities where a famous diva could attract a paying
audience, and even ten years ago not more than
five or six musical celebrities could procure suf-
ficient bookings to justify a tour. To-day there
are as many as sixty well-known vocal and in-
strumental soloists who can attract an audience
representing anywhere between $1,500 and $6,000
at each appearance.
It is a fact that the demand to hear and see the
famous musical stars by a new and increasing
public is so great that while the distinctly dramatic
or theatrical business all over the country has had
an awful slump, the prosperity in the musical field
is everywhere conceded. Mme. Schumann-Heink
has attracted audiences in cities of about 20,000
population representing from $2,500 to $4,000,
while in the larger cities the larger sum is an
ordinary achievement. Yet this same Schumann-
Heink came hither from Berlin under my brother's
direction at a weekly honorarium of $250. If you
would ask the great German contralto her opin-
ion, she will tell you that the Victor has accom-
plished more to make the " nation musical than all
other influences combined.
When it was announced that opera in the lan-
guage of the nation was to become a permanent
attraction in the theater endowed by New York's
multimillionaires, this writer ventured to prediA
that the outcome would be successful from the
outset, t and now when the pessimists are con-
fronted with the spectacle of capacity audiences
night after night and week after week, the fear
is expressed that with the advent of the regular
opera season at the Metropolitan Opera House
and the inauguration of a third regime — that of
Oscar Hammerstein — the gold-laden box office of
the Century Opera House must show the effects
instanter; but it will be found that New York
with its 6,000,000 souls can, and will, provide a
public for all three, provided that the artistic of-
ferings are wholly worthy, and surely there is
nothing to indicate a reaction in the near future
in the neighborhood of Central Park West, where
the advance subscriptions are already assuring
prosperity for months to come.
The Messrs. Aborn know from experience that
popular-priced opera is a necessity in our larger
cities, and they have publicly acknowledged that
this is principally due to the thousands of new
music lovers who, having heard in their own
homes the voices of celebrated singers and the
melodies over which they have raved, now flock
to the opera house or theater where they are held
fast, and this is a condition which explains why
in the heat of summer, when the playhouses
usually are closed, the Messrs. Aborn have pros-
pered in' a half dozen cities simultaneously.
But even now the influence of the Victor is in
the infant stage. The Victor Co. is not resting on
its laurels ; one may see evidences at every turn of
expansion and productivity and an effort to em-
brace newer fields in which its conquest a few
years ago would have been difficult to accomplish.
To T.M. the King ana
Queen of Spain
To H.M the King
of Sweden
To H.H. the KhedHw
of Egypt
To H.M. the King
of Italy
— the trade-mark that is recognised
throughout the world as the
Hall-mark of Quality
To H.M. the Shah
Of Persia
AUSTRIA: Oeiterr. Grammophon — Gesellschaft.
m. b. H., 8, Krugerstrasse. Vienna.
BELGIUM: Cic Franchise du Gramophone, 51.
Avenue de la Porte de Hal, Brussels.
DENMARK : Skandinavisk Grammophon-Aktietel-
skab, Fribavnen, Copenhagen.
FRANCE: Cie. Francaise du Gramophone, 115
boulevard Richard Lenoir, Place de la Repub-
lique, Paris.
GERMANY : Deutsche Grammophon- Aktiee-
gesellschaft, 35, Ritterstrasse. Berlin. S42.
HOLLAND : American Import Co., 22a, Amsterd
Veerkade, The Hague. .
HUNGARY: The Gramophone Co., Ltd.. IV.
Kossuth Lajos-Utcza 8. Budapest.
SPA I N : Cia. Frances* del Gramophone. 56, Balme*.
Barcelona.
SWEDEN : Skandinaviska Grammophon- Aktie-
bolaget, 52, Appelbergtgalan, Stockho'm.
RUSSIA : The Gramophone Co.. Ltd.. 45. No-iky
Prospect. St. Petersburg; 9, Golovinsky Prospect,
Tiflis ; 30, Novia Svit. Warsaw.
EGYPT: The Gramophone Co.. Ltd.. 13, Rm
Stamboul. Alexandria ; Rue Mousky, Cairo.
EAST AFRICA: Bayley & Co.. 8 Beira.
Lourenzo Marques.
SOUTH AFRICA i Dartor & Sons. Adderley St.
Cape Town ; Mackay Bros., Rissik Street,
Johannesburg ;
Mackay Bros 6t McMahon, 443. West Streot,
Durban ;
Ivan H. Haarburger, Maitland St., Bloemfontein.
INDIA : The Gramophone Co.. Ltd J39.BalliaghatU
Road. Calcutta ; 7, Bell Lane, Fort, Bombay.
AUSTRALIA: The Gramophone Co. Ltd,
Hoffnungs Chambers. Pitt Street, Sydney.
GREAT BRITAIN : The Gramophone Co* Ltd.
21. City Road. London, E.C.
By Appointment
To H.M. Queen Alexandra
Great Britain :
The Gramophone Company
Ltd
2 1 City Road
London EC
THE TALKING MACHINE WORLD.
UP-TO-THE-MINUTE "PURE ADVERTISING" LABORATORY.
The Interesting Story of the Edward C. Plume Co., a House Which Creates Strong, Ethical,
Convincing Advertising Matter for Talker Merchants and Those in Other Lines of Trade
— Some Excellent Views of the Model Establishment in Chicago and Its Trained Staff.
( Special to The Talking Machine World.)
Chicago, 111., February 10. — The World takes
genuine pleasure in presenting views of the general
office, copy and art rooms of the Edward C. Plume
Co., of this city. The reason for the "pleasure" is
that the company is doing a work thoroughly in
slides for the use of the merchant in exploiting his
product in moving picture theaters. Reproductions
of some of the advertisements put out by the
Edward C. Plume Co. have already appeared in
The Music Trade Review. The series is a remark-
able one in that the announcements while forceful,
pany's excellent and result productive advertising
service.
The offices, however, are splendidly equipped for
the great educational campaign which Mr. Plume
has under way, and which means so much for the
uplift of advertising.
Those members of the trade who have al-
ready made use of the Plume Co.'s advertising
service are enthusiastic regarding the originality of
the ideas embodied therein and the character of the
copy, as Well as of the results produced thereby, in
the line of prospects and sales. It is the sort of
advertising that stands the test.
accord with the private convictions and public pro-
paganda of The World along the lines of "pure
advertising."
The Edward C. Plume Co., as the readers of
The World well know, was founded several years
ago by E. C. Plume, who was for a number of
years the Western wholesale manager for the
Columbia Graphophone Co., and in that capacity
came in contact with many talking machine and
ieneral Offices of the Edward C. Plume Co., Chicac
convincing and calculated to get results, are abso-
lutely ethical and are such as to exalt the standard
of the individual merchant and the trade in the
mind of the public.
The first of the three views here presented shows
the company's general offices, which occupy a large
part of the third floor of 417-421 South Dearborn
street and the entire street frontage. Mr. Plume's
office is in the front on the right hand side. Mr.
NEW VICTOR DANCE RECORDS.
Interesting List Issued to the Trade Recently
by the New York Talking Machine Co.
The New York Talking Machine Co., 81 Cham-
bers street, New York, the prominent Victor dis-
tributer, sent out to its clientele a fortnight .since
a special list of new Victor dance records which
was compiled after due consideration. These rec-
The Laboratory.
piano dealers and naturally is conversant with
conditions in this trade. In the period between his
resignation from the Columbia Co. and the found-
ing of his present business Mr. Plume had asso-
ciated with him-^BT T>Ke.Jley in an advertising con-
cern, and his experience, in that line opened his
eyes to the wide field for the right kind of adver-
tising matter in rthe -talking machine and other lines
of trade. The Edward C. Plume Co. was established
with ample financial backing, with Mr. Plume as
president and Mr. Kelley as assistant treasurer and
secretary.
While the activities of the company along adver-
tising lines run in various channels, it features
high grade newspaper advertising copy handsomely
illustrated, artistic mailing folders and advertising
Kelley can be seen in his office at the right in the
rear, and to the left is shown the office of J. L.
Fraser, sales manager. The copy and art room is
next to Mr. Plume's office, but is not shown in the
general view. In the second view Mr. Plume is
seen " in his private office in consultation with W.
F. Schramm, the advertising manager. We can-
not just recall whether this picture was taken at
the time when they were discussing the securing
of the services of "Penny" Ross, in devising, a
series of Mamma's Angel Child folders, or whether
it was when the Plume Co. bought out a large Cin-
cinnati advertising service concern. After careful
reflection, however, we are inclined to think that it
shows the presidential and copy-creating brains
working on an important extension of the corn-
he President's Private Office.
ords were listed on a specially printed sheet, and
labeled "The New York Talking Machine Co.'s
Extra Special."
The company had expected that the list would
■ be favorably received by its dealers but were un-
prepared for the remarkably large number of or-
ders that were received within two days after the
list was mailed. Mariy dealers ordered 100 apiece
of all the records listed, and some of the com-
pany's patrons used the telephone and telegraph
to place their orders at the earliest possible mo-
ment. The success of the list was a significant
indication of the popularity of Victor dance rec-
ords, and an impressive endorsement of the live-
wire, methods of the New York Talking Machine
Co.
THE TALKING MACHINE WORLD.
33
Or writ* for descriptive booklet of price* and outfit
The New Edison
Is Indeed Thomas A. Edison's Supreme Triumph.
The new Diamond Stylus Reproducer — the New Edison Disc Records — the New Edison
Motor and the concealed sound conveyor have all been worked out to absolute perfection.
77>D New EdUon Record*, with mat it on both e,dr*. are at wonderfally eapmrior U
all other*.
thing thai
n heard beft
The* i
needle* to •cratch jutd we
Styltu Reproducer with the
will reproduce the Edison records thmuaudj of 1
the lost reproduction will be u perfect u t
With Mr. Editon'i new method ;
it h possible to mold Into these
ordi every fine ihadin^ i
distortion "* • ■
tcrotch. There
The Edison Shop
Thi PhoMtzraph Co.
229 Wabaih Avenue, Chicago, 111.
One of the most
striking and un-
doubtedly one of
the best advertise-
ments from the
viewpoint of di-
rect results ap-
peared in the Chi-
cago Tribune
Sunday of last
week. It was in-
serted by the Pho-
nograph Co., the
prominent Edison
distributers i n
Chicago, and
while more di-
rectly exploitive
of the Edison
shop, the Phono-
graph Co.'s retail
department is of
intense interest to
Edison dealers
everywhere to
whom it will no
doubt appeal as a
model advertise-
ment of Edison
goods. It is one
of a series of re-
m a r k a b 1 e an-
n ouncem ents
which Manager C.
E. Goodwin has
been running. It
occupied a space
equal to five full
columns, or five-
sevenths of a page.
A reproduction of
the advertisement
i n miniature i s
printed herewith.
One of the most
noteworthy fea-
tures in connect' on
with the country-
wide campaign be-
ing conducted in
the interests of
the Edison disc
phonographs has
been the striking
originality and
forcefulness o f
the advertising.
Southern California Talking Machine Men's
Association Holds Bi-Monthly Meeting and
Banquet in That City — Interesting Papers
Read on Live Subjects.
A REMARKABLE EDISON ADVERTISEMENT IN CHICAGO. talker men meet in los angeles.
Grand Opera
Continued in Chicago
Chicago's official operatic season has closed — but you may still
hear Grand Opera!
Special arrangements have been made by which Chicago opera
lovers may continue to hear their favorites.
Selected programs of popular operatic numbers — sung by the most
renowned opera stars, will be presented every afternoon at the Edison
Shop, between 3:00 and 4:00 P. M. This is in addition to the regular
concerts which continue as before— daily from 11:30 A. M. to 5:00 P. M
Call today and hear the germ of opera sung by the world's greatest artists— repro-
duced with all the purity of sound and unblemished art of the original. No charge for
Call any afternoon and hear the superb New Edison— in which the inventor has finally
overcome all defects and difficulties and has attained the great goal toward which he has
striven for years — Perfect Reproduction of Sound.
In Mr. Edison's own words, "Real Music at Last.''
Hear It!
Call and hear this superb new instrument — the supreme
triumph of Thomas A. Edison. No charge for seats in
concert room.
Hear the w4ru erful new Edison recorda-^-acorcs of new records just
received. Or brine aJone some of your favorite disc records (foreign or
domestic records ufany make) and hear them played on the Edison as you
. have never heard them played before.
Concert* Daily From 1 1:30 A. M. to 5:00 P. M.
In the Beautiful Concert Hall at the Edison Shop.
There is no charge for these concerts and no obligations or requests to buy.
We are' eager for everyone in Chicago to hear the New Edison if merely to tell others of
the wonderful
(Special to The Talking Machine World.)
' Los Angeles, Cal., February 7. — The bi-monthly
■banquet and meeting of the Southern California
Talking Machine Men's Association, was held at
the usual place, the Hollenbeck Hotel, January 29.
After the dinner a most interesting talk was given
upon the "Use and- Results of the Victor in the
Public Schools," by Miss K. Stone, musical super-
visor of the Los Angeles. Public School. Also a
paper was prepared by Mrs. Sibley G. Pease upon
the "Local Musicians and Composers." A brief
speech was given by the president of the associa-
tion Sibley G. Peace, then followed the regular
routine of business and a general discussion of
matters relating to the talking machine trade.
IT HITS THE MARK.
That's What Merchants Are Saying About the
"CL" H. P. Nelson Player-Piano.
(Special to The Talking Machine World.)
Chicago, III., February 9. — "In all my experi-
ence I never saw anything that seems to be de-
signed so completely to satisfy the present demand
as the Style "CL" H. P. Nelson player-piano." This
is the burden of a letter received to-day from a
dealer by the H. P. Nelson Co. "It gives me some-
thing to go after big popular trade, and after
a careful examination I know that it is going to
be a winner, because it is built right and is going
to be a continual prospect producer. The sample
is already spoken for." Then followed an order
that demonstrated that the dealer was building on
the faith that was in him.
Similar letters are being received from all parts
of the country. H. P. Nelson is evidently on the
eve of another of his remarkable successes in pi-
ano and player production.
The new wholesale salesrooms of the H. P. Nel-
son Co. are the scene of considerable activity these
days, and a half a dozen automobiles are kept
busy bringing dealers out to the factory from the
downtown district. A hundred and fifty pianos
are shown on the floor, presenting the H. P. Nelson
styles in all of the various woods.
One that is attracting a big share of the atten-
tion of the visitors, is the new Style 106 Nelson
piano, an exceptionally attractive instrument that
is drawn along simple lines, and which is 'equally
good to look upon in either mahogany, oak or wal-
nut. A number of other styles are also being
brought through the factory-
CONSISTENT PUBLICITY PAYS.
Southern progressiveness is well exemplified in
the excellent newspaper advertising used the year
round by the Tampa Hardware Co., Tampa, Fla.,
the prominent Columbia distributer. This enter-
prising house is conducting a campaign in Tampa
newspapers which is resulting in the closing of a
splendid business both in machines and records.
Large space is used, and appropriate illustrations
together with convincing selling talks make this
advertising distinctive and sales productive.
Orville Harrold, the celebrated tenor, whose
records in the Columbia library have scored a pro-,
nounced success, has joined the Century Opera
Co., where he will be presented in important parts.
Mr. Harrold will be the third well-known male
singer in the Century Opera Co. whose records
are in the Columbia library; Morgan Kingston and
Walter Wheatley also being well represented.
Schafford Album Co.
now at
27-29 Walker Street
New York
ORDER COUPON
If you have never seen a Schafford
Record Album, send this coupon with
$i and you will receive a 12" Album,
together with wholesale prices on both
10" and 12" Albums. ^
Name
Address
Your Album orders made us secure larger quarters,
where, with more space and additional modern equip-
ment, we are in even a better position to make talking
machine record Albums. More quality at the same price
will be the keynote ever living to our slogan of "Greatest
Album value in America."
Schafford Album Co.
27-29 Walker St. NEW YORK
34
THE TALKING MACHINE WORLD.
A DEALER WHOJiETS RESULTS.
George J. Lenth, Although Located in a Town
of Only 1,300 in Iowa Orders Full Carload
of Edison Disc Machines and Records and
Gets Right After the Business — Shipment
Well Advertised En Route to His Town.
When a phonograph dealer in a town of 1,:500
population orders a solid car-load of machines, in
the parlance of the street, he is certainly "going
some." This was the splendid record achieved hy
Geo. J. Lenth, a hustling and progressive Edison
disc dealer in Elkader, Clayton County, la. It
is a safe bet that many talking machine dealers
in the East have never heard of Elkader, la.,
but there is no doubt that Elkader will be well ac-
quainted with the Edison phonograph before Mr.
Lenth gets through.
The solid carload of Edison disc phonographs
and records intended for Mr. Lenth left the Edi-
son factories on January 21, and in order that cities
and towns along the route of shipment could be
fully acquainted with Mr. Lentil's enterprise and
energy, the following large-sized sign was placed
on the side of the car: "Solid carload of the won-
derful new Edison diamond disc phonographs,
bought by George J. Lenth, Elkader, la., popula-
tion 1.300." The mere fact of the carload ship-
ment leaving the Edison plant was nothing unusual,
but the 1,300 population was the impressive part of
the sign.
It is understood that Mr. Lenth, who is a firm
believer in the value of personal solicitation, has
also arranged for the giving of several concerts
in the Elkader churches and places of amusement
to feature the Edison disc phonograph. It is safe
!o say that if these concerts meet with the same de-
gree of success that Mr. Lenth's personal efforts
evidently have, there will be another carload of
Edison phonographs and records very shortly.
being taken through the streets of VVaverly, en
route to the store of A. A. Brodie & Bro. The
wagon was snapped in front of the store, and un-
derneath the picture was printed: "Your Victroh
is in this load. Come on in." It is pleasing to
note that this up-to-the-minute publicity produced
excellent results commensurate with the distinctive-
ness of the idea.
ORIGINAL PUBLICITY PAYS.
How Brodie & Bro., of Waverly, la., Are Bring-
ing the Victrola to the Attention of the Peo-
ple of That City with Excellent Results.
(Special to The Talking Machine World.)
Waverly, Iav February 9. — Taking advantage
of all opportunities offered from a publicity stand-
point is well illustrated in the postcards and cir-
culars being sent out to their clientele by A. A-
Brodie & Bro., of this city, the hustling representa-
tives of the Victor Talking Machine Co. in this
territory. These postcards and circulars are the
subjeot of general comment and attention, as they
are decidedly original in their design.
The purpose of this literature was to illustrate
the extent of the company's business, as the scene
presented was that of a wagon-load of Victrolas
AID TO INCREASEDRECORD SALES.
Special Cover to Hold Standard Record Cata-
logs Just Issued by the New York Post Card
Co. and Meets with Immediate Demand.
"We are now ready to announce to the talking
machine dealers throughout the country, something-
new that we are certain will prove a boom to their
record sales," stated George Bates, of the New
York Postcard Album Manufacturing Co., 23 Lis-
penard street, New York, manufacturers of talk-
ing machine record albums.
"Our latest product consists of a handsome flex-
ible cover arranged to hold the Victor or Colum-
bia six-months' record catalog, and one monthly
supplement if desired. This cover is artistic in
its appearance, being bound in mahogany colored
imitation leather and lined with black silk cloth.
The catalogs are placed in the cover by means of
an adjustable cord which permits of easy and quick
insertion. The cover being flexible, is convenient
to a degree, forming a permanent reminder of the
record catalog inclosed, and the dealer's name
thereon will naturally mean increased record sales.
"In my travels around the country, many dealers
have often expressed the thought that the hand-
some record catalogs issued regularly by the com-
panies ate not properly handled by their clients.
As the catalogs are only made of paper, it is but
natural that they should soon tear or curl up, and
not presenting the artistic appearance so desirable
in a music room, are soon hidden out of sight.
These dealers felt certain that something should
be designed that "would permit of the inclosing of
the record catalog in an attractive flexible cover,
which the talking machine owner would always
keep near at hand, instead of placing it in some
drawer or out of the way place, as is the case with
the present paper-covered catalog after it has been
in use a short while.
"Working along these lines we experimented for
some time until we arrived at the decision that a
catalog cover that would be really successful must
not be bulky or ugly, but contain only two strings,
one for the regular catalog and the other for one
monthly supplement if desired. Our new cover is
the result of our experimenting.
"We have arranged to print the dealer's name
on the face of the cover in gilt in lots of 100 and
more, thereby making the cover a permanent ad-
vertisement when placed in the hands of his clients.
The price of the cover has been placed1 so low
that dealers will find it profitable to give one away
with the first record catalog given to a client, or
if they desire they may charge a nominal sum for
the cover either on the first distribution or when
the customer desires more than one cover. These
are all details which the dealer can arrange in
the way which will give him the most profit and
advantageous publicity. Advance orders indicate
the success of our new cover, as it forms a useful
souvenir and a permanent advertisement.-'
WHEN "NEXT" IS A PLEASANT WORD.
Barbers and Bootblacks Appreciating Value of
the Talking Machine in Keeping Their Over-
flow of Customers in Good Humor.
The Italian has long been a strong devotee to the
talking machine as a means for his own entertain-
ment and as affording him an opportunity to listen
to his favorite operas in his home, no matter how
humble, and at his own convenience. He has also
discovered that the talking machine is an excellent
business partner under certain conditions, and re-
cently in many sections of the country "talkers"
with a plentiful supply of records have been found
in barber shops and bootblack parlors. The man
who is being shaved or having his boots blacked
or is waiting his turn to receive the attention of
the "artist" in charge is not likely to lose patience
over the delay if he is able to enjoy music during
the wait.
SELECTED AS OFFICIAL MACHINE.
Dictaphone Installed in Offices of Panama-Pa-
cific International Exposition for Use of
Officials in Various Departments — Many Ma-
chines Required.
( Special to The Talking Machine World.)
San Francisco, Cal., February 9. — -As an-
nounced in The World two months ago, the Dicta-
phone has been installed as the official dictating
machine of the Panama- Pacific International Ex-
position, and many of these machines are now in
use in the various departments, we understand.
It is planned to secure for permanent record
speeches delivered by Commissioners and distin-
guished visitors to the Exposition. This will be
done by having them dictate their speeches or mes-
sages on a cylinder, which will be kept, and later
made a part of the Columbia Graphophone Co.'s
exhibit at the Exposition.
W. S. Gray, Pacific Coast manager of the Co--
lumbia Graphophone Co., declares that the exhibit
of graphophone and dictaphones in the Palace of
Liberal Arts, will be a remarkable one.
JOBBERS intending to IMPORT
Talking Machines, Motors,
Disc-Records should visit
OUR SHOW ROOMS
AT THE
LEIPZIG FAIR
AND INSPECT OUR
NEW MODELS
POLYPHON - MUSIKWERKE, A.-G.
Representative: A. B. NEWCOMBE, New York, 71 West 23rd St.
Works: LEIPZIG-WAHREN 41 Show Rooms: LEIPZIG, PETERS STR. 281
THE TALKING MACHINE WORLD
35
Columbia dealers' record business dur-
ing the first forty-five days of 1914 has
been twice any previous sales record.
Did you share in this ?
(Write for "Mutic Money," a book "full of meat" for those
dealer a interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
DEMAND FOR DANCING RECORDS ALSO HITS DETROIT.
Incident in Store of Columia Co. Indicates That the Craze Hits All Classes — Machine Sales
Keep Up Well — Salesmen Enrolled in Efficiency Course of Board of Commerce — Piano
Houses Find Profit in Talking Machines — Other Interesting News of Past Month.
(Special to The Talking Machine World.)
Detroit, Mich., February 9. — The correspond-
ent of the Talking Machine World stopped and
took a second look as he entered the Columbia
branch store the other day for his usual confab
with Manager K. M. Johns. Skipping about the
floor with all the abandon of a primary grade
school girl, was a fashionably attired man, ap-
parently having the time of his life, but neverthe-
less, as sober-faced as a magistrate in a murder
case. The cause of his skipping was a hesitation
waltz record, being played by City Sales Manager
S. E. Lind, who also was impersonating, facially,
an owl. Following the music painstakingly, miss-
ing not a step, and apparently fearful of being-
interfered with, the dancer persisted until the
record was finished. Then he spoke up briskly :
"I'll take that one. And I think that'll make
enough, for this time."
After he went out Mr. Lind explained: "He's
(he head of a dancing academy, William J. Garand,
selecting a new orchestra for this month.
In the past few months we have sold a
good many grafonolas to parties who wanted them
for dancing in their homes, but not until a few
weeks ago did we sell one to take the place of the
orchestra in a dancing academy.
"He wasn't dancing in here just to be gay, bu
to ascertain if the tempo of the record was right
throughout. He tries every record he buys in
that way. They must be a pretty good lot of
records, for he never has turned one down.''
The sale of records is the feature of the talk'ng
machine business in Detroit just now. It is so
tremendous that it makes the sale of the machines
a matter of secondary consideration. The dealers
are generally agreed that the wonderful stimulus
is the craze for dancing. It was a craze two or
three months ago, as mentioned in this correspond-
ence at the time, but it has become more pro-
nounced every week. Perhaps three-fourths of the
records sold are dance records, mostly hesitation,
one-step and tango. As the business in the other
classes of records has not diminished, some idea
of the general increase can be had.
The sales of machines have not slumped, how-
ever. "As a matter of fact," said Harry Rupp.
manager of the talking machine department of
Grinnell Bros, "the late highly prized holiday
trade turns out to have been but an incident. If it
were not for the calendars we might think that
January and February were the holiday months. A
year ago January and February were almost as
good as December, and this year we have double
the space and all the rooms are occupied most of
the time. For Christmas we sold a lot of ma-
chines, which created a tremendous demand for
records, and the records, 'heard by friends of the
owners, creates a demand for more machines. The
consequence is that we are short of records, and I
guess everybody else is in the same position"
Out in the State conditions are largely similar.
Piano houses who took on talking machines a
few years ago just as a little side line, are now
handling them on equal terms with the pianos, if
not actually as the leaders. They are attractive
because sales are easier made at the lower prices,
and the money is turned over more quickly.
The J. L. Hudson Co. will soon make alterations
in its talking machine department, which will al-
most double the space devoted to it. Another row
of demonstrating rooms will be built and the num-
ber of record cases will be about tripled. A com-
plete catalogue of Victor and Columbia records
will be carried hereafter.
Manager E. K. Andrew, of the talking machine
department of the Hudson Co., recently duplicated
S. E. Lind's feat o'f selling a Columbia to a danc-
ing academy owner. Another notable sale by him
was a $200 Victrola to William B. Thompson,
twice mayor of the city, and one of the best
known among Detroit's business men. A. J.
Fedewa, one of the company's talking machine
salesmen, who has been ill since last May, returned
to his work February 1.
The talking machine salesmen are all participat-
ing in the "Efficiency Course" of the Detroit Board
of Commerce. This is a series of lectures by
prominent business and professional men, on the
various features of commercial life, salesmanship
being a strong leader. Most of the companies pay
the attendance fees for their salesmen, considering
it a' good investment.
All sections of the city are now well covered
with talking machine stores. Detroit's suburban
business is spread out over a wide area, and the
talking machine jobbers have looked up every
cluster of business houses worth while, and have
established an agency in the neighborhood. All
these stores begin with the talkers as a side line,
but most of them, in the course of a year, find that
it is more profitable to make the talking machine
business the mainstay, and carry the other things
as side lines.
"The situation resembles the automobile situa-
tion a good deal," said one of the jobbers. "Peo-
ple are just finding out that they are able to have
something which they want very much. Perhaps
there are a couple of million families in the coun-
try that have talking machines. They represent
ten million of our hundred million population.
Of the other ninety million, count out about twen-
ty million as unable to buy a machine, and that
leaves us about seventy million prospects, all get-
ting ripe fast. That is why we do not consider
what seems to be a phenomenal trade now, as
phenomenal at all, but only what we ought to ex-
pect, and. which we have every reason to expect
will be doubled in a year from now."
The talking machirfe business is attracting some
of the best piano houses which hitherto have not
designed to consider this line of the musical trade.
J. Henry Ling, head of the oldest piano house in
the city, stated recently that he was seriously
considering closing out one of his piano depart-
ments and substituting talking machines in its
stead.
"I have practically determined on this course,"
he said. "I want to make one little inquiry to sat-
isfy myself on a certain point, and I am going
East soon to do it. Talking machines are becom-
ing one of the biggest forces in the music trades,
and affairs have reached a stage that makes it bad
policy for a piano dealer to ignore them longer."
EMPLOYES' ASSOCIATION A SUCCESS.
The Victor Co-operative Beneficial Association
Makes Excellent Record During First Few
Months — An Example of Victor Co. Gener-
osity— Big Increase in Membership.
The manner in which the Victor Talking Ma-
chine Co., of Camden, N. J., has the interests of
its thousands of employes at heart is indicated by
the first report of the Victor Co-operative Bene-
ficial Association, covering the period from its or-
ganization, on April 15 of last year, to December
31, and the best proof of the success of the new
venture and its appreciation by the employes of
the company is found in the fact that the member-
ship in the association, commencing at 1,647, dur-
ing the first weeks following the organization,
rapidly increased until at the end of December
there were 4,210 employes enrolled.
Since the launching of the association, the Vic-
tor Co., as per its agreement with its employes,
has contributed to the treasury, dollar for dollar
in proportion, the amount paid by the employes
up to December 31 being $8,359.50, and by the
company an equal amount. With accrued interest
the amount raised last year for the association
was nearly $17,000, all of which was devoted ex-
clusively to requirements of the association, the
Victor Co. paying all the operating expenses of
the association, which amounted to nearly $2,000.
In less than nine months the association paid to
208 sick members, benefits totaling $5,861.75, and
paid death benefits aggregating $900 for six mem-
bers, leaving nearly $10,000 in available funds in
the treasury. All cases of sickness are carefully
investigated by the proper officer of the association
and when any doubt exists as to the right of the
member to receive benefits, the matter is placed
before the trustees. Where possible the member
is given the benefit of any doubt that may exist.
All concerned acknowledge the Victor Co-opera-
tive Beneficial Association as a powerful factor in
cementing the cordial relations existing between
the Victor Co. and its employes.
The officers of the association appointed for 1914
are : Trustees — A. W. Atkinson, I. F. Burton, C.
S. Wickes, E. T. Kieffer, E. K. Smith, W. B.
Fulghum ; president, R. L. Freeman ; vice-presi-
dent, E. F. Haines; treasurer, G. W. Jaggers ; sec-
retary, E. K. MacEwan ; visiting secretary, M. W.
H. Holden.
36
THE TALKING MACHINE WORLD.
STOCK SHORTAGE CHIEF TROUBLE IN NEW YORK CITY
Local Dealers and Jobbers, However, Losing Few Actual Sales for Machines and Records
— Dance Craze Leaves Mark in Heavy Record Demand — Some Lively Advertising Cam-
paigns Help Business — What Some of the Prominent Local Houses Have to Report.
A shortage of both machines and records of the
most popular types has been the most important
feature of the local talking machine trade the past
month. Shortage of product around the holiday
season is expected, but the prosperity of the talking
machine industry as a whole is well evidenced by
the continued demand that has existed for ma-
chines of the more popular prices, and records of
practically every type. Although the shortage has
not been so marked that the dealers have been
forced to lose many sales as a result, at the same
time the jobbers and dealers are unanimous in
stating that they could easily handle considerably
more machines and records fhan are now being
turned out by the factories.
General business conditions the past month have
been very satisfactory from every standpoint.
Trade has kept up remarkably well and, what is
more important, collections have been excellent.
There is no doubt in the minds of the members of
the local trade but that 1914 will be the banner year
in the history of the talking machine industry,
and this optimistic prediction is verified by the re-
ports of the factories, which proclaim the month
just ended as the best January they ever experi-
enced. The jobbers and dealers throughout the
country were responsible, of course, for this record-
breaking business, and New York and vicinity have
certainly shared in this general prosperity.
Dancing Craze in Full Blast.
The dance craze continuing at full blast, it was
to be expected that the demand for dance records
would be correspondingly heavy, and in view of
this expectation the majority of the dealers nat-
urally ordered what they considered exceptionally
large quantities of this class of records. To their
great surprise, however, their stocks in most in-
stances fell far below the demand and they are
finding themselves in the position of reordering
records which they expected would be in stock for
at least the next two or three months. The coun-
try-wide popularity of the modern dances is be-
yond adequate explanation, but the talking ma-
chine dealers are not trying to solve it, as they
are finding it sufficiently difficult to take care of the
trade that this dance craze has created.
The Victor and Columbia factories are working
to full capacity to turn out enough of the popular
priced machines to take care of the needs of the
trade, while the Edison disc factory cannot supply
its dealers with sufficient stock in the machines
retailing at $150 and over. All three companies
are behind in their record shipments, but are doing
their utmost to catch up with their trade.
Steady Advertising Campaign.
A steady advertising campaign in the local news-
papers has been carried on by the trade during the
past month, and the talking machine advertisers,
taken collectively, have probably used as much
space within the past few weeks as many of the
merchandise fields that far outranked them in
earlier years. The advertising is well conceived
and impressively worded, many of the separate ad-
vertisements utilizing educational selling argu-
ments as well as straight-from-the-shoulder "rea-
son-why copy."
A Talking Machine Block.
With the opening of the new store of Landay
Bros., at 427 Fifth avenue, there will be presented
the spectacle of two Victrola stores and one Edison
disc establishment on the same street, and within
two doors of each other. This conditoin is com-
mon in several other large cities, but this will be
the first instance in New York of three talking ma-
chine stores and departments being situated on one
of New York's business streets. The new Lord &
Taylor store, which will open next week, is located
on Fifth avenue, between Thirty-eighth and Thirty-
ninth streets, directly opposite the new Landay
store, and will have a handsome Victrola depart-
ment, equipped with about ten sound-proof dem-
onstration rooms. At 433 Fifth avenue, New
York, a few doors north, is the beautiful home of
Hardman, Peck & Co., the prominent piano house,
which recently opened an Edison disc department
on the fifth floor of its building. There is doubtless
plenty of business for all three stores on this one
street, as with the opening of the Lord & Taylor
store this particular location will be traversed by
thousands of shoppers who concentrate their pur-
chases on the highest class of goods and pay cash
almost invariably.
High-Priced Machines in Demand.
"We are more than satisfied with the success of
our Edison disc warerooms," stated Ashley B.
Cohn, vice-president of Hardman, Peck & Co., 433
Fifth avenue. "Our clientele has always been an
essentially high-class one and in establishing our
Edison disc department we placed before them a
line of phonographs and records which appealed
to their love for the beautiful and the best. Prac-
tically all of our sales of Edison phonographs have
been confined to the types selling at $150 and over,
and we find that our patrons are sufficiently im-
pressed by the musical and artistic qualities of the
Edison disc product to order the more expensive
machines in preference to the cheaper ones. We
have heard nothing but praise for the Edison disc
record, which, many of our visitors have stated, is
the acme of musical perfection in a disc record."
Record Demand Is General.
"No, the dance record is not the only class of
record that is selling particularly well," answered
V. M. Moody, sales manager of the New York
Talking Machine Co., 81 Chambers street, Victor
distributer, in response to a recent inquiry. "The
present record demand is far from being confined
to any one type of record, but, on the contrary,
embraces practically every class of record in the
Victor catalog. Take, for instance, this red seal,
light classic record sung by John McCormack.
During the past ten days we have sold more of
this one number than we did in the entire month
of October last year. Bear in mind also that Octo-
ber is the time of the year when dealers are popu-
larly supposed to be stocking up for the holiday
trade, while January and February constitute a
straight sales business. On another light classic
record we sold twice as many in January as we did
in November last year at the height of the holiday
trade. We are very short of machines of certain
types, and with our shortage in records, I need
hardly state that we are busy — in fact enjoying the
best February in our history."
Columbia Trade Very Active.
"We cannot get enough of many of our new
machines," states R. F. Bolton, manager of the
Columbia Graphophone Co.'s wholesale and retail
store at 89 Chambers street. "Our stock is prac-
tically exhausted on the following machines :
'Leader,' at $75 ; 'New Mignonette,' at $100 ; 'Non-
pareil,' at $150, and 'De Luxe,' at $200. All our
dealers report a demand for these machines that
is simply remarkable, and it is certainly a tribute
to Columbia quality to note the complete satisfac-
tion that our machines and records are giving.
We opened a number of new accounts during the
past few weeks that give promise of closing an ex-
cellent all-the-year-round business, and everything
in general points to 1914 as the banner year for
our institution."
January Beyond Expectations.
"January business was beyond all our expecta-
tions," states Dana F. Parkhurst, manager of the
Edison department of the Tower Manufacturing
and Novelty Co., 326 Broadway. "We are adding
new names to our list of clients day after day, and
with our location in the heart of the business dis-
trict we are in a position, of course, to make an
impressive appeal to the downtown business man.
This has helped our business considerably, as, in
addition, this class of trade has no use for a low-
priced machine and very seldom think of purchas-
ing a machine for less than $100. The Edison disc
machine retailing at $150 is our big seller and is
gaining in popularity rapidly."
Landay Bros. New Store.
"When our new store is completed we will have
one of the finest Victor shops in the country," re-
cently remarked Max Landay, of Landay Bros.,
the prominent Victor distributers, with four stores
in the best shopping districts in the city and a
new one at 427 Fifth avenue now in course of
construction. "We expect to be open for business
about the 1st of next month and are leaving no
stone unturned to make this new store distinctive
and artistic to a degree. We are using a new
process for sound-proofing our eleven demonstra-
tion rooms that' is guaranteed to shut out the
slightest outside noise, and this all-important prob-
lem was only solved after lengthy experiment and
considerable expense. The front of our new store
will be absolutely original, consisting of an illu-
minated glass front that has never been shown in
this city, and, as far as I can learn, will be the
first one of its kind constructed in this country.
All our decorations and furnishings will be digni-
fied and refined to a degree"
Difficult to Get Enough Records.
"We simply cannot get enough records to handle
the demands of our patrons," stated Hayward
Cleveland, manager of the Twenty-third street
store of the Columbia Graphophone Co. "From
our operatic selections down to our dance records,
we are behind in filling our orders, and the true
musical value of Columbia records is becoming
more and more appreciated by music lovers in all
parts of the city."
Blackman's Satisfactory Business.
The Blackman Talking Machine Co., 97 Cham-
bers street, Victor and Edison cylinder jobber, is
closing a steady, satisfactory business in both its
lines, as indicated by President Blackman's cheery
report : "The month of January showed a substan-
tial increase over the corresponding month of last
year and February business to date is equally as
good. Victor records and certain types of Vic-
trolas cannot be supplied to our trade in sufficient
quantities, which fact certainly seems to indicate a
general prosperity in the Victor business that is
very gratifying."
What Others Say.
"We are gaining new customers for our piano
warerooms every month through the medium of
our Columbia department," is the pleasing report
of F. G. Smith, the prominent piano house, 142
Fifth avenue. "We are convinced that the Colum-
bia division of our business has not only proven
successful on its own account, but has also helped
our piano and player business."
"All our twelve booths are filled during
the greater part of the day," states Miss Ruby
Spaulding, manager of the Victrola department of
the Aeolian Co., 29 West Forty-second street.
"Last month was the best January in our history
and the outlook is very encouraging."
Other optimistic reports were received by The
World's representative from the following: Benj.
Switky (Victor), Krakauer Piano Co. (Edison
disc) ; Fuller, Bagley & Beers (Columbia), Brem-
ner Co. (Victor), Guy Warner (Edison disc), F.
G. Smith, Brooklyn (Columbia).
F. K. DOLBEER IN SEATTLE.
Sales Manager for Thomas A. Edison, Inc., At-
tends Opening of Pacific Phonograph Co.,
Northwest, Edison Distributers in That City.
(Special to The Talking Machine World.)
Seattle, "Wash., February 6. — F. K. Dolbeer,
sales manager of Thomas A. Edison, Inc., was re-
cently in the city in connection with the establish-
ment of the Pacific Phonograph Co., Northwest,
which will be distributers of the new Edison disc
line of the machines and records. A. R. Pommer,
of Los Angeles, is interested in the company. C.
O. Baker will be the resident manager.
INCREASES CAPITAL STOCK.
The North Chicago Talking Machine Co.. Chi-
cago, increased its capital stock recently from $1,000
to $6,000.
THE TALKING MACHINE WORLD.
37
A Sensational Success
After four years of constant labor, Thomas A. Edison has
reached his great goal— PERFECT REPRODUCTION OF
SOUND.
Everywhere the new instrument is shown public interest is aroused
to such a high pitch that the stores of the Edison dealers are crowded
with people who want to hear this new marvel of Edison's ingenuity
and patience.
They Come — They Listen — They Wonder — They Buy
The tremendous sales made in Chicago during the past few months
is absolute proof of a genuine interest in the New Edison.
The wonderfully perfect tone of this superb new instrument is just what the
public has been waiting for.
No Needles — no scratching — -no destruction of sound waves. The smooth, highly
polished diamond key is exactly fitted to the groove and slides lightly without the
slightest wear on the record.
Record stock does not become second hand by demonstrating.
Send the coupon to-day and get our special dealers' proposition.
The New
Diamond
Disc
Edison
The new diamond reproducer — the new Edison double disc records — the per-
fect Edison motor — the automatic stop — the scientifically designed sound conveyer
that has no leaks — the automatic oiling system — the new designs of cabinets — and
what is more important — the perfect reproduction of sound, are brilliant selling
points that make big sales.
AND REMEMBER: the new Edison can be made to play all makes of records
(foreign or domestic), and play them as you have never heard them played before
on any other instrument.
Service
Service is a much abused word.
But our service is real service — prompt,
efficient, intelligent. You get what you
want when vou want it.
Advertising Aids
You get the full benefit of our
strong advertising service plan. It will
help you to make quick sales and big
profits. Learn about it.
Send this Coupon To-day
It brings you full information about the special proposition to new
Edison dealers. Edison wants the livest man in every locality. He is not
going to be satisfied with anyone else. Get the details of the special adver-
tising p!,-in that will assist every Edison Dealer to make money.
Send the coupon to-day — rig_ht now.
THE PHONOGRAPH CO.
Dealers' Coupon
The Phonograph Co.,
229 Wabash Ave.. Chicago, 111.
Gentlemen : Please send me full information
about the new Edison and the special dealers'
proposition. Also about your service and the
advertising plan.
229 Wabash Avenue
CHICAGO, ILL.
Name .
.■Id dress
B3BSB9
38
THE TALKING MACHINE WORLD.
Over 50,000 Satisfied Users
FIBRE NEEDLE CUTTER
EXACT
SIZE
The wonderful success of the Lyon & Healy Fibre Needle Cutter in the last
two and a half years is due to the following facts about the cutter:
The Blades of the Lyon & Healy Fibre Needle Cutter are made of the finest
grade of properly tempered tool steel. The upper blade is pivoted above and back
of the cutting edge of the lower blade. It is held in place by a very high tensioned
spring to insure correct leverage and a perfect point at every cutting.
The cutter is fitted with a guide that prevents the cutting away of too much
of the needle, and also has a receptacle that receives all the waste. It is very
simple and easy to operate, and with ordinary usage should last indefinitely with-
out sharpening.
This cutter is invaluable to all users of the Fibre needle, as a needle may be
used twelve to fifteen times where one of the cutters is in use.
Now is the time to get your order in and share in the profits.
Retail Price $1.50
GET
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CHICAGO
Largest Victor Distributors
LIBERAL
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THE TALKING MACHINE WORLD.
From Our Chicago Headquarters
CONSUMERS' BUILDING, 220 South State Street, E. P. VAN HARLINGEN, MANAGER.
(Special to The Talking Machine World.)
Chicago, III., February 9. — The local talking
machine trade was a bit startled recently when the
Talking Machine Shops came out in liberal space
in certain of the dailies and announced with char-
acteristic enterprise that two of the best profes-
sional dancers in Chicago had been secured for the
benefit of the patrons and friends of the Shops
and that a series of afternoon tangos would be
given.
The announcement continued as follows : "The
dancers are Claude Wickham Kucker, former pupil
of Maurice and of Cassell, who is said to be out-
dancing his teachers, and Miss Buckley, formerly
a solo danseuse of the Chicago Grand Opera Ballet.
Between the dances the salespeople would can-
vass each of the audience, inquiring, "Are you en-
joying the dancing? Are you interested in dancing
yourself? Have you a Victrola? Have you any
of the latest dance records? Would you like to
be put upon our mailing list?" and so on, depend-
ing upon the answers given by the visitor.
The dancing of Miss Buckley and Mr. Kucker
was most excellent and they received hearty ap-
plause from the spectators, who were entertained
between the dances with some of the Red Seal
records and others of the more "popular" class.
The result of the efforts of the salespeople and
the favorable impression made by the dancers was
made evident when the program had come to an
makes his home in Chicago, has made arrange-
ments with talking machine dealers in other cities
The Chicago Office of The
Talking Machine World has
removed to new and larger
quarters at 1024 Consumers'
Building, 220 So. State Street.
Tango Dancing at the
They will dance the tango, the maxixe and the
hesitation to Victrola accompaniment. The object
of these afternoon dances, of course, is to assist
the thousands of people who own a Victrola in
making use of it as an orchestra for these new
steps. And undoubtedly many delightful home
parties will be the result of this innovation."
Did the scheme work? It certainly did. People
came by the scores and the average daily attend-
ance for the week was in the neighborhood of 250
persons, with dozens turned away for lack of space
to hold them.
Our illustration shows only one corner of the
big room. From every side the crowd looked on
and also carried chairs into the record rooms,
where they could stand on them and look over the
heads of those in front.
Talking Machine Shops.
end, for the crowd lingered for some time and,
breaking up into little groups, entered the demon-
stration booths, there to buy records or perhaps a
machine.
"While the direct results and sales of machines
are alone sufficient to warrant the expense," said
G. W. Davidson, "the most pleasing part is the
large number of record customers we are making.
In a city of this size the general advertising effect
is very beneficial and we are making regular
patrons of people who before were hardly aware
of our location and our facilities for serving them.
I am very much pleased with the way things are
going and we are re-engaging the dancers for the
coming week."
The success of the novelty has evidently made
itself known in other cities, for Mr. Kucker, who
whereby he and his partner will be taken away
from their home city for some time.
How Mr. Easton Impressed Us.
Edward D. Easton, president of the Columbia
Graphophone Co., was a recent visitor to Chicago
and inspected the fine -new Michigan avenue quar-
ters' of the Chicago branch, which he pronounced
very good. Mr. Easton directs the destinies of a
big corporation, but he is a man whom it is a
distinct pleasure to meet. Courteous and kindly
he is, and one feels a warmth in the region of
his heart long after having come in contact with
him. Somehow one loses any daily newspaper
inculcated prejudice against big business when its
representatives are men like the Columbia's presi-
dent.
As the above paragraph lay on the desk of The
World, a clipping containing a report of an ad-
dress made by the manager of one of the big
State street department stores at a meeting of its
buyers, general salesmen and assistants. It seems
to work in nicely with a reference to a man of
Mr. Easton's ability and personality, vide this :
"Devotion to duty leads inevitably to a mastery
of all of the intricate demands of any position.
The man who is sufficiently engrossed in his duties,
to become master of his position, cannot help but
compel his employer's consideration for his suc-
cess, providing the latter is of the right type. The
big, broad-minded virile man of the hour, and
only such men can succeed to-day."
Boss the "Talker" Business, Too?
Oh, yes, we escorted our wives and our sweet-
hearts to the registration polls last week, and
dreamed dreams of the coming age when the fem-
inine contingent will run politics and Government
literature, science and art, boss the trade papers,
chase news items and hustle for the festive ad
vertisement. Vive la femme !
(Continued on page 40.)
The Practical Fibre Needle Cutter— THE WADE
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The WADE is
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from 12 to 15 per-
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No. 1 is a very
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Fibre
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Fibre
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Order from your regular Dis-
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PHONE, DOUGLAS 8108
CHICAGO, ILL.
40
THE TALKING MACHINE WORLD.
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 39).
Rename Station Healy.
Officials of the Chicago, Milwaukee & St. Paul
Railway have decided to rename the station called
Pennock, to Healy, in view of the fact that the
new factories of Lyon & Healy are within a stone's
throw of the station, and the most important fea-
ture of the neighborhood. Already there is a vast
change in the little suburban neighborhood, and
it is quite evident that the big new buildings of
the famous music house have started a boom very
profitable to real estate owners in the vicinity.
A remarkably good business has favored the
Lyon & Healy retail store the past month and all
records for January sales have been broken. Stein-
way pianos and Victrolas have been especially
well favored. The Clark Irish harps have also
been much favored in the wholesale as well as the
retail departments.
Good for Record Shipments.
The Interstate Commerce Commission rates on
express shipments within the State became effect-
ive February 1 by an order issued by the new Illi-
nois Public Utilities Commission. By this order
the old mileage system of computing rates is sub-
stituted for the direct distance system. It means
a cut in rates, especially on long distance shipments
in Illinois.
Uhl Gets Committee Appointment.
E. H. Uhl, manager of the Chicago house of the
Rudolph Wurlitzer Co., has been elected to serve
on the subdivisional committee representing music-
al instruments and musical interests of the Asso-
ciation of Commerce. E. C. Barnes, whose place
on the committee Mr. Uhl takes, has been trans-
ferred to the office appliance committee on his own
request. Mr. Barnes, who is the Chicago repre-
sentative of the Edison dictation machine, thought
that he should be classified as a piece oi" office
equipment rather than a musical instrument.
Turns Back to Go Forward.
B. C. Wilt, formerly a Wisconsin traveler for
the Talking Machine Co., who a year ago resigned
to go into another line of business, has returned
to the company's service, and will represent the
company in Iowa and Illinois. Mr. Wilt's former
work with the Talking Machine Co. was of the
most successful nature, and the trade will be glad
to know that he is back in his old environment.
Columbia Expansion in Elgin.
The Kimball-Dietrich Hardware Co., Elgin, 111.,
which has been handling Columbia goods for some
little time, is preparing to enlarge its operations,
and this week has placed a $2,000 order with
E. O. Zerkle, the Wisconsin traveler for the Chi-
cago office of the Columbia Graphophone Co., and
who ran down to Chicago and then shot out via
the Aurora and Elgin Electric to fix up the order.
The Kimball-Dietrich Co. has taken the en-
tire second floor of its building for what will
be known as the Columbia Music Store, which will
occupy a space of 41 x 50 feet. A large part of the
space will be taken up by handsome booths for the
graphophone business and the rest of it will be
used by Herman Bohnenstengle, well-known musi-
cian of Elgin, who has also had a sheet music and
small goods department in the store of the Bower
Jewelry Co.
Mr. Bohnenstengle will put in a line of the well-
known Bush & Lane pianos, handle sheet music
and musical merchandise on his own account, and
will also manage the graphophone department for
the Kimball-Dietrich Co.
Mr. Dietrich, who placed the order, is a progress-
ive young man, who is thoroughly alive to the
possibilities in the talking- machine business.
T. M. Pointers for Dealers.
One of our largest customers keeps track of
just where each sale comes from. When a sale
s is made, he asks the customer : "Would you mind
telling me just why you came to buy your ma-
chine here?" — explaining to him that he would like
to know how his advertising and circular work are
pulling.
"He found 84 per cent, of his sales originated by
old customers— satisfied customers— sending in
their friends. Every time he found this to be so,
he wrote the old customer and thanked him
cordially, endeavoring to show his appreciation of
their interest in him. In many incidents you would
be able to telephone the old customer and thank
him. You know it is a fact the biggest asset in
this business is satisfied customers and their good
will."
The above is just a sample of the ammunition
which the Talking Machine Co., of this city, is con-
tinually supplying its customers for their selling
campaigns. It is from its circular letter of ad-
vice of February 21. Here is another cartridge
from its bulletin of January 22 :
"Capitalize the Dancing Craze, — An offer to loan
a Victrola and a selection of dance records for a
tango tea or turkey trot dance, has been product-
ive of many a good sale. We have some excellent
sample letters for mailing to just such prospects."
The company recently sent to its dealers a copy
of one of the ideas developed by a Chicago ad-
vertising concern, and on which the dealers can get
estimates through the Talking Machine Co. if he
desires to adopt it to his own use. It consists of
a cover for the monthly bulletins, to be sent to the
retail customer. The cover is full of good Victor
advertising matter, exploiting the individual deal-
er and also contains an approval record order,
which can be torn off, stamped and sent to the
dealer by the recipient. The write-up will be
changed each month, appropriate to the new list
and the color scheme will match the Victor sup-
plement.
We Are.
Are we musical out here in the wild and
wooly? Are we? The board of directors of the
Chicago Grand Opera Co. desires to announce at
this time the continuance of the opera for the com-
ing year,1 and the permanence of the organization
in its annual performances in Chicago * * *
The board of directors is pleased to state that
for the season just closing, the sale of season
tickets for seats was considerably higher than
during any previous year, indicating that the inter-
est in grand opera in Chicago is not only, surely
and rapidly increasing, but is permanent. And
the Mason & Hamlin was used and probably ever
will be.
Moreover we have got one of the largest, if not
the largest musical colleges in the world, all sorts
of civic music plans are cooking and the new Chi-
cago office of The Talking Machine World has fine
mahoga'ny-fixtured quarters.
Baer on Biz.
C. F. Baer, manager of the Chicago office of the
Columbia Graphophone Co., is very optimistic
about business, past, present and prospective. The
wholesale business of the Chicago office was way
ahead of the corresponding month of last year.
The record business, in fact, nearly doubled. The
orders for the new 25 cent, demonstrating records
are something phenomenal, and as a result the lists
of users of Columbia records is being increased
by hundreds.
When the Columbia moved over to Michigan
avenue, many people predicted that the retail busi-
ness would fall off. In fact, some of the Colum-
bia contingent themselves had a few doubts on the
subject-, but Mr. Baer says that the unexpected
has happened, and notwithstanding the disorgan-
ized condition of things incident to n oving, the
deterrent advertising of the erection of r r.ew build-
ing near-by, the retail business is waj E.head. If
there has been any loss on the sale of the cheaper
class of goods, it has been compensated for by
the increase in the high-grade business. In the
new location they are selling very few 'machines
under $75. Probably after the location becomes
better known and people get rid of their timidity
regarding Michigan Boulevard, more lower price
business will come, but as it is, sales in dollars and
cents, both in machines and records, is far ahead
of the Wabash avenue store.
How Hath the Mighty Fallen.
The store formerly occupied by the Columbia
Graphophone Co., corner of Wabash avenue and
Washington street, now exhibits a giant fish, 30,000
pounds in weight, forty-five feet long, -twenty-three
feet in circumference, eight feet in diameter. Its
mouth is thirty-eight inches wide and forty-three
inches deep, and its tongue forty inches long. The
liver weighed 1,700 pounds. It is not a whale,
but a fish, because it has gills. Earnest research
has failed to find any relics of Jonah in the giant's
inside, but archaeologists and ichthyological ex-
perts have their suspicions nevertheless. Some peo-
ple say that this exhibition is almost a desecra-
tion of the quarters so long and honorably occu-
pied by the Columbia Graphophone Co., but it must
be remembered that the fish is dead, while the
Columbia Co. in its new quarters on' the automo-
bile-crowed Michigan avenue is very much in the
swim.
National Association Plans.
L. C. Wiswell, manager of the talking machine
department of Lyon & Healy, returned a few days
ago from the East. He visited the Victor factory
at Camden, and reports that the record plant is
working night and dav» with greatly increased ca-
pacity.
Mr. Wiswell stopped at Pittsburgh and had a
conference with J. C. Roush, of the National Talk-
ing Machine Jobbers' Association regarding the
arrangements for the coming convention at Atlan-
tic City. It was decided that everything possible
shall be done to avoid a bad taste in the members'
mouths after the convention. In other words they
will not sit around and wonder what it was all
about. Plans are working for a program that w'll
be constructive in its character so that the mem-
bers will feel that they have learned something of
benefit to them in their business.
A very strong effort will be made to have riot
only the department managers, but the owners and
chief officers of the various jobbing concerns pres-
ent at the convention.
This will have the effect, Mr. Wiswell' and Mr.
Roush believe, of making the heads of houses take
the business more seriously and cultivate profound
respect for the association and its accomplish-
ment.
Along this line it may be stated that there is a
probability of a surprise or two for the members
in the way of the presence at the convention of
dominant figures in the industry. It is very likely
that there will be a meeting of the arrangements
committee called for some time this month in Chi-
cago.
Visitors and Personals.
H. C. Baish, recently of the talking machine de-
partment of Lyon & Healy, has returned to the
Victor Talking Machine Co., from whence he
came, and is covering Nebraska for them.
E. F. (Doc) O'Neill, of the wholesale depart-
ment of the Victor Talking Machine Co., paid one
of his angel visits within our pearly gates recently.
Thomas Butler, Wabash, Ind., was in buying
machines and records.
Columbia Polyglot Department.
The Chicago office of the Columbia- Grapho-
phone Co. has installed a department for the mar-
keting, both in wholesale and retail, of the Rosen-
thal language system for which the Columbia Co.
makes the disc records. The German, French and
Spanish courses are offered. The linguistic on-
slaught from the disc records is large in volume
and clear in annunciation, and evidently if the
prospective tourists cannot parlez-vous, sprechen
sie, or usted habla — as a result of his Rosenthal-
Columbia disc lessens, he is hopeless.
R. G. Winter, who has for some time successful-
ly conducted the campaign waged from the Chi-
cago offices for the installation of Columbia
graphophones in the public schools, is also in
charge of the new language course department.
He is working the two lines practically in unison
and is getting mighty good results.
Absolutely!
A Chicago daily made the remark that the ex-
ports of canned goods from ■ the United States
reached an enormous figure last year, and that it
didn't include canned music either. "We'' might
add that canned music decidedly docs "count,"
nevertheless.
Visits Lakewood.
W. H. Sajewski made a trip to Lakewood, Mich..
a short time ago to superintendent the work upon
a large dancing pavilion that he is erecting there.
(Continued on page 42.)
THE TALKING MACHINE WOULD. 41
The Biggest, Healthiest
irowth in the Talkira:
achime Busin<
(]f Eight years ago a business small, and weakened by attempting
a retail mail order business and half-hearted wholesale business.
(]f Then a re-organization — retail thrown out entirely. ALL EF-
FORTS CONCENTRATED ON A DISTRIBUTING BUSINESS.
C|f Since then a steady growth made possible by a definite effort
to build up our business by building up that of our customers.
i]f Ours is a concern in which exists the strongest loyalty between
employer and employee. The concern's employees have never worked
FOR the Talking -Machine Company — but WITH that concern.
(f These facts — no doubt — have brought us to that point which
makes us to-day the LARGEST EXCLUSIVE VICTOR WHOLE-
SALER in the country. ~
C(f But — MR. DEALER — while these are days of wonderful suc-
cesses in the Victor line — still through shortages we have had great
disappointments. _
f We are all MAKING MORE MONEY than we ever did before—
but we see shortages which make us think how much more money
we could have made— forgetting OUR WONDERFUL GAIN in
spite of certain shortages.
C]f The Talking Machine Company is probably filling its orders
more completely and with greater dispatch than others.~ :
(Jf TRY US.
(]f If we can't fill all of that order — the portion we do fill will make
you forget your transportation charges wherever you are.
THE TALKING MACHINE COMPANY
12 No Michigan Avenuie Chicago* Ills.
42
THE TALKING MACHINE WORLD.
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 40).
Builds Demonstration Booths.
A. H. Danncmark, of Wilmette, has just com-
pleted three new demonstration booths; which add
greatly to the attractiveness of his store. Mr.
Danncmark is an enthusiastic Victor representa-
tive, and he also recently installed the new Edison
disc.
New Dance Records Expected.
Dealers are anxiously awaiting the extra special
dance records that are being issued by the Victor
Co. Calls for the Tango, the Maxixe and the
Hesitation continue unabated, and buyers of this
class of records will find a good deal of pleasure
in "Some Smoke" and "Leg o' Mutton" which are
played by Europe's society orchestra, composed
entirely of colored talent.
Secures Dean Agency.
James Lyons, 25 West Lake street, has secured
the Western distributing agency for the John M.
Dean "Puritone" needles.
Music for the Children.
Beginning last Saturday morning Lyon & Healy
instituted a series of recitals for children in their
recital hall, using the "Educational Series" of the
Victor Co. Miss Elsa Stein was in charge of the
selection of the records and talked to the children
and visitors to the series were very much pleased
with her efforts to instruct as well as to entertain
the children, who ranged from six to fourteen
years of age. Many beautiful standard works of
musical art are thus presented to the children in
such a way as will aid greatly the development
of their young minds.
Orders Stock.
George Eichholz, one of the big dealers of- Mil-
waukee, Wis., visited Lyon & Healy's recently to
see about the replenishment of his stock.
New Lyon & Healy Traveler.
L. A. Cummings, formerly one of the star trav-
elers of the Victor Co., is now traveling for Lyon
& Healy, succeeding J. B. Ryde, who will come
into the house to take charge of detail work in
the wholesale sales department. Mr. Cummings
will have Illinois for his territory as well as river
towns in Iowa. He is well known to the trade
generally, and will be welcomed by a number of
friends.
Personals and Visitors.
Arnold Lockerby, who was formerly connected
with a prominent talking machine company in
Grand Rapids, Mich., and later in charge of the
talking machine department at Hillman's, has re-
turned to his home in Grand Rapids and has en-
tered the furniture business.
Expert Decorator at Wurlitzers.
Ellis P. Hansen, formerly window dresser ex-
pert of the Victor Talking Machine Co., is now
associated with the Rudolph Wurlitzer Co., and
has in preparation many novel window displays,
which attract the- passer-by to the already busy
talking machine department of that company.
Assistant Manager Fred Siemon reports that
this January is far ahead of previous Januarys and
that the record business is "really great." "The
higher priced machines are certainly selling far
more rapidly," said Mr. Siemon, and the $100 and
$150 machines seem to be holding the center of
the stage at the present time. This is as we would
like to have it, and the buyers of the bigger ma-
chines are, of course, more liberal in their record
purchases."
The New Manager.
Ella Lentz is the new manager of the talking
machine department at Hillman's. Miss Lentz is
an old employe at Hillman's and received her
knowledge of the business while in the employ of
that company.
Selling Large Edison Machines.
C. E. Goodwin, manager of The Phonograph
Co., is wearing a broad grin these days, which is
due to a great extent to the large volume of busi-
ness which has followed the liberal advertising-
campaign which this company has recently
launched. "The Edison has proved that high-
priced machines are the ones that carry the profits
with them. We are selling more of the $250 ma-
chines than all of the other instruments put togeth-
er. This is profitable in more than one way and the
customer who is in a position to buy such a ma-
chine is naturally better able to own a compre-
hensive library, and then again, there is no more
effort nor no more time and fuss required to sell a
$250 instrument than a $50 machine.
"There is still a shortage in the supply of rec-
ords, although the completion of the new record
factory at Orange has alleviated the unfavorable
conditions. Although the supply is still inade-
quate, we have fared very well, and hope to be
filling all orders before very long."
Installs Foreign Record Stock.
F. J. Bukowitz, manager of the talking machin;
department of the F. G. Smith Piano Co., has in-
stalled a comprehensive stock of foreign records.
He has also arranged for the services of a lin-
guist who can speak five of the foreign languages,
including Polish and Croatian. Mr. Bukowitz has
also arranged for agents in certain of the thickly-
populated foreign districts, and is already reaping
a rich harvest of orders from these sources. Jan-
uary was exceptionally good at the F. G. Smith
store, the total of Columbia records and machines
reaching seven-eighths of the December business.
Double January Business.
Wade & Wade, manufacturers of the Wade fibre
needle cutter, nearly doubled fheir business last
month, as compared with the corresponding monfh
A BEAUTIFUL PRESENT.
Something About That Leather-Bound Order
Book Given by the Talking Machine Co. to
Its Dealers and What the Latter Think
About It — Should Act as Spur to Recipients.
(Special to The Talking Machine World.)
Chicago, III., February 9. — Brief reference was
made in the January World to the handsome order
books which were sent by the Talking Machine
Co., Victor jobbers of this city, to their dealers.
A photographic reproduction of the cover of the
book is presented in this connection.
It is extremely artistic, bound in gray flexible
Cover of Talking Machine Co. Order Book.
leather cover and lined on the inside with moire
silk. The order pad, which is removable, con-
tains twenty-five order blanks in triplicate, with
a place for the carbon in the back of the book.
The additional order pads can be obtained from
the company upon application as required. As
will be seen, the Victor trade-mark and the name
of the Talking Machine Co. form integral parts
of the embossed design. The World was given
the privilege of running over some of the ac-
knowledgements written to the Talking Machine
Co. by pleased recipients. They are of interest
not simply because of the kind words said about
the order book, but owing to the evidence of its
hearty spirit of co-operation between enterprising
dealers and vigorous, up-to-date wholesale houses
with a particularly high reputation for the ex-
cellence of its service. Here are extracts from
some of the letters :
"We want to thank you for the beautiful leather-
bound order boolc which you sent us for Christ-
mas. It will be an inspiration to keep our orders
in better shape than ever before, and we must say
of 1913. The Wade cutter was handled by the ma-
jority of the jobbers of the country, and in the
last few weeks quite a few of the remaining ones
came into line. The further additions to the equip-
ment of the firm's up-to-date factory are being
made.
Talking Machine Co. Sales.
January was one of the best first months in the
history of the Talking Machine Co., both in the
sale of machines and records. The business on
the latter was something enormous. Sales Mana-
ger R. J. Keith called attention to the very large
number of responsible merchants who had recently
made application for the-Victor line, but who had
not heen signed up on account of the shortage in
Victor goods, or because the line was already
well represented in their locality. A large stack
of letters of inquiry that were temporarily held up
for the reasons above stated was shown the caller.
Mercer With Columbia Co.
J. P. Mercer has joined the Chicago branch of
the Columbia Graphophone Co. as assistant to
Manager Ryers of the retail department. Mr.
Mercer is an old piano man, and many years ago
was the Steinway agent at Dayton, O. He also
handled talking machines in those days, and tells
interesting stories of his experiences with the
first Edison phonograph of the old barrel tin foil
type.
that you remembered your customers in line
shape."
"Your 'order blank cover' and greetings re-
ceived, for which please accept our thanks and
good wishes for your success in the future, espe-
cially during the new year, that of 1914."
"Please accept my cordial thanks for the very
beautiful order book cover. Hope to be able to
send you many orders from it during the coming
year."
"Please accept my thanks for the lovely leather
cover sent with the season's greetings."
"Enclosed please find acknowledgement of re-
ceipt of your Christmas gift. It you will give
the acknowledgement as quick attention as I have
the gift, the service will be O. K."
"We wish to thank you for the fine leather-
covered order book, which we expect to use quite
extensively."
"The cover is artistic and 'classy,' to say the
least."
"It is a beautiful piece of work, and we shall
make it useful as well as ornamental."
"Very 'swell' book, thank you."
"We are in receipt of your order book of recent
date, for which accept our thanks. We trust our
business for the coming year will be of such
volume that we will have use for it many times."
"It is very neat and artistic in design. Wishing
you a happy and prosperous new year — ."
"Accept our sincere thanks for the fine order
book you sent us. Hope we can fill out all the
order sheets for records and machines."
"We beg to acknowledge receipt of your excep-
tionally attractive and practical order sheet book-
let, and with reciprocation of your good wishes,
we remain — "
"Thanks very much for the leather cover — its a
dandy."
"We are having a great Christmas business and
wish to thank you for your promptness in filling
our orders. Your Christmas present of an order
book cover was received yesterday. Thank you for
remembering us."
"We desire to thank you for the order book sent
us. Wishing you a prosperous new year, we re-
main— "
"Both the Victor and Edison Companies are giv-
ing recognition at last to Boston song composers,"
declared a member of one of the Boston com-
panies. "Compositions of several of these are now
to be had on cylinder and disc, among them the
pieces of Leo Feist, Tommy Allen, through their
manager, Billy Lang, and these are now on the
market. 'Chick' Story is another who will get
good representation next month."
THE TALKING MACHINE WORLD.
43
Have you investigated the margin of
your profit on Columbia 65c. double disc
records? You should.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
W ool worth Building, New York
REPORT SHORTAGE OF STOCK IN MILWAUKEE TRADE.
Jobbers for Leading Lines Say They Are Meeting with Brisk Demand for Machines and
Records, but Find It Difficult to Fill Orders Owing to Shortage — Many Changes and
Enlargements in the Leading Stores to Meet Expanding Business — The News in Brief.
(Special to The Talking Machine World.)
Milwaukee, Wis., February 10. — The only ques-
tion that is troubling talking machine jobbers and
dealers all over Wisconsin is the shortage of ma-
chines at the present time. Jobbers for all the
leading lines say that they are meeting with a brisk
demand from retailers for machines and records,
but that they are finding it difficult to fill orders
because of the inability of the factories to turn
out the goods fast enough. Dealers in Milwaukee
and about the State met with a big holiday busi-
ness and stocks were reduced to a low stage in
most lines. Jobbers are looking for a good busi-
ness for the next few months, as they realize that
it is going to take some time for dealers to get
their stocks back in normal condition.
Business Shows Improvement.
Prospects for the coming year are much brighter
at this time than they were a month ago. Gen-
eral business in Milwaukee and about the State
has shown decided improvement, and this has re-
acted favorably upon the talking machine trade.
Most of the large, heavy machinery manufactur-
ing concerns in Milwaukee are increasing their
working forces and are again operating on almost
full time. Money is somewhat easier and con-
fidence is more widespread. Collections have been
improving since the first of the year.
The demand for the higher priced machines is
still strong, but the sale of cheaper machines is
increasing, now that industrial conditions are re-
suming a normal stage and people have work once
more.
Finds It Hard to Get Stock.
"Dealers all over the State have been ordering
freely since the middle of January," said Harry T.
Fitzpatrick, general manager of the Wisconsin
Talking Machine Co., jobbers for the Victor line.
"The only trouble is that we are finding it hard
to get enough stock from the factory to meet the
demands of the trade. The Victor Co. seems to
be rushed and is finding it impossible to turn out
the goods fast enough. We have secured a large
number of new Victor dealers about the State
since the opening of the new year. The prospects
for 1914 arc unusually bright and we are con-
fident that business will attain a new high mark."
McGreal for Congress.
Lawrence McGreal, sheriff of Milwaukee
County, for many years a prominent talking ma-
chine jobber of Milwaukee and a former president
of the National Association of Talking Machine
Jobbers, will be a candidate for Congress- from
the fifth Congressional district on the Democratic
ticket. Mr. McGreal will make the formal an-
nouncement of his candidacy within the near
future.
Gain of More Than 23 Per Cent.
L. C. Parker, enterprising manager of the Vic-
tor department at Gimbel Bros.'s Milwaukee store,
experienced a gain of more than 23 per cent, in
the business received during 1913. Business dur-
ing January made a new high gain of 47 per cent.
Victor machines have been sold to several more
of the public schools by Mr. Parker and his sales
force.
To Double "Talker" Department.
Before the coming fall season there will be a
big change made in the Victor talking machine
department at the Boston store, steps having al-
ready been taken for doubling the size of the
department. Manager C. W. Abbott has felt for
some time that even greater possibilities in the
way of increased trade might be attained if larger
space and better facilities were to be provided.
Manager Abbott has added a new outside sales-
man, F. W. Holtz, who is spending most of his
time in calling upon the city trade in Milwaukee
The Victor business at the Boston store during
January showed a gain of 50 per cent, over the
corresponding month a year ago.
May Sue the Creditors.
The First Savings & Trust Co., of Milwaukee,
trustee in the case of the bankrupt Heller Piano
Co., is considering the advisability of bringing a
preference suit against certain creditors of the
concern, on the grounds that unfair tactics were
followed in securing an early settlement on certain
claims. The Heller concern carried the Victor
line of machines.
High-Priced Goods in Demand.
Paul A. Seeger, manager of the Victor depart-
ment at the Edmund Gram Music House, has been
meeting with an unusually fine demand for high
priced Victrolas of late. The Victor business with
the Gram house is more than double what it was
a year ago.
Making Attractive Window Display.
The J. B. Bradford Piano Co., Milwaukee's
oldest piano house, which now maintains a highly
successful Victor department, has been featuring
the Victor goods in window displays and in its
daily newspaper advertising with exceptionally
good results. The salesmen in the piano depart-
ment all lend their aid to the Victor end of the
business, and these men bring in many good sales
in connection with their visits to piano prospects.
Big January Gain.
The Columbia business at the downtown store
of A. K. Kunde, 516 Grand avenue, Columbia job-
ber and retailer, is said to be the best in the his-
tory of the establishment. Business during Jan-
uary showed a gain of 60 to 70 per cent, over
the same month in 1913. J. H. Ellis, the inventor
of the "Real Tone" diaphragm, who is now the
manager of Mr. Kunde's new branch store at 3410
North avenue, is confined in the hospital at this
writing suffering from a severe attack of
pneumonia.
Business Is Steadily Expanding.
The Gensch-Smith Co., operating an exclusive
Victor retail store at 730 Grand avenue, met with
a business during January which was more than
double that received during the same period a
year ago. Two new outside salesmen to cover
Milwaukee and Milwaukee County were secured
last month, but Mr. Gensch says that he is seri-
ously considering the advisability of making other
additions to his sales force.
How the Automobile Helps.
Henry Saak, proprietor of an exclusive Columbia
store at 1602 Vliet street, has been meeting with
an exceptionally fine business in Columbia ma-
chines and records. Mr. Saak uses an automobile
to a good advantage in "rounding up" his sales.
EDISON PREPARES TO GO SOUTH.
Thomas A. Edison shipped on Monday chemics'.s
and other paraphernalia to his winter home at
Fort Meyer, Fla., where he is having his laboratory
renovated and made larger. Me celebrated his
sixty-seventh birthday on February 11, and on
February 21 will leave with his family f.r his
Southern home.
The Columbia automatic stop. The most accurate automatic
stop made and the easiest to operate.
Gun Metal, $2.00 list. Nickel Plated, $2.50 list. Gold Plated,
$3.00 list.
May be adjusted to both Columbia and Victor disc machines.
Order from any Columbia Distributor.
44
THE TALKING MACHINE WORLD.
THE CREDIT PROBLEM
Between Talking Machine Jobber and Dealer
Discussed by Louis Buehn, of Philadelphia,
in the Edison Phonograph Monthly.
The credit feature of every business is one that
is most important, as many careers have been
wrecked by the granting of credits too liberally,
particularly to small merchants who did not have
the right conception of business, and who brought
about losses to the grantor of credit.
It has always been my aim to safeguard the
credit situation, in so far as I was personally con-
cerned, by never failing to ask for remittances
when an account became due, and to politely but
firmly insist upon settlement when the account
' was past due.
This condition, of course, was largely brought
about in the beginning by necessity, but the rule
has been so satisfactory that I have continued the
practise up to the present day, although liberality
also is part of my creed when the condition or sit-
uation warrants it.
Many dealers are prone to think that the princi-
pal item of consideration in the granting of credit
is the amount" involved, but in this they are mis-
taken, for the reason that any jobber will grant any
amount of credit to any dealer provided he dis-
counts his bills or pays them promptly on the terms
agreed, but should a man owe an amount of money,
even though very small, and exceeds the terms
agreed upon, the jobber will rightfully refuse to
extend an additional amount of credit.
Jt should be the aim of every dealer to discount
his bills, for until he is in position to do this, 'he
is not taking full advantage of the possibilities of
the business, and not getting everything out of it
to which he is entitled. It should De the jobber's
aim to help the dealer realize this condition an 1
the writer has always tried to lend the necessary
assistance through advice and the proper exten-
sion of credit accommodations to bring this con-
dition about.
It has been my good fortune to see a number of
dealers brought from a slow paying basis to dis-
counters and there has always been a feeling of
satisfaction on my part of 'having been partially
instrumental in bringing this condition about.
The dealer should not abuse his credit by asking
unreasonable things, for by so doing he not only
brings down upon himself the condemnation of the
jobber, but will usually bring upon himself in
time a condition which will mean the giving up his
right of dealership. In like manner the jobber
should be careful in the extension of credit not to
make the terms burdensome or irksome. He
should grant credit intelligently and give every
dealer all the help possible and should act generally
as a constructive force for the good of the entire
business.
0%
Talking Ma-
chines, Typewriters, Phono-
graphs, Adding Machines, Cash
Registers, Guns and Tools and all
Polished Instruments. THE FI-
NEST OIL MADE. It absolutely
prevents rust. NYOIL now cold
everywhere by all hardware and
sporting goods men. Larce bottle
(cheaper to buy) 25c; trial size, 10c.
WM. F. NYE, New Bedford, Mass.
BUSINESS OUTLOOK PLEASES.
H. L. Willson, assistant general manager of the
Columbia Graphophone Co., returned recently from
a short trip to the most important trade centers of
the Middle West, and is pleased with the general
business outlook. Mr. Willson discussed business
conditions with a number of prominent financial
and industrial men, and the consensus of opinion
was decidedly encouraging. While in the West Mr.
Willson closed arrangements for the leasing of a
larger store at Toledo, to be located a few doors
above the present one, and also renewed .the other
leases.
HOW CO OPERATION HELPS.
A recent example of the co-operation offered by
the educational department of the Columbia Co.
was evidenced in an advertisement that was staged
last week in Public School 23, Jersey City, N. J.,
under the auspices of the Columbia educational
division. This school had for some time been de-
sirous of purchasing a Columbia outfit, but no
funds being available, the purchase was necessarily
deferred. The Columbia Co., however, lent as-
sistance by preparing an excellent record concert
which, by the charging of a small admission price,
produced sufficient funds to buy a Columbia ma-
chine and a goodly supply of records.
For polishing
varnished woodwork it is
extremely satisfactory. No oil is so clean.
Ask your watch repairer whose
oil he uses on your watch.
NEW COLUMBIA DEALERS.
A. Lasus, of New Rochelle, N. Y., is a recent
addition to the lists of Columbia representatives
in near-by territory. He has placed a substantial
initial order and has perfected plans for the de-
velopment of an extensive clientele.
Other recent additions to the lists of Columbia
dealers in near-by territory, include: William Dam-
rau, Jr., 96 Flatbush avenue, Brooklyn, N. Y., an 1
A. Hammel & Son, Suffern, N. Y.
A special letter sent out to Columbia dealers
this week called particular attention to a recent
popular Columbia record featuring the latest song
hit "I'm on My Way to Mandalay." The sur-
prising demand for this record warranted the
sending out of this special letter to dealers.
Another Example of $witky $er
vice
Victrolas XI Growing Scarce
But Our Dealers Need Not Worry
^ Last summer we foresaw the condition that is coming. We
took in all the Elevenths that the Victor factory could ship us,
besides buying up a lot from other sources during the dull
season.
<I Although warehouse charges, interest and insurance have
cut into the margin of profit, it was your benefit only that we
thought of.
Order Now — Order Liberally.
Telephone! Telegraph! Write! Get Busy!
BENJ. SWITKY, V1C>££ ?or™or
THE TALKING MACHINE WORLD.
45
EDISON SIXTY=SJEVEN YEARS OLD.
Time Has Dealt Gently with the Great Inventor
After Forty-Five Years Spent in Laboratory
Work — His Latest Portrait — Planning to
Spend Vacation in His Home in Florida.
Sixty-seven years old and working steadily for
120 to 140 hours a week on occasions, an exhibi-
tion of energy that would break the health and
spirit of a far younger man, is the record that
still maintains Thomas A. Edison on a pedestal
as one of the foremost figures, if not the fore-
most figure, in the field of electrical and mechan-
ical invention and development to-day. Mr. Edi-
son's work is indicated by his time card, which
he punches just the same as would the ordinary
employe, and the results are shown in numerous
his work in the past has entitled him to an oc-
casional vacation without necessitating apologies,
and consequently late this month he will leave
home for a seven weeks' vacation in Florida in
company with Henry Ford, the well-known auto-
mobile manufacturer, and John Burroughs, two
close friends.
The anniversary of Mr. Edison's sixty-seventh
birthday fell on February 11, and the accompany-
ing portrait, his latest, shows that the years have
dealt lightly with "The Wizard" and that he still
appears to be fit to develop fresh surprises for
the scientific and mechanical world.
Latest Photograph of Thomas A. Edison.
SUCCESSFUL IN CONCERT WORK.
(Special to The Talking Machine World.)
Keokuk, Ia„ February G. — C. H. Wolfe, an en-
terprising Victor dealer in
this city, is closing an ex-
cellent business through
the medium of original
ideas in both his publicity
and his sales methods.
Mr. Wolfe is a great be-
liever in offering the pub-
lic something different
from the average adver-
tising and he also presents
the Victor ' products by
means of concerts held in
various parts of the city.
On a recent occasion
Mr. Wolfe prepared an
elaborate program for a
Victrola concert at St.
Paul's German Evangel-
ical Church, at which
sacred music was featured
exclusively. The extent
of the Victor record li-
brary was well evidenced
by the splendid list of
sacred records which was
offered by Mr. Wolfe.
This concert is but one of
a series that Mr. Wolfe is
planning to offer during
the next few months, for
the experiment has proven
a decided success in in-
creasing sales.
ways, most recently by the perfection of the disc
phonograph. No better proof of the energy of
the man is to be desired than his remark upon
his return from a recent vacation, enforced by a
slight illness, to the effect that forty-five years
in the laboratory had so tuned him to hard work-
that he was sick if away from it.
Mr. Edison is beginning to feel, however, that
LATEST RECORD BY MAGGIE TEYTE
Announced by Columbia Co. in Special Letter
Sent to Dealers — Sings Her Big Hit.
PHONOGRAPHISCHE
ZEITSCHRIFT
BERLIN W. 30, GERMANY
The oldest and most up-to-
date trade paper covering the
talking machine line published in
the German Language.
PUBLISHED WEEKLY. FOUNDED 1900
Circulates all over the world.
SPECIAL EXPORT NUMBERS
appear in four different languages at
regular intervals.
Subscriptions for this talking ma-
chine publication 10 Marks yearly.
Sample copies sent free.
The Columbia Graphophone Co. sent out to its
dealers this week a special letter announcing an-
other record sung by Maggie Teyte, the famous
English soprano, in addition to those featured in
the regular March list of records. The company
had originally planned to issue this third record
in April, .but as Maggie Teyte is scoring a most
impressive success in her present tour of the
country it" was deemed to the best interests of
Columbia dealers to release the third record by
Miss Teyte at the earliest possible date.
This record contains Miss Teyte's famous hit,
"Mifanwy," which is considered the most popular
song in her repertoire. The ; issuance of this
song in record form should J^rove very popular
with Columbia dealers.
"TALKING MACHINE SPECIALISTS."
Burley & Biesinger;""the talking machine special-
ists," who opened a new store last October, at 278
West Ferry street, Baffalo, N. Y., are handling a
full line of Victrolas and Edison Amberolas, rec-
ords and supplies, and report a very excellent
business. Both of these gentlemen were connect-
ed with the Neal, Clark & Neal Co.
George W. Lyle, general- manager of the Co-
lumbia Graphophone Co.. left Monday for a ten
days' trip through the West. H. A. Yerkes, man-
ager of the company's wholesale department, left
Tuesday for a short trip through New England
territory. n, 1 ~] >
Make
Every
Business
Day
Count
That is the only way to
succeed, and if you realized
how you could improve your
business with the right player-
pianos you would lose no
time in communicating with
us.
We can offer you a player
proposition which is brimful
of business-building possibili-
ties for you. That means
money-making possibilities.
If there is a sub-cellar un-
der the basement we can put
you right there, so the foun-
dation is firm; not merely on
the ground floor of the player
business, but better than that.
We can aid you in your busi-
ness enterprise so that it will
show a substantial increase in
profits before the year is very
old.
We have a player - piano
proposition that you should
not overlook.
One of the largest piano
enterprises in the world could
not have been built up with-
in a few years unless the
profits had been there — un-
less we had meant exactly
what we said when it came
to the question of values.
The question is, are you in-
terested in values?
Are you interested in some-
thing unusual in the player
line?
Then take it up with us!
H.P.NELSON
I COMPANY
Makers of Grands, Uprights and
Player-Pianos
North Kedzie, North Sawyer, West Chicago Aves.
and C, M. and St. Paul R. R., CHICAGO.
46
THE TALKING MACHINE WORLD.
STABILITY OF THE TALKING MACHINE INDUSTRY.
History of Trade Shows That the Industry Has Grown in a Broader Way Than Anticipated
by Those Associated with Its Early Development — Industry Will Live as Long as
Music Is Loved, Which Is Forever, Says Benj. Switky, in an Interesting Article.
"How long will the talking machine business
last?" This question was frequently asked by
dealers and jobbers themselves, as well as by lay-
men, only a few years ago. Why? Because the
phonograph and primitive talking machine Were
hailed by the entire world as almost supernatural
wonders — and wonders, you know, are supposed to
last only nine days. As novelties, their only pur-
pose was amusement. Hence it seemed but nat-
ural that they should eventually decline in popu-
larity, the amusement lessening with the wearing
off of the novelty.
Even those who succeeded in making modest
fortunes seven or eight years ago believed that
their prosperity would be short lived. They looked
upon it as a sort of orange from which they were
to squeeze out the juice, then throw the pulp away.
The Victor distributer to whose jobbership I suc-
ceeded about eight years ago, accepted $"250 bonus
as a consideration for the transfer — a mere mess
of pottage for a birthright.
Few of the phonograph pioneers would have
dared to assert, while looking at the Berliner
Gramophone or the little cylinder machines, that
these had within them the possibilities of a great
industry. How many could have believed that these
toys were but the foreword, their sale but the
foundation upon which was to be reared a mighty,
magnificent structure that within a decade would
tower like a serene Alpine peak, loftily above in-
dustries whose lineage dated back centuries !
Although our greatest interest lies in the present,
and our fondest hopes are concentrated upon the
future, it will do us all a great deal of good to
contemplate the past, and, while indulging in remi-
niscence, draw from past performance our inspira-
tion for future accomplishment.
The ancient minstrels sang of the valorous deeds
of still more ancient knights and warriors; and
their songs enkindled the fires of courage and
loyalty in the breasts of the new generations.
The old men of the talking machine business are
still very young; yet the autobiographies of these
men would make very interesting reading.
They would be' an inspiration and encouragement
to the newer members of the fraternity.
Only ten years ago one of our foremost New
York distributers, whose present Fifth avenue
shops are the acme of elegance and prosperity,
began his talking machine career by doing house-
to-house selling.
On every hand we see prosperous manufacturers,
dealers, jobbers — men recruited from many differ-
ent walks of life, who within a very few years
have built up establishments that are remarkable
for their progressiveness and self-evident appear-
ance of success.
Our manufacturers, the captains of the industry,
have on every occasion proven their persona! cour-
age, their prophetic foresight, and their ability to
perpetuate the business. They have lifted their
machines out of the toy and novelty class and
planted them in the front rank of musical instru-
ments. They have taken their machines, which
formerly were stowed away in closets when not
in use, and demanded that they be given a place
of honor in the parlor, where they eloquently plead
our cause. This was done by clothing the instru-
ment in beautiful red and gold, with artistic figure.
They are even now spending vast sums of money
and immeasurable energy to impress upon the
school principal and teacher, and the board of edu-
cation, that the talking machine belongs in every
classroom ; that a graded course in music through
the medium of the records, should logically be
made part of the school curriculum. After that
we will have no difficulty in making the talking ma-
chine as necessary in the household as is the sew-
ing machine.
The manufacturers are maintaining expensive
laboratories and experimentors so as to improve
their product. Following each improvement they
point out to us new uses to us for which the ma-
chines are adaptable ; opening up for us new fertile
fields, and spending millions to create the demand.
While there are certain flaws in our bus'ness
methods that are sadly in need of correction, poli-
cies that pinch and hurt, these are but "growing
pains.'' The manufacturers' ideas for the preser-
vation of the dealer and his profits are still a little
crude and incomplete, but even these will be righted
in time.
The talking machine business will outlive its cre-
ators. It will last just as long as music claims its
corner in the human breast — which means forever.
The present types and styles and mechanical con-
struction may undergo radical changes, but the
industry will continue. It can truthfully be com-
pared to the little brook of which the poet Tenny-
son wrote :
"Men may come and men may go, but I go on
forever."
PREPARING NEW WINDOW POSTER.
The Victor Talking Machine Co. is now pre-
paring a window poster and four-page folder to
advertise a special list of Victor records for
Easter which are detailed on an order blank sent
to Victor dealers under date of February 2. This
list, which was chosen with particular reference
to the adaptability of the records listed to the
musical requirements of the Easter season and
contains a number of excellent selections that
should prove very popular during that season.
Accompanying this list the Victor company sent
out a short letter calling the attention of its dealers
to the advantage of properly featuring special
season records, as this publicity never fails to re-
sult in increased sales for the dealer's record de-
partment.
The Masterphone
Perfect Detail
GIVES
Rich Tone
Full Volume
Records remain perfect forever, as Victor Fibre Needles are used.
Your customers will like the Masterphone, for it adds immeasurably
to the value of their instruments.
YOU EARN ADDITIONAL PROFITS.
Write for Sample and Discounts.
Steel
Needles
Masterphone
$1.00
Fibre
Needles
Masterphone
$1.50
THE MASTERPHONE CORPORATION, 187 Broadway, New York City
Telephone: Cortlandt 1872
THE TALKING MACHINE WORLD.
47
Eclipse Phonograph Company
A. W. TOENNIES & SON
203 WASHINGTON STREET
HOBOKEN, N. J.
JOBBERS OF
Edison Disc and
Cylinder Phonographs
Exclusively
Dealers of New York
and New Jersey
Write for terms and discounts.
A-200
VALUE OF WINDOW DISPLAYS
Emphasized by the Success of M. Sonnenberg
Piano Co., Yonkers, N. Y., in Featuring the
Columbia Line So Artistically.
The enterprising methods of the M. Sonnenberg
Piano Co., Yonkers, N. Y., are well illustrated by
the accompanying picture of a recent window dis-
play presented by the company on behalf of its
in the Saturday Evening Post. The Favorite is
the machine featured in this display, and the dolls
attached to the machine by ribbons made a most
attractive setting for the machine.
J. Bareuther, who is manager of the Yonkers
store of the M. Sonnenberg Piano Co., is a firm
believer in the value of artistic window displays,
and the fact that the Columbia business in this
store is steadily increasing can be attributed in a
considerable measure to Mr. Bareuther's energetic
and live-wire publicity and sales policies. The
Columbia line is handled exclusively in this store.
CHARGE INTEREST ON VICTROLAS.
Minneapolis Dealers in Victor Talking Ma-
chines Sign Agreement to Charge Six Per
Cent. Interest on All Instalment Sales.
and modern equipment, it is planning to increase
its output to a considerable extent.
This concern makes a specialty of talking ma-
chine record albums and carrying cases, and its
business now reaches all over the country, due to
the high quality of its goods, consistent with rea-
sonable prices.
General Manager Skinner, in speaking to The
World representative, said: "Of course it took a
week to move, and during that time we were a
little delayed in shipping orders, but we are now
settled and, with the additional output, we are in an
excellent position to care for the orders of the
trade. It is these orders that are making our rapid
growth, and we aim to give the best satisfaction
both as regards quality, price and deliveries, s >
that the business may continue to grow."
(Special to The Talking Machine World.)
Minneapolis, Minn., February 7. — All Victor
dealers in Minneapolis, some fourteen in number,
have signed a pact to charge interest on deferred
payments as is done with pianos sold on the in-
stalment plan. The pact includes two department
stores, who were expected to balk on the proposi-
tion, but apparently there was little difficulty in
signing them. The matter of obtaining the sig-
natures to the agreement was turned over some
weeks ago by several dealers at an informal gather-
ing to Robert O. Foster, of Foster & Waldo,
former president of the National Association of
Piano Merchants.
It is agreed that the interest rate will be 6 per
cent., that being the current rate on loans of vari-
ous kinds in Minneapolis.
COLUMBIA CO. TRADE IN BUFFALO.
Business in Both Wholesale and Retail Depart-
ments Practically Doubled — Better Grade
Machines in Demand at All Stores.
MOVE TO NEW FACTORY.
Attractive Sonnenberg Window.
Columbia graphophone department. This photo-
graph, which was taken at night, hardly does jus-
tice to the beauty of the display, which was used
as a follow-up of the Columbia Co.'s advertising
The Schafford Album Co. Has a Modern Equip-
ment in New Plant at 27-29 Walker Street,
New York — Manager Skinner's Report.
(Special to The Talking Machine World.)
Buffalo, N. Y., February 7. — According to W.
L. Sprague, manager of the Columbia Grapho-
phone Co., in this city, the business of the local
store has increased considerably during the past
month.
The retail business of the store in this city has
increased about 55 per cent, and the wholesale busi-
ness has been doubled.
One of the unusual features of the marked in-
crease is the fact that Buffalo people are purchas-
ing more $75 and $100 graphophones than $50 ma-
chines.
A window, artistically trimmed, adorns the front
of the store which is located in Upper Main
street in the heart of the music trade center of
the city.
The Schafford Album Co., formerly on Lispen-
ard street, New York, is moving to a larger factory
at 27-29 Walker street, where, with new machinery
Sometimes when duty calls we can't hear it be-
cause pleasure keeps up such a racket just around
the corner.
48
THE TALKING MACHINE WORLD.
New records— three times a month.
This is the latest Columbia innovation
meeting the demands of record buyers.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
A REAL LIVE WIRE IN COLORADO.
E. Frank Winfield, Proprietor of the Outing
Shop, Grand Junction, Col., a Firm Believer
in Persistent Advertising and Aggressive
Salsmanship — A Window Display of Par-
ticular Interest That Tells Its Own Story.
(Special to The Talking Machine World.)
Grand Junction, Col., February 5. — One of the
most progressive and up-to-date talking machine
dealers in this section of the country is E. Frank
Winfield, proprietor of the Outing Shop, who is
also a great believer in aggressive and consistent
herewith was prepared by Mr. Winfield to prop-
erly present to the people of Grand Junction the
new advertising record recently introduced by the
Columbia Graphophone Co. In this connection the
Outing Shop certainly met with gratifying success,
as the window attracted general attention and was
the direct cause of several substantial record and
machine sales.
It is interesting to note that the Outing Shop has
achieved exceptional success with this new adver-
tising record, considering the limited scope of its
working possibilities. When this record was first
introduced, Mr. Winfield had a mailing list of
seventy names, to whom he mailed regularly Co-
the OUTING SHOP
E. FRANK WINFIELD.
EASTMAN KODAKS SUPPLIES
Attractive Window of the Outi
publicity and solicitation, regardless of the size of
the city wherein his establishment may be located.
Mr. Winfield handles the complete line of the Co-
lumbia Graphophone Co., in addition to doing an
excellent business with Eastman cameras and pho-
tographic supplies.
The accompanying illustration of a recent win-
dow display at the Outing Shop gives a fair idea
of Mr. Winfield's ideas relative to this important
phase of retail merchandising. The show window
ng Shop, Grand Junction, Col.
lumbia bulletins and various forms of literature.
With the introduction of the advertising record,
however, Mr. Winfield was enabled to increase his
mailing list nearly 100 per cent., adding fifty live-
wire names to his prospect file as a result of the
value represented in the Columbia advertising
record.
The mailing list of the store is now 120,
which is an admirable one for a city of Grand
Junction's size and ■ population.
NEW VICTROLA DEPT. IN BUFFALO
Opened in Store of Neal, Clark & Nea' — Special
Sound-Proof Demonstration Booths Provided.
(Special to The Talking Machine World.)
Buffalo, N. Y., February 6. — The Victrola de-
partment of the store of Neal, Clark & Neal, at
645-649 Main street, has just opened.' All the
modern improvements and artistic designs are em-
bodied in the new addition to the store, which has
been located on Main street for many years. One
of the features of the new department is the in-
stallation of soundproof demonstration booths,
which enable the purchasers of Victrolas to hear,
without interference, the machine they wish to
purchase, W. J. Bruehl is manager of the new
department.
MUST ABIDE BYJTHE CONTRACT
When the Contract Provides That the Employe
Shall Satisfy the Customers of His Employer.
When a contract for employment provides that
the employe shall satisfy the customers of his em-
ployer, it is sufficient to show on a trial of his
suit for breach of contract that the customers were
dissatisfied. The question whether they had good
grounds for their dissatisfaction is not material,
and any verdict predicated upon such a theory
may be set aside, the Appellate Division ruled re-
cently, sustaining the appeal of the Henry W.
Boettger Silk Manufacturing Co. against a Su-
preme Court judgment in favor of William Mess-
mer, a silk finisher, discharged by them. Mess-
mer's contract provided that he should be em-
ployed while his work gave satisfaction to the
company's customers. The court observed that the
jury had probably been actuated by sympathy,
since they gave Messmer a verdict for half of
what he would have been entitled to, if entitled to
anything.
PLEASING NEW_YEAR'S SOUVENIR.
The International Phonograph Co., a successful
Victor and Columbia dealer, with stores at 101 Es-
sex street, and 196 East Houston street, New York,
is sending out to its many patrons a very attractive
1914 calendar that should serve as a year-round
reminder of the company's establishments. The
calendar shows the trade-marks of both the manu-
facturers the company represents, together with an
appropriate center illustration in several colors.
INCORPORATED.
The LaGrange Talking Machine Co., LaGrange.
111., has been incorporated with a capital stock of
$25,000, to manufacture and deal in talking ma-
chines.
THE MAN WHO STICKS.
Look around among the men you know and
observation will teach you that, in the majority
of cases, the man who wins in any vocation in
life is the man who sticks to it. He may be a
plodder, but if he is endowed with perseverance,
he may surpass the versatile or brilliant man.
THE TALKING MACHINE WOULD.
49
A RESULT GETTING ADVERTISEMENT.
Attractive Manner in Which Harger & Blish
Exploited the Advantages of the Edison
Phonographs to the Music Lovers of Des
Moines — Artistic Newspaper Advertisements.
(Special to The Talking Machine World.)
Des Moines, Iowa, February 7. — One of the
most successful and result producing advertise-
ments for the Edison phonograph ever published
cylinder and disc, offer the opportunity of having
the best of the world's music brought directly to
the fireside with a minimum of expense and
trouble was strongly impressed upon both those
who attended the Melba-Kubelik concert and those
who stayed home.
SELL 16 VICTORS IN ONE HOUR.
This Was the Achievement of Benesch & Son,
of Annapolis, Md., During a Recent Day.
PHONOGRAPH TALKED BACK.
J. B. Benton, a veteran engineer and mechani-
cian, who was associated with Thomas A. Edison
a generation ago, at
the time the phono-
graph was just begin-
ing to evolve as a com-
mercial proposition, re-
calls, with a chuckle,
the following historic
incident to the memory
of the "Wizard."
One of the first ma-
chines that went out of
the laboratory was de-
livered to Charley
Cheever, son of the
well - known belting
manufacturer. Charley
couldn't make it work,
and finally sent for
Edison.
The great inventor
himself worked over
the phonograph, re-
citing "Mary had a
little lamb" into it dis-
tinctly for nearly an
hour without audible
result. At last he lost
patience, and slammed
the thing down, with a
jilt, exclaiming: "Talk,
(Special to The Talking Machine World.)
Annapolis, Md., January 31. — The enterprising
Victor representatives in this city, Isaac Benesch &
Sons, closed the best year in their history. The
company maintained a consistent advertising cam-
paign from one end of the year to the other, and
this publicity, coupled with the unceasing efforts
of the capable sales staff resulted in the closing of
this banner year's business.
Some idea of the splendid business closed by this
aggressive dealer may be gleaned from the fact
that in one hour on a Saturday recently, Wm.
McCurdy, manager of the store, sold sixteen Vic-
trolas, a record to be proud of, considering the
size of the city, and its population, which totals
about 9,000. The company's clientele' is going a
pace, and judging from the record business closed
so far this month, the machines sold during the
past fall season are giving perfect satisfaction.
An Evening After The Concert — '
Thought Suggested By Harger md. Blish
OPENS STORE IN UNION HILL, N. J.
Andrew Brunton, the prominent piano dealer
with stores in Jersey City and Perth Amboy,
opened recently a new store in Union Hill, N. J.
Mr. Brunton is featuring in this new establishment
his leaders — the Kranich & Bach and Hardman lines
— in addition to several other well-known pianos and
Columbia talking machines and records. Large and
attractive signs are prominently displayed on the
new building, calling the attention of the public to
the high-grade character of the instruments han-
dled by Mr. Brunton.
-n you !
Why
A Clever Edison Phonograph Advertisement.
blazes don't you talk?"
Then, suddenly, the
phonograph broke its
long silence, and
squeaked out to Mr.
Edison's horror:
"D — n you ! Why in
blazes don't you talk?"
by Harger & Blish, the prominent Edison jobbers
with headquarters in this city and branch stores
in Dubuque and Sioux City, is that reproduced
herewith, and which occupied a full page in the
Des Moines Evening Tribune on the day that
Mme. Melba and Jan Kubelik gave a joint concert
here.
The fact that the Edison phonographs, both
VICTOR DOG HAS A RIVAL.
Alfred W. Meldon, a lawyer of Jamaica, is re-
ported by one of the local papers to be considering
the effort of a talking machine concern to make
records of songs of his dog, Caruso, which sings
to the accompaniment of the piano, and is said to
have a cultured voice.
LOOK OUT FOR THIS MAN.
A man who has given various names when seek-
ing employment, and who recently worked for the
Chase & West Talking Machine Co., of Des
Moines, and for another concern in Iowa, has dis-
appeared. Wherever he has been employed, it is
stated, he borrowed money, or got it under false
pretenses. The last case was with Herman Marks,
of Emmetsburg, la., where he sold a $300 piano for
$100 cash, pocketed the money and skipped.
This man is about five feet high, weighs 110
pounds, dark brown hair, has a scar on the left
side of his face from the corner of his mouth to
the lower end of his cheek bone. He also has a
wen about the size of a thumb nail on the side of
his right ear. The Chase & West Talking Ma-
chine Co. has sent us these facts for the purpose
of warning the trade. This man is supposed to
have left for Chicago or Seattle.
Many a man has been undone through undue in-
fluence.
IN the clinches you can rely upon the
Ditson Victor Service. Profits are con-
tingent upon our fast work — and we know it.
CTOP saying to your customers: "We
^ haven't got it," because you can get it
from DITSON.
T^AST Victor service is our aim, and that
we hit the mark is proved in our
rapidly growing clientele of dealers.
A LL Victor Styles, records and parts,
with a complete line of albums, cabi-
nets and needles.
VX^E specialize upon Victor goods exclu-
' ▼ sively, and correspondence with
dealers desiring the best in Victor service
is invited.
Oliver Ditson Company, Boston, Mass.
50
THE TALKING MACHINE WORLD.
The Tango and Columbia Records are
linked in the public's mind. Swing this
public into your store by advertising
Columbia Dance Records.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolwortb Building, New York
INTRODUCING THE ARTIST TO THE CUSTOMER.
A Series of Receptions Held at Your Store, Mr. Dealer, Where the Talent Meets Your Pa-
trons Socially, Will Prove the Greatest Tonic Ever Prescribed for a Languid Business
— It Will Make Weak Trade Strong and Strong Trade Stronger.
Have you ever noticed, Mr. Talker Man, when
a prominent phonograph artist, who is also popu-
lar upon the stage, plays an engagement at a
theater near your store, how it facilitates the sale
of that particular artist's records? To illustrate:
While Harry Lauder was playing in Philadelphia
a short time ago the talker shops in that city were
besieged with orders for his selections, the greatest
demand centering naturally upon the songs he sang
at his concerts. Even now, a full week after Mr.
Lauder's Philadelphia engagement, I find, on
glancing through my daily paper, that Louis Buehn
is still interested in the event as a trade stimulant.
In a conspicuous advertisement bearing the title,
"You Missed Hearing Harry Lauder? But you
may still hear him any time you like; the Victor
makes it possible," he publishes a list of thirty-
seven records made by this great entertainer.
- Now then : If the mere proximity of the artist
to your establishment will boost sales several hun-
dred per cent., why not go further and arrange
for a series of receptions where the talent will
come in personal contact with the customer upon
a social basis.
It appears to the writer that the manufacturer
might be induced to meet the dealer half way in
this matter, it being mutually advantageous. It
could be arranged between the manufacturer and
the artist, at the signing of their contract
that a series of receptions be held at the
stores of various dealers, and provisions for the
same incorporated in that document. These af-
fairs could be given, in a great many instances,
very easily and inexpensively for this reason : A
large proportion of the talent are en route during
a part of the year upon concert, operatic or vaude-
ville tours, and their itinerary could be furnished
in advance to the talking machine men along their
line of march, so that the artists' professional and
social engagements in a certain town might take
place simultaneously.
When we pause to consider the vast sums — in
some cases reaching six figures — spent annually by
the makers of talking machines in advertising their
wares, the matter of artists' receptions seems small
in a financial sense, even though the entire burden
be borne by the manufacturer. Inasmuch as the
artist is already well paid for his record making,
he should see that getting in personal touch with
his phonographic audience cannot but have the
effect of increasing the demand for his services,
thereby adding to his already substantial remuner-
ation. This being the case, he should carry out
the reception idea with enthusiasm and be willing
to accept a modest return in dollars and cents for
his services in this field.
It would be as well at first, perhaps, to intro-
duce the talent whose voices have been familiar to
the users of phonographs for a great many years.
Whom among all your customers would not be
among those present were Messrs. Collins, Harlan,
Hooley or Stewart announced to -meet them at
your salesrooms? The "standing room only" sign
would be conspicuously displayed, I am sure. 'Of
course, it would add very materially to the suc-
cess of the occasion to have a piano and accom-
panist in attendance in order that 'those who had
heard Messrs. Collins, Harlan, Hooley and Stewart
perform phonographically for fifteen years could
have the pleasure of hearing them at least once in
the flesh; but even though a pleasant word and a
hearty hand clasp were the only numbers upon the
program, the event would still be a huge success
from a trade-stimulating standpoint, and the de-
mand for coon duets, basso solos and Yankee
stories would aviate.
Our old friend Cal would, I think, be the gentle-
man to introduce the reception idea, for who is
there, from the snow-clad hills of Maine to the
sun-kissed groves of Florida, or even to the shores
of the balmy Pacific, that has not heard the quaint
Yankee drollery of Uncle Josh Weathersby? A
long time ago — fourteen years, perhaps — Uncle
Josh appeared in the guise of host and entertainer
at a Philadelphia talker shop, and he was wel-
comed by several hundred phonographists with
open arms and gusts of merriment. I know, for
I was there.
As I write, there is one incident in connection
with that Stewart reception that remains fresh in
my memory through the years.
Cal had just finished telling a story, which at
that time had not been recorded, in reference to
an aching molar.
"I went into one of them there tooth distractin'
parlors," he explained, with the laugh that is his
and his alone, an' the feller asked me if I'd take
gas. I told him that up at Punkin Center where
I come from we didn't know much about gas, an'
if 'twas all the same to him, I'd take kerosene."
The laughter was still surging through the room
as a result of this bit of rare humor when an
elderly Quaker lady, in a sugar-scoop bonnet, asked
meekly but curiously, "Calvin, does thee sing?"
"Gosh all hemlock, madam !" replied Mr. Stew-
art, mournfully, "I couldn't carry a tune if I had
it in a satchel."
Just why the artist reception idea did not bear
fruit at that time, I am not prepared to say, but
this much is certain: A proposition attended by
abundant success fourteen years ago and lying
dormant from that time to the present day, if
handled with the snap and vim that characterizes
modern business methods, cannot but succeed mag-
nificently. In conclusion, Mr. Dealer, we will in-
dulge in a -brief resume of just what this artist
reception idea means to you.
Let us suppose that the theory has been put in
practice, and you have received word from your
manufacturer that Cal Stewart will hold a recep-
tion at your store for the benefit of your patrons
on the twenty-fifth of February. You immediately
send out announcement cards bearing a half-tone
cut of Mr. Stewart and worded thus:
"You are cordially invited to be present at a
reception given by Mr. Cal Stewart to his phono-
graphic friends at the salesrooms of tne Elite
Talker Shop on Wednesday, February twenty-
fifth, at three."
Upon the occasion of the reception you have
your store attractively decorated with potted plants,
an adequate number of easy chairs placed invit-
ingly, a great deal of literature pertaining to all
your goods in general, and the Josh Weathersby
records in particular, displayed within easy reach
of your guests — and I think that is all.
Necessarily, your show window should cry
aloud to the housetops for at least one week pre-
vious to the reception that the premier delineator
of the way down East type of rural citizen is to
hold forth within, the decorations consisting of a
large portrait surrounded by a tastefully arranged
assortment of agricultural accessories, etc.
The setting thus ably prepared, the reception fol-
lows. Mr. Stewart is introduced, - chats with your
patrons, tells a few yarns no one has heard before
and suggests certain of his records as being par-
ticularly attractive. Then refreshments are served
while orders for Uncle Josh records are taken, and
the show is over.
Very little trouble, small financial outlay, and
big returns. In fact, everything may seem diminu-
tive, but Cal, the crowd and the profits, which is
as it should be.
Howard Taylor Middleton.
VISITING SWITZERLAND FACTORY.
Marc K. Mermod, of Mermod & Co., 505 Fifth
avenue, New York, manufacturers of supplies for
talking machine makers, is now at the Switzerland
factory for a few weeks' visit, getting his line of
goods ready to take with him on the trip that he
is planning to make through China.
E. L. Cuendet, a man well experienced in the
importing line, and also the talking machine busi-
ness, is now in charge of the New York offices,
where visiting manufacturers may see him.
Many people confuse the term "efficiency with
the word "effectiveness," and while there is a cur-
rent usage in which the two terms overlap, yet
the difference is easily capable of detection, and it
is important too.
CHEMISCHE
FABRIK
E. SAUERLANDT bei Apolda i. Th., Germany
The largest manufacturing plant in the world devoted exclusively to the
manufacture of Master-Waxes and Master-Blanks for
Gramophone and Phonograph Recording
Sole Manufacturer of Wax "P." the best recording material for Berliner- cut .
THE TALKING MACHINE WORLD.
51
HANDSOME TALKING MACHINE QUARTERS IN EL PASO dance RECORDS IN GREAT demand.
Conducted by the Southwestern Talking Mac
by Rafael Cabanas, President
hine Co. in That Go-ahead City — Now Controlled
of the Mexican Phonograph Co.
(Special to The Talking Machine World.)
El Paso, Texas, February 8. — The accompany-
ing illustration, showing the main floor of the
Southwestern Talking Machine Co.'s headquarters
in this city, gives a fair indication of the up-to-
date ideas of this hustling Columbia representa-
tive. Sound-proof demonstration booths furnished
lumbia Graphophone Co. Raphael Cabanas, presi-
dent of the Mexican Phonograph Co., and an ar-
dent Columbia admirer, is at the head of the new
company, while Robert R. Souders is general man-
ager with headquarters in Dallas. J. M. Spain,
who is well-versed in Columbia selling details, is
in charge of the local store.
The Present Craze for Dances Throughout
the Country Exemplified in the Demand for
Records, Which Is Really Exceeding the
Supply— Interesting Chat with V. W. Moody.
in a dignified and refined manner are included in
the artistic appearance of the company's ware-
rooms, which are tasteful and refined to a degree.
The Southwestern Talking Machine Co. is the
new name of the company, which recently pur-
chased the Dallas and El Paso stores of the Co-
The El Paso store of the Southwestern Talkii g
Machine Co. is located at the corner of Stanton
and Texas streets, one of the best spots in the busi-
ness section of the city. During 1913 the store
closed an excellent business, which bids fair to be
exceeded month by month during the ensuine vear
VICTOR LINE FOR HALLET & DAVIS. NEW LIST OF EDISON DISC RECORDS
This Line to Be Presented in Pleasing En-
vironment in New Forty-second Street Store
of the Hallet & Davis Co. in New York.
Contain Many Numbers That Promise to Win
a Large Degree of Favor.
Arthur D. Geissler, vice-president of the New
York Talking Machine Co., 81 Chambers street,
New York, the prominent Victor distributer, in a
chat with The World recently stated that Mallet
& Davis Piano Co.. one of the best-known piano
houses in the country, will carry a complete line
of Victor products in its attractive building at 18
East Forty-second street, New York. Hallet &
Davis already handle the Victor line in their
Harlem store, and the excellent results they
achieved in this uptown branch prompted their
decision to handle the Victor products in their
new building.
When the Victor line is installed in the Forty-
second street building there will be constructed sev-
eral attractively furnished demonstration booths
on the main floor, which will display the Victrolas
to excellent advantage. There will also be con-
structed in the basement of the building a number
of record-demonstration rooms which will be fur-
nished and decorated to completely harmonize with
the prestige of the store and the Victor line.
Thomas A. Edison, Inc., Orange, X. J., has just
issued a January supplement of Edison disc records
that makes a valuable addition to the disc library.
Over forty double-disc records are presented in
this supplemental list, many of which are among
the popular hits of the day.
Edison disc dealers in all parts of the
country write to state that the new list is being
received with popular favor wherever it is intro-
duced ; owners of Edison disc phonographs are
availing themselves of this opportunity to consider-
ably enlarge their record library.
Referring to the present demand for dance
records, V. W. Moody, sales manager of the New
York Talking Machine Co., 81 Chambers street,
New York, the prominent Victor distributer re-
marked as follows : "Many people have expressed
their doubts as to the real status of the dance
craze and have asserted that the demand for this
type of music is not nearly as pronounced as the
newspaper, talking machine record manufacturers
and sheet music publishers would have us believe.
"As a matter of fact, however, the actual call
lor dance music is greatly in excess of the ap-
parent demand for this class of record. In all sec-
tions of the country, the dance craze is gaining rap-
idly in popularity, and judging from the reports
of Victor distributers throughout the West and
South, Victor dealers are reaping a harvest in the
sales of these records.
"In actual figures, the dance record sales in our
own establishment are almost unbelievable. Tak-
ing as a basis of comparison the sales of one of
I he most popular records in 1908, our total sales
this month of one dance record in the Victor li-
brary would equal a little more than 100 times the
sales of the 190S popular favorite. This figure fur-
nishes the best possible evidence of the extent of
the dance record business, and in my opinion will
probably be distanced very materially in the very
near, future.-'
The New York Talking Machine Co. is devot-
ing a considerable portion of its window space to
a number of attractive dance record cut-out dis-
plays, which call attention to the most popular
records of this type in the Victor library. These
displays are also being used to excellent advantage
by the company's dealers, who report a number of
sales as a direct result of these suggestions to
passers-by.
BIG TALKING PICTURE CO. FORMED.
(Special to The Talking Machine World.)
Dover, Del., February 5. — The Talking Machine
Film Co. of America, with capital of $2,500,000,
has been chartered here. The incorporators are
E. J. Forhan, F. B. Knowlton and D. A. Cassin,
all of New York. The incorporation papers say
the concern will manufacture, buy, sell and deal in
films, photographs and other reproductions of
scenes and dramas.
FIRE CAUSES $4,200 DAMAGE
To the Stock of Pianos and Talking Machines
of the Bates Music Co. in Greeley, Colo.
(Special to The Talking Machine World.)
Greeley, Colo., February 4. — In a fire which
swept through the Unity building, at Ninth street
and Ninth avenue, this city, recently, the stock
of the Bates Music Co., in a store on the
ground floor of the building, was damaged by
smoke, heat and water to the extent of about
$4,200. Over a half dozen pianos were badly
wrecked and a new consignment of Victrolas and
Grafonolas were damaged beyond repair. Several
hundred talking machine records were damaged.
The Imperial Phonograph Co. has been organ-
ized at Portland, Me., with a capital of $50,000.
The officers of the new corporation are as follows :
Hiram Knowlton, president; W. J. Knowlton,
treasurer; Hiram Knowlton, W. J. Knowlton and
Bertha B. Huston, directors.
Special
Send for a package of our Improved Half-Tone and Loud
Tone Needles in New Style Envelopes.
If you want to advertise yourself, we
will put your own name or trade-mark
on the envelopes, or will pack in
Puritone envelopes.
Quality Guaranteed
The Best Needles mean profit and
satisfaction.
If you want to sell 1,000 Needles at a time instead of 100, use
the "Dean-packed" Needles. Five boxes of 200 each, Extra
Loud, Loud, Opera, Medium and Soft packed in a carton. The
best package and fastest seller on the market. Write for samples.
JOHN M. DEAN, CORP.
Talking Machine Needle Manufacturers
PUTNAM, CONN.
52
THE TALKING MACHINE WORLD.
LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS
(Special to The Talking Machine World.)
Washington, D. C, February 8. — Phonograph
Reproducer. — Achille Luciano, Bloomfield, N. J., as-
signor to the Nightingale Reproducer Co., Newark,
N. J.- PatenS No. 1,080,839.
This invention relates to an improved gramo-
phone reproducer and is of the type that is ar-
ranged with the. sound box vertical to the record
and is adapted for use with its stylus projecting in
substantially the same plane as the diaphragm and
having its stylus adapted to be moved transversely
by the groove so as to transmit its vibrations
directely to the diaphragm.
The reproducer comprises a sound box in which
the diaphragm is mounted in any usual manner,
the stylus rod being
pivoted by means of
a pivotal connection
that permits a limited
transverse movement
at the pivotal point,
the stylus rod thus
rocking normally at
its pivotal point, but
yielding to an extent
under undue strain in
T a transvere direction.
The invention also resides, in the stylus, which is
mounted on the end of the rod, and which submits
successive portions of its periphery to the groove
whereby the groove is not subjected to undue wear
and the friction is minimized, while the sound re-
production is not impaired.
Fig. 1 is a front view of the improved stylus,
and Fig. 2 is a vertical section of the same through
the center, the pivotal post being shown in ele-
vation.
Disc Talking Machine. — Rezso Preszter, Buda-
pest, Austria-Hungary. Patent No. 1,076,643. The
object of this invention is to obviate the necessity
of employing a trumpet with disc talking machines.
It is well known that sound trumpets generally
used affect the purity of the sound and make the
machine more difficult to handle and to transport.
It was already proposed to cover the trumpet of
talking machines or to conduct it through the
casing of the machine.. Thereby the trumpet was
only disguised, but substantially maintained so that
the sound effect was not improved by this way.
As on the other hand the dimensions of the casing
should not be increased too far, the dimensions of
the trumpet were reduced, whereby the sound
strength was decreased. But as the dimensions of
the trumpet could not be decreased too far, the
dimensions of the casing resulted larger than the
usual casings of talking machines.
This invention does away completely with the
usual trumpets without increasing the usual
dimensions of the casing. According to the dis-
closed embodiments of this invention the free space
of the casing containing the gear is subdivided
by means of resonance boards in a way to form
laterally from the gear a sound chamber of sub-
stantially the shape of pyramid and to form ad-
jacent resonance boxes.
The annexed drawing shows as examples two
embodiments of the invention. Fig. 1 is a dia-
grammatical vertical section of the machine accord-
ing to line C — C of Fig. 2. Fig. 2 is a horizontal
section according to -line E— F of Fig. 1 and Fig.
3 is a similar section of a modified form.
Soundbox for Talking Machines. — Wilburn N.
Dennison, Merchantville, N. J., assignor to the
Victor Talking Machine Co., Camden, N. J. Patent
No 1,084,319.
This invention relates more particularly to
pneumatic soundboxes for talking machines and
includes improvements in which a valve is provid-
ed, the movable member of which is positioned
within and very close to the soundbox casing so
that the air passing through the valve is caught oi
trapped between the movable member and the cas-
ing to cushion or balance the movable member.
The main objects of this invention are : to pro-
vide in a pneumatic soundbox a valve having a
movable member of delicate construction which
will respond readily to the vibrations of the stylus
bar and which will be cushioned or balanced by the
air passing through the valve; to provide an im-
proved mounting for the stylus bar and the mov-
able member of the valve, whereby the valve may
be adjusted with great accuracy and whereby the
balancing effect of the air after it has passed
through the valve will not be impaired ; to provide
adjustable means for holding and tensioning the
movable member upon its mounting ; to provide an
improved form of opening through the valve to
permit the air to pass freely therethrough.
In the accompanying drawings, Figure 1 is a
fragmentary front end view of a soundbox con-
structed in accordance with' this invention; Fig.
ijw w -ft
2 a longitudinal section on line 2 — 2 of Fig. 1 ;
Fig. 3 an enlargement of a portion of Fig. 2 ; Fig.
4 an enlarged fragmentary sectional view on line
1 — t of Fig. 1 ; Fig. 5 a fragmentary sectional view
on line 5 — 5 of Fig. 3; Fig. 6 a fragmentary sec-
tional view corresponding to Fig. 3 showing a
modification of the invention; Fig. 7 a view cor-
responding to Fig. 1 of a modified form of this in-
vention ; Fig. 8 a longitudinal section view taken
on line 8 — 8 of Fig. 7, parts thereof being omitted;
Fig. 9 an enlarged fragmentary longitudinal central
sectional view of the soundbox shown in Figs. 7
and 8; Fig. 10 a transverse sectional view of the
soundbox shown in Fig. 9; and Figs. 11 and 12 are
enlarged fragmentary front and rear elevations
respectively of the valve seat shown in Figs. 7 to 9.
Soundbox and Reproduction Thereof. — Victor H:
Emerson, New York, assignor to the American
Graphophone Co., Bridgeport, Conn., Patent No.
1,084,415.
This invention relates to sound record hav-
ing laterally undulating record groove of sub-
stantially uniform depth, commonly known as
"zigzag" records. The object of the invention is
to produce a record of this type which will have
improved acoustical qualities. Such "zigzag"
records are commonly manufactured as discs with
the record groove arranged spirally thereon, but
they may also be made as cylinders carrying the
record groove in a helical line around the cylinder:
yet, for convenience of consideration, such record
groove may be regarded as continuing in a straight
line, with the lateral undulations on either side.
The underlying thought of this invention is to
provide a (zigzag) record groove of such character
as to produce a duplication or immediate repetition
of each impulse imparted to the reproducing stylus,
so that theoretically there should be expected a
sort of "echo" as it were; yet in actual practice no
echo will be observed by the listener, but merely-
increased fulness or roundness of tone. This dupli-
cation or repetition is accomplished by making the
original record by means of a recording stylus hav-
ing its two oppositely extending recording edges
disposed diagonally with respect to the direction of
travel of the record groove (instead of transverse-
ly thereof as heretofore). As the result of this
arrangement of one recording edge is slightly ad-
vanced in front of the other, and each concavity
produced in one side wall of the record groove will
have its complementary (and simultaneously pro-
duced ) convexity located diagonally therefrom in
the opposite wall of the groove (instead of direct-
ly across therefrom).
This invention, then, consists broadly in provid-
ing a diagonally disposed pair of oppositely facing
recording edges for making the original sound
groove; further, in the simultaneous production of
diagonally disposed and complementary concavi-
ties and convexities corresponding to sound waves ;
and also in a sound record having such diagonal
arrangement of its complementary concavities and
convexities.
This invention will be best understood by refer-
ence to the annexed drawings, which are on a
greatly exaggerated scale, to illustrate the same
diagrammatically.
In these drawings : Fig. 1 represents conven-
tionally a plan of a portion of a flat record tablet
having an ordinary zigzag record groove, and in-
dicating in cross section an ordinary recording
stylus. Fig. 2 is a similar view, indicating the new
record groove, and indicating in cross-section the
new recording stylus ; and Fig. 3 is a horizontal
section, on a still larger scale, of the stylus.
Clariifying Attachment for Talking Ma-
chines.— Walter J. Burchett, East Orange, N. J.,
assignor by mesne assignment to the Masterphone
Corporation, New York. Patent No. 1,084,570.
This invention relates to clarifying attachments
for talking machines, and constitutes an improve-
ment on the general type of 'apparatus illustrated
in the pending application of Matthew B. Claussen,
Serial No. 779,004, renewed July 14, 1913.
This object is the provision of a simple, inexpen-
sive and durable attachment which can be quickly
and easily applied to or removed from the repro-
ducer of a talking machine, particularly one of the
disc type, which will increase the volume of sound,
clarify the tone, and enable a needle of small
diameter to be used in sound reproduction, there-
by increasing the life of the record, and these ob-
jects are accomplished by substituting a less rigid
connection between the needle of the standard
talking machine reproducer, and trie thin, freely
vibrating sound amplifying body or disc of the
said Claussen application than is employed in the
specific form of construction illustrated in said
Claussen application, and supplementing the en-
gagement between the needle and disc by a second,
elastic connection between other parts of the
reproducer and the disc, whereby the disc is held
against the needle with sufficient firmness to absorb
the vibrations thereof when the reproducer is in
operation, but may yet be easily removed from con-
tact with the needle (when the latter is to be re-
moved from the reproducer), without entirely dis-
connecting the disc from the reproducer as a whole
THE TALKING MACHINE WORLD.
53
In the accompanying drawings and following
description, is shown a form of the invention il-
lustrating its mode of operation and which carries
out the foregoing objects, but such disclosure is
to be considered as illustrative, rather than restrict-
ive, of the scope of the invention and the invention
is susceptible of modification without departing
from the spirit and scope thereof.
In the accompanying drawings: Fig. 1 is a per-
spective view showing the invention applied to an
ordinary talking machine reproducer and disc
record; Fig. 2, a side elevation thereof; Fig. 3, an
enlarged detail, partly in section, showing the co-
operation of the device with the needle; Fig. 4, a
detail perspective of the attachment alone ; Fig. 5.
a view looking toward the lower face of the thin,
freely vibrating sheet or disc; and Fig. 6, detail
plan views of other shapes of thin, freely vibrating
sheet or disc that may be used.
Talking Machine. — Matthew B. Claussen, New
York, assignor by mesne assignments to the Mas-
terphone Corporation, New York. Patent No. 1,-
084,571.
This invention relates to the reproducing appa-
ratus of talking machines and comprises a mod fi-
cation of the invention illustrated and descril.eJ
in my pending application Serial No. 670,146, filed
January 9, 1912.
The present apparatus is designed especially to
co-operate with records having grooves of uneven
depth, the sound waves being recorded in the bot-
tom of said grooves instead of in the sides of said
grooves.
The best form of apparatus embodying the pres-
ent invention, together with certain modifications
thereof, are shown in the accompanying sheet of
drawings in which, Fig. 1 is a vertical central
section of a soundbox adapted for use on cylindric-
The drawing shows a vertical central section
of the preferred form of apparatus embodying the
invention.
-iZ
al sound records. Fig. 2 is an enlarged detail
cross' section of the disc which forms the novel
feature of the invention. Fig. 3 is a similar view
of a modification, and Fig. 4 shows the modification
adapted for use on disc records having gr<>n\es "I
uneven depth.
Talking Machine. — Matthew B. Claussen, New
York, assignor by mesne assignments to the Mas-
terphone Corporation, New York. Patent Xo.
1,084,572.
This invention relates to improvements on the
particular form of attachment to talking ma-
chines illustrated and described in application
Serial No. 670,146, filed January 9, 1912, in which
is shown a thin sound amplifying disc rigidly
mounted on the stylus of the reproducer of a talk-
ing machine. In the one particular form of the
invention selected for illustration in said prior ap-
plication the reproducing needle is clamped into
the socket on the end of the stylus arm in the usual
way, and the disc is held on the needle by being
bored to form an opening of an internal diameter
equal to or slightly less than the external diameter
of the needle. This requires the needle to be
forced through the disc before using, and, as it is
not safe to use a needle on more than one record,
it is necessary to pull the needle out of the disc
every time a new record is put on, and stick a
new needle through the disc before fastening the
needle to the stylus arm for the next operation of
the machine. While this can easily be done with
a small pair of tweezers, the entire operation can
be avoided by the use of the present invention,
which comprises means for permanently attaching
the disc to the stylus arm, and means for mount-
ing the needle in this attaching means by any sim-
ple device such as a set screw. Consequently when
a needle is worn it can be loosened from the disc,
removed and a new one fastened to the disc with-
out unfastening the disc from the reproducer.
JO
Talking Machine. — Matthew B. Claussen, New
York, assignor by mesne assignments to the Mas-
terphone Corporation, New York. Patent No. 1.-
084,573.
This invention relates to talking or sound
reproducing machines in which a stylus travels in
a groove in a tablet or cylinder having variations
of surface corresponding to sound waves. It is
well known that in apparatus of this kind hereto-
fore in use the loudness of reproduction may be
increased by increasing the stiffness of the repro-
ducing stylus, as by making said stylus of greater
cross-section, tut this results in a disadvantage in
that the reproduction is then less clear and faith-
ful. On the other hand it is recognized that the
clearness, delicacy and faithfulness of the repro-
duction may be enhanced by making the reproduc-
ing stylus light, as by reducing its cross-section, but
this reduces the volume of sound.
The inventor has discovered an improvement
which may be applied to any of the standard forms
of talking machine by which both the volume and
clearness, or faithfulness, of the sound reproduc-
tion, arc markedly increased and improved.
Briefly stated, this invention in its simplest form
comprises the rigid attachment of a disc of con-
venient form to the standard form of reproducing
stylus or needle.
Fig. 1 is a side elevation of a portion of a
talking machine showing the reproducer with in-
vention attached. Fig. 2 is a plan view of the
simplest form of disc attachment constituting the
novel element of the invention. Fig. 3 is a similar
view of a modification. Fig. 4 is a vertical central
section on line 4 — 4 of Fig. 3 showing also the re-
producer stylus or needle in position. Fig. 5 is a
similar view with a different kind of stylus, and
Fig. 6 is a similar view of a modification.
Soundbox Arm for Talking Machines. — William
W. Zackey, Philadelphia, Pa., assignor of forty-
nine one-hundredths to Chas. B. Hewitt, Burling-
ton, N. J. Patent No. 1,083,045.
This invention relates to the sound amplifying de-
vices and has for an object to provide an amplify-
ing arm and horn which are capable of transmit-
ing and reproducing the sound- with a minimum of
variation from the original.
It has for a further object to provide a novel
means of eliminating the scratching and scraping
noises which are produced by movements of the
sound arm caused by vibrations of the sound
record or irregularities in its surface. To this end
a construction has been devised wherein the am-
plifying arm is maintained substantially in equilib-
rium, or floating condition, above the record but is
<so adjusted and arranged as to permit an extreme-
ly sensitive action of the needle with respect to
the record.
Fig. 1 represents a side elevation of a sound
reproducing device, embodying the invention, the
same being shown partly in section. Fig. 2 repre-
sents an enlarged section of a portion of the de-
vice. Fig. 3 represents a section of line x—x, of
Fig. 2. Fig. 4 represents a perspective of the sup-
porting device for the sound arm. Fig. 5 repre-
sents a sectin of a portion of the same. Fig. 6
represents a section of a portion of the sound arm
showing its connection to the soundbox. Fig. 7
represents a section of a modified form of the de-
vice.
Soundbox.— Peter J. Mukautz, Chicago, 111. Pat-
ent No. 1,085,354.
This invention relates to improvements in sound-
boxes for use in connection with sound recording
or reproducing machines.
The principal object of the invention is to pro-
vide a soundbox, which will so actuate the needle
or stylus as it travels over the surface of the
record, that clean-cut, smooth grooves will be
traced therein; and in reproducing said record, the
tones obtained will be intensified, clear and free
from harsh or grating sounds. This is accomplished
by confining air or a liquid between a pair of op-
positely arranged cupped pistons of different diam-
eters.
Another object of this invention is to provide
means for regulating the air or liquid pressure be-
tween the pistons, in order to get the best results
from the soundbox either in making a record or
reproducing the same.
In the drawings, Fig. 1 is a sectional eleva-
tion of a soundbox constructed in accordance with
the invention, for use in connection with a laterally
undulating record groove machine. Fig. 2 is a simi-
lar view showing a soundbox for an up-and-down
record groove machine, and Fig. 3 illustrates a
modification of Fig. 1.
BUYING AND SELLING POINTERS.
Buy with one end in view, to sell.
But remember, to sell means more than one sale.
Therefore keep an eye open for quality, as well
as price.
Buy as near home as possible. You will gain in
time of delivery and in price as well.
If you are to sell, it will be necessary to buy.
But remember that the selling depends largely on
the buying.
Buy with both eyes wide open. Then when you
sell you won't fear to meet the steady gaze of
your customer.
The man who buys goods without taking selling
into consideration reminds one of Br'er Rabbit
and his experience with Tar Baby.
Don't treat your jobber as if you distrusted him.
Remember he is probably as anxious to hold your
trade as you are to keep one of your customers.
It you have a call for something you haven't
got, and it's in your line, get it. But don't buy a
gross unless you have more than one call for the
article.
The merchant who buys, without first studying
his local market, is like a traveler without a map;
he is likely to end his journey at the wrong des-
tination.
Buy early so that you can display the goods just
before the season opens, thus securing the first
orders, and also the reputation of being the leader
in your lines.
Buy with due regard for the taste of your pa-
trons. Cater to the trade of the "upper ten," but
don't forget that the "lower" ten thousand are the
people who spend the greater volume of money
annually.
No honest purpose is ever wasted and no honest
desire ever remains unanswered.
Many a man's best friends are those who know
him least.
54
THE TALKING MACHINE WORLD.
RECORD BULLETINS FOR MARCH, 1914
COLUMBIA GRAPHOPHONE CO.
SYMPHONY DOURLE-OISC RECORDS.
First Records l>y Maggie Teyte, the English Soprano.
No. Title. Size
A1471 A Resolve (Obstination) (de Fontenailles). In
English, with oreh 10
An Open Secret (Woodman). In English, with
orch 10
A1472 Little Gray Home in the West (Lohr). In Eng-
lish, with orch 10
When Love is Kind (Old Melody). In English,
with orch 11
Tw,o Records by Bernicc de Pasquali.
A5523 Lakme (Uelibes) 'Dove l'lndiana bruna" (In-
dian Bell Song — Where goes the Young Bin- -
doo?) In Italian, with orch. Single record is
No. 30951 12
11 Guarany (Gomes) "Clera una volta un prin-
cipe" (A Prince There Was). In Italian, with
orch. Single record No. 36S10 12
Concert Numbers by Charles W. Clark.
A1470 Thy Beaming Eyes (MacDowell). Orch. accomp 13
An Irish Folk-Song (Foote). Orch. accomp 12
Morgan Kingston Sings Two Songs.
A5527 The Rosary (Nevin). Orch accomp 12
For You Alone (Goohl). Orch. accomp 12
BLUE-LABEL DOUBLE-DISC RECORDS.
First Recordings by Edgar Donovan, Boy-Soprano
Soloist of Grace Church, New York.
A147S Florian's Song (Godard).. Orch. accomp 10
The Swallow's (Cowen). Orch. accomp 10
AI4(iS You're lust as Sweet at Sixtv as You were at
Sweet Sixteen (Helf). Will Oakland, Counter-
Tenor, orch. accomp 10
Emmet's Lullaby (Emmet.) Will Oakland, coun-
ter-Tenor, orch. accomp 10
A1473 Impromptu-Opus 29 (Chopin). Leo Ornstein,
Pianist 10
Etude in G Flat. Opus 10, No. 5 ("Black Key"
Etude) (Chopin). Leo Ornstein, Pianist 10
A 1475 Kockin' in the Wind (Neidlinger)
Columbia Ladies' Quartet 10
Little Alabama Coon (Starr)...'
Columbia Ladies' Quartet 10
A1476 Alice, Where Art Thou? (Ascher). Reed Mill-
er, Tenor and Frank Croxton, Baritone, orch.
accomp 10
Love's Golden Dream (Lennox). Clara Moister,
Contralto, orch. accomp 10
A5529 Fra Diavolo (Auber). Vocal gems. Columbia
Light Opera Co., orch. accomp 12
Fra Diavolo (Auber). Selections. .Prince's Orch. 12
A5530 Tannhauser (Wagner.) Pilgrim's Chorus
Columbia Opera Chorus. 12
Die Meistersinger (Wagner). — Selection
Prince's Orchestra. 12
DOUBLE-DISC RECORDS.
A1469 The Sweetest Flower that Blows (Hawley) Cor-
net Solo Charles Leggett 10
In this Hour of Softened Splendor (Pinsuti)...
St. Hilda Colliery Band 10
A1474 Miss McLeod's Reel Prince's Orchestra 10
The Irish Washerwoman. Prince's Orchestra 10
A1477 Danube Waves (Iavonici). Accordion Solo....
Pietro Deiro 10
The Return (Diero). Accordion Solo
Pietro Deiro 10
A5528 Nocturne ( D'Ambrosio). Cristeta Goni, Violinist 12
Andante (Hollman) Hans Kronold, 'Cellist 12
THE LATEST DANCE RECORDS.
Supervised and Approved by G. Hepburn Wilson.
A5532 International Rag (Berlin). — One-step
Prince's Band 12
Waltz — Hesitation, from "High Jinks" (Friml).
Prince's Band 12
A5531 Puppchen (Gilbert).— One-step. . .Prince's Band 12
Y Come la Va (Valverde)— Tango . Prince's Band 12
A1460 Answer to "Amoureuse" (Berger). — Boston Hes-
itation Waltz Municipal Band 10
Love's Tears (Miguel). — Boston Hesitation
Waltz Municipal Band 10
A1461 Rose River (Alvarado). — Boston Hesitation
Waltz Municipal Band 10
Tath of Roses (de Paz). — Boston Hesitation
Waltz Municipal Band 10
A1462 Mena. Take My Arm "Prendete del Brazo
Mena" (Villoldo). — Tango. Municipal Band 10
Flash of Fire "El Fogonazo" (Villoldo). — Tango.
Municipal Band 10
A1463 A Good Fellow "Un Mozo Bien" — Tango Matt-
chiche (Villoldo). — Tango .. Municipal Band 10
Tangolette (La Tangochinette) Tango Mattchi-
che (Villoldo). — Tango Municipal Band 10
A1464 The Aeroplane' (En Aeroplano) (Prince). Tango.
Municipal Band 10
Beautiful Portenitas (Lindas Portenitas)
(Prince). — Tango Municipal Band 10
A1465 El Ladiao (Gobbi). — Tango Municipal Band 10
Pasate el Paine( Gobbi). — Tango Municipal Band 10
A1466 Auxilio (Bassi). — Tango Municipal Band 10
El Chichon (Villoldo)— Tango.. .Municipal Band 10
A1467 EI Sanducero (Gobbi). — Tango .. Municipal Band 10
To My Manis "A Mi Manis" (Gobbi). — Tango.
Municipal Band 10
SONG HITS FOR MARCH.
A14S4 I'm on My Way to Mandalay (Fisher). Henry
Burr, 1st Tenor; Albert Campbell, 2d Tenor;
orch accomp 10
While They Were Dancing Around (Monaco).
Ed. Morton, Baritone, orch. accomp 10
A14S3 Rebecca of Suunybrook Farm (Gumble). Helen
Clark, Mezzo-Soprano and Irving Gillette,
Tenor, orch. accomp 10
In the Candle Light (Brown). Nora Watson,
Contralto, and James F. Harrison, Baritone,
orch. accomp 10
A14S1 All Aboard for Dixie, from "High-Jinks" (Friml).
Ada Jones, Soprano, and Peerless Quartet,
orch. accomp \ 10
High-Jinks, from "High-Jinks" (Friml). Charles
W. Harrison, Tenor, and Mixed quartet. ... 10
A14S0 Across the Great Divide (Meyer). Henry Burr,
Tenor, and Andrea Sarto, Baritone, orch.
accomp 10
By the Old Wishing Well (Sherman). Henry
Burr, Tenor, and Albert Campbell, Tenor, orch.
accomp 10
A14S2 Let's All Go Around to Mary Ann's (Carroll).
Arthur Collins, Baritone, and Byron G. Har-
lan, Tenor, orch. accomp 10
Don't Stop (H. Von Tilzer). Peerless Quartet,
orch. accomp 10
A1479 Sit Down, You're Rocking the Boat (Schwartz).
William Halley, Baritone, orch. accomp,,'.,.. 10
Stop Thief (A. Von Tilzer).
Baritone, orch. accomp
William Halley,
VICTOR TALKING MACHINE CO.
No. POPULAR SONGS.
17494 Dinah — (Murphy-Marshall) Peerless Quartet
Let Me Change Your Name, Miss Mandy (Daw-
son-Engel) Collins-Harlan
17496 Somebody Else is Crazy 'Bout Me (Carroll)
Helen Clark-Billy Murray
When You Haven't a Beautiful Girl (Clarke-
Morse) Albert Campbell-Henry Burr
17497 Honey, You Were Made for Me, from "AH
.Aboard" (Glogau) Campbell-Burr
Come, My Honey, Come (Sinnott-Wilkins)
Peerless Quartet
17518 Sing, Rock-a-Bye Baby to' Me (Kirkpatrick-Long)
Will Oakland
Evalyne (Paul Dresser).. W. Oakland-B. Murray
4 7519 My Orchard is Short of a Peach Like You (Nye-
A. Von Tilzer) Ada Jones-Billy Murray
Daddy, Come Home (Irving Berlin)
Billy Murray
]7."i27 Down in Chattanooga (Irving Berlin)
Collins and Harlan
When You're All Dressed Up and No Place
to Go from the "Beauty Shop" (Hein)....
Billy Murray
17529 In the (,'andle Light (Fleta Jan Brown)
Edna Brown-James F. Harrison
Sweet Anna Marie (Esrom-Morse)
Albert Campbell-Henry Burr
17535 All Aboard for Dixieland, from "High-Jinks"
(Cobb) American Quartet
Ragtime Dream (Goodwin-Brown. . .Am. Quartet
NEW DANCE RECORDS.
353G2 Peg o' My Heart — One-step or Turkey Trot
(Fred Fischer) Victor Military Band
The Horse Trot — One-step or Turkey Trot (Uriel
Davis) Victor Militar- Band
17530 Pepper Pot — One-step or Turkey Trot (Harold
lvers) Victor Military Band
Antipolo — One-step or Turkey Trot (T. Araullo).
Victor Military Band
17533 All Aboard for Dixieland — One-step or Turkey
Trot. (Cobb) Victor Military Band
Ninette — One-step or Two-step (Christine)
Victor Military Band
35364 La Brulante — One-step or Turkey Trot (Winne)
Victor Military Band
Sari Waltzes (Rahman) . . . .Victor Military Band
17524 Toreador — One-step or Turkey Trot (Rafael Gas-
con) (Machaquito) Victor Military Band
Admiration— Waltz Hesitation (Carza) (Cuanto
te quiero! Victor Military Band
VICTOR DOUBLE-FACED RECORDS.
35354 Faust "All Hail, Thou Dwelling Lowly"(Gounod)
(Salve, dimora) (Act III)..Chas. W. Harrison
Elixir of Love — A Furtive Tear (Donizetti) (Una
furtiva lagrima) Charles W. Harrison
17522 Little Gray Home in the West (Eardley-Wilmot-
Hermann Lohr) ('Cello Obligato by Bourdon)
Charles W, Harrison
There are Birds in the Valley, from "Vicar of
Wakefield" (Housman-Lehmann) . . Reed Miller
17523 Evening Chimes (Abendglockchen) (Carl Heins,
Op. 201) (Violin-Flute-Harp with Bells) ....
Neapolitan Trio
Woodland Echoes (A. P. Wyman, Op. 34)
Neapolitan Trio
35357 I Live and Love Thee (Campana)
Elsie Baker-Frederick Wheeler
The Day is Done (Longfellow-Lohr)
Elsie Baker-Frederick Wheeler
17531 Luna Waltz (Paul Lincke) Pietro Diero
Pietro's Return — March (Pietro) ... Pietrn Diero
17476 The Wedding" of the Rose — Intermezzo (Leon Jes-
se!) Conway's Band
Rendez-vous — ntermezzo (The Trysting Place)
(Aletter-Komzak) ... .Victor Concert Orchestra
17521 Dance of the Song Birds (Benjamin Richmond)
(with bird effects by Joseph Belmont)
Victor Orchestra
The Cricket's Serenade (Theo. Bendix) (with
bird effects by Joseph Belmont) '.
Victor Orchestra
35351 Sea Songs Victor Mixed Chorus
War Songs Victor Male Chorus
17525 Song Without Words (Romance sans paroles)
(D. Van Goens, Op. 12, No. 1) (Violin, 'Cello,
Pianoforte) Tollefsen Trio
The Dream (Le Reve) (Thome, Op. 55)
Tollefsen Trio
35363 Gems from "The Girl on the Film" (Ross-Sir-
may) Victor Light Opera Co.
Gems from "Oh, I Say" (Smith-Kern)
Victor Light Opera Co.
FOUR NEW VESSELLA RECORDS.
35352 Hungarian Rhapsody No. 2 (Part I) (F. Liszt).
Vessella's Italian Band
Hungarian Rhapsody, No. 2 (Part II) (F. Liszt) .
Vessella's Italian Band
35356 Lucia Sextette (Donizetti), Vessella's Italian Band
Jewels of the Madonna — Intermezzo (Wolf-Fer-
rari) (Intro, to Act. 3) . . Vesella's Italian Band
EDUCATIONAL RECORDS.
17532 1 — Spring Song (Chopin) : 2 — Spring's Messenger
(Schumann); 3 — Greeting (Mendelssohn)....
Olive Kline
1 — Morning Song (Grieg) ; 2 — The Rose (Franz) ; 3 —
Brooklet (Schubert) Olive Kline
NEW RECORDS BY FLORENCE HINKLE,
SOPRANO.
Purple Label.
60111 Dreaming of You (Vocal Waltz) ... Spaeth-Lehar
70105 Good-Bye Tosti
TWO MEDLEYS FROM HERBERT SUCCESSES.
BLUE LABEL RECORDS.
55039 Sweethearts — Selection (Herbert)
Victor Herbert's Orchestra
Lady of the Slipper — Selection (Herbert)
Victor Herbert's Orchestra
THE MARCH RED SEAL LIST.
S9075 Otello-Si pel ciel (We Swear by Heaven and
Earth) (Act 11, Scene V.) (Verdi) In Italian.
Tenor and Baritone Solo. .. .Caruso and Ruffo
64393 Tosca-E lucevan le stelle (The Stars were Shin-
ing'' (Act III) (Puccini) Tenor Solo in Ital-
ian Giovanni Martinelli
74381 La Boheme— Racconto di Rodolfo (Rudolph's
Narrative) (Act 3) (Puccini) In Italian
Giovanni Martinelli
6439? The Swallows (Bingham-Cowen) Soprano Solo in
English , A)ma Gluck
Size.
10
10
10
10
10
10
10
12
12
10
74369
87137
88366
64345
74379
74313
Berceuse (Lullaby from Jocelyn) (Godard) So-
prano Solo in French Alma Gluck 12
Thais — Aime Fanciullo ancora ("Whilst Yet a
Simple Youth") (Act I) Baritone Solo in Ital-
ian. (Massenet) Titta Ruffo 10
Dinorah — Sei vendicata assai (Thou Art Avenged,
Dear Love! (Meyerbeer) Baritone Solo in Ital-
ian Titta Ruffo 12
Nearer My God to Thee (Adams-Mason) Tenor
Solo in English John McCormack 10
La Paloma (The Dove) (Yradier) Baritone Solo
in Spanish Emilio de Gogorza 12
Nocturne in G Major (Twelfth Nocturne, Op. 37,
No. 2) (Chopin) Piano Solo
Vladimir de Pachmann 12
28184
28189
28190
28191
2179
2180
2181
2182
2183
2184
2185
2186
2187
2188
2189
2190
2191
2192
2193
2194
2195
2196
2197
2198
2199
2200
2203
2204
2205
2206
2207
2208
2209
THOMAS A. EDISON, INC.
CONCERT LIST.
Maritana — In Happy Moments (W. V. Wallace)
Baritone Solo, orch. accomp Thomas Chalmers
(a) Volksliedchen (Kamzak Op. 135, No. 1); (b)
Bohemian Dance ( Kaessmayer Op. 14, No. 8)
String Quartet The Hotimann Quartet
Dearest Name (Caro Nome) Rigoletto (Verdi)
Soprano Solo, in English .Anna Case
The Secret (Jno. Prindle Scott) Tenor Solo, orch.
accomp Orville Harrold
REGULAR LIST.
Favorite Airs from "Mikado" (Gilbert and Sulli-
van) orch. accomp Edison Light Opera Co.
Punchinello (J. L. Molloy). Baritone Solo, orch.
accomp Edmund A. Jahn
Love is a Story That's Old — The Madcap Duchess
(Victor Herbert). Soprano and chorus, orch.
accomp. Mary Carson and Chorus
You've Got Your Mother's Big Blue Eyes (Irving
Berlin). Tenor Solo, orch. accomp
Walter Van Brunt
Stabat Mater — Inflammatus (Rossini) Cornet
Solo, orch. accomp Gustav F. Heim
La Boheme — Rudolph's Narrative (Your Tiny
Hand is Frozen) (Puccini) Tenor Solo, orch.
accomp. .Charles W. Harrison
Beautiful Bird, Sing On (Bird imitation by Joe
Belmont) (T. H. Howe) Soprano Solo, orch.
accomp. . . . ■. Marie Kaiser
The Old Clarinet— Oh, I Say (Jean Gilbert)
Empire Vaudeville Co.
Dream Days (Charles L. Johnson) Tenor Solo,
orch. accomp Manuel Romain
You Need a Rag (Theodore Morse). Male voices,
orch. accomp Premier Quartet
Jesus, I Come (Geo. C. Stebbins). Sacred; orch.
accomp John Young and Fred'k J. Wheeler
That's How I Lost Him (Raymond A. Browne)
Comic song, orch. accomp Ada Jones
Fein und chic Gavotte (Franz von Blon)
United States Marine Band
Aunt Mandy. Vaudeville specialty
Billy Golden and Joe Hughes
The Battle Eve (Theo. Bonheur) Baritone and
Tenor, orch. accomp.... V. Archibald and R. Fish
He'd Have to Get Under — Get Out and Get
LTnder — The Pleasure Seekers (M. Abrahams)
Billy Murray
Bonnie Scotland Medley — Variations (Fred
Lax) Xylophone, orch. accomp Charles Daab
There's a Girl in Arizona (Irving Berlin) Tenor
Solo, orch. accomp George Wilton Ballard
The Pussy Cat (Daly and Allen Comic Song,
orch. accomp Peerless Quartet and Ada Jones
Love Has Done Wonders for Me (Alfred Sol-
man) Contralto and Tenor Solo, orch accomp.
Helen Clark and Emory B. Randolph
G. A. R. Patrol (Raphael Fassett)
New York Military Band
Who Will be with You When I Go Away (Wm.
H. Farrell). Coon duet, orch. accomp
Arthur Collins and Byron G. Harlan
Dixie Days (Bert Fitzgibbon) Baritone and
chorus; orch. accomp
Owen J. McCormack and Chorus
By the Old Wishing Well (Terry Sherman)
Tenor duet, orch. accomp
A. H. Campbell and Irving Gillette
Columbian Exposition March (F. W. White.
New York Military Band
Dreams of Galilee (C. P. Morrison) Sacred,
organ accomp Edison Mixed Quartet
RECORDS FOR DANCING.
Peg o' My Heart Medley — Turkey Trot
National Promenade Band
Dreaming — Waltz Hesitation (Archibald Joyce) .
National Promenade Band
Ma Poulette One-step (Chas. J. Roberts)
National Promenade Band
When It's Apple Blossom Time in Normandy
Medley — Turkey Trot. . .National Promenade Band
Dream Tango (Uriel Davis)
National Promenade Band
VALUE OF PRICE STANDARDIZATION.
Every article that is really cheapest for man or
woman to-day is really standardized. A thoughtless
buyer may think she buys most carefullly where
she buys most cheaply. She studies the bargain
columns.
In a standard article quality, cost and production
go through the most minute scrutiny. It is first
brought up to a standard and then sold at the
very lowest price consistent with good materials,
with good wages to the worker and a fair profit
to the maker.
A good suit, for instance, made of honest mate-
rials that will last, made by a skilled workman'
who is paid decent wages so that he can do good
work, can be made for just so much money, can
be sold for just so much, and not a penny less. —
Semi-Ready Special.
Initiative consists of doing on the spot without
being told and without complaining what the other
fellow never thought of doing — and didn't do when
he was told,
THE TALKING MACHINE WORLD.
$<1T* (tt*
«1P MP
READ your trade paper! Get The
Talking Machine World regu-
larly— It is worth many times to
you its annual cost.
There is but one talking machine
paper covering this entire industry, and it
is admitted by all that it is of great aid to
the dealers in every part of this country.
New economic conditions make cer-
tain knowledge necessary on the part of
merchants, and in every issue of The
World there is contained educational mat-
ter, instructive service, business news and
technical articles which are worth many
times the cost of the paper.
Thousands have been benefited by
the business articles which appear in The
World, and every talking machine dealer
should receive it regularly.
The only way to do that is to pay for
it, and the cost is trifling — a little over
eight cents a month, and for that small
sum The World, with all its mine of infor-
mation, is at your service.
If you do not receive the paper regularly, just
put your dollar in an envelope and address it to the
office of the publication, and you will say that it is
the best investment that you have ever made.
Do not delay but send on your dollar now.
Recollect that your competitor is getting The
World — getting it regularly, and in it he is securing
some valuable pointers — information which places
you at a disadvantage if you do not read the paper.
Do not overlook such a valuable contributing
factor to your business success.
EDWARD LYMAN BILL
PUBLISHER
373 Fourth Avenue, New York
Cit-
THE TALKING MACHINE WORLD.
In the Edison line there are a
great many models and a great many
prices, but there is just one standard
of musical excellence— the standard
that the master of sound reproduction
has set for himself.
To the merchant that means a real
musical instrument for every cus-
tomer, irrespective of the price paid.
And that means satisfaction.
INCORPORATED
59 Lakeside Ave., ORANGE, N. J.
VOL. X. No. 3.
SINGLE COPIES. 10 CENTS
PER YEAR. ONE DOLLAR
Published Each Month by Edward Lyman Bill at 373 Fourth Avenue, New York, March 15, 1914
Victor- VictroIa|| XVI, $200
$pg^^'4v^ahogany or quartered oak
The instrument by which the value of
all musical instruments is measured
Entered as second-class matter May 2, 1905, at the post office at
N. Y., under the act of Congress of March 2, 1879.
THE TALKING MACHINE WORLD.
Leading Jobbers of Talhing Machines in America
VICTOR JOBBERS Exclusively
What you want always in stock
400 Fifth Avenue -j
27 W. 34th Street ( V«i.L
563 Fifth Avenue Y NeWlOrK
153 W. 42d Street )
1856
TZEB-
1914
VICTOR
DISTRIBUTERS
VICTORS EXCLUSIVELY
We make a specialty of getting the order
out on time — every time.
The Rudolph Wurlitzer Co.
CINCINNATI and CHICAGO
Two points of supply; order from the nearer.
CHASE & W£ST
DES MOINES
IOWA
Machines
Recants
Cabinets
Victor
Everything
in stock ail
the tine.
WHOLESALE TO IOWA TRADE
Send us your name and address and we will mail y»u
postpaid complete illustrated catalogues, giving detailed
information concerning all Victor products. Showing the
various styles ol Victor Machines, list ol all Victor Records,
the entire line ol Victor Cabinets. Repair Parts and all Ac-
cessories. Dealers, let us help you build a Victor business.
PEBBY B. WHITSIT L. M. WELLEB
PERRY B. WHITSIT CO.,
SIS South Hlgb Street. Colombia, Ohio.
Kdlman
Phonograph
and II
an. JOBBERS
Viator Talking
Maohlnea
OLIVER
Dl TS O N
COMPANY
BOSTON
Largest VICTOR Talking
Machine Distributor* East
of Chicago.
Creator* of "The Futert Victor
Service." Let u tea van nor*
about our service.
W. J. DYER & BRO.
Saint Paul, Minn.
VICTOR & EDISON
Distributers
Quick Service for all points in the North-
west Machines, Records, Supplies.
Where Dealers May Secure
COLUMBIA
Product
Ready, Full Stocks, and Prompt Deliveries
from Convenient Shipping Centers all
over the United States.
Distributors
Atlanta, Ga., Columbia Graphophone Co., 132
Peachtree St.
Baltimore, Md., Columbia Graphophone Co., SOS-
SOT North Howard St.
Birmingham, Ala., Columbia Graphophone Co.,
1818 Third Ave.
Boston, Mass., Columbia Graphophone Co., 17*
Tremont St.
Buffalo, N. Y., Columbia Graphophone Co., 622
Main St.
Chicago' 111., Columbia Graphophone Co., 14 N,
Michigan Ave.
Cincinnati, O., Columbia Graphophone Co., 117-
119 Jy. Fourth Ave.
Cleveland, O., Columbia Graphophone Co., 913
Euclid Ave.
Dallas, Tex;., Southwestern Talking Machine Co.,
1403 Main St.
Denver, Colo., Colombia Stores Co., 608-807 Six-
teenth St.
Detroit, Mien., Columbia Graphophone Co., 114
Broadway.
El Paso, Tex., Southwestern Talking Machine Co.,
Stunton and Te*as Sts.
Hartford, Conn., Columbln Graphophone Co.. 719
Main St.
Indianapolis, Ind., Columbia Graphophone Co.,
27 N. Pennsylvania St.
Kansas City, Mo., Columbia Graphophone Co.,
1112 Grand Ave.
Lincoln, Nebr., The Grafonola Company, 1036
O St.
Livingston, Mont., Scheuber Drug Co.
Los Angeles, Cal., Columbia Graphophone Co.,
420-422 S. Broadway.
Louisville, Ky., Columbia Graphophone Co., 428
South Fourth St.
Milwaukee, Wis., Albert G. Kunde. 816 Grand
Ave.
Minneapolis, Minn., Columbia Graphophone Co.,
424 Nicollet Ave.
New Haven, Conn., Columbia Graphophone Co.,
26 Church St.
New Orleans, La., Columbia Graphophone Co..
933 Canal St.
New Yorlt City, Columbia Graphophone Co., 89
Chambers St.; Columbia Graphophone Co., 36-37
W. 23d St.; Columbia Graphophone Co., 39 W.
125th St.
Philadelphia, Pa., Pennsylvania Talking Mach.
Co., 1109 Chestnut St.
Pittsburgh, Pa., Columbia Graphophone Co., 101
Federal St.
Portland, Me., Columbia Graphophone Co., 850
Congress St.
Portland, Ore., Columbia Graphophone Co., 871
Washington St.; Ellers Music House.
Providence, R. I., Columbia Graphophone Co.,
119 Westminster St.
Rochester, N. Y., The Grafonola Company, 38
South Ave.
Sacramento, Cal., Kirk, Geary & Co.
Salt hake City, Utah, Daynes-Beebe Mnslc Co..
45 Main St.
San Francisco, Cal., Columbia Graphophone Co.,
334 Sutter St. ■ ....
Seattle, Wash., Columbia Graphophone Co., 1311
First Ave.; Ellers Music House, 3d and Univer-
sity Sts. „
Spokane, Wash., Columbia Graphophone Co., 818
Sprague Ave.
Springfield, Mass., Columbia Graphophone Co..
174 Worthington St. „ „^
St. Louis, Mo., Columbia Graphophone Co., 1008
Olive St.
St. Paul, Minn., Columbia Graphophone Co., 17
East Sixth St.
Tampa. Fla., Tampa Hardware Co.
Terre Haute, Ind., 640 Wabash Ave.
Toledo, O., Colombia Graphophone Co., 229 Supe-
rior St.
Washington, D. C Columbia Graphophone Co..
1210 G St., N. W.
DEALERS WANTED— Exclusive selling rights
given where we are not actively represented.
Write for particulars to the Columbia Graphophone
Co.. Wholesale Department, Woolworth Building,
New York.
Headquarters for Canada:
Columbia Graphophone Co., 363-5-7 Sorauren Ave.
Toronto, Ont.
SANGER BROTHERS
Dallas, Texas
VICTOR
Distributers
"We ship the same day."
Southern Victor Dealers
Largest Stock VICTROLAS and RECORDS.
Prompt Shipment and Low Freight Rates.
WALTER D. MOSES & GO.
Oldest Music House in Virginia or North Carolina.
RICHMOND, VA.
Edison Phonograph Distributors
for the SOUTHWEST
All Fore tarn Records in Stock
Houston Phonograph Co-, H%£JSH-
NEW ENGLAND
JOBBINGS HEADQUARTERS
EDISON AND VICTOR
M*\ctiin*a. Records and Supplies.
THE EASTERN TALKING MACHINE CO.
177 Trem.nt Str..t . BOSTON, MASS.
DISTRIBU-
TORS OF
PACIFIC COAST
Victor Talking Machines records
STEINWAY PIANOS-LYON & HEALY
"OWN MAKE" BAND INSTRUMENTS
San Francisco Portland
los Angeles
Sherman, Clay & Co. oauIrX
Talking Machine Dealers
Who are desirous of adding new features to
their line should consult
The Music Trade Review
This is the oldest music trade publication in
this country, having appeared without inter-
ruption since July, 1879.
It is published every Saturday, and contains
a thorough and exhaustive resume of all de-
partments of the music trade industry.
Its editions vary from 60 to 150 pages.
It is conceded to be the most influential
paper representing the music trade, and if you
are interested in the topics with which it deals,
do not fail to receive this paper regularly.
Ask for a sample copy.
Regular subscription price is $2 per year.
EDWARD LYMAN BILL
EDITOR AND PROPRIETOR
373 Fourth Ave., New York
VICTOR DEALERS
TRY US FIRST
We carry the Largest Stock of VICTROLAS, REC-
ORDS and CABINETS of any Distributor in the
South.
THE CORLEY COMPANY, Richmond, Va.
Every Jobber in this country should be represented in
this department. The cost is slight and the advantage is
great. Be sure and have your card in the April List.
The Talking Machine World
Vol 10. No, 3.
TO OPEN NEW RETAIL STORE SOON.
Milwaukee Phonograph Co. Expects to Get Into
New Quarters Late This Month — Manager
for Retail Department Not Yet Selected.
(Special to The Talking Machine World.)
Milwaukee, Wis., March !). — The Milwaukee
Phonograph Co., jo'bber in Wisconsin for the Edi-
son line, has met with some little delay in opening
its big new retail Edison store, but Manager Will-
iam A. Schmidt expects that the new establish-
ment will be formally opened before the latter
part of March. Workmen are now busy remodel-
ing the quarters at 213-215 Second street, where
two floors will be occupied by the new retail
store and by the wholesale department, which will
be removed from its present location at 347-349
Broadway. No money will be spared in making
the store one of the finest retail talking machine
establishments in Milwaukee, and the local trade
will await with interest the opening of the new
place. Mr. Schmidt says that he has not fully de-
cided as yet upon a manager for the new retail
department. The Milwaukee Phonograph Co. has
started several new Edison dealers about Wiscon-
sin, and business at the present time is three times
what it was a few months ago.
BIG FIRE IN PITTSBURGH.
Store and Stock of Columbia Graphophone Co.
Completely Destroyed — Loss Estimated at
$90,000 — Temporary Quarters Secured.
(Special to The Talking Machine World.)
Pittsburgh, Pa., March 5. — The store and stock
of the Columbia Graphophone Co., located in the
Fulton building, 101 Sixth street, was totally
destroyed by fire which broke out Sunday and
got beyond the control of the firemen, owing to the
high wind and zero weather. The firemen esti-
mated the loss at $90,000 but the company offi-
cials, who are at present taking an inventory, be-
lieve that the estimate is rather high, despite the
fact that the local branch was an active distribut-
ing center and a large stock was carried. The loss
is fully covered by insurance.
On Monday morning Manager S. H. Nichols se-
cured temporary quarters in the Bessemer building,
directly opposite the burned building. All the im-
portant papers connected with the business were
locked in the safe and were saved from destruction.
THE GRAFONOLA ON THE STAGE.
Plays Important Part in First Two Acts of
"The' Spendthrift" and Pleases Audience.
(Special to The Talking Machine World.)
Atlanta, Ga., March 5.— The Columbia Gra-
fonola was used to excellent advantage in per-
formances of "The Spendthrift" which were re-
cently given at the Princess Theater in this city.
The appearance of the machine attracted general
interest and its musical qualities were com-
mended by many of the newspaper critics.
The play called for the use of the Grafonola
in the first two acts, and in the second act the
curtain rises while the machine is playing "Idilio."
The machine plays for nearly five minutes, and
the success of this demonstration was well evi-
denced by the fact that the machine held the at-
tention of every person in the audience and was
even encored.
McGREAL TO RUN FOR CONGRESS.
(Special to The Talking Machine World.)
Milwaukee, Wis., March 5. — Lawrence Mc-
Greal, formerly Edison jobber in Milwaukee, and
a former president of the National Association of
Talking Machine Jobbers, is being urged by his
friends to make the formal announcement of his
candidacy for Congress from the Fifth Con-
gressional District on the Democratic ticket. Mr.
McGreal, who is now sheriff of Milwaukee County,
has just returned from California.
New York, March 15, 1914.
KILL PROPOSED INSTALMENT BILL.
Delegation of Talking Machine, Piano and
Furniture Men Visit Albany to Outline
Danger of Proposed 80 Per Cent. Clause —
Maker of Bill Only One to Appear in Its
Favor — E. K. Camp Appears in Opposition.
Talking machine dealers throughout New York
State were greatly_ interested in a hearing which
was held February 25 before the Committee of
General Laws of the x<\ssembly, at Albany, N. Y.,
relative to a proposed amendment to the Personal
Property Law. This bill, which was known as
Assembly Bill 287, and introduced by Assembly-
man Sufrin, had for its purpose the adding of
another section to the Personal Property Law
which would force the vendor in a conditional
sale to pay back, to the vendee 80 per cent, of the
money paid on the contract before starting to re-
cover the goods in case of default of payment. This
is the same bill that was introduced last year,
and which made no progress before the Assembly
session came to a close.
In view of the rapid growth of instalment sales
in the talking machine business, the proposed bill
loomed up as a most important matter, as it prac-
tically made the sale of talking machines on an
instalment basis an impossibility. E. K. Camp, the
able counsel for the Columbia Graphophone Co.,
attended the hearing before the committee, as did
representatives of the piano and other interested
trades.
The hearing as a whole was decidedly one-sided,
no one appearing in favor of the bill except As-
semblyman Sufrin, who drafted it. The utter ab-
surdity of the 80 per cent, clause was brought out
early in the hearing, and after listening to sev-
eral of the spokesmen for the furniture industry
and Mr. Sufrin's plea for the bill, Chairman
Smith, of the General Laws Committee, publicly
asked the members of the committee if any one
of them was in favor of the bill, and receiving no
response in the affirmative indicated that he thor-
oughly understood the details of the situation, and
required no further arguments in opposition to the
bill.
Assemblyman Sufrin, at the start of his argu-
ment, stated his desire to offer several compro-
mises, including the elimination of musical instru-
ments from the provision of the bill, limiting the
bill to necessities only, but was not quite certain
as to what came under the head of "necessities."
The apparent unanimous opposition of the General
Laws Committee to the bill practically eliminates
any chance of its becoming a law, and there is
every indication that the present provisions of the
Personal Property Law will not be changed during
the session.
VICTROLA MAKING YOUNG MOZARTS.
Crandall Hendershot Becomes a Vocalist at the
Age of Three, Thanks to the Victrola.
(Special to The Talking Machine World.)
Cleveland, O., March 7. — It is history that
Mozart at the age of three played well on the
clavichord. If this can be taken as a criterion of
youthful precociousness in the musical realm, then
a brilliant future awaits Crandall, the son of Fred
K. Hendershot, of the suburban town of Chardon,
who is an enthusiastic admirer of the Victrola
and can sing a repertoire of popular songs, though
he has not yet reached the age of three. Musicians,
who have heard the boy sing, are astounded at
the correctness of key, the perfect time he main-
tains, and his clear enunciation. Among the
songs the boy sings perfectly are "On Moonlight
Bay," "Jungle Moon," "Marching Through
Georgia."
When the Victrola plays he isn't satisfied
until his parents let him stand in front of the
talking machine, where with improvised baton, he
beats time with absolute precision.
Price Ten Cents
THE GOSPELjOF COMMERCE.
This Is How Modern Advertising Is Considered
by Thinking Business Men — Honesty and
Honor Keynotes of Success in Commercial
Sphere Today — Past and Present Compared.
Advertising has undergone a great change in the
past twenty-five years. To-day it is the good word
— the gospel of commerce.
In an elder day, it was a cunning device by which
the commercial cut-purse seduced the unwary into
trading with him. The advertising man then be-
came a hired liar, paid to do that which the pro-
prietor has neither the moral backbone nor the
power to do himself.
Times have changed, because men have changed
and business with them.
There never was a time when honesty was more
honored — when service brought greater rewards
than to-day.
The world is changing its faith. This is the
greatest spiritual era the world has had for one
hundred years. As E. St. Elmo Lewis says, it is
not sufficient any more for a man to be a success
to be accepted in the market place — he must have
more than money — he must have a soul.
If he misdescribes an article in his advertisement,
shall he be accounted an honest man?
Shall he be accepted as an honorable man if he
makes selfish and subtle distinctions between what
he would tell the stranger across his counter and
what he would describe to one of his own family?
COLLECTS INDIANJRIBAL SONGS.
Miss Frances Densmore Makes Records of
Indian Tribal Songs and Greatly Interests
Members of the Anthropological Society at a
"Recent Session — Some Remarkable Results.
Sioux war songs were sung and war stories
were recently shown before the members of the
Anthropological Society by Miss Frances Dens-
more at the National Museum in Washington.
Miss Densmore has been making a special study
of Indian music for the Bureau of Ethnology for
some years.
She goes into the field with a Columbia cylinder
graphophone and a musical note book, and col-
lects the tribal songs and their accompanying
legends almost as a botanist would collect flowers.
The series presented to the Anthropological So-
ciety was the result of a season's work among the
Sioux. There was a phonograph record of an
Indian woman singing a death song for her hus-
band, who had been killed in battle. Most of the
songs were wild, quavering minors, and some had
strange changes of time and curious "accidentals"
in the score.
PHONOGRAPH F0R~H1GH SCHOOL.
North Des Moines High School Selects a $250
Fumed Oak Edison Disc Phonograph.
(Special to The Talking Machine World.)
Des Moines, Ia., March 7. — About a year ago
the people interested in the welfare of the North
Des Moines High School (which is one of three
of our big high schools) decided to raise a fund
for the purchase of a talking machine. When their
fund had been brought up to the required amount
they looked around to make their choice. After
having had submitted to them in a competitive test
the various makes of phonographs, the Edison
salesman "came home with the bacon," having sold
them not a $200 instrument, which they had de-
cided to spend, but a $250 fumed oak Edison disc
phonograph. Every member of the committee and
of the school, and everyone around the school in-
terested in this matter is highly delighted.
SOMETHING WORTH EMPHASIZING.
A man may have a lot of sand without ever let-
ting you suspect it, but the fellow with nerve al-
ways lets you know he has it.
4
THE TALKING MACHINE WORLD.
QUESTIONS OF VITAL INTEREST WERE DISCUSSED
At the Recent Annual Meeting of the Chamber of Commerce of the United States Held
in Washington Bearing on the Talking Machine Trade — Oldfield Bill Denounced and
the Maintenance of Retail or Resale Prices to Be Investigated Officially.
' M tcial to The Talking Machine World.)
Washington, D. C, March 6. — At the second
annual meeting of the Chamber of Commerce of
the United States which was held in this city late
last month, not only were many topics of na-
tional interest affecting every phase of business
discussed, but questions of immediate moment to
talking machine men, such as the Oldfield bill and
the matter of resale of prices were up for consid-
eration.
It was perhaps the most representative gathering
of the leading business men of the country ever
assembled, and the discussions and reports were
carried on on a broad plane with a splendid spirit
of good will on all sides, the aim being to arrive
at conclusions that would tend to uplift the com-
mercial affairs of the United States and elucidate
many of the perplexing questions that are now up
for consideration.
The Oldfield Bill Denounced.
The talking machine trade interests were con-
cerned when on the very first day of the Chamber
meeting the committee on patents, trade-marks and
copyrights brought in a report vigorously denounc-
ing the Oldfield bill, which strikes at price main-
tenance and recommending the amendment of the
Kahn act, which is a measure looked upon with
suspicion by many manufacturers of musical in-
struments of a class that are liable to involve a
conflict of foreign and American patents. Recom-
mendations were made for the creation of an ex-
pert commission empowered to investigate the pat-
ent laws and for the establishment of a court of
patent appeals, to which cases may be taken by
either party to a patent suit. This court of patent
appeals would do away with confusion such as has,
on certain occasions, being precipitated in the music
trade when a patent has been declared by the Cir-
cuit Court of Appeals in one district to be valid
and to have been infringed, whereas the Circuit
Court of Appeals in another district had held this
self-same patent to be invalid.
In criticising the compulsory license provisions
of the Oldfield bill, the Chamber of Commerce
committee said : "The enactment into law of this
provision would surely tend to induce everyone
to keep his inventions secret and never place them
upon the public patent record." In condemning
the Oldfield bill for the limitations it places upon
the right to enforce restrictions on the sale or use
of patented articles, the report submitted to the
national Chamber of Commerce says: "The re-
striction of conditions of use and sale is a ques-
tion of the 'distribution' of the particular manu-
facturers' goods and is not one in which the public
is interested. The retail dealers are heartily in
favor of having the manufacturer maintain a fixed
retail price."
Maintenance of Retail or Resale Prices.
One entire session of the Chamber meeting was
given over to a discussion of the subject of the
maintenance of retail or resale prices, and in the
end it was decided to appoint a special committee
to investigate this subject also. An interesting fea-
ture of the presentation of this subject was an an-
nouncement by the United States Commissioner
of Corporations, Joseph E. Davies, who has been
charged by the Secretary of Commerce with the
making of an official investigation of this subject.
Commissioner Davies let out the secret that an
effort is now being made in certain quarters to
have price maintenance sanctioned by law ; that is,
to have an express statute enacted that will
give manufacturers under certain conditions the
right to fix the prices at which the articles of their
manufacture, respectively, shall be sold to the ulti-
mate consumers. Then, telling of his own plans,
he said: "The Bureau of Corporations is now
engaged in an exhaustive study of the question
from an economic point of view. It is our pur-
pose to make that investigation fair and impartial,
without preconceived bias, prejudice or judgment.
We are collecting our information from both sides
and with equal fairness. We are meeting with co-
operation in this investigation and we ask your
continued aid as business men in our work."
Protection from Price Juggling.
"Protection from Price Juggling" was discussed
by William H. Ingersoll, of New York, a mem-
ber of the American Fair Trade League, which
has enrolled members from the talking machine
and music trade. Mr. Ingersoll was particularly
severe in his denunciation of price cutting and
"bargain offers," saying that this form of adver-
tising tended to undermine public confidence in
advertising statements of all kinds. Said he: "In
all of this advertising goods are offered at ap-
proximately one-third less than they are said to
be worth, and such a perpetual avalanche of bar-
gains would tax our credulity unless substantiated
by very tangible evidence that real bargains of
such proportion are possible.
"When a well-known article is sold at a cut
price, the first effect is a stimulated demand, if the
offer is bona fide. Oftentimes such offers are
made with a very limited stock on hand, however,
and 'something else' is offered to those who arrive
after 10 o'clock. The secondary effect is that
people are led to believe that they ought to get the
goods regularly at the reduced price and that those
who charge more are exacting extortionate profits;
the goods are cheapened in their estimation ; they
are no longer satisfied to pay former prices, so that
the good will of the maker is seriously impaired."
Attack Quantity Discounts.
Men engaged in the various branches of the
trade may find food for reflection in an at-
tack which this speaker at the Chamber made upon
the present system of quantity discounts. His
statement on this score was: "It is worthy of note
that the present unscientific, unfair scale of quan-
tity discounts allowed generally to large buyers is
turning the retail business into one, not of mer-
chandising, but of financial manipulation to com-
bine outlets so as to gain buying power and be
able to underbuy the general run of merchants.
A premium is put upon mere size, permitting waste-
fulness of management through unearned buying
advantage, penalizing the small independent dealer,
closing the way to the newcomer and making it
impossible for the individual retailer to compete
regardless of how capable he may be. Quantity
discounts should be reduced to a scientific scale or
abolished, as rebates for quantity freight ship-
ments have been abolished under the law."
The so-called anti-trust bills which are now be-
fore Congress were strongly opposed, and it was
the general belief of those present that in their
present form they would work a distinct hardship
to and harass the business of the country.
There was also an interesting discussion upon
the effect of the "chain store" upon modern busi-
ness conditions, and in order to indicate the spread
of the chain store idea it was stated at the meet-
ing that Boyd's Dispatch now lists more than 10,-
000 separate chain store systems in this country,
and the fear was expressed by some speakers that
the power which resides in the great chain store
systems is a decided menace if there is any pos-
sibility that it will be used for price dictation or
for the elimination of the individual retailer.
JULIAN ELTINGE FALLS IN LINE.
C. S. Calveard, manager of the Victrola de-
partment of the Montenegro-Riehm Music Co.,
Louisville, Ky., recently closed a sale of unusual
importance in the nature of a Victrola and a
large supply of records to Julian Eltinge, the
well-known actor and female impersonator. Mr,
Eltinge was delighted with the musical qualities
of the Victrola and contemplates placing it in
his private car to accompany him on all his travels.
Some people go to a moving picture show be-
cause it doesn't make them think. Others go be-
cause it does. And there you are.
It Requires No Great Stretch of the Imagination to
Realize That Eastern Service Must Be Good
CONSIDER: The fact that we have been handling talking machines, records and supplies exclusively
for nineteen years.
: That our entire time, energy and attention is devoted to one line.
: That constant application is given to the betterment of our service.
: That our stock is large, complete and up-to-date, and our shipping facilities unusual.
THEN YOU HAVE some of the reasons why EASTERN SERVICE is different from the ordinary.
The absolute proof is in the trying. Try it.
EASTERN TALKING MACHINE COMPANY
177 TREMONT STREET, BOSTON, MASS.
EDISON
FOR NINETEEN YEARS TALKING MACHINES EXCLUSIVELY
VICTOR
THE TALKING MACHINE WORLD,
5
Victor- Victrola VI, $25
Oak
MASTERS VC
Victor- Victrola IX, $50
Mahogany or oak
Victor - Victrola
The Victor- Victrola combines all the best qualities of all musical instruments.
It is a leader of music and of all things musical — the vital force of the musical world.
Its unequaled tone and its artistic appearance have put the Victor- Victrola into homes of
culture and refinement everywhere.
The commercial triumphs of the Victor- Victrola have been in keeping with its musical
successes. It has turned the stores of Victor
dealers into the modern and impressive places
of business they are to-day, and raised the
entire musical industry to a higher and more
substantial basis.
And the unprecedented opportunities for
prestige and profits keep on growing larger
and larger with every new development of
this wonderful instrument.
Victor Talking Machine Co.,
Camden, N. J., U. S. A.
Victor- Victrola XI, $100.
Mahogany or oak
Berliner Gramophone Co., Montreal, Canadian Distributors
Always use Victor Machines with Victor Records and Victor Needles—
the combination. There is no other way to get the unequaled Victor tone
Victor- Victrola XVI, $200
Mahogany or oak
Albany, N. Y Finch & Hahn.
Altoona, Pa W. F. Frederick Piano Co
Atlanta, Ga Skf,?-A?8J?" Cor
Phillips & Crew Co.
Austin, Tex The Talking Machine Co.. of
Texas.
Baltimore, Md Cohen & Hu§*lS' \Drn
E. F. Droop & Sons Co.
H. R. Eisenbrandt Sons.
Bangor, Me Andrews Music House Co.
Birmingham, Ala.. . Talking Machine Co.
Boston, Mas. ft^er" Talking Machine
Co.
M. Steinert & Sons Co.
Brooklyn. N. Y. . . .American Talking Machine Co
Buffaln NY . W. D. Andrews. '
Buffalo, N. Y Neal. Clark &Neal Co.
Burlington, Vt American Phonograph Co.
Butte, Mont , . .Orton Brothers.
1,1 ^eTflSnfMachine Co.
The Rudolph Wurlitzer Co.
Cincinnati, a The Rudolph Wurlitzer Co.
Cleveland. O The W. H. Buescher & Sons Co.
Cie ana, The Collister & Sayle Co.
The Eclipse Musical Co.
Columbus, O Perry B.Whitttt Co.
Dallas, Tex Sanger Broa.
Denver, Colo The Hext Music Co. .
' The Knight-Campbell Music Co
Des Moines, la Chase & West Talking Mach. Co.
Mickel Bros. Co.
Detroit, Mich Grinnell Bros.
Victor Distributors
Elmira, N. Y Elmira Arms Co.
El Paso, Tex W.G.WaUCo.
Galveston, Tex. .... Thos. Goggan & Bros.
Honolulu, T. H . . . . Bergstrom Music Co., Ltd.
Indianapolis, Ind.. . Stewart Talking Machine Co.
Jacksonville, Fla . . . Florida Talking Machine Co.
Kansas City, Mo. . .J. W.Jenkins Sons Music Co.
Schmelzer Arms Co.
Lincoln, Neb Ross P. Curtice Co.
Little Rock, Ark. . . O. K. Houck Piano Co.
Los Angeles, Cal ... Sherman, Clay & Co.
Louisville, Ky Montenegro-Riehm Music Co.
Memphis, Tenn . . . . O. K. Houck Piano Co.
Milwaukee, Wis. . .Wisconsin Talking Machine Co
Mobile, Ala Wm. H. Reynalds.
Montreal, Can Berliner Gramophone Co., Ltd
Nashville, Tenn. . . . O. K. Houck Piano Co.
Newark, N. J Price Talking Machine Co.
New Haven, Conn.. Henry Horton.
New Orleans, La. .. Philip Werlein, Ltd.
New York, N. Y. . . Blackman Talking Machine Co
Sol. Bloom. Inc.
Emanuel Blout.
C. Bruno & Son, Inc.
I. Davega, Jr.. Inc.
S. B. Davega Co.
Chas. H. Dftson & Co.
Landav Brothers, Inc.
New York Talking Machine Co.
Silas E. Pearsall Co.
Benj. Switky.
Omaha, Neb A. Hospe Co.
Nebraska Cycle Co.
Peoria, III Putnam-Page Co., Inc.
Philadelphia, Pa . . . Louis Buehn.
C. J. Heppe & Son.
£^nnrP1^n°8>?ph Co., Inc.
1 he Talking Machine Co.
H. A. Weymann & Son, Inc.
Pittsburgh, Pa. . . . . C. C. Mellor Co., Ltd
Standard Talking Machine Co
Portland, Me Cressey & Allen, Inc.
Portland, Ore Sherman, Clay & Co.
Richmond, Va The CorleyCo Inc
W. D. Moses & Co
Rochester, N. Y ... E. J. Chapman.
The Talking Machine Co.
Salt Lake City, UtahConsolidated Music Co.
San Antonio, Tex. .Thos. Goggan & Bros.
San Francisco, Cal.. Sherman, Clay & Co.
Savannah, Ga Phillips & Crew Co.
Seattle, Wash Sherman, Clay & Co.
Sioux Falls, S. D .. Talking Machine Exchange.
Spokane, Wash .... Sherman, Clay & Co.
St. Louis, Mo The Aeolian Company of Mo.
Koerber-Brenner Music Co.
St. Paul, Minn W. J. Dyer & Bro.
Koehler & Hinrichs.
Syracuse, N. Y . . . . W. D. Andrews Co.
Toledo, O The Whitney & Currier Co.
Washington, D C .. Robert C. Rogers Co.
E. F, Droop & Son*.
6
THE TALKING MACHINE WORLD.
Unique Record albums
CONTAINING SIX PAGES OF INDEX
For Durability, Artis-
tic Design and Finish,
oni Albums have no
equal. They are made
in the most substantial
manner b}^ skilled
workman, and are first-
class in every partic-
ular. We sell them
at very low prices t o
meet competition.
DISC RECORD ALBUMS
ARE WHAT EVERY
Talking Machine Owner
MUST NOW HAVE
With the index they
make a complete sys-
tem for filing away all
disc Records, and can
be added to, Album by
Album, as Records ac-
cumulate, like books in
a librarv.
OUR SUPERB ALBUMS ARE BEST FOR VICTOR, COLUMBIA AND ALL OTHER TALKING MACHINES
MADE IN TWO SIZES TO FIT ALL 10 AND 12=INCH DISC RECORDS
These Albums contain 17 pockets made of strong fibre paper, each pocket having a hole in
the center, as shown in the picture. These pockets are so made that they show very plainly
both the single and double face titles on the Records, The Albums are bound in the finest quality
of Brown Silk Finish Cloth, with gilt title on front cover. They are also bound in imitation
leather. Write for sample and prices of our Albums, which are superior to all others.
Address NATIONAL PUBLISHING CO., 235 South American St., Philadelphia, Pa
TRADE ACTIVITY IN CLEVELAND CONTINUES.
Despite Dulness in Many Lines Talking Machine Business Made Splendid Showing for
January — Outlook for March Better Still — The Phonograph Co. Carrying on Active
Campaign — Monthly Concerts of Eclipse Musical Co. a Feature — News of Month.
(Special to The Talking Machine World.)
Cleveland, O., March 9. — March", ushering in
spring, though it came in like a lion, finds the
various talking machine jobbers and retailers in
the very best of spirits. All through the winter
months trade, continued good, and generally satis-
factory, but with the coming of mild weather,
good walking and sunshine, trade has taken on
new life, and there is great expectancy of a brisk,
profitable spring business.
At the Ashtabula County teachers' annual meet-
ing, Dr. W. H. Squires, . of the department of
philosophy in Hamilton College, Clinton, N. Y.,
predicted that "teachers will soon be displaced by
'canned education,' " inferring that the talking ma-
chine will be adopted in educational work.
A private musical recital was given by the Phon-
ograph Co., in the recital hall, March 2. The pro-
gram included the latest Edison operatic selections
and a number of the March records. The audience
signified their appreciation of the entertainment
by frequent applause.
Mr. Cadell, expert in the manufacturing depart-
ment of the Victor Co., paid the Eclipse Musical
Co. a visit recently, and demonstrated the new
motor just put out. The officers of the Eclipse
were greatly pleased with his visit.
W. A. Condon, of the Masterphone Corporation,
New York, spent several days visiting dealers the
first of the month, exhibiting the attachment, using
the fibre needle. He secured a large number of
orders in the city.
Oliver Jones, of the Victor Talking Machine
Co., was a visitor here on the first of the month.
He was on his way West and stopped over for
a few days.
The retiring from business of the Marks Co.,
eliminates the talking machine department, which
seemed to be in a prosperous condition. • Other
departments of the store failed to respond profit-
ably, and a receivership resulted.
The monthly concerts given by the Eclipse
Musical Co., under the direction of Fred E. Lane,
are decidedly interesting. The store is filled to
capacity each month.
R. A. Alpers, manager of the Taylor Arcade
branch of the Phonograph Co., is handling a large
amount of business. He is an ardent Edison ad-
herent.
The expanding business of the Eclipse Musical
Co., is an indication of the prosperity of the Victor
dealers. P. J. Towell says (business in the whole-
sale department would be limitless if he could only
get all the goods he wanted when he wanted
them. The shortage is more especially in the line
of records, the demand for which is growing be-
yond the resources of the manufacturers.
T. H. Towell, who has just returned from a visit
at the Victor factory, where he spent several days,
expressed himself astonished at the magnitude of
the diversified business the Victor Company is
handling. He says that if the company had the
facilities to turn out ten times -its present output,
the goods could be sold, as it already has orders
for that amount ahead.
The business of the Phonograph Co. has demon-
strated that the Edison disc phonographs are for-
midable competitors. The business of the com-
pany has steadily increased since the opening of
the distributing store, and for the month of Feb-
ruary exceeded that of December last. The man-
ager says the retail business has exceeded all ex-
pectations. A number of new dealers have been
signed up. Among the more prominent are : L.
Weir, Clark avenue, city ; the Hunter Jewelry Co.,
St. Clair avenue, city ; Homer S. Williams Co.,
Youngstown; the Wickins Co., Lorain and Ying-
ling Bros., Newcomerstown. The above named
joined the "Edison Disc Association" as charter
members.
L. N. Bloom and B. W. Smith, of the company,
recently spent a few days at the Edison factory,
and Mr. Bloom says the visit was a most inter-
esting and profitable one.
•Notwithstanding that Wm. Taylor, Son & Co. are
adding several stories to the building, business is
going on as usual. Mr. Davis, manager, says trade
is ibetter than ever, and that sales of both Victor
and Columbia goods are fine.
The Victrola display of the Caldwell Piano Co.
is attractive, and the business of the department
is continually increasing. The fine demonstration
rooms are usually crowded.
Everything musical is being called for at Mc-
Millian's, and the Victrolas and Edison phono-
graphs are leading the procession. Mr. Kellogg
said business was very much better than had
been anticipated, and that the prospects looked
good.
That business is pre-eminently good in the talk-
ing machine department of the W. F. Frederick
Piano Co., is self-evident. The store is usually
crowded with customers, and Manager N. H. Cook
is pleased with the outlook.
The most satisfactory conditions exist at the
store of the W. H. Buescher & Sons Co. Sales
cover the entire line of Victor machines and
records, and business is astonishingly good.
The department stores report very satisfactory
business in the talking machine departments. Mr.
Friedlander, of the Baily Co., says the company
closed the largest February sales of Victors and
Edisons it ever had. Miss Ethel M. Voke, of the
May Co., reports machine and record sales away
ahead of last year.
THE TALKING MACHINE WORLD.
7
GENERAL CONDITIONS FAVORABLE ON PACIFIC COAST.
Crop Prospects Excellent Owing to Plenty of Rain — Distributers of Victor, Columbia and
Edison Products Report Increasing Demand — Opening of Opera Will Help High-Class
Trade — Appointment of New Edison Dealers — News of Month Worth Recording.
(Special to The Talking Machine World.)
San Francisco, March 5.— The talking ma-
chine trade here, as well as business men generally,
are very well pleased with the situation in Cali-
fornia at present. The State has been thoroughly
soaked with rain for the first time in three years at
least, and consequently the crop outlook is better
than for some time past. With general conditions
favorable, talking machine dealers anticipate a
banner year. The general tendency on their part
is to get their stocks in very good shape, both in
respect to records and machines, and there is every
indication of increasing popularity for the talking
machine in this section, rather than a falling off
in demand or even a standstill. Distributers of
Victor, Columbia and Edison products, all three,
report a steadily increasing demand. As to dance
lecords, they are still demanding a great deal of
attention, and are undoubtedly the principal fea-
ture of the business at the present time, although
the appearance of several artists in this vicinity
the past month, and others due in the next two
•weeks, has as usual stimulated the demand for
their particular records to a very noticeable ex-
tent. Dealers have taken full advantage of their
engagements, by arranging special window dis-
plays featuring their records. With the' grand
opera season opening in San Francisco the middle
of March, an increased demand for operatic se-
lections is anticipated in the next few weeks. On
the whole the outlook for record business for the
coming month is particularly good.
February Business Proves Excellent.
W. S. Gray, district manager for the Columbia
Graphophone Co., and F. Anglemier, manager of
the local wholesale department, reports a very good
month's business in February, in spite of the inter-
ference to traffic in certain parts of the State on
account of washouts. Locally, the demand lor
both records and machines has ibeen gratifying to
them. Realizing the important position of the
popular dance records and also the advantages of
co-operation, Mr. Gray has inaugurated a plan
for monthly meetings of the force connected with
this office, at which attention is divided between
business and pleasure. They are held as soon as
possible upon the receipt of the month's new
records, and these are all tried out for the benefit
of those connected with the establishment, so
when a record is mentioned everybody will know
exactly what is being talked about. These meet-
ings are of an informal nature, and open for free
discussions, such as to stimulate enthusiasm all
around.
A. Glenn to Return to Business.
Word has been received here that A. Glenn,
manager of the Columbia Graphophone Co.'s head-
quarters in Portland, Ore., who has been out on
leave of absence for some little time for the bene-
fit of his health, will visit in San Francisco before
resuming his duties in the North, which, during his
absence, are being looked after by L. D. Haeger,
traveler for the company in the Northwest.
Increasing Demand for Victor Goods.
Andrew G. McCarthy, treasurer of Sherman,
Clay & Co., who devotes particular attention to the
talking machine department, says the demand for
Victor goods continues to increase steadily. This
week the company received a request from the Los
Angeles distributing station for more space, in
order to provide better facilities for supplying an
increasing demand for Victor products in the
southern part of the State. Here the appearance
of Kreisler, John McCormack, Harry Lauder,
Tetrazzini and other Victor artists during Feb-
ruary and March, has been observed by Sherman,
Clay & Co., by making special features of their
records, and with very good returns, according to
Mr. McCarthy. He says the craze for dance music
continues unabated, and that Victor dealers are
having difficulty in keeping their stocks com-
plete.
Growing Popularity of Edison Line.
J. S. Baley, manager of the local branch of Bab-
son Bros., reports business keeping up in fine shape
since the first of the year. He says his greatest
difficulty at present is to get enough disc records.
He finds interest increasing rapidly in the Edison
disc products, and at the same time has no com-
plaints to make about cylinder business.
Returns from Honolulu.
L. V. Ridgeway, the well-known representative
of Lyon & Healy, stopped over in San Francisco
for a few days recently upon his return from
Honolulu.
Many New Edison Disc Dealers.
A. R. Pommer, of the Pacific Phonograph Co.,
reports a very good month's business in Edison
products for February. A number of new dealers
have taken on the disc line, including J. T. Bow-
ers & Son, here; the Hale Piano Co., in Medford,
Ore. ; the Silvers Piano Co., in Tacoma, Wash.,
and Ramaker Bros, in Seattle, Wash. J. E. Mc-
Cracken, traveler for the San Francisco house, is
still in the Northwest, assisting in getting things
started at Seattle. He is now making a trip over
Oregon in company with Mr. Schwab, traveler for
the new Seattle firm, which will look after that
territory in the future. Another traveler has
been engaged by the Pacific Phonograph Co., N.
W., in the person of C. E. Lyons, formerly special
representative of the phonograph department of
Thomas A. Edison, Inc. He is making his initial
trip around Seattle.
Interesting Personal Items.
Special representative, E. V. Chandler, of
Thomas A. Edison, Inc., has been calling on the
trade in southern California for the last two weeks,
and upon leaving here expected to cover Arizona
before returning.
A. McDowell, dealer of Petaluma, Cal., was a
recent visitor at local talking machine warerooms,
placing orders for stock, also Mr. Logan, of the
Logan Music Co., Salinas, Cal.
Peter Bacigalupi, Jr., started in several months
ago to do a cash business in talking machines, and
he claims his plan is. working out very well, that
there are plenty of people in position and willing
to pay cash for machines, in spite of the liberal
terms usually offered by dealers.
L. E. Cooley, superintendent of schools in Im-
perial County, recently endorsed a plan for pro-
viding talking machines at all the schools in that
county, in the near future.
Byron Mauzy was the only representative of the
music trade going to Los Angeles recently on the
Exposition Flying Legion. He took along a player-
piano and a Victor Victrola for the entertainment
of the "boosters.''
AN ORIGINAL SERIES OF RECITALS
Held in Wanamaker Concert Hall, New York,
Feature the Victrola in a Prominent Way —
"The Study of Music" Well Presented.
The Victrola played a prominent part last month
in a "Study of Music," which was featured in the
auditorium of the New York store of John Wana-
maker. This interesting and original series of re-
citals purposed to present a chronological study
of music, accompanied by interpretations of the
dance in various forms. The Angelus player-piano
was also presented as an important incentive to
the present revival of dancing.
Elaborate programs for these interesting recitals
had been prepared, and the Victrola appeared to
excellent advantage as a medium for furnishing
the correct music to illustrate the dances of
various periods. In certain selections the Victrola
and Angelus were played in conjunction, the effect
being most delightful.
The "Study of Music" had been advertised ex-
tensively in the daily newspapers, and as a result,
it was necessary to turn away many music-lovers
who had been attracted by the originality of the
concerts and appreciated the value of hearing the
Victrola in such appropriate surroundings. So-
prano solos, violin solos and duets were also in-
cluded in the daily performances, which were given
the lart two weeks of February.
In addition to the unique presentation of this
"Study of Music," these concerts served to impress
on the minds of the music-lovers, the true value
of the Victrola as an important factor in the culti-
vation of musical tastes. The musical prestige of
the Victrola was never more emphatically pre-
sented than at this series of Wanamaker recitals,
and it is interesting to note that the store's Vic-
trola section closed a number of sales of expen-
sive machines to visitors to the concerts who had
been impressed with the character of the Victrola's
performance.
The New York store of John Wanamaker has
now in preparation several other original plans
which will serve to still, further illustrate the
musical standing of the Victrola.
PHONOGRAPH HIS GREAT SOLACE.
An Affecting Story of the Late Col. Ralph B.
Eads and His Admiration for the Phonograph.
Instead of the reveille to which he had long been
accustomed in the army, Col. Ralph B. Eads (re-
tired), of Newton, Mass., each morning had his
Edison phonograph play his favorite hymn, "Abide
with Me." True, the second stanza, "Fast Falls
the Ev'entide," seemed to make it more of a sunset
than a sunrise hymn ; nevertheless, the Colonel
wanted to hear each morning his favorite hymn on
rising and was particularly fond of the last stanza.
"Heaven's Morning Breaks at Last." At last it did
break; the Colonel was dead, and among his effects
was found a request that this favorite hymn of his
should be played once more on an Edison at his
funeral. His wish was complied with, and among
the mourners present were several army officers
and veterans, -whose eyes were moist ' as they
listened. To an observer the scene suggested that
wonderful painting entitled "The Last Muster."
No honest purpose is ever wasted and no honest
desire ever remains unanswered.
The Columbia automatic stop. The most accurate automatic
stop made and the easiest to operate.
Gun Metal, $2.00 list. Nickel Plated, $2.50 list. Gold Plated,
$3.00 list.
May be adjusted to both Columbia and Victor disc machines.
Order from any Columbia Distributor.
THE TALKING MACHINE WOULD.
V
iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiii
iniiiiiiiiiiiiiiiiiiiiiiiiiiiiii
LOUIS XVI
Model A450, Circassian
Walnut, $450.00
Model A400, Mahogany,
$400.00
f
SHERATON
Model A275. Ma-
hogany, Inlaid
Plain. $275.00
Sell the Edison line because it
meets every requirement, and—
because it more than
satisfies every patron.
It isn't enough for you to carry a line of phonographs which will satisfy any
one class of people. There is no profit in handling merely expensive instruments or
merely those of moderate price. There is no satisfaction in selling a phonograph
which finally gets over by the force of your talking ability, and which fails to
satisfy later in the home because you aren't there to boost for it.
Model A80, Mahogany,
$80.00
Thomas A. Edison, Inc.
Model A200, Mahogany
and Oak, $200.00
Model A300. Cir-
cassian Walnut,
$300.00
THE TALKING MACHINE WORLD. 0
iiiimiiiimimmiiiiiiiii
SHERATON
Model A290, Ma-
hogany, Inlaid
Marquetry,
$290.00
Sell
LOUIS XV
Model A425, Circassian
Walnut, $425.00
Model A3 75, Mahogany,
$375.00
Edison Disc and Cylinder
Phonographs
because each one can speak for itself better than any amount of argument. Sell
them for their clear, sweet, unique tone, their broad scope of repertoire, which is as
broad as the history of music.
Sell them because their mechanical excellence will never send a purchaser back
to you with a kick, because in the wide range of models there is bound to be not only
one, but txvo or three which will suit any prospective buyer.
Sell them for their musical superiority, which has been a revelation to the most
exacting music critics, and because you know that no matter how well informed a
person may be, he will be more than satisfied.
You owe it to yourself to give your business the benefit of the best obtainable
line. That line is the Edison. Ask your jobber.
59 Lakeside Ave., Orange, N. J.
imiiiiiiiiMiiiiiMiiiiiiiimiiiimiiiemiiimim
Model A250. Ma-
hogany and Oak,
$250.00
Model A150. Mahogany
and Oak. $150.00
Model B60. Oak, $60.00
10
THE TALKING MACHINE WORLD.
DEMAND IS FOR THE HIGHER-PRICED MACHINES.
Detroit Dealers So Report in Discussing Conditions for Past Month — Demand for R
Still Continues to Be Enormous Owing to Dancing Craze — Max Strasburg Co. En
Department — Talking Machine and Automobile Businesses Most Active in
(Special to The Talking Machine World.)
Detroit, Mich., March 9.— The past four weeks
have been just wood-sawing time with the Detroit
talking machine houses. There have been few
noteworthy features, or incidents. February was
better all along the line than was February of
1913. The dance craze seems to have been re-
sponsible for it. The business in records alone
has been sufficient to keep everybody connected
with the trade moving. All stores are short of
records. On big orders only abottt 20 per cent,
of the number asked for are delivered^ Appeals
to jobbers in all parts of the country have failed
to bring relief.
There is a belief that this abnormal record busi-
ness will remain a long time — but the belief is
conditional. The business must be properly ca-
tered to by the manufacturers. The dance records
must be perfectly made ; must have the right tempo
and the right tone. Otherwise they won't sell.
Even the slightest imperfection will render a
record a "dead one."
The cause of the "dance craze" is simply the
opportunity for it, the dealers all agree. "For the
first time in their lives, people have an opportunity
to dance in their own ihomes," said Max Stras-
burg, of the Victrola Shop. "This goes for the
wealthy as well as the classes, because while the
owners of mansions have had ballrooms in them
ever since dancing came into vogue, they have not
always had the orchestra with them. They could
dance in their homes, but not always just when
they took a fancy to. The talking machine has
made it possible to transform an ordinary social
call into a dancing party on the spur of the mo-
ment. I think the new custom will continue for
three or four years as a fad, and for a much
longer time as a common practice — until science
evolves something superior, in fact."
The demand for records is causing all, the down-
town dealers to plan enlargements of their record
filing accommodations.
The visit to Detroit, of the "Bird- of Paradise"
theatrical company has caused a demand for the
Hawaiian records put out by the Victor Co. that
has practically cleaned out the supply. These
records have been very popular ever since their
appearance about a year ago, and for that reason
large stocks of them have been carried. The new
impetus is bound to make .them more popular than
ever. "I could sell a thousand of them in a week,
if I could get them," said one dealer.
ecords
larges
City.
The trade in Detroit still sticks to the higher-
priced machines, generally speaking. Grinnell
Bros., as Victor jobbers, have had' considerable
call from country points, and from outlying De-
troit stares, for the cheaper machines, and just at
present are pretty well cleaned out of all grades
below the $75 ones. The Max Strasburg Co. and
the J. L. Hudson Co., on the other hand, no
longer pay more than passing attention to the
lower priced machines. If a patron desires one,
they will obtain it for him. But primarily, they
offer the large machines, and tell why they are
worth the price.
Two Detroit influences which have been sup-
posed to affect all sorts of business quite notice-
ably, have had no visible effect at all on the talk-
ing machine business. One of these is the un-
usually large number of unemployed here this
winter. Very few men who have purchased talk-
ing machines have missed payments with the ex-
planation that they were out of work. There has
been no diminution of sales, such as would be
certain of the problem of the unemployed had
reached a vital stage. This fact tends to prove a
theory now quite generally accepted that the most
of the unemployed in Detroit are men who were
lured to the city by stories of Detroit's great pros-
perity, and especially by the story of Henry Ford's
munificence in declaring a ten million dollars' divi-
dend among his employes.
The Ford announcement is in itself the other in-
fluence. Undoubtedly the talking machine mer-
chants are making some sales directly because of
the five dollars a day minimum wage now in effect
in the Ford plant. But there is no flood of such
business. Perhaps the talking machine business is
so good that the influx is not noticeable. Not
since the summer of 1911, almost three years ago,
has there been a dull spell in the talking machine
business in Detroit. The constant increase has
been so steady and big that it has come to be ac-
cepted here as the normal condition. So even a
big swelling of sales through Ford channels
would be regarded as nothing out of the ordinary.
At the same time, it is realized by all the deal-
ers that the Ford employes are not being put on
the advanced scale payroll without investigation
as to their habits and domestic policies. Ford's
agents let it be known to the employes that thrift
is the principal thing that is expected of them,
aside from efficient work, and that "thrift" means
either a savings bank account or an investment in
real estate. This naturally militates against the
purchase of talking machines by the employes un-
til they have nest eggs saved up.
The Max Strasburg Co. has just completed a re-
arrangement of record racks by which room for
ten thousand additional ' records has been pro-
vided. This company now carries in stock about
thirty thousand records, constantly. The company
will establish a motor car delivery of its own
within a few days. .
The company has been trying, ever since it took
on the Columbia line more than a year ago, to
obtain more space adjoining its store, but has been
unable to do so. It has been decided to take base-
ment space, in lieu thereof, and a contractor is
now figuring on how to make an underground
palace of the downstairs floor turned over to him.
About five more demonstrating rooms will be
built.
The original store has been redecorated and the
demonstrating rooms fixed up with beamed ceil-
ings.
Oliver Jones, credit man of the Victor Co., was
a visitor in Detroit the week of March 1.
NEW UNION REPRODUCERS
Made by the Union Specialty & Plating Co. in
Great Demand — Plays Edison Records on
Victor and Columbia Machines.
(Special to The Talking Machine World.)
Cleveland, O., - March 9. — One of the busiest
factories in Cleveland is that of the Union Special-
ty and Plating Co., principally engaged in the man-
ufacture of Union phonograph specialties. H. B.
McNuity, general sales manager of the company,
said :
"Business is fine and the prospects are better.
Since bringing out our new sound box, it is meet-
ing with universal favor. We are receiving nu-
merous and large orders for both the new sound
box and the Union No. 1. We are now employing
twice as many people as we did last year, and all
are busy as bees. We have installed a jewel de-
partment for manufacturing jewels, both diamonds
and sapphires, and will have something new for
the trade from this department before long. Our
business is growing so, and has grown to such an
extent, we were compelled to lease the adjoining
building, giving us about 8,000 square feet of floor
space.
"We are starting an advertising campaign, in
conjunction with the Talking Machine World, in
quite a few magazines, on our new Union repro-
ducers, No. 2 and No. 3, for playing Edison
records on Victor and Columbia machines, as we
wish to call the peoples' attention to their fine re-
production with diamond points."
rThe DITSON Pledge-i
Is to see that our clientele has a better service than ever — setting a new standard in Victor jobbing
deliveries. The demands of alert Victor dealers — the kind that grow — are many and varied, and we
furnish the "first-aid" in every instance.
We believe this year's Victor business will be of tremendous proportions, and it will pay you to have
Xhe Fastest Victor Service
which is a requisite in this hustling age. We possess the largest stocks, the best organization and
most up-to-date equipment in the Eastern half of the country.
This covers Victor machines, records and supplies of every kind, not to mention cabinets, needles
and trade-marked accessories.
Will you let us tell you more about Ditson co-operation? A postal gets this information!
-OLIVER DITSON CO., Boston, Mass.-
THE TALKING MACHINE WORLD.
11
The "Leader" at $75 has quality— quality
of appearance, quality of workman-
ship, quality of tone. That is enough to
ensure a market for this Columbia in-
strument.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Wool worth Building, New York
NEW DEALERS JN INDIANAPOLIS.
E. L. Lennox Piano Co. Added to List of Victor
Dealers in That City — To Appoint New Re-
tail Representative for the Edison Disc Line
Which Is Proving Very Popular — Record
Shortage Still Exists — General Business Ex-
cellent and the Prospects Are Splendid.
(Special to The Talking Machine World.)
Indianapolis, Ind., March 6. — Plans are being
made by the Kipp-Link Phonograph Co., 3<k>
Massachusetts avenue, jobber for the Edison
machines, to place Edison departments in three
or four of the large music houses and depart-
ment stores of Indianapolis. Up to this time the
Edison machine could be only obtained at the
Kipp-Link store but that is to be changed.
The demand for the new Edison disc machine
is growing every day, and with the opening of
branch departments in the downtown stores it is
expected that all of the public will become better
acquained with Edison's latest masterpiece. Busi-
ness with the Kipp-Link Co. is rushing.
Walter E. Kipp, of the Kipp-Link Co., in a
talk with the representative of The World, as-
serted that the growth of the talking machine busi-
ness to him was simply wonderful. While the
talking machine is regarded as a luxury by many,
said Mr. Kipp, still it becomes a necessity in
the relief that it affords the workers of the city
and the country.
We have with us another music house handling
the Victor talking machine — the E. L. Lennox
Piano Co., 311 North Pennsylvania street. This
makes the seventh spot in Indianapolis where Vic-
tor talking machines and records can be had. Not-
withstanding the number of places where the
Victor machine is on sale, all are doing as much
business as they can look after, that is, as much
business as they can take care of with the limited
number of machines and records. All are crying
for more, more, more!
W. S. Barringer, of the Stewart Talking Machine
Co., was scratching his head gazing ruefully at
an order before him when the writer called on
him. He pointed to a short order for twenty-
five records. One half the records were out.
"That's the way it goes," declared Barringer, "we
simply can't get the records to take care of the
business."
A. W. Roos, of the Columbia Graphophone
Co.'s local store, is happy over the acquisition of
a large block of wholesale territory in central In-
diana. The Indianapolis store has not had any
wholesale territory up to this time, and Roos
was "itching" to get into the wholesale field.
Twentyfive counties surrounding Indianapolis
have been allotted to this district for wholesale
territory.
Mr. Roos predicted some time ago that business
in all lines would pick up after the first of the
year, and he says he knows his prediction is true
as far as the talking machine business is con-
cerned. Dance records continue to be in demand
and the Columbia records, which have been made
especially for the dancers of the tango, hesitation
and other modern day dances, are sought after
to the extent that the shelves are often empty.
H. L. Willson, of New York, assistant general
manager of the Columbia Graphophone Co.; W.
C. Fuhri, of Chicago, district manager, and T. D.
Westerveldt, superintendent of the Dictaphone
agencies, were recent visitors to the Indianapolis
store.
Thomas Devine, in charge of the Dictaphone
business in Indianapolis and surrounding terri-
tory, has been spending considerable time outside
Indianapolis building up a large Dictaphone
business.
A "speechless" banquet will be a feature of
the convention of the central division of the As-
sociated Advertising Club of America which will
be held in Indianapolis April 9, 10 and 11. The
banquet also will be without a "headache," for
the general committee in charge of the arrange-
ments for the convention has ordained that no
drinks are to be served. The banquet will be
served at the Claypool hotel where the convention
will have its headquarters. The banqueters will
be entertained by vaudeville stunts, and who is
there, who says that will be worse than speech-
making? Advertising experts will be brought
here to address the convention.
NEW QUARTERSJN WINNIPEG.
Winnipeg Piano Co. Holds Formal Opening of
New Building in That Live Canadian City —
Handsome Grafonola Department a Feature.
(Special to The Talking Machine World.)
Winnipeg, Canada. March 7.— Interest in mat-
ters musical cannot be said to be on the wane
at all in Winnipeg, judging by the enormous
crowds that attended the formal opening of the
Winnipeg Piano Co.'s new piano and music store.
The orchestra, vocal quartet, and soloists assist-
ing had a very large and appreciative audience,
and many flattering remarks greeted their ef-
forts.
Numbers of old friends were in evidence, con-
gratulating the two proprietors, John Smith and
A. E. Grassby, on having been able at last to
make the change of stores so long desired, which
all goes to prove that business conducted in a
businesslike way, is bound to succeed, especially
in a country of such promise and opportunity as
Western Canada.
Starting in their old store in Manitoba Hall over
ten years ago, with only one line of pianos, this
house has certainly made great strides, as is evi-
denced by their new quarters, and their many lines
of high grade pianos, including the following ex-
clusive agencies : Angelus, Autopiano, Bechstein,
Bell, Chickering, Gerhard Heintzman, Gourlay,
Haines Bros., Sherlock Manning, Smith & Barnes,
and the Columbia line of talking machines.
For several years since their business overtook
the capacity of their old store, the Winnipeg Piano
Co. has in vain, tried to secure suitable quarters,
but when the Canada Furniture Co. moved from
its big store at the corner of Hargrave street and
Portage avenue, the Winnipeg Piano Co. was not
slow to take advantage of this, the finest store in
the city without exception.
The interior of the store is very attractively laid
out, a large mezzanine floor having been built at
the rear to afford several beautiful Grafonola
parlors above and piano parlors beneath, so as to
avoid the necessity of taking patrons into the base-
ment.
The Winnipeg Piano Co. is well known as the
largest Columbia retailer in Canada and now that
it has seven Grafonola parlors instead of three
only, under the management of Joseph Tees, it will
no doubt give a better account of itself than ever
before.
Separate departments are provided for player-
pianos and a large player roll library.
The smaller musical instruments and sheet music
departments are in the capable hands of Mr.
McLaskey, and it is probably unnecessary to add
that the very best of attention and service can be
relied on.
VICTROLA WIRELESS RECITAL.
A Novel Entertainment Prepared for the Pa-
trons of the Famous & Barr Store in
St. Louis Caused Much Favorable Comment.
The Famous & Barr Co., St. Louis, Mo., pro-
vided a novel entertainment recently for its pa-
trons in the nature of a Victrola wireless recital.
The wireless Victrola was created by combining
the wireless telephone and the Victrola. Music
was transmitted from the Victrola department
on the sixth floor to the women's rest rooms on
the fifth floor. The latest Victor records were
played to the delight of the listeners. It is in-
tended to continue the demonstration. The re-
ceivers in the rest room are attached to the chairs
and davenports, and the music being played on
the floor above is plainly heard. The receivers
are small and simple and can be concealed on
parts of furniture.
Write today for our new catalogue giving
you rock bottom prices of our specialty.
Springs for any kind
of Talking Machines
No doubt you will find it interesting.
EMIL RIEDEL
Sachsische Sagen- u. Federstahlwaren
Fabrik.
Chemnitz-Gablenz, Postfach 10, Germany
12
THE TALKING MACHINE WORLD.
^TALKING ^
EDWARD LYMAN BILL, - - - Editor and Proprietor.
J. B. SPILLANE, Managing Editor.
Trade Representatives: Glad. Henderson, C. Chace, L E. Bowers, B. Brittain Wilson,
A. J. Nicklin, August J. Timpe, L. M. Robinson.
Boston: John H. Wilson, 324 Washington Street.
Chicago Ollice: li. P. Van Harlingen, Consumers' Building, 220 South State Street.
Henry S. Kingwill, Associate. Telephone, Wabash 5774.
Philadelphia: R. W. Kauffman. Minneapolis and St. Paul : Adolf Edsten.
San Francisco : S. H. Gray, 88 First St. Cleveland : G. F. Prescott.
St. Louis: Clyde Jennings. Cincinnati: Jacob W. Walter.
London, Eng., Office : 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Manager.
Representatives for Germany and Austria : Verlag Nec Sinit, Berlin C. 19, Ross-Strasse 6,
Germany. Geo. Rothgiesser, Director.
Published the 15th of every month at 373 Fourth Ave., New York.
SUBSCRIPTION (including postage), United States, Mexico, $1.00 per Year; Canada,
$1.25; all other countries, $1.75.
ADVERTISEMENTS: $3.00 per inch, single column, per insertion. On quarterly or yearly
contracts a special discount is allowed. Advertising pages, $100.00.
REMITTANCES: should be made payable to Edward Lyman Bill by check or Post Office
Money Order.
^NOTICE TO ADVERTISERS. — Advertising copy should
reach this office by the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.
Long Distance Telephones — Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.
NEW YORK, MARCH 15, 1914
OUR attention has been drawn to a recent article appearing in
the columns of a daily paper published in southern Illinois,
in which a prophesy is made of the triumph of the talking machine
over the piano as the instrument of the home.
This is simply another case of the uninformed going off at half
cock — just another of the many absurd statements which are made
in the columns of the daily papers concerning special industries of
which the writers are in total ignorance.
Such a prophecy is absurd, and the writer probably has not
even a superficial knowledge of the fundamentals of either of the
industries to which he referred in a prophetic manner.
The growth of the talking machine industry in this country has
been one of the most remarkable developments which has occurred
in any trade, and it is probably natural to suppose that a lot of
writers and business men will be free to make all kinds of predic-
tions regarding its future.
If a piano merchant finds business dull and he finds his more
enterprising neighbor is doing business, who, by the way, may
handle talking machines, he attributes the slowness of trade with him
-to the talking machine, and when a newspaper man drops in he is
liable to say that the talking machine is cutting out pianos, and so,
perhaps, the writers are not wholly to blame when they make
ridiculous prophecies concerning the future of musical instruments.
THE talking machine has become, within a very brief time, such a
great factor in the musical life of the nation that many people
are apt to make most ridiculous comments regarding its future with-
out taking the time to investigate just what effect it may have upon
the sale of other musical instruments.
We recall the time when some of the old piano manufacturers
figured that long before 1900 the entire population of America
would have been supplied with pianos and all of the factories would
be put out of business by reason of lack of demand for instru-
ments.
That was the limited vision with which many men contemplated
the piano horizon years ago.
What is the result?
More pianos are being made and distributed than ever before,
and it is reasonable to suppose that a population of 100,000,000
has an absorptive piano capacity of 300,000 pianos annually.
Now, let us take up the question as to the serious invasion of
the talking machine upon the piano field, and how much it has
reduced the demand for pianos.
Of course, there are instances where people of limited income
debate seriously as to whether they will purchase a piano or a talking
machine.
It is admitted that the talking machine has many features of
attractiveness. It supplies a variety of music which no other crea-
tion of human brain and hand can supply, but still it creates a
demand for something more. It awakens a true musical spirit, and
every talking machine which is sold is simply carrying on educa-
tional work for a greater demand for music, just the same as pianos
wherever placed are adding their share to the musical love of our
people.
DOES anyone for a moment suppose that the talking machine
business could have reached the position which it has
achieved within such a brief time were it not for the educational
work carried on through the mediumship of the piano in former
years ? The demand for music has been stimulated by the sales of
all musical instruments.
We are inclined to the belief that the piano market would be
lessened if the talking machine were removed entirely from our
modern life.
Why?
Simply because there would be a lessened desire for music, and
piano manufacturers and piano merchants would have to work just
so much the harder to instill the love of music into their clientele.
The facts are that piano and talking machines are both power-
ful developers in stimulating a love for music in the home circle,
and when a customer shows an uncertainty as to which instrument
he will purchase it is simply an incident in our business life.
A good many piano merchants find that customers from time
to time make inquiries in their stores for talking machines, expecting
to find them therein. The inquiry is natural, because it is logical
to associate the talking machine as a musical instrument with houses
which deal in all kinds of musical accessories.
THERE are more people who look in a music store for talking
machines than in exclusive talking machine stores ; but so far
as the talking machine itself curtailing the sale of pianos by acting
as a deterrent force is too absurd to seriously contemplate for a
moment.
The statement, too, has been made that the sale of talking
machines has decreased the sale of what we coloquially term small
goods. In other words, musical instruments of lesser value than
pianos, and yet inquiry at the great music trade emporiums in the
principal cities brings forth the information that the stores which
are thoroughly progressive are selling more banjos, mandolins,
guitars, accordeons, etc., than before for years.
To our minds, this increased demand for musical instruments
has come largely through the influence of the talking machine in
cultivating a love for music in many ways.
To illustrate : a person who owns a talking machine puts' on
fine banjo, violin or mandolin records. The audience listens to them
with pleasure, and as a result of this kind of educational work some
of the listeners will visit nearby stores and make purchases of in-
struments so that they can themselves learn to play upon them.
Here is where the great educational power of the talking machine
comes in. It places the finest music of the world within reach of all.
The world's greatest singers and instrumentalists are, through
the agency of the talking machine, brought directly into the home
circle.
If we had a great catalog of world renowned piano solos and
selections it would increase "the sales and interest in that instrument
just as the vocal talking machine records have given hundreds of
students to music teachers, who have personally admitted that their
pupils have been encouraged to take up the higher study of music
simply by the talking machine arousing ambitious instincts within
them.
THE men who claim that the talking machine is seriously affect
ing the piano business 'have not carefully studied the funda-
mentals, because the demand for pianos is steadily increasing, and
with the growing advent of the player-piano a new factor has been
introduced which will still further make for healthy progress.
Again, there is another point which is well to make in this
THE TALKING MACHINE WORLD.
13
connection, and that is that the talking machine has proven a splendid
aid to piano merchants everywhere, because it has enabled them
to make quick and easy profits. It has helped them to tide over
trying financial conditions and has been the means of drawing cus-
tomers to their stores who would not have purchased pianos, and
it has helped them out very materially in the financial showing of
their business.
After all, perhaps, the criticism that the talking machine has
interfered with the piano business is quite natural when we con-
sider that the talking machine as a selling force has broken all
records.
It has come within a few years and is to-day conceded to be a
powerful factor in the musical life of the nation; but its stimulating
musical features, however, are not wholly understood or appre-
ciated by those who thoughtlessly criticise.
The talking machine is. helpful in many ways to the musical
business, and piano merchants as a whole are not slow in giving
to the talking machine fair credit for the success of their business.
There are, of course, some few who allege that it has curtailed
piano sales, but these are the ones who are uninformed and who
usually lack ability to successfully conduct their own enterprises.
THERE is no trade or business that is completely lacking in
sentiment, whether it be the making of carpet tacks or the
manipulation of stocks. The man who is engaged in trade sees
something before him besides the mere making of so much more
money, especially if he has sons to whom he desires to leave a
business that is sound in every particular. The matter of tradition
in business is recognized as a valuable asset by thousands of busi-
ness houses who boast of the fact that the business has been
handed down from generation to generation, and has always been
in the family. And yet, with all the value of the family name,
there is something in being the pioneer, the man who entered
into a new field, conquered and built up something to leave to
posterity.
A prominent talking machine dealer, in discussing trade
questions, the other day remarked that he had just taken his son
into the business with him, and stated it as his belief that the
talking machine business was the only one of its extent and sta-
bility in the country wherein immense jobbing and retailing
houses had been built and yet had not marked the passing of a
single generation. The head of practically every talking machine
house of the present day, stated the dealer, is a pioneer, a man
who, whether well equipped or not, took advantage of the oppor-
tunity to carve out his own career in a new and untried field. In
a business that, as a commercial proposition, has not seen the
passing of two decades, the credit for business ability and the
success of the particular enterprise belongs to the man whose
name is over the door.
A large number of the talking machine men have taken their
sons into the business with them in the firm belief that the best
days of the business are yet to come and that there is a real
career in the field for the young men after the founders of the
business have passed away.
The next generation may see the trade rise to its uppermost
pinnacle of importance or may see it dwindle, but in meeting the
'conditions as they come to light they will have the advantage of
the experience of those who were in the business before them, an
advantage that the talking machine man of to-day didn't enjoy.
SPEAKING of credits in commerce, Charles D. Joyce, of Phila-
delphia, recently made some remarks of interest and exceed-
ing pertinence when he said : "No risk should be accepted, no
project should be furthered without investigating the character,
capability and capital back of that risk or that project. When all
three of these" essentials are satisfactory, aid should be liberally
extended. But if a man has the two greatest assets of character
and capability, of capital he may have little or none, credit supplies
its place. Money seeks labor, and all it asks is that the laborer
shall double the talents furnished him. He dares not be slothful
or afraid, his all depends upon his integrity, his diligence and his
originality. Thinking after other men never puts him first. The
trader, like the poet, must have a vast imagination, he must see into
the future, must have his ideal, must have faith in its realization,
and then work for it without ceasing.
"The captains of industry to-day are the men who, a quarter
of a century ago, read between the lines and saw the possibilities
of the future, and then took advantage of those possibilities.
"The practical man 'prone to value none but paying facts'
has been a blessing to civilization and to Christianity. Not only
has commerce charted the sea and opened up the wilderness, but
it has through the successful prosecution of its own work also exer-
cised a civilizing and uplifting influence."
HE newly-enacted currency statute will not let down the bars
_L so far as credits are concerned, as many people have stated,
and sonic very pertinent remarks of interest to the trade were
made recently on the subject by W. C. Cornwell, an authority, who
said: "The class of paper available for rediscount at the Federal
reserve banks must be of liquid character. The maturity of ninety
• lays does not, of course, mean that only paper made for that length
of time can be used, no matter for how long originally drawn.
"The tendency among banks, in order to be equipped with
plenty of available paper, will be to encourage their customers to
avoid renewals. Loans which are not liquid, even though well
secured, will not be looked upon with as much favor. All this will,
of course, tend to make the banking assets of the country sounder.
And, too, the influence upon merchants and others, by encouraging
promptness and more liquidity in financial arrangements, will, in
the end, be beneficial for all business.
"There is some belief prevailing in regard to the new measure
that it is intended, as it is called, to make credit easier. This calls
up a vision of loosening up on the part of the banker as to the
character of loans which will pass muster.
"Nothing of the kind is in contemplation and no such effect
will follow. Credit is one of the functions which can only be safely
determined on business principles, and legislation which attempts
to make it unnaturally liberal, is sure to bring disaster. The bill
does not affect the status in this respect. It only supplies greater
facilities for extending safe credits."
Beka Records
IN ALL LANGUAGES OF THE WORLD
High grade selections in
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Russian, Polish, Hungarian, Bohemian, Rumanian, Tschechisch, Croatian, Servian, Hebrew, Turkish, Persian,
Arabic, and seventeen different Indian dialects.
The cheapest and best machine on the market for $2.50 upward
BEKA -RECORD AKT. GES., Berlin, S. O. 36 (Germany)
CATALOGUE IN FOUR LANGUAGES SENT FREE ON REQUEST
14
THE TALKING MACHINE WORLD.
All over the country men and women,
young and old, are still dancing— to
Columbia Records. Why? They are
the only authentic dance records made.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
INTEREST CLAUSE IN INSTALMENT LEASES UPHELD
By Appellate Division of New York Supreme Court in Case Fought to Finish by Pease
Piano Co. — Ruling of Lower Court Reversed — Decision of Importance to Talking
Machine Dealers Throughout State Who Charge Interest on Instalment Accounts.
The talking machine trade as a whole will
view with gratification a recent decision handed
down by the Appellate Division of the State of
New York in favor of the Pease Piano Co., of
New York, in connection with a case that had been
decided against them in the lower courts. The
Pease Piano Co. also handles Victor and Columbia
talking machines.
The Pease Piano Co. had asked for judgment
in the Municipal Court against Mrs. Miriam Fiske
for an unpaid balance of $14 on a piano that was
sold under a conditional sale for $325, together
with interest as provided for in the sales agree-
ment, amounting to $38. Mrs. Fiske was willing
to pay the $14, but refused to pay the interest
charge, claiming that the company's contract was
ambiguous. Judge Murray, of this court, decided
in her favor regarding the interest clause, assess-
ing the Pease Piano Co. with the costs of the
action, directing that Mrs. Fiske pay only $14, and
not the amount charged for interest.
Deeming the point of issue an important one,
the Pease Piano Co. immediately appealed and
as a result received a unanimous decision in its
favor. Judge Lehman, of the Appellate Division
wrote the decision, which vitally interests all
members of the trade, as the most successful talk-
ing machine dealers are fast realizing that an
interest clause should be inserted in every instal-
ment sale, in order to protect their own interests.
Judge Lehman's opinion follows :
"The plaintiff delivered to the defendant a piano
under a written agreement upon a printed form
which provides that the plaintiff leases to the de-
fendant a piano for a period of forty-five weeks at
a rental of $10 for the first month, and $7 for each
succeeding month. The contract contains also the
following clause :
"And said company hereby agrees with Mrs. Mi-
Tiam Fiske that if she shall pay said company the
sum of $325 with interest at 6 per cent, per an-
num on all unpaid balances, said company will sell
said piano to Mrs. Miriam Fiske for that sum and
give a bill of sale thereof and credit upon said
price all moneys which have been received from
said Mrs. Miriam Fiske as rent of said piano.
"It appears plainly, iboth from the contract and
the parol testimony, that the contract was intended
as a contract of conditional sale upon instalments,
and the plaintiff now 'brings its action to foreclose
its lien for the unpaid balance.
"The defendant has paid the sum of $311, and
the sole dispute between the parties is whether ab-
solute title was to pass upon payment of the addi-
tional $14, or whether the plaintiff is entitled to
this sum plus interest.
"The rights of the parties must be derived from
the written instrument, and even the oral testimony
admitted without objection must be disregarded if
it is in conflict with the plain terms of the written
contract.
"The contract clearly provides that the title to
the piano was to pass only upon payment of the
sum of $325 with interest at 6 per cent, per annum
on all unpaid balances, and the words italicized by
me are printed in black capitals across the page.
The payment of 6 per cent, on all unpaid balances
is part of the purchase, price of the piano, and the
only question of construction is as to the meaning
of the words 'all unpaid balances.'
"The contract provides that the payment of $10
and $7 per month shall be the rent of the piano,
but shall be credited upon the purchase price if
defendant shall purchase the piano. Since the pur-
chase price is $325, the balance remaining unpaid at
any time is that sum as diminished from time to
time by the so-called rental payments, and the de-
fendant can obtain full title to the piano only upon
the payment of interest on these unpaid balances
of the purchase price.
"Judgment in favor of the defendant should,
therefore, be reversed with costs, and judgment or-
dered for the plaintiff foreclosing its lien of $14
with interest at 6 per cent, upon all unpaid bal-
ances."
Francis C. Brown, 70 William street, New York,
presented the case for the Pease Piano Co.
DANCING CRAZE _REACHES SPOKANE.
(Special to The Talking Machine World.)
Spokane, Wash., March 6. — The dance craze
found its way into the Northwest about three
months ago. The Coiumbia Co. has been doing
splendid national advertising on dance music and
Willis S. Storms, manager of the local store has
been backing it up with lots of good live copy in
the local papers.
"The result has been positively phenomenal," said
Mr. Storms. "In our entire history we never have
done the record business that we are doing to-day.
Everybody is dancing. The Columbia Co 's store
seems to be one of the central meeting places
of everyone who is interested in dancing. Last
Saturday evening we were visited by one of th'_
'shining lights' of the Methodist Church. There
was dance music to be heard on every hand and
it proved to be so contagious that when he left our
store he had six tangos under his arm and we had
his money in the cash drawer. Our dealers are
also realizing the splendid profit that can be had
from the sale of dance records, and they are cer-
tainly taxing us to our utmost capacity to keep
them supplied."
THE SIX BEST SELLING RECORDS.
A rather pertinent suggestion was made recently
by the well-known magazine, System, in discussing
the selling of talking machine records when it said:
"I would announce — as the bookstores do — the six
best-selling records for the month. Many patrons
cannot visit the free concerts of latest records, so
they ask, 'What do people say about this selection?'
I would inclose with every record sold a post card
upon which the customer was asked to write his
opinion of the piece. I would publish from time
to time a summary of these opinions. They would
make newsy advertisements, or would form an in-
teresting window exhibit."
READY REFERENCE OF GENERAL SUPPLIES
DEALERS
Send for our "Trial Proposition" on the
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for use in public places.
211 Marbrldge Bldg., 34th St. and Broadway, New York City
Manufacturers of Regina Music Boxes; Reeinaphones;
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Mermod & Co.
505 Fifth Avenue New York
Manufacturers of
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Send for 20=page catalog
THE SYRACUSE WIRE WORKS,
SYRACUSE - NEW YORK
THE TALKING MACHINE WORLD.
15
HARGER & BLISH SUPPLY GRAND OPERA IN DES MOINES.
Take Up Dates Left Vacant Through the Dissolution of the Canadian Grand Opera Com-
pany by Supplying Those Musically Inclined with Edison Phonographs and Records
in Their Homes — Some Striking Advertising That Has Won High Praise.
VITAL FORCE THAT MAKES SUCCESS.
(Special to The Talking Machine World.)
Des Moines, Ia., March 7.— Harger & Blish, the
prominent Edison distributers of this city, wide-
awake to every opportunity which helps to feature
the Edison in a dignified and effective manner,
have been adding to their fame as novel adver-
tisers.
The Canadian Grand Opera Co., which disband-
ed in Denver, Col., and which was scheduled to
give performances for three days in Des Moines,
and for which there was an enormous ticket sale,
manner in which Harger & Blish are bringing it
to the attention of the public of this city, as well
as in Dubuque and Sioux City, where they also
conduct establishments.
The "blow up" of the Canadian Grand Opera
Co. gave the firm a splendid opportunity, for no
one event was so much talked of for years, the
subject being discussed in the news and editorial
columns, as well as in the cartoons in the local
papers, showing how the appetite of the musical
people of Des Moines had been whetted for grand
You
Can Always Depend Upon '
The NEW EDISON DIAMOND DISC fulfilling Its Grand Opem
And Oirher Engagements -In Yovr Own Home ? If You. WisK.
""SSH^g Ha^gerasj Blish, Pes Moines.
Harger & Blish Timely Advertisement That
gave Harger & Blish one o.f those "psychological
moment" ideas which residted in the advertisement
reproduced above, being conceived and published
in the Register and Leader, two or our leading
papers. It occupied a half page.
The pertinence of the advertisement to the situ-
ation aroused tremendous comment, and added an-
other laurel to the rapidly increasing fame of
Harger & Blish, as up-to-date advertisers.
Indeed, it would be impossible to conceive of
any 'better means of concentrating attention on the
new Edison disc phonograph than the progressive
Caused a Veritable Sensation in Des Moines.
opera, but Harger & Blish relieved the disappoint-
ment by notifying them that their wants could be
supplied very effectively by means of the Edison
disc phonograph.
Side by side with the preliminary advertise-
ments of the National Grand Opera Co., Harger
& Blish also carried advertisements emphasiz-
ing the merits of the Edison in a forceful
way. The climax, of course, was the advertise-
ment referred to above, which shows that the
members of this company are alert to every de-
velopment.
VERDI AS A PROPHET.
How He Came to Predict the Success of "II
Trovatore" by Interesting Test.
When Verdi was putting the last touches to "II
Trovatore," he was visited in his study by a privi-
leged friend. The friend was one of the ablest
living musicians and critics. He was permitted to
look at the score and run over the "anvil chorus"
on the pianoforte. "What do you think of that?"
asked the master. "Trash !" said the connoisseur.
Verdi rubbed his hands and chuckled, "Now, look
at this and this," he said. "Rubbish !" said the
other, rolling a cigarette. The composer rose and
embraced him with a burst of joy. "What do you
mean?" asked the critic. "My dear friend," cried
Verdi, "I have been making a popular opera. In
it I resolved to please everybody except the purists,
the great judges, the classicists, like you. Had I
pleased you I should have pleased no one else.
What you say assures me of success. In three
months Ml Trovatore' will be sung all over Italy."
Some Remarkable Advertising by Curtis Pub-
lishing Co. in Public Ledger, Philadelphia,
Cites Development of Victor Co. as Example
of What Can Be Accomplished by Merito-
rious Products and Persistent Advertising.
Under the heading of "When these men can't
afford to stop, can you afford not to begin?" the
Public Ledger of Philadelphia, Pa., recently pub-
lished a most interesting tribute to the success
and remarkable growth of the Victor Talking Ma-
chine Co. In addition to presenting a forceful
array of facts, this advertisement, which was in-
serted by the Curtis Publishing Co., owners of the
Puhlic Ledger, showed at the top of the page the
small one-story building that marked the humble
start of the Victor Co., as contrasted with a bird's-
eye view of the present immense plant occupied by
the Victor Talking Machine Co.
As illustrative of the advertising policies of
the Victor Co., this page, which reads as follows,
is well worth perusal :
"In Philadelphia there are ten or a dozen manu-
facturers to whom, every time they pick up a
newspaper or magazine, the advertisement placed
there by a fellow manufacturer just across the river
ought to be a flaming rebuke.
"Some of those men will recognize, at the top
of this page, the birthplace of the Victor Talking
Machine Co.
"All of them will identify the picture below of
what it has become — chiefly through wise employ-
ment of the power of advertising.
"The little sign over the door of Mr. Johnson's
machine shop was his first advertising.
"To this shop, in 1894, was 'brought for his help
one of the early experimental models of talking
machine. It sounded, he says, 'like a partially
educated parrot with a sore throat and a cold in
the head.'
"Genius — or inspiration — sensed the possibilities
latent in that crude device.
"Infinite perseverance slowly shaped it into a
delicate musical instrument.
"But it was only a bold, unflinching faith that
first took the lion's share of the capital of the
little company and turned it into advertising.
"Faith in the product.
"Faith in human nature.
"That faith, justified, has never been lessened.
"During the financial score of 1907, when cur-
tailment was the accepted program elsewhere, the
executive board of the Victor company, without
one dissenting voice, added $267,000 to the year's
advertising appropriation. They went through
the panic and into 1908 facing a demand far in ex-
cess of factory capacity.
"In 1913 this company again made its heaviest
investment in advertising and again had the big-
gest year in its history. In October alone its sales
were $1,200,000 greater than the preceding October.
"They say 'Our success has 'been built by adver-
tising. Next to manufacture, it is our chief con-
sideration. We can't afford to stop.' "
"DOLLAR
99
MOTORS
LATEST SENSATION— DETACHABLE SPRING CAGE
Without any disman-
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NEW SPRING may be
inserted within a few
seconds.
Many patents both at
home and in every civ-
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for.
Exhibited at the Leipsic Fair, No. 20 I Peterstrasse,
Hotel de Russie, Zimmer No. 6.
ARE UNQUESTIONABLY
THE BEST AND CHEAPEST
Our Export Catalogue
in four languages, cov-
ering 30 styles of
motors adapted for
Talking Machines, sent
free of charge, postage
prepaid, for the asking.
Advantages of our Motors :
Noiseless movement
Supreme accuracy
Highest grade of materials
Greatest money value
GEBRUDER STEIDINGER,
Fabrik fur
Feinmechanik
St. Georgen (Schwarzwald), Deutschland
Cable Address: Gebruder Steidinger Sanctgeorgenschwarzwald.
16
THE TALKING MACHINE WORLD.
THREE NEW EDISON ARTISTS
Make Their Debut in May List of Blue Amberol
Records — These Include Albert Quesnel,
Tenor; Merle Tillotson, Contralto; and J. E.
Walbank, Tenor — Possess Charming Voices.
Albert Quesnel, who has sung with the Opera
Comique, Paris, and the leading orchestra organ-
list of May. His singing
of F. W. Vanderpool's
"In Dreams, My Own,"
a typical sentimental bal-
lad, is most artistic in
every way, and he is
destined to become a fa-
vorite.
The third new artist
in the Edison May list
is Merle Tillotson (Mrs.
B. Alcock), who pos-
sesses a contralto voice
of exceptional quality
for recording purposes.
Her singing of Sir
Arthur Sullivan's clas-
sic, "Let Me Dream Again," is a delight,
particularly for its clear, finished enunciation, a
trait unfortunately too uncommon among our
singers. This record will find a host of admirers
as will the artist who made it.
Talking Ma-
chines, Typewriters, Phono-
graphs, Adding Machines, Cash
Registers, Guns and Tools and all
Polished Instruments. THE FI-
NEST OIL MADE. It absolutely
prevents rust. NYOIL now cold
everywhere by all hardware and
sporting goods men. Large bottle
(cheaper to buy) 25c; trial size, 10c
WM. F. NYE. New Bedford, Mass.
Merie Tillotson.
Albert Quesnel. J. E. Walbank.
izations of Paris, London and New York, such as
the Colonne, Lamoureux, Wood, Bridge, Dam-
rosch and others, with great success, heads three
artists who will make their debut in the May list
of Blue Amberol records issued by Thos. A. Edi-
son, Inc. Mr. Quesnel is a tenor of authority and
distinction and his singing of Jules Granier's
"Hosanna" and Adolphe Adam's "Cantique de
Noel" in French is an admirable recording of two
great numbers. Mr. Quesnel's voice is of splendid
range, volume and brilliancy which he uses like
the trained artist he is. His records will be wel-
comed by users of Edison phonographs, for his
fine artistry has won compliments from the critics
of the leading papers in this country (where he
has spent the greater part of his life, although
born in France) as well as those of Europe.
James E. Walbank, who has had a long and
successful career as a tenor singer in opera and
concert, is the second newcomer in the Edison
ARTISTIC VICTOR DEPARTMENT
Feature of New Lord & Taylor Store Which
Was Opened Late Last Month in New York
— New Quarters Are Handsomely Fitted Up.
For polishing
varnished woodwork it is
extremely satisfactory. No oil is so clean.
With the opening of the new Lord & Taylor
store, on February 24, one of the most artistic
Victor departments in the local trade was added to
the imposing list of Victor dealers in this territory.
Although Lord & Taylor had maintained a Victor
department at its old store for some time prior
to its removal to Thirty-eighth street and Fiftli
avenue, that department in no sense compared with
the beautiful show rooms that now form a sub-
stantial part of the Lord & Taylor "Music Rooms"
on the seventh floor of its new building. 'I his
Victor department is under the direction of the
Musical Instrument Sales Co., the Lord & Taylor
store being a member of the Claflin chain of stores.
Five large display rooms presenting all the popu-
lar types of Victors and Victrolas are devoted to
the exclusive demonstration of machines, while
five tastefully furnished smaller rooms are used
Jlsk your watch repairer whose
oil he uses on your watch.
only for the demonstration of Victor records. C.
R. Wagner is head of this new department, and,
assisted by an unusually capable sales staff, is al-
ready making sales records that would be gratify-
ing as an excellent holiday business, instead of
a spring trade.
LUMBER DEALERS_ ENJOY VICTOR.
(Special to The Talking Machine World.)
Milwaukee, Wis., March 5. — One of the lead-
ing features of the program offered at the annual
convention of the Wisconsin Retail Lumber Deal-
ers' Association, held at the Hotel Wisconsin, in
Milwaukee, February 17 to 19, was a demonstra-
tion of a Victrola, from the attractive retail shop
of Miss Gertrude F. Gannon. The lumber deal-
ers were favorably impressed and it is pretty safe
to say that many a Victor will be sold.
The Masterphone
Perfect Detail
GIVES
Rich Tone
Full Volume
Records remain perfect forever, as Victor Fibre Needles are used.
Your customers will like the Masterphone, for it adds immeasurably
to the value of their instruments.
YOU EARN ADDITIONAL PROFITS.
Write for Sample and Discounts.
Steel
Needles
Masterphone
$1.00
Fibre
i Needles
Masterphone
$1.50
THE MASTERPHONE CORPORATION, 187 Broadway, New York City
Telephone : Cortlandt 1 872
THE TALKING MACHINE WORLD.
17
Your customers are rapidly learning
this— that all Columbia Records play on
Victor Talking Machines just as Columbia
instruments play all Victor records.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
SINCERITY IS A SUBSTANTIAL BUSINESS ASSET.
Freedom from Hypocrisy, Disguise or False Pretense Essential in Order That Any Man May
Rise to Eminence in the World of Trade — An Illustration from Personal Experience
That Is Worthy of Close Consideration and Action Because It Points a Moral.
Are you sincere? Success and failure are very
evenly balanced in the commercial scales these
days, and it may take just a pinch of sincerity to
send your business soaring to a greater and more
lasting prosperity.
Sincerity means a great deal in the talking ma-
chine field. Your customers, if they can depend
absolutely upon the integrity of everyone con-
nected with your establishment, will deal with you
permanently, and, very often, deviate from their
several ways to do it. There is a certain satisfac-
tion to be derived from trading with a chap who
"A Concert in the Home."
is honest. Honesty has many loopholes through
which a business man may shoot poisoned arrows
at his customers supposedly to his own betterment.
He may achieve a small measure of success through
this lawful dishonesty, if I may speak paradoxi-
cally, but he is sure to meet his Waterloo at last.
His more fortunate fellow dealer, however, who
takes sincerity for his motto, sails, calmly onward
toward wealth and happiness.
I am not sure T am making myself clear. What
I mean to convey is this : Do not delve between the
morocco covers of Blackstone to ascertain how far
you can go toward skinning your customers and still
remain an honest man. You will undoubtedly find
innumerable recipes, but disregard them. Be sin-
cere and you will not need to follow a crooked road
to the land of promise.
A short while ago I happened to be. walking on
Bedford avenue, Brooklyn. Arriving at No. 1223,
I found myself gazing in at the attractive window
display of a talker shop. An artistically lettered
card invited me within to hear "The new Edison
Disc, the most wonderful Musical Instrument." 1
also discovered through the medium of the exhibit
in the window that the Victor and Edison cylinder
lines were also handled by this firm. As I had
never made a careful comparison of the rival ma-
chines, face to face, I took advantage of the oppor-
tunity so agreeably presented and walked in.
A young fellow of good address came forward
and cheerfully inquired my business. I told him I
had accepted the invitation in the window to hear
the new Edison, and that I would like to go still
further, if agreeable to him, and compare it with
the Victor.
At the outset I wish it understood that I did
not enter this store as a prospective purchaser; in
fact, I made it plain that I was a mere investigator.
Notwithstanding this fact, I was treated with the
utmost courtesy during my stay, which must have
filled at least an hour of time. I was made to feel
thoroughly at home ; was entertained by hearing the
same selection by the same artist on all three ma-
chines, which, of course, is the only true test,
and, during the entire competitive concert the su-
periority of one make of instrument over another
was not discussed by my host.
By the way, 1 want you to know him. "Mr.
Greenglick. gentlemen ; a sales expert well worttiy
of your acquaintance."
I asked Mr. Greenglick why he did not eulogize
one machine above another. "You have an indi-
vidual preference, no doubt," I suggested.
"1 do not consider it good business to do so,"
he answered. "You see, we handle all three ma-
chines, and if I should form an opinion as to which
was the best, that same opinion might crop out at
an inopportune moment, and, perhaps, spoil a sale
or cause an old customer to become dissatisfied
with his outfit, which is just as bad. I endeavor at
all times to be absolutely sincere, which in my case,
so far as the different makes of machines is con-
cerned, signifies neutrality; I really have no choice.
After demonstrating each instrument thoroughly, I
leave the choice to the purchaser. And," continued
Mr. Greenglick, after he had returned from an
errand of salesmanship, "I really consider sincerity
the keynote of success in the talking machine
trade."
"Our customers are decidedly enthusiastic about
the treatment they receive at our hands, and it is
due largely to the fact that we never lie to them.
We do not promise records before we can deliver
them, and we do not claim anything of our wares
beyond their capacity to make good. We are busy
and prosperous and our business is moving in the
right direction."
"And you attribute all this to sincerity?" I asked
to make sure.
" Absolutely yes !" came Mr. Greenglick's answer,
given most emphatically.
The above, Mr. Dealer, is a true example of what
sincerity is doing for one very much alive talker
man.
Is it doing as much for you? Very often
the dealer himself may be sincere to a fault, careful
in every possible way, so far as he is concerned
individually, to act squarely and above-board with
his patrons ; but through the insincerity of, per-
haps, just one of his employes, have his establish-
ment acquire an unsavory reputation. There is
nothing, believe me, that will injure a business
more quickly than false pretense. If a customer
is trifled with in this regard a few times he loses
confidence and hies himself to another store. Like
the proverbial Steve Brody, he takes a chance.
Rather than remain and suffer from dishonest busi-
ness methods, he moves on. Can you blame him?
Did you ever visit a talker shop where sincerity
is practiced in order that you might ascertain the
state of mind of the patrons? I have done so, and
the result proved a revelation to me. They in-
variably enjoyed themselves thoroughly, and their
countenances were free from that hint of doubt
which is wont to cloud the faces of those who fre-
quent some talking machine emporiums. These
people knew that they were being treated right,
and they were happy in consequence. Their selec-
tion of records was left, in a large degree, to the
discretion of the salesman, and this procedure
"Invariably Enjoyed Themselves Thoroughly."
showed good judgment on their part. Through his
close association with the different kinds of music he
could take their orders and cater to their tastes
to the best advanage. A sincere salesman cata-
logues not only his customers' names but their
tastes as well, and when they call upon him he is
in a position to give them what they want, very
often, without playing a single selection. Imagine
the satisfaction and pleasure to be derived from a
concert in the home where the listener is assured
beforehand that the records are free from flaws and
the repertoire an artistic triumph throughout.
I think it might be well, Mr. Talker Man, to
give this matter of sincerity in trade your very
careful consideration. There are a great many of
you, I know, who already practice this fine art to
the full, but to those who have thoughtlessly neg-
lected to give it quite all the attention it deserves
I would say, in closing, that if you will make up
your minds to conduct your business along strictly
sincere lines, and have your employes co-operate
with you in the good work, your popularity among
the folks who buy from you will increase by leaps
and bounds.
The year is young yet. There is still ample time
for the carrying out of good resolutions. Inscribe
a card with the axiom "Be Sincere !" Place it con-
spicuously on your desk where your eyes will en-
counter it often. It may help you out of many a
difficulty. Howard Taylor Middleton.
18
THE TALKING MACHINE WORLD.
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
(Special to The Talking Machine World.)
Boston, Mass., March 9. — With the extension
of Avery street from Washington street to Tre-
mont street, the one concern above others that will
benefit by the new thoroughfare, is the Columbia
Graphophone Co., for while the extension will take
off a few feet from the side of the establishment,
there will be a large gain through the splendid
windows which the store will have for a distance
of eighty-four feet, which is practically the depth
of the store. This will give the Columbia unusual
opportunities for the display of its machines and
records, and it will keep Manager Erisman busy
devising attractive window displays, something for
which this store long has been more or less con-
spicuous. The city has not begun the work as
yet, but will in a few weeks, and. once it is under
way there will not be any time lost in getting the
job completed, and then the Columbia should blos-
som forth in its new glory late in the spring. Busi-
ness with the Columbia has been of surprisingly
large proportions and so large a stock is necessar-
ily kept on hand that storehouse quarters have been
taken on the third floor of the building at the cor-
ner of Chauncey and Essex streets, where 4,800
square feet of space are kept filled with equip-
ments.
F. T. White with Harvey Co.
The C. C. Harvey Co., of 144 Boylston street,
which heretofore has not especially forced its Vic-
trola department, has started upon a new era, and
it has appointed as the manager of this depart-
ment, Francis T. White, formerly of the Henry
F. Miller Co. Mr. White is familiar with the talk-
ing machine business and possesses many friends
in the business. The department will always con-
tain a complete stock of Victrolas and records, and
Mr. White will pay especial attention to sending
records on approval. This department of the
Harvey Co., is comfortably fitted up and quite at-
tractive.
Gilchrist Co. Takes on Columbia Line.
The Gilchrist Co.'s large store, which lately has
come under new management, having become con-
vinced of the value of a talking machine depart-
ment, has installed Columbia quarters on the fifth
floor, where 2,000 square feet of space are given
over to Columbia equipments. There are three
sound-proof rooms and from the start the depart-
ment has been popular, and on the first day 159
different sales were made. The department is in
charge of James C. Mason, brother of Norman
Mason, the indefatigable representative of the Co-
lumbia Co.
More Room for Talking Machines.
Two new rooms have been added to the suite
occupied by George Lincoln Parker, of the Co-
lonial Building, for his talking machine business,
and although in use only a fortnight, they have
already proved their usefulness, for Mr. Parker's
business has been quite large in the past fort-
night, and is growing fast. The manager of this
department is John H. Alsen, a man of courtesy
and ability. He lately has added to his staff
Joseph Carlson, who is taking hold of the business
most intelligently. Through a re-arrangement of
some of the other rooms occupied by Mr. Parker,
better facilities are afforded for the storage of
discs, many new racks having been installed. These
quarters, where one may find a large array of Vic-
tor, Edison and Columbia outfits, are among the
best-equipped of any in the city.
How Gaby Deslys Was Entertained.
The dreadful storm which New York experi-
enced the end of February, played its part at the
Tremont street quarters of the Columbia Grapho-
phone Co., for as Gaby Deslys could not play her
engagement at the Shubert Theatre because of the
non-arrival of her wardrobe and scenery, the
passers-by were appraised of the situation by
means of a big bulletin board in the window. The
news was changed frequently according to la'.est
advices from the environs of Camden, N. J., where
the train bearing the paraphernalia was stalled.
While she was in town, her opening performance
having been delayed two days, she made her home
at the To.uraine, where she had a $500 Grafonola
grand to while away the time.
Harry Rosen in Back Bay.
Harry Rosen, whose School street quarters al-
ways are most popular with down town people
seeking machines and records of either the Co-
lumbia, Edison or Victor types, has been so suc-
cessful that he is going to branch out. He is ne-
gotiating for a stand in the Back Bay near Sym-
phony Hall, which should prove a good center, as
there is no talking machine store in the neigh-
borhood. Further details will be announced in
this magazine next month.
Important Edison Representatives.
Manager Silliman, of the Boston office of the
Pardee-Ellenberger Co., makes a splendid report
of business conditions, and he states that two of
the strong concerns which have been signed up
through his office are the Cusbman Furniture Co.,
at Attleboro, and the Allen Drug Co., at Hanover,
N. H. This last is an especially important repre-
sentation, as the demonstrations of the Edison disc
machines have attracted many of the Dartmouth
College faculty and students, with the result that
numerous sales have been effected. Another con-
nection which Mr. Silliman has formed is that of
Fred W. Brown, of Plymouth, N. H. One of the
recent callers on Manager Silliman was E. H.
Dakin, of the S. L. Crosby Co., of Bangor, Me.,
one of the enthusiastic Edison dealers.
New Half-tone Needle Popular.
The Eastern Talking Machine Co. is having a
wonderful success with its new half-tone needle,
which it lately has put out, and of which nearly a
million have been sold, so the store reports. Those
Who have tried it are said to be most delighted
with it, especially as the scratching is minimized.
Billy Fitzgerald says that the tango music has
reached high speed at this store, and the demand
for this type of music almost exceeds the supply.
Speaking of the tango, the "boys" of the Eastern
company have been in great demand the past fort-
night as teachers of this and other of the popular
dances and the "Southport quartette, composed of
Fitzgerald, Welch, Splaine and Reed, are getting to
be real experts. If you want to learn more about
their interesting experiences, just ask any of the
boys.
To Concentrate on Pianos.
Charles F. Atwood, of the Walker Building, has
given up his Victor representation, and hereafter
will devote his time entirely to his piano business,
in which he has been doing quite well since re-
moving from his other quarters in Tremont street.
Edison Demonstration in Worcester.
H. R. Skelton, traveling man for Thomas A.
Edison, Inc., who makes his headquarters when in
Boston at the Pardee-Ellenberger Co.'s offices,
has been spending a fortnight in Worcester, where
he has been giving demonstrations of the Edison
disc machines at the new Hotel Bancroft. He has
been using a $250 model, and many of the promi-
nent people of the city have become interested in
the proposition.
Visitors to Eastern T. M. Co.'s Quarters.
Visitors at the Eastern Talking Machine Co.'s
quarters have been W. A. Condon, of New York,
and Will Oakland, the famous counter-tenor, who
has been signing at Keith's beautiful playhouse a
few doors away. This singer records for the Vic-
THE main thing that you sell
when you are an Edison
disc merchant is music — real
music — the kind of music that
makes a man long to spend his
evenings at home. This is the
reason why so little salesman-
ship is required of Edison disc
merchants, and low selling cost
means big profits.
P-E
SERVICE
Real Music
At Last
P-E
SERVICE
IT isn't even necessary that
you should have any ex-
perience as a phonograph man,
for part of our service to you
is along educational lines in
order that you and your sales-
men may do the greatest
amount of business. This is
real service and co-operation
that means results.
THE PARDEE-ELLENBERGER CO., Boston, Mass., a„d New Haven, Conn.
THE TALKING MACHINE WORLD.
19
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
tor people. While in town, he presented B-ily Fitz-
gerald with a large photograph of himself, which
now hangs ever his desk.
Professor Miller Pleased.
The Eastern Company is in receipt of a letter from
Professor Dayton C. Miller, thanking the company
for its courtesy in loaning a Victor machine for
his recent lectures at the Lowell Institute course,
given at the Technology. Professor Miller found
the machine most useful in illustrating his talks on
"Sound Analysis," and in his letter he writes of
the great value of these machines in scientific re-
search work.
Steinert Force Augmented.
Herbert L. Royer, manager of the Victor de-
partment of the M. Steinert & Sons Co., who has
lately taken on several new and valuable men, now
has as carefully chosen and well-equipped staff as
any talking machine establishment in the city. Mr.
Royer, who is a man of progressive ideas, lately
mapped out some of his prospective plans to The
World correspondent, and if they are carried out,
should mean a rapid advance in Victor business.
Compliments for Columbia from Maggie Teyte.
Manager Erisman, of the Columbia Co., is in
receipt of a beautiful letter from Maggie Teyte,
the opera and concert singer, complimenting the
wonderful tones which the Columbia record is able
to produce, speaking particularly of the reproduc-
tion of her own voice, -and adding that '.'now every
one has a chance of hearing my songs." While
she was stopping at the Copley-Plaza, Miss Teyte
enjoyed the privileges of the Columbia $500 Grand,
thanks to Manager Erisman's courtesy.
No Cut in Columbia Outfits.
Although the Henry Siegel Co. is in the hands
of receivers and goods in all departments are
being offered at bargain prices, there has been no
cut in the Columbia outfits, which have occupied
a large department on one of the upper floors of
this large establishment. In the display advertise-
ments of the house the talking machines are fea-
tured as before, but the regular prices are ob-
tained.
Victor Quarters at Checkering & Sons.
The Victor department of Chickering & Sons has
undergone quite a change since Retail Manager
Currier has taken hold. Instead of being in the
basement, the Victor- Victrola outfits may now be
had in special quarters on the second floor, where
the new manager, Wilbur W. Longfellow, is ready
to greet his old friends. Mr. Longfellow has had
wide experience in the talking machine business,
having been for four years with M. Steinert &
Sons, where he handled much of the outside work.
Joins Henry F. Miller Forces.
Warren A. Batchelder, widely known in the
talking machine business, is back at the old stand,
having returned to the Henry F. Miller Co.'s
house, where he now is manager of the Victor-
Victrola department, of which he was in charge
before associating himself with Chickering & Sons,
nearly two years ago. Friend Baker and Frank H.
Jenkins complete the trio of hustling Victrola en-
thusiasts.
REPORT A LARGE BUSINESS
In the Thomas Attachment Which Enables the
Owner of an Edison Disc Phonograph to Play
Perfectly Records of Any Make.
(Special to The Talking Machine World.)
Boston, Mass., March 9. — Dealers have been
quick to recognize the value of the new Thomas
attachment which is made for the new Edison disc
machines, to enable the owner to play records of
other manufacture. The Thomas attachment,
which is the invention of Chas. P. Trundy, is being
manufactured and distributed by the F. H. Thomas
Co., 689 Boylston street, this city, a concern of
standing which some time ago added a phonograph
department and now is one of the leading talking
machine dealers in New England.
In chatting about the Thomas attachment, notice
of which appears elsewhere in this issue, Chas. P.
Trundy, the inventor, said : "The special feature of
it is the ball bearing 'joint,' which permits a free
and flexible lateral motion without the aid of a me-
chanical feed. The reproducer joint is of peculiar
formation, and is built to allow 'up and down' play,
Charles P. Trundy.
taking care of inequalities of recording or warping
of the record. The device is made of cast brass
with a five-eighth inch core. It reproduces the full
tone and is giving excellent satisfaction to the
trade."
EDISON DISC SHOWN IN NEW HAVEN.
New Machines and Records Demonstrated with
Great Success in Progressive and Live New
England City by J. W. Scott — Supervisor of
Music of City Schools Enthuses Over Musical
Qualities of New Product in Letter.
f Special to The Talking Machine World.)
New IIavex. Conn., March 10. — Among t' e
demonstrations of the Edison disc machines, one in
is being conducted by J. W. Scott, the well-known
Edison traveling man and the palm room of the
Hotel Taft is crowded at every recital. Among
the audiences one may see many of the Yale pro-
fessors and their families. One of the pleasant
results of the demonstration has come in the form
of a testimonial letter, sent to the A. B. Clinton
Co., 33 Church street, New Haven's oldest Edison
retail dealer, from Professor B. Jepson, supervisor
emeritus of music in the New Haven schools. Pro-
fessor Jepson writes :
"I must confess that I was never more taken
aback in my life than I was at the close of the
Chamber of Commerce lunch at the Taft last Sat-
urday. At the close of the lunch a beautiful so-
prano voice launched into a solo. I was not sur-
prised at that, but very much surprised as I looked
around the room in vain for the soloist. I sup-
posed, of course, that I would find the lady in the
center of a group of men gathered at the rear end
of the room. I was really astonished to find that
the beautiful voice emanated from a phonograph.
To sum it all up, I must say that Edison's new dia-
mond disc phonograph is the 'last word' in the ren-
dition of vocal or instrumental music." »
FIRE IN MONTPELIER.
Bushweh's Book Store Badly Damaged — Loss
$10,000 — Temporary Quarters Secured.
(Special to The Talking Machine World.)
Montpemer, Vr., March 9. — Buswell's Book
Store, which suffered severely from the 'flood a
year ago during the spring freshets, has again
undergone a loss, this time from fire. A fortnight
ago a fire was discovered in the building, and be-
fore it was extinguished the store was badly dam-
aged. During the progress of the fire there was
considerable playing, but it was by the hose and
not by the records, hundreds of which were de-
stroyed as well as some valuable machines. The
store's loss was figured at $10,000, on which there
was an insurance of $7,500. Mr. Buswell imme-
diately after the fire secured temporary quarters
near his old location, and in the meantime the
burned structure will be rebuilt and in a few months
Mr. Buswell should be installed in more beautiful
this city has been creating the greatest interest. It and convenient quarters than before.
Skilled Workmanship Costs More
In BAGSHAW-MADE Needles
17 ROM the time the steel enters our factory (made according
to our exact formula), it goes through the various processes
in the most efficient manner. Most of the work is done by
machinery, but the pointing of the steel before it is cut off into
needle lengths is done by skilled workmen.
It is this personal attention to making needle points that
gives the quality touch to Bagshaw-made needles, and you can
prove the value of this statement by playing Bagshaw-made
needles in comparison with needles of any other make.
If you don't know Bagshaw-made needles, we'll send you
a package for your personal use. Larger quantities may be
obtained through your j obber.
E„abli,bed 1870 w. H. BAGSHAW
Needle Makers Lowell, Mass.
20
THE TALKING MACHINE WORLD.
R. NEWTON JONES^ CLEVER WORK.
Takes Advantage of Visit of Arthur Friedheim,
and This Famous Pianist Listens to His Own
Columbia Records in Mr. Jones' Store.
One of the most enterprising dealers on the
books of the Columbia Graphophone Co. is R.
As indicative of Mr. Jones' policy of up-to-date-
ness, the advertising department of the Columbia
Co. recently received from him the interesting
photograph shown in the accompanying illustra-
tion.
In this picture Arthur Friedheim, the promi-
inent pianist, is shown listening to one of his
sion houses and commercial bankers in New York
are doing a legitimate business and that they are,
in fact, a benefit to the business community. It
was explained by counsel that the proposed bill
had been drafted to help the commercial bankers
and credit men and was aimed directly at those
who solicit the secret assignment of accounts on
the eve of a failure. The committee also approved
the proposed amendment made to the Bulk Sales
law, introduced into the Legislature by Assembly-
man Horton, at the instance of the National As-
sociation, which seeks to make the present act in
this State more on the order of the statute in
Michigan, which has been held constitutional by
the courts.
Arthur Friedheim, Pianist, Listen
Newton Jones, of Oshawa, Ont, Can. Although
located in a small city off the beaten tracks of
large city industry, Mr. Jones has nevertheless
achieved a reputation for. energy and business ac-
cumen that would be a credit to a dealer in the
larger cities in the United States.
ing to One of His Own Records.
own records as played on a Grafonola in Mr.
Jones' store, and although Mr. Friedheim made
but a few hours' stay in Oshawa, Mr. Jones was
successful in securing this photograph which he
is using to excellent advantage in his publicity
work.
TO REGULATE HYPOTHECATION
Of Outstanding Accounts the Subject of a Bill
to Be Submitted in the New York Legisla-
ture— Credit Men's Association of New York
Behind the Measure to Prevent the Secret
Transfer of a Debtor's Accounts.
business house could keep going if it entered into
a deal to pay two per cent, a month for money.
The point was made at the meeting by one of the
speakers that ninety-nine per cent, of the commis-
HORN MACHINES STILL POPULAR
In Australasia and Demand for Hornless Types
Has Had No Serious Effect on Sales — The
Views of S. J. Jackson, of Sydney, N. S. W.
We have become so accustomed to talking ma-
chines of the hornless type in this country that it
is interesting to note that in other countries the
talking machine with the horn is still a factor
of importance and decidedly popular with buyers.
This is true of many countries in Europe, but
more particularly is it true of Australia. S. James
Jackson, of Jackson & Macdonald, Sydney, N. S.
W., who rank among the largest wholesalers of
talking machines in Australasia, in writing The
World recently, remarked :
"Up to the present the hornless talking machine
has had no serious effect on the sale of horn type
machines in Australia, but this is possible because
the bulk of the disc machines sold are of Eu-
ropean manufacture, and until the litigation re-
garding the Holzweissig patents is definitely de-
cided there will be some restriction in the manu-
facture of hornless machines."
As a consequence of the conditions in Australia
there is a great demand for horns, and many in-
quiries are reaching The World office for the
names of manufacturers who can supply our
friends in the Antipodes.
Australians have long been ardent supporters
of the talking machine, and few countries outside
.of the United States, population considered, have
been larger purchasers of records and talking ma-
chines. The people are most musical and are
keenly appreciative of the remarkable advances
made by the manufacturers of the United States
in presenting such perfected products, both in ma-
chines and records, as are turned out to-day by
our manufacturers.
There will soon be another meeting of the legis-
lative committee of the New York Credit Men's
Association to discuss further the draft of the
proposed model bill drawn by Julius Henry. Cohen,
•at the instance of the National Association of
Credit Men, to regulate the hypothecation of out-
standing accounts by preventing the secret transfer
of all or substantially all of a debtor's accounts,
as previously outlined. Following a lengthy dis-
cussion on the various phases of the contemplated
measure by the members of the committee and
others it was decided to allow the members of
the committee and others directly concerned fur-
ther time to consider the matter before taking
decisive action. The bill is also to be considered
by the legislative committees of the five affiliated
associations in New York State. The legislative
committee took occasion to disapprove of the
Greenberg bills, recently introduced into the Legis-
lature.
Secretary-Treasurer J. Harry Tregoe, of the
National Association of Credit Men, commenting
on a letter written by a Baltimore concern to the
effect that the proposed model bill was the result
of the opposition of commercial bankers to the
business of discount companies, said his denial of
this statement could not be made too emphatic. He
said the matter had come up over a year ago,
through frauds perpetrated in Chicago and Mil-
waukee, and from a realization that no legitimate
Record
Service
IS WHAT YOU NOW NEED
Dealing with BUEHN assures you the best in service that
can be had. Stocks of EDISON CYLINDER and VICTOR
DISC RECORDS, both Domestic and Foreign, as complete
as large orders and factory deliveries can make them.
Be convinced and send your order for RECORDS to
Louis Buehn
Philadelphia
THE TALKING MACHINE WORLD.
21
"Tone plus tone-control" comes as near
as ever you will get to a nutshell defini-
tion of what the Columbia is offering and
what Columbia customers are wanting.
{Write for "Music Money," a book "full of meat" for thote
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolwortta Building, New York
LECTURER ATTACKS "CANNED MUSIC" NEW CONCERN IN KANSAS CITY.
Percival Chubb's Lecture Provides Player-Piano
and Talking Machine Dealers with Argu-
ments Showing the Widespread Influence of
Those Instruments — Dealers Discuss Lecture.
(Special to The Talking Machine World.)
Sr. Louis, Mo., March 9— Percival Chubb, for-
merly of New York and now lecturer of the
Ethical Society here, has run counter to the teach-
ings of the talking machine dealers and player-
piano enthusiasts. In a recent Sunday morning
lecture on "The Menace of Low-Class Amuse-
ments and the New Hope Inspired by the Coming
St. Louis Pageant," he denounced player-pianos,
talking machines and moving pictures. The
pageant, it might be explained, is planned as a
gigantic out-of-doors show that will demand the
services of 5,000 actors and will illustrate scenes
in St. Louis history.
But to get back to talking machines. Mr. Chubb
introduced this part of his lecture with the state-
ment that the craftsman of a century ago was
much happier than the working-man of to-day who
learns to make one part of a shoe, and when he
loses his job cannot again work unless he finds a
job running the same sort of a machine. He said :
"He no longer sings at 'his work, as did old Hans
Sachs, the cobbler poet of Nuremberg. He knows
nothing of St. Crispin, his patron saint, and no
longer celebrates the saint's day with his fe'.bw
journeymen in dance and song and ceremonial.
His domestic life is narrowed to a small dimen-
sion. He is an absentee father. Compared with
that of the old-time shoemaker, his culture is
almost nil. His amusements are those of patron-
age and not of participation — bought and not self-
provided; as a consequence it shows a steady tend-
ency toward the machine-made type.
"The phonograph gives music, but it spells death
to the home arts of song and instrumentation, to
the family amateur performances, solos, choruses
and instrumental music. The moving picture play
banishes the living presence, the speaking person-
ality, from the stage. The arts of the theater will
be banished by the mute machinery of the movies.
During the past week there was only one dignifie.l
play in St. Louis, the fourth city of the United
States. This obtains in the first hundred cities of
the United States."
Some of the talking machine enthusiasts said,
"Oh, piffle!" Others who took themselves an:l
their machines more seriously wrote to Mr. Chubb
to express their opinion of a man who saw things
in tli is light, also to tell him some of the things
that the talking machine had done as an educator
and stimulator of public taste.
OPENS STORE IN GLOVERSVILLE, N. Y.
The Darling & Denton Co., who handles the
Victor talking machine line in Gloversville, N. Y.,
held a formal opening of its new quarters in the
Darling Block recently. The demonstrating rooms
for Victor records occupy a section of the second
floor, while Victrolas are on display on the third
floor with pianos and players.
Phonograph Co. of Kansas City, Organized to
Job and Retail Edison Disc and Cylinder
Lines in Middle and Southwest — Salesrooms
Handsomely Fitted Up — Demonstration
Booths of Concrete — Has Wide Territory.
(Special to The Talking Machine World.)
Kansas City, Mo., March 11.— The Phonograph
Co., of Kansas City, has been formed here, and
will job both the Edison disc and cylinder lines in
the Southwest, as well as conduct a retail establish-
ment at 1012 Grand avenue. The company will be
managed by W. P. Hope, who has traveled for the
Edison Co. for ten years past. The identity of
other officers of the company will not be announced
at present.
The jobbing territory of the Phonograph Co., of
Kansas City, will comprise western Missouri, Kan-
sas, Oklahoma, Arkansas, and west to Colorado.
In this territory a limited number of dealers will
be placed, though care will be exercised to keep the
field from being overcrowded and overworked, in
order that retailers of the Edison may be given a
tair opportunity.
The spacious storeroom at 1012 Grand avenue,
which will serve both as retail and wholesale quar-
ters of the new company, is being renovated
throughout, and when completed will be the most
attractive establishment of the kind west of Chi-
cago. A concert hall will be a feature of the first
floor, which will be the retail department. A small
stage will be installed, and the public invited to
drop in at any time to rest and hear a few of their
favorite selections. Desks for the public also will
be provided.
The demonstration rooms will be as nearly
soundproof as human ingenuity has been able to
attain. Each room will be of concrete, and will
be equipped with double glass windows and doors.
The fixtures throughout the establishment will be
particularly handsome, and will be constructed to
order.
The basement, which is light and airy, will serve
as the wholesale department. The basement floor
is on a level with an alley in the rear; this fact
facilitating shipping operations. Wholesaling al-
ready has begun, two carloads of Edison machines
being on hand. The retail establishment will be
ready for occupancy about April 1.
The establishment of the Edison house here adds
a good deal of interest to the talking machine situ-
ation. The Columbia Co. has a branch here, while
the Victor is well represented 'by the J. W. Jenkins'
Sons Music Co. and other piano houses with talk-
ing machine departments. The Schmelzer Arms
Co., which has jobbed the Edison cylinder, will
continue to 'handle that line, the formation of the
Phonograph Co. of Kansas City having no effect
on the Schmelzer affiliations.
The Udell Works, manufacturers of cabinets,
Indianapolis, Ind., paid signal honor to a life of
devoted labor and loyalty to the firm when it closed
down the plant Monday afternoon, March 2, that
all the employes might attend the funeral of Wes-
ley Kinder, sixty-five years old, who died suddenly.
CHANGES IN TWIN CITY TRADE.
W. J. Dyer & Bro. Take Over Talker Depart-
ment of Kohler & Hinrichs — St. Paul Depart-
ment Store Installs Talking Machines —
Opera Season Helps Columbia Record Sales
— Edison Discs in Demand — News of Month.
(Special to The Talking Machine World.)
Minneapolis and St. Paul, March 9— The ex-
tensive talking machine department of Kohler &
Hinrichs has been taken over by W. J. Dyer &
Bro. Kohler & Hinrichs were pioneer distributers
of Victor goods in the Northwest until their busi-
ness was taken over by their creditors. In the re-
organization the talking machine department was
eliminated. The addition of this stock, of course,
is another feather in the cap of the old house of
W. J. Dyer & Bro.
Following the example of two Minneapolis com-
petitors, one of the big department stores in St.
Paul is planning to install a talking machine de-
partment. As a matter of fact, deals already are
closed, but the house is not ready to make a public
announcement. Both Victor and Columbia ma-
chines will be handled. It is understood that the
Minneapolis and Powers stores in Minneapolis are
doing very nicely with their experiment with talk-
ing machines and phonographs.
The Columbia Grafonolas continue to increase
in popularity in the Twin Cities and the North-
west, the $100 Mignonette being a tremendous seller
both in Minneapolis and St. Paul. Over in St.
Paul, Manager C. P. Herdman is stocking up for
the grand opera season.
It happens that many of the principals are Co-
lumbia artists, notable among them being Mary
Garden, Maggie Teyte, Margaret Keyes, Henri
Scott and Hector Dufranne. With such an array
of artists in the city for more than a week, it will
be strange if the record sales do not increase.
Archie Mathies, of the Talking Machine Co., is
carrying on his educational recitals with tooth Vic-
tor and Edison machines in expectation of a suc-
cessful opera season in April. Trade with this
house has been uniformly good even during the dull
period of February, and it is confidently expected
that the coming year will show much greater re-
sults than did 1913.
"We have one big complaint" declared Laurence
Lucker, head of the Minnesota Phonograph Co.,
"arid that is that we can't get goods fast enough.
Since concentrating our talking machine depart-
ment solely on the Edison instruments our business
has been conducted on more satisfactory lines, and
everything would be fine if we only could get the
goods. We are away behind with our regular cus-
tomers and are holding back ten applications for
country agencies, as we are not sure that we can
provide them with stocks."
TO ERECT MONUMENT TO EDISON.
A movement was launched at Sandusky last
week to collect funds for the building of a monu-
ment to Thomas A. Edison, the memorial to be
constructed at Milan, O., his birthplace. It is
planned to dedicate the monument on Mr. Edison's
seventieth birthday.
22
THE TALKING MACHINE WORLD.
The Most Attractive Stock Record System on the Market
It is Practical — An Attractive Fixture — And Made in any Finish
urkey Trc
This photograph shows 5 sections
A ragged looking record stock unnecessary. Reco rd envelopes will soil — put they need not be visible.
MOST COMPACT RECORD RACK EVER DEVISED. Each Section accommodates 1,000 records— size
6' 4" high. 14" deep at the base, and only 36"
wide. 5,000 RECORDS IN THE 15 RUN-
NING FEET shown in cut. PRICE $27.50
per section — F.O.B. New York.
DELIVERY BAGS
STOP BUYING WRAPPING PAPER
AND TWINE. We have SOLD MILLIONS
of these delivery bags. Each bag has a popular
record list on it.
Record buyers MUST READ this list-
either in taking- records home or unpacking the
parcel.
Our Dealers who are using these wrap-
ping" envelopes endorse them most highly, and
give us reports of LARGE CASH SALES
made of records selected from just ONE of
these envelopes. PRICE $11.00 per thousand,
including' imprint of Dealer's name.
STOCK SYSTEM
The record stock s)^stem, which has been
installed by 90% of our larger Dealers, is
something that would pay you to investigate.
It is a system which makes you buy JUST
WHAT YOU NEED— and in making you
know your record stock better, gives you a
GREATER SELLING CAPACITY.
Write us for the system that will DE-
CREASE YOUR INVESTMENT IN SLOA'V
SELLING RECORDS— and PUT THAT
MONEY IN YOUR CASPI DRAWER.
Kb* O^.^-tW l-» A„JZ7'^t,\ am 10 *ft"
W,Y«St-.r!.iiii3jLCT-J,fctfTiS( Prrw'. flBrf( 1J08J 10
i>sr.pk*-To7l-KTtav iwt 8^1 ■160SB 10 *fl'7i
•■ ■ A^hz!>ZV,b>Zt'\17'1'^ "J *°T5
No.
005
^ . NEW YORK TALKING MACHINE COMPANY
*^^fc>. "HOME OF THE VICTOR" ,
and 63 Rode St
Worth:
Catalogues mailed upon request-
New Ywk City
NEW YORK TALKING MACHINE COMPANY
81 Chambers Street, New York City
THE TALKING MACHINE WORLD.
23
MORE COMPLETE STOCKS AVAILABLE IN PHILADELPHIA
Jobbers and Dealers in Better Position to H
son Disc Phonographs Plan Active Cam
Interest on Instalment Sales — Pennsylva
andle Large Business — New Agents for Edi-
paigns for That Line — To Try for Fixed
nia Talking Machine Co. Plans Improvements.
A NEW DEMONSTRATION IDEA.
Machines Placed in Rest Room of Famous-Barr
Co. Serve to Attract Numerous Prospects for
Department — Capable Salesmen, with Mind
Reading Ability, Placed in Charge.
(Special to The Talking Machine WorldJ
Philadelphia, Pa., March 10. — The Philadelphia
talking machine business during the month of Feb-
ruary was most satisfying, and in every case the
dealers report a considerable increase over last
year, some of them having almost doubled their
business of a year ago in spite of the very bad
weather that prevailed during the end of the
month.
About the only change in the situation during
the month was the taking on, by several of our
most substantial firms, of the Edison disc phono-
graph. Ramsdell & Son were the first of the piano
houses to install the instrument, and while they
have built no booths for its display, they have re-
arranged their warerooms in such a way that they
can handle a full line of the Edison as well as a
complete library. Already they report a most sat-
isfactory sale of these instruments.
The Cunningham Piano Co. has entered into
the business on a large scale. It has given
over a considerable space on one side of its first
floor wareroom, and has built several very at-
tractive booths, and is advertising the Edison in
many dififerent ways, notably with an attractive
electric sign in its window. The Cunningham
Co. never does anything in a half way, and it
will give the Edison a representation which will
be bound to bring it trade. It has placed
Mrs. M. L. May in charge. Mrs. May was former-
ly in charge of the Edison store on South Twelfth
street, and is an enthusiastic Edisonite, and well
capable of looking after the Cunningham depart-
ment.
These are the only two firms who thus far have
gotten in a stock of Edisons, but there will be a
number of others to follow. N. Stetson & Co.
will handle the Edison, but they have not yet
made the necessary preparations. Strawbridge &
Clothier will handle it if they will be able to get
the required space. As it is they are very much
crowded for room, for they now have a complete
stock of Victor and Columbia machines as well
as records made by both companies.
Strawbridge & Clothier will make a number of
changes in their department. They have at present
four large hearing rooms, entirely too large for
requirements, and they will partition each room
and make eight separate rooms, and then they will
build a room at the rear of their grand organ,
which will be used exclusively as a record room,
and they will remove all of their records from
their present position.
H. A. Weymann & Sons report that they have
been receiving shipments from the Victor in good
quantities the past week, which has enabled them
to fill a good portion of the orders that have been
placed on schedule. They report that their Victor
business in February was more than double that
of the corresponding month of last year, which is
considered remarkable when taking into consid-
eration the scarcity of the supply. When placing
their advance order with the Victor Co. for
March records and also the special dance records,
they anticipated re-orders from their dealers and
ordered their stock accordingly, which enabled
them, much to the satisfaction of their dealers,
to fi.ll all their repeat orders in full and make
shipment the day the orders were received.
"There is no question in my mind." says Harry
Weymann, referring to the effort to get the dealers
to charge a six per cent, on deferred payments,
"but that we will be able to bring about the project.
It is not likely that we will be able to get the
dealers to agree as a body to charge this percent-
age, but each individual will agree to this proposi-
tion and thus evade any complications at Wash-
ington. There is no doubt that the small dealers
will soon follow suit when the larger dealers take
the initiative. An effort will also be made to have
the dealers refrain from educating the public, in
their advertisements, to know that talking ma-
chines can be purchased for $10 down and $10 a
month. Of course, where there should be excep-
tional cases where this was done, it would not hurt
us all as it does to-day, for there are lots of people
who would come in and pay cash if the customer
knew that it was the rule to charge six per cent,
interest on deferred payments."
- The Pennsylvania Talking Machine Co. has had
an exceptional February business. It has shown
a hundred per cent, increase over last year, and
the attractive record list of the past three months
has in a great measure been responsible. The firm
has been contemplating elaborate changes in its
warerooms, but has not been able to put these into
effect for the reason that it did not want to dis-
turb business, and thought it best to wait to the
end of the opera season and the close of the Metro-
politan box office. It will build a gallery on
the first floor, with a seating capacity for several
hundred persons, where concerts will be given
daily. It will be able to do this on account of
the extreme height of its ceiling and yet not inter-
fere with the convenience of its regular ware-
rooms. Manager Eckhardt has gone West on a
business trip of a week's duration.
Louis Buehn reports that he has had a most
satisfactory month in February, and ran about ten
per cent, ahead of last year in spite of the con-
tinued shortage of machines and records. He has
been doing especially well with the Edison dictating
machines and has placed a number of additional
machines with the Pennsylvania Railroad, the Link-
Belt Co.. the Biddle Hardware Co., and other
prominent concerns.
COLUMBIA WITH ATHER TONBYRD CO.
The Columbia Co. closed a very important deal
this week when arrangements were consummated
with the Atherton-Byrd Co., of Haverhill, Mass.,
whereby this prominent and successful furniture
house will handle a complete line of Columbia ma-
chines and records. This same company handles
the Columbia products in Worcester, Mass., and
Lewiston, Me., and its success has been so em-
phatic that it has enlarged both departments since
it was first opened a short while since. The
Atherton-Byrd Co., caters to a high-class furniture
clientele, who evidently appreciate the merits of the
Columbia machines and records.
i
(Special to The Talking Machine World.)
St. Louis, Mo., March 9.— Manager Ligon, of
the Famous-Barr Co.; is getting some advertising
from a novel plan of entertaining the visitors in
the great department store's rest room. Perhaps
2,000 persons a day pass through this rest room
and most of them stop to rest, to wait for some
one or merely to loiter. Recently a player-piano
and an Edison disc and Victrola have been placed
there with one of the floor salesmen of the piano
department in general charge.
A steady concert is given with the piano and
talking machines alternating. If Messrs. Bollman
and Harcourt, who usually are in charge of the
demonstration, see any persons taking more than
ordinary interest in the music they do a mind
reading stunt and put on the selection that they
think will strike home best. For instance, if the
man is wearing a G. A. R. badge, they put on
"Marching Through Georgia." If the veteran
shows gray in his clothing, it is "Dixie." The wo-
men's walk often shows whether they are guilty of
tangoing or merely walking up the aisle in church.
Anyway a guess is ventured, and no one is the
wiser if it misses, but if a hit is made the person
often walks over to talk about it. The instant the
person asks what make machine or player or what
tune it is, there begins a lock step toward the
elevator and on the sixth floor where all of the
musical instruments are sold. The other salesman
is keeping a weather eye out and he takes the
next elevator to the rest room to stand guard.
The possible customer who inquired for details is
given opportunity to look over the stock of talk-
ing machines, player-pianos, records, rolls or what-
ever may have struck his or her fancy, and a good
many times money changes hands before time is
called. As a business getter, this informal stunt
produces better results than the formal concert.
RETURNS FROM EUROPE.
Edward N. Burns, vice-president of the Colum-
bia Graphophone Co. and manager of the export
department, is due back in New York March 15
on the steamer "Imperator" after a five weeks'
trip to Europe. E. E. Robinson, the well-known
traveler for the Columbia export department will
arrive in New York next Tuesday after an eight
months' stay in the Orient, where he closed an 'ex-
cellent business and established ttiany new agencies.
Ask Us What We Mean
Accuracy Correctness Despatch
VERSUS
Overworked Efficiency
Have built our wholesale Victor Talking Machine
BUSINESS
No time lost if you order of us. Our
Record Stock Exceedingly Complete.
Our Machine Stock Exceptionally Large.
Silas E. Pearsall Company
FACTORY
PRODUCTS
18 West 46th Street
NEW YORK
Ask Us What We Mean
24
THE TALKING MACHINE WORLD.
MUCH INTEREST IN EDISON DISC JOBBERS' ASSOCIATION.
Jobbers Throughout the Country Quick to Realize the Importance and Desirability of the
New Organization and to Apply for Membership — Association Headed by Men of Rec-
ognized Standing in the Industry and in a Position to Accomplish Much Good.
The formation in New York last month of the
Edison Disc Jobbers' Association, as was an-
nounced in _the February World, has aroused
great interest on the part of Edison disc job-
bers and dealers throughout the country as mark-
H. H. Blish, President.
ing a distinct forward step in the presentation of
the new Edison product to the trade and to the
public.
Organized by a group of jobbers recognized as
representative of the most substantial and best ele-
ment of the trade, the new association has im-
pressed the trade with its importance, with the
result that those Edison disc jobbers who were
unable for one reason or another to attend the
sessions in New York last month have been quick
to advise the officers of the organization of their
F. H. Silliman, Treasurer.
interest and desire to become affiliated with the
body.
The result of concerted effort on the part of
the Edison disc jobbers throughout the country in
presenting the new disc proposition to the dealers
and to the public is evidenced in the wonderful
success that has attended the campaign up to this
point, both in the matter of signing up dealers of
standing and also in reaching the retail buyers.
In all this the jobbers and the factory have
worked together, following the meeting of the
Edison disc interests held in New York last fall,
and the value of a permanent organization for the
discussion and development of campaigns and for
taking up any other matters of interest and im-
portance to the trade at large is to be appreciated.
As announced in The World last month, the
association is headed by H. H. Blish, one of the
prime movers in its organization, and whose com-
pany, Harger & Blish,- of Des Moines, la., has
for years been a recognized factor in phonograph
circles throughout Iowa and a large section of
the Middle West. F. H. Silliman, of the Pardee-
Ellenberger Co., New Haven, Conn., and Boston,
Mass., has for years been one of the most active
figures in the trade throughout New England, and
H. G. Stanton, the secretary, is with the R. S.
Williams & Sons Co., Ltd., Toronto, Ont., one
of if not the most prominent concerns in talking
machine and phonograph fields in Canada. C. B.
Haynes, head of C. B. Haynes & Co., Richmond,
Va., and the vice-president of the association, is
one of the pioneers in the trade in Virginia and the
Carolinas and enjoys an enviable position in that
field In addition to the four officers named, the
executive committee includes Laurence H. Lucker,
of the Minnesota Phonograph Co., Minneapolis.
H. G. Stanton, Secretary.
Minn.; C. E. Goodwin, of the Phonograph Co.,
Chicago, and B. W. Smith, of the Phonograph
Co., Cincinnati, O., all men of recognized standing
in the industry.
The Edison disc jobbers have at the head of
their association men ewith ideas who have proven
their ability to accomplish the results desired. The
future of the organization will be watched with
interest.
FROM WINTERTO SUMMER.
Several Members of Local Talking Machine
Trade Escape Some of New York's Winter
Weather by Sojourning in Bermuda.
J. H. Dodin, in charge of the talking machine
department of Gimbel Bros., under Manager
George W. Morgan, who has been spending sev-
eral weeks at Hamilton, Bermuda, accompanied by
Mrs. Dodin and a party of friends, returned to
"Old New York City" just in time to "enjoy" the
worst storm of the winter. There was quite a
little convention of talking machine men in Ber-
muda about the middle of February, the "conven-
tioners" being E. Paul Hamilton, manager of the
piano and talking machine departments of Loeser
& Co., Brooklyn, N. Y., with Mrs. Hamilton, Sol.
Lazarus, the well-known dealer of New York, and
Thomas Green, the popular Victor Co. salesman,
accompanied by Mrs. Green.
In all your dealings, remember that to-day is
your opportunity; to-morrow some other fellow's.
IMPORTANT ALBUM IMPROVEMENTS.
George Bates, of the New York Album and Card
Co., Inc., Tells of the Improvements Re-
cently Made in Company's Specialties.
"After extended experimentation and tests we
have decided to equip our talking machine record
albums with leather-covered ring pulls in the future,
instead of metal ones," said George Bates,
of the New York Album and Card Co.,
Inc., 23 Lispenard street, New York. "In
addition to being considerably more attrac-
tive than the metal pulls, these leather-cov-
ered ring pulls eliminate any possibility of scratch-
ing the talking machine cabinet or furniture,
as happens so frequently when the metal pull is
used. This new ring pull is finished to match the al-
bum perfectly in color, making it most attractive and
doing away with the glare of the metal pull, which
has been the cause of considerable annoyance to
talking machine owners. The elimination of all
chances of scratching the highest polished cabinet
or piece of furniture is in itself an advantage that
will doubtless be recognized by the dealers through-
out the country."
The New York Album and Card Co., Inc., which
was incorporated last month, takes the place of the
New York Post Card Album Manufacturing Co.,
continuing the business at the same address with
the same officers and organization.
NEW YORK'S EDISON JOBBING CENTER
Will Be Located at 473 Fifth Avenue — Will Not
Be Ready for Occupancy Until Late in the
Summer — Lease Signed This Week.
A ten years' lease of the property 473 Fifth ave-
nue, between Fortieth and Forty-first streets, New
York, was signed this week. When the building
is reconstructed it will constitute the Edison job-
bing headquarters in New York City. The lease
was signed by Babson Bro.s., of Chicago, but it
is said that the new jobbing center in New York
will not be operated under this name. Full details
of this new Edison move, which is of interest to
New York talking machine men, will appear next
month. The building will not be ready for occu-
pancy until late in the summer.
NEW COLUMBIA "JEWEL."
The Columbia Co. will make the first public an-
nouncement of its new "Jewel" machine through
the medium of a striking advertisement in the
March 21 issue of the Saturday Evening Post. In
addition to featuring this popular $35 machine, this
advertisement will offer a special $50 combination,
including the "Jewel," twenty records, two record
albums and 1,000 needles. In a letter to its trade,
the Columbia Co. suggested the advisability of
placing orders for "Jewels" immediately.
A VISITOR FROM M1DDLET0WN.
( )ne of the many visitors last week to the offices
of the Columbia Graphophone Co. was President
Holmes, of the Holmes Music Co., Middletown,
N. Y., an enthusiastic Columbia representative.
Mr. Holmes placed a substantial order for Colum-
bia products, as he contemplates enlarging his Co-
lumbia department in the very near future to
accommodate a fast-growing business.
OPTIMISTIC OVER^ONDITIONS.
John Dorian, the popular treasurer of the Co-
lumbia Co., returned Tuesday from one of his
frequent trips through the South and West. A
keen student of industrial conditions, Mr. Dorian's
optimism regarding his recent trip is a certain in-
dication of good times with the Columbia dealers.
The Morse clarifier, made by Morse Bros., of
Minneapolis, Minn., is an., attachment for talking
machines that consists of a number of small gradu-
ated pipes, so calculated in length as to bring vi-
brations to a hearer's ear up to the point where
resonance occurs. It is built in several models so
that it can be attached to all talking machines,
where its function is to clarify sound reproduction.
Many a man muds himself trying to splash his
competitor.
THE TALKING MACHINE WORLD.
25
CLEVER WINDOW DISPLAY
Made by the Columbia Graphophone Co. Branch
in Cleveland, of Which G. R. Madson is Man-
agei Its Originality of Arrangement Wins
Praise of Prominent Business Men — Great
Business Getter for the Featured Records.
( Special to The Talking Machine World.)
Cleveland, O., March 7.— The accompanying-
photograph will give a fair idea of the originality
and beauty of the latest window display presented
FLOODS HURT COAST TRADE
Particularly the Southern Section Where Great
Losses Occurred — Talking Machine Dealers
Report Increasing Interest in This Line at
All Points — An Interesting Budget of News
from Southern California Territory.
(Special to The Talking Machine World.)
Los Angeles, Cal., March 7. — The unusually
heavy rains, which were so destructive and did
such a tremendous lot of damage, caused a slump
in all business affairs, including the sale of talking
machines and records. Old settlers claimed it was
the worst storm of its kind in Los Angeles. All
of the surrounding towns were completely isolated
for several days, causing a general tie-up of the
railroads and electric lines. Many people lost their
homes and property throughout the Arroyo Seco
section.
Barker Bros.' Furniture Co. has just moved its
talking machine department into the main store
building, and has equipped it in the most up-to-
date fashion. Several soundproof rooms for
demonstration purposes have been lavishly fur-
nished and fitted with very attractive displays of
Columbia and Edison goods.
Chas. S. Ruggles, local manager of Sherman,
Clay & Co., is around after being laid up with a
sprained ankle.
W. L. Davenport, of Chihuahua, Mexico, re-
cently arrived in Los Angeles from Hermosillo.
where he has had a very flourishing talking ma-
the Gingham Gown" ; directly in back of this doll
is a toy express train containing three kewpies,
with the name of "Honeymoon express." Then
follows dolls dressed and arranged to illustrate the
following records : "What Do You Mean, You
.Lost Your Dog?" "You're a Great Big Blue- Eyed
Baby," "Peg o.' My Heart," "Oh, You Million Dol-
lar Doll," "Where Did You Get That Girl?" "Kiss
Me Good Night," "On the Old Front Porch," "Get
Out and Get Under," "Sit Down, You're Rocking
the Boat," "When Silas Did the Turkey Trot to
Turkey in the Straw."
chine business, but has been compelled to give it
up and get out, as the present conditions in Mexico
were too hot for him.
Baxter & Northrop have recently made a change
in their talking machine department by appointing
E. L. Dornseiff manager of the department. Miss
Annie M. Pennick, who was formerly connected
with the Portland, Ore., branch of the Columbia
Graphophone Co., is now one of the sales force.
The 'Southern California Music Co. reports
through its manager, O. A. Lovejoy, a very good
wholesale and retail trade. A very unique and
attractive window display from February 9 to 16
marked the celebrating of the sixty-seventh birth-
day of Thomas A. Edison. In one window was
displayed the Edison disc machine, the Edison
cylinder machine and the Edison home kineto-
scope. The other window showed the equipment
of a modern office using the Edison dictating ma-
chine. Another feature was the giving away of
several thousand buttons with just the figures
"67," indicating the sixty-seventh birthday of Mr.
Edison. An attractive demonstration of the same
goods was given at the Los Angeles Business
Show the week following.
W. F. Stidham, manager of the Columbia
Graphophone Co.'s local branch, reports a very
active February business, the results being a ma-
terial increase over the business of the same
month of last year. The demand leans very
strongly to the higher priced instruments.
G. Stewart Pooler, connected with the selling
force in the talking machine department of the
Geo. J. Birkel Co., has been shipping over somt
of the best deals of the season in the Victor line.
The Edison Coast representative, A. V. Chand-
ler, spent a few days in Los Angeles, then leav-
ing for the Imperial Valley and Arizona.
Throughout his travels Mr. Chandler has found
the Edison disc machine to be very popular.
E. C. Polk, from Sidney, Australia, visiting Los
Angeles for a short time, is much interested in the
Edison disc line, which he would be much pleased
to gain the privilege as a dealer in his section.
Newton I. Hancock, traveling representative for
the Columbia Graphophone Co., of this city, re-
turned from a trip through all Southern California
and Arizona, reporting a very satisfactory condi-
tion of the talking machine trade.
INTRODUCE AUTOMATIC STOP.
Standard Gramaphone Appliance Co. Exhibits
New Stop at Industrial Show in Brooklyn —
Described in Detail by Manager Thomas
Kirkman — Simplicity a Strong Feature.
The Standard Gramophone Appliance Co., 173
Lafayette street, New York, manufacturers of the
Standard fibre needle cutter, which has scored a
most gratifying success in the short while it has
been on the market, placed on the market last
month a new automatic stop, which is designated
the Standard. This new stop was exhibited for the
first time at the Loeser & Co. booth at the Brook-
lyn Pure Food and Industrial Exposition, which
took place the first two weeks of this month, and
attracted considerable attention and praise.
In introducing this new stop, Thomas W. Kirk-
man, manager of the Standard Gramophone Appli-
ance Co., remarked : "One of the most important
features of our new stop is its extreme simplicity,
which is indicated by the fact that it weighs but
one and one-half ounces. This stop does not mar
the appearance of the machine in the least, as its
mechanism is so arranged that all the screws are
invisible and leave no marks on the machine itself.
We have tested this stop thoroughly before plac-
ing it on the market, and can now assure the trade
that the new Standard automatic stop will positive-
ly perform all that is claimed for it."
The new Standard stop is manufactured in two
styles, nickel-plated and gold-plated, the former is
marketed to retail at $2, and the latter at $3, with
the usual discounts to the trade.
A CANADIAN CORPORATION.
The National Talking Machine Co., Ltd., Winni-
peg, Man., has incorporated as wholesale, retail
and jobbing dealers in talking machines and ac-
cessories, with capital stock of $-50,000. Incorpo-
rators : Aylmer Everett Dilts, Alexander B. Alex-
ander, David Wilson, Herbert E. Soal and Albert
C. Ferguson.
EXPERIENCED RECORDER WANTED
Wanted, a high-class, experienced
recorder. State experience and salary.
Address Martin Connor, 156 West
Washington St., Chicago, 111.
RECORD MAKER WANTED
Wanted, a high-class, experienced
record maker. State experience and
salary. Address Martin Connor, 156
West Washington St., Chicago, 111.
Columbia Co.'s Very Striking
at the local store of the Columbia Graphopho.ic
Co.,. 013 Euclid avenue. George R. Madson, man-
ager of this store, has been congratulated by many
prominent business men on the exceptional char-
acteristics of the display, and J. McClelland, of the
local sales staff, who designed the window, has
been the recipient of general "praise and commenda-
tion from local members of the trade.
The window consists of a flooring of moss, with
gravel walks, and contains the following arrange-
ment of dolls and kewpies illustrating various rec-
ords. Beginning at the left, there is a doll dressed
in a gingham gown, with the label. "The Girl in
nd Individual Window Display.
The window has been in use for the past two
weeks, and Mr. Madson states that it has been an
absolute business-getter, the particular records
mentioned having met with a remarkable sale. The
cost of the window was exceptionally low, $1.10
being the entire expense for this beautiful display.
William Taylor, Sons & Co.. Columbia dealers in
this city, furnished and dressed the dolls and were
very glad to do so, as the window has been an ex-
cellent advertisement for them in connection with
their doll and kewpie department. The dolls are
designed in a clever fashion, bearing apt reference
to the songs they represent.
WANTED
Job lots of any make talking
machines and records.
Will buy for cash second-hand
machines, shop-worn records and
supplies. Correspondence strictly
confidential. Give full particulars
and lowest price. Address "Cash
Buyer," Talking Machine World,
220 So. State Street, Chicago.
26
THE TALKING MACHINE WORLD.
INTEREST ON INSTALMENT SALES
Formed the Subject of Discussion at a Meeting
of the Managers of the Leading Talking
Machine Houses in Chicago — Sense of Meet-
ing That Six Per Cent. Interest Rate Should
Be Charged on All Deferred Payments.
(Special to The Talking Machine World.)
Chicago, III., March 12. — Pursuant to a call by
L. C. Wiswell, a meeting of talking machine man-
agers in the loop district was held at Kuntz-
Remmler's this afternoon to consider various mat-
ters affecting the retail trade. The principal sub-
ject of discussion was the matter of interest on
instalment sales. It developed that some concerns
have been charging interest invariably while others
have waived it providing the entire amo.unt was
paid up in a specified number of months or if in
the monthly payments a stipulated minimum
amount was maintained.
It was the general sense of the meeting that all
such exceptions were against the best interests of
the trade, and that in the future a 6 per cent, in-
terest rate should be charged on all deferred pay-
ments. It is believed that all of the concerns in
the loop will take the same view. In fact, since
the meeting several of the absent managers have
been communicated with and have so expressed
themselves. Those present were : L. C. Wis-
well, Lyon & Healy; F. A. Siemon, Wurlitzer Co.;
Ed. Smith, Kimball Co. ; George Davidson, Talk-
ing Machine Shop; G. H. Bent, George P. Bent
Co. ; P. T. Stark, P. A. Stark Piano Co. ; Leonard
Hall, John A. Bryant Piano Co.; E. A. Fearn,
Tresch, Fearn & Co., and George C. Vining.
Other matters were suggested, but lack of time
prevented adequate discussion. Another meeting-
will be called in the near future at which the mat-
ters of terms of instalment sales and allowances
on second-hand machines will be considered. The
formation of a permanent association was not
broached at the meeting, but it is not improbable
that such an organization may result.
This movement has nothing whatever to do with
the old Chicago Talking Machine Dealers Asso-
ciation composed entirely of dealers outside the
loop district.
THE GRAFONOLA CO., INC.
Organized in Cleveland — Takes Over Columbia
Store at 913 Euclid Avenue, Cleveland, and
Will Feature Columbia Goods Exclusively.
(Special to The Talking Machine World.)
Cleveland, O., March 10. — The present Colum-
bia store, at 913 Euclid avenue, has been purchased
by the Grafonola Co., Inc. C. A. Routh, who was
assistant manager of the Columbia, is at the head
of the new company, and will handle Columbia
goods exclusively.
Flereafter, the Columbia Co. will confine itself
to the wholesale and distributing business exclu-
sively. The new store is on the fourth floor of the
new mammoth Kinney & Levari Building.
The H. M. Brainard Piano Co. will open at
1817-19 Euclid avenue on April 1, with a complete
line of Columbia goods.
JOHN McCORMACK WAS GUEST
Of the Southern .California Talking Machine
Men's Association at Banquet at Union
League Club on Way East from Australia —
Given a Great Welcome — Evening Was One
of Keen Enjoyment to All Present.
(Special to The Talking Machine World.)
Los Angeles, Cal., March 7. — The Southern
California Talking Machine Men's Association
gave a banquet at the Union League Club on the
evening of February 13 in honor of Mr. and Mrs.
John McCormack, the great Irish tenor, who is
just making his tour through the entire country.
Aside from Mr. and Mrs. McCormack there were,
present Chas. F. Wagner, manager ; Donald Mac-
beath, violinist, and Vincent O'Brian, pianist; L.
E. Behymer, impresario, and his private secre-
tary, Miss Rena McDonald.
After the sumptuous repast short talks were
John McCormack.
given by E. P. Tucker, manager of the Wiley B.
Allen Co.; C. H. Rundel, secretary of the South-
ern California Music Co., and Impresario L. E.
Behymer. Mr. McCormack gave a very interest-
ing talk pertaining to the value of educating the
people to a higher standard of music, stating that
Irish music was not all jigs and reels, but real
folk lore of Ireland. Mr. McCormack says this
was the first time he was ever entertained by any
talking machine association of this kind.
So impressive and congenial were the characters
of this great artist and his little wife that it made
a strong impression upon the members, their wives \
and friends of the association, that they unani-
mously elected Mr. and Mrs. McCormack to hon-
orary membership.
Through the courtesy of Mr. Behymer all mem-
bers of the association that were present "at the
banquet were given tickets to the McCormack
concert, which was immensely enjoyed by all who
attended.
This Talking Machine Men's Association, under
the official direction of Sibley G. Pease, president;
B. H. Burke, vice-president; H. H. Fish, secre-
tary and treasurer, and Lo.renz Dornseiff, assistant
secretary, has proven to be a great help in the
talking machine trade. It is a little over three
years old, with a membership of nearly a hun-
dred,' composed of both employers and employes.
General questions pertaining to the welfare and
condition of the trade are always under discussion
and advisement, which has proven to be a great
civic center for the talking machine trade.
APPOINT NEWJ^DISON AGENTS.
Four Connecticut Houses Take on the Edison
Disc Line — J. W. Scott's Effective Work.
Reference is made elsewhere in this issue to the
success scored by J. W. Scott, special representa-
tive of the phonograph sales department of Thomas
A. Edison, Inc., in New Haven, Conn., where he
has interested thousands of people in the new
Edison disc phonograph. His recitals have at-
tracted a great deal o.f interest and have been the
subject of considerable mention in the New Haven
papers.
During his stay in New Haven Mr. Scott closed
a number of new agencies for the Edison line,
among others the Calder Music Shop, one of the
best equipped establishments in New Haven, which
will give the Edison line a strong representation ;
the Alfred Fox Piano Co., which has stores in
Stamford and Br.dgeport, and C. L. Pierce & Co.,
of New Britain. These establishments placed large
initial orders for Edison disc phonographs and
records.
.Mr. Scott is quite a veteran in the phonograph
field, having been associated with the Edison inter-
ests for over fifteen vears.
MASTERPHONE POPULARITY.
Demand for Fibre Needle Masterphone as Well
as Original Steel Model Is Enormous — Prom-
inent Dealers Are Placing Large Orders.
"The demand for the Masterphone is steadily in-
creasing, both in the original steel model and the
fibre needle styles," said an official of the Master-
phone Corporation, 187 Broadway, New York. Al-
though the fibre needle Masterphone has heen on
the market hut a short time, we have been unable
to supply the demand for it, and at the present
time are behind on our orders. From all parts of
the country we are in receipt of letters. from promi-
nent talking machine dealers, speaking in the high-
est terms of the improvement that is noticeable by
the use of the Masterphone on all classes of
records.
"The steel needle Masterphone is now being
marketed by dealers in practically every fair-sized
town in the country, and the consistent advertising
that we have been placing in the national mediums
has been of considerable benefit to our patrons in
producing inquiries that resulted in ready sales."
Schafford
Record
Albums
17 new style cut envelopes, bound in
either brown silk cloth or imitation
leather in any color. Strongest bound
Album made. Schafford Albums are of
the highest quality and should not be
confused with lower-priced, inferior
albums.
Send for sample and prices. The quality
will surprise you.
SCHAFFORD ALBUM CO., 27-29 Walker St., NEW YORK CITY
THE TALKING MACHINE WORLD.
27
RELATIONS OF DEALER AND JOBBER AND VICE-VERSA.
W. E. Kipp, President of the Kipp-Link Phonograph Co., Indianapolis, Discusses "What
Should a Dealer Expect of a Jobber; and What Should a Jobber Expect of a Dealer"
in Current Issue of Phonograph Monthly — His Views Are Interesting to the Trade.
When asked to write on this subject, I knew it
was one that could be made to cover many pages.
It is not only a very broad subject, but one that
carries with it an endless number of changeable
conditions ; and it must be remembered also that
opinions along these lines vary quite a great deal.
I will therefore attempt to give my views on the
subject in the fewest possible words.
First, I think that the dealer expects, and has
every right to expect, that his jobber should carry
a stock of goods at all times which is sufficiently
large to meet his trade requirements. The jobber
should remember that he is after all the dealer's
real friend and support in the business and the one
on whom he depends always for complete informa-
tion regarding the line, as well as to furnish the
goods promptly. The jobber should therefore al-
ways be prepared and willing to give the dealer
every service possible.
He should pay particular attention to the small
details wriich so often the dealer needs help on.
He cannot be too careful to be prepared at all
times to furnish all of the smaller repair parts as
well as the larger and more staple items on a
moment's notice; also, be always fully equipped
with printed matter. The little items are the ones
that the dealer often needs just as badly as a large
order.
To do all these things the jobber is sometimes
entirely at the mercy of the manufacturers and is
helpless to give good service, because of his ina-
bility to secure a stock equal to the dealer's de-
mands. However, it still remains true that some-
times the jobber has failed to anticipate properly
what will be expected of him, and in this way he
causes his dealers an annoyance that should be
avoided. I do not believe there are very many-
Edison jobbers operating these days who are guilty
of mistakes of this kind, as they have all known
for a long time what a powerful and attractive line
the Edison goods have developed into, and for this
reason they are not only willing, but are constantly
endeavoring to carry more liberal and complete
stocks.
The dealer in my opinion has a right to expect
good, honest advice from his jobber at all times
as to what he should order and carry in stock.
The jobber cannot always be depended on in this,
but he is usually fairly able to know where one
dealer's opportunities to handle certain items in
the line are far better than those of another dealer.
I think, therefore, that the jobber should always be
as frank and conservative with his dealers as pos-
sible, and guide them toward carrying an at-
tractive and complete stock, but no larger than is
necessary in his locality. In this way he helps keep
the dealer from becoming overloaded with un-
salable goods. (Overloading a dealer always creates
a feeling of uncertainty and should be avoided.)
The jobber, I think, should always be willing to
go out of his way to help his dealers overcoming
certain troubles which the dealer seems to be un-
able to cope with. He can do this because of
his thorough knowledge of the business. The
jobber should bear in mind that he is devoting
practically all of his attention and effort to this
one line of goods, while a great number of the
dealers only carry Edison goods in addition to
many other lines. For this reason it cannot be
reasonably expected that the average dealer is as
well posted as a jobber. It is perfectly true that
when any important changes take place in the line
that the factory immediately sends complete bulle-
tins describing such changes to all of the trade.
The jobber usually absorbs this information and
makes it an important part of his business, while
the dealer very often looks the bulletins over, takes
it for granted that it is of no great importance, and
soon loses sight of the information it contained.
Right here is one of the important features of the
jobbing business, and where the jobber should al-
ways be prepared to give information to the dealer
that happens to need it.
There are many dealers who are unable to carry
a complete stock of all the different types of ma-
chines, but who might have good prospects of sell-
ing some of the finer styles if they could show
their customers the article itself. It is impossible
for the jobber to send these fine machines out to
the dealer on approval, and I believe, therefore,
that every dealer should be made to feel thoroughly
at home to send such prospective buyers directly to
the jobber, and I think that the jobber should
use every possible effort to help that dealer land
the sale. In other words, the dealer should be
made to feel that the jobber's display room is also
his, and that every service will be rendered his
customers should he send them to the jobber.
Having been in the jobbing business for a num-
ber of years myself, I have had the opportunity
to make many personal calls on most all of my
dealers, and I have heard many complaints from
some that were, indeed, well founded; then again
I have heard many that were not.
A dealer should remember that the jobber is not
a performer of miracles, but just an ordinary hu-
man being like most any other fellow ; that he has
an endless amount of trouble to take care of just
the same as every one else. The dealer should re-
member that the jobber is always trying to do
the very best he can to deserve that dealer's busi-
ness. It should be remembered that he is simply a
middle man in the phonograph proposition; one
who buys and pays outright for the goods he has
to sell.
The dealer should always keep in mind that the
jobber's risks are terrific, and that he very often
has every dollar he owns at stake ; in most in-
stances Edison jobbers have absolutely nothing else
to depend upon for a livelihood.
The dealer should remember also that the job-
ber's profits are very limited. It can easily be
seen, therefore, that the jobber needs every dollar's
worth of business that he can get.
I think that when a jobber is doing all he can
to please a dealer and is giving him good service
that it is absolutely wrong for that dealer to trans-
fer his business elsewhere. Of course, if the jobber
is unable to give satisfactory service or should be
neglectful, the dealer is perfectly entitled to seek
elsewhere for the goods.
Another demand that the dealer should not make
on his jobber, and which is always an imposition,
is to ask the jobber to send goods on approval.
This is unfair to the jobber because his greatest
endeavor at all times is to keep his stock clean
and fresh looking and in its original factory pack-
ing. Further than this, the jobber may receive de-
mands most any time for the very goods that
might go out on approval, and then lose opportuni-
ties to make bona fide sales on these goods; all of
which robs him of profits, that he is justly en-
titled to.
The greatest handicap that the dealer can pos-
sibly work on the jobber, after all, is to neglect
paying his bills promptly. The dealer should re-
member that the jobber is buying from a company
who insists on prompt settlements, and strictly ac-
cording to their contracts. As his profits are very
small and his expenses very heavy, it is wrong to
abuse the jobber by holding him up in favor of
some other creditor. Simply because the jobber
has trusted the dealer with a liberal line of credit
should make that dealer many times more anxious
to send in returns promptly -and so prove his ap-
preciation.
As I said 'at first, this subject is one that could
be made to cover many pages, and I realize there
are many points at issue that I have not covered ;
but to sum up the whole matter, I would say, the
dealer has a right to expect every attention, help
and courtesy that the jobber can possibly give;
that he in return should be as fair and liberal-
minded with the jobber as he possibly can.
I believe that to-day a better understanding along
these lines exists between the two than ever before,
and I hope it may be improved as we go along.
READING THE CHECKERBOARD.
The story is told of a certain merchant who had
dined and wined to the limit found his way home
in the wee sma' hours. He reached the library
just as he heard his wife's footsteps at the head
of the stairs leading to her bedroom. He hastily
reached for a book from the library shelves,
dropped into a big easy chair and had the book
spread across his lap, when his wife' entered.
"Will! what are you doing here at this hour?"
she asked. "Just reading, dear. This book has
been in the library five years. I've made up my
mind dozens of times to read it. To-night I'm
going to finish it. Don't worry, my dear. You can
go to bed. I'll continue reading." "Will," replied
the wife with authority, "close up that checker-
board and come to bed."
The Simpson-Crawford store, New York, with
its talking machine adjunct was closed March 14.
UNION
sour
BOX
'0»
3
THAT SELL ON
FIRST SIGHT
A Q 'Y pv*\tf
A T the left is the new UNION Sound Box
just out, taking Fibre or any make
of needle. It is the latest improvement in
sound reproduction, and fits all Disc Machines.
UNION
TALKING
MACHINE
SPECIALTIES
Gold
plated,
Nickel
or Oxi-
dized
$20 per
dozen
net
The upper right-hand illustration shows the UNION Modifier, a
quick selling device, giving Edison, Victor and Columbia owners
absolute control over the volume of sound. The lower illustration
shows UNION No. i for playing Columbia and Victor records on
Edison Machines. UNION No. I contains the UNION Modifier
feature.
Write to-day for descriptive folders and prices on these three easy
selling specialties.
All persons selling' goods infringing- our patents are liable to suit
for such infringement.
THE UNION SPECIALTY & PLATING CO
409 Prospect Ave., Cleveland, Ohio
Gold,
Nicke1
or Oxi
dlzec
$5 p
doze
net
UNION No. 1
Gold Plated, Nickel or Oxidized, $10 per dozen net
776-672, others pending.
28
THE TALKING MACHINE WORLD.
When a customer wants a "Je
is a mighty hard custo
The announcement of the
Columbia Qrafonola "Jewel,"
$35, was the most significant
trade move since the an=
nouncement of the Columbia
Qrafonola " Favorite."
The "Jewel" has the hinged
enclosing lid. It has the ex=
clusively tone control leaves
at the front which have sup=
planted the old idea of small
doors. It has the new Number
6 Columbia reproducer. It has
the regular standard Colum=
bia motor— double spring
drive. And it is all of $15
better than the market
price of instruments of
other manufacture.
And the "Regent": to be
with, there's nothing else on t
market that even looks like itl
In figuring up the reasons \f
the great Columbia advance dij
ing 1913, it becomes powerfu
evident that the Columbia Qra^
nola "Regent" tables had a lot
do with it. Every dealer in tl'js
country who shut his dodjs
against the $100, $150, $200, a)
$225 "Regent" models lostmon
on the deal Shut his own da
light out. Lost his own monj
But there's a big field open aj
we have only just begun to plo
Show us how we can put th|t
stronger, and you will still
inside the mark.
o
j
j
And all the way between we have a magnificent
line of product — instruments and records both. But
the product to be sold is no more important to the man
who sells it than the selling policy behind it and the
demand in front of it.
Columbia Graphc
Woolworth Builc
I
THE TALKING MACHINE WORLD.
29
or a "Regent" Grafonola he
to sell something else
The Columbia "Jewel" Grafonola
— A genuine Columbia Grafonola,
completely enclosed, equipped with
a lid, complete with all the details
of the modern disc Grafonola equip-
ment, for $35.
One of the famous Grafonola tables — the Columbia "Regent"
Grafonola — with tilting record trays — $225. Other
"Regent" tables at $100, $150 and $200.
hone
New York
Company
30
THE TALKING MACHINE WORLD.
HANDLING COLLECTIONS OF INSTALMENT ACCOUNTS.
Some Important Suggestions on This Vital Department of Business Presented by Benj.
Switky, the Weil-Known Talking Machine Distributer, Who Has Given Much Serious
Thought to Topics of This Nature — Views Presented Below Are of Much Value.
Furthermore, in the course of verifying the
facts and references given you will get a pretty
good idea of the character and veracity of the
applicant.
At the time of signing the contract you should
impress on your customer the fact that the instal-
ments are payable at your store. Tell him that
you have no regular collector, first of all because
of -the expense, and secondly, because you wish to
protect him against the inquisitiveness of his neigh-
bors, who might gossip about the collector's visits.
Impress upon him, however, that you will be after
him should he allow his payments to lag.
Keeping Track of Payments.
Besides your regular method of bookkeeping you
must have a system by which the names of cus-
tomers will be brought automatically to your at-
tention on the day when the payment falls due.
For this purpose I would suggest that you or
your bookkeeper have on the desk a little calen-
lar pad. You can obtain one from your stationer
for about fifteen cents. The pad is mounted on a
metal stand aryi fastened by a screw. There is a
separate leaf for each day of the year. Each leaf
has on it the day and date, with a blank space above
for memoranda.
Every time that a new account is posted in the
ledger, the name should also be entered on the
pad as follows: Say the sale was made on Mon-
day, January 5, and payments are to be weekly.
Write the customer's name on the leaves of the pad
bearing the dates of Tuesday, January 13, 20, 27,
and February 3, 10, 17 and 24. After that the en-
tries on the pad need appear only twice a month,
say about the tenth and twentieth. In this way you
keep close watch on the accounts for the first two
months. They cannot be overlooked. When a
payment is past due a statement should be sent.
When two payments are due together the customer
should have his attention called to the fact. Ordi-
narily, it is not necessary to send statements to
weekly accounts, except as a reminder.
Accounts payable monthly should likewise be
entered on the pad, unless the payment falls due
on or about the first of the month. The presump-
tion is that all accounts in the ledger are reviewed
monthly on the first, at which time statements are
mailed.
Method of Collection.
As previously stated, it should not be necessary
to incur any expense other than stationery and
postage in collecting the bulk of the accounts. I
find too many dealers neglecting their stores in
order to call on accounts ninety per cent, of which
couid he handled from the office. Others, again,
employ irresponsible collectors, placing themselves
at the mercy of poor devils whom they cannot af-
ford to pay liberally because it eats too deeply into
Name in full the margin of profit.
^esidence How lon8? Many a time I have heard the remark, "It's no
t-ormer residence How long? , . = j-^ .. „ t, ™
Business address How long? Ube' y0U V£ ^0t t0 §° after lL TrUe- The man
pried or single who does not look after collections aggressively
oods desired has no right to do instalment business, for he can-
not get good results. On the other hand, a man
cannot devote most of his time and energy to col-
lecting alone. He must find time to look after the
selling. I have known dealers to go out collect-
ing while leaving a boy or girl of about fourteen
or fifteen years in charge of the store. These may
serve as monitors, but they cannot sell.
The time for you or your clerk to call on the
delinquent payer is after Uncle Sam has failed to
bring you results. Nor do I favor unnecessary
letter writing. When a monthly payment falls due,
or a weekly payment is past due, send a statement.
The name of the weekly payer should be entered
on your memorandum pad so that your attention
will he called three or four days later. The
monthly payer should be allowed a week or ten
days, and entered on the pad accordingly. (Some
dealers use a card system, advancing the card from
one space to another ; but often the cards are acci-
dentally misplaced and confusion results.)
VV-e are living in what might be called the "In-
stalment Age." To-day, about the only thing that
cannot be had on credit is a ride on a street rail-
way. In former years a store that sold on the
instalment plan was in a class known as instal-
ment houses ; and families that cared for their
reputation in the neighborhood were careful not
to have goods delivered by a wagon bearing the
name of a well-known instalment firm.
How things have changed ! The tendency to-
ward instalment buying is growing stronger each
year. The best and biggest of stores are now
urging their customers to avail themselves of the
"club plan" in buying furniture, musical instru-
ments, hats, caps, shoes, clothing, jewelry — in fact,
everything. Of course, we must concede that the
better stores for a time were reluctant to indorse
or adopt such methods of -merchandising, and
drifted into easy-payment selling only as a result
of keen competition.
While deploring the inroads made upon good,
profitable cash business by the tempting instal-
ment inducements held out, the object of this dis-
cussion is to deal with collections. Still, one can-
not discuss collections without pointing out that
difficulty in collecting is the direct result of reck-
less extension of credit. Reckless extension of
credit includes selling on long time even to people
who can be classed as good risks.
Most stores seem too anxious to write up a $200
or $300 contract just because it makes a good show-
ing on the day's sheets. On the other hand, in the
effort to surround themselves with the comforts
and the pleasures of life, many individuals and
families forget to ask themselves whether they
can really afford these things which they are buy-
ing. How many of them, when they are about
to sign a contract for a piano, or a Victrola, or
a fine parlor suit, ever, stop to realize that they
are placing a mortgage upon their humble earn-
ings— and that the mortgage is to run for a period
of one, two or three years? How many persons
can confidently claim that they will meet .their
payments regularly and honorably during one, two
or three years without interference from unex-
pected misfortune such as sickness, unemployment
or other unforeseen causes?
Although the work of collecting does not begin
until after the deposit is taken and the goods de-
livered, nevertheless it is part of the work of col-
lecting to have at hand certain data that will help
to throw light on the account. For this purpose
I would suggest that every dealer provide himself
with a quantity of "application blanks" — a regular
printed form, which can be made up very cheaply.
(Specimen application blank follows.)
APPLICATION BLANK.
(No Contract executed with a minor.)
References:
Remarks:
The application blank, after being carefully filled
in, should be pinned to the signed contract. In
many cases, when an account becomes uncollect-
able after a year or two, particularly if the party
has removed, you can trace him through friends
who knew him at the old address, or through busi-
ness associates, etc. If your customer is married
and has children, you can locate their new where-
abouts by. inquiring of their playmates, or get the
information at the public school which issued the
transfer to another school.
If the remittance has not arrived within the time
allowed, mail another statement showing the
amount of payments due. On the statement write :
"Second request. Please remit." Allow from
three to five days. If even then you have received
no remittance, mail another statement, on which
you write : "Final request. Unless remittance is
received by return mail we shall be obliged to take
action." This third statement should be sent by
registered mail. Mark your envelope so that the
postoffice will send you a card showing the signa-
ture of the addressee.
Fifty per cent, of the delinquents yield to the
"second request" statement. Of those cases re-
quiring registered "final request" statements I have
found that positively nine out of ten respond with
a remittance. The receipt of a registered letter,
also the fact that they are required to sign the re-
turn card, impresses them with the seriousness of
the whole matter. You will find some of them
waiting for you when you open the store the fol-
lowing morning.
So far it has cost you either two, four or six-
teen cents to obtain the remittance. In the last
case it is still cheaper than spending time and car-
fare.
Handling collections by mail I have found to
be better in many cases than through collectors.
Personal contact with the debtor makes it hard for
the collector to deal sternly with some cases, and
gives an unscrupulous customer a chance to jolly
or impose on him.
While I do not advocate harshness or heartless-
ness in handling instalment collections, neverthe-
less, in view of many experiences, I think it well
that you emulate the proverbial landlord in the
matter of exacting prompt payment. It is no un-
common occurrence for a collector to make fifteen
calls and find only five "at home."
Once we lost track of a customer. Statements
were returned by the postoffice marked "removed —
address unknown." After diligent search we lo-
cated her. She had changed addresses twice in
the interval and now lived on the outskirts of
Brooklyn. Of course she was glad to see us. She
claimed to have worried greatly because we did
not call, although she overlooked notifying us of
change in address. She admitted that her husband
was working as a motorman, but she could not
pay anything that day (Friday). However, she
very generously explained that if we would call
every Thursday afternoon between one and three
o'clock, when her husband came with his pay, she
would give a dollar regularly every week here-
after. To quote the lady herself :
"Me Moike, he gits paid ivry Thorsdy; an' thim
as calls on Thorsdy afthernoon between one and
three o'clock gits ther money."
As it was impossible lo make a special trip every
Thursday, I suggested to the lady that I would
send her a quantity of self-addressed stamped en-
velopes with her name written on the back, and
requested that she put a dollar in an envelope every
week and have Mike mail it between one and three
p. m. Thursday. I also instructed her to wait for
a receipt for each dollar before sending the next
one.
It is a good idea to inclose a self-addressed
stamped envelope for the next payment when mail-
ing receipts. This will often facilitate prompt re-
mittance.
Just a final word about professional pullers and
collection agencies. Most of them are either
crooked . or incompetent, and some of them are
both.
NEW SOUND BOX POPULAR.
A specialty that is being sold with success to the
trade is the "Balance" sound hox, for use on the
new Edison disc phonographs when it is desired to
play other makes of disc records. It is manufac-
tured 'by A. F. Meisselbach & Bro., Newark, N. J.,
who invested considerable time and money before
they evolved a sound box that would come up
to the requirements of the conditions under which
it would be used. W. H. Meyer, of this concern,
spoke of the remarkable success achieved since the
introduction of the "Balance" sound box, adding
that the demand is growing.
THE TALKING MACHINE WORLD.
31
LIVELY TRADE IN BALTIMORE.
February Business Proves Excellent and March
Starts Off with a Rush — F. A. Dennison
Elected Member of Rotary Club — New Co-
lumbia Dealers — What the Various Prom-
inent Houses Report Anent Business.
(Special to The lalking Machine World.)
Baltimore, Md., March 9. — "If the remainder of
the present month keeps up the way that the first
four working days of the present month have
shown forth from a sales standpoint, you can just
put it down that we will go on record as having
done the biggest amount of business that we have
ever done in any one month, and the largest
amount that we ever will." This seems like a
rather broad statement to make, but nevertheless
it is vouched for by F. A. Dannison, manager of
the local branch of the Columbia Graphophone Co.
Mr. Dennison said that February showed up in re-
markably fine shape, and that business has started
in during March with one of the higgest rushes
that he has ever known.
That business in all lines of the trade was in ex-
cellent shape during February would seem to be
further verified by the statement of William C.
Roberts, manager of the local store of E. F. Droop
& Sons Co., Victor and Edison dealers, that he has
been compelled to augment this forces in order to
properly handle the increased trade. Mr. Roberts
made a trip during the week to the Victor factory
to see what he could do in the way of hurrying
along a number of orders that have not yet been
filled.
Manager Dennison of the Columbia Co. was elect-
ed a member of the Rotary Club the past month.
Joseph Fink, proprietor of the Fink Talking Ma-
chine Co., reports a good February and states that
the way March has started in he h~s good- reasons
to expect good results during the present month.
The A to Z Business Bureau has just opened up
a place, and has taken on a full line of Columbia
goods.
Both the Columbia and Victor had a good run
during the month at the Sanders & Stayman Co.,
Inc., according to the report of Manager Albert
Bowden of that department.
Simplest and Most Accurate.
Net weight only V/2 oz.
Standard
Automatic
Stop
Nickel. . . $2.00
Gold . . . 3.00
Send 25 cents stamps
for free sample
Order through your jobber.
Liberal Discounts.
Standard Gramaphone
Appliance Co.
173 Lafayette St., New York
SWITKY SUFFERS BY EXPLOSION.
Window of Store of Benj. Switky Blown in by
Explosion of Gas in Street and Some Victrolas
Damaged — Machines and Records Saved
from Flood in Basement by Quick Work.
A great quantity of illuminating gas under the
street near the junction of Twenty-third street and
Fif'.h avenue, New York, on Sunday morning
caused an explosion which broke several large
water mains and badly damaged several neighbor-
ing buildings and stores, among them that of Benj.
Switky, the prominent Victor distributer, at 9 West
Twenty-third street. One of the large plate glass
windows of the Switky store was blown in, the
glass splintering a part of the case of a small
Victrola and scratching the case of a larger in-
strument. The basement of the building was also
flooded to the depth of several feet, but through
the efforts of the staff of the Fifth Avenue Build-
ing, in which the store is located, a number of
cases containing machines and records were moved
to a higher level before the water reached them
and thus saved from damage. Mr. Switky, who
hurried to .the store, upon learning of the damage,
estimated his entire loss at less than $100, and the
business of the store was not interfered with.
That every cloud has a silver lining is proven by
the fact that a motion picture concern took pic-
tures of the damaged district, and the Switky store
with the Victor dog prominently displayed on the
remaining window will be flashed on screens in
picture theaters throughout the city. Some adver-
tising.
OUR FOREIGN^CUSTOMERS.
Amount and Value of Talking Machines
Shipped Abroad from the Port of New York
for the Past Four Weeks.
(Special to The Talking Machine World.)
Washington, D. C, March 10.— Manufacturers
and dealers in talking machines will doubtless be
interested in the figures showing the exports of
talking machines for the past four weeks from
the port of New York:
FEBRUARY 14.
Antofogasta, 3 pkgs., $165; Callao, 3 pkgs., $286;
Cardiff, 2 pkgs., $115; Havana, 27 pkgs., $73(J ;
Havre, 14 pkgs., $420; La Guayra, 10 pkgs., $473;
5 pkgs., $145; Libau, 70 pkgs., $1,408; Liverpool, 20
pkgs., $583; London, 33 pkgs., $1,151; Manila, 7
pkgs., $566; Newcastle, 4 pkgs., $111; Puerto Bar-
rios, 6 pkgs., $381; Valparaiso, 4 pkgs., $95; 5
pkgs., $328.
FEBRUARY 21.
Barranquilla, 44 pkgs., $1,237; Buenos Ayres, 3
pkgs., $498; Glasgow, 5 pkgs., $124; Guayaquil. 10
pkgs., $440; Hamburg, 1 pkg., $100; Havre, 4 pkgs.,
$165; La Guayra, 14 pkgs., $1,132; La Plata, 3
pkgs., $198; London, 3 pkgs., $12; 140 pkgs., $5,066;
St. Petersburg, 13 pkgs., $251; Vera Cruz, 11 pkgs.,
$398; Vienna, 24 pkgs., $625.
FEBRUARY 28.
Amsterdam, 7 pkgs., $561; Antofogasta, 8 pkgs..
$454 ; Barranquilla, 9 pkgs., $231 ; Belfast, 3 pkgs.,
$539; Buenos Ayres, 145 pkgs., $18,172; Copenha-
gen, 40 pkgs., $1,250; Geneva, 6 pkgs., $205; Gibara,
9 pkgs., $354; Hamburg, 31 pkgs., $2,899; Havana,
18 pkgs., $1,319; 22 pkgs., $574; Havre, 2 pkgs.
$234; Leeds, 4 pkgs., $164; Liverpool. 14 pkgs..
$432; 13 pkgs., $858; Milan, 5 pkgs., $616; Monte-
video, 18 pkgs., $638; Santa Marta, 2 pkgs., $129:
Rio de Janeiro, 18 pkgs., $1,360; Shanghai, 1 pkg..
$144; Sydney, 40 pkgs., $4,261; Vera Cruz, 32
pkgs., $827; Vienna, 2 pkgs., $155.
MARCH 7.
Bilboa, 3 pkgs., $135; Bolivia, 7 pkgs., $398;
Callao, 5 pkgs., $208 ; Haval, 2 pkgs., $101 ; Havana,
30 pkgs., $1,300; 15 pkgs., $734; Kingston, 7 pkgs.,
$182; Liverpool, 17 pkgs., $667; 18 pkgs., $585;
Maracaibo, 5 pkgs., $413; Manchester, 7 pkgs.,
$226 ; Melbourne, 2 pkgs., $144 ; Newcastle, 9 pkgs..
$277; Pernambuco, 7 pkgs., $379; Puerto Barrios,
5 pkgs., $787 ; Vera Cruz, 40 pkgs., $1,984.
D. L. Hogan has leased rooms at 147 South
Schuyler avenue, Kankakee, 111., and will open a
talking machine store.
Here
Is A
Chance
For You
Mr. Talking Machine
Dealer, if you are wide-awake
you are looking for a way to
increase your business!
Most progressive business
men are so inclined, and right
here is a point for 3011.
You can handle pianos very
nicely in conjunction with
your present line, but the
main thing is to get the right
piano.
Now, we have built up one
of the largest piano manu-
facturing enterprises in the
world within a brief period
of time, and we have done it
by the delivery of values —
the largest kind of values to
our customers.
We can deliver the same
kind of values to you, and
we can help you to show
bigger profits at the end of
the year.
The year is young yet, but
do not let it get old before
you take up this profit mak-
ing plan with us.
We can supply you with
pianos and player-pianos
which will fit in admirably
with your line.
H. P. NELSON
COMPANY
Makers of Grands, Uprights arid
Player-Pianos
North Kedzie, North Sawyer, West Chicago Aves.
and C, M. and St. Paul R. R., CHICAGO.
32
THE TALKING MACHINE WORLD.
ABSOLUTELY NEW
Everlasting Dustless Record Cleaner
PATENT APPLIED FOR
The Everlasting Dustless Record Cleaner is made of
the finest grade of carefully selected wool skin with the wool
cut short.
It polishes, cleans and prolongs the life of records.
Makes them look like new. It positively cannot scratch or
mar records in any way, and can be cleaned with benzine,
gasoline or cleaner preparation.
Retails for 1 5 cents. Write us to-day.
Sold to dealers in dozen lots only.
1.25 per dozen
DUBtless #
BACK VIEW
FIBRE NEEDLE CUTTER
OVER
50,000
SATISFIED
USERS
EXACT SIZE
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send your
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The wonderful success of the Lyon & Healy Fibre Needle Cutter in the last two and a half years is due to the
following facts about the cutter:
The Blades of the Lyon & Healy Fibre Needle Cutter are made of the finest grade of properly tempered tool steel.
The upper blade is pivoted above and back of the cutting edge of the lower blade. It is held in place by a very high
tensioned spring to insure correct leverage and a perfect point at every cutting.
The cutter is fitted with a guide that prevents the cutting away of too much of the needle, and also has a receptacle
that receives all the waste. It is very simple and easy to operate, and with ordinary usage should last indefinitely without
sharpening.
This cutter is invaluable to all users of the Fibre needle, as a needle may be used twelve to fifteen times where one
of the cutters is in use.
Now is the time to get your order in and share in the profits.
Retail Price $1.50
SEND US
YOUR
ORDER
TODAY
CHICAGO
Largest Victor Distributors
LIBERAL
DISCOUNT
TO THE
TRADE
THE TALKING MACHINE WORLD.
33
From Our Chicago Headquarters
CONSUMERS' BUILDING, 220 South State Street, E. P. VAN HARLINGEN, MANAGER.
(Special to The Talking Machine World.)
Chicago, III., March 10. — Trade in talking
machine circles is fine — it's great — especially in
the record line, if the trade could only get all
the records it wanted. Machines are fairly plen-
tiful and factories have very few complaints on
this score. ~The shortage in the record supply is
due to a great extent to the dance craze which
seems to grow rather than to diminish. The call
for this class of records, in addition to the regu-
lar increase in record business which comes at
this time of year, has caused factories to work
full capacity and yet leaves a great percentage
of unfilled orders — a percentage far in excess of
last year's shortage. This, in spite of the fact
that factory capacities have been greatly increased.
Dealers are promised relief within a very short
time, but, inasmuch as most of them heard this
story some weeks back, there are some who are
inclined to be pessimistic.
Harry Lauder Poses.
L. C. Wiswell, manager of the talking machine
department at Lyon & Healy's, has on his desk,
photographs of Harry Lauder, the great Scotch
commedian, in two very new and attractive poses.
The photographs were taken in Mr. Lauder's
apartment in his recent visit to Chicago, and ap-
peared to be the best likenesses of the "world's
highest salaried entertainer" that have ever been
taken
There is also a new photograh on Mr. Wiswell's
desk of Pietro Diero, whose Victor, records, accor-
deon and concertina, have met with such a demand
during the last few months of the dance craze.
L. K. Cameron Improves.
L. Keene Cameron, formerly retail manager of
the Victor department of the Rudolph Wurlitzer
Co., has written a letter to assistant manager,
Fred A. Siemon, in which he says he is enjoying
the climate of the Southwest immensely and that
his health is much improved.
Henry Saak Wants More Stock.
Henry Saak, well-known Columbia talking
machine dealer of Milwaukee, was in the city
recently making arrangements with the Columbia
Co. for the installation of a very liberal stock in
his new store, 1002 Vliet street. Mr. Saak re-
ports that he has built four large demonstration
booths that give every opportunity for the proper
demonstration of machines and records. Mr. Saak
has extended the glass show windows of his store
front so that they are conspicuous to the peo-
ple cm the street for a lung distance.
Good Columbia Business.
C. F. Baer, manager of the Chicago office of
the Columbia Graphophone Co., reports very satis-
factory increase over the first three months of
last year.
"There has been a tremendous demand for rec-
ords," said Mr. Baer, "and our catalog of dance
numbers has been drawn on very heavily. We
anticipated these conditions and very fortunately
were able to fill 90 per cent, of our record orders.
Prominent among the more popular records is
our number 55531 which consists of 'Y Come La
Va,' a tango, and 'Puppschen,' a one-step, played
by Prince's band. As an illustration of the popu-
larity of the record, I want to say that one
dealer, in sending in his order, asked for five
times as many of this number as for any other.
"The immense amount of advertising that we
have been doing lately is making itself felt with
irresistible force, and created such a demand that
our stock of records and one style of our machines
were nearly exhausted. This condition, however,
was remedied at once."
Talking Machine Co. Notes.
A new and handsome edition of the booklet
entitled, "Our 500 Best Sellers," has been pre-
pared by Salesmanager Roy Keith of the Talk-
ing Machine Co., and is just being issued to the
company's dealers. These booklets have been
used to good advantage for some time past by
dealers all over the West who use them in cir-
cularizing their patrons. The records listed in
the booklet are the result of long experience in
supplying records and are particularly interesting
in view of the fact of the present great record
shortage. Another interesting help, issued by the
Talking Machine Co., is in the form of a pad
listing ten popular favorites which is designed to
be placed around the dealer's store where it can
be secured easily by the record buyer and the
sheets used to jot down the number of records,
and, at the same time, offer a number of good
suggestions that arc often quickly acted upon.
E. L. Barker is a new addition to the traveling
sales force of the Talking Machine Co., and left
on his initial trip March 9. Mr. Barker has been
assigned to Indiana and Michigan, formerly cov-
ered by Geo. P. Cheatle. Mr. Cheatlc will con-
tinue to call on a number of the dealers in those
two States and will also do some additional work
the nature of* which has not yet been decided
upon.
Another addition to the company's force is in
the person of H. E. Whitman, formerly of Elmira,
N. Y., who last week took up his duties as floor
salesman.
To Enlarge Kimball Space.
The talking machine department of the W. W.
Kimball Co. has enjoyed a remarkable business
since its recent organization under Mr. Cullen's
direction, and plans are now under way that will
probably involve the removal of the entire depart-
ment from the second floor to the third floor
where a greatly increased space is possible.
Big Crowd Witnesses Dancing.
Kenneth Holman, manager of the newly organ-
ized La Grange Talking Machine Co., of La Grange.
The Chicago Office of The
Talking Machine World has
removed to new and larger
quarters at 1024 Consumers'
Building, 220 So. State Street.
111., last Tuesday and Wednesday nights gave
the citizens of his town an opportunity to wit-
ness the dancing of Mr. Kucker and Martha
Courtney, the young people who have been draw-
ing crowds to the Talking Machine Shops. The
program was arranged in much the same way as
at the Shops with the tango, hesitation, maxixe
and Brazilian demonstrated with the aid of the
Yictrola. La Grange came in a body, and crowded
the shop so thoroughly, that show windows were
endangered, and an officer had to be called to see
that no damage was done.
Iowa Dealer Optimistic.
A. C. Moore, manager of the Edison and Victor
departments of the Pelletier Co., Sioux City, la.,
was a visiting dealer of last week. Mr. Moore
looks to a big year in 1914, and cites as one
evidence of the prosperity that has visited that
section of Iowa, the fact that at the recent Auto
Show, held in that city, almost a million dollars
worth of machines were sold.
Shops Dancing Continues.
The Talking Machine Shops continues to draw
new customers to its attractive quarters through
the medium of the dances described in last
month's World, and probably will entirely through
March. Mr. Kucker is now seen with a new
(Continued on pac/c o4.)
The Practical Fibre Needle Cutter— THE WADE
The Wade
The Wade
The WADE embodies the right principle, worked out through long experience. It is simple, durable and accurate. It trims the
needle at an angle resulting in the best tone.
The WADE cutters are made of the best steel and are absolutely guaranteed.
The WADE is
the most economical
cutter. It has a self-
acting stop, which
prevents waste and
enables one to get
from 12 to 15 per-
fect playing points.
No. 1 is a very
popular cutter which
has given excellent
service. No. 2 has a
double action, mak-
ing it especially easy
to operate and af-
fording the most
powerful cut of any
tool made.
Fibre
Needle
Cutter No. 1
Fibre
Needle
Cutter No. 2
Order from your regular Dis-
tributor— we sell to Jobbers only
RETAIL PRICES -No. 1, $1.50; No. 2, $2.00
WADE & WADE,
3807 Lake Ave.
PHONE, DOUGLAS 8108
CHICAGO, ILL.
34
THE TALKING MACHINE WORLD.
(Special to The Talking Machine World.)
Chicago, III., March 10. — An advertisement that
might serve as a model for talking machine
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 33).
partner, Martha Courtney, and they have in-
troduced a number of new steps that have elicited
much applause. Business has been greatly in-
creased since the introduction of the idea and its
advertising value has been tremendous.
"Business has been very good," said Geo. W.
Davidson, "with February far in excess of the
same month last year. If we could obtain rec-
ords we would set a record that would last for
some time. Among the dance records are 'Leg o'
Mutton' and 'Some Smoke' ; 'Isle d'Amour' and
'San Souci.' Vessella's band records are also
selling well. They are the sextette from 'Lucia',
'Jewels of the Madonna' selection and Liszt Hun-
garian Rhapsody."
R. V. Hahn, formerly with the Knight-Camp-
bell Co., of Denver, is a new addition to the
sales force of the Shops.
Personals and Visitors.
J. D. Moore, manager of the talking machine
department of the Lion Dry Goods Co., Toledo,
O. ; L. C. Parker, of Gimbel Bros., Milwaukee,
and Mr. Abbott, of the Boston Store, Milwaukee,
were three department store heads visiting Chicago
recently.
Other visiting dealers included : M. B. Manor,
Manor Bros., Hebron, 111. ; C. S. Sinclair, Dundee,
111.; Mr. Robertson, of Lewis & Palmer, DeKalb,
111. ; S. W. Newburger, New Albany, Ind. ; Mr.
Briggs, Lamb Piano Co., Nashville, Tenn., and
Mr. Jackson, of the Talking Machine Shop. Rock- .
ford," 111.
P. G. Green, of Creighton, Neb., was a visiting
dealer this week.
W. L. Eckhardt. manager of the Pennsylvania
Talking Machine Co., in course of a trip that in-
cluded Cleveland, Toledo and St. Louis, spent a
day in Chicago.
Mr. Solomon is now touring Europe on a buy-
ing trip which includes a number of musical in-
struments.
George Israel, buyer for the talking machine de-
partment at Hillman's, has returned from a short
business trip to New York.
Manager McCann, of the talking machine de-
partment of Rothschild's, is the proud father of
a baby girl.
Mr. Patten, who is buyer for the talking machine
department of the Boston Store, has just returned
from a business trip to New York.
R. J. Nathanson, who for the past four years
has been connected with the Universal Film Co..
has decided to. re-embark in the talking machine
trade and is connected with Hillman's.
Phonograph Co. Items.
C. E. Goodwin, manager of the Phonograph Co..
reports an excellent Edison disc business both
wholesale and retail. He says that the great bulk
of the business is on the higher-priced machine
LYON & HEALY AD. THAT HAS ATTRACTED MUCH ATTENTION.
The ad is laid out in a masterly fashion and the
argument is convincing and sincere. The illustra-
tion by Earl Hildebrand is good, and there is
Resources of
the
ICTRObA
/he Eocr Tfeady Home Orchestra
for Dancing
A Special
"We are prepared to render gem
exhaustive study of dance music ;
salespeople who can tell you in a n
out for yourself. In addition to all
a list of dances equally charming,
A Victrola, by meai
■l!hM
e assistance to anyone interested in dancing. We have made an
ic as applied 'to modern conditions and wc have a staff of trained
a moment things which it would require much effort tor you to ferret
all the exceedingly popular and somewhat hackneyed numbers, we have
ng, but not so well known, which we will be glad to play upon request.
:hangeable needle, cm play dance music practically "as loud *s the orig-
troying the beauty of the records by means of a shutter.
ccdlc, a soft needle, or a bamboo needle.
Every home should be equipped with a Victrola. The price, considering its scrvic<
.at. Think what a Victrola means— Grand Opera every evening; Caruso and the Sta
.t Entertainers; all the greatest Bands; all the greatest Soloists; and, finally, musi
)It or as loud as you would like to have it by means of the needle control, and a:
i the Metronome itself.
is purely nom-
for dancing as
VICTROLAS SELL FROM $15 tc
World's Largest Musi
EASY TERMS
Wabash Avenue and Adams Street
The Chicago
Edison Jobber
The perfection of Musical
Instruments— THE EDISON
diamond disc PHONOGRAPH
—with EDISON double disc-
records.
THE PERFECTION OF
SERVICE— Our Service.
The Perfection of adver-
tising for the dealer — Our
plan.
The Phonograph Company
229 So. Wabash Ave. CHICAGO
dealers, not only in Chicago, but in a number of
other cities in the country, is the one herewith
reproduced, which was shown in the Chicago daily
papers a few days ago.
not too much of it. A number of advertisements
might be criticised because of the fact that the
illustration, by reason of its preponderance, has
detracted from the "pulling power" of the copy.
The Edison disc concerts in the handsome re-
cital hall. on the third floor run from 11:30 a. m.
to 5 p. m. and much of the time run to S. R. O.
-Mrs. Helen Louise Essen gives* brief talks on the
records and also a brief sketch of the artist.
Manager Wayne, of the retail, recently made
an addition to his staff in the person of Mr. Tipton
who comes from Nebraska and is making good.
Elect Officers.
The annual meeting of the stockholders of the
Permanent Phonograph Disc Needle Co. was held
at the Hotel LaSalle. Samuel Levin, the inventor
of the needle, was elected vice-president and man-
ager with power to act, and his son, Lester L.
Levin, was made assistant.
S. O. Wade Optimistic.
S. O. Wade, manager of Wade & Wade, recently
returned from an extensive trip through Iowa and
other of the Western States and expresses it as
his belief that there is every indication of a de-
cided improvement and an increase in business
that bids fair to break even the record of busi-
ness done in January. Great credit is given the
Wade fibre needle cutter by a number of dealers
who have recently begun to specify that all records
taken out on approval shall be played only with
fibre needles and trimmed with the Wade cutter,
thus guarding against damaging the records.
Buys Evanston Shops.
W. E. Erickson, talking machine dealer of
Evanston, has bought the Evanston Talking
Machine Co. and will continue to operate it un-
der the old name. Douglas Oriwig has been
placed in charge of the new acquisition and Miss
Steel, in charge of the other.
Miss McClelland Marries.
Miss Ella McClelland. . who has been con-
nected with the Victor department -of the Bisell-
Weisert Co. for quite a length of time, has
resigned her position and will be married soon.
Just who the lucky man is, is not divulged. Miss
Blatch, formerly of Lyon & Healy's, has taken
Miss McClelland's place.
Opens New Store.
The Wulschner-Stewart Music Co., of Indiana-
polis, Ind., has opened a general music store at
35 South Wabash avenue. An extensive stock of
talking machines and records is displayed. Stock
lias evidently been brought from Indianapolis, and
in all probability, the store will not continue as a
Victor store after present stock is exhausted.
THE TALKING MACHINE WORLD.
35
Are You On Our Mailing List ?
If not, you are missing several letters a month in which
are embodied different SALES IDEAS collected through the
broad experience of the LARGEST EXCLUSIVE WHOLE-
SALER OF VICTOR GOODS.
The above illustrations give you an idea of regular
pamphlets we are issuing from time to time to our dealers.
EACH LETTER BRINGS SOME SALES IDEA—
some new thought that we have gathered from our dealers.
All may not be new to you and probably you have used
a majority of them successfully — but ONE NEW IDEA
GAINED IS WORTH THE EFFORT of writing us now
and asking us to PUT YOUR NAME on our list of
INTERESTED Victor dealers.
THE TALKING MACHINE COMPANY
N. MiehiMain Avemnne Chicago, 111.
36
THE TALKING MACHINE WORLD.
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 34).
USES VICTROLA IN CHURCH.
Chicago Congregation Much Pleased with
Novelty — Rector Testifies to Musical Quali-
ties of Instrument in Interesting Letter.
(Special to The Talking Machine VVorld.)
Chicago, III., March 10. — One of the most in-
teresting uses to which the talking machine has
been put in Chicago for a long time was when
the Rev. Arthur J. Francis, rector of the Pil-
grim Congregational Church of this city, held his
regular Sunday service, at which a Victrola did
a great part of the work.
The numbers in the service that were rendered
through the use of the talking machine were as
follows :
EVENING SERVICE, 7:45.
Hymn Solo — "My Jesus, I Love Thee."
Sung by Frederic C. Freemantle.
Hymn Solo — "One Sweetly Solemn Thought"
Sung by Frank C. Stanley
Prayer —
.Prayer Song — "Lord, I'm Coming Home"
Sung by Frederic C. Freemantle.
The Lord's Prayer —
Piano Solo — "Berceuse" Chopin, Op. 57
^layed by Frank LaForge.
Duet — "Contes d'Hof {man — Barcarole" Of fenuach
Sung by Farrar and Scotti
Quartette — "Festival Te Ileum, E flat Dudley Buck
Sung by Trinity Church Choir, New York City
Offertory Solo — ".King Out Wild Bells" Gounod
Sung by David Bispham
Sextette from "Lucia di Lammermoor Donizetti
Sung by Tetrazzini, Caruso, Journet, Jacoby, Bada
Arsd Amato.
Soprano Solo — "The Swiss Echo Song" Eckert
Sung by Louisa Tetrazzini
Benediction —
Benediction Solo — "Cavatina" Raff, Op. So
Played by Mischa Elman
After the service a number of the congregation
spoke to the Rev. Mr. Francis and expressed
their delight with the novelty of the service and
their enjoyment of his very interesting address.
So numerous were the expressions of approval of
the part that the Victor had played that the Rev.
Mr. Francis has decided to make it a monthly
feature.
The machine was supplied by the George P.
Bent Co. and was operated by Harry C. Meek.
The machine was equipped with a new device
known as the "Clear-a-phone" which was invented
by Mr. Scotford, a friend of the rector. The
satisfaction of the Rev. Mr. Francis is best ex-
pressed in the following letter to Mr. Meek.
"My dear Mr. Meek. — The Victor Victrola Ser-
vice held in Pilgrim Congregational Church.
Sunday evening, March 1, was a very great suc-
cess and an exceedingly impressive service.
"I am free to confess that I engaged to carry
through this service with more or less timidity.
Innovation is rather shunned by me, but certainly
this service proved to be all that could possibly
be wished as an aid to the beautiful and the
worshipful.
"In such a service, however, it must be borne
in mind that nothing, but the best ought to be
used. The best in solos, duets, quartets, and
musical selections. With this as a working prin-
ciple I do not hesitate to say that any church
would do well to consider adopting such a service.
We are anticipating a monthly service of this
character, so happy were we over our first en-
deavor. With sincere regards, I am, yours always,
"Arthur J. Francis."
INSPECTING MECHANICAL DEVICES.
Secrecy is a lost art, says the editor of the
American Machinist. It is useless to go over the
arguments, real or alleged, for no matter what
we may think about it personally, secrecy, at the
present time, is as impossible in most shops as the
fourth dimension. There is a lot of good energy
wasted in attempting to preserve secrecy in the
shop, and this is doubly true of the machine after
it is on the market. A recent occurrence showed
the way in which salesmen lose their heads, and
incidentally, customers. A visitor to an exhibition
evinced considerable interest in the machines shown,
and asked a number of leading questions. Know-
ing the attitude of the average salesman, he de-
clined to give his name. It was soon discovered
that he was a designer for a large machine builder
with the result that he was promptly invited to
go elsewhere.
It so happened that the manager was broad and
level-headed and he proceeded to show the sales-
man the short-sightedness of his policy. He ex-
plained how foolish it was to try to hide anything
about a machine which was on the market and
could be seen, studied and even measured in a
dozen shops; how, if the competitor really wanted
to know, he would buy a machine and take it
apart, as is often done. He tried to make clear
the utter foolishness of attempted secrecy and the
advantage of an interchange of ideas.
If a machine will not bear the inspection and
criticism of competitors it had better never see
the light of day, as they will find its weak spots
anyhow, and not forget to mention them either.
Secrecy in the great majority of cases is unwar-
ranted, unsuccessful and goes hand in hand with
inefficiency. Those who fear that others will
steal their ideas seldom have anything which the
really up-to-date shop can use. And many devices
which are now jealously guarded were long ago
abandoned by others.
NEW DEVICE TO IMPROVE TONE.
AFTER CHINESE^RECORD TRADE.
(Special to The Talking Machine World.)
Chicago, III., March 10. — Sim Law, of 2209
Princeton avenue, this city, has built up an im-
mense record trade among his constituency and his
lists, which he sends out in Chinese, are most in-
teresting. For instance, the accompanying is a list
of Edison Blue Amberola records which he recently
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Edison Blue Ambero! List.
he
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fife
sent his customers and in which he is. receiving
large orders. Record trade among the foreign ele-
ment in the United States is steadily growing and
they keenly enjoy songs and recitations in theit
own language. •
The "C!ear-a-phone," the Invention of a Chi-
cago Man, Embodies a Number of New Ideas
— Much Claimed for It — Patent Applied For.
(Special to The Talking Machine World.)
Chicago, III., March 10. — A novel device along
comparatively new lines that is designed to im-
prove the tone and volume of the talking machine
is the "Clear-a-phone" the invention of L. K.
Scotford of this city.
The "Clear-a-phone" consists of a pneumatic
cushion, circular in form that is made of first
quality rubber 12% inches in diameter, one-thirty-
seconds of an inch thick. It has an aluminum
base and there is an air space between the base
and the rubber top three-eighths of an inch deep.
"We claim that it clears up the tone of the in-
strument such as no other improvement can. It
brings out the quality of each voice or instru-
ment, removes the hissing and blasting of the
high notes, improving the resonance and other-
wise taking the 'can' out of 'canned' music. It
also counteracts the natural vibration of the
record.
"We have our device in the Patent Office now
and hope to market it in a short time."
The inventor, Mr. Scotford, is president of the
Superior Type Supply Co. and also has large in-
terests in the East.
THE CONCERT.
The night shall be filled with music,
And the cares that infest the day
Shall be multiplied by twilight
In a most amazing way.
The strains of "Traviata"
Shall float around the square,
With many another opera
And old familiar air.
The man in No. 7
Will play "The Magic Flute,"
And the fellow on the corridor
Will make a tooter toot.
The great tones of Caruso
Shall rise above the blast,
And the din shall last till 9 o'clock
Or thirty minutes past.
The man in 27
Will turn on "Casey Jones,"
And the whole apartment house shall rock
With consequential groans.
The night shall be filled with music,
And the cares that infest the day
Shall be multiplied at twilight
In a most amazing way.
— From the St. Louis Post-Despatch.
BUILDING UP A SUCCESSFUL BUSINESS IN CHICAGO.
(Special to The Talking
Machine World.)
Chicago, III., March
8. — One of the en-
terprising dealers in
Edison disc and cylin-
der phonographs and
records in this city is
Joseph Klinenberg,
whose establishment is
located at 4915 South
Ashland avenue. He
has attractive display
and soundproof rooms,
where' the Edison line
is shown to advantage.
He also handles the
Jesse French & Sons
Co. pianos and players,
and is a strong be-
liever in the one-price
policy of retailing
pianos, having won
success along these
lines in conducting his
piano, business.
Joseph Klinenberg's Store on Ashland Avenue.
THE TALKING MACHINE WORLD.
37
RECORD FEBRUARY BUSINESS IN NEW YORK CITY TRADE
Despite Scarcity of Both Machines and Records Jobbers and Dealers Handle Big Volume
of Sales — Big Increase in Columbia Retail Trade — -V. W. Moody Optimistic — Landay
Bros.' New Store Soon to Open — Blackman Co. Grand Opera Record Demand.
A continued scarcity of machines and records,
together with the closing of the best February busi-
ness the trade has ever experienced, have been the
most important features of business the past
month. The word scarcity is- used advisedly, as
many of the local jobbers and dealers liave drawn
-a distinction between a shortage and a scarcity of
goods. They state that a shortage of product
would necessitate the closing of less business than
last year, while with a scarcity of machines and
records the trade can still transact a better business
than that closed in 1913, owing to the fact that
that there have been heavier shipments from the
factories than ever before.
Aside from the scarcity of product, the most
discussed topic among the local members of the
trade has been the phenomenal demand for records.
Jn addition to the dance craze, which shows no
signs of abating, the dealers have been developing,
both from choice and necessity, their trade in op-
eratic and light opera records. The swamping of
the factories with dance records orders has been
so emphatic that the up-to-date and aggressive deal-
ers are beginning to realize that their record trade
will show a comparative loss if they do not pay
attention to all classes of music and give the fac-
tories a chance to catch up with the back orders
for dance records. In the meantime practically
•every dealer in the local trade closed in February
the best month's record business ever experienced.
The situation in machines has cleared up some-
what during the past few weeks, the factories
sending large shipments to their distributers that in
many instances were shipped from the sidewalk
to the dealers without being unpacked or placed
in the distributer's stock room. The call for the
moderate priced machines continues to take pre-
cedence over the very cheap and the more ex-
pensive types, machines selling from $50 to $150
being the heavy sellers at the present time.
The past monCh has witnessed an unusual activ-
ity in the consummation of many important new
deals by all three companies. The prosperity of
the talking machine industry is well evidenced by
all these new connections, and, as a matter of fact,
there are numerous applications on file for terri-
torial rights that cannot be filled for some time to
come, owing to the scarcity of stock and the ina-
bility of the companies to turn out enough machines
and records for their present dealers. There seems
to be a fast growing tendency on the part of the
manufacturers to close dealers' agreements with
the best known piano houses wherever territorial
arrangements will permit. There is no doubt but
that the piano store offers a splendid opportunity
for the presentation of the talking machine, and
the marked success of the leading piano houses
throughout the country who lhave conducted talking
machine departments for some time indicates that
profitable results can be obtained when there is
co-operation between the piano and "talker'' sec-
tions. In a number of instances substantial player
and piano sales have been closed as the result of
the visits of talking machine patrons to a piano
store.
Reports Gain of 63 Per Cent.
"We showed a gain of sixty-three per cent, over
last February," said R. F. Bolton, manager of the
wholesale store of the Columbia Grapihophone Co.,
■8!) Chambers street, New York. "We were well
pleased with this substantial gain, particularly in
view of fhe fact that heavy storms ranging at fre-
quent intervals during the month would naturally
form good ground for pessimism. On the con-
trary, however, our business was excellent and the
deals we closed in February represented new ac-
quisitions to our representatives' lists that are most
gratifying. Our dealers throughout trie State all
report the same phenomenal demand for dance rec-
ords that was a feature of January business. Per-
sonally, I believe that the dance record craze will be
with us for some time, and all indications point to
an excellent summer business because of it. There
will be very few house parties during the summer
that will care to dispense with the latest dance
music, and the live-wire dealer should be in a posi-
tion to handle this summer business to the best
possible advantage. Aside from its influence on
record sales, this dance craze has evidenced itself
in the steady increase of machine sales now being
closed by the dealers. A lover of the modern
dances is offered no better investment than that of
a Grafonola with a selection of the latest Columbia
dance records to satisfy his love for the modern
dances, and, judging from the reports of our deal-
ers, the 'Favorite,' 'Leader' and 'New Mignonette'
are heavy sellers among dance lovers."
Why V. W. Moody Is Optimistic.
Notwithstanding the marked scarcity of Victor
machines and Tecords, there is one optimist in the
local Victor distributing trade in the person of V.
W. Moody, sales manager of the New York' Talk-
ing Machine Co., 81 Chambers street, New Y^ork,
who remarked as follows: "Although there is un-
doubtedly a tremendous scarcity of goods at the
present time, it would hardly be fair to the Victor
Co. to call it a shortage of goods, as we are re-
ceiving more machines and records from the fac-
tory than we ever received before, and selling more
goods than ever before, but our stock report shows
less on hand than ever before. Our shipments of
new Victor records for March, together with the
shipments of the special dance records put on sale
during February, amounted to almost twice as
many records as were purchased from the Victor
Co. in the corresponding month last year. In addi-
tion to these shipments of newly issued records we
received, of course, thousands of records from the
regular catalog during the course of the month. I
need hardly say that this February was the best in
our history, as we closed a business that almost
equalled our usual fall trade."
Excellent Edison Disc Trade.
"Our sales of machines during the past few
weeks have been remarkable," said H. N. Purdy, of
the Edison disc department of Hardman, Peck &
Co., 433 Fifth avenue, New York. "We have
really been surprised at the extent of our Edison
disc machine trade, and notwithstanding that
weather conditions were detrimental to retail trade
during February, we closed a splendid machine
business. The favorite Edison machine in our de-
partment is the $200 type, and this preference of an
expensive machine is a good illustration of the
discriminating class of patrons that we cater to.
We sell very few machines that retail for less than
$150, our customers appreciating the fact that the
prices asked for the Edison disc machines are most
reasonable, considering their musical qualities."
Have Attracted Attention.
During the past few weeks the Columbia Grapho-
phone Co. has had its products represented at the
handsome store of the Melville Clark Piano Co.,
335 Fifth avenue, New Yrork, where they have at-
tracted general praise and attention from passers-
by along this high-class shopping thoroughfare.
Many sales of machines have been closed in these
warerooms and the new Columbia dance records
are meeting with a ready sale with Columbia en-
thusiasts, who find this store on Fifth avenue a
very handy place to secure some of the latest
dance records.
Landay's New Store.
When this issue of The Talking Machine World
is off the press the handsome new store of Landay
Bros., the prominent Victor distributers, will in all
likelihood be open to the public. Located at 427
Fifth avenue, New York, opposite the new Lord &
Taylor store, between Thirty-eighth and Thirty-
ninth streets, this store has been furnished in an
artistic and refined manner. Tihe new Landay store
is probably one of the finest Victor establishments
in the country. Eleven demonstration rooms,
larger than most rooms of this nature, have been
constructed on the main and mezzanine floors.
These rooms are finished in typical French style,
the color design being a gray and green, delicately
blending to harmonize with the other artistic dec-
orations. Every possible convenience is available
for the use of the store's patrons, and this store
takes its place as a tribute to the enterprise and
progressiveness of Landay Bros., whose other
stores in the centers of the city's very best shop-
ping districts have all achieved marked successes.
Roy Forbes, now connected with the Landay store
at 400 Fifth avenue, will be manager of the new
store.
Coincident with the opening of the store at 427
Fifth avenue, the Landay store at 400 Fifth avenue,
a block further down, will be formally closed. With
the closing of this store there passes into history
one of the old land marks of the talking machine
industry. It was to this house, many years ago,
that Thomas A. Edison brought his very first tin-
foil phonograph so that his old friend, Robert In-
gersoll, the famous philosopher and writer, who
lived there at that time, could speak into it and
make history for future generations.
Activity at Blackman's.
"Our grand opera records are selling better than
ever," said J. Newcomb Blackman, president of the
Blackman Talking Machine Co., 97 Chambers
street, New York, the prominent Victor and Edison
cylinder jobbers. "Our dealers have turned their
attention from the dance records to the opera rec-
ords, appreciating that the shortage in stock of the
dance selections should not hold them back from
expanding their trade in the more expensive rec-
ords. We are well pleased with the demand for
our Cleanrite Brush No. 4, which is a combination
brush for use on all Edison cylinder machines. We
are having these brushes manufactured in large
quantities and are now in a position to adequately
take care of the demands of our trade."
Encouraging business reports, similar to those
outlined above, were given The World representa-
tive by the following dealers : Tower Manufactur-
ing & Novelty Co., Edison disc; Benj. Switky, Vic-
tor; F. G. Smith, Columbia; Gimbel Bros., Victor
and Columbia ; Greenhut-Siegel Cooper Co., Victor
and Edison cylinder; John Wanamaker, Victor; B.
Guy Warner, Edison disc; Kranich & Bach, Colum-
bia; A. I. Namm & Sons, Edison disc; Hallet &
Davis, Victor; Lord & Taylor, Victor.
Send 50 cents in stamps for sample "Standard Fibre Needle Cutter/'
The easiest selling accessory ever offered the trade. (Appeals to the women
buyers. Retains chips. Artistic. Built like a watch. Compact. Powerful.
Liberal discounts. Order through your jobber.
STANDARD GRAMAPHONE APPLIANCE CO.
173 LAFAYETTE STREET, NEW YORK CITY
38
THE TALKING MACHINE WORLD.
Jeanne Gerville-Reache, the famous
French contralto, is the latest exclusive
Columbia artist. Her "Samson and
Delilah" record is already being talked
about.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
CALL FOR DANCE RECORDS FACTOR IN ST. LOUIS TRADE
Craze for the One-Step and Tango Serves to
Records of Popular Music Becoming Stro
Opera Season Expected to Help Business
Increase Both Machine and Record Sales —
ng Favorites — Story of a Reaction — Grand
— What Various Houses Report for Month.
(Special to The t alking Machine World.)
St. Louis, Mo., March 10.— The dance records
are still holding high favor with local buyers, and
are the feature of the talking machine business as
it is running to-day. The demand simply seems to.
be insatiable, and both Victor and Edison di-c
shelves show a pitiable degree of barrenness. The
Columbia stocks thus far have been equal to
demands.
It is reported among talking machine dealers
that some of the tango parties that are given with
the aid of a talking machine as an orchestra wo.uld
make excellent Sunday magazine feature stuff. The
tendency of the present vogue dances to undress
appearance has raised such a storm of criticism
that all such as are conducted in public are strictly
proper, but with a talking machine, a bunch of
records and a select party of trusted dancers all
things are possible, and guests are careful about
their selection of lingerie.
There is a sto.ry told of a local talking machine
house that has some well-secluded record demon-
stration rooms. A party of wealthy and well-
known women were left in one of these rooms by
a busy salesman to pick out a selection of tango
records. Later the manager was hurriedly sum-
moned by a very youthful and very serious sales-
man to go to the demonstration rooms, "where a
bunch of women were acting plumb nutty." The
manager was busy and tried to turn away the sum-
mons, but the salesman insisted, and finally he
went there. As he appeared the hilarity stopped
and the women explained that they were merely
trying out some tango records and hoped they "had
not disgraced the house, but we did not think that
nice boy would tell on us."
But the business is not altogether records. There
is a fine, healthy machine demand, mostly for high-
priced machines. The dances are but a part of the
impetus that has been given the talking machine
trade, and dealers who in the past have set their
mark at doubling the last year's business are look-
ing forward to a treble amount for 1914 over 1913.
Manager Robinson, at the Thiebes Piano Co.,
says of the trade's new tendencies : "The demand
is turning more and more to popular music. I
remember when we used to take a little machine
and nail it to the top of a door and put on popular
records as an advertisement. They were raw, too
raw to sell. When the trade developed, everybody
who bought a machine wanted real music, Caruso
and records of that kind, and for years we sailed
along appealing to the real lovers of music and
real music records. Now we have interested the
other crowd, the one we started fo.r, and they are
simply coming in droves. Talking machine music
is considered better by these people now than their
own music that any ear player can grind out on
a piano or a cheap orchestra. It means a big busi-
ness to convert this popular class that we once
failed on but who now come voluntarily.
"Of course we are selling more good music as
we go along. The proportion of that sort of music
to the total of records sold is greatly less than it
was a year ago, and still smaller in proportion
than two years ago. It means that everybody is
listening to talking machines or will be as soon as
the factories can turn out the machines and the
records."
Harry Levy, talking machine manager at Aeolian
Hall, who is confined to Victor goods, says : "Our
business is limited only to our ability to fill orders,
wholesale and retail. The retail department has
simply been swamped by requests for dance and
other popular records. Of course that indicates
the position of other dealers. We thought that
when we had performed the problems in division
that the Christmas trade forced onto us we had
completed the course in fractions for several
months, but if anything it is worse than ever.
Some styles of machines can be had, but it is be-
yond the dreams of salesmanship to supply all sorts
of trade with a few styles of machines, and there
we have trouble. We simply do the best we can
with the records and try to forget each evening."
The grand opera season reaches here next month,
and Retail Manager Duffy, at the Columbia, is con-
gratulating himself on the pickings for his records.
"We have Garden, White, Zepelli and Dufranne on
our list," he said, "and we think they will prove
popular. There is a light advance demand, but the
history of these things shows that the big demand
comes afterward, when the listeners can conjure
up scenes from the actual opera. We have been
doing very well indeed with Teyte and Ysaye rec-
ords since the appearance of these two artists here.
Both of these always have proved good record
advertisers for us.
"The best things with us now, however, is our
stock o.f the popular dance records. We have been
supplying all comers despite the unexpectedly and
very heavy continued demand for these records.
"The machine business has been very good in-
deed, better than we had anticipated, and we are
piling up some nice totals for merchandising."
Manager Robinson, of Thiebes, proudly reported
the sale of a horn Victor machine the first of the
month, the first new machine of this kind sent out
for some time. Its appearance in the delivery room
caused consternation. It was a street car delivery
and none of the force knew anything about carry-
ing horns on a street car. They had forgotten the
days when a delivery boy on a car platform with
a horn was a familiar sight.
L. Benton Prince is a recent addition to the
Thiebes Piano Co. talking machine sales staff.
Weekly meetings have become a fixed feature of
the saleswo.rk of the Victor department at the
Vandervoort Salon. Manager R. A. Seagar has
a force of twenty-two persons, and he finds the
interchange of ideas very profitable. One of his
recent business getters is a force of seven men to
LONG CABINETS
Occupy a strong position.
They have many friends.
The Geo. A. Long Cabinet Co.
Write for Circulars of
RECORD CABINETS
and
PLAYER ROLL CABINETS
Address
Clement Beecroft, Sales Manager
309 W. Susquehanna Avenue
PHILADELPHIA, PA.
D 67
Mahogany, Golden Oak and W. O. Fin-
ished all around. Sliding Record Shelf.
For IX Viotrolas. Capacity, 192 12-in.
Records.
THE TALKING MACHINE WORLD.
39
canvass a district to ascertain what homes have
talking machines and to pick up pro.spects. Behind
this force are two expert salesmen, who close the
deals and put in the machines. H. J. Harrison, of
the sales force, is devoting his entire time to the
schools.
Mr. Seagar announces a series of Tuesday after-
noon concerts under the auspices of Victor Licht-
enstein, of the Symphony Orchestra. The pro-
grams will take up one at a time the operas to be
given here by the Chicago-Boston Company next
month, and Mr. Lichtenstein will lecture on the
music and demonstrate the music with talking ma-
chine records.
Manager Ro.binson, of the Stix, Baer & Fuller
department, reports excellent business, and he is
much elated at the prospect of immediate consoli-
dation of his department with that of the piano
department, where the musical instrument interests
of the firm will be centered. In his efforts so far
he has been considerably handicapped by an out-of-
the-way location on the fifth floor.
At the Edison Shop they are talking of big
things these days, such as new dealers on the
wholesale list, of the promised day very soon when
record orders will be shipped 100 per cent, when
promises made in recent factory advices are fu-
filled, and of Sunday magazine pages that are
filled with President Mark Silverstone's talk on
Thomas Edison as a host, a man that the every-
day business man meets at the factory and a truly
human institution instead of the marvelous work-
ing machine that the people have read so much
about.
This magazine page was a splendid feature of
the Post-Dispatch Sunday paper. After Mr. Sil-
verstone's visit to the factory for Mr. Edison's
notable birthday party he told a newspaper writer
of the man he had met on that and previous visits,
the man who was entirely human and who talked
in language that sometimes required dashes. It
made an excellent story coupled with an informal
picture of Mr. Edison.
While Mr. Silverstone was at that birthday party
the sales force at the Silverstone Edison Shop cele-
brated the birthday with a banquet for the sales
force at the American Hotel. In the absence of
President Silverstone, A. O. Reynolds presided,
and all talked of the wonderful machine they were
engaged in introducing to. the public and of topics
for the good of the business. After Mr. Silver-
stone's return Mr. Reynolds departed for Kansas,
where he is sending frequent reports of new deal-
ers who will sell the disc machines to the million-
aire farmers of that great State.
C. S. Gardner, of the factory sales staff, was
•here fo.r a few days to work with Mr. Silverstone,
and then departed for the Silverstone trade terri-
tory in Illinois.
Of course there are some very good sales stories
at the Silverstone store. A doctor was there the
other day buying a machine, when the salesman
told him of a do.ctor that had come in a few days
before because he had ibecome interested in a ma-
chine owned by a patient. "I can beat that," said
the second doctor. "I am here because one of
these machines made me forget a patient. I went
to call on a patient the other day, and in the first
room in the bo.use that I visited I came across an
Edison machine. 1 got interested and spent an
hour there putting on and taking off records. At
the end of that time I went upstairs to bid my
patient good-bye, and she asked me with a smile:
'Did you come to see me or hear music?' I con-
cluded I had better get a machine of my own and
wear out my curiosity before I really neglected a
patient."
Some of the new dealers on the Edison disc list
are the Field-Lippman Piano Co., which handles
the Victor in Piano. Row; the Concordia Music
House, which is moving from Eighteenth and
Olive streets to 912 Pine street, only a block from
Piano Row, Edison disc exclusive; C. A. Klein-
haus, 2316 Chouteau avenue, city; Frank Halley.
Louisiana, Mo.; Haynes A. Esseck, Decatur, 111.;
Hornersville Music Co,, Hornersville, Mo.; Har-
mony Music Co., Harmony, Kan.; J. H. Kayter,
Nevada, Mo.; Wilson Bros., Aurora, Mo.; Rhodes
Music Co., Lama, Mo. ; Shellach Drug Co., Galena,
111.; Charles Selig, Eldorado, 111. It is intimated
that the St. Louis list is practically complete.
The jobbing business, Mr. Silverstone says, will
show an increase each month, not excepting the
December business, which Mr. Silverstone regards
as material progress.
One of the recent would-be purchasers of an
Edison machine offered to trade two. town lots in
Reno, Tex., for a suitable instrument.
WHY HE WANTED JYMNS "MADE."
A Danville, 111., Man Offers Some Suggestions
to the Columbia Co. Which Are Interestingly
Put and Referred to the Record Department.
There is more logic and common sense to the
following letter recently sent to the Columbia
Graphophone Co. than would appear at a first
glance. The appeal for music that can be easily
understood is, undoubtedly, an excellent sugges-
tion, but the company regretted its inability to
record hymns to suit the fancy of each one of its
many thousands of admirers.
"Danville, Illinois.
"Messrs. Columbia Graphophone Co. :
"Please let me know how mutch a dozen you
would charge me for your double disc records?
of the hymns that I will sand to you with musick
al loud and plain, some that I will mark sung
slow solmn. when the disk will not record the
whold hymn be sure and use the last verse, the
trouble with musick is the words of the Hymn
cannot be well understood, and there is no com-
mon sence in musick that cannot be understood.
Yours respectfully."
TALKING MACHINE IN CHURCH.
Chicago Pastor Illustrates Talk on Edison in
a Thoroughly Effective Manner.
(Special to The Talking Machine World.)
Chicago, III., March 7. — The Rev. Arthur J.
Francis, pastor of the Pilgrim Congregational
Church, 6401 Harvard avenue, made use of a talk-
ing machine at his service last night to harmonize
the musical program with his sermon on "Edison —
His Value lo Society."
' It was a great success," said Mr. Francis. "1
shall probably use the machine at my evening serv-
ices every other week from now on.''
The church was packed.
In closing, the pastor said: "'Where there is no
vision the people perish,' it is said. So long as
America produces men like Thomas Edison, there
is little danger of our perishing."
CATALOG OF REPAIR PARTS.
The Victor Talking Machine Co. sent out to its
dealers this week new repair catalogs for Victrola
XIV and XVI. The company also announced that
it has secured a new style patented spring binder,
which will accommodate about 200 pages, and is
provided with an inside folder for retaining the
repair part catalogs. This binder is much superior
to the one formerly used.
YOUR OPPORTUNITY
HERE IT IS
If you are one of those VICTOR DEALERS who has not
tried "BLACKMAN SERVICE," can you AFFORD to not try
it NOW?
Will You Ignore It?
Will you simply GO WITHOUT records you need, or will
you TRY BLACKMAN? We can't give you everything
wanted, BUT our service will AT LEAST be a BIG LIFT.
Send a Trial Order
Make it two or three for A TEST, and we will take a chance
on OUR SERVICE, when compared with others, making you
a REGULAR BLACKMAN DEALER.
DON'T DOUBT UNTIL YOU TRY
Very sincerely
BLACKMAN TALKING MACHINE CO,
J. NEWCOMB BLACKMAN, Pres.
97 CHAMBERS ST., NEW YORK
40
THE TALKING MACHINE WORLD.
HOWARD T. GRIFFITH HONORED.
Advertising Manager of the Udell Works Re-
elected a Director of the Chamber of Com-
merce— Holds Other Important Offices.
(Special to The Talking Machine World.)
Indianapolis, Inix, March 10. — Howard T. Grif-
fith, advertising manager of the Udell Works, of
this city, has been re-
elected a member of the
board of directors of the
Indianapolis Chamber of
Commerce for another
year. The Chamber of
Commerce of this city
has been in existence for
one year, with ninety-five
directors, but this year
the number was reduced
to forty-five, and of the
forty-five directors chosen
at this time only twenty-
nine were re-elected. So
it seems that Mr. Griffith
in his re-election has
achieved an unusual dis-
tinction.
Mr. Griffith is also vice-
chairman of the publicity
division of the Indianapo-
lis Chamber of Commerce,
and will be one of the re-
ception committee to entertain the central division
convention of the Associated Advertising Clubs of
America, to be held in this city April 9 to 11. Some
of the biggest men in the advertising field will be
present.
EXHIBIT AT BROOKLYN SHOW.
Frederick Loeser & Co. Has Attractive Display
of Victrolas and Various Well-Known Ac-
cessories at Pure Food and Industrial Show
in That Borough — Closing Many Sales.
THE WINDOW A TRADE DEVELOPER.
Attractive Display at the Phonograph Co.'s
Store in the Taylor Arcade, Cleveland, Wins
Praise from Visitors and the General Public.
Griffith.
The Santa Fe Watch Co., Topeka, Kan., hustling
Edison disc representative, is displaying in its show
window an attractive photograph of Governor
Hodges of Kansas listening to an Edison disc
phonograph in his home. The Governor's son,
also shown in this photograph, apparently enjoys
good music equally as well as his distinguished
father.
A complete line of Victrolas is being displayed
this week by Fred'k Loeser & Co., Brooklyn, N. Y.,
at its exhibit at the Pure Food and Industrial Ex-
position, which opened March 2 at the Thirteenth
Regiment Armory, Brooklyn, N. Y. This show,
which is visited by
thousands of people
during the two weeks
that it s presented, is
an ideal place for a
Victrola display, and a
number of sales of ex-
pensive machines have
been closed during the
course of the two
weeks.
E. Paul Hamilton,
manager of the Victor
and music departments
of Fred'k Loeser &
Co., secured the exclu-
sive rights to the mu-
sical instrument sec-
tion of the show this
year, and paid particu-
lar attention to the dis-
play of Victrola prod-
u c t s. Demonstration
booths were constructed for the Victor ex-
hibit, and every possible convenience is af-
forded visitors to the show. The new Victor dance
records are meeting with a ready sale, and the
prestige and musical standing of the Victrola is
featured to excellent advantage.
Other exhibits in the Loeser Victor display in-
clude a number of accessories, among which are
the Standard automatic stop, Standard fibre needle
cutter, "Masterphone" and others. These are all
attracting favorable comment.
(Special to The Talking Machine World.)
Cleveland, O., March 10.— The illustration here-
with conveys an excellent idea of the window of
The Phonograph Co.'s branch store in the Taylor
Arcade, this city. The design is elaborate and at-
tractive, and appeals unfailingly to the thousands
Unusual Window
isplay of the Phonograph Co., Cleveland.
who daily pass through the Arcade. The value of a
well considered window display is accentuated by
the way this window attracts and holds people, thus
proving an advertising medium of tremendous
value.
You must learn not to overwork a dollar any
more than you would a horse. Three per cent,
is a small load for it to draw; six, a safe one, when
it pulls in ten for you it's like working some place
where you've got to watch to see that it doesn't buck.
Another Example of Iwitky Service
Victrolas XI Growing Scarce
But Our Dealers Need Not Worry
*I Last summer we foresaw the condition that is coming. We
took in all the Elevenths that the Victor factory could ship us,
besides buying up a lot from other sources during the dull
season.
^ Although warehouse charges, interest and insurance have
cut into the margin of profit, it was your benefit only that we
thought of.
Order Now — Order Liberally.
Telephone! Telegraph! Write! Get Busy!
BENJ. SWITKY,
VICTOR DISTRIBUTOR
NEW YORK CITY
THE TALKING MACHINE WORLD.
41
TO REMODEL ST. LOUIS QUARTERS.
Elaborate Plans Made for Housing Columbia
Co. Branch in That City to Better Advantage
— Recent Visitors — Managerial Changes.
(Special to The Talking Machine World.)
St. Louis, Mo., March 9.— Manager Irby W
Reid, of the Columbia warerooms here, announces
with a great deal of satisfaction that his store will
not be compelled to hunt new quarters, as has
been expected for several months. A year or more
ago tenants of the property of which the Columbia
store at 1008 Olive street is a part were informed
that the buildings there were going to be wrecked.
Several stores, including the Detmer Music Co. and
the Silverstone Music Co., removed as their leases
expired.
Now the prospect has changed and the Columbia
Co. not only is going to stay in the present quarters,
but the building will be entirely remodeled and
renovated and made into an attractive and con-
venient store. The location is in the center of
the district that has been known as the St. Louis
headquarters for talking machines for a long time.
The change also will give to the Columbia the
additional space that has been needed for a long
time. Recently this company has been leasing ad-
ditional warerooms in the neighborhood.
Among other changes will be the removal of the
Dictaphone department to the second floor. The
offices will remain on the first floor, but will be
remodeled for economy of space and efficiency.
Stock and showrooms will be on the second floor.
Walter L. Eckhardt, of the Pennsylvania Talking
Machine Co., was here the first of the month on a
social visit and assisted Mr. Reid in making the
plans for his new store with a view of getting the
most out of the space.
J. J. Bennett, traveler for the Columbia Co., is
back from a Northern trip and reports excellent
trade. He reports new contracts with Allen Jew-
elry Co., Roodhouse, 111.; George W. Brown, Jr.,
Hillsboro, 111.; S. G. Smith, Jr., Edwardsville, 111.,
Lombard Piano Co., 3540 Olive street, St. Louis.
Mr. Bennett says one of the marked develop-
ments of recent trade is the demand for foreign
records and that his business in these records has
increased fully 25 per cent, within three months.
R, S. Odell, of the Columbia sales staff, has been
engaged as manager of the talking machine depart-
ment at the F. G. Smith Piano Co. in the place of
C. W. Smith, who left the Smith Co. to take
charge of the talking machine department of the
Sommers Furniture Co.,- also an exclusive Columbia
agency. Mr. Odell will continue the policy of
the F. G. Smith Co. to give occasional concerts,
his next one being announced for March 27.
LISTS OF CREDITORS TOO LONG.
Causes That Lead Merchants to Expand Busi-
ness Relations to the Danger Point — Better
to Be Strong with Few Than Weak with
Many — Suggestions Regarding Credit.
It is a rare business failure that does not show
a list of creditors at least twice as long as it should
be. It may be that a credit stringency was the
cause; that in order to "keep going" it became
necessary to go from one house to another until
the list was swollen beyond all reasonable propor-
tion. But it is very often the other way round;
the many creditors come first, and the stringency
follows swiftly enough.
The thing to do is to confine your business to as
few firms as you can with justice to your stock.
The merchant who does this makes his business
important to his wholesalers. They are ready to
give him of their very best efforts; he has their
confidence; they are anxious to co-operate with
him in every possible way because it is to their
best interests to do so.
Don't split your business. Be strong with the
few rather than weak with the many. This does
not mean that you should not have two or possibly
three lines of the same erades; that may be neces-
sary enough""io*get'the selection you want. It does
mean that you should not have six or seven or
more of the same grades — a smattering of every-
thing. That is not necessary; it weakens credit
and is an injustice to every line represented.
A. D. MATTHEWS' SONS IN LINE.
Brooklyn Department Store Opens Columbia De-
partment with Harold Tuers in Charge.
The Columbia Graphophone Co. further in-
creased its strong representation in Brooklyn, N.
Y., last week, by closing arrangements with A. D.
Matthews' Sons, Inc., whereby this prominent dry
goods and department store opens a handsome Co-
lumbia department on the third floor of its build-
ing in the center of Brooklyn's busiest shopping
section.
It is planned to have a complete stock of ma-
chines and records on hand in this department at
all times, and to this end unusually large record
racks and display rooms have been constructed.
The department will feature six booths for demon-
stration purposes, all furnished in a comfortable
home-like manner. Harold Tuers, formerly con-
nected with the Twenty-third street store of the
Columbia Co., is in charge of this Columbia de-
partment.
VACATION WEARIES EDISON.
inventor Orders Phonograph Records Sent to
Him in Florida.
Thomas A. Edison wrote to his personal repre-
sentative, William H. Meadowcroft, in West
Orange, X. J., this week, to send a large consign-
ment of disc phonograph records and a machine to
Mr. Edison's winter home at Fort Meyer, Fla.
"I can't feel right until I have some records and
a machine with me," he wrote. ''My friends here,
Mr. Ford and Mr. Burroughs, I guess, will think
me a quitter, but as soon as I have listened to the
phonograph for a while, I will go with them to the
Everglades and study bird life there."
EDISON DISC OUTFIT FOR ELKS.
The Elks Lodge of Green Bay, Wis., purchased
an Edison disc phonograph last week after the
members by a vote of 53 to 14 had expressed them-
selves, in favor of this machine.
HOW ADVERTISING PAYS.
The Clever Publicity and Follow-up System of
the Columbia Co. Bears Fruit in New
Agents — Makes Most Favorable Impression
on the Trade Throughout Country.
The advertising campaign being waged by the
Columbia Graphophone Co. is undoubtedly one of
the features of the talking machine industry at the
present time. Impressive and strong in its appeal,
this advertising has been generally commended by
many members of the trade and has even attracted
the attention of advertising experts throughout the
country.
That this publicity campaign has been successful
is indeed a tribute to its force and strength, but in
the achieving of this success probably the most im-
portant factor has been the aggressiveness of the
company's follow-up campaign. It is the motto of
the advertising department of the company to make
sure that everything that goes out reaches the
place where it is sent, and to this end a well-nigh
perfect and particularly comprehensive follow-up
system is maintained at the executive and adver-
tising offices.
The company has for some time been in receipt '
of communications from well-known dealers rela-
tive to the sales value of advertising campaign,
but the following letter received this week from an
enthusiastic dealer in Ohio furnishes an illustra-
tion of the influence of present day Columbia ad-
vertising :
"For some time past we have been getting your
advertising and must say that it is very con-
vincing. But why we have been getting it is a mys-
tery to us, as we are not Columbia dealers
but dealers. But as I say above, your ad-
vertising is convincing and we are writing you
with a view to putting in a stock of your records.
Now you have another dealer or perhaps two in
this city and you may not care to consider us. But
if you do, send us your complete record list and
discount by return mail. Kindly let us hear from
you by return mail, and, if you can't consider us,
let us have a reply to our letter any way."
INCREASE YOUR RECORD SALES
BY PLACING THIS HANDSOME
FLEXIBLE COVER IN THE
HANDS OF YOUR PATRONS
This attractive flexible cover is designed to
hold the Victor or Columbia semi-annual record
catalog, and is bound in mahogany colored
imitation leather, and lined with black silk cloth.
The price of this flexible cover is so low that it
permits you to give same free to your customers
with the record catalog inclosed, thereby making
a useful souvenir and a permanent advertise-
ment; or you may charge a nominal sum for it
if you desire. In lots of 1 00 or more, your name
will be stamped on face of cover in gilt lettering
free of charge.
Send 20c. in stamps for a sample cover, with
special trade prices.
No More Scratching of Cabinets and Tables by Record Albums
Our Albums are now equipped with
LEATHER COVERED RING PULLS
This ring pull, which matches the album in color,
makes the handling of the book easier than with
the plain leather pull, and has all the practical
advantages of the metal ring. This ring pull being
leather covered cannot mar or scratch the highest
polished cabinet or table.
NEW YORK ALBUM & CARD CO., Inc.
23-25 Lispenard Street - - New York
(Formerly Mew York Pos.t Card Album Mfg. Co.)
42
THE TALKING MACHINE WORLD.
GETTING RESULTS WITH "SERVICE."
How One Salesman for Talking Machine Jobber
Got Business Away from a Competitior by
Keeping Quiet and Helping Out in the
Pinches — A Lesson in Business Building.
The man who serves is the man who wins,
and this is a point well worthy of consideration
hy jobhers and dealers alike. Service is the key
that unlocks the interest of patrons, wins their
custom and enduring fidelity to an establishment.
This point of view was well elaborated on by the
Victor Co. some time since in the following perti-
nent preachment :
"Don't think I'm sore, for I'm not. I'm only curious.
Our goods are the equal of So-and-So's. Our prices
are right. Our deliveries are prompt. I know, too,
that you are a friend of mine and want to treat
me right. Now what gets me is how you ever
happened to swing your recent orders over to So-
and-So. Do you mind telling me?"
Thus spoke a salesman recently while sitting in
the office of a manager who makes large purchases.
In this, and in the rest of the story the Victor
dealer should take a keen interest. Just imagine
yourself in the place of the salesman and a good
customer of yours in the place of the manager.
"The manager hesitated a moment, then he said:
"I believe you are broad-minded enough to hear
the truth. So here it is. Yes, all you say about
your goods and deliveries and our friendship is
true. You have come to me in the past and sat
here as you are doing now, and secured orders.
But we are all learning all the time. And I have
learned from this incident something vital about
salesmanship which had never occurred to me
before.
"Take this fellow So-and-So. He came on the
scene while you were spending your time talking
me into buying your goods. I Will be frank with
you and say that I hardly gave a thought to his ex-
istence at first. He didn't bother me at all. Just
stayed around with my men — going out with them
on their jobs — telling them little things, you know,
and taking off his coat when occasion offered to
help them out. Never saying anything about sell-
ing goods, mind you. Just helping. Next thing
they knew my men were leaning on him. Were
wishing he was around when they got stuck in
some little detail or other. And he had a pat way
of turning up at just such times, but never saying
much. An unpretentious chap. Only happy, it
seemed, when he could be tinkering with some-
thing— finding a 'better way to do a thing.
"That's enough of the manager's story — comes
pretty close home, doesn't it?
"Now, then — how much .effort do you really ex-
pend in helping your customers to get more joy
out of the Victor you sold them? Don't, for good-
ness sake, get the notion that because you have
sold 'em a machine that that's the end of it. The
more those people enjoy the Victor, the more Vic-
tors will you sell to others. Here's an idea: The
country is crazy, just plain crazy, right now over
the tango and hesitation waltz, arid the trot. To
be sure, they are not danced so very much in the
ballrooms of the country, but they are being danced
in thousands upon thousands of private homes,
and that's vastly better business for you. On
state occasions an orchestra is used — when a little
coterie of friends get together evenings to dance,
the Victor is the ideal thing. That's no joke. There
are very real, very definite reasons for it, which
were set forth last month.
"Now then, why not send a little note to the
leaders of your smart set, suggesting that you'll
be very glad to send a Victor and a demonstrator
'whenever miladi would like to give a little "the
dansant" "tango tea" to her friends.' That's help-
ing people to get more joy out of the Victor, or
helping more people get joy out of the Victor,
as the case may be — and incidentally that sort
of thing can make all the difference between a
big success and a partial one."
from the factory more promptly than ever before,
and disc dealers state that all the records in the
disc library are meeting with a ready sale."
COLUMBIA WITH KRANICH & BACH.
Famous Piano House in Harlem Secures the
Representation of the Columbia Line — Will
Be Featured and Exploited in a Progres-
sive Way — Constructing Attractive Booths.
One of the most important deals consummated in
some time was that made by the Columbia Grapho-
phone Co. last month, whereby the retail store of
Kranich & Bach, the prominent piano house of
New York City, will handle a complete line of Co-
lumbia machines and records. This store, which is
located on West 125th street, in the heart of the
Harlem shopping district, is one of the most at-
tractive piano establishments in that vicinity, cater-
ing to a high-grade clientele.
Approximately one-half of this spacious store will
be devoted to Columbia products, a number of
sound-proof demonstration rooms having been
constructed for the accommodation of Columbia
patrons, and a refined scheme of decoration char-
acterizes the entire department. H. W. Acton, for-
merly connected with the Columbia retail depart-
ment, is in charge of the Columbia department
at Kranich & Bach.
Kranich & Bach, whose factory and executive
offices are located at 237 East Twenty-third street,
New York, is one of the best-known and oldest
established piano houses in the industry. Their
instruments are considered among the highest-
grade pianos and player-pianos manufactured, and
the firm sells its products through the leading deal-
ers throughout the country.
FEBRUARY A RECORD MONTH.
"February was a splendid month, exceeding all
our expectations," remarked A. W. Toennies, of
the Eclipse Phonograph Co., 203 Washington street,
Hoboken, N. J., Edison disc and cylinder jobbers
exclusively. "Both in machines and records our
disc sales have been excellent, and our dealers are
all well pleased with the newspaper advertising that
Thomas A. Edison, Inc., has been using, with the
names of the dealers prominently displayed.
"Shipments of disc records are being received
STRONG EDISON AD CAMPAIGN.
Persistent and Attractive Publicity in Behalf
of New Disc Phonographs and Records Get-
ting Results Throughout the Country.
Thomas A. Edison, Inc., is continuing its splen-
did newspaper campaign on behalf of the new
Edison disc phonographs and records. These ad-
vertisements, which are designed along somewhat
different lines than the average talking machine
newspaper ads, are producing excellent results for
the dealers mentioned in the copy, and many of
the Edison disc representatives are enthusiastic in
their reports of the inquiries which are being re-
ceived from the individual advertisements. The
present newspaper campaign is based along invita-
.tion lines rather than any attempt at direct sales.
No prices are mentioned, but an invitation is ex-
tended to the public to visit any of the dealers
listed on the lower part of the advertisement to
hear the new Edison disc phonograph and records.
The list of Edison disc representatives presented
in the latest advertisements is an imposing one,
and in addition to the large number already men-
tioned in the columns of The World include the
following new ones : Schultz Novelty & Sporting
Goods Co., 118 Nassau street, New York; Spector
& Son, 904 Prospect avenue, New York ; Richard
W. Olsen & Co., 617a Fifth avenue and 113 Flat-
bush avenue, Brooklyn; B. Poehland, 1592 Broad-
way, Brooklyn ; Fred H. Ponty, Port Chester, N.
Y. ; Edward Waters, Oyster Bay, N. Y. ; Hugo
Traeger, 61 Wright street, Stapleton, S. I., N. Y. ;
William Ricker, 658 Newark avenue, Jersey City,
N. J.; W. K. Muchmore, Morristown, N. J.; W.
H. Morehead, 141 Main street, Somerville,
N. J.; J. V. Flynn, Haverstraw, N. Y.;
Rockland Talking Machine Co., Spring Valley,
N. Y. ; W. H. Pine, Asbury Park, N. J. ; Estate of
William Wright, Dover, N. J.; Gerber & Rau,
Lakewood, N. J. ; E. F. Glover, Plainfield, N. J. ;
The Jigger Shop, Princeton, N. J. ; James McCol-
lum, Railway, N. J.; Frank C. Dobert, Rutherford,
N. J.; C. F. Wolf & Bros., Somerville, N. J. ; Stoll
Blank Book & Stationery Co., Trenton, N. J. ;
Henry Bishop, Babylon, L. I., N. Y. ; Benj. Rosen,
Southampton, N. Y. ; I. P. Hallock, Greenport,
L. I., N. Y., and G. R. Pattison, West 125th street,
New York. Mr. Hallock is one of the best known
"talker" dealers on Long Island, catering to an
extensive clientele, while Mr. Pattison but recently
purchased the Harlem store of the Hallet & Davis
Co., the prominent piano house.
PRESIDENT EASTON RETURNS.
Edward D. Easton, president of the Columbia
Graphophone Co., accompanied by Mrs. Easton,
returned to New York Thursday equipped with
renewed energy and vigor after a short vacation
to Bermuda.
IMPORTANT NOTICE TO EDISON DISC DEALERS
The New
Thomas Attachment
Plays lateral cut records on the new Edison Disc
Machine. It has a patented ball bearing joint, which
makes it work flexible and free. You should not fail
to have a quantity of these attachments in stock, as
it will greatly add to your machine sales.
Write to your jobber for a sample,
if he hasn't it write to us.
F. H. Thomas Co., 689 Boylston St., Boston, Mass.
Patent Pending.
THE TALKING MACHINE WORLD.
43
2 GRESHAM BUILDING, BASINGHALL STREET E. C., LONDON, W. LIONEL STURDY, MANAGER.
Flood of Cheap Disc Records Causing Notice-
able Reaction in Trade Circles — First Case of
Record Infringement of Copyright in Court
— Trade in Persia and Japan — The Edison
Disc Line in England — Improvement Looked
for in Reproduction — Leipzig Fair Visitors —
New Records Placed on Market — Dinner to
Paul H. Cromelin — Latest Record Lists In-
teresting— General News of the Trade.
(Special to The Talking Machine World.)
London, E. C, England, March 5. — Gramophone
trade conditions on this side continue to excite a
certain amount of nervousness, chiefly in relation
to ruling prices for disc records. There is little or
no cause for complaint on the ground of actual
sales, for in this respect trade is undeniably good,
time of year considered, but it requires an enor-
mous turn over in order to ensure a reasonable
amount of profit under present circumstances.
Things went smoothly enough during the rush-time
months prior to 'Christmas, but now that business
has settled into a gradual decline, as we approach
the summer season, traders are forced to abandon
the policy of drift and concentrate on putting their
house in order, if it is not already too late. In
some cases this tardy realization of their serious
position tends but to heighten the general instability
prevalent in trade circles, and it will require more
than ordinary commercial genius to find a success-
ful solution of present difficulties. Time has re-
vealed in no uncertain manner the futility of the
policy which actuated the issuance of cheap records.
The object aimed at may yet be achieved to some
extent in the near future, indeed, if I read certain
signs correctly, we shall experience more than one
withdrawal from this market before next season.
Competition will, however, be as strong as ever, for
this field of activity seems invested with an at-
tractiveness as fatal as a light is to a moth. Gram-
ophone merchants come and go, and notwithstand-
ing the obvious pecularities of trade conditions
here, we never lack the bright and hopeful "pros-
pectors" who, somehow deceive themselves into the
belief that they will revolutionize things and achieve
success, where others of experience have failed.
But that, by the way, whether or not competition
becomes less active or otherwise, the fact remains
that nothing can undo the irreparable damage sus-
tained by the gramophone industry as the result of
these cheap record issues. Indeed, I do not hesi-
tate to state plainly that it is responsible for a sub-
stantial setback in the commercial development of
sound trade, and the future alone can reveal the
full extent of this damaging policy. A very un-
desirable class of trader has sprung into existence,
price-cutting is more rampant than ever, decent
dealers find it increasingly difficult to trade profit-
ably, and the sales of records at half-a-crown are
considerably on the decline. These are the apparent
facts from a superficial survey of the situation, and
I think it will be generally admitted they are bad
enough. Optimism is for the time being under a
cloud. The shilling records flourish as strongly as
ever, and it is certain that if manufacturers do not
withdraw this unsound trading, time itself will
eventually compel them to, by reason of financial
loss. The new policy of the Columbia Co. in intro-
ducing an eighteen-penny record, reduction of the
Grammavox record to the same level, and as re-
ported elsewhere the reduction of the Favorite
record from a half-a-crown to eighteen pence, ac-
companied by the statement that the records will be
marketed through an agency, is not without great
significance in the light of present conditions. A
large public has sprung into existence for the sale
of medium-priced discs, and it is in keeping with
the times that these firms should now cater for this
extensive demand.
There are rumors that the Zonophone Co. would
embark upon a new campaign, but in response to
my inquiry direct, I am informed that it is mere
idle speculation — in short, the present policy of the
company remains unchanged.
New Policy of the Favorite Company.
Under date of February 18, T. D. Addis, manager
of the London depot of the Favorite Record Co.,
has intimated by circulars that "arrangements are
now being made under which the English business
* * * will be carried on through an agency."
Fending completion of the proposed new arrange-
ment, Mr. Addis will personally attend to all mat-
ters Full particulars of a generous exchange scheme
operative until the end of February, accompanied
this circular, which also advised the trade that the
price of Favorite records was now : Ten-inch, 1/6;
twelve-inch, 2/6, retail. A revision of the trade
terms, persumably comes into force simultaneously
with this reduction.
I do not think there is any need to enlarge upon
the importance of this drastic change of policy,
beyond a mention of the fact that it has met with
general approval, among dealers especially. The
view exists, however, in more than one quarter,
that the company should have taken this very neces-
sary step several months ago, but, better late than
never, it is meeting with all the success that may be
expected of a high quality record at such a cam-
petitive price as eighteen pence. If price and quality
determine sales, I can only say thai the Favorite
record is assured of unlimited popularity among the
great army of gramophonists.
First Record Infringement of Copyright.
A most important case in the history of the gram-
ophone trade came to light recently in the Tower
Bridge Police Court. From the proceedings report-
ed below, it will be seen that this is the first case
of infringement under the Copyright Act, and it is
particularly suggestive in relation to the position
of dealers who, perhaps, unknowingly place such
records on sale. The records may have been pub-
lished in all good faith without a copyright stamp.
I am not speaking of the present case— and trust-
ing in the action of the record publishing house,
the dealer is liable to find himself in a very awk-
ward plight. There is, I think, little occasion,
however, for the respectable retailing houses to an-
ticipate trouble in this direction. If a recorded
copyright composition is sent out unstamped by the
manufacturer, I am open to say it is not so much
his fault as that of the Act itself, which is a source
of continual complication by reason of its all too-
parliamentary phraseology, and the fact that it
places upon the issuing house the onus of eluci-
dating obscure and sometimes questionable copy-
STROH VIOLS
VIOLIN, VIOLA, ETC.
The mellow and matured tone of these
instrument?, which are constructed la» gely
of aluminum, yet possess none of the
characteristics of the gramo"
phone or wind instn ment, is
only one of its many points
which are fully set out in an
illustrated booklet which will
be mailed free on request to
the sole makers.
String: Fiddle
GEO. EVANS
\S\J* London, Eng.
OR
in U. S. A. to their sole repre-
sentatives
Oliver Ditson Go.
150 Tremont Street
BOSTON
NEW YORK and PHILADELPHIA
Violin
right ownership claims. Notwithstanding, or
rather perhaps because of this condition of things,
it is a tribute to the thorough and careful manner
of investigation of copyright ownership made by
record manufacturers that the case in point is the
first known, and withall an isolated one during
close upon two years' operation of the Copyright
Act! I do not seek to minimize the gravity of it.
With so many cheap, and job lots of records on the
market, there is an ever-present possibility of
trouble for the dealer who buys indiscriminately.
The law cannot recognize any plea of ignorance,
and it behooves all buyers of records to exercise
unusual precaution in buying under such circum-
stances as is revealed in the following case, as re-
ported by the London Music Trade Review. The
summons was taken out by the Mechanical Copy-
right Licenses Co., Ltd., against Adolf Knopf, of
62 Lower Marsh, Lambeth. Counsel stated that his
clients, the plaintiffs, attached considerable im-
portance to the case. He believed it was the first
action for unlawful infringement of copyright
under the act of 1911. The prosecutors were the
duly authorized agents of Herbert Sullivan, who
on the death of Sir Arthur Sullivan, became en-
titled to the benefits of his compositions. The de-
fendant appeared to have two places of business —
one at 25 Waterloo road, and another at 62 Lower
Marsh. The five summonses were in respect of
various dates in January, when representatives of
the company paid visits to the two places of busi-
ness and purchased gramophone records of "The
Lost Chord" and a song from "The Gondoliers."
The defendant, in selling these records without a
stamp, knew that he was doing wrong; he had been
in the employ of a company of high standing, and
was now an agent for the same company. Counsel
added thai he proposed to ask for an order for
the destruction of the records on the premises.
Mr. Benwell, for defendant, said his client was
in Russia. What he (Mr. Benwell) was told was
that about a month or six weeks ago the defendant
purchased about 12,000 gramophone records, some
of which were stamped and some unstamped. As
to some of these records, the copyright had become
extinct, and the vendors gave his client an indem-
nity. He was willing to give an undertaking to
pay all royalties which might be due. An offer to
do so had been given before proceedings were un-
dertaken. Huntly Jenkins observed that an under-
taking was of little value.
The magistrate, in imposing a penalty of 40s on
each summons, with five guineas costs, directed that
the records in question should be destroyed.
Persian Trade Conditions.
Two consular reports just issued on the trade
of Ispahan and Bushire, simply reiterate what has
been stated so often about the anarchic conditions
of Persia. Neither life nor property is safe, and
the prevalent insecurity makes trading well-nigh
impossible. An instance is given where specie was
sent to a town in southern Persia, the distance be-
ing 260 miles. It reached its destination ten months
later ! Under these conditions trading is much
too hazardous, and at such risks it is only possible
for those who charge very high prices in order to
cover the all too frequent losses.
No Annual Report Yet Ready.
According to a German contemporary, the di-
rectors of Carl Lindstrom, A.G., Berlin, declare
that no definite announcement can yet be made
about the past year's dividends owing to the fact
that it will depend upon the reports of their
foreign companies. The dividend is expected to
be not less than 15 per cent., but this will be an-
nounced at the General Board meeting to be held
about the middle of this month.
According to a report from Germany, the
Deutsche Gramophon Co. are taking steps to
enforce their claim to the exclusive use of the
word gramophone as applied to instruments and
(Continued on page 44.)
THE TALKING MACHINE WORLD.
FROM OUR LONDON HEADQUARTERS— (Continued from page 43).
records. The German trade press seem to resent
this, claiming that the word is a generic term, as
in England.
Increasing Demand for Music from Japan.
The recently published particulars of export
trade with Japan indicates that with the Japa-
nese European music is becoming increasingly
popular. The 1010 figures show that Great Britain
exported to that country instruments and records
to the value of only £340, but two years later,
1912, we find that the figures have risen to the
extraordinary total of over £5,000, notwithstand-
ing the active operations of new record factories
in Japan. The German export figures for the
years mentioned were £2,325 and £10,210 respect-
ively.
Double Sided Records Most Popular.
There is no question of the popularity of
double-sided records as against the single-faced
in the United Kingdom, despite the difficulty of
mating two titles acceptable to the buyer. In
Germany, however, it has been a subject of ques-
tion, and representations for a return to the single-
faced records have been notified. To test the
matter, the Deutsche Gramophon Co. intend to
issue identical titles on both kinds of discs. Some
permanent policy will result if it is shown that
there representations are based on the proved re-
quirements of the market. The verdict will be
awaited with keen interest.
New Columbia "Regal" Record.
The Columbia Graphophorie Co. have now en-
tered the field with another new record — ten-inch
double-sided, styled the "Regal," at eighteen pence
retail. The official news reached me just in time
to miss the mail for last month's issue. The an-
nouncement has caused much comment throughout
the trade.
In announcing the "Regal," the company
says (in part) : "It is generally acknowledged in
the trade that during the past twelve months the
immense number of cheap machines and records
sold has created an entirely new buying public
for records.
"This new public, accustomed to a low price for
records, at the same time realizes that it cannot
expect on the cheapest records artists of acknowl-
edged fame, and would therefore willingly pay a
few pence more for artists whom it is not pos-
sible to give on cheap records. * * * The
Regal catalog consists of 457 records transferred
from the famous Columbia-Rena records, and
fifty-five records of new recordings. * * *
Regal records will be sold under strict price main-
tenance covered by our patents. Supplements will
be issued monthly. * * * The name 'Regal' is
well known in the trade in connection with the
famous Regal instruments." A few of the well-
known artists in the Regal catalog are : John
Bardsley, Robert Howe, Jones and Van Brunt,
Collins and Harlan, I. Gillette, Bela Berkes Orches-
tra, Austin, Kitchen, Beth Tate, May Moore
Duprez, Lorimer, Cunliffe, Sheridan, Will Evans,
Champion,' Jack Mills and company.
In connection with the "Regal" record issue, the
titles deleted from the Columbia catalog are ex-
changeable on the basis of an order for twice the
value in Columbia-Rena records, or three times
the value in Regal records. The exchange ended
February 14, and only new records were accepted.
Marketing the Edison Disc Line in England.
Considerable interest is evinced this side by an
authoritative statement from Orange concerning
the marketing of the Edison disc products in
England. The news was conveyed by letter from
the Edison Co. to a Glasgow correspondent,
and in part is as follows : "Mr. Edison has is-
sued strict instructions that no disc goods are to
be exported until the large initial demand in the
States has first been satisfied. * * * The rec-
ords are practically unbreakable. * * * We
are not supplying a change device so that our rec-
ords may be played on other machines." Appar-
ently it is the company's intention to develop an
entirely new jfield when they are ready to market
the product here, but somehow or other the im-
pression exists that- we are not likely to see much
of the Edison disc for some considerable time
ahead. We shall most certainly await its advent
in England with great interest.
Farewell Dinner to Paul H. Cromelin.
No better proof of the good fellowship that ex-
ists amongst members of the trade could be found
than the complimentary dinner which was given
to Paul H. Cromelin recently at the Connaught
rooms by the Kinematograph Manufacturers' As-
sociation as a farewell following his retirement
from the service of the Edison Manufacturing Co.
after three years in England.
The feature of the evening was the presenta-
tion to Mr. Cromelin of a "All British" Old Spade
Guinea from the members of the association,
which was followed by the passing around of 'the
loving cup with all due formality.
The chair was occupied by H. A, Browne in the
absence of the official chairman of the association,
J. F. Brocklis. Telegrams of regret were read
from Messrs. A. Reed, H. Paulson, G. H. Smith
and H. Hayman. Will Jury proposed the first
toasts of the evening, namely, "Our Guest," and
referred at length in most complimentary terms
to Mr. Cromelin's connection with the trade and
his fairness in all matters of business. The toast
was supported by Messrs. Will Barker and H. A.
Spoor, to all of which Mr. Cromelin replied with
much feeling, especially when speaking of the kind
treatment he had received at the hands of his
British associates and competitors. A toast to
"The Chairman" and the response by Mr. Browne
brought the evening to a happy close.
Thorpe Bates' First Columbia Records.
In announcing the first records by Thorpe Bates,
the Columbia Co. states that it considers them
the finest examples of baritone recording yet is-
sued. Thorpe Bates is one of the best known
concert artists of the day, and he has built a
reputation of strength upon the rich qualities of
his voice and his own artistic versatility.
Thorpe Bates is represented by two records as
his first Columbia contribution — a 10-inch record
of "Youth" and "To Anthea" and a 12-inch record
of Amy Woodforde-Finden's lovely song, "O
To T.M. the King and
Quean of Spain
To H.M the King
of Sweden
To H.H. the Khedive
of Egypt
To H.M. the King
of Italy
66
— the trade-mark that is recognised
throughout the world as the
Hall-mark of Quality
To H.M. the Shah
Of Persia
AUSTRIA: Oesterr. Grammophon — Geaellschaft.
m. b. H., 8, Krugerstrasse, Vienna.
BELGIUM: Cie. Frangaise du Gramophone. 51.
Avenue de la Porte de Hal, Brussels.
DENMARK : Skandinavisk Grammophon-Aktiesel-
skab, Frihavnen. Copenhagen.
FRANCE: Cie. Francaise du Gramophone, 115
Houlevard Richard Lenoir, Place de la Repub-
lique, PariB.
GERMANY: Deutsche Grammophon-Aktieo-
gesellschalt, 35. Ritterstrasse. Berlin. S42.
HOLLAND: American Import Co, 22a, Amtterd.
Veerkade. The Hague.
HUNGARY: The Gramophone Co., Lid, IV.
K ossuth Lajos-Utcza 8. Budapest.
SPAIN : Cia. Franc^sa del Gramophone. 56, Balmet,
Barcelona.
SWEDEN : Skandinaviska Grammophon-Aktie-
bolaget, 52 Appelbergsgatan, Stockho'm.
RUSSIA : The Gramophone Co.. Ltd.. 45. Ne«ky
Prospect. St. Petersburg: 9. Golovinsky Prospect
Tiflis ; 30. Novia Svit. Warsaw.
EGYPT: The Gramophone Cc^, Ltd.. 13. Roe
Stamboul. Alexandria ; Rue Mousky, Cairo.
EAST AFRICA : Bayley & Co.. 8 Beira.
Lourenzo Marques,
SOUTH AFRICA: Darter & Sons. Adderley Su
Cape Town ; Mackay Bros., Rissik Street,
Johannesburg ;
Mackay Bros & McMahon. 443. West Street.
Durban ;
Ivan H. Haarburger. Maitlaod St., Bloemfontei*.
INDIA : TheGramophone Co., Ltd..l39.BalliaghatU
Road, Calcutta : 7, Bell Lane, Fort, Bombay.
AUSTRALIA: The Gramophone Co., Ltd..
Hoflnungs Chambers. Pitt Street. Sydney.
GREAT BRITAIN: The Gramophone Co. Ltd..
21. City Road. London. E.C.
By Appointment
To H.M. Queen Alexandra
Great Britain :
The Gramophone Company Ltd
21 City Road
London EC
THE TALKING MACHINE WORLD.
45
FROM OUR LONDON HEADQUARTERS— (Continued from page 44).
Flower of All the World," paired with the favorite
ballad "Sincerity."
Latest Improvement in Reproducing.
It is, I think, generally admitted that under, pres-
ent methods we must -look for gramophone im-
provement, not so much from the side of record-
ing as of reproduction. I would not suggest that
inventors have exhausted all efforts in the former
direction, but the fact remains that greater atten-
tion seems to be devoted to the methods of repro-
ducing sound, as witness the progress made within
recent years by not a few of our leading concerns.
Mechanical music is thought by many to have
reached a stage little short of perfection, and cer-
tainly it is a marvelous thing to have produced
from an inanimate black disc a sweet discourse
of melodious sounds. Still, one cannot disguise
that scope exists for improvement, and the man
that can "show the way" to this end. will be a
maker of history. Possessing a full measure of
enthusiasm, without which it would perhaps be
difficult to get a commercial hearing, the sponsors
of new inventions often develop the idea of revolu-
tionizing the trade, seldom to any purpose, un-
fortunately. There is always a welcome for "some-
thing better," and it can only possess the elements
of success providing it fulfils all claims, is well
supported financially and is marketed in an enter-
prising and energetic manner. These attributes I
can partly vouch for in connection with a new
kind of method for the reproduction of sound
v/hich is about to be introduced on this market.
The inventor is Jose Hoffay, whose extensive ex-
perience with the American Columbia Co. at once
invests his claims with all the weight of a man
who "knows !" Your correspondent was recently
accorded the privilege of a first confidential dem-
onstration of Mr. Hoffay's new instrument, a de-
scription of which must be left until another time
when it is ready for the market. At the moment
I can but speak of its tonal qualities. Every kind
of record was played — Columbia, H. M. V., new
Edison disc, Marathon, etc., vocal and instru-
mental. I can frankly say the result was truly
astonishing, all being reproduced with remarkable
fidelity; in fact, in a more realistic manner than is
possible on the ordinary instruments in use to-day.
Somehow or other the volume of even the loudest
records, bands, etc., seemed just right, as did also
that of the lighter class of instruments. One or
two experts who have heard Mr. Hoffay's machine
declare its superiority over all other sound repro-
ducing mediums and predict that it will meet with
instantaneous success. Certainly I have never
heard records reproduced in such a natural and
musically perfect way. It is, in my opinion, the
most important development in the history of this
tiade, and we shall await complete details of its
construction with keen interest. The new instru-
ment is covered by nine separate patents and is
protected in all the leading countries of the world.
It is a gramophone and yet, says Mr. Hoffay, so
vastly superior in its beautiful results that he hesi-
tates to use the word. For a suitable commercial
name Mr. Hoffay therefore authorizes me to s'.a e
that he will award a prize of £10. Communication
to our London office will be duly forwarded to the
right quarter.
Gramophone Co.'s Records for March.
A list of more than special merit is that issued
by the Gramophone Co. for March ; it is brimful
of interest for the music lover, whose every mood
is ministered unto with a range of titles of great
variety. The Celebrity records include a gem in
"Dreams of Long Ago," sung in English by Signor
Caruso, and "Marechiare" (Tosti), by the great
Titta Ruffo. Miss Alma Gluck sings two little
ballads. Miss Ruth Vincent, we observe, is down
for "A Birthday" (Cowen), and the lady tenor,
Miss Ruby Helder, the "Green Isle of Erin." Some
idea of the quality offered this month by the H. M.
V. company may be gained by a perusal of the com-
plete list of titles as follows : Twelve-inch, double
sided — "Welsh Rhapsody" (German), and "Nor-
wegischer Kunstler Carnival" (J. S. Svendsen),
Bournemouth Municipal Orchestra; "The Land of
Roses," Valse (Herman Finck), "Ecstasy Valse"
(Sidney Baynes), Mayfair Orchestra; "A Dream
of Egypt," "Introduction," "Beside the Lonely
Hill" and "I Envy Every Circlet" (A. Woodford
Finden), band of H. M. Coldstream Guards;
"Maximilian Robespierre op. 55, Part I and Part
II (H. Litolff), band of H. M. Coldstream Guards;
"Marana Tango" (Nat. B. Ayer), and "Seduction
Tango" (G. Noceti), Le Petit Cafe Orchestra.
Ten-inch, double-sided— "Jumping Jim" (C. Kat-
taum), and "Devil-May-Care," two-step (Paul
Lincke), Mayfair Orchestra.
Twelve-inch, single-sided — 'Parsifal" — Verwand-
lungsmusik Part 1, Act 2 (Wagner: "Parsifal" —
Verwandlungsmusik Part 2, Act 1 (Wagner) ;
"Parsifal" — Verwandlungsmusik, Act 3 (Wagner),
all by Berlin Philharmonic Orchestra; "Some of
These Days" (Shelton Brookes), Miss Shirley
Kellog; "Katzensfugue" (Domenico Scarlatti),
Mark Hambourg (piano) ; "Hush-a-Bye Baby"
(Archie Naish), Tom Clare; "The Fallen Star"
(Chevalier), Albert Chevalier; "The Village Fire
Brigade" (monologue), Alfred Lester (assisted by
Miss Buena Bent; "Take Advice from One Who
Knows" (Arthurs and David), Miss Jenny Ben-
son; "How Are Ye?" (Judge and Williams),
George Graves.
Ten-inch, single-sided — -"All Soul's Day" (Rich-
ard Strauss), John Harrison; "The Vagabond''
(Molloy), Thorpe Bates; "Offerings" (Monk
Gould), Hubert Eisdell ; "Down in Lover's Lane"
(Easthope Martin), Miss Paolo St. Clair; "Irish
Names" (Turvey), Reinald Werrenroth; "The
Maiden in Gray" (Barnicott), Elsie Baker and
Frederick Wheeler; "Soldier, What of the Night?"-
(Airlie Dix), Robert Radford; "I Have a Thrush
at Eve" (Codman), John McCormack; "Narcissus"
(from water scenes) (Nevin), Florence Quartet;
"Serenata" (Moszkowski), Miss Maud Powel
(violin) ; "I Want to Be in Dixie" (Berlin and
Snyder), Willie Solar.
Leipzig Fair Visitors.
An unusually large number of gramophone men
will be making their way to Leipzig for the open-
ing of the fair on March 2. The majority will
be away for five or six days. From all reports
there is a promise of some especially interesting
exhibits, and these I hope to deal with in my
notes next month. A fairly close canvass of the
trade reveals the following list of names which
will doubtless be inscribed upon the fair register:
S. W. Dixon, the Gramophone Co.; John A. B.
Cromelin, European general manager; Louis S.
Sterling, British manager ; G. L. Funnel!, factory
manager, and E. M. Burns, New York export man-
ager, all of the Columbia Graphophone Co. Chris-
tian Durve. Manchester; T. Llewellyn Davies,
Wholesale Musical Supply Co. ; George and Ber-
nard Andres, Homophone; A. N. Gray and W.
Denville Simons, National Gramophone Co. ; A.
Balcombe and E. Somerfeld, O. Ruhl, Ltd.; A.
Hertzog and G. Ficker, New Polyphon Supply
Co.; E. Oppenheim and F. Cassel,. Scrutton
street ; G. Murdock and R. Fulton, John G. Mur-
dock & Co. ; W. Cooper. Coliseum Record Co. ;
W. Johnson, Liverpool; Fiank and Edgar Samuel.
Harnett Samuel & Sons, Ltd. ; H. Bosman, Scala
Record Co. ; Messrs. M., S. J. and B. Woolf, M.
& A. Woolf, Ltd. ; Messrs. Nottingham, Anchor
Record Co. ; C. F. Harth, Syrena Record Co. ;
W. H. Reynolds, W. H. Reynolds Ltd.; P. Cowan.
Alexander Record Co. ; H. Lewin, Operaphone
Record Co., exhibit, Peterstr. 26 ; Jose Hoffay, and
N. Carlton, late of the London Record Co.
In addition to the foregoing the following are
probable visitors, but at the time of my inquiry
they were a little uncertain : W. Mauson, British
Zonophone Co. ; L. H. Kempe, National Gramo-
phone Co. ; Mr. Appleton, Leids, and T. D. Addis,
Favorite Record Co.
Trade Commissioners on Visit.
In accordance with the practise that has been
established for his Majesty's Trade Commissioners
in the several Dominions to visit this country of-
ficially from time to time, so that manufacturers
may have the opportunity of consulting them on
any matters connected with their business, or of
obtaining information as to the possibilities of
extending their trade, it has been arranged that
the Trade Commissioner for New Zealand (W.
G. Wickham) shall come to this country, and will
doubtless have arrived by the time these lines ap-
pear in print. Representatives of firms will first
be seen in London, and then trade and industrial
centers in the provinces will be visited.
First Gorilla Records.
Colonel "Buffalo" Jones, the veteran hunter of
the Wild West, who has spent his life facing every
kind of wild animal, with no other weapon save
his lasso, is in London preparing for an expedi-
tion to rope gorillas in the French Congo. The
Buffalo Jones expedition is taking a graphophone
with it, according to the Daily Mail, to obtain the
first "voice-records" of these terrible animals,
whose roar is described by those who have heard
it as being terrific— far louder than that of the
lion.
The Efficient Salesman.
In the course of a business chat with young men
at a London hall recently, F. W. Moore said :
"Salesmen of all ranks from the pedlers on Lud-
gate Hill to the diplomatists at the courts of
Europe, render service to their employers, to their
customers and to themselves, and no deal can be
straight and clean unless the interests of all three
classes are properly guarded." The efficient sales-
man was the manjvho studied his goods, his cus-
tomers and himself. He must make a hobby of
his work, always learning from his failures- how
to avoid a repetition of them in his strenuous
game, and he must have nerve, courage and grit,
together with loyalty to his employer. He must
be physically fit in order to be mentally fit, and
must be candid."
New Companies Incorporated.
Ebonitis, Ltd., manufacturers of plastic material
for making gramophone records ; capital, £10,000 ;
office. 5 Willowbrook Grove, Camberwell, London.
S.E. In addition to the manufacture of records,
the articles of association provide for the manu-
facture of electrical switches and other goods.
The secretary pro tern, is W. F. Robbins.
New Disc Record Placed on Market.
Yet another • new disc has been placed on the
British market. It is called the Syrena grand
record, ten-inch double-sided, and is the product
of a large Russian firm whose operations, we
learn, are very extensive on the Continent and
abroad in other directions. Additional interest is
aroused in the new venture on account of the fact
that its control is piaced in the hands of C. F.
Harth, whose experience with O. Ruhl, Ltd., and
more recently as London manager of the Favorite
Record Co., may be accepted as a valuable asset
in the launching of the "Syrena Grand" on this
market. In partnership with Mr. Harth is Mr. A.
Dub, who comes from the company's Warsaw
headquarters, where, of course, he gained great
experience of talking machine trade in general.
A linguist of no mean ability, Mr. Dub speaks
English fluently, and he will of a surety soon be-
come a leading personality in British trade circles.
These gentlemen have opened offices at 56 City
road, London, where they trade under the title of
Messrs. C. F. Harth & A. Dub. In conversation
with your correspondent the former gentleman
said : "The Syrena Grand repertory includes
practically all the best Jewish, Russian and Polish
titles, and there exists already a fairly compre-
hensive list of English compositions. We intend
to concentrate on increasing the latter as soon as •
may be possible, and we shall offer the British
trade a substantially good record at a competi-
tive price. We are not confined to the United
Kingdom, and shall cultivate trade, especially with
the British colonies and dependencies." Under
test I found the Syrena Grand a record of pleas-
ing qualities in all respects, and there seems every
prospect of its success, given, as I am assured will
be the case, an energetic policy and an increased
repertoire of English titles. Both gentlemen have
The World's best wishes for the complete success
of the new venture.
The March Columbia Supplement.
The March Columbia supplement in its new
colors affords the trade a magnificent opportunity
to boom the popular Columbia-Rena series. It is a
(Continued on page 46.)
46
THE TALKING MACHINE WORLD.
Note'
Nine out of ten people who hear record
A-1448, "A Little Love, A Little Kiss"
(instrumental)— buy it. A 65c. Columbia
Double-Disc Record.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
FROM OUR LONDON HEADQUARTERS— (Continued from page 45).
well-known truism that nothing increases public
interest in any goods more than the presentation
of those goods in a new form, and there will be
few record buyers who will fail to be highly im-
pressed with the new style Columbia supplement.
An important reason why this handsome booklet
should be well distributed by dealers is that it con-
tains the month's new issues of Columbia "De
Luxe" records, a feature which will stimulate a
demand for Celebrity records with all dealers.
Reed Miller is one of the artists represented by
a twelve-inch Columbia-Rena record this month,
being heard in the tenor aria "When Other Lips,"
or, as it is equally well known, "Then You'll Re-
member Me," from the "Bohemian Girl."
The instrumental section of the March Columbia
supplement is unusually strong, for among twelve-
inch records we have the inimitable Sergeant Leg-
gett in fine cornet records of the Berceuse de
'.'Jocelyn" and Schubert's Serenade, while in ten-
inch there is that other artist of the cornet, Arthur
Laycock, in "Old Folks at Home" and "Robin
Adair" — both with variations. In addition, there
are pianoforte solos, instrumental trios and a brace
of merry concertina solos — "The Wedding Glide"
is one of them — by Alexander Prince.
The Columbia announcement this month of a
first record by the Milan Symphony Orchestra will
attract general attention, especially in view of the
statement that this record was made by the famous
orchestra under the baton of Maestro Romani.
This great Italian conductor made himself per-
sonally responsible for the orchestrations for this
recording, and the orchestra of fifty performers
has, under his direction, produced a record that
will assuredly be acclaimed a new achievement in
recording. The first record — twelve-inch, by the
way — is a fantasia on themes of "La Traviata" in
two parts, and a more entrancing interpretation,
marked by a delicacy that is little short of won-
derful in its detail and definition, it would be diffi-
cult to imagine.
The famous American prima donna, Alice Niel-
sen, furnishes a beautiful record in the Columbia
"De Luxe" series this month of Tosti's '"Goodbye"
and "Sweet Genevieve."
Orville Harrold, who has been enjoying the dis-
tinction of being pitted as an attraction against
Caruso in New York, has his first ten-inch record
in the Columbia Celebrity series this month, being
heard in two English songs — "For You Alone" and
"Absent."
Ysaye — the world's master of the violin — has a
new record on Columbia this month, it being that
lovely tenor aria, the prize song from "The
Meistersinger."
American Mails — Important Alterations.
It is announced that the British Postmaster Gen-
eral has relieved the Cunard Co. from collecting
mails at Queenstown (Ireland) owing to the risk
incurred in entering the harbor there with their
large ships during violent weather. All the Cunard
packet boats, including the "Lusitania" and "Maure-
tania," will therefore proceed direct from Liver-
pool to New York. In consequence it is now neces-
sary for all correspondence intended for convey-
ance by these steamers to be posted on Fridays
before midnight at the London General Post-office,
the times of posting at other London offices and in
the Provinces being similarly advanced.
The Progressive Quality of Half-Crown Records.
It is significant of trade conditions in this coun-
try that the various companies still manufacturing
records at two shillings and sixpence (they — the
companies — are a diminishing quantity, by the way)
would seem to be concentrating upon the produc-
tion of lists which each month represent a higher
standard of quality over preceding issues. This is
doubtless as wise a provision as it is necessary,
having regard to the growing influence of records
priced below this one-time standard rate. Be that
as it may, it cannot detract from the recognition
which is due the enterprising policy, for instance,
of the Zonophone officials in catering to a select
public with records of increasingly high merit and
general value each succeeding month. Space pre-
cludes a detailed mention of the various items com-
prising the latest supplement, but I am moved to
these thoughts because of its generally superlative
quality, which throughout offers a typical example
of the progressive nature of present-day recording
in conjunction with all that goes to the production
of good records.
TO SUPERVISE DANCE RECORDS.
Mr. and Mrs. Vernon Castle Engaged by the
Victor Co. to Supervise Records for Dancing.
In a letter enclosing an advance copy of new
records for the month of April, the Victor Co.
sent out to its trade last week an important notice
to the effect that Mr. and Mrs. Vernon Castle, the
prominent exponents of the modern dance, had
been engaged to supervise the making of all Victor
dance records. The first records produced under
this supervision are included in the April list.
Mr. and Mrs. Vernon Castle have acquired a
country-wide reputation for their splendid inter-
pretation of the modern dances, and Victor dealers
are afforded a valuable selling argument in this
announcement by the Victor Co. that the new
Victor dance records will not only meet with the
approval of Mr. and Mrs. Castle but will be re-
corded under their direct supervision.
John Cavanaugh, the popular manager of the
Edison disc department of A. I. Namm & Son,
Brooklyn, N. Y., is being congratulated on the ad-
dition to his family recently of a bouncing baby
boy. Mr. Cavanaugh's enthusiasm over the Edison
disc line is proven by the fact that the new arrival
was named Edison Cavanaugh.
Oreste Vessella, the famous bandmaster, has
opened a talking machine store at 1436 Atlantic
avenue, Atlantic City, N. J.
HERMANN THORENS, Ste. Croix (Switzerland)
TALKING MACHINE WORKS
Motors and Sound Boxes a Specialty
CONCEDED TO BE THE BEST MANUFACTURED
OVER THIRTY DIFFERENT STYLES
Machines with or without Horns
FIRST QUALITY ONLY
Noiseless Motors
HIGHEST RECOMMENDATIONS
WRITE FOR DESCRIPTIVE CATALOGUE
THE TALKING MACHINE WORLD.
47
ECLIPSE PHONOGRAPH COMPANY
A. W. TOENNIES & SON
203 Washington Street, Hoboken, N. J.
JOBBERS OF
Edison Disc and Cylinder
Phonographs
Exclusively
Dealers of New York and New Jersey
Write for terms and discounts.
SWAMPED WITH THE DEMAND FOR RECORDS.
Volume of Record Business in Cincinnati Has Been Phenomenal — Leading Talking Ma-
chine Houses Make Most Encouraging Reports — A Policy of Expansion Is in Evi-
dence Throughout the Trade and Everyone Is Most Optimistic.
(Special to The Talking Machine World.)
Cincinnati, O., March 4. — During the past
month the local talking machine trade has been
swamped with demands on the part of record
fiends. The volume of business of this class has
been tremendous. The manager and assistants of
the various places, while happy over the sales,
would be willing to have a little rest. This is
the state of affairs in Cincinnati. Even during
the unusual blustery days of February, the custo-
mers found their way down town and loaded up.
The local situation, as a whole, appears very
satisfactory. The arrival of the Cincinnati branch
of the Phonograph Co., attracted much attention
at the time, but the house is now taking its place
in the ranks. Manager Peterson claims his main
trouble is to secure sufficient supplies. J. B. Sims
has joined the traveling forces of this branch. The
company now lias four local dealers. John Ar-
nold, one of the latter, is still in the West, seek-
ing health. Encouraging news comes from the
little hustler, according to word given out at the
store. Arnold is expected back about March 20.
Manager Dittrich, of the Rudolph Wurlitzer Co.,
said :
"Referring to the February business in our Vic-
trola department, we can only say that the de-
mand was practically as great as that experienced
during December, not including the holiday week,
and that the results were extremely gratifying,
notwithstanding the great shortage of machines
and records. The business has reached a basis
where the supplies of instruments and records on
hand determine the volume of business, and it
looks as though this situation will continue indefi-.
nitely.
"The dance records have opened up a tremen-
dous field for sales of Victrolas of all sizes, and
this, together with the increasing popularity of
the machines as a general entertainer, has opened
new avenues which will make the business during
the year 1914 grow far in advance of that of 1913.
"Applications for Victor agencies are coming
in larger quantities than ever known before, and
the initial orders are exceptionally large and usu-
ally include sufficient stock to guarantee the deal-
ers being able to start from the very beginning
with proper equipments for pushing the Victrola
business most successfully."
"Yes," said Manager Whelen, of the local Co-
lumbia Graphophone store, "business continues
good. February sales went far beyond our expec-
tations, and every department ran ahead of any
previous February in the history of the Cincinnati
store. Record sales have been phenomenal and,
despite the fact that we daily received large ship-
ments of records, we ran out of certain records
for which there is a great demand. The Columbia
dance, records have certainly filled a long-felt want
among the dance enthusiasts, and those who have
tried them are unanimous in their opinion that the
tempo is simply perfect, which of course is the
most important feature."
When Mr. Whelen was asked about the school
proposition, he was all smiles when he said : "Well,
we certainly have got the schools acknowledging
the desirability of Columbia instruments and rec-
ords for that purpose. We have just closed with
four more schools, the last sale being at the Wind-
sor School, in competition with two other makes
of instruments."
The Columbia Graphophone Co. states that it
has closed with a large number of new dealers
during the month of February, and the traveling
men report that business is apparently good
throughout the entire territory.
The Lyric's talking machine shop made a very
good showing in February, according tr Manager
Ahaus. This, he said, was particularly true of the
last week, when the big rush came.
The Victor department of the Otto Grau Piano
Co. is doing very well. The company is gradually
enlarging the line and expects to do quite a busi-
ness this year.
Victor businees continued at high tide all during
the past month at Aeolian Hall. The exceptional
showing of December and January were main-
tained ; in fact the only complaint was about the
difficulty of securing goods — both machines and
records.
The Aeolian Victrola department is unquestion-
ably most efficient, and well equipped in every
way. The record service especially has been de-
veloped to a high point. All styles of machines
went big indeed ; it was largely a case of custom-
ers accepting any styles that could be gotten, as
the shortage on some styles was keenly felt
throughout the month.
The demand in records ran mainly to dance mu-
sic, of which it was impossible to secure enough
stock. The lists of special dance records scored a
pronounced hit. The European one-steps and tan-
gos scored heavily. Prospects at Aeolian Hall are
for a continuance of boom business. The company
continues to advertise Victrolas heavily.
BIG AUSTRALIAN SHIPMENTS
Of 240,476 Blue Amberol Records Within a
Period of Six Weeks.
That Australians appreciate phonograph music
is more and more evidenced every day. "The Star
of India" recently sailed with one order alone for
140,476 Blue Amberol records. Another shipment
of 100,000 has just been made by Thos. A. Edi-
son, Inc., making 240,476 in the space of six weeks.
And this is the dull or summer season in Austra-
lia, too.
SETTLED IN NEW QUARTERS.
The Schmelzer Arms Co., Talking Machine
Jobber, Occupies Handsome New Home.
(Special to The Talking Machine World.)
Kansas Citv, Mo., March 5. — The Schmel-
zer Arms Co., the prominent jobbers of Victor
talking machines and Edison phonographs in this
city, is now settled in its handsome new building
at 1214-1218 Grand avenue, between Twelfth and
Thirteenth streets. The new building, especially
designed under the direction of the company for
the purpose of housing the various departments
of its business, which includes the handling of an
extensive- stock of sporting goods, is of concrete
throughout, with an elaborate tile front, and con-
tains approximately 57,500 square feet of floor
space.
NEW COLUMBIA AGENCIES.
Some Important Deals Made Recently in Con-
nection with the Booking of New Represen-
tatives for the Columbia Line — Some Recent
Additions to the Rapidly Growing List.
The Columbia Graphophone Co. has closed a
number of important deals during the past fort-
night which illustrate the rapid strides in popularity
that Columbia products are making throughout the
country. These new representatives, who are all
located in near-by territory, form but a very small
percentage of all the recent deals closed by the va~
rious Columbia distributers, as Wholesale Manager
Yerkes has on his desk the names of many new
representatives in all parts of the country, which
will be announced in the near future.
Among the new Columbia dealers in near-by ter-
ritory are the following: Joseph Michaels,
a prominent and successful furniture dealer, with
stores at 184 Smith street and 22 Grand street,
Brooklyn, N. Y., and a third store at 503 Fifth
avenue, Brooklyn, N. Y., under the name of Mi-
chaels & Co. ; Columbia products will be handled
in all three stores; R. D. Baker & Son, Warrens-
burg, N. Y. ; the Franklin Parlors, Englewood, N.
J. ; B. Feldman & Sons, Little Falls, N. Y. ; Eugene
Weber, College Point, N. Y.
Wholesale Manager Yerkes was also advised last
week of the closing of an important deal with the
Gilchrist Department Store of Boston, Mass., one
of the best-known stores in New England, which
is arranging for an aggressive exploitation of Co-
lumbia machines and records.
HEAVY DEMAND FOR DANCE RECORDS
(Special to The Talking Machine World.) I
BuffiALO, N. Y., March 4. — No sooner had
the Columbia Graphophone Co. at 622 Main street
announced the Columbia dance records when the
store was rushed with orders from all over the
city. Dealers in Victor dance records have also
been swamped with orders so that it is nearly
impossible to fill them ali at the present time.
Don't try to kill time. Time can stand the
racket longer than you can.
48
THE TALKING MACHINE WORLD.
The only change in Columbia dealers9
profits during the last month has been
an improvement.
(Write for "Music Money" a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolwortta Building, New York
STOCKS STILL REPORTED SHORT IN WISCONSIN.
Lively Business Prevents Jobbers and Dealers from Catching Up with Demands — Higher
Priced Machines Have the Call — Miss Gannon on a Visit to the East — Arranging
to Start New Columbia Dealers — John H. Becker Resigns — General News of Interest.
(Special to The Talking Machine World.)
Milwaukee, Wis., March 9. — The shortage o.:
machines and records which has been experienced
by Milwaukee jobbers and dealers since the open-
ing of the new year does not seem to have been
overcome and the complaint is heard on all sides
that more business than is being received could be
handled if the goods were only available to fill
orders. Stock of Victor machines and recovds
seem to be especially low, and dealers are having
trouble in meeting the demands of the trade.
Stocks in dealers' hands were badly reduced by the
Christmas trade, and they have been trying to re-
plenish ever since.
Dealers in Milwaukee and about the State say
that the February business was unusually good,
but that their stocks have been badly depleted as
a result. General business conditions have shown
decided improvement since the first of the year,
and this has reacted with favor upon the talking
machine trade. General confidence is more wide-
spread, money is a little easier and collections
have naturally improved.
"Business has been very good during the past
month or so," said Miss Gertrude F. Gannon,
head of the Wisconsin Talking Machine Co., job-
ber for the Victor line. "We would probably be
locating more new dealers if we were able to get
more machines and records for distribution."
Miss Gannon recently returned from a short
business trip in New York and other Eastern
points.
The sale of high-class Victrolas at the Edmund
Gram Piano House during February, more than
doubled the number of machines sold during the
corresponding period a year ago. The record bus:-
ness at the store has also been unusually good,
according to Paul A. Seeger, manager of the Vic-
tor department.
L. C. Parker, the enterprising manager of the
Victor department at Gimbel Bros.' Milwaukee
store, has been making some more good sales rf
the Victor V and the small Victrolas to the Mil-
waukee schools. Mr. Parker was really the pio-
neer in selling Victors to the local schools, and h;
worked with Mrs. Frances E. Clarke, forme -
supervisor of. music in the Milwaukee p.bl'c
schools, now with the Victor Talking Machine
Co., in arranging courses so that the talking ma-
chine could be utilized, especially in the grades.
Mr. Parker and his sales force recently sold sev-
eral machines to the Milwaukee Social Center,
where they are being used to good advantage. Gen-
eral business in the Gimbel department is good,
according to Mt. Parker.
The Columbia goods have been increasing in
popularity to such an extent of late that A. G.
Kunde, Columbia dealer and jobber, 516 Grand
avenue, is preparing to start several new dealers
who will handle the Columbia line in Milwaukee.
"The most phenomenal feature of our business
during February was the big increase in the record
trade," said Mr. Kunde. "Our sales of tecords
showed a gain of 100 per cent., as compared with
the corresponding period a year ago. The demand
for machines has been exceptionally good also."
C. W. Abbott, manager of the Victor depart-
ment at the Boston store, is meeting with an es-
pecially good business in the Victrolas X, XI and
XIV at the present time. Demand is strong, hi
says, for all the high class machines. Mr. Abbot,
has found that the scheme of maintaining salesmen
to cover the outside trade is working out favorably
and he believes that it is a plan which every de-
partment store could follow with success. Work
will soon start at the Boston store for the pur-
pose of doubling the size of the Victor talking
machine department.
The J. B. Bradford Piano Co., which now main-
tains a highly successful Victor department, has
consistently kept up its campaign of advertising
the Victor goods in the Milwaukee newspapers,
and the results have been more than satisfactory.
Some especially fine sales of high-grade Victrolas
are reported by officials of the Bradford house.
John H. Becker, Jr., one of the best known
young talking machine men of Milwaukee, has
resigned his position with the retail Victor store
of Miss Gertrude F. Gannon. Mr. Becker has not
completed his plans for the future as yet, but it
is expected that he will again enter the Victor
field at some point after he has enjoyed a short
vacation.
U. P. Gibbs, well known traveler for the Ru-
dolph Wuriitzer Mfg. Co., of Cincinnati, O., re-
cently called upon the Milwaukee trade.
MAKE MOST ATTRACTIVE DISPLAY.
The Furnishing and Decoration of the Store of
the Columbia Co., Inc., in Norfolk, Va., Has
Won High Praise from Critical Visitors.
(Special to The Talking Machine World.)
Norfolk, Va., March 4.- — One of the most at-
tractive stores in the local talking machine trade
is that of the Columbia Co., Inc., 67 Plume street,
this city. Every detail in the furnishing and
decoration of this store is in accord with the high-
Lo.'s line. In addition to the sales value of this
type of machines, there is no doubt but that table
machines lend themselves peculiarly to the distinct-
ive arrangement of a, store display, and this is
well evidenced by the distinctive appearance of the
company's main display room.
The Columbia Co., Inc., is closing an excellent
business with Columbia machines and records
which is aided considerably by its aggressive ad-
vertising campaign in the daily newspapers. In
addition to this consistent advertising, the com-
Showrooms of the Columbia
est ideals of dignity and taste, and the many out-
of-town visitors who have called at the head-
quarters of the company while on a visit,
to the city, have been unanimous in their praises
of its artistic appearance and comfortable and
home-like atmosphere.
As will be seen by the accompanying illustration,
the Columbia Co., Inc., makes a specialty of dis-
playing the popular table machines that form such
an important part of the Columbia Graphophone
Co., Inc., Norfolk, Va.
pany features informal concerts at its store, where
the beautiful Columbia "Grand" is presented to
excellent advantage.
To the credit men, with their ears glued to the
ground, there is beginning to be very audible a
growing rumble that presages a wave "of good busi-
ness and good collections. It's on the way, and
the fellow that is ready is going to ride its crest
to increased success.
THE TALKING MACHINE WORLD.
4?
TALKING MACHINE JOBBERS IN SESSION.
Executive Committee of the National Association of Talking Machine Jobbers Holds Mid-
Winter Meeting in Philadelphia and Consults with Victor Co. Officials at Factory —
Plan for Discussion of Important Matters at Convention at Atlantic City, July 6 and 7.
(Special to The Talking Machine World.)
Philadelphia, Pa., March 3. — The regular
mid-winter meeting of the executive committee of
the National Association of Talking Machine Job-
bers was held at the Bellevue-Stratford, on Sunday,
February 15, with a second meeting with the offi-
cers of the Victor Co. at the factory at Camden
on Monday, and the sessions proved to be among
the most interesting and resultful of any ever held
by the governing body of the association.
increase its output and to take care of the un-
precedented growth in demand.
The jobbers came away with the feeling that
though deliveries in some departments were natu-
rally slow, the company was using every effort to
bring the output to a point where it would meet
demands promptly. The plant is at present work-
ing four nights each week and new record presses
are being installed at the rate of two per week to
meet a demand for records that sometimes reaches
problems that a member cares to bring up through
that medium will be not only considered by the
association, but also when desirable by the factory
officials.
The arrangement committee of the association,
represented by L. C. Wiswell, E. C. Rauth, A. A.
Trostler, held its first meeting in Chicago later
in the same week, for the purpose of making pre-
liminary plans for Atlantic City sessions.
MILWAUKEE CONCERN EXPANDS.
Gensch-Smith Co., Victor Dealer, Adds Line of
Automatic Pianos to Its Business.
(Special to The Talking Machine World.)
Miiwaukee, Wis., March 9.— The Gensch-Smith
Co., operating an exclusive Victor shop at 7E0
Officers National Association of Talking Machine Jobbers.
First Row (left to right) — W. H. Reynalds, Treasurer;
Committee. Second Row (left to right)
The meeting was attended by a full executive
committee, including President J. C. Roush, Pitts-
burgh; Vice-President Geo. E. Mickel, Omaha;
Treasurer W. H. Reynalds, of Mobile, Ala.; Sec-
retary Perry B. Whitsit, Columbus, O., and Jas.
F. Bowers, Chicago; R. H. Morris, Brooklyn, N.
Y. ; O. K. Houck, Memphis, Tenn. ; T. H. Towell,
Cleveland, O., and E. C. Rauth, of St. Louis, this
being the second time since the convention that the
full committee has convened, the first meeting hav-
ing been held in Chicago. In addition to the com-
mittee members, there were also present of the
members at large E. F. Taft, of the Eastern Talk-
ing Machine Co., of Boston; J. N. Blackman,
Blackman Talking Machine Co., New York; Louis
Buehn, Philadelphia ; L. J. Gerson, with John
Wanamaker, New York and Philadelphia; C. A.
Bruce, president of the Standard Talking Machine
Co., Pittsburgh, and Chas. F. Bruno, of C. Bruno
& Son, New York, who took occasion to file an
application for membership in the association.
The session on Sunday occupied all day and
was given over to a general discussion of the
problems that confront the jobber in the trade at
large, including the completion of plans for the •>
coming convention at Atlantic City, for which July
6 and 7 has been selected as the dates.
On Monday morning the jobbers went to the
Victor factory, where they were met by Louis F.
Geissler, general manager ; Chas. K. Haddon, treas-
urer, and other officers and department heads.
Various matters brought up by the jobbers were
threshed out in conference with generally satis-
factory and harmonious results, the committee
being particularly pleased with the cordial manner
in which they were received. Following the con-
ference the jobbers were taken through the vari-
ous departments of the factory and asked for sug-
gestions that would tend to enable the company to
Geo.
— R.
Mickel. Vice-President; J. C. Roush, President; Perry B. Whitsit, Secretary; James F. Bowers, Executive
Morris, (J. K. Houck, T. H. Towell, E. C. Rauth, also Members of the Executive Committee.
100,000 records per day. The facilities of the needle
department have also been increased, and it is
stated that in thirty days all back orders will have
been filled. The company also took occasion to
announce that a new and most liberal record cut-
out and sales proposition would be issued in April.
One of the interesting features of the visit of
the jobbers to the factory was the demonstration
of the actual qualities of various needles for their
benefit with a view to proving the claims of the
needles for Victor records. Needles of the vari-
ous makes were shown under a powerful micro-
scope, which was very effective in emphasizing any
imperfections that were hidden to the naked eye
and therefore not generally appreciated.
Upon leaving Camden the majority of the job-
bers went immediately to their homes, although
Messrs. Taft, Towell, Roush, Bowers and Whitsit
elected to spend some time in New York. In dis-
cussing the plans for the convention, President
Roush said : "We wish specially to emphasize this
year that the business of the convention will re-
ceive the first consideration and the social end
will be relegated to second place, for it is the am-
bition of the officers to have every member leave
the convention with the feeling that his time and
money has been well spent, and that he goes home
with increased knowledge regarding his business.
"We are making a special campaign to have the
heads of the concerns attend the convention as
well as the managers, for we feel that many of
those not in closest touch with their talking ma-
chine departments have little idea of the extent
of the business or what we are doing. This does
not mean that we will not welcome the managers
as in the past, we want them and want them badly,
but we want the managers to bring the heads of
their companies with them. One of the features
of the convention will be a question box, and any
Grand avenue, has extended its field of activity
and has launched into the piano field. The com-
pany has secured the Wisconsin agency for the
Wurlitzer pianos and foot-operated players, and
will henceforth give considerable attention to this
phase of the business. An adjoining store has
been leased, a connecting arch has been cut
through and the Wurlitzer line will be displayed
in the new quarters, which are 30 x 16 feet in di-
mension. Another new outside salesman has been
secured, making three men now covering the city
of Milwaukee and the surrounding territory. The
company has just installed a large show case,
where needles, talking machine supplies and a
small line of musical merchandise have been placed
on display.
WM. P. HOPE APPOINTED MANAGER.
Popular Milwaukee Talking Machine Man
in Charge of New Kansas City Concern.
(Special to The Talking Machine World.)
Milwaukee, Wis., March 7. — William P. Hope,
traveling representative in Wisconsin and upper
Michigan for Thomas A. Edison, Inc., for the past
eight or nine years, and one of the most popular
talking machine men in this section of the North-
west, has been made manager of the Western
Phonograph Co., at Kansas City, Mo., a jobbing
branch which is handling the Edison line. Wis-
consin and Michigan dealers and the Milwaukee
Phonograph Co., jobber for the Edison line in this
territory, regret Mr. Hope's departure, but they
all wish him the best of success in his new field.
Mr. Hope's successor on the road has not been
announced as yet.
A good guesser is generally a man who prides
himself on his superior judgment.
50
THE TALKING MACHINE WORLD.
The Columbia Grafonola "Favorite"— $50.
Still the most popular talking machine
in the industry.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
COLUMBIA GRAPHOPHONE CO. INVADES FIFTH AVENUE.
To Have Splendid Quarters in Heart of Shopping District at Fifth Avenue and Thirty-third
Street — Full Line of Instruments and Records to Be Displayed in Artistic Environ-
ment— The Booth Equipment Throughout Will Be of the Latest and Best Procurable.
The Columbia Graphophone Co. is invading up- all three are being most satisfactorily achieved.
per Fifth avenue, New York City. By arrange-
ment with its dealers, the F. G. Smith Piano Co..
there is to be a Columbia corner at Fifth avenue
and Thirty-third street.
Here, opposite the Waldorf-Astoria, and in the
The scheme of decoration followed is dis-
tinguished by artistic elegance and studied atten-
tion has been paid to the most effective display
of product in every detail.
There will be, of course, an absolutely complete
Where the Columbia Line Will Be Handled at F
center of New York's most fashionable shopping
district, the Columbia Graphophone Co.'s product
is to be displayed in a store conspicuously hand-
some even on that great avenue of handsome
stores. There is tremendous spread of plate glass
show window facing on Thirty-third street and
also on Fifth avenue, permitting a magnificent dis-
play of talking machine products.
The basement, ground floor and mezzanine of
the store provide 7,500 square feet of space for
this new home of Columbia. The entire interior
of the store is being reconstructed, refurnished
and redecorated, and the three essentials that have
been adhered to in this work are the comfort of
customers, the efficiency of the service and artistic
presentation in all things. It is safe to say that
ifth Avenue and Thirty-third Street, New York.
line of instruments and records. Demonstration
booths are being built on each floor and every fa-
cility has been provided .for the maintenance of a
retail service in keeping with the locality.
This move may be regarded as an eloquent in-
dication of the vigor with which the Columbia
Graphophone Co. is strengthening its position in
New York and the East in general.
DECISION ON RESALE PRICES.
Resale Decision Against Waltham Watch Co.
Upheld by United States Supreme Court.
(Special to The Talking Machine World.)
Washington, D. C, March 9. — The Supreme
Court on Tuesday refused to review the decision
of the Federal courts at New York, holding the
Waltham Watch Co. could not fix the resale prices
of watches by retailers.
*****
The Waltham Watch Co. sought last m^nth to
enjoin Charles A..Keene, a Broadway jeweler, from
selling a watch movement manufactured by the
Waltham concern, and known as Size 16 Riverside,
at less than the price fixed by the manufacturers.
Mr. Keene, in his answer to the petition, alleged
that the Waltham Co., though it charged_.$2.8.50 for
the movement in this country, sold it to exporters
for $10. In dismissing the application for the in-
junction the court here held that it was contrary
to public policy to permit a patentee to prescribe
the terms of resale.
HAS WON A MARKED SUCCESS.
Miss Clara B. Elting, Manager of the Victor
Department of E. Winter's Sons in Kingston,
Has Introduced Several New Sales Ideas.
(Special to The Talking Machine World.)
Kingston, N. Y., February 23. — Miss Clara B.
Elting, who was recently appointed manager of the
Victor department of E. Winter's Sons, the promi-
nent piano house of this city, is achieving a very
pleasing success. Although 'her connection with
this firm is her first experience in the talking ma-
chine trade, she has already shown a peculiar ap-
titude for this line of work that seems to insure
her an excellent sales record in a very short
while.
In addition to maintaining a Victrola depart-
ment that is in perfect accord with the high stand-
ing of E. Winter's Sons in the piano industry,
Miss Elting has introduced several new sales ideas
that have proven of considerable assistance in the
conducting of her department. One of her recent
selling helps was the thumb indexing of the Vic-
tor red seal catalog so that it is possible to tell a
customer at a moment's "notice just what records
are presented by Caruso, Paderewski, Elman, etc.
By this simple plan Miss Elting can show the
names and numbers of the red seal records to her
customers with a maximum of convenience and
speed.
NEARLY FOOL-PROOF.
Advertising is nearly fool-proof. No persistent
advertising of an article of merit has ever failed
in the United States.
CHEMISCHE
FAB R IK
E. SAUERLANDT bei Apolda i. Th., Germany
The largest manufacturing plant in the world devoted exclusively to the
manufacture of Master-Waxes and Master-Blanks for
Gramophone and Phonograph Recording
Wax " P." the best recording material for Berliner-cut .
Sole Manufacturer of
THE TALKING MACHINE WORLD.
51
NEAL,CLARK & NEAL CO.'S NEW HOME
One of the Handsomest Talking Machine Estab-
lishments in Buffalo or Elsewhere — Artis-
tically Appointed — Business Is Excellent.
(Special to The Talking Machine World.)
Buffalo, N. Y., March 7.— The new store oc-
cupied by the Neal, Clark & Neal Co. is one of
the handsomest talk-
ing machine estab-
lishments in this city.
Nearly $10,000 has
been spent fitting up
the premises.
The photograph
showing one of the
views of the estab-
lishment, which is re-
produced herewith,
does not do justice
obviously to the color
and decorative
scheme employed and
which makes the es-
tablishment one of
exceeding attractive-
ness, with an atmos-
phere that tends to
make one at home.
The booths are of
French gray, light
and dark, and the walls are finished with blue bur-
lap. The rugs used are genuine Oriental, with
color effects in harmony with the general decora-
tive scheme.
The business of the establishment is excellent
and B. E. Neal of the firm stated to The World
that their retail business had increased wonder-
fully since the work on their new quarters had
been completed. There is an enormous demand
for records of all kinds with dance numbers
company's balance surplus and reserve account on
January 1, 1914, stood at $866,588, as compared
with $601,128 on January 1, 1913."
INTRODUCE TELELECTROPHONE.
A Combination of the Talking Machine and
Telephone Makes Its Appearance in the
Gimbel Store in Philadelphia and Excites
Considerable Interest and General Favor.
(Special to The Talking Machine World.)
Philadelphia, Pa., March 9. — The telectro-
phone, a combination of the telephone and talking
machine, has been introduced for the first time in
this country by Gimbel Bros.' department store and
placed at the disposal of all who care to use it.
Beginning at 9 o'clock, the telectrophone — there
are thirty of them in use in the store — gives a con-
cert, flashes news bulletins, recites menus for the
benefit of the housewife, and during the afternoon
rattles off currenf market reports and sporting
events. Plans are under way to have the telectro-
phone reproduce grand opera during the evening,
when the service shall have extended to homes.
This is another story, however.
Booth Facilities
in Neal, Clark & Neal Co.'s New Store.
having an especially strong call at the present
time.
NEW MISBRANDING BILL.
Congressman Rogers Applies Law Now Cover-
ing Only Food Products to All Articles Sold.
BEST YEAR FOR GRAPHOPHONE CO.
Excellent Financial Report Made by the Ameri-
can Graphophone Co. for Year of 1913.
(Special to The Talking Machine World.)
Washington, D. C, March 9— Congressman
Rogers of Massachusetts has introduced in the
House a bill embodying the results of considerable
research into the laws of this country and Great
Britain to prevent the manufacture, sale or trans-
portation of misbranded articles and for the regu-
lation of the traffic therein. Mr. Rogers said to-
day :
"The bill I have drafted is a misbranding act;
that is, it protects the customer against fraud or
negligent misrepresentation on the part of manu-
facturers or dealers. It differs from most of the
proposed legislation, which applies only to fabrics
and leather — it is universal in its application, cov-
ering all articles ; I can see no reason why the
purchaser of a piano or a watch should not be cared
for as well as the purchaser of a pair of shoes. We
have had since 1906 on our statute books a pure
food law which prohibits the misbranding of food-
stuffs. The pure food law has been extremely ef-
fective in its operations and ib> validity has been
sustained by the courts. The proposed law, as it
seems to me, supplies an inexplicable shortcoming
in our Federal legislation by in effect extending
the provisions of the pure food law to all com-
modities.
"Great Britain has had on its statute books since
1887 an analogous misbranding act which has
worked very well. So far as applicable I have
adopted the language of the pure food act and
have embodied much of the very broad and de-
tailed definitions in the British act of what shall
be deemed misbranding."
VOICE CULTURE WITH PHONOGRAPH.
After a conference with Thomas A. Edison, Sig-
nor Uribe, of New York City, a teacher of voice
culture and a grand opera singer, announces that
he has adapted an Edison phonograph to aid him
in his classes, and that the result is remarkable in
promoting true tones and correct enunciation. The
value of many of the grand opera and concert se-
lections as examples of fine vocal. power is readily
conceded. So enthusiastic has the Signor become
that he plans to give a public recital at an early
date, showing how the Edison assists him in his
classes.
JOINS RECORDING DIVISION.
Harold W. Lyle, a son of General Manager
George W. Lyle, of the Columbia Graphophone Co.,
is now connected with the recording division of the
company in the capacity of assistant to Manager
Heindl, of the foreign record department. He is
acquiring an intimate knowledge of the grapho-
phone business, as he was a member of the selling
staff of the Chambers street store for some time,
and more recently was connected with the factory.
The financial columns of the leading local news-
papers contained the following account of the 1913
business closed by the American Graphophone Co.
referring to the past year as the best in the com-
pany's history:
"The report of the American Graphophone Co.
for the year ended December 31, 1913, shows the
best results in the history of the company. The earn-
ings from all sources were $720,161, with $600,028
remaining after making deductions for interest of
the funded debt. "After writing off $172,079 for
depreciation and other items there remained a sur-
plus for the year of $427,949, an increase of $132,-
833 over 1912.
"The amount paid in dividends on the preferred
stock was $162,488, a gain of $68,168 over the year
before, while the amount added to surplus, or $265,-
760, showed an increase of $64,963 over 1912. The
CONCERT HELPS RECORD BUSINESS.
(Special to The Talking Machine World. .)
Buffalo, N. Y., February 23.— According to W. J.
Bruehl, manager of the Victrola department of the
Neal, Clark & Neal Co., the demand for Tetrazzini
and Ruffo records was brisk during the past week.
Mr. Bruehl said that after a concert by famous
artists the demand for records is always heavy.
EDISON GOES ON VACATION.
Thomas A. Edison left West Orange, N. J., Sat-
urday to "get back to nature." Accompanied by
his family, Henry Ford, the automobile maker,
and John Burroughs, the naturalist, the noted in-
ventor left for his winter home at Fort Myers,
Fla. Included in the party besides Mrs. Edison
were their two sons, Charles and Theodore, and
their daughter, Miss Madeleine.
Special
Welcome trials, for remember it is usually diffi-
culties and responsibilities that bring a man to the
fore.
Send for a package of our Improved Half-Tone and Loud
Tone Needles in New Style Envelopes.
If you want to advertise yourself, we
will put your own name or trade-mark
on the envelopes, or will pack in
Puritone envelopes.
Quality Guaranteed
The Best Needles mean profit and
satisfaction.
If you want to sell 1,000 Needles at a time instead of 100, use
the "Dean-packed" Needles. Five boxes of 200 each, Extra
Loud, Loud, Opera, Medium and Soft packed in a carton. The
best package and fastest seller on the market. Write f or samples.
JOHN M. DEAN, CORP.
Talking Machine Needle Manufacturers
PUTNAM, CONN.
52
THE TALKING MACHINE WORLD.
LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS
(Special to The Talking Machine World.)
Washington, D. C, March 10. — Sound Box,
Henry C. Miller, Waterford, N. Y. Patent No. 1,-
087,035.
This invention relates to improvements in sound
boxes for talking machines.
The object of the invention is to provide a "fret"
held spring plate fulcrum, a pad acting the same
as finger pressure over the fret to give a certain
note, as in the case of an instrument such as a
mandolin or guitar.
A further object of the invention is to provide
a self-adjusting means on the stylus lever to permit
the latter to be in yielding contact with the dia-
phragm, irrespective of the adjustment of the ful-
crum, also to recompense . for the dishing of the
diaphragm by an adjustable modifying element and
its actuating means.
In the drawing Fig. 1 is a side elevation of the
improved sound box. Pig. 2, is a view looking
from the opposite side. Fig. 3, is a transverse sec-
tion on the line 3 — 3 Fig. 1. Fig. 4, is a detail per-
spective view of the stylus lever. Fig. 5, is a trans-
verse section showing the adaptation of the inven-
tion when used in connection with a record hav-
ing vertical indentations in its groove. Fig. 6, is
a detail front elevation of the front of the casing
to bring out clearly the formation of the fret. Fig.
7, is a detail section on line 7 — 7 Fig. 6. Fig. 8, is
a detail perspective view of one form of modify-
ing element. Fig. 9, is a detail view of a further
modified form of modifying element.
Talking Machine Attachment. — William C.
Holland, Niagara Falls, N. Y. Patent No. 1,087,493.
This invention relates to talking machine attach-
ments, and the principal object of the invention is
to provide a simple and efficient device for auto-
matically stopping the rotation of the record and
for lifting the needle therefrom.
A further object of the invention is to provide
a device of this character which may be adjusted
for use on different sized records and for use on
different types of machines, so that the attachment
may be sold for universal use.
Further objects of this invention will appear as
the following specific description is read in con-
nection with the accompanying drawing, which
forms a part of this application, and in which :
Fig. 1 is a top plan view showing the attachment
applied to an ordinary disc talking machine. Fig.
2 is a side elevation thereof. Fig. 3 is a bottom
plan view of the attachment removed. Fig. 4 is a
horizontal sectional view through the attachment.
Fig. 5 is a perspective view of the tripping dog
supporting head 'removed from the attachment.
Fig. 6 is a perspective view of the reproducer lift-
ing arm removed. Fig. 7 is a detailed edge eleva-
tion of said arm showing its association with the
reproducer or sound box. Fig. 8 is a side elevation
showing the position of the parts when operated.
Sound Box. — Peter Weber, Orange, N. J. Pat-
ent No. 1,087,339. In the manufacture of phono-
graph records as carried on by modern processes,
it frequently happens that the record groove is
slightly distorted ; that is to say, it does not follow
a theoretically correct helix around the surface of
a cylindrical record, or a correct spiral around the
face of a disc record. The best practice in phono-
graph construction requires that the sound boxes
be mounted rigidly against lateral movement and
that the box body be pivoted to oscillate in a plane
perpendicular to the avis of the cylindrical record
or to the plane of the disc record ; or to provide
means whereby the stylus may oscillate in a verti-
cal plane where the entire sound box is held against
movement in any direction. Unless some provision
is made for a slight lateral movement of the stylus
under the conditions above named, the stylus itself
will not track properly in the record groove, with
the result that the disagreeable scratching and the
jumping of the stylus from the one groove to the
next will take place.
The purpose of this invention is to provide the
stylus and its connection with the diaphragm of
the sound box with means whereby said stylus may
oscillate laterally and thus be caused to follow the
record groove no matter how distorted such
grooves may be or how unevenly the mandrel upon
which the record is mounted may run. The struc-
ture whereby this result is accomplished is appli-
cable to either form of sound box; that, is to say
that form in which the sound box is permitted to
oscillate bodily toward and away from the record,
or that form in which the sound box is held rigidly
against movement in any direction. This invention
is also shown as applied to both forms of sound
boxes and in the following description the full de-
tails of so much of said sound boxes will be set forth
as will enable persons skilled in the art to which
the invention pertains, to make, construct and use
the same.
In the accompanying drawings forming a part
of this specification, Fig. 1 is an enlarged side ele-
vation of a sound box and its connection, designed
to oscillate about a pivot in a plane perpendicular to
the axis of a cylindrical record. Fig. 2 is a bottom
plan view of the same. Fig. 3 is a detached verti-
cal section through the stylus arm bearing and
stylus lever. Fig. 4 is a plan view of the stylus
lever showing the tubular bearing for the stylus
arm. Fig. 5 is a vertical section of a sound box
which is designed to be held rigidly fixed. Fig. 6
is a bottom plan view of the floating weight. Fig.
7 is an end view of the connection between the
floating weight and the sound box body. Fig. 8 is
a view partly in section of the sound box body and
the metallic retailing washer for the gaskets.
Talking Machine. — Walter H. Pumphrey, New
York, N. Y., assignor to the American Grapho-
phone Co., Bridgeport, Conn. ' Patent No. 1,087,-
256.
This invention relates generally to talking ma-
chines and more particularly to the construction
and mounting of the sound conveying tube or tone
arm employed in connection with such machines.
The object of the invention is to simplify the
construction and dispense with small parts in
mounting the tone arm and at the same time give
it the required freedom of movement in planes
parallel and at right angles to the surface of the
record.
The accompanying drawings will serve to illus-
trate several forms suitable for carrying this in-
vention into effect. It should be understood, how-
ever, that the inventor does not limit himself to
the exact constructions shown in the drawings, as
various changes may be made therein within the
meaning of the present invention.
In the drawings, Fig. 1 is a view in elevation,
partly in section, showing the application of im-
proved form of mounting to a modern talking ma-
chine. Fig. 2 is a detail sectional view illustrating
another form which the invention may assume.
Phonograph. — Pliny Catucci, Newark, N. J., as-
signor to A. F. Meisselbach & Bro., New Jersey.
Patent No. 1,085,849.
The principal object of this invention is to so
improve the construction of a phonograph as to
materially increase its efficiency as a device for the
reproduction of musical and other sounds, but also
to reduce its cost of manufacturing to the lowest
possible point, consistent with good material and
workmanship.
In the development of the phonograph art it has
been found that there is an increased demand for
what is called the four-minute cylindrical record.
The two-minute record — that is, a record that re-
quires a period of two minutes to reproduce the
entire matter placed thereon — has necessitated the
use of a feed screw having 100 threads to the inch.
The extreme fineness of this thread has laid it open
to the objection that, in use, the thread was easily
marred or damaged by coming in contact with other
hard substances, and thereby, the delicacy and ef-
ficiency of this machine ' was very much impaired.
If the pitch of the thread was decreased to, say
fifty to the inch, the thread would be materially
strengthened and much more capable of withstand-
ing the hard usage to which such an instrument is
usually put. Such a reduction in the pitch of the
thread would correspondingly reduce the length of
time occupied in reproducing the matter upon the
cylindrical phonograph records.
By the former methods of construction, if a
four-minute record was desired, it was necessary
to correspondingly increase the number of threads
on the feed screw to 200 to the inch. It will be
readily seen that a feed screw of this extreme fine-
ness would be too delicate for the practical appli-
cation of the phonograph to ordinary use.
By this improvement, the inventor is enabled not
only to reduce the number of threads upon the
feed screw to fifty to the inch, and thereby cor-
respondingly increase their strength and resistance
to ordinary rough usage, but other features of the
improvement enable him to utilize both the two-
minute and four-minute records.
Fig. 1 is a plan view of the improvement with
15
the cover for the motor removed to disclose the
interior. Fig. 2 is a side elevation partly in sec-
tion of the completed structure. Fig. 3 is an end
elevation partly in section of the motor, and its
governing mechanism. Fig. 4 is a sectional view on
line X, X, of Fig. 5. Fig. 5 is a vertical view on
line Y, Y, of Fig. 4. Fig. 6 is a diagrammatic
section of the subtramental gear train for repro-
THE TALKING MACHINE WORLD.
53
ducing two-minute records. Fig. 7 is a similar
view showing the gear shifted to reproduce the
four-minute records. Figs. 6 and 7 are taken in
substantially the same positions as represented in
Fig. 5, in the full line and dotted line positions of
the shifting lever 57.
Phonograph. — Pliny Catucci, Newark, N. J.,
assignor to A. F. Meisselbach & Bro., New Jersey.-
Patent No. 1,087,106.
This invention relates to phonographs for use in
connection with the reproduction of sound by
means of records, and has for its object the gen-
eral improvement of the various details of the
phonograph, and is intended broadly to include
means for relatively separating the sound box from
the record support at a predetermined point or
position, which in practise is fixed as at the end
of the selection upon the record. This separation
of sound box and record may be by permitting
the record support to rotate at a relatively fixed
position and providing means for elevating the
sound box and its stylus free from the record, or
on the other hand, the sound box itself may be
made to occupy a relatively fixed position with the
stylus point resting upon the face of the record,
with means for withdrawing the record and its
support from contact with the stylus and providing
such means with additional parts whereby such
withdrawal will stop the motor and consequently
the rotation of the record support.
Other features of improvement relate particu-
larly to the motor and the means for winding up
the motor spring; the turn table and the method
of mounting the same, whereby the table itself has
a flexible connection with the drive shaft upon
which the same is mounted, and important improve •
ment is made in the sound conveyor whereby the
sound box may be rotated through an angle of
substantially 180 degrees to carry the stylus of the
sound box out of and into position for engagement
with the record disc; another important feature1
resides in the sound conveyor, the same beirg made
the sound conveyor elevated. Fig. 6 is a vertical
section of the sound conveyor showing the details
of the mechanism and the various bearings con-
nected therewith. Fig. 7 is an end elevation of
the sound conveyor showing the stops for limiting
the position of the sound box when the same is
either in the position for playing or in reversed
position for the readjustment of the stylus needle.
Fig. 8 is a side elevation of a short portion of the
telescoping conveyor tube showing the limiting set
screw. Fig. 9 is a bottom plan view of the struc-
ture illustrating the position of the motor and the
details of the stop mechanism. Fig. 10 is a top
plan view of the motor showing the details of the
winding mechanism and of the hand mechanism
for stopping the motor. Fig. 11 is a side elevation
of the motor disconnected from the case. Fig. 12
is a longitudinal section and a modification of the
sound conveyor showing the means employed for
elevating the same. The elevating device of this
of telescoping parts with connections whereby the
movable telescoping part may be actuated to be
lifted through a distance sufficient to carry the
stylus of the sound box entirely free from the
record, as for example, at the end of the rendition
of the selection upon the record ; another feature
of the invention embodies automatic mecha-
nism whereby, at the close of a rendition
of a selection, the sound box and its stylus are
raised clear from the record and simultaneously
the motor is automatically stopped. There is also
provided a novel form of trap door for the outer
end of the sound conveyor, so that the sound
waves as they pass from the sound conveyor to
the open atmosphere may be damped or muffled to
any desired degree.
In the accompanying drawings, Fig. 1 is a front
elevation of the improved phonograph showing the
sound box and conveyor in elevated position. Fig.
2 is a plan view of the same. Fig. 3 is a view simi-
lar to Fig. 1 with the left hand end of the case
broken away to expose a part of the . automatic
mechanism in the interior of the case, and show-
ing the sound box and conveyor in elevated posi-
tion. Fig. 4 is a view similar to Fig. 3, but with
the sound box in a position occupied during the
completing of a record. Fig. 5 is a sectional view
showing the interior mechanism in the positions
occupied by them when the motor is stopped and
modification contemplates the omission of the auto-
matic elevating device as illustrated in the other
figures. Fig. 13 is an end view of the modification
illustrated in Fig. 12 showing the hand lever for
elevating the sound box and telescoping sound
conveyor by hand. Fig. 14 is a front elevation of
the sound box showing the details of the stylus
lever. Fig. 15 is a vertical sectional view of the
same. Fig. 16 is a detached view in perspective of
the operating rock shaft hereinafter referred to.
Fig. 17 is a detached perspective view of one end
of said shaft. Fig. 18 is a vertical sectional view
of a still further modified form of a sound con-
veyor. Fig. 19 is a sectional view through the
spring hinge structure for the amplifying part of
the phonograph. Fig. 20 is a horizontal sectional
view of the hinge through its axis. Fig. 21 illus-
trates the parts of the hinge structure separated to
show their details. Fig. 22 is a rear view of the
door section of the hinge. Fig. 23 is a sectional
view of one of the hinge members. Fig. 24 is a
sectional view similar to Fig. 19, showing the limit-
ing position of the door and its various adjust-
ments. Fig. 25 is a side elevation of the mechanism
within the case, showing the structure whereby
the record support may be raised and lowered, the
general features of the structure being the same
as illustrated in the preceding figures. Fig. 26
is a bottom plan view of the structure shown in
Fig. 5.
Blank for Talking Machine Records.— John
Schumacher, Chicago, 111., assignor to Joseph Sand-
ers. Patent No. 1,082,709. The objects of the present
invention are to provide a record blank which is less
expensive, of less weight, and less liable to break-
age than blanks made wholly of shellac or of a
composition of which shellac is the principal in-
gredient, or of other plastic material.
With this object in view, the inventor makes the
blank of a body or core of some flexible porous
material, such, for example, as cardboard or b.ot-
ting paper. This body or core is first sized in a
manner that wholly prevents the shellac from pene-
trating it. This body or core is coated on one or
both of its faces with a plastic material, such as
shellac or a composition containing shellac, which
is adapted to receive and retain impression. The
helical groove of the record is only an almost in-
finitesimal fraction of an inch in depth, and in
order to meet the requirements in this respect it is
only necessary that the coating be of sufficient
depth to receive the groove.
In its completed condition the blank is a normally
flat disc of sufficient rigidity to maintain or sub-
stantially maintain its normal shape in ordinary
handling. That is to say it may be handled pre-
cisely as the above described blanks or records at
present in use are handled and if held at one side
and in horizontal position, it will not bend appre-
ciably under its own weight. At the same time it
does not have the rigidity and therefore it does not
have the. frangibility of the records of commerce.
In the accompanying drawing, which is made a
part of this specification: Fig. 1 is a face view of
a record blank embodying the invention, portions
of the size and plastic coating being broken away.
Fig. 2 is a transverse section thereof. Fig. 3 is a
section of a fragment thereof, thickness being ex-
aggerated. Fig. 4 is an exaggerated section of a
fragment of a blank of different form, embodying
some features of the invention.
NEW WONDERS PREDICTED.
London Editor Says That Improved Phono-
graphs Will Recount the Events of the Day
to a Public Too Lazy to Read — Every Re-
porter of the Future to Have a Portable Wire-
less Telephone Outfit.
Robert Donald, editor of The London Daily Chron-
icle and President of the Institute of Journalists,
painted a striking picture of the newspaper of the
future in his Presidential address at the annual
meeting of the institute held recently in York.
Mr. Donald said if he were to attempt to fore-
cast the future he would say that newspapers would
be fewer in number. The tendency toward combi-
nation would increase and colossal circulations would
continue to grow. He added:
"The newspaper of the future will not contain
less reading matter, but its pages will be smaller,
methods of distribution will be quicker, and circu-
lation will cover greater areas.
"Airships and aeroplanes will be used for the
most distant centres. Electric trains and motor-
planes running on special tracks will also be used.
In all the chief centers of population papers will be
distributed by electric or pneumatic tubes. Morn-
ing and evening newspapers will be merged and
editions will come out almost every hour of the day
and night.
"News will be collected by wireless telephone and
a reporter will always have a portable telephone
with him with which he will communicate with
his paper without the trouble of going to a tele-
phone. The wireless telephone messages will be
delivered to the sub-editors in printed column form.
"At people's recreation halls, with the cinemato-
graph and the gramophone or some other more
agreeable instrument of mechanical speech, all the
news of the day will be given hot from its source.
"People may become too lazy to read, and news
will be laid on to house or office just as gas and
water are now. Occupiers will listen to an ac-
count of the news of the day read to them by
much-improved phonographs while sitting in the
garden, or a householder will have his daily news-
paper printed in column form by a printing ma-
chine in his hall just as we have tape machines in
offices now."
Don't waste time explaining your actions; peo-
ple prefer to draw their own conclusions.
OU YtMrtS'
EXPERIENCE
Trade Marks
Designs
Copyrights &c.
quickly ascertain our opinion free whether an
invention 18 probably patentable. Communica-
tions strictly conndentlal. HANDBOOK on Patents
sent free. Oldest aeeney for securlnKpatents.
Patents taken through Munu & Co. receive
tpeciat notice, wlihout charee, in the
Scientific American,
A handsomely Illustrated weekly. Largest cir-
culation of any scientific Journal. Terms, $3 a
yar: four months, |L Sold by all newsdealers.
MUNN & Co.36,Bf* New York
Branch ooioe. 626 F SU Washington, D- O.
54
THE TALKING MACHINE WORLD.
RECORD BULLETINS FOR APRIL, 1914
VICTOR TALKING MACHINE CO.
No. Size
17535 Ma Poulette — One-step or Trot (C. J. Roberts)
Victor Military Band
Sebastian's Tango (Arthur N. Green)
Victor Military Band
17542 Romance Waltz — Hesitation (Ernie Erdman) . .
Vessclla's Italian Band
Ecstasi Tango (Ecstasy) (Leon Obrero)
Vessella's Italian Band
17547 A Little Love, a Little Kiss (Un peu d'Amour)
Waltz Hesitation (Lao Silesu)
Victor Military Band
Little Gray Home in the West — Waltz Hesitation
(Lbhr) .Victor Military Band
17550 Thanks for the Lobster — Trot or One-step (Cad-
digan and Story) Victor Military Band
What D'ye Mean' You Lost Yer Dog? — Trot or
One-step Victor Military Band
17553 Castle Walk (Jas. Europe-Dabney)
Europe's Society Orchestra
You're Here and I'm Here — One-step (from
"Laughing Husband" (Jerome D. Kern)
Europe's Society Orchestra
35370 Kiss Me Good-night Medley— Trot, One-Step or
Two-step ...Victor Miliary Band
Isch ga Bibble — Medley, One-step or Trot
Victor Miliary Band
35371 Lukoumi — Tango (Ruis De Velasco)
Victor Military Band
Delicioso — Maxixe or Tango (Dixon)
Victor Military Band
35372 Castle's Lame Duck (Jas. Europe)
Europe's Society Orchestra
The Castles in Europe — One-sten (Jas. Europe)
Europe's Society Orchestra
17536 La Paloma (Yradier) In English .. Alan Turner
O Sole Mio (My Sunshine) Serenade (E. di
Capua) In English Alan Turner
35305 Gems from "Queen of the Movies" (Paulton-Mac
Donough-Gitbert) Victor Light Opera Co.
Gems from "Sari" (Shar'-ih) (Cushing-Heath-
Kalman) Victor Light Opera Co.
17546 In the Night (When the Moon Slyly Winks)
from "Queen of the Movies" (Paulton-Mac
Donough-Gilbert) Lyric Quartet
Oh Cecilia, from "Queen of the Movies" (Paul-
ton-MacDonough-Gilbert) Lyric Quartet
17551 Sharpshooters March (Bersaglieri) (Resois) (Ac-
cordion) Pietro Deiro
Beautiful Days Waltz (S. Falco) (Accordion)..
Pietro Deiro
THE POPULAR SONG LIST
17537 Let's All Go 'Round to Mary Ann's (Macdonald-
Carroll) Collins and Harlan 10
Camp Meeting Band (Gilbert -Muir)
Collins and Harlan 10
17539 Don't Blame it All on Broadway (Williams-
Young-Grant) Peerless Ouartet 10
The Bells (Klein-Stilwell) Peerless Quartet 10
17543 A Fool There Was (Dubin-Benkhart)
De Los Becker 10
Little Church Around the Corner (Gray-Carroll)
De Los Becker 10
17544 In the Heart of the City that Has No Heart
(Allen-Daly) Henry Burr
The Woman Thou Gavest Me (Cobb-Powell ) . . .
Harry Macdonough and Hayden Quartet
17545 'Cross the Great Divide (I'll Wait for You)
(Lewis-Meyer)
Harry Macdonough and Hayden Quartet
When the Maple Leaves were Falling (Tell Tay-
lor) Edna Brown-James F. Harrison
17552 I Miss You Most of All (McCarthy-Monaco)
Edna Brown
Would You Take Me Back Again (Lamb-Sol-
man) . . . •. Henry Burr
TWO FAMOUS WAGNER SELECTIONS.
35309 Siegfried's Funeral March, from "Gotterdammer-
ung) (Richd. Wagner). . Vessella's Italian Band
Ride of the Valkyries, from "Die Walkijre (R.
Wagner) Vessella's Italian Band
PURPLE LABEL RECORDS.
Two New Records by Nora Bayes.
60113. The Good Ship Mary Ann (Kahn-LeBoy)
Nora Bayes
60114 You Can't Get Away From It (Jerome-Schwartz)
Nora Bayes
TWO OF HARRY LAUDER'S 1914 SONGS.
70106 The Portobello Lass (Harry Lauder-Gilbert
Wells) ...Harry Lauder
70107 It's Nice to Get Uo in the Mornin' (But It's
Nicer to Lie in Bed!) Harry Lauder
RED SEAL RECORDS FOR APRIL.
87176 Amor Mio (My Love) — Vocal Waltz (Gaeta-Ric-
ciardi) Tenor solo in Italian. .. .Eurico Caruso
64401 Drink to Me Only with Thine Eyes (Old English
Air) Mezzo-Soprano with orch. In English. . .
Julia Culp
64402 Wiegenlied (Cradle Songl Op. 49, No. 4 (Piano-
forte by Coenraad V. Bos). (Brahms) Mezzo-
Soprano Solo in German Julia Culp
8S452 Magdalen at Michael's Gate. Soprano Solo in
English, with pianoforte by Gabriel Lapierre)
(Kingsley-Lehmann) Nellie Melba
8S450 Marriage of Figaro (Nozze di Fiearo) Deh vieni
non tardar (Oh, Come, My Heart's Delight)
(Act IV) (Mozart) Soprano Solo in Italian.
Frieda" Hempel
88463 Parla Valse (Oh, Speak) (Arditi) So-rano Solo
in Italian Frieda Hemnel
64400 Carmena— Vocal Waltz (Walton-Wilson) So-
prano Solo in English Alma Gluck
87174 Don Giovanni — Serenade, "Fin eh' han dal vino"
(Wine, Flow a Fountain!) (Act I) (Mozart)
Baritone Solo in Italian Titta Ruffo
74356 The Holy City (Weatherly-Adams) Tenor Solo in
English Evan Williams
NEW EDUCATIONAL RECORDS.
1754S Gloria Patria (Palestrina-Damrosch) In Latin.. .
Victor Chorus
Popule Mens (Palestrina-Damrosch) In Latin...
Victor Chorus
17549 Seein' Thines (Love Songs of Childhood) (Eu-
gene Field) Cora Mel Patten
1. My Shadow. '2. Where Go the Boats (Robert
L. Stevenson) Cora Mel Patten
10
in
10
10
10
10
10
10
10
10
12
12
12
12
12
12
10
10
10
10
10
10
10
12
12
10
10
10
12
10
10
10
in
10
10
10
COLUMBIA QRAPHOPHONE CO.
viens aider ma faiblesse" (Love, Lend Me
Thine Aid). In French, with orchestra.
SYMPHONY DOUBLE-DISC RECORDS.
A14SS Ach Wie 1st Mdglich (How Can I Leave Thee?)
In German, with orch Mme Fremstad
Cradle Song (Wiegenlied) (Brahms). In Eng-
lish, with orch Mme. Fremstad
A1490 L'Heure Exquise (The Enchanted Hour)
(Halm) in French, with orch.. Maggie Teyte
Mifanwy (Foster). In English, with orch
Maggie Teyte
BLUE-LABEL DOUBLE DISC RECORDS.
A14S7 Andalusian Romance (de Sarasate) Violin
solo Cristeta Goni
La Gallina Ciega. Habanera (de Sarasate).
Violin solo Cristeta Goni
A1491 Meet Me by Moonlight (Wade) Orch. accomp.
Columbia Mixed Ouartet
Annie Laurie (Words by Scott). Orch. accomp.,
Columbia Stellar Quartet
A1492 Our Last Waltz (Only To-night) (Molloy) Bar-
itone Solo. orch. accomp Andrea Sarto
Some Dav I'll Wander Back Again (Huntley.)
Tenor Solo, orch. accomp. . .Harry McClaskey
A5534 EilV Mavourneen (Benedict). Tenor Solo in
English, with orch. accomp Ruby Helder
My Dreams (Tosti). Tenor Solo in English,
with orch. accomp. Ruby Helder
A5536 Norma (Bellini). "Hear Me, Norma." Soprano
and Contralto Duet, orch. accomp
Grace Kerns and Mildred Potter
Sicilian Vespers (Verdi). "Oh, Thou Queen of
Love and Beauty." Soprano and Contralto
Duet, with orch. accomp
Grace Kerns, and Mildred Potter
A5538 Te Deum No, 7 in B-flat (Festival) (Buck-).
Orch. accomp Columbia Mixed Ouartet
Morning (Von der Mehden). Orch. accomp...
Columbia Male Quartet
DOUBLE-DISC RECORDS.
A14S5 Village Belles (Hoist) Prince's Band
Babbling Brook (Rega) Prince's Orchestra
A14S6 La Belle Helene (Offenbach). Aria, Harp-Zither
Solo Kitty Berger
I and My Boy (Milloeker) (I und mei' Bua).
Harp-Zither Solo Kitty Berger
A1489 An Old Sweetheart of Mine (Riley). Recita-
tion Harry E. Humphrey
Me an* Jim. Recitation Harry E. Humphrey
A1493 Faust (Gounod). Soldiers' Chorus. Prince's Band
Souvenir De Valence (Bleger). Cornet Duet,
band accomp. .. Vincent Buono and R. McCann
A1499 Che! Que Corte! Mattchiche (Grossi)
Prince's Band
EI Camambu. Mattchiche (Villoldn)
Prince's Band
A5535 Washington Post March ( Sousa) .. Prince's Band
Father of Victory March (Gannel
Prince's Band
A5537 Ornheus in Hades (Orphee aux Enfers). (Of-
fenbach). Overture — Part I
Prince's Orchestra
Ornheus in Hades (Orphee aux Enfers) (Of-
fenbach). Overture — Part II
Prince's Orchestra
POPULAR SUCCESSES FOR APRIL.
A1496 Camp Meeting Band (Muir). Baritone and
Tenor Duet, orch. accomp
Arthur Collins and Byron G. Harlan
Buffalo Baby Rag (Reed). Orch. accomp
Peerless Ouartet
A1494 While the River* of Love Flow On "(P.all).
Tenor Solo. orch. accomp Arthur Aldridee
As Long as the World Goes Round (H. Von Til-
zer). Tenor Solo, orch. accomp
Arthur Aldridee
A1497 Do You Take This Woman for Your Lawful
Wife? (H. Von Tilzer). Baritone Solo. orch.
accomn William Halley.
Don't Blame It All on Broadway (Williams-
Younp-Grant) orch. acromp. . Peerless Quartet
A1495 Where Can I Meet You To-night' (Farren and
Lange). Soprano and Tenor Duet. orch. ac-
comp Ada Jones and Henry Burr
Medley of Irving Berlin Hits (Berlin")
Prince's Orchestra
A1498 Who Will Be With You When I Go Away?
(Farrell). Baritone and Tenor Duet. orch.
accorno. .. Arthur Collins and Bvron G. Harlan
Good Night, Dearie (Reed). Soprano and Tenor
Duet, orch. accomp.
Ada Jones and Henry Budd
10
10
12
12
in
THOMAS A. EDISON, INC.
SYMPHONY DISC RECORDS.
By Jeanne Gerville-Reache. the Famous French Contralto.
Double. 12-inch. ■ ' Single.
A5533 Samson and Delilah (Saint-Saens). "Mon 36832
coeur s'ouvre a ta voix" (Softly Awakes
My Heart). In French with orch.
Samson and Delilah (Saint-Saens). "Amour 36825
28192
5S193
2S194
2210
2211
2212
2213
2214
2215
2216
2217
2218
2219
2220
2221
2222
2223 Lullaby (Chapman) Contralto, orch. accomp...
Grace Couch Emblcr
2224 I'm Crying Just for You (James V. Monaco)
Conversational duet, orch. accomp
Ada Jones and Billy Murray
2225 The Junk Man, Rag Medley. Banjo, orch. ac-
comp Fred Van Eps
2226 Love Divine, All Love Excelling (Sir John
Stainer) Soprano and Tenor, orch. accomp...
Marie Kaiser and Royal Fish
2-!2', Carmen— Toreador Song (Georges Bizet) Bari-
to'ne, in English, orch. accomp Alan Turner
222S Love Is So Fickle — Waltz Hesitation (Philip
Kruseman) For dancing
National Promenade Band
The I Jells — Burlesque (Frank Stillwell) Male
voices, orch. accomp Peerless Quartet
I'm Crazy 'Bout a Ragtime Minstrel Band (Wm.
Tracey) Coon song, orch. accomp. ... Edw. Meeker
Tango — The Santley Tango (When Dreams
Come True) (Silvio Ilein) For dancing
National Promenade Band
The Ragtime Dream (<i lwin and Brown) Coon
duet, orch. accomp. ...A. Collins and B. G. Harlan
I'm on My Way to Mandalay (Fred Fischer)
Tenors, orch. accomp
Albert H. Campbell and Irving Gillette
You're My Girl Medley — Turkey Trot For
dancing National Promenade Band
(a) In de Mornin'; (2) Jes' Gib. Ilim One ob
Mine (Paul Laurence Dunbar). Reading. . . .
Edward Sterling Wright
The Dear Old Songs (Dox Cruger) lenor and
Chorus, orch. accomp W. Oakland and Chorus
Pastel-Menuet (Paradis) Piano, Violin and Vio-
loncello The Tollefsen* Trio
When the Bloom is on the Cotton, Dixie Lee
(J. Fred Helf) Tenor, orch. accomp. ...M. Romain
My Old Kentucky Home Fantasia (Otto Langey)
Edison Concert Band
222U
2230
2231
2232
2233
2234
2235
2236
2237
223S
2239
BUFFALO T. M. DEALERS TO ORGANIZE
Expected to Follow Lead of Piano Dealers in
That City — Said to Be Badly Needed.
(Special to The Talking Machine World.)
Buffalo, N. Y., March 10. — Spurred on by
the actions of local piano dealers and manufac-
turers in forming a protective organization, an as-
sociation of dealers in talking machines and sup-
plies is being contemplated in this city. Thus far
the project has only been discussed and no definite
actions have been taken in the matter. However,
it is likely that before long the organization of
talking machine dealers will be realized, as its need
* is being distinctly felt in this section of the State.
When the organization is formed it will be for
the protection of all local dealers in the talking
machine trade. This association will, if organized,
promote not only the trade in this city, but also
in this entire section of the State. It is hoped by
local men that the project will be a success.
NEW VICTOR WINDOW HANGER
Designed to Emphasize in Attractive Manner
the Testimonial of Richard Strauss.
CONCERT LIST,
(al Menuett Gb Mai'nr (Beethoven); (b) Valse
Bluette (Drigo) Violin, piano accomp
Kathleen Parlow
The Last Rose of Summer. Soprano, orch. ac-
comn Marie Rappold
The Lawn Swine (Carl Jean TolmnnV Contralto
and Chorus, orch. accomn... C. Miller and Chorus
REGULAR LIST.
Hallelujah. Christ is Risen — Easter Anthem
(Grant Colfax Tullar). OrcV accomn
Edison Mixed Ouartet
The Bubble— Hish Jinks (Rudolf Friml) Tenor
and Chorus, orch. pf-comp
Emorv B Randolnh and Chorus
All Ahoard for Dixie Land — Hi eh Jinks (George
L. Cobb) Coon song, orch. accomn
Ada Tones and Chorus
The Rosary (Ethelbert Nevinl. Cornet, orch.
accomp Ernst Mbert Couturier
A Little Love, a Little Kiss (Lao Silesu). Tenor.
orch. accomp ' Peed Miller
Favorite Airs from "The Pirpto, 0f PpnzPoce"
(Gilbert and Sullivan') Ed-'son I ieht Onera Co.
Sit Down. You're Rockine the Boat (Jean
Schwartz) Comic Song. orch. accomp. ...... .
Billv Murray
Cavalleria Tusticana — Sicilian.-! p.-d Tnte
(Mascaacni) \mer!~qn Standard Orchestra
Mv Chain of Memories (Mrs. IJprhert Inerp-
haml Soorano. orr-h aceanro Bei''»h Ct vnung
Rev 91:21-25 and The Gate Ai.-.r f0r Me (S. T.
Vail) Scripture Lesson with Hymn. orch. ac-
comn
Madison C. Petprs RD.. Kd^o'n Mixed Ouartet
My Love Nell (C. Miligan Fox) Baritone orch.
accomn R Cordon MacLean
Hungarian Fantasia (Theo. M. Tobanil
Edison Concert Band
Sme Me the Rosary (R Henri Klickmann)
Tenor and Chorus, orch. accomp
Irving Gillette and Mixed Chorus
The Victor Co. has just announced to its trade
the publication of a very attractive window hanger
presenting a testimonial from Richard Strauss, the
celebrated composer, in which he pays a tribute
to the musical qualities of the Victor. This hanger
is designed in a distinctive manner, showing an
excellent portrait of Strauss, together with his
praise of the Victor in both German and English.
The attention of the trade is called to the fact
that Mr. Strauss speaks of the Victor as the
gramophone, which is the name by which it is
known in Europe.
The text of Richard Strauss' testimonial is as
follows : "The gramophone which was demon-
strated to me to-day reproduced with approximate
perfection, worked faultlessly and was very pleas-
ant in tone and volume of sound, so that I can
conscientiously bear witness to the fact that it pro-
vided a most delightful treat to a very sensitive
ear. — Dr. Richard Strauss."
NEW VICTOR FOLDER.
The Victor Talking Machine Co. has just an-
nounced a new folder, showing in detail the com-
plete line of Victrolas, accompanied by adequate
descriptions of the various machines. It is the
company's intention to introduce in the very near
future another folder devoted to the horn types of
machines.
The folder featuring the Victrolas is neat and at-
tractive, presenting, in addition to clearly defined
cuts of the machines, several pithy selling argu-
ments on behalf of the Victrola. Victor dealers
throughout the country are requested to place their
orders for this new literature as soon as possible,
as there will undoubtedly be a heavy demand for
the folders.
THE TALKING MACHINE WORLD.
$(tt* df* <it* <tt* (ft* (ft* <rr* (ft*
$<n* (ft*
READ your trade paper! Get The
Talking Machine World regu-
larly— It is worth many times to
you its annual cost.
There is but one talking machine
paper covering this entire industry, and it
is admitted by all that it is of great aid to
the dealers in every part of this country.
New economic conditions make cer-
tain knowledge necessary on the part of
merchants, and in every issue of The
World there is contained educational mat-
ter, instructive service, business news and
technical articles which are worth many
times the cost of the paper.
Thousands have been benefited by
the business articles which appear in The
World, and every talking machine dealer
should receive it regularly.
The only way to do that is to pay for
it, and the cost is trifling — a little over
eight cents a month, and for that small
sum The World, with all its mine of infor-
mation, is at your service.
If you do not receive the paper regularly, just
put your dollar in an envelope and address it to the
office of the publication, and you will say that it is
the best investment that you have ever made.
Do not delay but send on your dollar now.
Recollect that your competitor is getting The
World — getting it regularly, and in it he is securing
some valuable pointers — information which places
you at a disadvantage if you do not read the paper.
Do not overlook such a valuable contributing
factor to your business success.
EDWARD LYMAN BILL
PUBLISHER
373 Fourth Avenue, New York City
THE TALKING MACHINE WORLD.
Consider the wide range of models
that are offered in the Edison line, con-
sider that the Edison line includes both
Disc and Cylinder types, consider the
fact that for the first time it brings the
whole field of vocal and instrumental
music into any home, add to these con-
siderations the name of Thomas A. Edison
and then ask yourself what else you can
demand of a line of phonographs.
Ct£dt*oiu»
INCORPORATED
59 Lakeside Ave., ORANGE, N. J.
VOL. X. No. 4.
SINGLE COPIES. 10 CENTS
PER YEAR. ONE DOLLAR
Published Each Month by Edward Lyman Bill at 373 Fourth Avenue, New York, April 15, 1914
The best-known trade mark in the world
"The Victor talking machine's design, 'His Master's Voice/
has become a household word, and the quaint little fox terrier at
attention before the horn is familiar to more Americans than any
of the world's great masterpieces "—Collier s Weekly,
Entered as second-class matter May 2, 1905, at the post office at New York, N. Y., under the act of Congress of March 2, 1879.
THE TALKING MACHINE WORLD.
ing Jobbers of TalKing Machines in America
VICTOR JOBBERS Exclusively
What you want always in stock
400 Fifth Avenue
27 W. 34th Street
563 Fifth Avenue
153 W. 42d Street
New York
1856
1914
VICTOR
DISTRIBUTERS
VICTORS EXCLUSIVELY
We make a specialty of getting the order
out on time — every time.
The Rudolph Wurlitzer Co.
CINCINNATI and CHICAGO
Two points of supply; order from the nearer.
CHASE & WEST DES,o"wTs
Machines
Records
Cabinets
Victor
Everything
in stock ad
tne time.
WHOLESALE TO IOWA TRADE
Send us your name and address and we will mail yon
postpaid complete illustrated catalogues, giving detailed
information concerning all Victor products. Showing the
various styles o( Victor Machines, list si all Victor Records,
the entire line ot Victor Cabinets, Repair Parts and all Ac-
cessories. Dealers, let us help you build a Victor business.
PEBRY B. WHITSIT
PERKY B. WHITSIT CO.
SIS South High Street.
Columbus. Oblo.
Scfe. JOBBERS :
Edlsoa
Phonograph
and
OLIVER ———————————
~~ . _ _ *T LarKe*t VICTOR Tall™,,
D I T S O N Machine Distributors East
of Chicago.
COMPANY
BOSTON
Creator, of "IVe Fasbrf Victor
Service." Let o. tell rm mart
about oar service.
W. J. DYER & BRO.
Saint Paul, Minn.
VICTOR & EDISON
Distributers
Quick Service for all points in the North-
west. Machines, Records, Supplies.
L. M. WELLER
Vlotor Talking
Maohlnos
nd Raoords
VICTOR DEALERS
TRY US FIRST
Wo carry the Largest Stock of VICTROLAS, REC-
ORDS and CABINETS of any Distributor in the
South.
THE CORLEY COMPANY, Richmond, Va.
Where Dealers May Secure
COLUMBIA
Product
Ready, Full Stocks, and Prompt Deliveries
from Convenient Shipping Centers all
over the United States.
Distributors
Atlanta, 6a., Columbia Graphopbone Co., 133
Peacbtree St.
Baltimore, Did., Columbia Graphopbone Co., 806-
307 North Howard St
Birmingham, Ala., Columbia Graphopbone Co.,
1818 Third Ave.
Boston, Hau,, Columbia Grapbophone Co., 174
Tremont St.
Buffalo, IS. Y., Columbia Graphopbone Co., 622
Main St.
Chicago' 111., Columbia Grapbophone Co., 14 N.
Michigan Ave.
Cincinnati, O., Columbia Grapbophone Co., 117-
119 W. Fourth Ave.
Cleveland, O., Columbia Graphophone Co., WIS
Euclid Ave.
Dallas. Tex., Southwestern Talking Machine Co.,
1403 Main St.
Denver, Colo., Colombia Stores Co., 605-607 Six-
teenth St.
Detroit, Mich., Columbia Grapbophone Co.. 114
Broadway.
El Paso, Tex., Southwestern Talking Machine Co.,
Stanton and Texas Sts.
Hartford, Conn., Columbia Grapbophone Co., 71»
Main St.
Indianapolis, Ind,, Columbia Graphophone Co.,
27 N. Pennsylvania St.
Kansas City, Mo., Columbia Graphopbone Co.,
1112 Grand Ave.
Lincoln, Kebr., The Grafonola Company, 1030
O St.
Livingston, Mont., Scbenber Drug Co.
Los Angeles, Cal., Columbia Grapbophone Co.,
420-422 S. Broadway.
Lonisville, Ivy., Columbia Grapbophone Co., 426
South Fourth St.
Milwaukee, Wis., Albert G. Kunde, 516 Grand
Ave.
Minneapolis, Minn., Columbia Grapbophone Co.,
424 Nicollet Ave.
New Haven, Conn., Columbia Graphophone Co.,-
25 Church St.
New Orleans, La., Columbia Graphophone Co.,
833 Canal St.
New York City, Columbia Grapbophone Co., 89
Chambers St.; Columbia Graphophone Co., 36-37
W. 23d St.; Columbia Graphophone Co.. 39 W.
125th St
Philadelphia, Pa., Pennsylvania Talking Macb.
Co., 1109 Cbeetnut St.
Pittsburgh, Pa., Columbia Grapbophone Co., 101
Federal St.
Portland, Me., Columbia Graphopbone Co., 660
Congress St.
Portland, Ore., Columbia Graphophone Co.. 871
Washington St.; Eilers Music House.
Providence, K. L, Columbia Grapbophone Co.,
119 Westminster St.
Rochester, N. Y., The Grafonola Company, 38
South Ave.
Sacramento, Cat., Kirk, Geary & Co.
' Salt Lake City, Utah, Daynes-Beebe Music Co.,
45 Main St.
San Francisco, CaL, Columbia Graphophone Co.,
834 Sutter St.
Seattle, Wash., Colombia Graphophone Co., 1811
First Ave.; Eilers Music House, 3d and univer-
sity Sts.
Spokane, Wash., Columbia Grapbophone Co., 818
Sprague Ave. _
Springfield, Mass., Columbia Graphophone Co..
174 Worthington St.
St. Lonis, Mo., Columbia Graphophone Co., 1008
Olive St.
St. Paul, Minn., Columbia Grapbophone Co., 17
East Sixth St.
Tampa, Fla., Tampa Hardware Co.
Terre Haute. Ind., 640 Wabash Ave.
Toledo, O., Columbia Graphophone Co., 229 Supe-
rior St.
Washington, D. C. Columbia Graphopbone Co.,
1210 G St., N. W.
DEALERS WANTED — Exclusive selling rights
given where we are not actively represented.
Write for particulars to the Columbia Graphophone
Co., Wholesale Department, Woolworth Building,
New York.
Headquarters for Canada:
Columbia Graphophone Co., 363-5-7 Sorauren Ave.
Toronto, Ont.
SANGER BROTHERS
Dallas, Texas
VICTOR
Distributers
"We ship the same day."
Southern Victor Dealers
Largest Stock VICTROLAS and RECORDS.
Prompt Shipment and Low Freight Rates.
WALTER D. MOSES & CO.
Oldest Music House in Virginia or North Carotin*.
RICHMOND, VA.
Edison Phonograph Distributors
for the SOUTHWEST
All Foreign Records in Stock
Houston Phonograph Co.,
NEW ENGLAND
JOBBING HEADQUARTERS
EDISON AND VICTOR
Mo.chln«a. Rscords sxnd Supplies.
THE EASTERN TALKING MACHINE CO.
177 Tremont Street • • BOSTON. MASS.
PACIFIC COAST D£l?S¥'
Victor Talking Machines K^iBS
STEINWAY PIANOS-LYON & HEALY
"OWN MAKE" BAND INSTRUMENTS
San Francisco Portland
Las Angeles
Sherman, Clay & Co. Oakland"
The Chicago
Edison Jobber
The perfection of Musical
Instruments— THE EDISON
diamond disc PHONOGRAPH
—with EDISON double disc
records.
THE PERFECTION OF
SERVICE— Our Service.
The Perfection of adver-
tising for the dealer — Our
plan.
The Phonograph Company
229 So. Wabash Ave. CHICAGO
Every Jobber in this country should be represented in
this department. The cost is slight and the advantage is
great. Be sure and have your card in the May List.
The Talking Machine World
Vol.10. No. 4.
GRAND OPERA IN ATLANTA.
Engagement of the Metropolitan Opera Com-
pany Booms Talking Machine Sales in Gate
City — Fifth Engagement Under Auspices of
the Atlanta Music Festival Association.
(Special to The Talking Machine World.)
Atlanta, Ga., April 6. — Although it is some
weeks before the Metropolitan Opera Co. stars
will make their Southern flight, Atlanta and in-
deed the whole South is centering its attention on
the seven performances that will be given begin-
ning the evening of April 27 and closing the eve-
ning of May 2.
The operas to be given are : Massanet's
"Manon," "II Trovatore," "Der Rosenkavelier,"
"Un Ballo in Maschera," "Madame Butterfly,"
"Lohengrin," "Cavalleria Rusticana," "Pagliacci."
Indications point to the largest attendance and
the most successful engagement that has yet been
filled, and already the seating capacity of the im-
mense Auditorium is taxed to its utmost.
The local talking machine dealers are experi-
encing great benefit from the coming engagement
and the sale of grand opera records and talking
machines has been very much stimulated.
M. Rich Bros. & Co. are giving recitals from
the opera on each Friday afternoon, using the
Grafonola grand for playing the records, and at
the first recital given on the afternoon of March
27 the recital room was filled to overflowing. The
recital is accompanied by explanatory readings and
a brief outline of the stories of the different operas.
Beginning with Tuesday, April 7, each evening
the Cable Piano Co. will give in its Victrola rooms
similar recitals of the opera with interpreted read-
ings by Miss Dora Hood, one of the best known
musical critics in the South and also a talented
elocutionist.
In lighter vein there is one thing that stands out
alone, "dance music." They buy it in person, they
send for it by the children, they write for it, tele-
phone for it and even telegraph for it. We tango
the first thing in the morning, before meals, after
meals, between meals and the last thing at night.
No, the talking machine dealer doesn't worry. He
simply plays "Too Much Mustard" on his cash
register and offers a fervent prayer that their shoes
and energy will not wear out.
INNOVATION IN CHURCH SERMONS.
Phonograph Used in Place of Minister for De-
livery of Sermon — Creates Quite a Sensa-
tion and Wins Most Favorable Comment.
'.Sl tcial to The Talking Machine World.)
Spokane, Wash., April 4. — An innovation in
church services in this city was the phonograph
sermon at the Bethel Presbyterian Church, Sev-
enth avenue and Sherman street, last Sunday
night. Owing to the church being without a pas-
tor the phonograph occupied the pulpit, taking the
place of the regular evening sermon.
The phonograph sermon, which was preached
for phonograph use by the Rev. Dr. Wm. H.
Morgan, of Pittsburgh, Pa., was greatly enjoyed
by the congregation, an intense silence prevailing
throughout its delivery.
The phonograph used was the Edison Amberola
V loaned by Mr. Nat Dumphy, Of the Graves
Music Co., of this city.
Moving pictures have been used in some
churches, but the phonograph sermon is the latest.
It has been used in other cities with great suc-
cess, and judging from the way it was received
here it will be utilized more frequently in local
churches.
One price ! The fixed, uniform, fair price is the
one strong protection of the small dealer against
his big competitors who can afford to slaughter
prices to control trade. Price-cutting in its es-
sence is in restraint of trade. Let Congress make
note of this fact.
New York, April 15, 1914.
TELEGRAMS AS TRADE DEVELOPERS.
Suggestion That Live-Wire Dealers Could Reap
Considerable Benefit from Timely Display of
Telegrams in Show Windows — How Idea Can
Be Utilized in Divers Ways for Publicity.
It was suggested recently by a prominent talk-
ing machine man that live-wire dealers could reap
considerable benefit from the timely display of tele-
grams in their show windows. In connection with
this idea it is interesting to note that a manufac-
turing firm in the Middle West recently sent out a
series of telegrams to its dealers dealing with ap-
propriate bulletins or messages of interest that it
deemed the dealer could utilize to profitable ad-
vantage. Accompanying this series of telegrams
the firm sent out the following explanatory letter :
"The psychological effect of a telegram is too
well known to explain here. We have made in-
quiry of a number of our agents to whom during
the last month we have sent out telegraphic bul-
letins on the small regular telegraph blanks such
as are furnished by the telegraph companies. Those
dealers who displayed these telegrams in their
windows have been so enthusiastic over the results
achieved that we have decided to send you regu-
larly a telegram similar to the one enclosed. Paste
this, with the stickers provided for the purpose,
in your window and watch the crowds stop and
read. It will draw people, and once you get them
in your store it's up to you."
There is undoubtedly sound logic to this letter,
as there is a certain attractive influence attached
to telegrams that make a peculiar appeal to the
general public. It is probably curiosity that is the
most powerful factor in this attitude, but whatever
it may be, it attracts crowds to the dealer's show
window and this in itself is excellent publicity.
The talking machine dealer can utilize this tele-
gram idea in divers ways. For example, he can
simply give instructions to his distributer to wire
him at frequent intervals regarding some new rec-
ord or some particular feature of a forthcoming
or just issued supplement of new records. As
soon as these telegrams are received the dealer
should paste them inside his window, not with
care of position as if by design, but in a careless,
off-hand manner that will appear natural and un-
strained. These telegrams will surely attract
passers-by and prove an excellent publicity medium.
HERE'S A LIVE "TALKER" DEALER.
(Special to The Talking Machine World.)
West Palm Beach, Fla., April 9. — The recent
visit to this hustling city of Maud Powell,
the famous violinist, was turned to good advan-
tage by Frank Idner, an aggressive and up-to-
date Victor dealer. Mr. Idner as soon as he
learned of Miss Powell's visit to West Palm
Beach trimmed his window along artistic and at-
tractive lines, featuring Maud Powell and her
excellent records in the Victor library.
In addition to this show-window, Mr. Idner
mailed a postcard to each person attending Miss
Powell's concert, showing a splendid portrait of
Miss Powell, together with a partial list of Vic-
tor records corresponding with the evening pro-
gram. This timely and appropriate publicity had
its desired effect as Mr. Idner closed many sales
of Maud Powell records, in addition to securing
the names of several live machine prospects.
THINGS NECESSARY TO SUCCESS.
To know every detail, to gain an insight into
each secret, to learn every method, to secure every
kind of skill, are the prime necessities of success
in any art, craft or trade. No. time is too long, no
study too hard, no discipline too severe, for the
attainment of complete familiarity with one's
work and complete ease and skill in doing it. As
a man values his working life, he must be willing
to pay the highest price o.f success in it — the price
which severe training exacts. — H. W. Mabie.
Price Ten Cents
OPEN ATTRACTIVE DEPARTMENT.
The Rhodes-Mahoney Furniture Co., Victor
and Columbia Dealers in Chattanooga, Tenn.,
Has Handsomely Arranged Quarters — Large
Attendance on the "Opening Day."
(Special to The Talking Machine World.)
Chattanooga, Tenn., April 5. — With the open-
ing of the new talking machine department of the
Rhodes-Mahoney Furniture Co. to-day, one of the
most complete, best arranged and most attractive
departments in the South was created. The
Rhodes-Mahoney Furniture Co. has long been one
of the most prominent Victor and Columbia deal-
ers in Tennessee, and with its new quarters and
improved facilities for handling stock and for
demonstration purposes there is no question that
its already large business will experience a gratify-
ing increase. On the opening day the rooms were
tastefully decorated with immense vases of pink
and white carnations and the walls banked with
beautiful ferns. From 2 to 6 oclock the patrons
of the department were entertained by a recital
on the Grafonola grands and tea was served to
several hundred visitors who called to inspect the
new department and to congratulate members of
the firm and Manager Neece on the opening of the
new booths.
One of the features of the day was the playing
of the first Columbia double-disc record by Oscar
Seagle, the brilliant young baritone, himself a
native of Chattanooga. The selections, "Prologue
from Pagliacci" and the famous "Drinking Scene
from Hamlet," were well received by Mr. Seagle's
fellow townsmen.
PHONOGRAPH~GETS GIRL CONTRACT
At the La Scala Opera House in Milan —
Prodigy Discovered by Bonci During His
Visit to San Francisco — Had Records of
Her Voice Made from Which Engagement
with Italian Opera Company Resulted.
Charmed with the voice of a young girl which
they have heard only as produced by a phonograph
record that has been sent to Milan, the manage-
ment of the world-famous La Scala Opera House
has by cable offered her a contract to sing in grand
opera there.
The girl, who is only eighteen years old, is of
Italian parentage, and comes from San Francisco.
Her name is Iole Pastori, and she was discovered
with her brother singing in the streets of the Golden
Gate City by Alessandro Bonci, the renowned
tenor, during his visit there some time ago. Mr.
Bonci was greatly impressed with the wonderful
natural coloratura voice of the young singer, and
sent for her. He questioned her and made her sing
for him everything that she knew. The result
was that Bonci pronounced the child as destined
to be one of the greatest prima donnas the world
has ever known.
He succeeded in getting a wealthy Italian resi-
dent of San Francisco to agree to defray the ex-
pense of the child's musical training and brought
her to this city, where he placed her under the
tuition of Mme. Valeri. The progress the girl has
made in her vocal and musical studies has been re-
markable, and a month ago Bonci had her make
several records for the Columbia Phonograph Co.
One of these records, the "Caro Nome" from
"Rigoletto," was sent to the managing director of
La Scala, and when he heard it he promptly cabled
an offer of a contract.
The girl herself has sung for Caruso, Toscanini
and Gatti-Casazza, of the Metropolitan Opera
House, who all declare that she is a marvel. It is
predicted that she will make a sensation when she
appears in Milan.
WILL JOB TRITON PHONOGRAPHS.
A. M. Fiske has been appointed State jobber for
New Jersey for the Triton Phonograph Co., 41
Union square, New York.
4
THE TALKING MACHINE WORLD.
HOUCK'S DANCE EXHIBITION CAUSES SENSATION.
The O. K. Houck Piano Co., Victor Distributer in Memphis, Tenn., Engages Two Profes-
sional Dancers for Window Exhibition, in Which the Latest Dances Were Exploited
to the Music of the Victor, Arousing the Greatest Possible Interest.
(Special to The Talking Machine World.)
Memphis, Tenn., April 5. — The O. K. Houck
Piano Co., the successful Victor distributer of
O.K.HOUCK PIANO CO.
■ •
Dancing to Victor Music in O. K. Houck Co.'s Window.
this city, which has on a number of occasions put
over advertising stunts that have made Memphis
sit up and takq much notice, capped the climax
last month when the company arranged to have
two of the best amateurs in Memphis illustrate
the various new fashioned dances in one of the
large show windows of the company's store each
afternoon for a week. The exhibitions lasted
two hours each day and the repertoire of dances
included the following: One-Step, Two-Step,
Turkey Trot, Horse Trot, Lame Duck, Tango,
Memphis Tango, Waltz, Waltz Boston, Waltz
Hesitation, Hesitation a la Memphis, and Maxixe.
The couple danced three, four or five minutes;
then retired to a small dressing room and re-
mained there until some of the crowd moved on.
In order to keep their identity unknown, both
the lady and the gentleman wore wigs and masks.
In order to eliminate any chance of having the
sixteen foot glass in the front window broken, a
carpenter built a very substantial wooden rail all
around the front of the window, and, as a further
safeguard, the company had the Commissioner of
Police detail two of the best looking and best dressed
policemen, who were on guard every minute dur-
ing the two hours' entertainment.
The crowds grew from day to day until Satur-
day night, when they put on an extra and special
performance between 7 and 9 p.m., and that even-
ing the crowd was so
large that it extended
all the way from the
window across to the
pavement on the oppo-
site side of the street,
and once or twice the
regular policeman on
the block had to move
the crowd to let the
cars pass by.
Saturday afternoon
there was a strong
counter attraction for
about 30 minutes. A
man drove by in his
automobile and was so
much interested in the
dancing that he inad-
vertently turned into
the street car, resulting"
in the dismantling of
his machine, but did
not do any very seri-
ous injury to himself or the street car.
The company expects to place this attraction
for a week's engagement at its Nashville Store
and another week at its Little Rock Store, and
these two engagements will be followed by one
in our Concert Hall in Memphis, which will ac-
commodate about 150 people, and the dancing will
be done on the stage.
At one time it was rumored that the genial O. K.
himself was to illustrate the Boardwalk Limp
direct from Atlantic City and a flock of the belles
of the city headed for the Houck Co. store with
hearts fluttering and ambitious to be selected as
dancing partner for one of the most prominent
and eligible bachelors in Memphis. Mr. Houck
didn't come across with the dance, however, and
the result is that he will probably stay single for
some time to come at least.
MAKES RECORDS OF BIRDS' VOICES.
Thomas A. Edison, Upon Return from Vaca-
tion in Florida, Brings Most Interesting Col-
lection of Records of Birds' Songs — Secures
Special Record Carrier.
Thomas A. Edison, who returned to his home in
Orange a few days ago, after a sojourn of several
weeks with his family at Fort Meyer, Fla., brought
back with him an unique and most interesting col-
lection of records of birds' voices. Mr. Edison is a
bird lover, as well as his companions on his vaca-
tion— Henry Ford, the automobile man, and John
Burroughs, the aged naturalist.
Several weeks ago they set out in the under-
brush of the Florida Everglades a number of
machines which could be set in motion by a push
button a mile away. These were for the purpose
of catching the songs of the shy swamp birds.
The experiment was successful, and scores of
strange bird songs were obtained.
To bring them back Mr. Edison will use a new
record-carrier which he invented while away and
was made at West Orange from his written
specifications. It will also be used in the future
for the transportation of delicate records so that
they will not crack or chip.
The carrier consists of an iron receptacle, which
is fur-lined. The records are placed in this, with
soft rubber between them. Then they are screwed
clown compactly and pneumatic coverings are
placed over the top and bottom so that the records
cannot move in any direction.
Crowd Around Window to See Dances.
TO CONTINUEJTHE BUSINESS.
The Pooley Furniture Co., bankrupt, has made
application through its receiver, M. Weinmann, to
be permitted to continue the business for five
months, or until such time as it may be turned over
a going business, under pending negotiations. In
this way it is estimated the best results will be
secured for the creditors, as the sale of the prop-
erty at this time would be disastrous.
The Success Of Your Talking Machine Department
Is to a large extent dependent upon the service your distributor gives you.
This admitted makes it important that you secure the best service obtainable.
AND THAT IS EASTERN SERVICE
To use it is to swear By it not At it.
May we not have the opportunity to convince you that our service is exceptional?
EASTERN TALKING MACHINE COMPANY
177 TREMONT STREET, BOSTON, MASS.
EDISON
FOR NINETEEN YEARS TALKING MACHINES EXCLUSIVELY
VICTOR
THE TALKING MACHINE WORLD.
The foremost dancing authorities
endorse the Victor and Victor Records
Mr. and Mrs. Vernon Castle, teachers
and greatest exponents of the modern
dances, use the Victor exclusively, and
superintend the making of their Victor
Dance Records.
CASTLE HOUSE
26 CAST 40TH STREET
NEW VORR
Mar oh 2, 19 14.
The superiority of the Victor & Victor
Records is so apparent that Mrs. Ca3tle and I
after a thorough trial of other sound repro-
ducing instruments, have decided to use the
Victor and Victor Records exclusively at Cas .
tie House.
Mrs. Castle and I find the Viotrola
practically indispensable, while the quality
of musio it supplies during class work is so
satisfactory that our pupils are as enthusias
tic regarding the Victrole as we are ourselve
I also take great pleasure in announc-
ing that I have given to the Victor Company
the' exclusive services of the Castle House
orcheatra for the making of dance records,
and also that I will personally superintend
the making of/]U.ctor Danoe Reootds.
)f/ Uctor Dano€ Reaowls
Further evidence of why the Victor is the world's
greatest musical instrument — another important asset
for every Victor dealer.
Victor Talking Machine Co., Camden, N. J., U. S. A,
Berliner Gramophone Co.. Montreal. Canadian Distributors
Always use Victor Machines with Victor Records and Victor Needles —
the combination. There is no other way to get the unequaled Victor tone.
This masters voice*'
6
THE TALKING MACHINE WORLD.
Famous Record Albums
AT VERY LOW PRICES TO MEET! COMPETITION
For Durability, Artis-
tic Design and Finish,
our Albums have no
equal. They are made
in the most substantial
manner by skilled
workmen.
Our Albums are first-
class in every particu-
lar, and are sold at
very low prices.
DISC RECORD ALBUMS
ARE WHAT EVERY
Talking Machine Owner
NEEDS AND MUST HAVE
With the index they
make a complete sys-
tem for filing away all
disc Records, and can
be added to, Album by
Album, as Records ac-
cumulate, like books in
a library.
OUR SUPERB ALBUMS SHOWN OPEN AND CLOSED.
MADE IN TWO SIZES TO FIT ALL lO AND 12-INCH DISC RECORDS.
These Albums contain 17 pockets made of strong fibre paper, each pocket having a hole in
the center, as shown in the picture. These pockets are so made that they show very plainly
both the single and double face titles on the Records. The Albums are bound in the finest quality
of Brown Silk Finish Cloth, with gilt title on front cover. They are also bound in imitation
leather. Write for sample and prices of our Albums, which are superior to all others.
Address NATIONAL PUBLISHING CO., 235 South American St., Philadelphia, Pa.
goods in that district, and he considers the com-
pany in position to give the line very good repre-
sentation. ,He says talking machines and furniture
are being featured together quite extensively now
with very good success. The Sonoma Valley Fur-
niture Co. at Santa Rosa, Cal., took on the Co-
lumbia line also a short time ago.
Expansion in San Jose.
The Columbia department of the Madsen Fur-
niture Store in San Jose, Cal., has been greatly im-
proved. It has been given more floor space on
the second floor of the establishment, and a man-
ager has been appointed to devote his entire atten-
tion to that part of the business. He is A. L. Has-
call, who has been connected with the business in
another capacity for several years. He is a Co-
lumbia enthusiast, and has already inaugurated
Thursday night concerts and other special features
to get the people interested. Mr. Hascall was a
recent visitor in San Francisco.
TRADE HOLDS ITS OWN ON THE PACIFIC COAST.
Two Weeks of Grand Opera Stimulate Interest in Operatic Records — No Falling Off in
Demand for Dance Records During Lent — New Quarters for the Pacific Phonograph
Co. and Also for Babson Bros. — Columbia Co. Expansion — Other Items of Interest.
(Special to The Talking Machine World.)
San Francisco, Cal., March 31. — Talking ma-
chines seem to have held their own remarkably
well the past month, in view of the fact that gen-
eral business was rather slow here during March.
The extreme hot weather the first half of the
month, when the thermometer registered higher
than it has been in March in the San Francisco
Bay district for twenty-two years, was not con-
ducive to great activity in retail business, especially
when school children were enjoying spring vaca-
tions and a good many families were out of town.
However, complaints about business did not
emanate from talking machine quarters in many
instances. Two weeks of grand opera stimulated
interest in operatic records, and no great falling
off in the demand for dance records has been
noted during Lent. As evidence that the talking
machine business here is in a healthy state, two
houses have announced their intention of moving
to more desirable quarters within the next few
weeks.
Leases Quarters in the Sachs Building.
The Pacific Phonograph Co., of which A. J.
Pommer is proprietor, has taken a lease on a large
floor space in the Sachs building in Geary street,
which is a modern structure centrally located, with
excellent shipping facilities, as well as special ele-
vator accommodation and other features of im-
portance in connection with a jobbing business in
talking machines. Mr. Pommer will occupy the
entire third and fourth floors of the building with
his Edison business, and will have them fitted up
in first class shape for occupancy at an early date
He says orders came in in satisfactory volume
from the travelers the past month.
Babson Bros, to Move.
The other move already referred to happens to
be an Edison proposition also. New quarters have
been secured at 235-237 Geary street for the local
branch of Babson Bros., which afford much better
facilities than their present location at 65 Post
street. The Geary street store is to be thoroughly
renovated before occupancy, and will be fitted up
as modern phonograph parlors, with special accom-
modations for the demonstration of the disc prod-
ucts. The move will take place some time in May.
Conditions with Columbia Co.
The local headquarters of the Columbia Grapho-
phone Co. were visited the past month by E. E.
Robinson, representative of the Columbia- Co., on
his way to New York after a year in the Orient.
Coast Manager W. S. Gray has been making short
visits to near-by points the past few weeks, and
reports Columbia dealers in very good spirits gen-
erally. He has just returned from San Jose, where
conditions are especially favorable in view of the
prospects for unusually heavy crops in the Santa
Clara Valley, which suffered greatly last year from
lack of moisture. Mr. Gray is devoting consider-
able attention now to preparations for the Columbia
exhibit at the exposition. He has received pre-
liminary plans for the display, which, if carried
out, will undoubtedly make a splendid showing.
Medium-Priced Machines Popular.
F. Anglemier, local wholesale manager for the
Columbia Graphophone Co., says country trade has
kept up in fine shape the past month. Dealers in
the Bay cities have also ordered quite freely, bring-
ing up the totals for the month to a satisfactory
figure. He notes a particularly strong demand for
the $75 and $100 machines, and finds the demand
for dance music on the increase.
Prominent New Columbia Agents.
W. S. Gray closed a deal with the Weil Furniture
Co. at Modesto, Cal., recently to handle Columbia
LECTURED ON "THE MESSIAH."
Great Oratorio Explained with Aid of Victrola
by Rev. Henry R. Ross.
(Special to The Talking Machine World.)
New Bedford, Mass., April 8. — The Rev. Henry
R. Rose, a prominent clergyman of this city,
has been giving an interesting lecture on "The
Messiah" before the leading clubs and organiza-
tions of New Bedford at which he uses the Vic-
tor Auxetophone in connection with a stereopti-
con to illustrate the lecture. His lecture has
attracted the attention of the leading newspapers
of this city who have commented on it at length,
paying particular attention to the important part
that the Auxetophone plays in the success of the
lecture.
A salesman should never cease studying the pos-
sibilities of his goods. He should know them from
start to finish; everything connected with their
manufacture. In this manner he will gain knowl-
edge and confidence in his line, and knowledge in
any line is power.
THE TALKING MACHINE WORLD.
7
PROCESS FOR ENLARGING AND REDUCING DISC RECORDS
The Invention of M. Georges LeRoy, Director of the Chemical Laboratories of the City
of Rouen, France, Interestingly Described — Of Exceeding Importance to All En-
gaged in the Manufacture of Records — Technique of the Process Set Forth in Detail.
A new, original and ingenious process for enlarg-
ing or reducing the size of disc talking machine
records, the invention of M. Georges LeRoy, di-
rector of the chemical laboratories of the city of
Rouen, France, is described as follows by R. Arapu
in a recent issue of the Scientific American:
Phonograph records, i. e., the traces made on
wax discs or cylinders by the needle of a recording
phonograph, can be enlarged or reduced by the fol-
lowing physico-chemical process, without the aid of
the pantograph, by which such reproductions have
hitherto been made exclusively. In the first place
it should be observed that the new process is
superior to the pantographic method because it ex-
cludes the employment of levers and other mechan-
How a Talking Machine Record May be Magnified or Reduced in Size
diameter. 2. The original record of 120 millimeters.
:ters. 4. A second enlargement to 340 millimeters,
Shows a reducf
. 3. An enlar:
it t(
millime
190 TV
ical organs, which inevitably affect the record by
means of their own vibrations and reactions. On
the other hand, the record may be improved by em-
ploying the new process. In current practice, the
primary wax record is made by means of sounds
of exaggerated loudness in order to produce a
strong impression, and injurious secondary vibra-
tions are thus evoked and recorded. By the new
process a record made with tones of moderate in-
tensity, free from disturbing secondary vibrations,
can be enlarged until it produces tones as loud as
may be desired. Conversely, a record made with
loud tones can be reduced, and thereby softened, in
addition to being compressed into smaller compass.
Principle of the Process. — The enlargement is
effected by the dilatation of molds of the primary
record, made of material which is greatly dilated
by prolonged immersion in appropriate solutions;
for example, gelatine immersed in aqueous solu-
tions, or vulcanized rubber immersed in carbon
disulphide. Conversely, the reduction is effected
by the contraction produced in similar molds by ap-
propriate treatment, as by the desiccation of a mold
composed of highly hydrated gelatine.
Technique of the Process. — From the primary
wax record a copy is made in copper by galvano-
plasty. For enlargement a mold of this copper
record is made in a concentrated solution of gela-
tine, containing 30 to 50 per cent, of dry gelatine.
The gelatine mold is immersed in cold or tepid
water, pure or containing substances that promote
the expansion of the gelatine. When the mold has
attained the desired size it is made insoluble by im-
mersion in a solution of formol, and is then molded
in wax or plaster. From the wax or plaster mold
is made a galvanoplastic copper matrix, or master
record, with which the working records are
stamped. The diameter of the soft gelatine disc
can be tripled by immersion, and the enlargement
can be increased indefinitely by repeating the
process on gelatine copies of the enlarged plaster or
copper matrices.
For reduction the copper plate made from the
primary wax record is used to produce a copy in
weak gelatine, containing 10 to 25 per cent, of dry
gelatine, which is dehydrated by immersion in
dilute alcohol, a solution of sodium sulphate or of
Rochelle salt, by
exposure to a cur-
rent of dry air, or
by the action of a
vacuum desiccator.
The gelatine rec-
ord, thus con-
tracted and re-
duced, is copied
successively in
wax or plaster and
in copper, in the
manner described
above. The diam-
eter of the gelatine
disc can be con-
tracted to 60 per
cent, of its original
value, and the re-
duction can be
continued i n d e fi-
nitely by contracting gelatine discs made from
the reduced copper plates. In the accompany-
ing photograph No. 2 represents an original
record of 120 millimeters diameter, No. 1 a
reduction to 80 millimeters, No. 3 an enlargement
to 190 millimeters, and No. 4 a second enlargement
to 3-10 millimeters.
WHY THE SALESMAN WORRIES.
Often Forced to Use Quick Wit in Under-
standing Customers' Translation of Names.
Quick wit in selling a customer is exemplified by
a salesman in California who was approached by an
intelligent customer asking for a record called
''Pork and Beans." After thinking a moment,
without saying a word or expressing any surprise,
the salesman asked his patron to be seated. Then
as he went to rear of the store to get the record he
bethought himself of which record it might be. In
a flash it dawned upon his memory. "Ciribiribin —
that's it," he said to himself. (Pronounced Cheer-
ee-beer-ee-bee-an.) The name suggested the nick-
name, "Pork and Beans." Then he looked up the
catalog number (1,825), put the record on the
cylinder machine and played it. It filled the cus-
tomer's expectations, and was sold. Then another
record was asked for and sold, says the Edison
Phonograph Monthly. Now that customer always
asks for Mr. Schwartz because she gets intelligent
service. The clerk is to be commended for his
quick wit and for his acquaintance with the list.
SPECIAL LECTURE-CONCERT
Given by Mrs. Erwin Craighead in the Grafo-
nola Parlors of the Smith Piano Co., Mobile,
Ala., Attracts a Large and Fashionable
Audience of Local Music Lovers.
(Special to The talking Machine World.)
Mobile, Ala., April 3. — During the past month
the Smith Piano Co., one of this city's leading
piano houses, has" been conducting an energetic
campaign on behalf of its talking machine depart-
ment that has produced excellent results. This
company handles the products of the Columbia
Graphophone Co. in this department, and has been
cultivating a clientele that would appreciate the
musical worth of Columbia operatic and semi-
classic records.
To properly introduced this class of music the
company issued invitations to a select list of this
city's music lover's inviting them to attend a spe-
cial lecture-concert given by Mrs. Erwin Craig-
head in the company's Grafonola parlors. Mrs.
Craighead's concert was a marked success, and the
lecture she delivered on the musical beauties of
Columbia records proved a treat.
To further increase the sales possibilities of its
operatic record department, the company also sent
out a four-page folder giving a few pocketbook
arguments on the excellence of Columbia opera
records. A feature of this circular was the listing
of a number of the famous artists whose record-
ings for the Columbia Co. have met with emphatic
success. These operatic and concert stars included
Emmy Destinn, Olive Fremstad, Alessandro Bonci,
Leo Slezak, Mary Garden and many others.
INTERESTING PRIZE CONTEST
Inaugurated by the Voice of the Victor for the
Best Talk on the Victor.
An interesting prize contest in the nature of
three original talks on Victor records was an-
nounced recently in the "Voice of the Victor," the
house organ of the Victor Talking Machine Co.
The first prize in this contest will be $20, the sec-
ond prize, $15, and the third prize, $10.
The contest is open to all Victor dealers and
salesmen or saleswomen and was conceived so
that the members of the selling staffs of the
Victor dealers could exercise their knowledge of
the Victor library in describing any chosen Vic-
tor record. There is no limit to the number of
words that the competitor may use in this con-
test, but is suggested by those in charge of the
contest that from two to three hundred words
should prove sufficient for an excellent descriptive
story. It is also suggested that the competitor
assume that he is talking with a prospect and
wished to present a particular record interest-
ingly and informatively. The results of this con-
test will be announced in the May issue of the
"Voice of the Victor."-
SINGER HEARD 125 MILES.
Successful Test from Brussels to Paris of New
Wireless Telephone.
An interesting experiment in wireless telephony
was made between Brussels and the Eiffel Tower
in Paris one night last week, when by a new
microphone invented by Signor Marzi, an Italian
engineer, a tenor singing at Laeken, a Brussels
suburb, could be heard in the French capital.
The shrill notes were clear, but the words were
indistinguishable. The distance is about 125 miles.
The Columbia automatic stop. The most accurate automatic
stop made and the easiest to operate.
Gun Metal, $2.00 list. Nickel Plated, $2.50 list. Gold Plated,
$3.00 list.
May be adjusted to both Columbia and Victor disc machines.
Order from any Columbia Distributor.
6
THE TALKING MACHINE WORLD.
illif
iiiiiiiiiimiiiiimiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiii
imiiiiiiiiiiiiiiiiiniiiimii
LOUIS XVI
Model A450, Circassian
Walnut. $450.00
Model A400. Mahogany.
$400.00
SHERATON
Model A275, Ma-
hogany, Inlaic
Plain. $275.00
Three Edison Salesmen want
jobs with you today
Tone, Variety and Mechanical Excellence are three Edison Salesmen that your
customers can't get away from.
Edison Sweet Tone is Head Salesman — don't forget that. The others help
but Tone mal?es the sale.
Then Variety steps in with three convincers — prices for every purse — two
types of machines — eight distinct cabinet designs in Disc Phonographs alone.
Mechanical Excellence closes, and he's able to close on any feature — Blue
Amberol Records, Diamond Reproducer, Diamond Disc or New Motor. Whether
he signs them up for a $250 Diamond Disc Cabinet or an Edison Gem at $15 you'll
say his is a snap job.
Put all three of theae salesmen to work for you — to-day.
Model A80,
$80.00
Mahogany,
Thomas A. Edison, Inc.
iimiiHiiiiiiiiiiiimiiimljji
Model A200. Mahogany
and Oak. $200.00
Model A300. Cir-
cassian Walnut,
$300.00
the Talking Machine WoftLi).
iiiiimiiiiiiiiiiiiiiiiiiiii
SHERATON
Model A290, Ma-
hogany, Inlaid
Marquetry.
$290.00
These are the Points that sell
Edison Goods
(1) No bothersome needle to be constantly changed.
(2) Diamond Disc Phonographs alone can render everything in the world of music.
(3) Diamond Disc Phonographs alone reveal the overtones.
(4) Diamond Disc Phonographs alone have the diamond reproducing point that
never wears and the New Disc that is never worn.
(5) Diamond Disc Phonographs have the New Motor of constant speed that gives
a perfect, constant pitch.
(6) Blue Amberol Cylinder Records play 4 minutes — are renowned for the sweet-
ness and great volume of their tone.
(7) There is an Edison Phonograph of a type, finish or price to suit everyone who
comes into your store.
Talk over the complete Edison Line with your jobber. Send him word to-day.
LOUIS XV
Model A425, Circassian
Walnut, $425.00
Model A375, Mahogany,
$375.00
59 Lakeside Ave., Orange, N. J.
Model B60, Oak. $60
llllllllllllllllllllllllllllll
Model A250. Ma-
hogany and Oak,
$250.00
— _.
SI
Model A 150, Mahogany
and Oak. $150.00
10
THE TALKING MACHINE WORLD.
QUANTITY ORDERS FOR STANDARD BIG SELLERS
Should Be Placed by Dealers Who Desire to Keep Ahead of Record Demand, Says V. W.
Moody in Discussing Record Situation — Reasons Why Many Dealers Have Not Suf-
ficient Stock on Hand to Fill Substantial Percentage of Their Record Business.
In connection with the tremendous scarcity of
Victor records at the present time, there is no
doubt but that many Victor dealers have realized
that the placing of their record orders must be in
accord with current conditions, .and instead of or-
dering two or three records of a number several
times in the month they have placed one large
single order, knowing that they can easily dispose
of the shipments of this number as based on the
factory output at the present time. Many other
Victor dealers, on the other hand, have not given
due consideration to this feature of their business,
but have continued along as in former years, with
the result that they have no stock to fill a sub-
stantial percentage of their record business.
To the latter dealers the recent remarks by V.
W. Moody, sales manager of the New York Talk-
ing Machine Co., 81 Chambers street, New York,
one of the best known Victor distributers in the
country, should prove of particular advantage and
interest.
"Many of our dealers are ordering records to-
day along the same lines as they did a year or
even six months ago," said Mr. Moody. "They are
ordering the exact same quantities, and in accord-
ance with their methods of some time since, are
placing orders for one of a certain selection, re-
gardless of how good it may be. They are even
ordering the same selection eight or ten times a
month, just as they have in the past. But to-day,
on account of the tremendous record shortage, the
dealer who is doing any considerable amount of
business is working at a serious disadvantage and
is badly handicapping himself by ordering in that
way.
"Last week we received an order from a dealer
who is selling over $30,000 worth a year. His
order covered three closely written pages and
totaled about 350 records. He had ordered certain
records in quantities of one to five apiece, accord-
ing to the record's popularity. Realizing the situa-
tion in the record field, we had our representative
make a special trip to this dealer in order that he
might explain the status of the Victor record busi-
ness to him and impress upon the dealer the neces-
sity of ordering along the proper lines, emphasiz-
ing the following points :
"Because of the extreme record shortage the
majority of Victor distributers are out of the same
selections and, due to this fact, each distributer is
receiving requests from numerous dealers who or-
dinarily would have called on some other dis-
tributer to fill their orders. This means that when
the distributer receives a quantity of a popular
record, sufficient ordinarily to last him about
ninety days, they are disposed of within a few
hours, because of the multiplied dealers' requests
and the fact that all dealers are in need of that
particular number.
"To a large extent we anticipated tremendous
record sales this spring, and in December and
January ordered accordingly, and these orders are
being shipped by the Victor Co. in small quantities
almost daily. We have received as high as 2,000
of a single dance number, which, by the way, was
issued last year, and disposed of them all within
less than twenty-four hours, whereas the sales of
this same number last year averaged about 300 a
month with us. This particular lot of records was
received on Tuesday at 2 p. m. In other words,
this means that the dealers' orders for this num-
ber that were received on Monday and up to noon
Tuesday were not filled. The entire lot was sent
out by noon on Wednesday and therefore, even had
the dealer followed out a system of ordering small
quantities three times a week he would not have
received any of this particular number. Moreover,
we had had none of this number in stock for more
than a month previous and have received none
since. •
"In view of the foregoing the absolute necessity
of ordering large quantities of the standard big
sellers is apparent, and the necessity of 'back-
ordering' these numbers is even more obvious. By
back-ordering we mean the placing of a general
order for records with instructions to ship such
numbers as are in stock at that time and trans-
ferring the unfilled portion to be shipped as rapidly
as deliveries from the factory will enable the dis-
tributer to make shipments to the dealers in suffi-
cient quantities to justify transportation charges.
"Our Mr. Doty was the representative who
made the special trip to the dealer referred to
above, and the morning following his visit we
received this dealer's revised order, which was
condensed to a single sheet instead of three, and
totals 3,465 records instead of the 327 records on
the original order. Since that date we have
shipped this dealer large quantities of such popu-
lar numbers as 17,222, 17,231, 17,311, 35,295, 35,304,
35,346, 64,311 and 64,343, and we shipped enough of
these records to last him several months."
Here Mr. Moody remarked to the representative
of The World, "As you continue on your rounds
suppose you just ask the dealers and distributers
that you call on what the condition of their stock
is on these numbers and the service we are ren-
dering this dealer will be fully appreciated.
"Just think of the amount of work that the
dealer incurs in ordering the same numbers over
and over again, where he might better order the
numbers once, lay aside his empty envelopes, mark
them 'ordered' and forget them until the dis-
tributer receives factory shipments which will fill
up the holes in the dealer's stocks. Few dealers
realize that distributers are receiving twice as many
records from the factory as ever before. This
fact is overlooked because the distributer is out
of so many numbers. Many dealers are complain-
ing because of the 'horrible condition that exists,'
but it is not difficult to make most of them smile
by inducing them to admit that they are doing the
biggest business they have ever closed, and ask-
ing them what it is they are selling if they are not
receiving more stock than ever before.
"The Victor Co. is not to be blamed, neither is
the distributer, nor is the dealer, but it is the
public who is to be most severely criticised. It
seems impossible to satisfy the public. It is the
consumer who loudest-of all is shouting 'records,
records, records and more records,' and I wonder,
if the dealers or distributers or the Victor Co^
would be pleased to hear them stop shouting just
that very thing. I know that I would not."
NOVEL PLAN OFJVINNINQ BUSINESS.
Lo.uis Gilman, Eastern representative of the
Philadelphia Press, tells Printers' Ink how he ob-
tained some Edison business for his paper by
means of a phonograph record sent by parcel post
to the advertising department of Thomas A.
Edison, Inc., Orange, N. J.
Mr. Gilman explains that for the day on which
the Edison business was to be placed he had an
engagement with a client in Pittsburgh. As he
couldn't be in both places, Mr. Gilman dictated a
solicitation to his machine and sent the record to
L. C. MoChesney, advertising manager of Thomas
A. Edison, Inc. }
The Press secured some of the Edison business
and the "canned" solicitation is credited with hav-
ing obtained it.
HAS WON HOST OF ADMIRERS.
Admirers of Lucretia Bori, the remarkably clever j
soprano of the Metropolitan Opera House, and they
are legion, will be delighted with her latest Edison
records. She is represented by three double rec-
ords in the disc line and one in the Blue Amberola
catalog. Miss Bori has scored a phenomenal suc-
cess during the opera season now coming to, a close.-
When a man gets old enough to take advice and
wise enough not to give it, he isn't on earth to
profit by either.
pXhe DITSON Pledge^
Is to see that our clientele has a better service than ever — setting a new standard in Victor jobbing
deliveries. The demands of alert Victor dealers — the kind that grow — are many and varied, and we ;
furnish the "first-aid" in every instance.
We believe this year's Victor business will be of tremendous proportions, and it will pay you to have
The Fastest Victor Service
which is a requisite in this hustling age. We possess the largest stocks, the best organization and
most up-to-date equipment in the Eastern half of the country.
This covers Victor machines, records and supplies of every kind, not to mention cabinets, needles
and trade-marked accessories.
Will you let us tell you more about Ditson co-operation? A postal gets this information!
■OLIVER DITSON CO., Boston, Mass.-
THE TALKING MACHINE WORLD.
11
Much of the success of Columbia opera
recording is due to the personal interest
of Mr. Henry Russell, director of the
Boston Opera Company.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.}
Columbia Graphophone Company
Wool worth Building, New York
CREDITORS TAKE CHARGE OF BUSINESS OF J. ARNOLD
Take Step to Protect Their Own Interests Following Financial Difficulties of Cincinnati
Talking Machine Dealer — Ill-Health Largely Responsible — General Trade in Cincinnati
Very Good — Record Sales Heavy — What the Various "Talker" Houses Have to Report.
(Special to The Talking Machine World.)
Cincinnati, O., April 7. — During the past week
creditors of John Arnold, talking machine dealer
at Fifth and Elm streets, took charge of their
stock and in that manner closed out the business of
this dealer. The action is the outcome of a series
of misfortunes which have befallen Arnold, and
it probably leaves his penniless, without even his
homestead exemption.
Arnold has been laboring under difficulties for
months. Illness at his home, then located in Hyde
Park, took up a greater part of his capital. Be-
sides looking after his business, Arnold tried to
nurse his wife back to health. The two condi-
tions resulted in his becoming a nervous wreck,
and he was compelled to leave his affairs in the
hands of an employe at his store. Developments
show that Arnold did not make the necessary ar-
rangements to protect his affairs. No instruc-
tions were given to any of his friends, and it is
intimated that not even the creditors knew of what
was transpiring.
After Arnold left town suit was brought to fore-
close on a mortgage on his home. He placed this
matter in the hands of an attorney but did not con-
fide anything about his business. Notes which were
due the latter part of last month could not be
taken up, and it is asserted that those who made
an investigation found that no books were kept
nor a bank account existed during the absence of
Arnold. The Kipp-Link Co., of Indianapolis; the
Phonograph Co., Cleveland, and the Rudolph Wur-
litzer Co., this city, were the principal creditors.
The amount of their losses could not be learned.
The firms simply stepped in and closed out the
business. One business man intimated that failure
on the part of Arnold to establish a more con-
fidential relation with the houses that he did busi-
ness with brought about the drastic steps. The
difficulties of Arnold were intimated in this column
several months ago. Arnold is now at Denver
trying to recover his health. So far as is known,
he has not taken any steps towards a future career.
He is still a young man.
While the individual reports would indicate an
exceptional business yet, in a general way, the trade
suffers from the general condition of the labor
market. There have been a few repossessions. The
smaller houses are holding their own. The large
firms are bothered with a shortage of records,
which has proven a serious handicap to the trade
at a time it needs the most encouragement.
One of the features of the local market during
the past month was a monthly display at the Co-
lumbia store favoring the $35 Grafonola. Small
cuts, showing a reproduction of the instrument,
were pasted on the window, forming a border. The
case contained several "Jewels" and a bunch of
records. It was a neat combination and an at-
tractive talking machine display.
When Manager Whelen, of the local Columbia
store, was asked the usual stereotyped question,
"How is business?" he said: "The sale of records
seems to have been the principal feature of our
business this past month. I personally believe that
this wonderful stimulus is due to the dancing
craze, and the craze becomes more pronounced
each week. Perhaps one-half of the records sold
are dance records, and when you consider that the
demand for the other class of records has not
diminished ; in fact, has increased, you can get
some idea of just how good this end of the busi-
ness is. Never in the history of the Cincinnati
store has the demand been so great, and I tell you
it kept us humping some checking \r. shipments to
keep our racks even partly up to date. This won-
derful record business also stimulates the machine
business and on a whole March was a record
breaking month. If we had had twice an much
room and double the number of booths there were
many times every day when we could hardly handle
the trade. It looks like a case of 'everybody's
doing it.'" Mr. Whelen concluded by saying:
"We get similar reports from all over the ter-
ritory, and during the last month we have opened
up some very attractive accounts and added many
new names to our list of dealers."
Mr. Brown, the assistant manager of the local
Columbia store, who has been specializing on the
school proposition, says that he is more than sat-
isfied with increase in the school sales and has
closed quite a few competitive trials, winning out
in every case on the merits of the Columbia in-
struments for school purposes.
One month has passed at the Rudolph Wur-
litzer Co. without carpenters and other members
of the building fraternity pounding away making
changes in the talking machine department. Man-
ager Dittrich has summarized the situation in the
following interesting manner:
"The month of March was very good in spite
of the bad weather conditions, but as the condi-
tions this year are so infinitely better than last
year there is absolutely no complaint to make
in that respect. Last year at this time the Ohio
Valley was under water and many dealers were
absolutely ruined financially. To-day these deal-
ers have prosperous stores and are enjoying a
greater volume of business than they have ever had
before. Reports from throughout our territory
indicate that the Victrola business is in splendid
condition, although the shortage of records has
caused some loss of trade. However, the retail
consumers have taken very kindly to the dealers'
explanation as to the cause of the shortage, and
it has impressed every one with the vast growth
of the Victrola business and the tremendous future
which is in store. The shortage has accomplished
one thing, and that is it has proven to the dealer
that there are other records besides the selected
list which are known as the best sellers. In that
way it has proven a vast benefit to the talking
machine trade at large." Victor business picked
up with a rush at Aeolian Hall during the past
two weeks, the most gratifying feature being the
large sale of the most expensive styles and the
amount of cash taken in. In fact, the percentage
of cash sales during the month was about the
largest on record.
A very large increase of business is looked for
immediately following Easter, when the dancing
season, interrupted by Lent, will be resumed.
A great deal of special sales effort was put forth
at Aeolian Hall the past few weeks. The Victor
department is unquestionably at its highest point
of efficiency right now. The company is un-
doubtedly making good on its "Aeolian Victor
Service," which is so much advertised.
Aeolian Victor advertising has not slackened one
iota because of ante-Lenten dulness. On the con-
trary, the store has used more newspaper space
on the Victrola and Victor records than ever before
and results have been perfectly satisfactory.
TAKE ON EDISON DISC LINE.
(Special to The Talking Machine World.)
San Francisco, Cal., April 6. — Clark Wise
& Co. have added the Edison disc line and
are featuring it quite extensively as well
as Victor and Columbia goods. Mr. Wise says
business has kept up better in the talking machine
department since the first of the year than pianos.
J. T. Bowers & Son, who took the agency for
the Edison disc line a short time ago, are now
pretty well stocked. Heretofore they had con-
fined their attention to pianos, but F. T. Bowers is
very well pleased with the interest shown in the
new department. He made a pleasure trip to Hono-
lulu the past month, accompanied by his wife and
an Eastern piano manufacturer and his wife.
If the whale were a more persistent advertiser
he wouldn't get in so bad. As it is, he comes up
to blow about himself, and gets the harpoon.
Write today for our new catalogue giving
you rock bottom prices of our specialties.
Springs for any kind
of Talking Machines
No doubt you will find it interesting.
EMIL RIEDEL
Sachsische Sagen- u. Federstahlwaren-
Fabrik.
Chemnitz-Gablenz, P. 0. Box 10, Germany
12
THE TALKING MACHINE WORLD.
EDWARD LYMAN BILL, - - - Editor and Proprietor.
J. B. SPILLANE, Managing Editor.
Trade Representatives: Glad. Henderson, C. Chace, L. E. Bowers, B. Brittain Wilson,
A. J. Nicklin, August J. Timpe, L. M. Robinson.
Boston: John H. Wilson, 324 Washington Street.
Chicago Office: E. P. Van Harlingen, Consumers' Building, 220 South State Street.
Henry S. Kingwill, Associate. Telephone, Wabash 5774.
Philadelphia: R. W. Kauffman. Minneapolis and St. Paul: Adolf Edsten.
San Francisco : S. H. Gray, 88 First St. Cleveland: G. F. Prescott.
St. Louis: Clyde Jennings. Cincinnati: Jacob W. Walter.
London, Eng., Office : 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Manager.
Representatives for Germany and Austria : Verlag Nec Sinit, Berlin C. 19, Ross-Strasse 6,
Germany. Geo. Rothgiesser, Director.
Published the 15th of every month at 373 Fourth Ave., New York.
SUBSCRIPTION (including postage), United States, Mexico, $1.00 per Year; Canada,
$1.26; all other countries, $1.75.
ADVERTISEMENTS: $3.00 per inch, single column, per insertion. On quarterly or yearly
contracts a special discount is allowed. Advertising pages, $100.00.
REMITTANCES: should be made payable to Edward Lyman Bill by check or Post Office
Money Order. '
^NOTICE TO ADVERTISERS. — Advertising copy should
reach this office by the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.
Long Distance Telephones — Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.
NEW YORK, APRIL 15, 1914
A YEAR ago a great section of the Middle West was just
recovering from one of the worst floods ever experienced
in this country. The receding waters had left wreck and ruin
behind. Scores of towns suffered losses of life as well as stag-
gering property losses, and many business houses were placed
in a very serious position by reason of the staggering losses
endured.
In fact, it was a very serious condition, and many, in view-
ing the flood-swept districts, figured that business would suffer
in those localities for years to come ; but such is the recuperative
powers of Americans that in the very sections where business
interests seemed to have been most seriously affected trade has
been particularly brisk, and it serves to illustrate that Americans
lose no time in bemoaning what they have lost.
There is no use in losing time in bewailing past conditions
and business losses, because "the mills will never grind with
water that is passed." It is the active present and ambitious
future which interests the men of to-day.
And sometimes adversity brings out the best that is in a man.
Some of our great business leaders all graduated from the
University of Hard Knocks, and while they received some good
heavy blows, they were not of the down-and-out class. They
possessed courage and were resourceful.
Many a man has been developed by reverses. His best
qualities probably would not have been brought out under ordi-
nary conditions.
It, however, is to be hoped that the courage of the men in
the flood-devastated districts of 1913 may not be put to the test
in a similar manner for at least a long time to come.
THE talking machine men are getting to understand more and
more the benefit of advertising. Surely they have the best
kind of examples constantly before them in the publicity, cam-
paigns carried on by the great manufacturers.
Advertising has made the talking machine business, and
there is no question that if the great national campaigns were
abandoned in six months business would slump very materially,
notwithstanding the tremendous impetus which it now has. The
directors of the great enterprises fully understand the advantage
of this, and the dealers themselves, even in the smaller districts,
are waking up to the fact that they must do their share in the
great campaign. They are putting out advertising, some of
which is most attractive.
THE advertising field is constantly changing. Years ago
advertising smacked of dishonesty — of misrepresentation ;
in fact, much of the public exploitation was simply to lure people
into the stores and strip them of their money after they had
arrived.
To-day, however, the successful business man tells the truth
in his advertising, else he is not successful.
If a man tells an untruth in advertising he is quickly found
out.
In New York there has been a lot of dealers in various lines
who have misrepresented in their advertising, and some of the
daily papers have refused to carry the announcements of such
concerns, knowing that they misrepresented.
How a man must feel to be turned down by a. newspaper
because he has gained the reputation of being a dishonest ad-
vertiser !
So far as talking machines are concerned, a man is adver-
tising a single product, and one that has individual advertising
powers. It talks for itself, to use the colloquial saying; but
there are so many attractive ways to put forth advertising matter,
so that it is pleasing to observe that the dealers themselves are
advancing along lines of public exploitation.
WE are in constant receipt of communications from readers
of The Talking Machine World in every part of the
universe expressing their admiration and approval of the policy
of this paper, and its power as a constructive, force in the in-
dustry.
It certainly is very pleasing to note the approbation of a
widespread clientele of readers, and it shows that our policy has
been appreciated and has received the stamp of universal
approval.
We have always contended that a trade paper must be con-
structive in its work, else its true functions would be lost. That
The World is a splendid advertising medium is generally con-
ceded.
We have received letters from advertisers commending the
business building powers of this publication, and below is one
received recently from the New York Talking Machine Co., 81
Chambers street, New York, large and important Victor dis-
tributors :
"We wish to express our entire satisfaction with the service
rendered us by you in the last issue of The Talking Machine
World advertising our record cabinets. We have received many
nice responses and a number of orders for cabinets and envelopes,
together with a large number of inquiries from good, substantial
dealers who read the- advertisement.
"Kindly accept our compliments on the pulling power of
your organ. It is not alone a good advertising medium, but, in
our opinion, a good, live root of the talking machine industry."
That communication shows what a power The World is to
the jobbers, and yet there are but few jobbers out of the entire
list who avail themselves of the splendid opportunities which
The World presents for the exploitation of their wares.
Every talking machine jobber in this country should be
represented in every issue of The Talking Machine World.
It is the only publication which thoroughly and completely
reaches the small dealers as well as the large ones. It is working
for them day and night. It not merely aids the dealers, but
makes suggestions to them along advanced lines, so that it is
a constructive power of virility and strength.
Now it would seem as a natural sequence that the jobbers
themselves should appreciate, as a whole, the advantage of such
a publication, and not permit a few men to monopolize the busi-
ness opportunities offered by the paper.
If the talking machine jobbers of America desire such a
paper as The Talking Machine World — and they all admit its
strength — then the next question that logically comes up is why
should they not patronize its columns to a greater extent?
WE are desirous that The World shall be close to its readers
everywhere, and we shall be pleased to receive at any
time either criticism or comment from our readers, no matter
where located.
THE TALKING MACHINE WORLD.
13
If there are any paths which we can make smoother by
suggestions we shall be pleased to do so. In other words, The
World is the forum of the trade, and all are invited to enter as
close as they like into a discussion of matters of interest and
business importance.
The closer a trade paper comes to its constituency the more
aid it can be to them, provided it is fairly conducted, and unless
it performs a useful mission it is missing its opportunity, and we
do not care to miss any opportunities which may come to us in
any particular way to serve our constituency in a better manner.
THERE is no part of America, so far as we are able to learn,
where the dance craze has not appeared, and talking
machine dealers are asking if the abnormally large demand for
dance records is to continue.
Why should it not?
Old men and women have joined the youthful army of
dancers, and the talking machine is used by teachers of the
art all over this country.
The tango mania has certainly created new business, not
only for dance records but for the machine themselves, because
a new profession has sprung up and dancing teachers now have
regular studios where machines are 'installed and are almost
swamped with people who are anxious to be taught the art.
Here is a new and astonishing field developing, and it does
not look as if it would be temporary.
Talking machine dealers write us that it is difficult to keep
up with the demand for dance records, and the factories are
rushed to the utmost, and they cannot keep up with the orders
that the new tango mania has brought about.
In thousands of homes where the talking machine was only
used at intervals, to-day it is being used daily and nightly to
produce music tor an ever increasing army of family dancers.
It certainly has developed the demand not only for records,
but for machines in every part of the land.
IN the January issue of The World a remarkable offer was made
of a $250 outfit by by the Columbia Graphophone Co. to The
World reader who would suggest the best method by which closer
and more profitable relations might be enjoyed with talking machine
customers. This offer resulted in bringing in hundreds of com-
munications embodying suggestions from every part of the country.
This Columbia move is along the lines of business uplift which
is decidedly commendable. It means that on the part of the
Columbia Co. there is a definite effort to get in closer touch with
their dealers, seeking to get from them an expression of opinion as
to how their interests could be served in a manner which would
result in more profitable business.
The reward offered was simply made with the purpose of
drawing out opinions from the men who are on the firing-line, and
for opening up ideas which might help in a general distributive
plan.
It may be said that many valuable suggestions have been re-
ceived and while it is not possible to put them all into practice, yet
many of them are being put into use so far as practicable.
The advantage of this kind of work will be seen when we
understand that this offer did not apply exclusively to Columbia
dealers, but to everyone in the talking machine trade.
There is no reason why we should follow out certain business
plans simply because they may have been in use for a number of
years. The whole world is changing and men change their busi-
ness organizations to conform with this change.
The talking machine industry is young. It has much to learn
and an interchange of ideas is bound to bring out some thought
along advanced lines which will be for the benefit of all.
GIVE DANCING EXHIBITION.
Illustration of Latest Dances in Recital Hall of
Fulton Music Co. Store, at Waterbury Conn.,
Attracts Much Favorable Attention — Vic-
trola and Edison Disc Phonograph Featured.
(Special tn The Talkine Mnc-tiin" W-rlH
Waterbury, Conn., April 4. — The Fulton Music
Co., the prominent piano and talking machine house
of this city, which recently occupied its handsome
new building at 158-162 Grand street, created a
distinct sensation late last month by arranging for
the appearance of Miss Lesley L. Hyndes and her
partner, Elton Goldsmith, in a complete repertoire
of the latest dances.
The dancing exhibition took place in the recital
hall of the Fulton Music Co.'s building on Satur-
day afternoon and the dance music was furnished
by a Victrola and an Edison disc machine phono-
graph. An impromptu concert filled in the inter-
missions between the dances and afforded an op-
portunity for the featuring of the latest records.
Admission was free to the public, and as a result
the recital hall was crowded to capacity by an
audience of over three hundred people.
During the course of the afternoon Miss Grace
Gaylord, of Waterbury, and Kendrick Brown illus-
trated some of the latest society dances.
So successful was the first dancing exhibition
that the Fulton Music Co. was compelled to repeat
the feature the following Saturday for the benefit
of those who were unable to attend the first per-
formance, and the effect of the novelty upon the
sale of dance records was immediately apparent.
BACK TO THE SOIlTfOR MUSIC.
South Carolina Paper Claims That by Produc-
ing Denatured Alcohol from Potatoes and
Farm Waste the Farmer Really Makes Talk-
ing Machines Possible.
Everything comes to the farmer these days.
Even the new dances promise to pay him tribute.
The popularity of these dances has created en-
ormous demand for phonograph records of dance
music. Now phonograph records are made out
of a composition into which denatured alcohol
largely enters, and the demand for it is causing
manufacturers to look around for new sources
of supply. This according to the Charlotte, N. C.
Observer, means new locations for factories. But
denatured alcohol is strictly a farm product, be-
ing made from potatoes and farm waste. And
so it comes to pass that the farmers exert them-
selves to produce a larger supply of some of the
ingredients of denatured alcohol, in order that
more phonograph ■ records may be manufactured,
in order that more people may have music to
which they may dance the new dances— which
many a farmer holds to be an abomination.
HELPFUL IDEAS FOLLOW EACH OTHER
The results obtained by Victor dealers from the
distribution of the lithographed folders entitled
"Will you open your door" and "Will there be a
Victrola in your home this Christmas," were so
highly satisfactory that the Victor Co. has just
issued a third lithographed folder named "After
dinner introduce your guests to," the inside double
page showing a beautiful scene in many colors
wherein a Victrola XVI. is the center of attrac-
tion in the drawing room of a fashionable home
while a distinguished party of guests is present.
This is the same drawing which has been repro-
duced by the company for use in national advertis-
ing. This folder forms a valuable addition to the
comprehensive line of Victor folders already issued.
Beka Records
IN ALL LANGUAGES OF THE WORLD
High grade selections in
German, English, Italian, Spanish, Portuguese, French, Swedish, Slavonic, Ruthenian, Danish, Norwegian
Russian, Polish, Hungarian, Bohemian, Rumanian, Tschechisch, Croatian, Servian, Hebrew, Turkish, Persianj
Arabic, Chinese, Malay, Japanese and seventeen different Indian dialects.
The cheapest and best machine on the market for $2.50 upward
BEKA -RECORD AKT. GES., Berlin, S. O. 36 (Germany)
CATALOGUE IN FOUR LANGUAGES SENT FREE ON REQUEST
14
THE TALKING MACHINE WORLD.
Each buyer and each seller of a
Columbia "Favorite" is always satisfied
—the one with the quality, the other
with the profit.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
BIG BOOST GIVEN THE TALKING MACHINE BUSINESS
By the Southern Indiana Teachers' Association in Indianapolis — Acknowledge Its Educa-
tional Value in the School Room — E. L. Lennox Piano Co. Takes on Edison Disc Line
— Stewart Co.'s Great Victor Business — Columbia Activities — Other Items of Interest.
(Special to The Talking Machine World.)
Indianapolis, Ind., April 8. — Talking machine
men of the Hoosier capital are still rejoicing over
the boost given the talking machine business by
the Southern Indiana Teachers' Association at its
annual convention here, when it went on record as
favoring talking machines and player-pianos.
Use of the talking machine in bringing direct to
the schoolroom the voices of the master singers
of the world was advocated. Men who have made
a life-long study of bringing learning to the pupil
in the most direct manner asserted before the
convention that the talking machine is a modern
step in the education of the young of Indiana.
Talking machines are being used in the schools
all over the State, both for the purpose of enter-
tainment and for the purpose of studying the
voices of the great singers.
Walter E. Kipp, president of the Kipp-Link
Phonograph Co., jobbers for the Edison machines,
has won over E. L. Lennox, of the E. L. Lennox
Piano Co., 311 North Pennsylvania street. Mr.
Lennox is the first downtown piano dealer to put
in a line of the new Edison disc machines. Praise
for the new Edison disc has been heard often in
the Lennox showrooms in the last week.
The E. L. Lennox Piano Co. occupies artistic
quarters in the Meridian Life building just op-
posite University Park, and Mr. Kipp is happy
over the acquisition of the Lennox store as one
of the downtown depots for the new Edison disc
machine. Mr. Kipp says he is making arrange-
ments to have two or three other downtown houses
put in the Edison disc line of talking machines.
W. S. Barringer, of the Stewart Talking Ma-
chine Co., distributers of Victor machines, says the
line of orders waiting to be filled are so far ahead
of the stock that everybody around the Stewart
house is afraid to look back. It's the same old
story with the Stewart Co. — it's got that Oliver
Twist appetite for talking machines and records.
Morley Somers, of the Victor Talking Machine
Co., is working in Indiana for a few weeks.
Business conditions with' the Columbia Grapho-
phone Co.'s local store at 27 North Pennsylvania
street, are also way beyond "par," according to A.
W, Roos, manager. Business so far this year has
been about three times as good as it was in the
same period of last year, Mr. Roos says.
Morris Stegner, in charge of the wholesale de-
partment of the Stewart Talking Machine Co.,
recently made an extended trip through the
South.
Mrs. Agnes Kimball-Affleck, formerly of In-
dianapolis, who has made a number of records for
the Victor Co., sang in public for the first time
since she was married last December, when she
appeared Tuesday night, March 31, in Aeolian Hall
here.
Many were unable to see the singer, since their
seats were on the stairways and the floors above
and below the concert hall. It was a genuine
"over-flow" meeting. B. F. Traub played the con-
cert numbers for the instruments and the accom-
paniments for the singer. Mrs. Affleck's pure,
clear soprano voice was at its best as she sang
"Belletella," from "II Pagliacci." For her second
group of songs Mrs. Affleck selected "Down in
the Forest," the "Mattinata," by Leoncavello, and
lastly, another ballad by Ronald, composer of
"Down in the Forest."
The management of the Aeolian Co.'s local store
here has asked Mrs. Affleck to appear at an in-
vitational concert in one of the city's larger audi-
toriums, that all of her friends may have the op-
portunity to attend.
COLUMBIA GRAND AIDS AT BANQUET. ENTHUSIASTIC VICTOR YOUNGSTER.
Affords Pleasing Entertainment at Banquet of
Department Heads of Butler Bros, to Their
Manager — Diners Express Appreciation.
"I wish to thank you personally for the use of
this beautiful instrument which did a great deal
toward making the evening a complete success. It
fitted in very beautifully with the evening's enter-
tainment and was appreciated by every one pres-
ent."
That's what Daniel D. Otstott said to R. R.
Souders, who had lent a Columbia "Grand" to help
along the festivities at a recent banquet given by
the department heads of Butler Bros., in Dallas,
Tex., to A. M. Mason, their manager, wha recently
returned from a European trip.
AGAIN IN HARNESS.
Chester Beekman, of the traveling staff of the
New York Talking Machine Co., 81 Chambers
street, New York, Victor distributer, resumed his
work on Wednesday of last week, after a month's
absence from his territory pending his convales-
cence from an operation for appendicitis. Mr.
Beekman was given a hearty welcorr, e.
(Special to The Talking Machine World.)
Hareisburg, Pa., April 9. — O. F. Baker, ener-
getic Victor dealer in this city, numbers among
his best patrons one of the youngest Victrola en-
thusiasts in this section of the State and prob-
ably in the country. His name is Harvey Beau-
mont, and although he is but fourteen years of
age, he is the personal owner of a Victrola and an
extensive library of Victor records, including
quite a number of Red Seal selections. The ma-
chine and records have all been purchased from
his own savings, and Harvey makes several trips
a month to Mr. Baker's store to keep in touch
with the latest developments in the Victor record
library. His enthusiasm in the Victrola is un-
bounded, and, moreover, he is a real music lover.
TO MAKE AND SELL PHONOGRAPHS.
The Cumberland Royal Phonograph Co., Port-
land, Me., has been incorporated with capital stock
of $250,000 for the purpose of manufacturing and
dealing in phonographs, records, etc. The officers
of the new company are : T. A. Sanders, presi-
dent, and R. A. Worth, treasurer.
READY REFERENCE OF GENERAL SUPPLIES
DEALERS
Send for our "Trial Proposition" on the
Regina Hexaphone — the latest and best pay-
ing popular priced coin-operated instrument
for use in public places.
211 Marbridge Bldg., 34th St. and Broadway, New York City
Manufacturers of Regina Music Boxes; Reginaphones;
Coin-operated Mandolin Orchestrions; Vacuum
Cleaners and other specialties.
Mermod & Co.
505 Fifth Avenue New York
Manufacturers of
Talking Machine Supplies
Motors— Sapphire Points
Diamond Points a Specialty
Keep Your Record Stock with
Costs about $2.00 for 250 records for 50 years
Send for 20=page catalog
THE SYRACUSE WIRE WORKS,
SYRACUSE
NEW YORK
THE TALKING MACHINE WORLD.
15
BREAKING EVEN-A DIABOLICAL REVENGE.
NEW COMPANY IN CLEVELAND.
-T><c: flFTEEXlTH
NOC-njfJNtT FROM
-me <ev OF 'J
GUI* VoOE. f MTTN6R. T,
-me rtws.- '
HIT W€B. WITH A fcVTtHeN -
chmr, , „ _ .
BWCK. _,
-TAKt A SHeUCl Awb AtlCK
ttefc ujitm a "nee Tot*,
FAM HSR WITH THE flAWt
STOOC -
Rough stuff
SOUGH STUFF
HovJ B£?*)TIPU(_
R. L. Cioldberg in the New York Evening Mail. (Copyriglited.)
Cartoonist's Idea of How to Get Square With the Man Who Always Starts His Talking Ma-
chine as Soon as You Get in the House.
H. B. RAY NEW ADVERTISING CHIEF.
Of the Columbia Graphophone Co. — Experi-
enced in This Field, Having Been Assistant
Advertising Manager of the Company for the
Past Three Years — Has Assumed Duties.
Herbert B. Ray has just been appointed adver-
tising manager of the Columbia Graphophone Co.,
New York, succeeding George P. Metzger, who
has become a partner in the Han ff -Metzger Co.,
the past few years, and his promotion to the man-
agement of the advertising department is in line
with the policy of the Columbia Graphophone Co.
to promote men from their own forces to the most
responsible positions in all departments. Mr. Ray
filled the position of assistant advertising manager
with signal ability and success, and his intimate
familiarity with all the details incidental to the
Columbia Co.'s country-wide advertising insures
his achieving a gratifying success in his new and
important post. As advertising manager of the
Columbia Graphophone Co. Mr. Ray occupies one
of the most responsible positions in the company,
as the advertising appropriation of the Columbia
Co. has steadily increased each year until it now
totals an immense sum that is being distributed to
the best possible advantage of Columbia dealers
throughout the country.
Mr. Ray has been connected with the Columbia
Co. for the past fifteen years, occupying various
positions cf responsibility. Most of this time was
spent at the factories in Bridgeport, Conn., where
he secured a detailed practical knowledge that he
has found invaluable in the preparation of result
producing advertising matter.
Herbert B. Ray.
New York, a very successful advertising agency.
Mr. Ray has assumed his new duties.
Herbert B. Ray has been assistant advertising
manager of the Columbia Graphophone Co. for
J. G. BREMNER JTO SUPPORT BILL.
J. G. Bremner, president of the Eastern Talking
Machine Dealers' Association, is one of those rep-
resenting trade organizations who will appear be-
fore the Interstate and Foreign Commerce Com-
mittee at Washington for the purpose of support-
ing the Stevens Bill (H. R. 13,305), which, among
other features, is aimed to prohibit price cutting.
Any new business idea that offers to help a man
get more profit out of his business is hailed with
welcome — mixed with suspicion of the motives of
the man offering; it.
Incorporation of the Grafonola Co. of That City
Marks Success of C. A. Routh in the Talking
Machine Field — Store Handsome and Well
Located in City's Best Business District.
(Special to The Talking Machine World.)
Cleveland, O., April 6.— The incorporation of
the Grafonola Co. is a good example of a youth
starting with ambition and vigor and working up
from the lower ranks to be president and manager
of a company? C. A. Routh started as a boy work-
ing for the Starr Piano Co,, of Richmond. Ind.,
learning action regulating, etc. He left the factory
work and engaged in the sales department, and
was considered one of the foremost salesmen in
the piano line. At that time piano men generally
could not see anything in the talking machine
business, and Mr. Routh's associates were very
much surprised at his going into it. He, however,
looked ahead and is now reaping the benefits of
his foresight. Mr. Routh had been with the Co-
lumbia Co. for some time as assistant manager,
and when the company decided to close out its re-
tail business in Cleveland, in his own words, he
"immediately saw a great light," and laid his plans
accordingly to get control of the old location; the
result is that the Grafonola Co. was incorporated,
with C. A. Routh, president and manager, and F.
S. Federman, secretary and treasurer, with a cap-
italization of $15,000.
The Grafonola Co. is handling Columbia goods
exclusively, and carries a complete stock of ma-
chines, records and accessories. The store is cen-
trally located in the business heart of the city, and
is considered the largest retail talking machine
store in Cleveland. During Mr. Routh's long as-
sociation with the Columbia Co. he has made a
host of acquaintances and friends, all of whom
he will retain and make many more.
GIVES ELABORATE RECITAL.
Fred H. Ponty Features Victrola and Edison
Disc Machines and Other Instruments in His
Line at Elaborate Affair Held in His Recently
Opened Store in Port Chester, N. Y.
(Special to The Talking Machine World.)
Port Chester, N. Y., April 7.— Fred H. Pon-
ty, the well-known piano and talking machine
dealer of this city, attracted much attention to his
business last week through the medium of an elab-
orate musicale, at which a number of prominent
artists from New York appeared. The lengthy
program consisted of piano and violin solos, vocal
selections and grand opera gems by famous stars
through the medium of the Victrola and the Edi-
son disc phonograph. The musicale was given in
the afternoon and repeated in the evening, and on
both occasions the recital parlor in the store was
crowded by a select and appreciative gathering of
local music lovers.
From the interest displayed in the music fur-
nished by the Victor and Edison machines, the mu-
sicale will result in a number of profitable sales.
"DOLLAR" MOTORS
ARE UNQUESTIONABLY
THE BEST AND CHEAPEST
LATEST SENSATION— DETACHABLE SPRING CAGE
Without any disman-
tling of the motor, a
NEW SPRING may be
inserted within a few
seconds.
Many patents both at
home and in every civ-
ilized country applied
for.
Exhibited at the Leipsic Fair, No. 20 I Peterstrasse,
Hotel de Russie, Zimmer No. 6.
Our Export Catalogue
in four languages, cov-
ering 30 styles of
motors adapted for
Talking Machines, sent
free of charge, postage
prepaid, for the asking.
Advantages of our Motors :
Noiseless movement
Supreme accuracy
Highest grade of materials
Greatest money value
GEBRUDER STEIDINGER,
Fabrik fiir
Feinmechanik
St. Georgen (Schwarzwald), Deutschland
Cable Address: Gebruder Steidinger Sanctgeorgenschwarzwald.
THE TALKING MACHINE WORLD.
A NOVEL POSTAL CARD
Is That Used by Russell Hardy with the
Talking Machine Co., Birmingham, Ala.
A novel postal card is being used by Russell
Hardy, a clever salesman associated with the Talk-
Clever Post Card Designed by Russell Hardy.
ing Machine Co., representative of the Victor and
Edison lines in Birmingham, Ala. Mr. Hardy has
proven his right to be considered an Al salesman,
for his average sales per month for the last three
or four months have reached the $1,000 mark.
"LIVE" DISPLAY OF DANCE RECORDS.
(Special to The Talking Machine World.)
New Orleans, La., April 9. — The Victrola de-
partment of Philip Werlein, Ltd., the large piano
house in this city, is still being congratulated on
a novel idea which it introduced a short while
since in connection
with the craze for
dance music. The
many dance records
in the Victor record
library suitable for
all the latest dances
furnished the firm
with material for an
unusually clever stunt
which took the shape
of a personal demon-
stration of the adapt-
ability of Victor
music to the proper
performing of the
latest dances.
A show window
Talking Ma-
chines, Typewriters, Phono.
graphs, Adding Machines, Cash
Registers, Guns and Tools and all
Polished Instruments. THE FI-
NEST OIL MADE. It absolutely
prevents rust. NYOIL now cold
everywhere by all hardware and
sporting goods men. Large bottle
(cheaper to buy) 25c; trial size, 10c.
WM. F. NYE, New Bedford, Man.
^ For polishing ^
varnished woodwork it is
extremely satisfactory. No oil is so clean.
BENJ. SWITKY IN BERMUDA.
Prominent Distributer Visiting Talking Ma-
chine Man's Haven of Rest.
Benj. Switky, the prominent Victor distributer
of 9 West Twenty-third street, New York, accom-
panied by Mrs. Switky and their two children,
sailed for Bermuda on Wednesday, April 1,
for a vacation of several weeks. In view of the
number of members of the local trade who have
visited Bermuda during the past couple of months
it would appear that the name of the resort should
be changed to "The Talking Machine Man's
Haven of Rest."
measuring 9x12 feet was decorated elaborately
to give the impression of a fashionable ball-
room, and in this space a well-dressed couple,
masked, danced all the new dances to the
music of a Victrola. Cards were displayed an-
nouncing each dance, and the grace and skill of
the couple as they danced to the strains of Victor
records formed a topic of general discussion that
was bo.th sales productive for the Werlein Victor
department and the best kind of "advertising.
GIVING MACHINES DOUBLE VALUE.
Success of the Union Devices Testifies to Their
Value — Factory of the Union Specialty and
Plating Co. Very Busy.
Ask your watch repairer whose
oil he uses on your watch.
talking machine the privilege of playing any kind
of a record, is evidence of their great value. Busi-
ness at the factory is brisk. Mr. McNulty stated
they were daily filling lots of orders and that they
were receiving volumes of praise from users of
Unions No. 2 and No. 3, which of course is very
gratifying to the company.
H. B. McNulty, of the company, who recently
made a flying trip to Iowa, and covering Chicago,
states he found business very good and that the
Union line of specialties was selling "like hot
cakes."
(Special to The Talking Machine World.)
Cleveland, O., April 6.— The prosperity and
popularity of the Union Specialty and Plating Co.,
attachments, affording the owner of any kind of a
The Columbia export department has been
issuing some splendid publicity during the past few
years which is being used by the company's
dealers in South America and Europe to excel-
lent advantage.
Xhe Masterphone
GIVES
Perfect Detail
Rich Tone
Full Volume
Records remain perfect forever, as Victor Fibre Needles are used.
Your customers will like the Masterphone, for it adds immeasurably
to the value of their instruments.
YOU EARN ADDITIONAL PROFITS.
Write for Sample and Discounts.
Steel
Needles
Masterphone
$1.00
Fibre
Needles
Masterphone
$1.50
THE MASTERPHONE CORPORATION, 187 Broadway, New York City
Telephone : Cortlandt 1 872
THE TALKING MACHINE WORLD.
17
Columbia records of song hits are real
hits— hits as songs and hits as sales.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
T. H. E. PUBLIC, ESQ., THE GENTLEMAN FROM MISSOURI.
Prospective Purchasers of To-day Demand Lucid and Reasonable Explanations from Mer-
chants in Place of the Old-Style Meaningless Generalities Regarding Products to be
Bought — Something of the "Department of Detail" for Talking Machine Stores.
The age of lavish explanations has arrived, Mr.
Dealer, and in order that you may retain the pat-
ronage of the supercurious, you must expound
yo.ur trade gospel exhaustively as well as enter-
tainingly. You must also develop your Depart-
ment of Detail to a state of high efficiency. The
times demand these things from yo.u.
To-day, in order that a talking machine sales-
man may take his place in the proficiency class, he
must 'be a veritable encyclopedia of phonographic
lore. He must be able to speak the 'ola language
as fluently and exactly as a college professor
emits Tschechisch or Croatian. Summing up
concisely, he must know it all.
Every establishment where talkers are dispensed
should pay particular heed to the development of
its Department of Detail. Never before was at-
tention to the smaller things of such vital im-
portance. This situation has been brought to
light largely through the medium o.f various worthy
sundries which, when attached to the talking ma-
chine, add to its musical excellence. I have found
in my tramps along the trade trail that this sub-
ject of detail is not given the care it deserves. 1
have visited a half dozen talker shops in Brook-
lyn, New York City and Philadelphia within the
past few weeks where the matter of sundries was
a dead issue. Does not this illustrate my po.int
that the detail end of the talking machine business
is being neglected?
Such a state of affairs is a menace to trade for
this reason : When T. H. E. Public, Esq., reads in
a popular magazine an attractively displayed ad-
vertisement regarding an article that promises to
make his Musicola more melodious at the modest
o.utlay of a dollar or two, he determines to in-
vestigate. He calls forthwith upon John Jones,
proprietor of The Graph & Phone Co., Inc., and
asks for the article he has seen advertised. He
goes further than that ; he demands a demonstra-
tion, and he desires it in a hurry. Then, by way
of making his remarks emphatic and acquainting
Mr. Jones with his identity, he shouts that he is
from Missouri. To his supreme disgust, he finds
that not only has Jones neglected to put the at-
tachment he is interested in in stock, but has
never heard of it. He departs amid vituperative
fireworks, and his opinions regarding The Graph &
Phone Co., Inc., are no.t publishable.
It seems to the writer that the best and easiest
way to overcome this difficulty would be to peruse
more carefully the pages of your trade journal.
If you made it a rule, Mr. Dealer, to pass The
Talking Machine World among your employes
when you were through with it, and made it clear
that you desired it read carefully, good results
could not but accrue. The salesman who makes a
practice of becoming thoroughly familiar with
the contents of such a publication monthly will
find himself in a position to answer any question
put to him lucidly and to the point.
One dealer o.f my acquaintance keeps a tabu-
lated list of sundries on hand for the use of his
salesmen. His stenographer has charge of this
work, and as The W orld arrives she looks it over
and adds to her list whatever invention of mo-
ment has come to life during the month. She
simply writes down the name o.f the article, to-
gether with the volume and month of the magazine
in which it was advertised or described. Carbon
copies of this typewritten list are posted in con-
spicuous place throughout the store.
A few items from one of the pages of this sun-
dry list follows :
LIST OF TALKING MACHINE SUNDRIES FOR USE
OF SALES FORCE.
Automatic stops:
Columbia T. M. W., Vol. X, No^, page "
Standard
Bagshaw Needles
Delivery bags
Dollar motors
Fibre Needle Cutters:
L. & H
W. & W
Heise System
Masterphone
Nyoil
Union T. M. Specialties.
I'nimie Record Albums.
31
19
22
15
32
33
14
16
16
27
6
As the trade journal subscribed to by this dealer
is carefully filed, it is easy for the salesman to ar-
He Demands a Demonstration.
rive at the desired information at a moment's
notice. By adopting this method, Mr. Dealer, it is
practically impossible for a patron to go away
from your store without having learned all about
talking machines and their accessories.
Ano.ther page in the salesman's book of knowl-
edge that is seldom read is the one which deals
with the care of the "talker." Most chaps are so
saturated with the mania for making sales that
they do not give a thought to anything beyond
the disposal of the outfit. The dealer of sundry
list renown has a repair catalog for the various
makes of machines. This, too, is displayed at dif-
ferent points in the store where the eyes of the
salesman can reach it, and by consulting it he is
very often enabled to prescribe successfully. Of
course, where the condition of the patient is such
that an operation is necessary, the services of the
surgeo.n from the Department of Restoration are
required. Where a dose of oil, graphite, etc., ad-
ministered in just the correct proportions, is suffi-
cient to renew activity, the repair catalog is in-
valuable.
A salesman can sell goods much more intelli-
gently if he has seen them in the making. This
being true, would it not be advantageous to. man-
ufacturer and merchant alike if some arrangement
was arrived at whereby salesmen were given access
to the factories and laboratories of the builders of
talking machines and the entire process of produc-
tion witnessed and described? Henry Ford, o.f
profit-sharing fame, has adopted this method of
educating not only the folks who are interested
in his car as a business proposition, but T. H. E.
Public, Esq., as well. He even goes so far as to.
include a moving picture show in the course of in-
struction.
What will work out successfully in the world of
automobiles should apply to the talker fraternity
also., and it would aid him very materially, I am
sure, if every young man who derives a livelihood
from the sale of talking machines could pay a
visit to the producing plant in order that he might
become enlightened as to the practical side of their
creation.
Do not take my word for it that the matter of
a comprehensive knowledge of talking machine
manufacture is non-existent in the mind of the
average salesman. Take your star sales expert
aside and ask him about it. Methinks I hear the
echo of his answer : "I'm sellin' goods, not makin'
'em. 'Isch ga bibble!' "
Howard Taylor Middleton.
ANNUAL DINNER OF DEALERS.
Eastern Talking Machine Dealers' Association
Making Elaborate Plans for Annual Gather-
ing on May 6 — Meeting to Be Held a Week
Later to Elect Officers and Hear Reports.
The annual dinner of the Eastern Talking Ma-
chine Dealers' Association will be held on May 6,
according to plans announced following a meeting
of the Executive Committee of the association
held at Keen's Chop House on April 6. The
place for the dinner has not yet been selected.
John G. Bremner, president of the association,
announces that the program for the dinner will be
particularly interesting, and a number of speakers
of note, including at least one man of national
importance and prominence, will be present.
The annual meeting of the association, for the
election of officers and for the transaction of
other regular business, will be held on the week
following the dinner in order to avoid the con-
fusion that would arise by having the dinner and
meeting on the same evening.
If Terpsichore were to return to earth and watch
a tango tea some evening, she'd probably apply to
the Olympian courts to have her name changed the
next morning.
It's a modest man who doesn't think the photog-
rapher could have made a better looking picture of
him if he'd only tried.
18
THE TALKING MACHINE WORLD.
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
(Special to The Talking Machine World.)
Boston, Mass., April 10. — Beginning on April 2
and continuing through to-day there has been a
Business Efficiency Exposition at Mechanics' build-
ing, and among the notable exhibits were the dicta-
phone, shown by the Columbia Graphophone Co.,
and the Edison business phonograph, exhibited
by Mershon & Klinefelter, of 18 Tremont
street. Both of these exhibits were in the main
aisle of the hall, their locations being about the
best among the 100 exhibitors of time and labor
saving devices. The Columbia exhibit was in -the
midst of handsome mahogany furnishings, these
including tables, chairs and desks, and the machines
sent over to illustrate the facility of dictating were
the best that the home office could exhibit. Palms
and plants helped to make the display attractive.
Andrew Atwell, the manager of the dictaphone de-
partment of the Columbia, was in charge of the
exhibit. Similarly the Edison dictagraph was in
artistic surroundings and it received its share of
well-merited attention.
Reports Good Month's Business.
Manager Batchelder, of the Victor department of
the Henry F. Miller Co., reports a very good
month's business. The April list of records has
proved especially popular, and the office staff has
been busy attending to the wants of many cus-
tomers.
Will Continue Columbia Department.
Mr. Navin, of Navin & Kelley, of 757 Washing-
ton street, has bought out the Columbia depart-
ment in the Henry Siegel Co.'s store, which re-
cently went into insolvency. The new firm of W.
& A. Bacon, an old-established Roxbury house,
which bought out the Siegel store, has been agree-
able to the proposition that the Columbia depart-
ment be continued there, and Mr. Navin has some
progressive ideas as to how the department should
be conducted. William L. Dunn, of the Columbia
offices, has been chosen to be the manager and he
starts in with high endorsements.
George W. Lyle a Visitor.
George W. Lyle, general manager of the Colum-
bia Graphophone Co., was a hurried visitor to the
Boston warerooms a fortnight ago, and he found
Manager Erisman right on the job. Another Bos-
ton visitor was H. A. Yerkes, the Columbia's whole-
sale manager, whose trip to Boston was of a
meteoroic character.
To Visit the Victor Factory.
Business at the Eastern Talking Machine Co.'s
establishment continues good, and already there
is considerable of a call for equipments suitable'
for country homes and shore cottages. Billy Fitz-
gerald, Mark Reed and Mr. Splaine are looking
forward expectantly to their trip over to Camden
and Philadelphia on the 18th of this month, where
they are going to inspect the Victor laboratories
and study the manufacture of machines and rec-
ords. The trip will give them a renewed fund of
knowledge as to Victor workmanship. They will
be away three days.
Renewed Acquaintanceship.
H. A. Beach, of the Victor Co., came over to
Boston for a few days and renewed acquaintance
with the boys of the various Victor distributers,
those of the Eastern Co. in particular. Mr. Beach
is the general representative of the factory.
More Room for Ditson Department.
Henry A. Winkelman, manager of the Victor
department of the Oliver Ditson Co., has been
forced to make several changes in his second floor
suite because of the rush of business. Most of the
records are now kept at the rear of the floor in
rooms especially prepared for them, and by this
rearrangement space is allowed for an additional
demonstration booth toward the front half of the
suite. Mr. Winkelman's bland smile tells the story
of good business. His many friends enjoyed meet-
ing him at the dinner of the Boston Music Trade
Association at the Hotel Lenox a few weeks ago.
Columbia Dance Records in Demand.
Manager Arthur Erisman, of the Columbia Co.,
reports that it is an even toss up between school
propositions and dance music, for the latter, since
the tango and other modern forms of dancing came
in, has made heavy demands on the Columbia equip-
ments. Although Manager Erisman laid in a large
stock of this kind of dance music he is constantly
obliged to send over to headquarters for fresh in-
voices of records.
Talks with Sales Staff.
A busy man is Manager Royer of the Victor
department of the M. Steinert Co.'s Arch street
quarters, these days, especially as he had been away
for several days paying a visit to the Victor labora-
tories. During his absence business piled up so he
has had to bend all his energies to get it dispatched
with some degree of promptness. Mr. Royer lately
has held two sales talks with his staff, discussing
business methods and getting an exchange of views
from the men as to new ideas that will aid in
promoting business. At the conclusion of these
conferences the boys all repaired to a near-by hotel
for supper.
Changes in Columbia Co. Quarters.
When the changes are completed in the two
floors of the Columbia Co. made necessary by the
cutting off of a few feet of the store for the
Avery street widening, which was referred to in
last month's issue of The World, the establishment
will be almost new. Just now Manager Erisman
and his large staff are working under adverse con-
ditions, Mr. Erisman's private office in particular
being quite inadequate for present needs. On the
second floor two new demonstration booths will be
installed, which will greatly facilitate business.
Rosen Artistic Quarters.
Henry Rosen, of School street, has taken a lease
of a large apartment at 240 Huntington avenue, op-
posite Symphony Hall, as mentioned briefly last
month. He is equipping the room in a highly
artistic manner, and will place this branch under
the management of a competent man, but at this
writing the right man has not been selected.
Take on the Edison Line.
The Shawmut Furniture Co., of 269 Tremont
street, has lately taken on the Edison line and its
rooms devoted to these goods are visited by all the
patrons of the store whose attention is directed
to the value of Edison equipments.
W. E. Getchell III.
W. E. Getchell, who has charge of the New
Hampshire and Vermont business of the Columbia
Co., has the sympathy of his hosts of friends be-
cause of his long continued illness. Mr. Getchell
was taken sick in Brattleboro, and on the advice
of friends went over to New York to consult a
specialist and hospital treatment followed.
Increase Sales Staff.
Manager Erisman has made several additions to
his already large staff. A. G. Haskell and S. B.
Bowman have been taken on at the retail depart-
ment, and E. W. Graham has come East from the
Chicago office to travel for Manager Erisman's
branch of the Columbia. All three are excellent
men.
Signs Up Many New Accounts.
W. O. Pardee, of the Pardee-Ellcnberger Co.,
was in town a few days ago and he told your cor-
respondent that he had signed up a number of
good accounts at New Haven, Norwich, New Lon-
don, Bridgeport, Stamford and New Britain. He
says that everywhere he goes he hears the most en-
thusiastic things said of the Edison disc machines.
Columbia Brieflets.
Miss Mabel Jones, who has been doing splendid
work for the Columbia in demonstrating the Co-
Real Music
At Last
R1
IGHT from the announcement of the new Edison
Diamond Disc Phonograph came orders; orders are
coming in more plentifully and all the time, which shows
the immense possibilities for profits in your section. This
machine practically sells itself, and at a price that is in
every way satisfactory, running from $60 to $450. Records
help swell profits after you sell the machine.
As a business the foregoing should appeal to you, and we'll be glad to add the
complete story if you'll ask for it.
The Pardee -Ellenberger Co.
Boston, Mass.
New Haven, Conn,
THE TALKING MACHINE WORLD.
19
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
lumbia grand, was taken ill at Nashua, N. H.,
lately, and her condition was such that she has
been ordered by her physician to take a long rest.
Accordingly she has gone to her home in Maine,
where she will spend the summer.
John L. Gately, the New England representative
of the Victor, has been quite ill at his home in
Somerville, but last reports were that he was well
on the road to recovery.
These fine spring days are when Manager Eris-
man, of the Columbia, tries to get a few hours in
the afternoon for a game of golf, and he often
finds himself matched up with some of the most
prominent players of the day. Erisman is pretty
good with the sticks, too.
CANNED 'POSSUM A LA EDISON.
Brer 'Possum's name is famous;
He's known throughout our land.
Milady pays good money for
His hide when it is tanned.
II.
The muff that nestles softly
Against her dimpled cheek,
Was once this midnight prowler's coat
So srhooth, and gray, and sleek.
III.
"He's good to eat," says Rastus,
"When roasted, stewed, or panned."
Behold him in his latest role:
His voice is being canned.
Howard Taylor Middleton.
HEAVY DEMAND FOR NEEDLES.
Products of W. H. Bagshaw Popular in All
Parts of the World — An Up-to-Date and
Well Equipped Plant.
(Special to The Talking Machine World.)
Lowell, Mass., April 9. — In a chat with C. H.
Bagshaw, general manager of W. H. Bagshaw,
of this city, he spoke enthusiastically about the
condition of business and the demand for Bag-
shaw made talking machine needles. No doubt
this house will do the largest business that has
ever been transacted in its career — not only
shipping their production to this country, but to
South America, Australia, Japan, Argentine,
England and other, foreign countries. The plan
of this organization in creating a high grade line
of products and catering only to the class de-
manding this character of goods shows the suc-
cess of a sane merchandising plan.
Recently was installed a machine at the Bag-
shaw plant capable of automatically counting
needles operated by the force of one needle, which
shows how delicately it must be adjusted in order
to fulfil requirements of the machine.
The house of Bagshaw is continuously adding
new and efficient machinery in order to always
better the character of its production.
ENLARGE EDISON DEPARTMENT.
E. P. Hart & Co., of Great Barrington, Mass.,
Preparing for a Large Summer Business.
(Special to The Talking Machine World.)
Great Barrington, Mass., April 7 — E. P. Hunt
Co. of this town has lately enlargely its depart-
ment store so as to make adequate room for a
well-equipped Edison department and this enter-
prising house now takes its place among the lead-
ing Edison dealers of Western Massachusetts. The
company is preparing to do a large summer busi-
ness among the many who annually go into the
Western part of the State for their vacations.
VISIT MARKETS MORETrEQUENTLY.
Wholesale Buyers Visit Big Centers Several
Times a Year Instead of Once or Twice, as
Formerly — Taken to Indicate the Passing of
Seasons in the Placing of Orders.
Twenty years ago, according to experienced
local wholesalers, it was only on the rarest occa-
sions that a retail merchant came to this market
more than twice a year. At that time, they say
there was by no means the number of individual
buyers there are to-day, which usually meant that
the merchant himself did all, or nearly all, of the
buying. In those days the individual purchases
were much larger than they are now, despite the
increased population of the country and the
greater number of retail outlets. Then a whole
season's merchandise was often contracted for at
one time, and if the merchant were not a good
buyer he paid for his ignorance or ill luck.
With the separation of stores into departments
and the resultant increase in the number of buyers
per store, the individual purchases became smaller
and more frequent. Buyers used to come to mar-
ket twice a year, or they came three or four
times if they were not too far from Boston.
Now they come more frequently, and it is not a
rare thing for many out-of-town buyers to visit
this market every month. Never before have the
hotel registers borne the names of so many buyers
at this time of the year. In some quarters this
is taken as a definite sign that the retail distinction
between the seasons is passing, but in other quar-
ters the delayed visits of buyers.
FULTON MUSIC CO. IN NEW QUARTERS
(Special to The Talking Machine World.)
Waterbury, Conn., April 7. — The Fulton Music
Co. has just moved into larger quarters in the
central part of this city and on one of its floors it
has installed a large talking machine department
where it is featuring the Edison line. The rooms
are attractively furnished and many persons have
paid the place a visit which has resulted in many-
sales and numerous good prospects.
"TOO BUSY TO READ."
He is a familiar type — the fussy, fretful man
who imagines that he is about the busiest fellow in
town. He often dumps in the waste basket, un-
wrapped copies of business or technical magazines
that contain valuable articles bearing directly on his-
problems. He fondly believes that he is too busy
practicing to bother with what others are "preach-
ing."
The trouble with this type of man is that he has
not learned that the real executive is the man who
so plans his work as to leave a reasonable amount
of time for reading and planning, says Printers'
Ink. There are shoals and breakers ahead when
the accumulation of new ideas ceases. The man
who declares he has no time to read is uncon-
sciously advertising his small caliber, his slavery
to detail, his arrested development.
ADD MORE SOUND=PROOF ROOMS.
(Special to The Talking Machine World.)
New Haven, Cinn., April 7. — The A. B. Clinton
Co. of this city has just completed some radical
changes in the interior of its establishment, and
several sound-proof booths are proving highly ad-
vantageous to customers. In the last few weeks
the company's business has developed to large pro-
portions.
HOW COULD HE?
The Girl — Do you enjoy music with meals? 1
The Man— Rather!
The Girl — What do you prefer, a waltz?
The Man — No, a chew-step ! — London Opinion.
It requires tremendous energy to
handle millions economically
WHILE brains count to the fullest degree, still
in making talking machine needles it is neces-
sary to have the most modern equipment, for the
tiny needles have to be handled in lots of millions.
This branch of our business is receiving constant
attention by our engineers who are continuously im-
proving our machinery and enabling us to MAKE
THE BEST NEEDLES.
Established 1870 W. H. BAGSHAW
Pioneer i n n/i
Needle Makers Lowell, Mass.
20
THE TALKING MACHINE WORLD.
A NEW SALTER STYLE
SALTER STYLE No. 20.
Separate sections for 10-inch and 12-inch records.
THAT EVERY DEALER
SHOULD KNOW ABOUT—
is this elegant and novel cabinet that our
designer has just completed and which we now
offer to the trade.
This new Salter feature has been designed
to match the EDISON Disc Phonograph, and
holds 132 Edison records in separate felt-lined
compartments. It is also constructed with 159
such compartments to receive VICTOR or
COLUMBIA records.
Many owners of the latter named machines
are using this cabinet as a "record stock" or
"overflow" cabinet, and it. fills the bill most
satisfactorily.
The Style No. 20 is 44 ins. high and i7j4x24/4
ins. across the top. _It has a simple and accurate
indexing device. It is finished in beautiful
mahogany and oak veneers in a number of
different shades.
Ask for complete catalog.
Salter Mfg. Co.
337-43 N. Oakley Blvd. CHICAGO
MARCH A RECORD MONTH FOR CLEVELAND TRADE.
Excellent Increase in Business Reported by the Majority of the Talking Machine Houses
— -Columbia Co., Disposes of Retail Business and Opens Exclusive Wholesale Quarters
— H. M. Brainard Piano Co., Moves — All Lines of Machines and Records in Demand.
(Special to The Talking Machine World.)
Cleveland, O., April 6.— March was a month of
uncertainty and hesitation in business generally,
yet in that month Cleveland made a fine record in
several important phases, particularly in the sub-
stantial status of the talking machine trade, the
increase in bank clearings and in the number of
building permits issued, all showing remarkable
evidence of exceptional vitality. The supply of ma-
chines is apparently ample, although there is a
scarcity of two or three types, while the complaint
of a shortage of Victor records is general. The
fact is the growth of the business has created a
demand for records far in excess of the supply,
and which is likely to continue.
The recent notable event in talking machine
circles was the disposal by the Columbia Phono-
graph Co., of its retail business, and the establish-
ing of an exclusive wholesale quarters for Colum-
bia graphophones and records and the dictaphone,
at 1375 Euclid avenue. The new store is located
on the fourth floor of the Kinney & Levan build-
ing, which has a Euclid frontage of 100 feet, and
extends 450 feet to the rear. The store has been
fitted up in fine style for the business purposes of
the company. Mr. Madson, manager, says the
business is growing by leaps and bounds.
Another event was the removal of the H. M.
Brainard Piano Co. from 6525 Euclid avenue, to
1317-19 Euclid avenue. The company has fitted
up a magnificent store for the piano and talking
machine business. Six large talking machine dem-
onstration parlors have been installed, together
with manager and cashier's offices. The company
handles the Columbia goods exclusively, and the
manager says he expects to do as large a talking
machine as piano business.
In a talk with T. H. Towell, president of the
Eclipse Musical Co., he said everything was very
satisfactory, except that they were handicapped by
a shortage of both machines and records, especially
the latter. P. J. Towell, brother of the president,
and who looks after the interests of the Eclipse
Musical Co., generally, said business was good and
would be 50 per cent, better, if he could get the
goods. His birthday (he is still a boy) occurred
a few days ago, and a luncheon was tendered him
by the employes of the store. He was presented
with a beautiful diamond pin by his brother.
"Notwithstanding the fact that our record stock
has been in awful conditions since January 1," said
Wm. G. Bowie, manager of the Victrola department
of the B. Dreher's Sons Co., "our business this
year to date is almost double that of 1913."
"Business is very good," said Norman H. Cook,
of the W. F. Frederick Piano Co. — "in fact, is of
such volume as to exceed our expectations."
The magnificent window display continues to at-
tract the attention of crowds daily at the Caldwell
Piano Co.'s store. R. W. Schirring, manager of
the Victrola department, said trade in the talking
machine line, along with the piano business, was
very satisfactory, but would be much more so if a
sufficient supply of machines and records were ob-
tainable.
The Victor department of the Wm. Taylor Son
& Co., is one of the attractive sections of the store.
T. A. Davis, Jr., reports trade as brisk and con-
stantly increasing.
O. E. Kellogg, manager of the piano and Vic-
trola department of the H. E. McMillan & Son
Co., reports a very fine business for the month of
March. He said several $200 machines were sold
during the month, also a number of $100 ones.
Evidence of increasing business is quite manifest
at the store of the Phonograph Co. There has been
an addition to the clerical force and activity pre-
vails in all departments. L. N. Bloom, secretary,
stated that trade, both wholesale and retail, dur-
ing the past month, had been unusually good.
"There were," he said, "a number of the high-
grade Edison disc machines sold in tne best homes
in Cleveland during the month, and a number of
new dealers were assigned to handle the Edison
goods, among others, the Moorehouse-Martens Co,
Columbus, O. ; H. Ackerman, Galion, O.; the Na-
tional Phonograph Co., Steubenville, O., and
Cooley & Bentz, Wheeling, W. Va."
Trade is reported excellent and conditions gen-
erally very satisfactory at W. H. Buescher & Sons
Co., as well as at the Bailey Co , the May Co.,
Collister & Sayle Co., and the Euclid Music Co.
EFFECTIVE DITSON ADVERTISING.
One of the most attractive Victor advertise-
ments that has appeared recently in the daily
newspapers was that used this week by Charles H.
Ditson & Co., 8 East Thirty-fourth street, New
York, the well-known musical instrument house,
whose Victrola department has been steadily en-
larged to handle a fast-growing trade.
This advertisement took cognizance of the wide-
spread demand for dance records, and, in addition
to an appropriate cut, mentioned the various
dances, such as the maxixe, hesitation, tango and
Boston, by name under the heading, "A Victrola
for Every Home." The different models of Vic-
trolas were featured with their respective style
numbers and prices and attention was called to
some of the most important records in the new
April list. As a whole the text in this advertise-
ment was interesting and convincing and well cal-
culated to produce excellent results, in addition to
forming strong publicity.
Sometimes it seems as if a man ran for office
merely to find out from his enemies how utterly
outrageous his past life has been.
THE TALKING MACHINE WORLD.
21
We still talk the Columbia "Leader"
Grafonola, because it is the biggest thing
in the industry to talk about.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
THE REAL REASON FOR THE SHORTAGE IN RECORDS.
Present Conditions Reflect Tremendous Volume of Business That Has Been Handled and
Should Be Cause for Rejoicing Rather Than for Condemnation, Says Benj. Switky,
the Prominent Victor Distributer of New York — Situation Carefully Analyzed.
For the past two or three months Victor dealers
have suffered from a shortage of records never
before witnessed in the history of the trade. This
condition, which on the face of it would seem to
be unfortunate, is the direct result of the tremen-
dous record sales enjoyed by all prior to and during
the holiday season. Therefore it is self-evident that
there should be rejoicing instead of condemnation
over the present state of affairs. A little mature
reflection would prove to us that the present is no
time for pessimism.
Let us analyze the causes leading up to the short-
age, and then try to realize what it all means. I
am sure that from the analysis we will be able to
draw much comfort and inspiration, and that the
gloom and discontent that have enveloped the
minds of some will be dispelled, giving clearer
vision and more cheerful disposition; likewise, we
owe it to the manufacturers to express apprecia-
tion of their valiant efforts to relieve the situation.
On November 1, 1913, all jobbers' stocks were
ready for the anticipated holiday demands. The
record bins at the factory were loaded with hun-
dreds of thousands of records that had been pressed
(luring the summer and fall. By December 15 it
seemed that nothing had been overlooked in the
way of preparedness to supply the demand, no
matter how great it might be.
But, lo and behold, the country's record sales of
the next two weeks were like the breaking loose of
a fierce Western cyclone sweeping everything be-
fore it ! The standard sellers were in tremendous
demand ; the dance craze, which had been gathering
momentum during the several months preceding
Christmas broke in upon , us like a volcanic erup-
tion. We were prepared for an abnormal demand,
but no one could foresee a condition such as con-
fronted us on December 24.
The factory poured forth its reserve record stock
in tremendous shipments, but they were powerless
to stem the rush of the flood. The record business
of December, 1913, was unique. It surpassed all
other years.
A Comparison with Other Industries.
Let us pause to see what we can see. What was
the condition of the country in general at about this
time? How were other industries faring? What
was the tone of the money mart? Were stocks
going up or were values decreasing? What was
the condition of the labor market as a whole?
The answers are all negative. In some quarters
there was despair, in others gloom, and in still
others uncertainty that boded no good. Capital
stood idle, trembling, undecided. There were ad-
vancing clouds and distant rumblings that foretold
the approach of a storm. Men were speculating as
to whether the clouds would pass or whether the
storm would break over their heads. All sorts of
causes were blamed for the general business de-
pression: the November elections, the tariff tinker-
ing, the currency bills, proposed anti-trust legisla-
tion, international complications, the unseasonable-
ness of the weather, etc., etc., etc.
Wherein lies our lesson? It is this: The popu-
larity of talking machines and records is so great
that even unfavorable times cannot dim the bril-
liance of our prosperity. There seem to be no
barriers tall enough or strong enough to retard the
onward march of our progress. When we think
of the records sold in December, 1913, in spite of
hard times, what may we not expect for our har-
vest when the country shall bathe in the sunshine
of general prosperity?
There is no room for pessimism. To complain
because of the present shortage is equivalent to
finding fault with last December's business on the
ground that it was too big.
The Problems of the Factory.
But some men may ask, what is the factory
doing to refill the empty record bins? Very little,
we must admit. This is not because the presses
are idle — on the contrary, they are working to full
capacity — but because the orders for the new
monthly records are so great that there is very
little chance left to press catalog stock. The job-
bers, having discovered that they cannot count
with certainty on receiving duplicate shipments on
reorders of popular sellers, have adopted the plan
of plunging when placing initial orders for
monthly records. Instead of ordering conserva-
tively, and then reordering every three or four
weeks, they now try to corner a three or four
months' supply. This, of course, works additional
hardship on the factory and delays the refilling of
the bins devoted to the older selections.
It has been suggested that relief would be had
by eliminating one of the monthly lists; but the
factory does not deem it wise to withhold from
the buying public for a period of sixty days cer-
tain hits that are in great demand and which should
be issued as quickly as possible. Besides, it is bet-
ter to give the trade records that are in immediate
demand than to press a lot of staple records
merely for the sake of replacing old numbers.
If I had my way I would grasp the present as
an opportune time for performing a radical opera-
tion upon the Victor record catalog. There are
many selections in the catalog that sell so slowly
that it is a waste of jobbers' and dealers' capital
to carry them in stock. The needless repetition of
the same selection by many different artists serves
no other, purpose than to squander capital and
make' retail selling more burdensome.
There seems to be a feeling among the trade
that the present record shortage has another and
deeper significance; that the failure on the part
of the factory to replenish stocks during the past
three months is part of a plan to prepare for the
introduction of new product — possibly a new rec-
ord composition, or something of that sort. Al-
though the factory has given assurance that such
a move is not now contemplated, it will do no harm
to discuss the attitude of the factory toward such
a contingency.
That there would some day be certain radical
changes and improvements in Victor products was
announced at the jobbers' convention at Atlantic
City not quite two years ago. Louis F. Geissler,
general manager of the Victor Co., in the course
of his address made it plain to his audience that
the Victor Co. was prepared to defend and retain
its title of champion against all newcomers and
oldcomers. I cannot quote him verbatim, but the
essence of his talk was this : That the Victor Co.
did not believe in making changes or issuing new
product faster than the public could digest them;
but that there were several hundred patents filed
away for future reference of which it had not
yet availed itself ; and that when the proper time
came the Victor Co. would issue product that
might necessitate making a bonfire of then existing
machines and records.
And when that time comes the trade can depend
on it that everything possible will be done to pre-
vent a radical depreciation in the value of the
salability of its stocks. The Victor Co. has in the
past year given many evidences of its ability to
cope with situations requiring heroic treatment.
The welfare of its dealers has always been upper-
most when changes were found necessary.
The Victor Co. can be depended upon. It has
never offered a sink-or-swim proposition to its
trade when important changes were imminent.
Therefore, with an illustrious selling career be-
hind us, with present good conditions prevailing,
and with such bright prospects confronting, can
any man say that he is justified in being aught but
an optimist? A little patience at the right time
accomplishes a heap of good.
NEW MUSICAL INSTRUMENT
Announced by J. Hoffay, of London, Exciting
Much Interest in the Trade.
Jose Hoffay, who is well known in the talking
machine trade in the United States and South
America, and who is now residing in London,
makes an important announcement on page 47 of
this issue of The World regarding a new musical
instrument which will play every kind of disc rec-
ord and in a most perfect manner.
The English trade seem very much interested
in this new instrument which was referred to in
the London correspondence of The World last
month, and great things are expected of it.
NAME- PLATES
~* DECALCOMAN IE
GEO. A. SMITH & CO.sc
74- CORTLANDT ST., N . V.
22
THE TALKING MACHINE WORLD.
Si
ronAesT JLnveiope
in the Covmiv
1600
Lb&
As stated in the affidavit—
This envelope actually raised 1600 lbs.
from the floor before breaking.
It's three times as strong as any envelope
on the market™- and will wear three times as long.
It won't show finger prints that are noticeable on
other manila and highly colored envelopes.
Our data covering the use of this envelope, makes
the ordering of records automatic.
Envelopes
10 in. size per thousand -
12 in. size per thousand . -
Discounts to Distributors and Dealers
LIST PRICE
$12.00
15.00
NEW YORK TALKING MACHINE COMPANY
81 Chambers Street ----- New
THE TALKING MACHINE WORLD.
23
NEW YORK CITY TRADE CLOSES GOOD MARCH BUSINESS
Despite Continued Shortage of Records and Some Types of Machines — Dance Craze Still
an Important Trade Factor — With the Advent of the Summer Season a New Demand
Will Materialize — What Leading Dealers Report to The World — News of the Month.
Despite the continued shortage of all types of
machines and records, talking machine dealers in
New York City with practically no exception re-
ported the closing of the best March they ever ex-
perienced, but nevertheless could not refrain from
commenting on the sales totals they might have
reached if more machines and records had been
available. Here and there is a dealer who remarks
point blank that neither the manufacturers nor the
distributers are to blame for the tremendous short-
age in all lines, but rather the public, who recog-
nizing the value of the talking machine as a me-
dium for the ideal interpretation of the modern
dances, has. swamped the dealers with orders for
machines and records.
In connection with the modern dance craze,
those pessimists who a few months since voiced
the opinion that this craze' would not last after
the first of March are finding themselves greatly
mistaken, as judging from all present indications,
the dance craze has not yet reached its summit by
and means, but is gaining and gaining month after
month. With the advent of the summer season
outdoor life will undoubtedly mean a continued
heavy demand for appropriate dance music with
corresponding machine orders, and the local talk-
ing rnachine dealer is indeed a confirmed pessimist
who feels that the coming summer will not be a
profitable one from a business standpoint.
The Question of Publicity.
One noticeable feature of the past month's busi-
ness was the absence from the daily newspapers
of a goodly percentage of the talking machine ad-
vertising that is usually found in local advertising
columns. This was particularly true in the middle
and last week of March, when the dealers realized
that they could not supply the demand for dance
music,- and felt that it was too early to spend
money advertising appropriate Easter music. With
the approach of the Easter season, however, news-
paper advertising showed a marked increase from
the talking machine dealers, and this advertising
produced splendid results. The live-wire local
dealer realized some time since that with the
scarcity of dance records it would be advisable
and profitable to educate the public to the real
beauties of the many kinds of music in the record
catalogs, and this publicity has resulted in marked
increases in the demand for opera, light opera and
musical comedy selections.
Opening of Landay Bros.' New Store.
One of the events of the local trade the past
month was the opening of the new store of
Landay Bros., the prominent Victor distributers at
427 Fifth avenue. This store is undoubtedly one
of the finest Victrola establishments in the country,
and is indeed a credit to the remarkable strides
being made by the Victor products. The furnish-
ings and decorations are beautiful and decidedly
unique, and, as one newspaper account remarked,
really baffle adequate description. Landay Bros.,
upon the opening of this new store, which is their
fourth in the best shopping centers of New York,
were accorded the unique honor by the local news-
papers of having their store described in detail in
the Sunday newspapers following the formal open-
ing day. Such newspaper recognition has been ac-
corded very few local establishments, and indicates
the standing of the Victrola and Landay Bros.
New Columbia Store Doing Well.
The Columbia department in the new F. G.
Smith store at 335 Fifth avenue is already closing
an excellent business, although it has been open
but a few weeks. Hayward Cleveland, the popu-
lar Columbia veteran, is in charge of this depart-
ment, the Columbia store on Twenty-third street
having closed coincident with the opening of the
new department on Fifth avenue. This latest Co-
lumbia department marks the entrance of the com-
pany on the best sales district of Fifth avenue,
and when all improvements and changes are com-
pleted these Columbia warerooms promise to form
one of the most attractive talking machine depart-
ments in the local trade. Additional booths are
being constructed to adequately handle the depart-
ment's high-class trade.
Excellent Condition of Business.
''Business is really splendid," said H. N. Purdy,
of the Edison disc department of Hardman, Peck
& Co., 433 Fifth avenue. "During the past few
weeks our machine sides have been steadily in-
creasing, and the new Edison dance records are
achieving a splendid success. Our $150 and $200
types of machines are still proving the best sellers
in our line, but we expected this in view of the
high-grade clientele that our institution caters to.
Practically our entire business is conducted on a
cash basis, only a very small percentage of our
sales calling for deferred payments."
Co-operating with the Dealer.
"In these times of record shortage we are co-
operating with our dealers in every possible way,"
remarked V. W. Moody, sales manager of the New
York Talking Machine Co., 81 Chambers street,
New York, Victor distributer. "We explain to
them in detail how they can increase the efficiency
of their record department, and co-operate with
them in the proper selection of their record stocks.
This co-operation is proving of real value to our
numerous clients."
Opened Many New Accounts.
"Probably the most important feature of our
business the past month has been the large number
of new accounts that we have opened,'' said R. F.
Bolton, manager of the Columbia Co.'s wholesale
store, 89 Chambers street, New York. "Aside from
the many new Columbia agencies entered on our
books the past few weeks, the marked shortage
of dance records is one of the trade's features.
The prestige "and standing of many of our new
accounts is indicative of the rapid strides that
Columbia products are making in the minds of
the city's leading retail establishments. Our gain
over last March was 60 per cent., which we are
naturally very proud of, considering general busi-
ness conditions."
New Edison Disc Records Admired.
"The new Edison disc records are being praised
by each and every one of our customers," said
Dana F. Parkhurst, manager of the Edison depart-
ment of the Tower Manufacturing and Novelty Co.,
320 Broadway. "These new disc record's are prov-
ing welcome additions to our patrons' record li-
braries, as they are typical of the true musical
qualities of the Edison disc product. The most
popular seller in our line is the $200 machine,
which bids fair to take its place as one of the
standard sellers of the phonograph industry."
Reports Good March Business.
Charles Bobzin, manager of the Silas Pearsall
Co., 16 West Forty-sixth street, New York, Victor
distributer, reports the closing of an excellent
March business, particularly in the wholesale de-
partment, where the company gained many new
accounts in the past few weeks.
What Others Report.
The talking machine department of the Pease
Piano Co., 128 West Forty-second street, handling
Victor and Columbia products, is being enlarged
to handle the company's fast-growing trade. Ad-
ditional soundproof booths are now being con-
structed for this department.
At the Victrola section of the John Wanamaker
store two well-known dancers have been appear-
ing in interpretations of the modern dances, the
music for which is furnished by a Victrola. These
dances have attracted city-wide attention.
Among the local dealers and talker departments
reporting satisfactory March business were the
following: Benj. Switky (Victor), Cowperthwait's
(Columbia), Blackman Talking Machine Co. (Vic-
tor and Edison cylinder), Kranich & Bach (Colum-
bia), Hallet & Davis (Victor), Eclipse Phonograph
Co. (Edison disc and cylinder).
OTTILIE METZGERMAKES RECORDS
Of Her Wonderful Contralto Voice for the
Columbia Graphophone Co. — A Valuable
Acquisition Owing to Her International Fame.
The Columbia Graphophone Co. made one of
the great conquests of the season in arranging
with Mme. Ottilie Metzger, the distinguished
German contralto from the Hamburg Opera
House, to have her voice perpetuated for the bene-
fit of her admirers in this country through the
medium of Columbia records.
Mme. Metzger has just closed one of the most
successful concert tours of any artist in the United
States, and has won the unanimous approval of
leading critics in New York and other cities. The
visit this year followed her special engagement
for two appearances with the Philharmonic So-
ciety Orchestra in New York last year. She made
such a favorable impression that the concert tour
this year resulted.
Mme. Metzger has demonstrated conclusively
her claim to a place in the front rank of lieder
singers. She possesses a genuine contralto voice
of great depth, power and range, which is, more-
over, of unusual richness and charm. Her inter-
pretations and diction are impeccable. Indeed her
English serves as a model for our native singers,
and this may also be said of her enunciation in
French, as well as in German.
Such a large, vibrant, powerful voice, with its
uncommon purity and capable of potent expres-
siveness, should afford delight to the admirers of
Mme. Metzger when heard through the medium of
the talking machine, for few artists have made
such a host of friends as has Mme. Metzger
during her present concert tour.
An unusual feature of Mme. Metzger's engage-
ment by the Columbia Graphophone Co. was the
fact that she met the representatives of the com-
pany at 9 a. m. on March 30, signed a contract at
9.30 a m. and was recording in the company's
laboratory at 10 a. m., probably breaking all
records.
If you happen to think you really don't know a
lot more than the boss about the business, you're
probably on the way to promotion.
Send 50 cents in stamps for sample "Standard Fibre Needle Cutter/'
The easiest selling accessory ever offered the trade. Appeals to the women
buyers. Retains chips. Artistic. Built like a watch. Compact. Powerful.
Liberal discounts. Order through your jobber.
STANDARD GRAMAPHONE APPLIANCE CO.
173 LAFAYETTE STREET, NEW YORK CITY
24
THE TALKING MACHINE WORLD.
ECLIPSE PHONOGRAPH COMPANY
203 Washington Street
A. W. TOENNIES & SON
Hoboken, N. J.
Jobbers of
Edison Disc and Cylinder
Phonographs
Exclusively
Dealers of New York and New Jersey
Write for terms and discounts.
COLUMBIA GRAPHOPHONE CO S. 25th ANNIVERSARY
Celebrated on Saturday Night at the Areola Country Club, Areola, N. J. — Dinner in Evening
Presided Over by Edward D. Easton, President of the Company.
A party of fifty, including directors, officials and
employes of the Columbia Graphopho.ne Co.,
foregathered at the Areola Country Club, Areola,
N. J., on Saturday night in order to celebrate the
twenty-fifth anniversary of the founding of the
Columbia Graphophone Co.
Most of the guests arrived at Areola in the
afternoon, and the club held open house indoors and
out. In the evening Edward D. Easton, presi-
dent of the company, presided over a dinner, at
the conclusion of which many of those present
made speeches of congratulation and compliment.
The feature of the evening's oratory was the large
and sincere tribute paid to Mr. Easton as the man
who had founded the company, and whose in-
spiring personality had been such a dominant fac-
tor in its development to its present magnitude.
The guests included employes of the company
from all parts of the country as well as England.
The latter country was represented by Louis
Sterling and G. L. Funnell, of London, while A. G.
Farquharson, of Toronto, represented Canada.
UTILIZING VICTOR PUBLICITY.
V. W. Moody Has Some Recent Illustrations
Framed Which Tell an Impressive Story of
Victor Enterprise and Advance.
V. W. Moody, sales manager of the New York
Talking Machine Co.., 81 Chambers street, New
York, Victor distributer, recently had framed an
interesting picture that makes a valuable piece of
publicity for the live-wire Victor dealer. This
picture shows the $500,000 yacht "Vanadis," belong-
ing to C. K. G. Billings, the multi-millionaire, and
internationally prominent. Four views of the
yacht's interior are shown, including the lounging
room, the gymnasium, a bedroom and the smok-
ing room, wherein is prominently displayed a Vic-
tor talking machine. These pictures appeared in
a recent issue of the New York Sunday Times,
and when framed present an artistic appearance.
Alongside of this picture Mr. Moody has dis-
played a number of framed colored pictures that
represent to what excellent advantage the splendid
publicity sent out by the Victor Co. may be utilized.
'One of these pictures shows the famous McCutch-
eon painting used in the Victo.r advertising in the
national magazines, while others show the Christ-
mas folder sent out last year and the group of
operatic artists that has been used in the Saturday
Evening Post and other national periodicals.
$25,000,000 MUSEUM OF INDUSTRY
Planned in New York — Projectors Guarantee
Amount for Stadium and Other Buildings.
TALKER MEN HELD^FOR GRAND JURY.
H. A. C. Howard and A. D. Pilpot, Organizers
of United States Phonograph Co., Held on
Charges of Fraud Brought by Railroad Man
— Defendants Emphatically Deny Guilt.
A scheme was projected at a meeting in the
Lawyers' Club, 115 Broadway, early this week for
an industrial museum, to cost about $25,000,000, to
be devoted to the study of practical subjects by
the public. The idea is to have a circle of build-
ings enclosing a stadium, the stadium to be partially
covered and used for assemblage. Within the
buildings would be housed permanent expositions
of twenty branches of industrial and peaceful arts.
It is intended to establish the museum as a
memorial of the centennary of peace among Eng-
lish-speaking people. Three sites are in prospect,
one in an old reservoir basin in Central Park, an-
other north of Ninetieth street and" the third on
property the owner of which offered it some time
ago for public use by the city.
It was announced at the meeting by John A.
Stewart that the financial undertaking will be one
of the factors most easily handled in the develop-
ment of the project, because the money can be
raised among the projectors, if need be.
An association has been formed and the meeting
was of the directors, those present being George
F. Kunz, Frank A. Vanderlip, Charles H. Strong,
A. Barton Hepburn, Calvin W. Rice, Prof. Martson
Taylor Bogart, Thomas Commerford Martin and
John A. Stewart. Elbert H. Gary, Henry R.
Towne, Thomas A. Edison, H. E. Huntington,
Theodore N. Vail and H. J. Hardenberg are among
the other directors. A committee on plan and
scope was appointed to report April 23.
This museum would be similar to those in Ger-
many and France, but on a much larger scale.
(Special to The Talking Machine World.)
Chicago, III., April 13. — Following charges of
fraud brought by James F. Dartt, a local railroad
man, who stated that they had induced him to
invest money in the United States Phonograph
Co. under false pretenses, Harry A. C. Howard
and Albert D. Philpot, organizers of the United
States Phonograph Co., were held for the Grand
Jury on Friday of last week by Judge Wells. The
phonograph company retired last summer, but the
defendarts emphatically deny the charges of fraud
and look for a speedy acquittal.
THE ILLINOIS CALLOPHONE CO.
(Special to The Talking Machine World.)
Chicago, III., April 11. — The Illinois Callaphone
Co. has been incorporated with a capital stock of
$100,000 to sell callophones and enunciators. This
is a subsidiary of the International Callophone Co.
of New York, and offices will be opened May 1
The parcel post weight limit has been increased.
But nothing has been done to give the purchaser
of stamps by wholesale an inside price !
in the New York Life Building.
CALL FOR DISC RECORD ALBUMS.
( Special to The Talking Machine World.)
Philadelphia, Pa., April 8. — The National Pub-
lishing Co., of 230 South American street, this city,
is having a constantly increased demand for its
disc record albums, due undoubtedly to their dis-
tinctive merits. For they are artistic in design,
most durable and well finished.
Leading talking machine men throughout the
country are handling them with satisfaction to
themselves and to their customers, and a big trade
is being built up with these albums, which are
suitable for Victor, Edison, Columbia and all other
makes of records.
Jobbers can greatly increase their sales to deal-
ers by a free use of the large record album circular,
which is supplied in quantities by the National
Publishing Co. with the name and address of the
user, as well as the prices at which the albums can
be sold. Sales have been doubled by using this
literature and sending it out with the regular lists
of records, as well as by distributing them to
callers. The circulars have four pictures on them
showing the record album open and closed. These
can be supplied to retailers and used to good ad-
vantage in soliciting orders.
The six-page index in every album facilitates
the instant location of any record, for the labels
are seen through the openings and the titles of the
records can be read without removing the records.
The National Publishing Co. offers to send a
sample album by parcel post for examination, so
confident is it that the album will at once interest
talking machine men.
A NOTABLE DINNER.
Edward D. Easton, president of the Columbia
Graphophone Co., and Mrs. E. D. Easton tendered
a dinner Wednesday, April 1, to Miss Gertrude
Lyle, daughter of George W. Lyle, general man-
ager of the Columbia Graphophone Co., and her
fiance, Richard Arnault, who. were married at
Haekensack on Wednesday of last week. The din-
ner was given at Mr. Easton's beautiful home in
Areola, N. J.
A noteworthy feature of this dinner is the fact
that there were present four engaged couples, rep-
resenting the families of Edward D. Easton and
George W. Lyle. These four couples were Miss
Gertrude Lyle and Richard Arnault, Miss Frances
Ogden and Harold Lyle, a son of George W. Lyle;
Miss Helen Easton, daughter of President Easton,
and Norris Mumper; Miss Mary Rankin and
Mortimer D. Easton, a son of President Easton.
Other guests at the dinner included Mr. and Mrs.
George W. Lyle, Mrs. Rankin, C. W. Woddrop,
secretary of the Columbia Graphophone Co., and
Mr. and Mrs. E. D. Easton, the host and hostess.
The table decorations were unusuallly tasteful
and charming and each guest received an appro-
priate favor with a snatch of poetry contained
therein. The dates of the other three weddings
in these two prominent families have not yet been
announced.
THE TALKING MACHINE WORLD.
24a
TRADE REACHES NEW HIGH POINT IN MILWAUKEE.
Considerably Ahead of a Year Ago and Woul
Secure Sufficient Talking Machines and
Reveals a Spirit of Hustle and Optimism
d Be Larger if Jobbers and Dealers Could
Records — A Visit to the Leading Stores
That Bodes Well for Summer Trade.
(Special to The Talking Machine World.)
Milwaukee, Wis., April 9. — The talking ma-
chine business in Milwaukee seems to be holding
up unusually well, considering the fact that gen-
eral business conditions are still a little quiet. Both
jobbers and dealers report that trade is consider-
ably better than at this time a year ago, while
most of them believe that the outlook is good.
The sales of machines and records during the
month of March climbed to a new high point, and
the indications are that this activity will be kept up
during April.
The total volume of business up to this time this
year would have been much larger but for the
shortage of machines experienced with all the lead-
ing lines. Jobbers have been doing their best to
get larger shipments from the factories, but they
have been only partly successful, and stocks are
remarkably low all along the line. The shortage
seems to be especially noticeable in the Victor
field and dealers handling this line say that their
stocks, especially in Victrolas, are far from being
equal to the requirements of the trade. Some of
the leading houses have only two or three Style XI
Victrolas in their stores, while the supply of Styles
IX and XVI is getting low.
L. C. Parker, enterprising manager of the Vic-
tor department at Gimbel Bros.' Milwaukee store,
has had his responsibilities doubled by having been
made manager of the Gimbel piano department. E.
S. Bridge, who has had charge of the piano sales
at the Gimbel store for several years, resigned
recently, and the management of the store decided
that Mr. Parker had met with such remarkable
success in handling the talking machine business
that he was the only man to take charge of the
piano department. In order that Mr. Parker
might more readily handle the piano business, the
department has been moved down from the sixth
to the second floor, where it has been given quar-
ters adjoining the Victor hall at the Gimbel store.
Mr. Parker has built up a live, enterprising sales
force and the business of both departments is
climbing to a new high point.
A. G. Kunde, Columbia jobber and dealer, 516
Grand avenue, proved recently that he is a real
philanthropist by donating a big Columbia ma-
chine to the patients of the Blue Mound tubercu-
losis sanatorium, located just west of Milwaukee.
The main building of the sanatorium was destroyed
by fire recently and the patients lost their talking
machine, a pool table and various other means of
pastime, and Mr. • Kunde' s sympathy was aroused.
D. C. Preston traveler in Wisconsin and Min-
nesota for the Talking Machine Co., of Chicago,
will henceforth be a citizen of Milwaukee. Mr.
Preston, whose wedding was scheduled to take
place on Easter Sunday, is establishing a home of
his own, and he believes that Milwaukee offers
the most central location and best railroad facili-
ties of any city in his territory.
Paul A. Seeger, manager of the Victor depart-
ment at the Edmund Gram Piano House, has been
meeting with such a brisk demand for Victrolas
that his stock is lower than at any time since the
department has been opened at the Gram store.
Mr. Seeger says that the call has been especially
strong for Victrolas IX, XI and XVI.
One of the display windows at the store of the
Hoeffler Manufacturing Co. blew in during a heavy
wind storm on March 25 damaging a Victrola and
an automatic piano, which were on display.
E. F. O'Neil and Sam Goldsmith, traveling rep-
resentatives of the Victor Talking Machine Co.,
recently called upon the Milwaukee trade. W. P.
Gibbs, traveler for the Rudolph Wurlitzer Manu-
facturing Co., of Cincinnati, O., was another recent
Milwaukee visitor.
D. M. Groulx, Victor dealer at Green Bay, Wis.,
has established a successful branch agency at
Oconto, Wis., with Oscar C. Watterich. Mr. Wat-
terich, who is a jeweler of Oconto, is carrying a
large stock of Victor goods and finds Oconto
offers an excellent field for talking machines.
The Edison line has been placed with two well-
known Milwaukee houses by the Milwaukee
Phonograph Co. Edison jobber in Wisconsin and
Upper Michigan. Charles H. Schefft & Sons, 849
Third street, also carrying the Victor goods, have
put in a full line of Edison machines and records
and are featuring them in special quarters. C. Niss
& Sons, Inc., one of the leading retail furniture
concerns of Milwaukee, 697-709 Third street, is
opening a new talking machine department and
has taken up the agency for the full Edison line.
It is understood that several other Milwaukee
houses are negotiating for taking on the Edison
line. Since the opening of the new year the Mil-
waukee Phonograph Co. has secured eighteen new
dealers in Wisconsin for the Edison disc line.
William Idle, special traveling representative of
Thomas Edison, Inc., has been in Milwaukee for
some time, assisting Manager William A. Schmidt,
of the Milwaukee Phonograph Co., in establishing
new Edison dealers in this city. Mr. Idle ex-
pected to give a special Edison recital at the Hotel
Pfister in Milwaukee on April 15, when several of
the new Edison disc machines were to be featured.
Invitations were issued to several thousand Mil-
waukee people.
The Gensch-Smith Co., 730 Grand avenue, han-
dling the Victor line, has met with such an in-
crease in business since it opened its new piano
department, where it features the Wurlitzer pi-
anos and players, that it is planning on increasing
its sales force once more.
Henry Sask, who has conducted a successful
Columbia store at 1602 Vliet street for several
years, has opened in handsome new quarters on
Vliet street, between Sixteenth and Seventeenth
streets. Mr. Sask has considerably more space
than in his old store, while everything is new and
modern. His window displays at the new store
are attracting much favorable attention.
The Victor business at the Boston store during
March established a new high record, according
to C. W. Abbott, manager of the Victor depart-
ment. The demand for high-grade machines was
so strong that Mr. Abbott has been unable to keep
his stock up to the normal point.
Victor sales at the J. B. Bradford Piano Co.'s
store have been climbing to a high mark of late,
due to the fact that every salesman in the piano
department has been taking an interest in the talk-
ing machine end of the business. The salesmen
are encouraged to sell all the machines that they
can and most of them have been making good use
of their opportunities. The Bradford house regu-
larly gives up half its window display room to ex-
hibiting the Victor goods.
WE DONT-DO YOU?
Do You Believe These Claims?
What does it mean to say, "We are the largest" — "We are the
best" — "We always ship complete the same day," etc., etc.?
"Bosh"— Idle, Careless Claims
Who wants them? We don't know who is the "BIGGEST,"
etc., because it is not possible to get the details of a competitor's
business.
You Want A Jobber to "Make Good"
We are here to SERVE YOU and have you JUDGE by what
WE DO.
Try It Now— Send An Order
Let it be MACHINES or RECORDS. Don't let your Com-
petitor be a "BLACKMAN DEALER" at your expense.
Very sincerely
BLACKMAN TALKING MACHINE GO,
J. NEWCOMB BLACKMAN, Pres.
97 CHAMBERS ST., NEW YORK
24b
THE TALKING MACHINE WORLD.
RETURNS FROM ORIENTAL VISIT.
E. E. Robinson Places Important Columbia
Agencies in Java, Ceylon, Singapore, Hong
Kong and North China — Pleased with the
Results of His Trip — Trade in Hawaii
Expanding — Recuperating After His Ex-
tended Trip.
E. E. Robinson, one of the Columbia Co.'s
traveling representatives in its export department,
returned to New York late last month after nearly
a year's trip to various parts of the Orient. While
this was Mr. Robinson's first extended trip since
he joined the Columbia export department some
time since, he achieved a very pleasing success,
establishing several important new connections and
E. E. Robinson.
securing large-sized orders that indicate the popu-
larity of Columbia records and machines in this
part of the world.
Among the countries Mr. Robinson visited was
Java, where he placed a number of new agencies
for Columbia products, particularly for the sale
of native records. In Java one class of dealers
handles the usual types of machines and records,
while other dealers concentrate on native records,
for which there is a large demand. At Ceylon
Mr. Robinson closed arrangements with one of
the best known retail merchants in that country
to handle the Columbia line. At Singapore he
also made a valuable connection for both native
and English trade.
At Hong Kong, one of the greatest ports in the
world, Mr. Robinson established a new Columbia
agency which promises to be a very successful and
prosperous one. In North China Mr. Robinson
found that Mustard & Co., Columbia dealers for
this territory, had been closing an excellent busi-
Talking Machine Dealers
Who are desirous of adding new features to
their line should consult
The Music Trade Review
This is the oldest music trade publication in
this country, having appeared without inter-
ruption since July, 1879.
It is published every Saturday, and contains
a thorough and exhaustive resume of all de-
partments of the music trade industry.
Its editions vary from 60 to 150 pages.
It is conceded to be the most influential
paper representing the music trade, and if you
are interested in the topics with which it deals,
do not fail to receive this paper regularly.
Ask for a sample copy.
Regular subscription price is $2 per year.
EDWARD LYMAN BILL
EDITOR AND PROPRIETOR
373 Fourth Ave., New York
ness both in machines and records, and notwith-
standing the difficulties of transportation, had sent
Columbia machines far into the interior, sometimes
on the backs of camels. Columbia products in
Hawaii are maintaining a long-established popu-
larity that bids fair to be steadily augmented in
future years.
Mr. Robinson is now recuperating from the
strain of his long and arduous trip, which al-
though it was a very successful one, was naturally
fatiguing and tiring to a degree. Needless to say,
Mr. Robinson returned to this country a still more
enthusiastic admirer of and believer in Columbia
goods than when he left these shores a year ago.
VICTROLAS IX ANDX IN FUMED OAK.
The Victor Talking Machine Co. made the fol-
lowing announcement last week, which is of con-
siderabler interest to all the company's distributers
and dealers:
"To meet a growing demand, due to the steady
increase in popularity of the fumed oak finish in
home furnishings, we have decided to furnish the
Victrolas IX and X in fumed oak. ' We probably
will be in a position to make shipments in this
finish some time
in June, but sug-
gest that the deal-
ers and distribu-
ters place their or-
ders immediately
so that we may
determine to some
degree what per-
centage of our
output to devote
to this finish."
The machines
referred to in the
above letter, Vic-
trolas, Nos. IX
and X, are among
the most popular
models in the Vic- M. E. Taylor's Store
tor catalog, retailing at $50 and $75 respectively.
These machines in fumed oak finish should prove
welcome additions to the Victor dealer's line.
TAYLOR'S VICTROLA STORE.
In Jackson, Miss., Is One of the Liveliest and
Most Successful in That Section — Doing an
Enormous Business with the Victor
Products — Catering to a High Class Trade.
(Special to The Talking Machine World.)
Jackson, Miss., April 6. — One of the liveliest
talking machine concerns in this section of the
.State is Taylor's Victrola Store at 244 East Capi-
INCREASE FLOOR SPACE.
The Columbia Co.'s wholesale establishment at 89
Chambers street, New York, has found it necessary
to increase its floor space to adequately handle its
fast growing business. To this end a half of an-
other floor in the same building was leased this
week. This extra room will be used for storing
purposes, permitting of the store's keeping con-
siderably more stock on hand than if, now possible
with its present floor space.
in East Capitol Street, Jackson, Miss.
tal street, this city, of which M. E. Taylor is pro-
prietor.
Air. Taylor has beerf in the talking machine busi-
ness for about ten years, most of that time as
manager of the department for the E. E. Forbes
Co,., in this city, and when that concern closed out
the local branch Mr. Taylor took over the talking
machine department under his own name. He
carries a complete assortment of machines and
records and caters to a high-class trade with much
success. Incidentally, it may be stated Mr. Taylor
is an enthusiastic reader of The Talking Machine
World, from which he has received great benefit
in many ways.
SECURE IMPORTANT CONTRACT.
New York Board of Education Closes Contract
with Columbia Co. for Supplying Grapho-
phones and Records to the Public Schools
— Initial Order Is for Sixty Machines.
The educational department of the Columbia
Graphophone Co. has been awarded the contract
by the New York Board of Education for supply-
ing the New York public schools with grapho-
phones and records during 1914. The Columbia
department secured this contract last year, and
the local schools in 1913, we are convinced that
the recent school award to our company was based
on the excellent service that we rendered during
1913. The New York school contract is, in my
opinion, the most important school contract in the
country, and the recognition of Columbia prestige
and service is indeed a gratifying tribute to our
progress in this special division of our business.
"This award indicates conclusively the re.lza-
tion by boards of education and educational au-
thorities that the talking machine is an indispensa-
ble article in the school room as an educational
Columbia Machine in Use by N
supplied a large number of Columbia school Grafo.-
nolas and Columbia records to many of the local
schools. That this school equipment gave perfect
satisfaction in every respect is indicated by this
new contract for the 1914 equipment. An initial
order for sixty Columbia school machines and an
adequate supply of records was received by the
Columbia Co. last week.
In discussing the awarding of this important
contract, Frederic Goodwin, head of the Columbia
Co.'s educational department remarked as follows :
"We are naturally greatly pleased to receive the
contract for furnishing the school equipment for
the New York schools during 1914. In view of the
fact that Columbia school product was used in
ew York School on Field Day.
factor, and not merely as an en:erta!nment. Cur
slogan from the very start of this department has
been to impress upon the school authorities the edu-
cational value of the Grafonola in the school room.
The entertainment feature was but a minor con-
sideration in our estimation, and by continually
aiming to emphasize the true educational value of
the Grafonola we have secured prestige and stand-
ing in the eyes of the school world that we would
otherwise have been impossible to secure. Colum-
bia dealers throughout the country should use thh
New York award to excellent advantage, as the
recognition by the New York school authorities of
the value of Columbia school products is, worthy
of the widest publicity."
THE TALKING MACHINE WORLD.
TO MANUFACTURE IN GERMANY.
E. N. Burns Who Recently Returned from.
Europe States Flant Has Been Secured at
Biersfield, Saxony, to Make Columbia Ma-
chines to Supply the Trade in All Points
Outside the United States — Columbia Busi-
ness Active in Europe, Says Mr. Burns.
Edward N. Burns, vice-president of the Colum-
bia Graphophone Co. and manager of the com-
pany's export department, who returned to New
York late last month after a three months' trip
abroad, made the important announcement this week
that the Columbia Co._ had completed arrangements
to manufacture machines in Germany to take care of
the demands of its export trade. These machines
will be ready for shipment some time this montn,
One of the "Columbia-Europa" Styles.
and will be distributed to Columbia dealers in all
parts of the world outside of the United States.
The Columbia factory abroad is located in Biers-
field, Saxony, Germany, in the "Black Forest,"
where manufacturing and shipping facilities are
ideal. This factory is now working to full ca-
pacity both day and night, and sample machines
were brought over by Mr. Burns on his trip home.
These machines, which will be known as the
"Columbia-Europa" product except in England,
where they will bear the name of "Regal," are de-
signed to permit Columbia dealers to successfully
compete with the cheaper types of machines made
in Europe at the present time, and will be fur-
nished in two' styles, horn and hornless. One at-
tractive model that is undoubtedly destined to
achieve world-wide popularity sells at $3 net for
the hornless machine and $3.50 net .for the horn
machine, f. o. b. Bremen or Hamburg.
The machines will be furnished in three colors —
mahogany-colored cabinet with brown panel and
mahogany-colored horn ; oak-colored cabinet with
oak panel and oak-colored 'horn;, black cabinet
with a light panel or one with gold medallions
carrying a dark red or black horn. These panels
are ten centimeters in width and encircle the entire
body of the cabinet, and the horns are decorated
with gold lines. The machines are packed in indi-
vidual corrugated containers and will be packed
twenty to a case. The horns will be packed sixty
to a case. There are at present six models in the
Columbia-Europa line and four more will probably
be added in the near future. One of these will
probably be cheaper than the $3 model, while the
others will be more expensive. The machines
carry a ten-inch turntable and the motor will play
a twelve-inch record. Coincident with the intro-
duction of these new Columbia machines for ex-
port trade the following machines are withdrawn
from export distribution: BZ, list $17.50; BWT,
$18 list, and Harmony, $15 list.
"These machines will be carefully made in every
particular," said Mr. Burns, "and will afford the
Columbia export trade a splendid sales proposition
that will give them substantial profits and place
them in a position to meet any and all competition.
"Business conditions in Europe are generally
satisfactory. Our London house closed the best
year it ever experienced, while our business in
Austria Hungary was very gratifying. Europe is
fast recovering from the disastrous effects of the
Balkan wars and the outlook is decidedly encour-
aging.
"American music is scoring an emphatic success
abroad, and wherever one goes, England, France
or Germany, the popular American songs are the
ones that are continually heard. For example, on
one song, 'You Made Me Love You,' over 250,000
records were sold, making it one of the best selling
records ever introduced."
local concerns in various mercantile lines to handle
the Columbia products.
NEEDLE COMPANY INCORPORATES.
The Velveto.ne Wood Needle Co., 509 Hall
Building, Kansas City, Mo., has been incorpo-
rated with a capital stock of $"20,000 for the purpose
of manufacturing and marketing a new form of
wo.od talking machine needle. The officers are :
F. Alexander, president and manager ; Clarence
Alexander, vice-president, and O. A. Schramm,
secretary and treasurer.
SUPPORT THESTEVENS BILL.
Dealers Should Write Their Senators and Con-
gressmen in Favor of Fair Trade Principles.
Clifford R. Ely, the popular traveling ambassador
for the Columbia Co.'s wholesale department, left
Sunday night for an extended trip through the
South. Mr. Ely has been spending the last few
weeks in New York, and during this time had
closed arrangements with a number of prominent
The Victor Talking Machine Co. sent out a letter
to its dealers this week calling their attention to
the importance of the measure now before Con-
gress known as the Stevens bill (H. R. 14,305).
The letter to the Victor dealers reads in part :
"YTou kno.w, of course, how important it is that
this bill should become law, as it would be national
recognition of the fair trade principle, and effective
prohibition of the predatory price-cutting methods
that are ruining so many dealers and creating trade
monopolies. We trust that you will promptly take
similar action and write immediately to your Sen-
ators and Congressmen in favor of this bill, men-
tioning it by name and number — Stevens bill
(H. R. 13,305)."
Announcing the Pathescope
YOUR ATTENTION IS RESPECTFULLY INVITED TO THE
LATEST AND GREATEST INSTRUMENT FOR HOME ENTER-
TAINMENT, INSTRUCTION AND AMUSEMENT—
THE PATHESCOPE,-* DRAWING ROOM CINEMATOGRAPH.
THIS INSTRUMENT. FOR THE PROJECTION OF MOTION
PICTURES. RECENTLY INVENTED BY MESSRS PATHE
FRERES, OF FRANCE, CONSTRUCTED WITH THE SKILL AND
PRECISION OF FRENCH ARTISANS, BEING SELF-CONTAINED,
THE LIGHT INCANDESCENT, THE FILMS NON-INFLAMMABLE,
INSURES THE SIMPLICITY AND SAFETY WHICH ENABLES ITS
EFFECTIVE OPERATION BY A CHILD. IT IS PARTICULARLY
APPRECIATED BY AN INTELLIGENT AND DISCRIMINATING
CLIENTELE, WHO DESIRE TO GRATIFY THEIR INDIVIDUAL
PREFERENCE IN THE SELECTION AND ENJOYMENT OF THE
BEST IN C I N E M ATOGR APH Y— CON STA NTLY AVAILABLE TO
EVERY OWNER THROUGH THE PATHESCOPE FILM EXCHANGE.
FOR DEMONSTRATIONS OR CATALOGUES. ADDRESS
PATHESCOPE. SUITE 1632, AEOLIAN HALL, NEW YORK
26
THE TALKING MACHINE WORLD.
THREE NEW VICTOR ARTISTS.
Emmy Destinn, Lucrezia Bori and Julia Culp to
Be Represented by Important Musical Num-
bers in the Victor Library.
AGAINST FALSE STATEMENTS.
National Association of Credit Men Back of
New Federal Bill That Would Prohibit the
Mailing of False Statements for Purposes of
Obtaining Credit — Text of the Bill.
The Victor Talking Machine Co. has just closed
arrangements with Emmy Destinn, the famous
soprano of the Metropolitan Opera Co.; Lucrezia
Bori, the new soprano of this same prominent
opera company, and Julia Culp, the great Lieder
singer, and announces that these internationally
prominent artists will record exclusively for the
Victor Red Seal library. The first recordings of
these celebrated artists will be announced in a
supplement of the Red Seal catalog to be issued in
the near future.
Emmy Destinn's first Victor recordings consist
of a lovely air from the first act of "Mignon" and
a highly dramatic air from Act II of "Madame
Butterfly." Both of these selections are admirably
well suited to Mme. Destinn's beautiful soprano
voice, which is heard at its best in these two
familiar and popular operatic airs.
Lucrezia Bori, the popular operatic soprano, is
well known both here and abroad, her interpreta-
tions of many difficult soprano roles having been
highly praised by musical critics. Her latest suc-
cess at the Metropolitan was the portrayal of the
wife in "L'Amore die tr re," in which she scored
one of the greatest successes in the history of
opera in America. Mme. Bori has chosen for her
first Victor records two numbers from Verdi's
"Traviata" and Leoncavallo's "Pagliacci," both of
which are charmingly sung.
Mme. Julia Culp, the distinguished Holland
mezzo-soprano, has won fame on the concert stage
in all parts of the world, and famous critics have
praised her warm, rich tones in the most eulogistic
terms of appreciation. Mme. Culp has chosen for
her first Victor recordings a favorite German
cradle song and an old English ballad, "Drink to Me
Only," which is exquisitely sung in the clearest of
English, while the singer's rendering of Brahm's
beautiful "Lullaby" is a tender and lovely one.
The National Association of Credit Men, which
was largely responsible for legislation strengthen-
ing the bankruptcy law, has recommended to Con-
gress the enactment of a law prohibiting the trans-
mission through the mails of false statements for
the purpose of procuring credit. A bill (H. R.
14,328) to that effect has just been introduced by
Representative Sabath. It reads as follows :
"That any person who shall deposit or cause to
be deposited in any post .office or station thereof,
branch post office or street or other letter box of
the United States, or authorized depository for
mail matter to be sent or delivered by the post
office establishment of the United States, or shall
knowingly cause to be delivered by mail according
to the direction thereon, any letter, writing or cir-
cular containing or being a materially false state-
ment and known by him to be materially false re-
specting the financial condition or means of him-
self, or any other person, firm or corporation, in
whom he is financially interested or for whom
he is acting, for the purpose of procuring,
either from the person, firm or corporation to
whom such statement shall be delivered or ad-
dressed, or from any other person, firm or corpo-
ration, either the delivery of personal property,
the payment of cash, the making of a loan or
credit, the extension of a credit, the discount
of an account receivable, or the making, accept-
ance, discount, sale or endorsement of a bill
of exchange, or promissory note, for the benefit
either of himself or such person, firm or corpora-
tion in whom he is interested or for whom he is
acting, shall be punished by a fine of not more than
$5,000 or by imprisonment of not more than one
year, or both by fine and imprisonment, at the
discretion of the court."
The National Association of Credit Men, in con-
junction with the American Bankers' Association
' ii! 1909, prepared a draft of the so-called uniform
false statement law. This statute, substantially in
the model form, has been enacted in New York,
California, Connecticut, Delaware, Indiana, Loui-
siana, Maine, Missouri, New Jersey, Pennsylvania,
Rhode Island, Utah and Vermont. In other States
there are in force statutes dealing with this ques-
tion, though differing considerably from the model
statute. Until such time as the uniform statute
has been generally adopted the false statement act
by States, while adequate in punishing offenses
wholly within a State having the law, is not pro-
tective against false stateemnts in interstate com-
merce, which is usually consummated through the
agency of the. mails. This difficulty, it seemed to
the association, could best be met through the
enactment of a law by Congress prohibiting the
transmission through the mails of false statements
in writing for the procuring of credit thereon.
HOLD GRAND OPENING.
Cowperthwait & Co. Celebrate Opening of lt=
Talking Machine Department.
Cowperthwait & Co., the prominent furniture
house with stores at 103 Park Row and 121st street
and Third avenue, New York, held the grand open-
ing of its new Columbia department on April 4.
Edward Woolley, connected with the Columbia Co.
for several years, has been appointed manager for
the two departments, and his lengthy experience
with Columbia policies and products well equips him
to achieve a pleasing success in his new position.
The Columbia department in the uptown Cow-
perthwait store is an unusually attractive one, the
company having spent considerable money to make
the numerous demonstration rooms sound-proof
and artistic. Cowperthwait & Co. cater to an ex-
tensive and fast-growing clientele, and should find
Columbia machines and records a valuable addition
to their business.
Some men believe the almanac; some think the
weather bureau accurate ; still others have a hunch
that this year the home baseball team's going to
win the pennant, you betcha !
THE "OGDEN"
RECORD SECTIONAL UNIT and
FILING SYSTEM
The First and Only Satisfactory Record Cab-
inet on the Market. Simple and Inexpensive.
HE most complete record filing system ever offered.
It enables you to file records so you can put your
hands on any record in stock in four seconds.
Equipped with spring in each compartment that holds
all records in upright position regardless of quantity of
records filed and keeps them from warping.
Simple, adjustable signal system for quick filing and
keeps record of duplicates before you at all times. En-
ables you to put your hand on any kind of record with-
out reference to catalog, and work off dead records.
Requires small space and has big record capacity. Cut
shows three-section cabinet, each section having 300
record capacity. Accessory and supply drawer at base.
Base furnished without legs if desired.
Whether you stock the full catalog or just a few records
you need this cabinet — and you need it now ! Cabinets
finished in all standard woods.
Write for Descriptive Folder and Price List.
Special Proposition Offered Jobbers.
J. B. OGDEN Lynchburg, Va.
(Patent Applied For)
THE TALKING MACHINE WORLD.
27
ENTER JOBBING FIELD IN NEW YORK. DINNER TO FRANK K. DOLBEER.
Phonograph Corporation of Manhattan, Recent-
ly Incorporated, Opens Wholesale Headquar-
ters at 433 Broadway, with Frank K. Dolbeer
in Charge as Manager — To Handle the
Entire Edison Line at Wholesale — Retail
Quarters to Open on Upper Fifth Avenue.
Frank K. Dolbeer, for the past fifteen years man-
ager of phonograph sales for Thomas A. Edison,
Inc., and its predecessor, the National Phonograph
Co., and who is well known and popular in the
trade throughout the country, resigned recently
from that position for the purpose of becoming
manager for the recently organized Phonograph
Corporation of Manhattan, jobbers and retailers of
Iklison machines and records in New York City.
As recently announced in The Talking Machine
World, the new company, which has the backing of
Chicago and New York capitalists, has leased the
building at 473 Fifth avenue, in the heart of the
exclusive musical and business district near Forty-
second street, of which possession will be taken on
May 1. Contracts are now being let for the re-
F. K. Dolbeer.
modeling of the structure throughout in a most
elaborate manner, with a conspicuous but artistic
tile front, a commodious recital hall in the rear of
the first floor and other fittings in keeping. The
cost of the work will be in the neighborhood of
$50,000, and it is expected to be finished in time for
the company to occupy the quarters about the
middle of August.
The Phonograph Corp. of Manhattan has already
taken possession of a large floor at 443 Broadway,
running through to Mercer street in the rear and
including over 10,000 square feet of floor space,
which will be used as a storage and shipping center
for the jobbing end of the business. Only suffi-
cient goods will be carried in stock at the Fifth
avenue quarters to meet the demands of the retail
trade.
Mr. Dolbeer and G. L. Babson, one of the Bab-
son family of Chicago, well known in the phono-
graph trade, his assistant, opened for business at
the Broadway address on April 6. A stock of
sample instruments were placed upon display at
once and shipments of disc and cylinder machines
and records have been coming from the factory
in a steady stream since that time. A number of
pleasing orders for goods were received from local
Edison dealers during the first week, and Louis F.
Barg, of 7810 Third avenue, Brooklyn, was the first
dealer to be signed up by the new company.
In speaking of the plans of the. Phonograph Co., •
of Manhattan, Mr. Dolbeer said: "New York is
practically a virgin territory for the exploitation of
the Edison phonographs and records of the newer
types, and it is the plan of our company to go after
the business in a most aggressive manner. When
our uptown quarters are opened the offices of the
company will move to that address and a campaign
of advertising will be carried on in the broadest
sort of way and in a manner that will not only aid
our own business, but will tend to benefit materially
the business of every concern in New York and
vicinity handling the Edison products. From our
own experience and that of other Edison jobbers
already established we are on the threshold of a
new era in the talking machine trade."
Tendered a Farewell Banquet by the Heads
of the Various Departments of Thomas A.
Edison, Inc., Upon His Resignation as Man-
ager of Phonograph Sales for the Company.
come manager of the Phonograph Corp. of Manhat-
tan. Mr. Ireton is well known to the Edison job-
bers and dealers throughout the country and is well
fitted to fill his new and responsible position in a
most capable manner.
The esteem in which Frank K. Dolbeer is held
by his former associates with Thomas A. Edison,
Inc., was indicated on Saturday evening, April 4,
when, following his resignation from the post of
manager of phonograph sales for that company,
which he held for fifteen years, to become manager
of the newly organized Phonograph Corp. of Man-
hattan, the heads of the various departments of the
Edison Co. to the number of thirty-six tendered
him an elaborate farewell dinner at the Hotel
Washington, Newark, N. J.
During the course of the dinner Mr. Dolbeer was
presented with a handsome gold watch of the latest
model, suitably engraved, which was accompanied
by a valuable chain of platinum, set with pearls.
The presentation speech was made by Charles H.
Wilson, vice-president and general manager of
Thomas A. Edison, Inc., to which Mr. Dolbeer re-
sponded and expressed his sincere appreciation in
his usual enthusiastic manner.
Wm. H. Meadowcroft, who has been private sec-
retary to Thomas A. Edison for the past thirty-
five years; E. H. Phillips, credit manager, and N.
C. Durand, manager business phonograph depart-
ment, made brief speeches. At the conclusion of
the dinner Mr. Dolbeer was the recipient of an
elaborate autographed menu, which contained a
photograph of Mr. Dolbeer, with a little history of
his life, and "moving pictures" of some of the
striking moments of his career.
The dinner broke with the drinking of the follow-
ing expressive toast :
Here's to you, Frank Dolbeer,
Here's to you, our jovial friend !
And we'll drink the toast before we leave the com-
pany,
We'll drink before we part,
Here's to you, Frank Dolbeer.
DEATH OF GEORGE A. LONG,
Head of Long Furniture Co. and George A.
Long Cabinet Co., Hanover, Pa., Passes
Away After a Brief Illness — A Prominent
Business Man and Citizen — No Change in
Conduct of Business.
A. C. IRETON PROMOTED TO MANAGER
Placed in Charge of Phonograph Sales Depart-
ment of Thomas A. Edison, Inc.
A. C. Ireton, who has been connected with the
Edison phonograph interests for seventeen years,
most of that time as assistant to the manager of
phonograph sales, has succeeded Frank K. Dolbeer
as head of the phonograph sales department, fol-
lowing the recent resignation of the latter to be-
(Special to The Talking Machine World.)
Hanover, Pa., April 3.— George A. Long, head
of the Long Furniture Co., and of the George A.
Long Cabinet Co.,
of this city, died
at his home here
last week after a
very short illness.
He was fifty-six
years old and was
born in Hanover,
where he spent his
entire lifetime.
The Long Fur-
niture Co. was es-
tablished thirteen
George A. Long. years ago and the
George A. Long Cabinet Co. was organized
several years later for the purpose of mak-
ing talking machine cabinets for the promi-
nent manufacturers and also record cabinets
for the general trade. With both classes of cabi-
nets the company met with particular success, due
largely to the business ability of Mr. Long in man-
ufacturing and marketing his product.
Mr. Long was one of the most prominent citi-
zens of Hanover, took a lively interest in the civic
and social affairs of the city. He was one of the
organizers of the Hanover Trust Co., a member
of the Masons and other orders, and a pronounced
lover of music, which influenced him to organize
the local choral and oratorio societies.
Mr. Long was highly respected by his friends
and associates as a man of high principles and
whose word was as good as a written contract in
any transaction. The funeral on Tuesday was
largely attended.
The business of both the Long Furniture Co. and
lie George A. Long Cabinet Co. will continue as
before the death of Mr. Long with Clement Bee-
croft continuing to represent the latter company
in the talking machine trade.
UNION No. 1
Patent No. 776-672, others pending.
4
PRICES:
Gold plated $5.00
Nickei or oxidized 4.00
EASY SELLERS—
AT the left is the new UNION Sound Box just out,
taking Fibre or any make of needle. It is the
latest improvement in sound reproduction, and fits all
Disc Machines.
UNION
TALKING
MACHINE
SPECIALTIES
The upper right-hand illustration shows UNION No. 1, for playing
Columbia and Victor records on Edison Machines. UNION No. 1 contains
the UNION Modifier feature. The lower right-hand illustration shows the
UNION Modifier, a quick-selling device, giving Edison, Victor and Columbia
owners absolute control over the volume of sound. The UNION NEEDLE
BOX fills another long-felt want.
Write to-day for descriptive folders and
prices on these four easy-selling specialties.
List prices shown here, usual discount to dealers
All persons selling1 goods infringing- our patents are liable to suit
for such infringement.
^°bV^dle the union specialty
AND PLATING CO.
409 Prospect Ave., N. W. Cleveland, Ohio
PRICE:
Finished in
Mahogany, (
sian Walnut or Fumed"
Oak, any finish, 60c.
mmmmmstnFnm
WRITE FOR
NEW FOLDERS
PRICES:
Gold plated.. $1.50
Nickel or
oxidized... 1.00
28
THE TALKING MACHINE WORLD.
What Vernon Castle say*
and Columbia
COLUMBIA GRAPHOPhl
Gentlemen: — "J want i
dance records you have rece ti
heard. I am using a 'c
Columbia Records at Castl ii
extraordinary attention,
dance time and are frequent /
«
when Mr. Castle wr
in our
Columbia Graphophone Company
Woolworth Building, New York
THE TALKING MACHINE WORLD.
of Columbia Grafonolas
dance records
CO.
igratulate you on the excellent
ssued; they are the best I have
ibia Grand Grafonola and
ise, where they are attracting
ecords are played in perfect
ored by our patrons,"
)te this letter he was not
employ
Creators of the talking machine industry. Pioneers and leaders in the talking
machine art. Owners of the fundamental patents. Dealers and prospective dealers,
write for a confidential letter and a free copy of our book, " MUSIC MONEY."
30
THE TALKING MACHINE WORLD.
A COMPANION EDUCATOR
To the Talking Machine Is the Pathescope, a
Compact Home Cinematograph — Will In-
terest Trade — Chat with Willard S. Cook.
Many talking machine dealers in New York and
nearby territory recently visited The Pathescope
dealers from Maine to California, and we are en-
thusiastic over the future of the Pathescope in
this country."
Mr. Cook also pointed out that the Pathescope,
by means of an ingenious arrangement, generates
its own (incandescent) electric light. This is done
by the simple action of turning a handle. Other
The Pathescope in Operation —
Salon in Aeolian Hall, 33 West Forty-second
street, New York, in response to an invitation sent
out by Willard B. Cook, manager of this salon. The
Pathescope, which is a very simple and compact
home cinematograph, is manufactured by Pathe
Freres, the world-famous moving picture house,
and has already achieved considerable popularity
abroad.
In a talk with The World Mr. Cook remarked
that the talking machine dealer furnishes the ideal
distributer for the Pathescope, as it forms a com-
panion entertainer tr the better grades of talking
machines. "While investigating the sales of Pathe-
scopes in Great Britain and France, where many
thousands are in daily use, I found that the deal-
ers in talking machines were the most successful
distributers. After a year spent abroad, I came
back convinced that the Pathescope will become
as popular here as the phonograph. Our first ship-
ment was sold out before it arrived here, and the
cable order we placed for the second shipment has
already been doubled. Inquiries are coming from
An Entertainer and Educator.
larger models for use where electricity is available
take current from any electric light socket, doing
away with the use of a crank. The Pathescope
uses a special narrow-width film that is absolutely
non-inflammable and may be handled without the
slightest danger, which is responsible for its being
approved for home use by the fire authorities. The
owner of a Pathescope may exchange films pur-
chased with the machine as often as desired by
the payment of a small fee through the Pathescope
film exchanges which are being established in all
principal cities.
A BUSY NEEDLE FACTORY.
Plant of John M. Dean Corporation in Putnam,
Conn., Forced to Work Nights to Meet
Demands for Products of This House.
(Special to The Talking Machine World. J
Putnam, Conn , April 10. — "We have been run-
ning nights until 10 o'clock trying to keep up with
our orders, but are still a little behind on them as
LONG CABINETS
Occupy a strong position
The Geo. A. Long Cabinet Co.
PUSH THE SALE OF RECORDS BY SELLING
CABINETS
Write for Circulars of
RECORD CABINETS
and
PLAYER ROLL CABINETS
Address
Clement BeeCroft, Sales Manager
309 W. Susquehanna Avenue
PHILADELPHIA, PA.
Mahogany, Golden Oak and W.
Finished all around.
For IX Victrolas.
Capacity 180 12-inch Records.
The Winner
of
The Columbia
$250.00 Prize
In the January issue of The Talk-
ing Machine World the Columbia
Graphophone Co. offered a $250
prize for the best suggestion made
by any World reader, following
which it would be possible to secure
closer and more profitable relations
between manufacturer and dealer.
The offer included every dealer
in the United States and Canada,
and it afforded an opportunity to get
original, co-operative suggestions into
a definite, concrete form.
Inasmuch as I was appointed by
the Columbia Graphophone Co. to
act as a judge in the matter, I have
concluded, after going over hun-
dreds of letters received, that H. W.
Gray, of Wilton, N. Dak., should
be awarded the prize.
EDWARD LYMAN BILL
yet. The first three months of this year have been
the best in the history of the concern. We believe
our output is now the largest of any organization
in the world that is devoted to the manufacture of
talking machine needles."
If anybody wants to see optimism in the talking
machine business the foregoing example of the
John M. Dean Corporation, of this city, shows that
the energetic work being done by this house is
proving resultful.
The Dean Corporation is making a specialty at
the present time of its improved half-tone and loud
tone needles in new style envelopes. It will put a
jobbers name on these envelopes or will pack them
in Puritone envelopes, guaranteeing the quality.
It also features the "Dean-packed" needles, in
which 1,000 are sold at a time instead of 100, for
there are five boxes of 200 each, extra loud, loud,
opera, medium and soft, all packed in one carton.
MANUFACTURE A LARGE LINE.
The Triumphon Co., Ltd., of Berlin, Makes Not
Only an Immense Line of Talking Machines,
but Accessories of All Kinds for Present or
Prospective Manufacturers.
(Special to The Talking Machine World.)
Berlin, Germany, March 30.— One of the busi-
est concerns in this country, devoted to the manu-
facture of supplies and talking machine accessories,
is the Triumphon Co., Ltd., of this city, who has
long made a specialty of supplying motors, sound
boxes, tone arms, as well as complete talking ma-
chines built along novel and interesting lines.
They turn out forty different models of com-
plete talking machines, -with or without horns, giv-
ing expression to almost every line of taste. Their
advertisement (which appears on page 41 of this
issue of The World) is well worth reading, as
those engaged in the manufacture of talking ma-
chines will find news of interest therein. The
Triumphon Co. claim to meet all competition in
the matter of price, quality and facility of output.
A new catalog, No. 32, has been gotten out by this
company in the English language, which will be
sent to those interested on request.
THE TALKING MACHINE WORLD.
31
GREAT TRIBUTE TO THE VICTROLA
As an Educational Developer in the School
Room Paid by Ernest G. Hesser, Super-
visor of Music in the Schools of Pasadena,
CaT. — Details of Great Work Accomplished.
With the rapid strides which the educational de-
partment of the Victor Talking Machine Co. has
been making in the short while that it has been
established, it is indeed pleasing to note that this
shown in use in the school room of a large school
in Pasadena, Cal., where it is assisting the teacher
in telling the children the story of "Lohengrin."
The teacher is personally explaining the story of
this famous opera and by throwing the scenes from
the opera on the screen and accompanying it on
the Victrola, is giving a detailed lesson on this
opera which is being greatly appreciated by the
pupils.
In connection with this photograph, Ernest G.'
Hesser, supervisor of music in the schools of Pas-
Using the Victor to Explain ''
department is in daily receipt of photographs ac-
companied by letters of appreciation, portraying in
detail how the Victrola is being used ii school
rooms from coast to coast. These photographs
indicate clearly the practical value of the Victrola
in the school room as an educational factor, and
the endorsements by the supervisors of music and
individual teachers signify impressively the co-
operation which exists between the educational au-
thorities and the school room talking machine.
In the accompanying illustration a Victrola is
Simplest and Most Accurate.
Net weight only ll/2 oz.
Standard
Automatic
Stop
Nickel .
Gold .
$2.00
3.00
Send 25 cents stamps
for free sample
Order through your jobber.
Liberal Discounts.
Standard Gramaphone
Appliance Co.
173 Lafayette St., New York
Lohengrin" In Pasadena School.
adena, has written the following letter of apprecia-
tion to the Victor Talking Machine Co. :
"Last year I put five Victrolas and five sets of
records into our twenty grammar schools, one
school keeping it a month and then moving it on to
another. This year two of the schools have
bought their own. They have been of special value
in our seventh, eighth and ninth grades, or inter-
mediate schools, where we study the musical forms,
both vocal and instrumental. After the music form
has been explained then we illustrate with the best
records. The use of the Victrola has made this
study of forms very interesting to the chi' Iren.
"We also use them for folk dancing and march-
ing, and for general culture work in all the grades
from the kindergarten on up. They are also used
at our parent-teacher association meetings both
for culture and enjoyment.
"It has been of great value to the teachers and
to me personally in that it has brought such a great
wealth of music literature to us and, too, so much
that we do not often hear. It is the greatest edu-
cational device of the age.
"I have been giving our pupils in the upper
grades something new — I think it is original, at
least I have not heard of it being done elsewhere.
After having finished with the explaining of all
the component parts of grand opera, then telling
the children the story of "Lohengrin" act by act
and throwing the scenes from the opera on the
screen (lantern) and accompanied with the Vic-
trola, giving the music that goes with the picture,
ft has been very successful — not only the children
enjoying it, but the parents have turned out and
tilled our auditorium. I will send you a picture
of this work which shows the class of eighth grade
pupils, the lantern, screen, Victrola, etc. (Signed)
Rrnest G. Hesser, Supervisor of Music."
J. H. BECKER WITH HOEFFLER CO.
(Special to The Talking Machine World.)
Milwaukee, Wis., April 7. — J. H. Becker, Jr.,
one of Milwaukee's best known talking machine
men, has. returned to the Hoeffler Mfg. Co., 306
W. Water street, where he has assumed his former
position of general manager of the talking machine
department, where the Victor line is featured. Mr.
Becker, who has been engaged in the talking ma-
chine business in Milwaukee for the past ten years,
has been away from the Hoeffler house for the
past two years, during which time he has been
manager of the Victor department, formerly .con-
ducted at the Espenhain department store, and
manager of retail sales for Miss Gertrude Gannon.
NEW EDISON STORE IN MILWAUKEE.
Milwaukee Phonograph Co. Formally Opens
Handsome New Quarters at 213-215 Second
Street, That City — More Than 2,000 Visitors.
(Special to The t alking Machine World.)
Milwaukee, Wis., April 7.— The Milwaukee
Phonograph Co., jobber for the Edison line in
Wisconsin and Upper Michigan, formally opened
its handsome new retail Edison store at 213-215
Second street on March 21. More than 2,000
people visited the establishment, and the Edison
line has been given such wide publicity in Mil-
waukee that sales of machines and records climbed
higher during the first two weeks than Manager
William A. Schmidt had ever anticipated. The
honor of making the first sale on the opening day
went to Miss Margaret Schumacher, office man-
ager of the Milwaukee Phonograph Co. The ma-
chine was a $250 Edison disc ard was sold on
hour after the store was opened.
True to the predictions of Manager William A.
Schmidt, the new Edison store proved to be some-
thing entirely different and more elaborate than
any retail talking machine establishment ever
opened in Milwaukee. More than $7,000 was spent
in remodeling and in the fixtures and decorations.
The fixtures and woodwork are in silver gray oak
and the inferior of the store shows excellent taste.
The general color sclreme is black, gray and gold.
The walls in the main demonstration room and in
the various other demonstration parlors are
covered with silk tapestry, while the stencil work-
on each panel is different and is done in six dif-
ferent colors.
The various lighting fixtures are of special
design and have attracted much favorable com-
ment. The entire work of arranging the store
and providing the fixtures was done by the
Xiedecken-Wallbridge Co., interior architects of
Milwaukee.
There is more than 15,000 square feet of floor
space in the two floors. Five large demonstration
rooms, the offices and shipping rooms take up the
first floor, while the second floor is given up to the
warerooms of the wholesale department of the
Milwaukee Phonograph Co.
The new retail department is in charge of Frank
Tipton, formerly with the Phonograph Co., of Chi-
cago, although William A. Schmidt, manager of
the Milwaukee Phonograph Co., has general super-
vision. Three new sales people have been added,
while the office force has been increased.
VISITING THE UNITED STATES.
(Special to The Talking Machine World.)
London, England, April 5. — Two prominent
graphophone men left these shores March 28 on
a few weeks' visit to the States. They are Louis
S. Sterling, British manager, and G. L. Funnell,
works manager, of the Columbia Graphophone Co.,
London. They were given a hearty send-off by a
select gathering of trade friends who journeyed to
Waterloo for that purpose.
NATURE OUTDOES TALKER MAN.
Benjamin Switky, the well-known local Victor dis-
tributer, sends the following characteristic para-
graph on a postcard from Hamilton, Bermuda,
where he is spending a short vacation with his
family: "Nature has been so wonderfully kind and
generous to Bermuda that local talking machine
men find it hard to interest the people in man-
made wonders." Incidentally, Mr. Switky reports
that he is enjoying himself immensely.
Wanted
Job lot of disc machines, disc
records, motors, tone-arms, sound
boxes, etc. Send complete de-
scription in first letter. Address
"Dealer," care of The Talking
Machine World, 220 So. State St.,
Chicago, 111.
THE TALKING MACHINE WORLD.
We Have Loads of Records in Stock
an
d
We're Short a Bunch of Records
But—ii we put in your hands, Mr. Dealer, lists
of certain good popular records which we have in stock' —
and you start pushing those records from the
lists we supply you— you'll boom your record business,
wont you?
See here, we have nearly a quarter million records
in stock — let's create a demand for those We have.
Send for our new lists—stock up, circularize your
customers— -and reap the record profits in spite of a shortage.
Victor V
THE TALKING MACHINE CO.
12 North Michigan Avenue : : : : Chicago
I Victor V 1
THE TALKING MACHINE WORLD.
33
From Our Chicago Headquarters
CONSUMERS' BUILDING, 220 South State Street, E. P. VAN HARL1NGEN, MANAGER.
(Special to The Talking Machine \Vorld.)
Chicago, III., April 11. — Conditions in the lo-
cal machine trade, both wholesale and retail,
show little change over last month. There still
exists a very unfortunate record shortage in cer-
tain of the lines, and little relief is expected for
some time yet. There is also a shortage in prac-
tically all makes of smaller machines, which works
little harm, however, for more expensive types
benefit correspondingly. The sale of dance rec-
ords continues to be very heavy, and Lent ap-
pears to have had little effect on the tango. A
fair amount of Easter records has been sold, how-
ever. ,
Lyon & Healy Business Keeps Up.
L. C. Wiswell, manager of the talking machine
department of Lyon & Healy, reports that whole-
sale business in his department is very good ; in
fact, shows a big gain. Retail trade is also re-
ported as keeping up in fine shape. Mr. Wiswell
reports comparatively little relief from the short-
age in records that has existed so long.
Lyon & Healy continue to produce some very
fine advertising matter exploitive of the Victrola,
One of the latest novelties to be used is a card-
board clock, two feet four inches high and nine-
teen inches wide. The hands are so shaded as 1"
create the allusion that it is real. On the face
of the clock is written in red letters, "Time for
a Victrola." In place of the hours, photographs of
twelve Victor artists are reproduced. Melba rep-
resents one o'clock, and following in order are
Tetrazzini, Ruffo, McCormack, Kreisler, Lauder,
Schumann-Heink, Farrar, Pryor, Victor Herbert,
Evan Williams and Caruso. In reading the hours
one might say, "It is almost Tetrazzini after Pry-
0>r." On the pendulum is written "Always ready,"
which can be taken to mean either that the Vic-
trola is always ready or that Lyon & Healy arc
always ready to serve their dealers.
Another bit of advertising that is striking is in
the form of a sixteen-sheet poster to be used in
Chicago by Lyon & Healy and which is sold for
use by Victor dealers in other cities." The poster
represents a veranda at a summer resort. The
young couple dancing to the music of a Victrola
which is characterized as the "Ever Ready Home
Orchestra," which name was giyen to the Vic-
trola by R. B. Gregory.
Mr. Wiswell leaves the latter part of next week
for an Eastern trip which includes a stop at At-
lantic City, where he will arrange for hotel ac-
commodations for the talking machine jobbers'
convention which will be held there July 6 and 7.
Although it has not yet been settled, the Chall-
fonte Llotel will probably be the scene of the
jobbers' activities.
Geissler on Tendencies.
Arthur D. Geissler, general manager of the 1 alk-
ing Machine Co., of Chicago,.and also of the New
York Talking Machine Co., of New York City, N.
Y., is in Chicago for about a three weeks' stay.
Mrs. Geissler accompanies him and they are stop-
ping at the Blackstone.
"There is still a very marked difference in the
volume of business being done by the talking ma-
chine trade as compared with any other line,'' re-
marked Mr. Geissler in a chat with The World.
"The business of the two jobbing houses with which
I am associated, for instance, has shown between
30 and 40 per cent, increase during the months of
January, February, March and so far in April, as
compared with the corresponding period of last
year, and the period last year was the best in our
history.
"Dealers come in here, and in New York com-
plaining of the enormous amount of business they
are losing because of the shortage in Victor ma-
chines and records. When you pin them down,
however, as to the amount of business they are
actually doing this year as compared witli last year
they freely admit that it is way ahead, many saying
the increase is between 40 and 50 per cent. The
fact is that the great American pulse is keyed up
to the point where dealers simply cannot bear to
see sales going out of the front door and in their
chagrin they lose sight of the really remarkable
business they are doing.
"Two instances" occurred recently right here in
Chicago which illustrates phases of this remarkable
talking machine business which you may cafe to
place before the readers of The World.
"A large Illinois dealer came into my office and
was talking of the wonderful Victor business, how
it had grown, how it was keeping up, and how diffi-
cult it was to secure stock enough at all times to
take care of the demand. He. said:
" "I have had to turn down several trade proposi-
tions recently. I have had a number of proposi-
tions to take in pianos in exchange for Yictro'.as.
The trouble, however, seemed to be that the people
expected too much for their pianos. I did not
make the trades, for I was not anxious to take
back the pianos, inasmuch as I knew I could sell
the Victrolas and might not be able to place the
pianos so easily. Then, again, you' know that we
can get all the pianos we want of most makes.
"Then take this and consider it. A Chicago
dealer phoned us up and asked if we could furnish
him with a piece of wood having the fume oak
Victrola finish. LTe had an order for a piano
which was to be finished to match the Victrola,
which the customer had in the house. I did not
treat the request as anything unusual, but simply
told him that I would be glad to send him a sample
of the fumed Victrola finish and suggested that he
might send a finisher to the office to see just how
the fumed oak .Victrolas come through. This is
the first request of that kind we have had, and I
thought that it was not only very interesting, but
probably very significant."
Harnden Leaves Wurlitzer's.
F. H. Harnden, who has been assistant to Fred
A. Siemon. assistant manager to the house of Wur-
litzer and actively connected with the wholesale
talking machine department, has resigned his posi-
tion and has become interested in an extract manu-
facturing concern. No successor to Mr. Flarnden
has as yet been appointed.
Larger Machines in Demand.
Local Manager C. F. Baer, of the Columbia Co.
reports that one of the most satisfactory features
o: the business during the last month has been the
fact that the $100, $150 and $200 machines are
being called for in far greater numbers than ever
before. Mr. Baer accounts for this in that the
talking machine is being looked upon more and
more favorably by people who are able to pay
the higher prices. " People who were prejudiced
a short time ago are now buying heavily, not only
the high grade machines, but also the better class
records.
Mr. Baer reports an excellent Columbia busi-
ness taken generally that is decidedly better than
last year. The main trouble at the present time
lies ill the difficulty in getting machines, which
reminds one of the condition at Christmas time.
"Increased freight rates will also mean another
big increase in this business," said Mr. Baer. "When
one realizes the far-reaching effects of the rail-
roads upon general business and of its countless
ramifications, we can see wdiat a wonderful further
uplift general business will enjoy when the rail-
roads proceed to improve their roads and continue
the work of extension as in years past. Of course,
there are many arguments against allowing the rail-
roads to increase their rates and cries of 'watered'
stocks are not without foundation. It is true,
(C ontinucd on page 35.)
The Practical Fibre Needle Cutter— THE WADE
The WADE embodies the right principle, worked out through long experience,
needle at an angle resulting in the best tone.
The WADE cutters are made of the best steel and are absolutely guaranteed
The WADE is
It is simple, durable and accurate. It trims the
The Wade
Fibre
Needle
Cutter No. 1
the most economical
cutter. It has a self-
acting stop, which
prevents waste and
enables one to get
from 12 to 15 per-
fect playing points.
No. 1 is a very
popular cutter which
has given excellent
service. No. 2 has a
double action, mak-
ing it especially easy
to operate and af-
fording the most
powerful cut of any
tool made.
The Wade
Fibre
Needle
Cutter No. Z
RETAIL PRICES- No. 1, $1.50; No. 2, $2.00
Order from your regular Dis-
tributor—we sell to Jobbers only
WADE & WADE,
3807 Lake Ave.
PHONE, DOUGLAS 8108
CHICAGO, ILL.
34
THE TALKING MACHINE WORLD.
ABSOLUTELY NEW
Everlasting Dustless Record Cleaner
PATENT APPLIED FOR
The Everlasting Dustless Record Cleaner is made of
the finest grade of carefully selected wool skin with the wool
cut short.
It polishes, cleans and prolongs the life of records.
Makes them look like new. It positively cannot scratch or
mar records in any way, and can be cleaned with benzine,
gasoline or cleaner preparation.
Retails for 1 5 cents. Write us to-day.
Sold to dealers in dozen lots only.
FRONT VIEW
1.25 per dozen
sS> fit***! far yJS '
BACK VIEW
FIBRE NEEDLE CUTTER
OVER
50,000
SATISFIED
USERS
Tl
EXACT SIZE
You can order
through your
Jobber. He
will supply
you ; if not,
send your
I order to us.
The wonderful success of the Lyon & Healy Fibre Needle Cutter in the last two and a half years is due to the
following facts about the cutter:
The Blades of the Lyon & Healy Fibre Needle Cutter are made of the finest grade of properly tempered tool steel.
The upper blade is pivoted above and back of the cutting edge of the lower blade. It is held in place by a very high
tensioned spring to insure correct leverage and a perfect point at every cutting.
The cutter is fitted with a guide that prevents the cutting away of too much of the needle, and also has a receptacle
that receives all the waste. It is very simple and easy to operate, and with ordinary usage should last indefinitely without
sharpening.
This cutter is invaluable to all users of the Fibre needle, as a needle may be used twelve to fifteen times where one
of the cutters is in use.
Now is the time to get your order in and share in the profits.
Retail Price $1.50
. 1 «5 i
SEND US
YOUR
ORDER
TODAY
CHICAGO
Largest Victor Distributors
LIBERAL
DISCOUNT
TO THE
TRADE
THE TALKING MACHINE WORLD.
35
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 33).
nevertheless, that unless the railroads get an op-
portunity to promote the many improvements that
are contemplated, a depression that will affect al-
most every business will result."
Record Demand Well Balanced.
Mr. Baer sums up the record situation when he
says that the entire Columbia catalog is selling well
in each of the different classes. Numerous of the
order numbers are receiving a bit more attention
than one used to expect.
W. C. Fuhri, district manager, returned this
month from a trip to Kansas City, Louisville and
Indianapolis. Mr. Fuhri also reports business very
good, with prospects considerably better. While
Mr. Fuhri was away he noticed the large amount
of dance records that the dealers were selling and
also the unusually large number of "De Luxe"
machines.
"Record sales continue to be very heavy," said
Mr. Fuhri, "but with our immense capacity we are
filling 95 per cent, of all our record orders. A
big increase in the record business was anticipated
by our company some time ago, and we were well
prepared when the call came."
George P. Cheatle Promoted.
George P. Cheatle, well-known traveling salesman
of the Talking Machine Co. and formerly in charge
of the Michigan terri-
tory, has been made
traveling sales manager
and assistant to Roy
Keith. Mr. Cheatle,
whose portrait is repro-
duced herewith, now
calls on certain dealers
in the larger cities that
are reached by his com-
pany and also superv ises
and assists the regular
State travelers in the
Geo. P. Cheatle.
performance of their work.
Mr. Cheatle's promotion comes after a long
period of intelligent and thorough work in his old
territory, and while the many friends he has made
will miss him, they, of course, are gratified to learn
that he has been given a wider field in which to
exercise his abilities. Mr. Cheatle has been an
ardent advocate of the idea of having professional
dancers perform in talking machine shops, believ-
ing it to be a good medium by which the retail
merchant may advertise himself and at the same
time take advantage of the tremendous dance craze.
While at Madison, Wis., recently Mr. Cheatle aided
the "staging" of dances that were given in the
warerooms of the Aton Piano Co T^p dances
were successful in every way.
Grocer Gives Victrola Concert.
One of the largest retail grocers of Chicago re-
cently made arrangements with George W. Miller,
a prominent Victor dealer of Ravenswood, 111.,
whereby Mr. Miller gave a Victrola concert, with
the assistance of H. L. Flentye, of the Talking
Machine Co., in connection with a miniature ex-
position that was designed to advertise all of the
many articles that are to be found in the modern
grocery store. Between 1,000 and 2,000 invitations
were issued to residents in the locality and the
majority of them were used.
Mr. Miller was given ample opportunity to ad-
vertise his shop in connection with the display and
gave a complete Victor program, which ranged
from grand opera to the popular dance selections,
made up to a great extent of the March and April
lists.
Mr. Miller believes that in this manner he has
acquainted many housewives in the neighborhood
with the beauty of the Victrola and familiarized
them with his institution. The idea is a very
good one and was a success in every way.
Dictaphone Business Increases.
W. W. Parsons, local manager of the dictaphone
department of the Columbia Co., reports a very
substantial increase during March over the pre-
vious month and also over March of last year.
Factory facilities have been strained in keeping up
with the demand. Mr. Parsons reports that some
recent agents for the dictaphone that have been
appointed are: The B. F. Swanson Co., of Des
Moines, la.; A. E. Burt, of Peoria, 111., and the
Butts Typewriter Co., Omaha, Neb.
Visitors and Personals.
George Wheelock, of South Bend, Ind., was a re-
cent talking machine dealer visiting the Great Cen-
tral Market.
L. Keen Cameron, manager of the retail talking
machine department at Wurlitzers, who is on a
furlough in the Southwest, is said to be rapidly im-
proving in health.
W. J. Becker, 801 Dempster street, Evanston,
has installed a large Columbia stock and now
handles both the Victor and Columbia lines.
J. B. Simoney has bought out the stock of Joseph
Krai at- 1217 West Eighteenth street and has added
a large stock of Columbia goods.
A recent visitor from Rockford, 111., was E. G.
Ogren.
Mr. Simon, of Simon Bros., of Gary, Ind., who
was in the city a short time ago, announced his
removal into a fine new store. Mr. Simon ar-
ranged for a large stock of Victor goods.
Other Victor dealers who were in the city the
past month are John Dahlin, St. Charles, 111. ; Ray
E. Bannon, Morris, 111., and Anton Molle, Antigo,
Wis.
C. W. Copp, of South Bend, Ind.; L. Lambeck,
Beaver Dam, Wis. ; G. E. Lester, Hoopeston, 111.,
and W. S. Vowels, Vincennes, Ind , were also re-
cent visiting dealers.
James Clark, buyer for the James Black Dry
Goods Co., Waterloo, la., was in the city re-
plenishing the company's much depleted Victor
stock.
Mr. McLogan, of McLogan & Pierce, Calumet,
Mich., was in the city some time ago and re-
ported that despite the copper strike business was
exceedingly good in that section. Mr. McLogan
said that in one day he sold eight large machines.
While here Mr. McLogan placed a very large
order for the coming season.
Other visitors from out of town included Mr.
Hinners, of the Hinners Organ Co., of Hinners,
111., and Messrs. McConnell and Hoy, from Wood-
s'.ock, 111.
Mr. Solomon, buyer- for the talking machine de-
partment at Rothschild's, has just returned from
Europe.
James Lyons, who carries the Edison, Victor and
Columbia lines, has built five soundproof booths
that are models of their kind.
Mr. Becker, manager of the Hoeffler Manufac-
turing Co., of Milwaukee, Wis., was a recent visitor
to the Talking Machine Co.'s offices. Mr. Becker
reported that business in Milwaukee was very good,
but he, like dealers in other parts of the country,
was experiencing a shortage on a majority of the
records that his customers were asking for.
Miss Katharine Jones is the latest addition to
the forces of the talking machine department of
the W. W. Kimball Co. Miss Jones is an adept
at the new dances and on many occasions uses her
knowledge of the terpsichorean art to advantage in
dealing with calls for dance records.
Working Out New Sales Ideas.
Despite the tremendous call for records that the
Talking Machine Co. has been receiving the past
month and the vast amount of work in supplying
the demand, Sales Manager Roy Keith has found
time to carry on much instructive work and the
formulation of many sales ideas for the company's
dealers.
One of the first letters to be sent out during the
past month was in relation to the list of "500 Best
Selling Records," which Mr. Keith had brought up
to date and which included the March list. This
list of 500 has proved immensely popular with
dealers all over the Middle West and with their
customers. It furnishes a convenient reference
whereby people of average musical taste can find
practically all of the records that they should have
in their libraries — at least, all that they should
have at this time. The pamphlet listing musical
shows in Chicago at the time the letter was mailed
was also much appreciated inasmuch as the the-
atrical and musical ideas of the entire Middle West
are well typified by the taste of the average
Chicagoan,
NEW COMPANY TOJHAKE RECORDS
Is Being Organized in Chicago and Incorpora-
tion Papers Will Be Filed in Ninety Days.
(Special to The Talking Machine World.)
Chicago, III., April 11. — Information was re-
ceived by The World to-day to the effect that the
"National Talking Machine Record Co." is being
organized here for the manufacture of records, and
that within about ninety days incorporation papers
will have been filed, officers elected and the entire
organization perfected.
It is said that the new company will manufacture
both lateral cut and "hill and dale" disc records and
that a large space is already under consideration for
the manufacturing plant.
A number of Eastern and Western business men
are interested in the venture, including several the-
atrical men. The latter plan, in making the regular
theatrical contracts, to include a provision for the
making of talking machine records by the different
artists booked by them.
HEAR THOSE WEDDING BELLS.
Don C. Preston and Miss Edna Fletcher
Married — Will Reside in Milwaukee.
Don C. Preston.
(Special to The t alking Machine World.)
Chicago, III., April 10. — Two days more and
Don C. Preston will hear Victor record No. 31,227
played under entire-
'ly different circum-
stances than ever
before. Likewise
every one of the
Easter lists will
probably be put on
'cause it's a great
big day for Don.
Easter Sunday will
find him in Des
Moines, la., . all
ready for his wed-
ding to Miss Edna
Fletcher, of Winter-
set, la.
After "Lohengrin"
Mr. and Mrs. Pres-
ton will leave for
-Milwaukee, where they will make their home.
Mrs. Preston has represented the Talking Ma-
chine Co. in Wisconsin and Minnesota for
some time and is well known and well liked by the
Victor dealers in that territory.
The popularity of the Style IX and X Victors
in the general trade was well demonstrated by
the remarkable response the Talking Machine Co.
received, following the announcement of these
styles as produced in fumed oak. So remarkable
has been the call that many dealers are insuring a
supply for the fall and winter trade.
Another of the Talking Machine Co.'s sales ideas
has been in the form of a strong letter designed to
be sent out previous to Easter week and used in
connection with a list of records of hymns and
sacred music by many famous singers, choirs, etc.
"The shortage in the record supply is still felt,"
said Mr. Keith, "although the factory's output has
been tremendously increased. At least double the
records are being sold at the present time as at the
same time last year. The shortage is to be ex-
pected. We have built a number of additional
racks in our record rooms and by offering a sel-
ected list of records that are comparatively easy to
get, we are managing to keep our customers fairly
well satisfied."
Dealer Bitten by Mad Dog.
H. S. Chesrown, Columbia dealer from Mans-
field, la., has been in the city for about three
weeks receiving treatment at the Pasteur Institute
in Chicago. Mr. Chesrown was attacked by a mad
dog in "his home city and was severely lacerated
about the hands in defending himself. He was
obliged to bring the head of the animal to this city
for examination by the officials of the institute.
Mr. Chesrown reports a good business in the Co-
lumbia line, with especially heavy sales of grand
opera records and popular numbers,
36
THE TALKING MACHINE WORLD.
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 34).
THE "W.&w." FIBRE NEEDLE CUTTER. F. J. BOWERS, PATHE FRERES, TELLS OF WORLD TRIP.
Details of the Perfection of Its Manufacture
That Will Enlighten the Trade.
Visiting Old Home in the West After Agency Trip to South Africa, the Antipodes, Oriental
Points and Italy — His Interesting Impressions.
(Special to The Talking Machine World.)
Chicago, III., April 10. — It should prove a sub-
ject of interest not only to talking machine deal-
ers, but also to ev-
eryone who is the
owner of o.ne, to
know something
about the manufac-
ture of the Wade
fibre needle cutter.
A very large pro-
portion of those
who use fibre
needles are ac-
quainted with the
Wade cutter.
The accompany-
ing ill u s t r a t i o n
shows a corner of
the Wade & Wade
factory, where a
S. O. Wade. very interesting
part of the manufacturing process occurs. In
this room the delicate adjustments of the blades
and the guides take place. As the cutters are re-
ceived from the casting rooms after having first
been well polished, they are prepared for the at-
tachment of uprights and guide holders by first
having the necessary holes punched in them.
The blades are made of imported Swedish steel,
which comes in long strips and from which the
blades are stamped out by a powerful die. They
Corner in Factory of Wade & W
are then tempered in a furnace which is heated
first to 1,400 degrees Fahrenheit. It is soon reduoed
to 700 degrees Fahrenheit, which is the temperature
best suited to holding a fine edge. Guides and
guide holders are stamped out and formed in sim-
ilar fashion to the blades, but instead of being tem-
pered they are heavily nickelized. The uprights
and the blade springs used in the No. 1 cutters are
stamped out of a steel of great tensile strength.
Springs used in the No. 2 cutters are coiled and
are the most efficient springs obtainable for the
purpose.
The blades are first ground on a high powered
stone that operates under water. They are then
given an added finish by hand and then hand
polished. After all the parts are carefully as-
sembled and adjusted the cutter is tested forty or
fifty times to make sure of a perfect point that the
Wade cutter is noted for. If any flaw is found
in the blade the blade is thrown away, or if by any
chance there has been a variation in the punchings
or if the adjustment is incorrect, the entire cutter
is thrown away.
S. O. Wade, president of Wade & Wade, states
that business during March .was very nearly double
that done in February.
(Special to The Talking Machine World.)
Chicago, III., April 11. — Probably the youngest
salesman in the world who is connected with the
talking machine industry is Frank J. Bowers, of
Pathe Freres, -who has just completed a trip
around the world for Pathe Freres, returning
April 7 to Chicago to visit his old home, his fam-
ily and his friends.
Mr. Bowers, who is to-day twenty-two years
old, began his travels before he was twenty. He
has always been interested in the talking machine
and the music trade in general, and so when his
good friends, Gene Greene, "Emperor of Rag"
Time," and Charley Straight, Greene's pianist, went
to England and France to teach Europe rag time,
Frank went along. He thought it might be inter-
esting, and it was.
"We arrived at London just as rag-time began
to be featured in English music halls and Gene
opened at the Palace Theater in London with
great success," said Mr. Parsons to The World.
"To me the English seemed slow in getting the
spirit of syncopated music and regarded it at
first as a novelty that would live but a short time.
Once they got it. however, their enthusiasm
never waned; and. between 'Everybody's Doing It,'
'Waiting for the Robert E. Lee,' 'Alexander's Rag"
Time Band,' and the coming of the tango and tur-
key trot dances, they soon became extremely en-
thusiastic over it and actually 'dropped their dig-
nity,' as Irving Berlin has it, and were snapping
their fingers and
swaying as • they
sang, just like our
own rathskeller per-
formers. In fact,
on several occa-
sions, when great
parades were held,
at least half of the
music of the regi-
mental bands was
American rag-time.
I could hardly be-
lieve I was away
from home, I heard
so much of it. I
liked the English
for it — they seemed
more like our own
people, and it pre-
vented homesick-
ness on my part.
"While in Lon-
don I had the pleas-
ure of meeting M.
ade, Chicago. Jacques Pathe, in
charge of the English division of Pathe Freres,
and made arrangements with him whereby
I was given the position of appointing sales
agents in the territory o.f the English division.
I was then instructed to go to South Africa,
and sailed for Cape Town, where I made my
first calls on J. W. Jagger and Stuttaford &
Co. The trip from England to South Africa was.
of course, most interesting, and I was much in
demand among the passengers for my Pathe re-
citals and my knowledge of the new American
dance steps. I also arranged recitals for the crew
and in turn for this they were very careful in un-
loading the ten machines that I carried with me,
and my 200 records, so that at Port Elizabeth,
where everything, including passengers, was un-
loaded in baskets, no machines were smashed nor
wet.
"My first stop in the interior was at East Lon-
don in Cape Colony, where I called on Baker,
King & Co., who deal directly with the Kafirs and
a large number of East Indians, who are em-
ployed there in various industries, such as mining,
agriculture, etc. The Kafirs buy 'Taal' records.
'Taal' is a combination of English, French, Dutch
and Kafir — a sort of 'kitchen Dutch' or what we
would call 'pidgin English.' These 'Taal' records
are made up specially for this trade and many of
the natives spend practically all the surplus of
what they earn in acquiring a machine with a few
of these records. They love music so well, and a
talking machine is so prized that they will work
for several months in order that they may own
one of the cheapest of the machines. The owner
of one is looked upon as being an aristocrat, and
the owners themselves are oftentimes afraid of
their own possession, believing that something is
within the machines. They are afraid to attempt
to open them and handle a machine most gingerly
at all times.
"I was obliged to transport my machines and
records from Port Elizabeth to East London on
a railroad that had a two-foot gauge — almost as
small as the little trains we have in our amuse-
ment parks. Four passengers sit abreast, and the
two on the ends are sitting well out over the
track. In' spite of the fact that we ran far be-
hind our schedule, the train crew and several of
the men passengers took time during the trip to
play a half hour of what I would call scrub foot-
fall. From Pietermaritzburg I traveled to Durban,
where I witnessed an African hurricane.
"The South African people pleased me very
much. They have the spirit of the pioneer and
are very enterprising". I aided in exhibiting ma-
chines at various agricultural shows and had an
opportunity to get close to the South African
farmer and his ideas.
"From Cape Town I sailed direct to Australia,
which took twenty days, and landed at Adelaide,
Australia is most like America. The jjeople are
enterprising and quick to do business. The sale
of religious records there is very heavy. Rag-time
records w ere also very popular, and I arrived there
at the same time that Gene Greene did on his
travels. Of course it seemed good to see him, and
the tremendous hits that his songs made in the
music halls boomed the sale on this class of goods.
Melbourne, Sydney, Brisbane and Adelaide are all
fine cities and. as our business is well established
there, the main part of my work was in distribut-
ing smiles and cigars.
"New Zealand was next on my route list. I
found it very dull anil slow-, comparatively, and I
think Mark Twain was justified in asking why the
cow-catcher was on the front of the train instead
of the rear. Visitors in the hotels are not al-
lowed to remain after 10 o'clock, and if this rule is
violated, the visitor, the visited, and the hotel
keeper are all heavily fined. I soon returned to
Australia.
"I next sailed for Ceylon, where I made only
a short stop. From there through the Arabian
Sea to Port Said, and from Port Said through
the Red Sea and through the Suez Canal. It
took us a day and a night to pass through this
great water way. While passing through it, we
were visited by a day and a night of cold weather
that broke all records, and many of the supersti-
tious Arabians were utterly frightened at what
seemed to. be a refusal of the sun to shine.
"My next stop was at Naples. Here, and in fact
through all Italy, there is a wonderful market for
talking machines. Next I went to Marseilles,
France, and then to Gibraltar, and at last to Eng-
land. After arriving at London I went to France
and spent two months in our factory at Chatou,
which is near Paris. After a few minor trips I
then prepared for my return home; and, believe
me, I was glad when the 'Mauretania' pushed her
way into New York harbor.
"I will be here two or three weeks to visit my
family and my friends; and, after making a four
months' trip through Canada, will return to Lon-
don. From there my future is yet undetermined
and probably I will be sent to Shanghai, China,
to manage the branch there, and I will have an
opportunity to study the Japanese and Chinese
trade in our great industry."
THE TALKING MACHINE WORLD.
37
QUAKER CITY TRADE WELL PLEASED WITH CONDITIONS.
Majority of Dea'ers Declare That March Was an Excellent Month for Business — Gimbel
Bros. Buys Balance of Keen-O- Phones from Pooley Furniture Co. — Meeting of Retail
Dealers' Talking Machine Association — What the Dealers and Jobbers Are Doing.
(Special to The Talking Machine World.)
Philadelphia, Pa., April 6. — The talking ma-
chine business in Philadelphia is forging nobly
ahead, and there has never been as much activity
and as much excitement as exists at the present
time. The Victor dealers are all highly elated, for
they have just emerged from the b:ggest month of
the year thus far, in spite of the shortness of
goods and records that are mostly in demand. The
Edison has made a big stride forward during the
month. The entire line of Edison phonographs has
been installed in the Cunningham Piano Co.'s ware-
rooms, N. Stetson & Co., Snellenburg & Co. and
Ramsdell & Sons, as well as many other less im-
portant places, and in the course of a week there
will be a large Edison establishment on the south-
west corner of Eleventh and Walnut streets, which
is now being fitted for that purpose. The Edison
will be conducted there' by Herbert F. Blake, and
he will have fine warerooms, as well as a fine loca-
tion.
The final wind up of the Keen-O-Phone Co. is
now taking place through a sale of the remaining
machines at Gimbel Bros, stores' in this city and
New York. The Keen-O-Phone Co. still has the
warerooms on Broad street, but there is practically
no stock with the exception of a few cheap ma-
chines which it is offering at very small figures.
When the Keen-O-Phone Co. ceased to exist the
Pooley Cabinet Co. had upward of four thousand
cabinets on hand, and the men who have the Keen-
O-Phone Co.'s affairs in charge arranged that that
company should produce sufficient machines for
these cabinets in order that the Pooley Co. could
come out of the deal. This was done and then the
Gimbel Bros, and the Pooley Co. entered into an
arrangement for the disposition of these machines
at the Gimbel stores in New York and this city.
They were placed on sale there on Monday of
last week. Gimbel Bros, allotted a considerable
amount of. space on the first and fourth floors,
where these instruments are sold. Fifteen addi-
tional salesmen were added to the force to handle
the customers, and it has been the most remarkable
sale of talking machines ever held in this city.
Every machine was marked at half the former
selling price and some of them even less. In dem-
onstrating the machines Edison and Columbia rec-
ords have been used, but they have been cautioned
by the Victor people against using Victor records
and they are observing the caution. It is said that
the Rex Co., which has taken over the record end
of the Keen-O-Phone Co., will go extensively into .
the manufacture of records and will make a small
machine which will be presented to a purchaser
under an agreement to take so many records and
continue to take them at specified times.
The Cunningham Co. has been dissatisfied with
the arrangement of its warerooms and has re-
moved its Edison disc talking machine hearing
rooms to the rear of the store. A good business
is being done, the only complaint being that it is
unable to get machines of a certain type fast
enough.
N. Stetson & Co. has erected two large booths
in the rear of its store and in mahogany to con-
form with the other finishings of the room. The
selling is being handled by the old force, but it is
expected that the new department will be placed in
the hands of an experienced man.
The Girard Phonograph Co. at Tenth and Berks
streets is the distributer of the Edison disc ma-
chine in this city, with Manager Cope, of the
Snellenburg talking machine department, in charge.
The machines are shipped to that point and from
there are distributed to the Philadelphia dealers.
The Girard Co. is also doing good missionary
work in introducing the machine among out-of-
town dealers.
The Wanamaker talking machine department is
going to be considerably changed in the very near
future. It will make one big display room and
concert room out of the Louis XV. room, and will
build new hearing rooms adjoining — twenty-six in
all. At the present time it has eleven. It will re-
arrange the entire department. It has also re-
arranged its system and will follow up its sales
and prospects closer than ever before. It will also
handle more extensively in the future all kinds of
talking machine supplies. Its stock will be very
nicely displayed when the new arrangements go
into effect.
C. J. Heppe & Sons had a satisfactory March
in spite of the fact that they have been quite short
on certain styles. Conditions are easing up a little
bit. Among the recent out-of-town visitors at the
Heppe store were J. Harry Halt, of Mt. Holly;
Charles McLaughlin, of the Stoll Blank Book &
Stationery Co., of Trenton, N. J.; S. C. Evans, of
Milford, Del., and Samuel Stephens, of Norris-
town, Pa., all of whom report a fine March busi-
ness.
Manager Eckhart is highly elated over the
month's business done by the Pennsylvania Talk-
ing Machine Co. March was the largest month
it has ever had, with the exceptiop of last Decem-
ber. He says that he has not pushed his goods by
advertising nearly as strong as last March, and
yet his sales have been more than 50 per cent,
greater. During the month quite a number of big
accounts were opened, among which were the
Kline-Eppihimer Co., of Reading, Pa., and the
Regal Umbrella Co., of York, Pa., both firms hav-
ing opened complete Columbia departments fully
equipped in every way. Mr. Eckhart visited both
places and helped plan the departments and was
present to help start them off.
The Pennsylvania Talking Machine Co. has also
had good success with the dictaphone. Among
some of the firms supplied in March were
the Atlas Power Co., the Armour Co. and a num-
ber of smaller concerns.
There will be a meeting of the Retail Dealers'
Talking Machine Association at Estey Hall on
Edison DISC Phonograph Dealers
THE "Perfection" Attachment is built to play lateral cut records on the
Edison Disc Phonograph. The ball bearing hanger joint gives it a free
and flexible motion when traveling- across the record ; also it can be used
with or without the feed rake. If you haven't seen or had this attachment,
send us an order. You will surely buy more, as it is one of the best acces-
sories ever placed on the market in' the history of the phonograph business.
It will surely increase your machine sales, as it gives perfect satisfaction
to the retail purchaser. Dealers' price, $2.50
net for all three finishes, gold, oxidized
bronze and nickel.
NEW ENGLAND
TALKING MACHINE CO.
132 Boylston Street
BOSTON, MASS.
Wednesday evening, April 8, at which business of
importance will be taken up, including shortage of
records and what has been accomplished in the
matter of stated charges on lease sales. All the
new Edison dealers in Philadelphia have been in-
vited to connect themselves with the organization.
H. A. Weymann & Sons note that their business
in Victor talking machines for January, February
and March was one-third greater than the corre-
sponding three months of last year. Among the
recent visitors at the Weymann store were C. H.
Lichty, of Reading, Pa., and Charles H. Godfre}^,
of Atlantic City, N. J. — two active dealers. Mr.
Godfrey intends to devote, in the very near future,
considerably more space to the Victor line. Both
of these gentlemen have been for many years ac-
tive patrons of H. A. Weymann & Sons.
Louis Buehn notes that business for March has
shown a very decided improvement, due partially
to better shipments from the Victor factory. He
had an increase over last year of over 35 per cent.,
which he considers is going some. His Edison
dictating machine business for March has also been
very satisfactory, and he sold quite a number of
machines to the Witney-Kemmerer Co., the
Frontier Press, and a very large order was placed
by the Atlas Powder Co. in Wilmington, and it
will also very shortly install a number of ma-
chines with the Du Pont Powder Co. The Busi-
ness Show, which has just been concluded here and
in which Mr. Buehn had an exhibit, was very sat-
isfactory in its results. It had a great number of
visitors and developed a number of very excellent
prospects. Mr. Buehn is quite sure the results will
fully warrant the expenditure in going into this
show.
NEW HOME FOR GRAVES MUSIC CO.
Prominent Music House of Spokane, Wash.,
Now Settled in New Four-Story Building —
Handsomely Decorated and Well Arranged.
(Special to The Talking Machine World.)
Spokane, Wash., April 7. — One of the finest
music stores in the Pacific Northwest is the new
home of the Graves Music Co. at 149-151 Fourth
street, and to which the company moved this week
from its old quarters at 111 Fourth street. The ar-
rangement of the new store is according to the
ideas of Fred W. Graves, president and manager
of the company, and is up to date in every partic-
ular.
The building contains fdur floors and basement,
with a mezzanine balcony running around the ware-
room floor. On the second floor is a large recital
hall, on the third floor separate parlors for the
player-pianos, as well as the repair department,
and on the top floor the musical merchandise de-
partment with all the instruments displayed in
handsome new cases. The front of the main floor
is devoted to the main warerooms and reception
hall and the back is given over to the talking
machine department and its seven soundproof test-
ing booths, where both Victor and Edison machines
are handled.
The main wareroom is floored with fancy inlaid
marble, with the woodwork in mahogany finish.
On the second floor the large showroom and the
recital hall are finished in Circassian walnut and
the decorations throughout are most elaborate.
The Graves Music Co., which was established in
this city eighteen years ago with limited capital,
now operates large stores both here and in Port-
land.
VISITING NEW YORK.
Russell Hunting, well known in the talking ma-
chine industry in London, England, arrived in New
York last week, it being his first visit to this coun-
try in sixteen years. Mr. Hunting has many friends
here who will be pleased to greet him while in this
countrv.
If you feel that you must go about looking for
trouble, carry a chip on each shoulder. It helps
keep your balance when someone makes a football
of vour head.
The folks who do the least usually complain be-
cause other folks don't do more.
38
THE TALKING MACHINE WORLD.
Columbia profits begin, then they go on.
They never end. There are always
new artists, new records, new sales.
(Write for "Music Money," a book "full of meat" for those Columbia GraptlOptlOIie Company
dealers interested in quick and frequent turnover of capital.) Wool worth Building, New York
REMINISCENCES OF EARLY TALKING MACHINE DAYS.
John H. Bieling, One of the Best Known Recording Artists in the Victor Library Prior
to Becoming Connected with the Sales End of the Business Takes The World Repre-
sentative Back to Early Days in Trade History and Relates Interesting Experiences.
"It certainly is pleasing and gratifying to see the
marvelous development of the talking machine of
to-day as compared to the small and primitive be-
ginning of the work as I knew it twenty-two years
ago," said John H. Bieling, of the sales staff of the
New York Talking Machine Co., 81 Chambers
street, New York, the prominent Victor distributer.
Mr. Bieling, who as one of the best known
recording artists in the Victor library prior to be-
coming connected with the sales end of the busi-
ness, is well qualified to comment on the growth of
the talking machine business, and his reminiscences
which he gave the representative of The World last
week make unusually interesting reading, telling
as they do of the real developments of recording
art.
As told by himself, Mr. Bieling's reminiscences
follow :
Some twenty-two years ago I belonged down in
the old Fourteenth Ward — born and raised there ;
around Spring street and the Bowery. Four of us
fellows used to "barber shop" on a Saturday night
and Sunday, and by constant practice our voices
blended in great shape in the real thing— good, old
fashioned melodies and sentimental ballads. The
quartet at that time was George J. Gaskin, Joe
Riley, Walter Snow and myself. We called it the
Manhasset Quartet.
In 1892 we had been working together about a
year, when one day Gaskin told us about a man
named Emerson who was manager of a concern
over in Newark, N. J., called the United States
Phono Co., who wanted a good quartet to make
some records for him. All of us fellows worked
in the day time and did our quartet work evenings.
I was making stained glass windows at the time
and never thought of making a regular profession
of singing. Gaskin had to do some tall talking to
persuade us to go over to Newark and work till all
hours making these records. I assure you we were
a pretty nervous quartet. The first time we went
there we knew nothing of what was expected of
us, but we took a chance.
Over the ferry, the train brough us into Newark
and Gaskin steered us into a loft over some meat
packing house about 50 by 100 and 20 feet, littered
with machine boxes and barrels in every state of
shipping and handling piled up everywhere. We
at last got ready to make our first record and I
assure you a funny sensation came over all of us.
They had about nine horns all grouped together,
"each one leading to a separate machine connected
with a piece of rubber hose. The operator then
put the soft wax cylinders on the machines and
let the recorder down and then said "All right, go
ahead." I assure you I almost forgot to sing when
I heard the sizzling noise coming out of the horns.
However, we got through with that round fairly
well, considering our nervous state, and after that
we began to make some records and they sounded
pretty good. Well, that was the first time I got
real money for singing and I felt like a millionaire
going home that night. We worked contentedly
along these lines for about a year, in the mean-
time holding down my job at my trade during the
day. All was serene.
When — crash — someone invented a dubbing ma-
chine which meant that they could make any
amount of records from a master record, and we
cculd see fewer engagements coming our way
with this new scheme. It certainly gave us a
shock when we discovered that this new idea
meant that one "Master Record" could be used
to make duplicates until the wax wore out. This
is how it was done: They built a machine with
John H. Bieling.
two mandrels, one under the other; on one they
would put the cylinder with the song on and on
the other a blank cylinder; then start the machine
and throw the sound from one to the other with-
out the services of the quartet. It was tragic, but,
like -all labor-saving devices, it gave birth to a
greater field of work to develop records in. Where
we formerly sang the same song forty times, now
we sang forty different selections, satisfying the
rapidly growing market for "canned music."
By this time our success as a quartet was quite
famous, and we worked for all the record making
companies then doing business. About this time,
say 1895, we used to go over to Philadelphia and
sing about once a month for a man named Ber-
liner, a quiet, modest little German, who had us
work in his little attic workshop and register our
selections on a flat matrix. The machine and disc
were his own ideas and manufacture, and inde-
pendent of any other model then in use, so small
and insignificant was the beginning of the greatest
of all mechanisms in sound reproduction.
About 1896 I decided that I would let stained-
glass work get along without me. I took a chance
on an "artistic career." We sang for years into the
same little old wax cylinders. However, Gaskin
signed an exclusive contract with the Columbia
Co., consequently breaking up the Manhassett
Quartet. Next you find me in a quartet the mem-
bers of which were Harry McDonough, S. H.
Dudley, William F. Hooley and myself.
In 1898 C. G. Child, whom I had met through
singing for Mr. Berliner, got us interested in a
new company being formed, called the Victor
Talking Machine Co. Eldredge R. Johnson was
its founder, and, looking back over the years, in
all seriousness I can say he is the one man re-
sponsible for the present marvelous development
of the Victor talking machine of to-day. His
"vision" and imagination has made possible the
universal appeal of the talking machine and disc
music as rated to-day.
Mr. Child suggested that the quartet contract
to j£ng*' exclusively for the Victor Talking Ma-
chine* Co. This is where the "Hayden Quartet"
swung into line, and along with Caruso and the
other stars, behold us for many years, about fif-
teen to be exact, singing harmoniously together
in every sense of the word for the exclusive use
of the Victor Talking Machine Co.
We went to London in 1902 and showed the
British how to make "real records." For two
months we had a large time as American repre-
sentative singers. The longer I worked for the
Victor Co. the more I became interested in the
machine itself.
It was like getting religion ! You want everyone
else to get the same experience, and so make your-
self the village pest. I talked machines into the
homes of all my neighbors, friends, even the man
I was paying off the mortgage to. By degrees the
selling, or rather distributing, end of the business
got hold of my imagination. Having sung for the
public for twenty odd years, I wanted to make it
my business to see that they all heard what I had
sung. To do that they had to buy a Victor talk-
ing machine, and the managers of the company
seemed to realize that my enthusiasm might be
used in a very practical fashion. So Mr. Child
suggested to A. D. Geissler, vice-president of the
New York Talking Machine Co., that I be put to
work and help tell the folks about the Hayden
Quartet and the only original disc machine. I
am now combining business and pleasure every
day of my life by convincing all that I meet that
it is the only machine to have whereby you get the
exact reproduction as originally made.
Talking machine disc records composed of
vulcanized India rubber were held recently by the
Board of United States General Appraisers to be
properly dutiable under the Tariff act of 1909 at
45 per cent, ad valorem, as parts of talking
machines. The steel points used in talking ma-
chines to reproduce sound were assessed at the
same rate as the discs.
Owing to the famine in Victor records at the
present time, the Victor Co. announced to its trade
last week that its commercial committee had de-
cided to postpone the exchange cut-out of records
until July or August, by which time the company
will be in a better position to take care of it.
THE TALKING MACHINE WORLD.
39
Miss Margaret Woodrow Wilson Listening to Her Own Records.
well evidenced by the following enthusiastic note
written the company under date of March 12 from
the White House :
"The making of records of my voice in your
laboratory has been a unique experience for me
and it will be long before I forget the wonder and
fascination of your process. I consider the Co-
lumbia records to be on the whole the most beauti-
ful I have heard. They are especially remarkable
for their clarity of diction and tone. My own rec-
ords I must frankly say have delighted me."
"Margaret Woodrow Wilson.''
MISS WILSON'S COLUMBIA RECORDS.
Miss Margaret Woodrow Wilson, Eldest
Daughter of President Wilson, Who Is a
Singer of Unusual Attainments, Has Made
Records for the Columbia Record Library
Which Will Be Announced in June.
The Columbia Graphophone Co. closed one of the
most important deals announced in some time when
it completed arrangements last week whereby Miss
Margaret Woodrow Wilson, eldest daughter of the
President of the United States, will record ex-
clusively for the Columbia record library. Miss
Wilson has already visited the Columbia labora-
tories for recording purposes, and her first records,
which will be announced in June, are said to be un-
usually successful, and certain to meet with a
ready sale throughout the country.
That Miss Wilson is a singer of unusual attain-
ment has long been known to her own circle of
acquaintances, as her voice is naturally an organ
of singularly beautiful tone. It has been developed
under the direction of the world's leading teachers
and this training has made Miss Wilson's voice of
exceptional charm and merit.
The Columbia Co. discovered this for itself a
little over two months ago, when it received in-
structions from Miss Wilson to make a limited
number of records of her voice for private dis-
tribution among her friends. The records were
made and the very first samples submitted from
the factory were such a revelation that the com-
pany immediately started negotiations to the end
that it might secure further records for the Co-
lumbia library. Miss Wilson was amenable to the
proposal and the result is the present successful
series of ballad recordings to be placed on sale in
two months.
In the accompanying photograph by Edmonston,
Washington, D. C, Miss Wilson is shown listening
to one of her own records, "The Low-Backed Car,"
through the medium of the Columbia "Grand,"
which is one of Miss Wilson's most favored enter-
tainers when in the privacy of her own home.
Miss Wilson's opinion of Columbia records is
CONTAINS IMPORTANT INFORMATION.
Victor dealers received this week a valuable
instruction book on the repairing of Victor motors
and the Exhibition sound box. This book contains
twelve pages of detailed information relative to
these important parts, mentioning among other
things lubrication, adjustment, how to take down
the motor, examination of parts, how to replace
spring, reassembling, etc. Splendid illustrations
of each repair process accompany the various re-
pair hints.
FIBRE NEEDLE "MASTERPHONE"
Is Appreciated by Record Users, Judging from
Increasing Fame — Its Merits Apparent.
''We are receiving orders for the new fibre needle
'Masterphone' from all parts of the country," said
an officer of the Masterphone Corporation, 187
Broadway, New York. "Although this new model
has only been on the market two months, it is
already proving a strong rival to the steel needle
'Masterphone' from a sales standpoint. All our
dealers are well pleased with the service the 'Mas-
terphone' is rendering, as they state that it in-
creases the clarity of the records, improves the de-
tailed enunciation and adds to the life of the rec-
ord. Its extreme simplicity is also an important
feature in its favor, as the 'Masterphone' requires
no screws or nails for adjustment nor does it
mutilate the machine or sound box in any way."
LYLEARNAULT.
The marriage of Miss Gertrude Lyle, daughter of
George W. Lyle, general manager of the Columbia
Graphophone 'Co., to Richard Arnault was cele
brated Wednesday evening at the Second Reformed
Church, Hackensack, N. J. The wedding was one
of the events of the society season, the officers of
the Columbia Co. and their families being among
the prominent invited guests. Mr. and Mrs. Ar-
nault are at present away on a three weeks' honey-
moon, and upon their return will reside in Bridge-
port, Conn. Mr. Arnault is connected with the
Columbia factories in that city, occupying an im-
portant technical post.
CONTRACTS FORJ>CHOOL OUTFITS.
The educational department of the Columbia
Graphophone Co. was advised this week that it
had been awarded a contract for seven school out-
fits, including seven horn machines and seven
Mobiles, with a large supply of records, for the
public schools of Springfield, Mass.
Many a man muds himself trying to splash his
competitor.
aa— Him iiiiuiniMiiimii1^ ^^t^M^^—
The TRITON Phonograph
Retails at $10
Patents Pending.
At last a real talking machine at a price within reach of all. This
perfect machine is the result of years of experience and experiment in the
manufacture of talking machines. It is as perfect in the reproduction of
records as any high-priced machine. It plays any size of popular disc
Needle Records made for other talking machines.
Every Machine Guaranteed for One Year
Sample machine sent for $10. To secure sample you must enclose check
or P. O. order; money refunded if machine is not satisfactory.
Write for quantity prices.
Town, County and State Agency Given to Live Wires.
TRITON PHONOGRAPH CO., 41 Union Square, NEW YORK, N. Y.
40
THE TALKING MACHINE WORLD.
LIVELY TIMES REPORTED IN THE ST. LOUIS TRADE.
Shortage of Certain Styles of Machines and Records the Only Cloud — New Wholesale
Store for Aeolian Co. Opened — Numerous Recitals Being Given — Columbia Co. to
Remodel Quarters — Piano Dealers Succeed with Talking Machines — New Dealers.
(Special to The Talking Machine World.)
St. Louis, Mo., April 7. — March did not make
the entirely creditable showing in the St. Louis
talking machine business that did the previous two
months of this year. The fault, however, is not
with the dealers, nor the trade, but at the supply
point for goods. There has been a marked short-
age in certain Edison and Victor goods, and a
good many of the dealers have been handicapped
in meeting demands made upon them.
The trade is here, and only the goods are needed
to boost the trade at any time. Dealers are plac-
ing small machines in homes temporarily, to fill the
want of music, until the style of machine the pur-
chaser wants can be obtained. Whenever the sup-
ply is equal to the demand, there will be a rush of
trade in these stores.
Two downtown piano stores now are offering
comparison of the three makes of machines for
prospective customers, and this is proving a lure
to persons who are of even mind after reading the
advertisements of the three chief companies. It
is peculiar, the salesmen say, how the choice falls
first one way and then another under exactly the
same circumstances and with the same records,
and yet each customer leaves the store firmly con-
vinced that he has made the wisest choice.
April opened with the dance records still in
sharp demand, despite the handicap of Lent. The
penitential season, however, has not proved much
of a drawback, and a good many persons who
dropped public or formal invitation dances during
the forty days of mortification did not cut out
the home dances, and this increased demand offset
any lessened- sale of those who gave up all dancing
for the period.
All of the downtown houses were preparing for
the after-opera demand for records of the several
operas to be sung here during the month during
the brief grand opera season.
Harry Levy, talking machine manager at Aeol-
ian Hall, was busy the first of the month opening
his new wholesale store on the sixth floor of the
Furniture Manufacturers' Building at Fourteenth
and Locust streets, where ample space has been
taken for an excellent display of talking machines
for the wholesale trade and for the keeping of the
entire stock of machines and records in compact
form. The Pine street warerooms that have served
this department will be given up.
The old quarters never were entirely satisfac-
tory, because of the crowded condition of the rec-
ord warerooms and the lack of packing space for
machine use. It never has been so that all of the
machines carried in stock could be kept there, and
another wareroom three blocks away was kept for
storage purposes. The office quarters, too, were
not ample for the demands, as only a balcony was
available for this use, and this was not always a
pleasant place to work, especially on hot days,
v/hen breezes were hard to locate. - The greatest
drawback to the new quarters is the distance from
most of the downtown talking machine retail
stores, but this will -be overcome by messenger
service.
The department stores have been making good
use of the talking machines during the past few
weeks in educating the public to the features of
the operas to be sung here this month in the
short grand opera season and, incidentally, planting
in the minds of the people that after they hear
these operas they can obtain the chief parts by in-
vesting a few dollars in records and always have
direct souvenirs of the evening's enjoyment. At
the Vandervoort Salon a member of the symphony
orchestra was engaged to lecture on the operas
and to illustrate his talks with talking machine ren-
dition of the operas. In the Famous & Barr store
special numbers were given, and at the Grand-
Leader there always was opera music before the
visitors.
The F. G. Smith Piano Co. gave a pretentious
recital last month in Bradbury Hall to illustrate
the musical points of the Columbia, which is han-
dled exclusively by that firm.
Preparations are under way by local dealers to
catch the open-air trade that comes with the mo-
tor boat and automobile coming season. These
dealers have educated a part of the public to be-
lieve that an outing outfit is not complete unless
it contains a talking machine with a bundle of rec-
ords. Sales Manager Duffy, of the Columbia, who
has enjoyed a considerable trade of this sort, was
early planting the seeds from which he expected
to reap a harvest later.
Mr. Duffy has discovered an office benefit from
the dance craze. He says that the office force used
to work by grand opera time, but since the tango
records have become about the only kinds that are
being demonstrated in the display rooms everybody
is moving, both at desks and on the floor, to the
time of the new dances, which is about the most
rapid of anything so far as display. "So, you see,
we close sales and get the reports made up in less
time than previously," he said.
The Columbia Co. has continued to enjoy an ex-
cellent trade on the dance records, the supply of
which has been ample for all demands. Also this
company has had a full supply of small machines
that have come into new popularity with the dance
vogue, as a good many persons who have the bet-
ter class of machines buy cheaper ones for garage
and barn dances, and keep them handy with a sup-
ply of the dance records for quick service in any
room where there is space to dance, leaving the
regular machine undisturbed in the music room
or wherever it is kept.
This company is getting ready for the alterations
that are to be made to the warerooms, following
the signing of a new lease for a long term. The
plans are complete and Manager Reid promises a
surprise when his store is made over, both in con-
venience of the working force and for customers.
In looking to the future he is preparing to handle
greatly increased wholesale and retail trade with
less trouble than the present traffic causes. Also he
is planning for the beauty of the warerooms.
C. R. Salmon, the Columbia traveler in Ar-
kansas, Kentucky, Tennessee and southern Mis-
souri, was at the store a few days the first of the
month and reports excellent business in these
States. "The smaller town merchants are begin-
ning to appreciate the talking machine as an easy
money and satisfactory side line," he said.
"Mostly they like to handle our Favorite machine
and find that it suits the purses of their cus-
tomers. You would be surprised if I would show
you the business handled from some stores and
then go down and look at their surroundings. In
most of my territory the country is developing
and the small towns do not make an adequate
showing for their wealth, and the country around
has not yet taken on the settled air. Because of
the undeveloped state of society and the lack of
acquaintance the people like home amusements
and they buy talking machines.
"The company stores, too, are becoming good
customers for talking machines. They send a good
many of them into the coal mining towns and
lumber camps. These orders are chiefly for small
machines, but they order them in bunches and
they are great consumers of popular records. Al-
together this country is coming rapidly, for many
persons who are buying cheap machines to-day are
coming into the market again pretty soon for
better machines."
The Columbia Co. recently placed a stock of
machines with Childs & Anderson at Granite City,
111., a suburb, and these men are creating a sensa-
tion in their merchandising community by their
up-to-date window display and other aggressive
methods of getting business. They like the trade
and have decided to make the best of it in their
thriving, highly paid, industrial community.
The Field-Lippman Piano Stores, the Thiebes
Piano Co., the Concordia Music House, all of
which are prominent firms in Piano Row, are
new retail customers signed by the Columbia Co.
recently. The Field-Lippman and Thiebes firms
also handle Victor and Edison disc lines, and will
place all three lines on display in their talking
machine warerooms for comparison by prospective
customers, which condition is very pleasing to
Manager Reid. Other new houses on the Colum-
bia list are Samuel Block, 3540 Olive street, city;
A. E. Blackmore, Winfield, Mo.; Allen Jewelry
Co., Roodhouse, 111. ; S. G. Smith, Jr., Edwardsville,
111.; D. C. Richards Piano Co, Hot Springs, Ark.;
Phil A. Lehman, 1135 Olive street, city, and George
W. Brown, Hillsboro, 111.
Miss E. Schroeder has been added to the sales
force at the Columbia warerooms. She is experi-
enced in the talking machine line and is the first
woman salesman to be employed in this store, and
is making a record that will make some of the
young men get busy.
General Manager Irby W. Reid is the proudest
man around the Columbia store at present. He was
too busy to talk long and Sales Manager Duffy
explained that Mr. Reid was "doubling business
at home," being the father of twin girls.
How Is Your Supply of
Dance Records?
Let us help you out if the tango craze in your city is so great
that you find it difficult keeping up to the record demand. Stocks
of Edison Cylinder and Victor Disc Records, both Foreign and
Domestic, and as complete as large orders and factory deliveries
can make.
Test Buehn Service on Records
Louis Buehn Philadelphia, Penn.
THE TALKING MACHINE WORLD.
41
At the Edison Shop, as the Silverstone music
warerooms are becoming known, there is much
talk of the fast growing wholesale trade. "Every-
thing with us is going just as fast as 'factory con-
ditions,' as Mr. Dolbeer says, will permit," said
Mr. Silverstone. "We are doing our very best to
keep the stocks of our customers balanced to meet
the trade, but when we have no machines of a cer-
tain style and the factory has none to send us, we
cannot always fill orders 100 per cent.," he added.
Mr. Silverstone has just got through adding
two additional demonstration rooms to his first
floor equipment, making a total of six on this floor,
and now he is figuring on partitioning off a small
concert hall on this floor. He is undecided whether
to disturb the present arrangement or to build this
room on the opposite side of the corridor. The
space to be gained is the chief point. It appears
to have resolved itself into a matter of matching
figures and the size necessary for a satisfactory
jized room into which to take customers. The idea
of the first floor concert room is to accommodate
fifty or fewer persons. Larger parties will be
taken to the second floor, where 100 or more can
be seated.
F. R. Roschle, recently with the Dyer Music
House in Minneapolis, has been made manager of
the wholesale department by Mr. Silverstone.
Several records were made recently at the Sil-
verstone parlors of selections sung by a Miss
Reedy to be sent to the factory for inspection. A
well-known local woman, who was buying records,
remarked to Mr. Silverstone that some of the
operatic airs in the list were not as well sung as a
friend of hers rendered them, and added that she
believed that this friend's voice was peculiarly
adapted to talking machine rendition. Mr. Silver-
stone invited her to bring her friend in. It was
quickly found that she possessed a remarkably ac-
curate voice and handled her music with great
ease. Her voice so greatly impressed the Edison
Shop critics that several records were made, and
it was with no surprise that they learned later that
the young woman had taken voice lessons from an
internationally known teacher, but has strong ob-
jections to singing before an audience.
Some of the new Edison dealers are : E. H.
Bess Hardware Furniture Co., Fredericktown,
Mo. ; Frazier La Belle Music Co., Kansas City,
Mo.; Hurd's Music House, Fulton, Mo.; Homers-
ville Mercantile Co., Homersville, Mo.; W. H.
Moreland, Jr., Metropolis, 111.; A. R. Meyer,
Havana, 111. ; Charles Oldendorg, Mt. Carmel, 111. ;
Lutts & Feeny, Poplar Bluff, Mo. ; H. Schrieber
& Son, Red Bud, 111.; J. C. Witt, Clinton, Mo.;
John N. Taylor, Moberly, Macon and Columbia,
Mo.; C. E. Webber, El Dorado, 111.; W. F. Wall
& Co., Cairo, 111.; Shellack Drug Co., Galena, 111.;
Southern Illinois Music Co., DuQuoin, 111.; C. H.
Selig, Eldorado, 111.
A framed reproduction of Thomas A. Edison's
first patent papers, issued in 1878, have been at-
tracting much attention in the Silverstone Music
Co.'s windows. The drawings have been much
commented upon by those who have investigated
their own machines sufficiently to know the inner
construction.
Fred W. Watson, of Mt. Vernon, 111., and J. H.
Bennett, of Sullivan, Mo., were recent callers at
the Edison headquarters.
MOTORS
10 different models, ready and complete to be fitted
into cabinets. From the cheapest to the best.
E. C. Rauth, secretary of the Koerber-Brenner
Music Co., Victor jobbers, reports an excellent
tone to the trade and that the dance craze is
reaching out into the rural highways and byways
and after Easter he expects a great country de-
mand for the new records.
"In general terms," he said, "the business is just
as good as it can be. If we had more business I
hardly know what we would do with it. We are
opening fine new accounts without trouble and all
of our retailers are putting their best efforts into
the work."
Recently the Koerber-Brenner Co. has been is-
suing to its customers suggestions for window dis-
plays and for keeping record stocks in shape, sug-
gestions that go to make more and easier business
and increased profits through less waste. One very
popular move on its part has been to supply to
small dealers at cost a record rack that will keep
its records out of the dust and from coming into
contact with each other in a way thit is likely to
cause damage. "The keeping of the record stock
is the hardest trial to the small dealer," said Mr.
Roth, "and I have found that suggestions and con-
veniences for lessening this part of the work are
gratefully received by all of the dealers. Our
rack saves them loss and time and is an aid in
keeping the stock complete. The handling of the
small dealers is, perhaps, the hardest task the job-
ber has, but their combined orders make a large
bulk of business."
A new device on sale at the Koerber-Brenner
warerooms is a metal rack made by the St. Louis
Multiplex Co. for displaying a year's issue of the
Victor monthly bulletins. It fastens to the wall
and when closed occupies very little more space
than one record sheet and opened displays two
sheets, but can be opened like a book to show any
one of the twelve months' sheets at a moment's
notice. It is proving very popular with that part
of the trade that has seen it, as the lists are kept
clean and always are available to customers and
sales force.
The adjustable soundproof demonstration room
shown in the Koerber-Brenner warerooms also is
proving very popular. The dealer can buy in sec-
tions any sized room he wants and can adjust it
at times to meet other mercantile demands on his
store room, having it larger or smaller as he
wishes.
BALTIMORE TRADE VERY ACTIVE.
Slump in Some Lines of Business Does
Affect Talking Machine Men — General
provement in Sales Volumes Reported.
Not
Im-
(Special to The Talking Machine World.)
Baltimore, Md., April 10.— The talking machine
dealers in- this city and surrounding territory cer-
tainly have their rabbit feet working overtime
these days ; for, while persons engaged in many
other lines of business are kicking about the slow-
ness of business, these dealers of the Victors, Co-
lumbias and Edisons continue to plug away with
exceptionally fine results. There is no letup in
the claims made ever since the beginning of last
fall that every month shows a better volume of
business than the month previous. The same thing
is the case with reports coming in concerning the
March business.
The slate on the wall back of the desk of Man-
ager S. A. Dennison, of the Columbia Phonograph
Co. branch, is still holding up its reputation as a
barometer of good luck, for this month the state-
ment is just as encouraging as it has been for
many months past. It shows that the Columbias
have had a good demand and that the records have
also been very popular.
W. C. Roberts, manager of E. F. Droop & Sons
Co., simply sits back at his desk and wears the
smile that won't come off. He explains local con-
ditions by saying that he will be perfectly satis-
fied if business continues to boom the way it has
for the past several months. The firm had a splen-
did Victor and Edison month.
The department stores report that their talking
TRIUMPH0N CO., Ltd.
ESTABLISHED 1884
Berlin, S. W., 4T/5
MANUFACTURERS
OF ALL ACCESSORIES SUCH AS
SOUND BOXES
for Gramophone or Edison Cut Records.
First-class workmanship.
machine departments are among the best paying
ones. Both Hochschild & Kohn and Stewart &
Co. make fine reports for March.
The Kunkel Piano Co., who handle the Victor
and Edison lines, has had a good month. This
firm is boosting the talking machine end of the
business for all it is worth, with very satisfactory
results. The firm has a most elaborate Easter
window display, consisting of Victor and Edison
machines and records arranged most artistically,
intermingled with streamers of purple and white.
The Fink Talking Machine Co. is also keeping
up with the band wagon and report many good
sales for March.
DEVELOPING FOREIGN TRADE.
Victor Literature That Will Stimulate Interest
in This Branch of the Business.
The Victor Co. sent out to its trade recently
its usual list of well-conceived publicity, including
the April supplement, two hangers for this sup-
plement, copies of the April magazine advertising
and supplements of new German, Italian, Swedish,
Norwegian and Polish records.
These foreign record supplements are very valu-
able to the Victor dealer, as this division of the
talking machine business is fast assuming impos-
ing proportions in sections of the country which
never recognized the possibilities of this field until
a year ago. Many Victor dealers have assigned
one salesman to devote ' himself exclusively to the
development of foreign record trade, believing that
this is the logical way of increasing a profitable
division of their record business.
DANCE CRAZE BOOMS RECORD SALES
J. J. Black, manager of the talking machine de-
partment of the Wiley B. Allen Co., San Francisco,
says the dance craze is the most important influence
for the stimulation of the record business, and he
does not consider the craze at its height yet. He
says business has been fully normal the past month,
with $100 and $150 Victor Victrolas in good demand.
11 -fc
TONE ARMS
40 DIFFERENT
MODELS
COMPLETE TALKING MACHINES
For Horn and Hornless Machines.
To fit all size cabinets.
WITH AND WITH-
OUT HORN
Apply for Catalogues
PiCCOlO t 2 complete Talking
^^^^^^ Machine. Easily to be
carried like a portmanteau. Most suit-
able for picnic or rover parties in sum-
mer, and easily carried to social gather-
ings in winter. Plays 12-inch records.
Is not a toy. Weight without records
only 5 kg. Measurements: Ilxl3%x7^
inches.
Special Motors
HYDRA SYSTEM
Single and double spring, 6
different models. Are the only
existing construction which al-
lows the exchanging of the spring
and spring case without taking
the motor out of the cabinet.
After loosening one nut, a child
is able to replace any defective
spring or springbox within 20
seconds.
42
THE TALKING MACHINE WORLD.
TO DISCUSS ANTITRUST BILLS.
Retailers in All Lines of Trade Interested in
Meeting to Consider New Legislation, In-
cluding the One-Price Plan of Merchandis-
ing— John G. Bremner Member of the Com-
mittee of Local Retail Merchants.
Retailers in all lines of trade are displaying much
interest in a mass meeting to be held here in the
near future to discuss the relation of the dealer to
pending anti-trust legislation at Washington in-
cluding the proposed one price to all plan of mer-
chandising and kindred issues. The committee
for promotion of the interests of retail merchants,
which was organized at a meeting held last week
in New York in the assembly room of the Fifth
Avenue building, has not set a definite date for the
demonstration, but it is supposed that the meeting-
will take place on April 24. Francis L. Plummer,
169 West Seventy-eighth street, New York, is sec-
retary of the committee.
W. G. Anderson, well known in retail circles and
a member of the faculty of the Brooklyn College
of Pharmacy, was chosen as chairman of the com-
mittee, the other members being John G. Bremner,
president Eastern Talking Machine Dealers' Asso-
ciation; Nicholas Ehrlich, president Independent
Retail Tobacconists' Association of America; Al-
fred D. Woodruff, manager Food Supply Store,
New York Association for Improving the Condi-
tion of the Poor; Carl E. Ackerson, representing
the Photographic Dealers' Association of America;
R. J. Atkinson, president Brooklyn Hardware Deal-
ers' Association ; J. M. Kohlmeier, Hardware and
Supply Dealers' Association of Manhattan and
Bronx Boroughs, Inc. ; Caswell A. Mayo, secretary-
treasurer New York Pharmaceutical Conference.
Representatives of other trades will be added tQ
the committee.
It is understood the tentative list of speakers in-
cludes well-known public men and trade authori-
ties of national reputation. The plan of the com-
mittee is to encourage similar gatherings all over
the country for the purpose of bringing retail deal-
ers in closer touch with legislative matters that
concern them vitally. It is pointed out that some
lines of trade have displayed apathy in past years,
but that there is now a notable tendency of re-
tailers everywhere to assert their influence. It is
pointed out further that the retail population of
the country, together with those depending on them
for support, equals one-tenth of the nation's total
population. The retailer's voice, according to the
committee, should command a corresponding degree
of attention in State and national legislature. The
main purpose of the meeting therefore will be to
increase respect for the dealer as an important
element of society.
NEW CONCERN IN PITTSBURGH.
Liberty Talking Machine Shop Opens in Cen-
tral Business District.
BETRAYING CREDIT INFORMATION.
Violations of Trust Properly Condemned by a
Writer in the New York Times — Confi-
dence Should Be Preserved If There Is to Be
an Interchange of Views.
Although credit men have repeatedly emphasized
the duty of preserving confidences where credit
information is given or obtained, violations of this
trust crop up from time to time that lead to very
unpleasant results. While it is necessary for a
house, which has been asked to extend a line of
credit, to know how an account is checked by
other concerns, it is considered an unpardonable
breach of confidence to turn over such informa-
tion to the prospective customer. An instance is
being related in the trade at present where an
investigator violated the trust imposed upon him
in this manner, and it is doubtful if he or his
house will receive in the future the information
they desire from the parties they offended. It is
the general sentiment in credit circles that a
breach of this kind deserves drastic treatment.
(Special to The Talking Machine World.)
Pittsburgh, Pa., April 7. — The Liberty Talking
Machine Shop is the name of a new store opened
at 819 Liberty avenue
April 1. The Victor
Victrolas are handled
exclusively. This store
is a part of the build-
ing occupied by the
Greater Pittsburgh
Piano Co.
J. E. Hornberger is
the manager of the new
store. Mr. Hornberger
was formerly connected
with the Pittsburgh
store of McCreery &
Co. as manager of the
talking machine depart-
J. E. Hornberger. ment; was also manager
of the Talking Machine Shop in the Jenkins
Arcade Building and, until assuming this position,
was special representative of the W. F. Frederick
Co. talking machine department.
ENLARGING "TALKER" DEPARTMENT.
The Haverty . Furniture Co., Savannah, Ga.,
which has been a very successful Columbia dealer
for several years, is enlarging its talking machine
warerooms and constructing six new demonstra-
tion booths. These improved show rooms will be
decorated and furnished in an attractive manner.
REPORTS HEAVY VICTOR TRADE.
(Special to The Talking Machine World.)
San Francisco, Cal., April 4 — A. G. Mc-
Carthy, of Sherman, Clay & Co., reports a
very good month's Victor business, both whole-
sale and retail, the books showing a substan-
tial increase over the corresponding period of last
year. The company has its new music room on
the eighth floor of the building ready for use now,
and a Victor Victrola forms a part of the furnish-
ings. This room is said to be the most elaborate
room of its kind in any music store in the coun-
try, and fully as nicely carried out in design and
furnishings as the music room in any home in this
vicinity. A better setting cannot be imagined for
the demonstration of a Victor Victrola.
Victrolas and Record Stocks Short
Be just to yourself and your customers
You owe it to yourself and your customers to give us a trial
at filling your orders before you lose a sale by telling them
that you "haven't got it and can't get it."
We cannot truthfully boast
about the completeness of machine and record stocks; never-
theless you can get from us certain types of machines and
many selections of records that are not to be gotten elsewhere.
New numbers are coming in daily.
TAKE NOTHING FOR GRANTED UNTIL YOU HAVE TRIED
BENJ. SWITKY.
Distributor NEW YORK, N. Y.
THE TALKING MACHINE WORLD.
43
SUPERVISING DANCE RECORDS.
Illustration of the Manner in Which G. Hep-
burn Wilson, Dance Expert, Insures the Ac-
curacy of the Columbia Dance Records Dur-
ing the Actual Recording by Dancing Be-
fore the Orchestra to Indicate Tempo.
The accompanying photograph, taken recently in
the local laboratory of the Columbia Graphophone
Co., gives an excellent idea of the detailed super-
vision which characterizes the production of Co-
lumbia dance records. As announced in the col-
ums of The World some time since, all Columbia
records intended for dancing purposes are manu-
factured under the personal supervision of G. Hep-
to one of the Columbia Co.'s new dance numbers,
accompanied by one of his star teachers.
"The supervision of Columbia dance records by
Mr. Wilson is far more than a mere formality and
a stereotyped O. K.," said a member of the Colum-
bia recording staff. "When dance records are to
be made at our laboratory, G. Hepburn Wilson
brings along two dancers from his corps of in-
structors and when Charles Prince and his band
start to play the dancers start to dance. As expert
dancers, they are, of course, sensitive, to every
detail of rhythm and if it is not absolutely as it
should be — they stop dancing. That brings the
band to an abrupt halt. The fault is discussed
and corrected and the record is begun all over
G. Hepburn Wilson Dancing for Columbia Record Makers.
burn Wilson, M. R., one of the company's leading
interpreters of the modern dance, and conducting
a number of successful dancing schools in the
most fashionable sections of the city. His corps
of teachers are skilled in all the intricacies and
finer points of the modern dances, and in the il-
lustration herewith Mr. Wilson is shown dancing
again. This procedure is followed until the en-
tire record has been played absolutely right.
"A few days later a sample record is sent to
the laboratory from our factory. Again Mr. Wil-
son is called in, and if, after listening, he is satis-
fied, he O. K.'s it; otherwise the record is con-
demned and destroyed."
THE HUMES CO. TO REMOVE.
Well-Known and Successful Concern in Co-
lumbus, Ga., to Have Handsome New Building.
(Special to The t alking Machine World.)
Columbus, Ga., April 7.— The Humes Music
Co., at present located at 1127 Broad street, this
city, will shortly occupy the new Illges Building
now being completed at 1032 Broad street, and
which is especially designed to meet the require-
ments of the business of the company. The vari-
ous floors of the building are fitted up with a series
of soundproof demonstration booths for pianos,
player-pianos and Victrolas and an electric ele-
vator serves to connect the floors for the conve-
nience of customers.
The Humes Music Co. has had a most success-
ful career in the local field since its establishment
in 1908. In addition to several prominent makes
of pianos and player-pianos, making up a regular
stock of over eighty instruments on the wareroom
floors, the company also handles the Victor Vic-
trola with marked success.
A COMPLIMENT.
Mark Hambourg, the pianist, tells in the Strand
Magazine of an incident that happened to him
when he was a visitor at the house of a friend.
He was practising away for all he was worth
when a woman friend of his hostess called and
was shown into the adjoining room. The visitor
listened to Mr. Hambourg's playing for a few mo-
ments, and then remarked, with a seraphic smile :
"Why, Mrs. Blank, how your little girl is improv-
ing on the piano !"
CONDITIONS INJTHE TWIN CITIES.
Talking Machines and Records Apparently On
the High Wave of Popularity in That Sec-
tion of the Northwest — New Departments
Making Good — L. H. Lucker Home from
Visit to Edison Factories — News of Moment.
(Special to The Talking Machine World.)
Minneapolis and St. Paul, Minn.. April 8. —
Dealers in all classes of machines for reproducing
sound are on the crest of a wave of prosperity —
at least they all speak in superlatives when dis-
cussing trade conditions, and as they are honest
men business must be good. The department
stores may have cut into their legitimate trade
somewhat, but whether or not this competition has
effected the business of the straight talking ma-
chine merchants the latter are not grumbling.
The piano men who have talking machine and
phonograph adjuncts are very pleased for the
side line is paying the expenses, and in some in-
stances are running a neck and neck race with the
piano departments for supremacy.
The Talking Machine Co., Archie Matheis man-
ager, is finding itself in clover with business on
the increase, March returns far in excess of those
of March, 1913, and prospects rosy. The house
is giving special recitals as a prelude to the grand
opera season, and finds much interest shown there-
in. The aftermath unquestionably will be run on
records.
The department stores, two in Minneapolis and
one in St. Paul, which recently established talk-
ing machine departments, report a satisfactory
volume of business from an experimental stand-
point.
Columbia stores continue to do a pleasing busi-
ness, both in Minneapolis and St. Paul, and also
in the rural sections. The new $100 machine
seems to be the favorite, and these go about
as fast as they can be obtained. Most of the
soloists in the grand opera season are Columbia
artists, and naturally the Columbia records will
be in demand for some lime, both before and
after.
Laurence H. Lucker, of the Minnesota Phono-
graph Co., returned Saturday from a visit to the
factories and headquarters of the Edison Co.
He made' arrangements that will expedite the fill-
ing of orders for his house. His complaints for
some months have been that he was unable to ob-
tain goods in sufficient quantities to keep pace
with the demand, and that the trade suffered
materially in March on this account.
"Shipments will be coming more rapidly from
now on," declared Mr. Lucker. "We received a
whole carload to-day, but nearly all had been or-
dered previously, but other shipments are coming.
This is imperative in a way, as we have estab-
lished a large number of Edison agencies through-
out the Northwest and must have the goods, and
particularly the records."
Clark & Co., well-known book sellers and office
outfitters, Vicksburg, Miss., have secured the agency
for the Edison disc phonographs and have opened
up very attractive quarters in that city.
R
ECORD FANS FOR SUMMER SALES
FAN COUPON
Please send us at once a sample of
your Record Fan.
Name
Address
Any talking machine dealer who realty wants to boost
his summer business will meet with great results thru
the use of our RECORD FANS. The price is so low
and the goods so great that you will all want to buy
before it's too late.
THE RECORD FAN AND CALENDAR CO.
118 Asylum Street
HARTFORD, CONN.
44
THE TALKING MACHINE WORLD.
Vernon Castle recommends Columbia
dance records. He says:
"I want to congratulate you on the excellent dance records you have
recently issued; they are the best I have heard. I am using a Columbia
"Grand" Grafonola and Columbia records at Castle House where they are
attracting extraordinary attention. The records are played in perfect dance
time and are frequently encored by our patrons."
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woo I ivor th Building, New York
DETROIT PIANO DEALERS TAKE ON TALKING MACHINES.
Frank J. Bayley to Handle the Edison Line and Ruediasale Co. Opens Columbia Depart-
ment— Talking of Organizing Local Talking Machine Association to Check Numer-
ous Trade Evils — Previous Attempt Failed — Dealers Finding That Service Pays.
(Special to The Talking Machine World.)
Detroit, Mich., April 8. — Two more Detroit
piano dealers have taken on talking machines this
month. They are Frank J. Bayley, who is presi-
dent of the Detroit Music Trades Association, and
the William J. Ruediasale Piano Co., which has a
large store at Gratiot and Van Dyke, in the rap-
idly growing East End.
Mr. Bayley is. handling the Edison. He will put
in the full line as soon as the jobbers can furnish
him the instruments.
"I think the talking machine business is a very
good business to engage in," he said. "I have
seen stores that have started in a modest way
grow until they are larger than many piano stores.
While I do not intend to let the talking machine
business curtail our piano business, 1 do intend to
develop the talking machine end as far and as
fast as it will grow."
The Ruediasale Co. has taken the Columbia,
ordering several hundred dollars worth of the
Grafonolas and records to start with. The store
is a large and well located one, in a district well
adapted to the sale of talking machines, and par-
ticularly to the sale of records. S. E. Lind, city
sales manager of the Columbia branch store,
always impresses upon the dealers in the outlying
districts the advisability of carrying as complete
a line of records as facilities will permit, because
the sale of machines means a constant demand for
records, and if the suburban dealer has a good
stock patrons will not take the trouble to go down-
town to buy.
There is a movement on foot among the Detroit
talking machine houses to organize a trade asso-
ciation. It germinated in the agreement made last
fall to charge interest on instalment sales. That
agreement has brought much benefit and much
profit to the dealers, and has given them an in-
sight into what can be accomplished by concerted
action.
An attempt was made about five years ago to
form an association. It looked like a success for
a few minutes, officers being elected and dues
being paid in. Nearly every dealer in the city was
represented. But when it came to the matter of
rules and by-laws, the association split on the
proposition of the establishment of two prices, the
regular price for cash and a higher one on instal-
ments. That was long before the interest arrange-
ment went into effect. The latter agreement re-
moves the necessity for a double price. And the
dealers discern that there are several other matters
which would make an association a valuable ad-
junct to the business and a benefit to all members.
For one thing, the people who manage to have
talking machines, or new records, in their homes
most of the time without paying a dollar, could
be checkmated. Records kept by some of the deal-
ers show that nine out of ten people who desire
to have talking machines sent to their homes on
approval fail to buy. They simply considered that
a good way to obtain a machine for some enter-
tainment without expense.
Other people, who own machines, ask to have
new records sent to them on approval. Some of
them manage to hang onto them for a week, and
then . return them all as unsatisfactory. In the
interim they have played them until they are tired
of them. Next month they play the same trick on
some other dealer. There are so many dealers in
the city now that they can keep the game going
indefinitely.
If there was an association such grafters could
be listed with the secretary. There would be no
black list, no telling by one dealer to another that
So-and-So was not exactly square in his dealings
and thus cause danger. The names simply could
be listed with the secretary, and when a dealer
wanted to be protected he could go and examine
the list.
That would be of double benefit. It not only
would prevent the losses incident to such opera-
tions, but, with their free supply cut off, the
grafters would be compelled to buy.
A monthly banquet and an exchange of ideas
and experiences also would be of much benefit to
the members: The talking machine dealers of
Detroit are on very friendly terms with each other,
though keen competitors. They speak well of
each other and of each others goods and business
methods, and it seems as though such banquets
could not help but be amicable and productive of
still better feeling and still better success.
In every business there are some chronic "out-
siders"; objectors to everything and anything that
others may propose. But in such an association
as the talking machine dealers have in mind the
membership of all dealers would not be necessary
to make it a success. It would be a sort of mutual
benefit association. The only ones to lose anything
if some dealers remained aloof would be the ones
who remained aloof.
Business is still good. Every month shows an
increase over the previous month and a bigger in-
crease over the corresponding month of last year.
Selling service as well as the machines is be-
coming a policy of nearly all the dealers. They
find that it pays. It means not only pleasing a cus-
tomer when he buys a machine and some records,
but keeping him pleased and therefore naturally
keeping him as a customer. If some little thing
goes wrong -with a machine a man is sent out to
fix it. If certain records are not satisfactory, and
a good, legitimate reason is given for their not
being satisfactory, the party is given his choice of
new records or a return of his money. Almost
any man knows when he is being treated liberally
and will return there for more of the same.
Service in records consists principally in having
the records the people want when they want them.
The stores which carry everything get new cus-
tomers for records almost daily — people who have
had machines for some time, but have not been
able to get all they desired in the way of records
at the places they bought the machines. Of course,
having once located an unabridged stock of rec-
ords, they become permanent patrons of it.
K. M. Johns, manager of the Detroit branch of
the Columbia Co., has the sincere sympathy of the
trade this week on the death of Mrs. Johns. He
has not been at his desk for several days.
MORTIMER D. EASTON TO MARRY.
The engagement was announced on Sunday of
Mortimer D. Easton, son of Edward D. Easton,
president of the Columbia Graphophone Co., to
Miss Marie Rankin, a prominent society belle of
Goshen, N. Y. No date has been set for the wed-
ding. On the same day the engagement of Miss
Helen Easton, a daughter of President Easton,
to Morris M. Munton, Trenton, N. J., was also
announced.
Mortimer D. Easton has been connected -with
the Columbia Co. for a number of years, having
achieved a pleasing success as road ambassador
for the Dictaphone Department in both domestic
and export territories. Mr. Easton is at present a
member of the Columbia Co.'s advertising depart-
ment, where he is acquiring a detailed knowledge
of this important branch of the business.
Isaac Lesem, talking machine and musical mer-
chandise dealer, Kansas City, Mo., has filed a peti-
tion in bankruptcy with liabilities of $4,100 and
assets of
The world is pretty full of men who hand out a
five-cent cigar expecting a $50 favor in return.
But you don't need to give up smoking on that
account.
PHONOGRAPHISCHE
ZEITSCHRIFT
BERLIN W. 30, GERMANY
The oldest and most up-to-
date trade paper covering the
talking machine line published in
the German Language.
PUBLISHED WEEKLY. FOUNDED 1900
Circulates all over the world.
SPECIAL EXPORT NUMBERS
appear in four different languages at
regular intervals.
Subscriptions for this talking ma-
chine publication 10 Marks yearly.
Sample copies sent free.
THE TALKING MACHINE WORLD.
45
2 GRESHAM BUILDING, BASI NGH ALL STREET E. C., LONDON, W. LIONEL STURDY, MANAGER.
Trade Generally in Very Fair Shape — Credit
Situation Far from Being Satisfactory —
Blamed by Many on the Flood of Cheap Rec-
ords— Spring Leipzig Messe Very Success-
ful— Some of the Exhibitors — Music Pub-
lishers Making Own Records — Copyright So-
cieties Active in Protecting Interests of
Members — Some Recent Cases — Operatic
Records in Increasing Demand — Latest In-
strument on the Market — Some of the Recent
Record Issues — Pathe Freres Win in Horn-
less Machine Patent Suit — To Mark British
Origin of Goods — General' News of Month.
(Special to The Talking Machine World.)
London, E. C, April 6. — Trade in this country
continues to make a very fair showing, period con-
sidered, although as may be expected, retail sales
have a tendency to decline in volume as the summer
approaches. Traders, however, profess themselves
well satisfied with the spring business and are op-
timistic regarding future prospects. This is all
very well in its way, but when one considers the
conditions of gramophone commerce to-day, more
especially from the financial viewpoint, things do
not appear so bright as collective party opinion
would have us believe. Take, for instance, the
position of credit. I have made special inquiry
among those who can speak with authority, and
almost without exception they have a deplorable
tale to tell. "Credit in England," said the cashier of
a large house, "is akin almost to philanthrophy. At
the present moment we have outstanding many
thousands of pounds approximating in the neigh-
borhood of 40 per cent, of our annual turnover.
This is a very serious item in relation to profits,
and as you may imagine, causes us not a little
anxiety. Only a small percentage of dealers pay
at thirty days; the average credit period taken is
anywhere between six and nine months, and even
longer if bills are obtainable."
Replying to a query, my informant assured me
that the practice of passing bills for discounting
was a growing evil in the gramophone trade, and
it made a big inroad into profit which manufac-
turers could not really afford. One specialty
maker with whom I conversed spoke very pessi-
mistically of the question. He said : "I am about
to finish up with dealers altogether, for they do
not pay. They want nine or twelve months' credit
and I cannot afford to give it, therefore I will
endeavor to conduct my business direct with the
public."
Several others assert that since the advent of
cheap records credit conditions have become in-
creasingly worse because these records are in
themselves not profitable to handle and they have
seriously reduced the sales of higher-priced discs.
In this view there is unfortunately much truth, and
it is frankly endorsed by more than one manu-
facturer of this class of record. I even heard of
one large company who, more as a test than any-
thing else, perhaps, actually offered their agents
a special 10 per cent, discount above the usual
terms for prompt monthly payment. It may be
accepted as a significant index of conditions in
this market that not five per cent, took advantage
of this generous offer. A well-known fact, too,
is that another very big concern has on its books
debits against dealers to the extent of some-
thing like £60,000. Undoubtedly a goodly per-
centage of this money is safe, but conditions which
allow of such enormous credit are obviously com-
mercially unsound. What we need is a central
bureau under the control of all the leading gram-
ophone companies, where may be blacklisted the
names of dealers who systematically shirk their
monetary obligations. A plan along these lines
would soon bring them to book or force them to
suspend in favor of more responsible traders.
Spring Leipzig Messe a Big Success.
There is a good deal of sentiment attaching to
a visit to the Leipzig Fair, and, from the talking
machine point of view, not a little habit. It is
customary for many of the leading members of the
trade to make this pilgrimage every year in the
hope of finding something new, but the trade has
now developed to such an extent that the chances
of so doing become fewer and fewer with each
recurring season.
Anything really good and new in this year of
grace finds its way to London as quickly as it does
to Leipzig, so that even the stay-at-home British
trader generally has an equally good chance as
does he who goes to Leipzig.
There is, however, this distinct advantage in
going — one is enabled to see practically side by
side all the novelties that there may be and thus,
with the aid of the direct comparison, form a
more satisfactory conclusion as to the merits or
demerits of each article. All this is preliminary
to stating that there was really nothing of prac-
tical interest to be seen this year, outside of course
what may be termed novelties.
Lindstrom & Co., for example, were showing
an exceptionally ingenious automatic machine in
which every process, including the changing of
the record and needle was carried out mechanically.
This remarkable cabinet instrument is well called
"The Miracle." It is described as automatically
playing any record from a selection of ten without
touching the record or sound box. There are ten
records, placed in a moving platform. All that the
person desirous of hearing a tune has to do is to
put the indicator at the selection of his fancy, place
a penny in the slot', or touch the stop or start lever,
and the instrument will do the rest — that is to say,
it will automatically put a needle in the sound-box.
bring the record up to the turntable, play the rec-
ord through, return the record to its original place
after being played, and throw out the old needle.
This instrument, it is said, is so wonderfully con-
structed that it is practically "fool-proof." A
penny cannot be put in the slot until the tunc is
finished. "The Miracle" was very much admired
by all who saw it. and I am given to understand
that large orders have already been booked in
Germany for this article.
The Beka Co. obviously intends to enter into
serious competition with the phono-cut manufac-
turers, as they were showing a new record of the
ordinary phono-cut type which is shortly to appear
on the market.
The Beka Record Co.'s exhibits also included
a new model called the "Perplex." which by means
of a cleverly arranged mechanism can be adapted
STROH VIOLS
VIOLIN, VIOLA, ETC.
The mellow and matured tone of these
instruments, which are constructed largely
of aluminum, yet possess none of the
characteristics of the gramo-
phone or wind instrument, is
only one of its many points
which are fully set out in an
illustrated booklet which will
be mailed free on request to
String Fiddle the sole makers.
GEO. EVANS
& CO 94 Albany St'
London, Eng.
OR
in U. S. A. to their sole repre-
sentatives
Oliver Ditson Co.
150 Tremont Street
BOSTON
NEW YORK and PHILADELPHIA
Violin
into a sideboard. The Odeon people were show-
ing an apparatus in the style of an elegant side-
board.
Attention was centered upon the Zonophone ex-
hibit of a new kind of instrument in the form of
a miniature piano which attracted much favorable
comment.
The Industria Blechwaren Fabrik exhibited a
new design of iron horn, very similar in shape to
the well-known Music Master Wood Horn and
enameled to imitate wood. Metal cabinets were
' another novelty exhibited by this go-ahead con-
cern, various designs for hornless and ordinary
horn models being on view.
The ingenuity of German manufacturers is
strikingly exemplified in the exhibit of Messrs. F.
A. Anger & Sohn, Johstadt Sachsen, who are ex-
hibiting an extensive range of disc record cabi-
nets ; among the many attractive designs shown,
one in particular having a roll top front with a
removable record holder, attracted considerable at-
tention.
Great interest was taken in the National Gramo-
phone Co.'s complete exhibit of their Marathon
instruments and records at 41 Peterstrasse
(Clemens Humann). These fine products are
more or less new to Continental traders, and to
say they met with keen approval gives but a faint
idea of the extraordinary interest displayed.
Other exhibits included excellent displays Of
gramophone parts and accessories by German,
French and Swiss manufacturers, and in addition
there were to be noticed representative exhibits of
complete instruments, tone-arms, motors, horns,
sound boxes, cabinets, needles and records, etc.
The business at the Fair this year is said to have
been in every way highly satisfactory. Buyers
were present from- all parts of the world, an es-
pecially strong contingent being present from
England. A list of English visitors appeared in
my last report.
Another Important Copyright Case.
Tn protection of their interests the members of
Copyright Societies must be expending quite an
amount of money of late. The case reported last
month resulted in costs and fines against an in-
fringer of certain copyright works, and now we
have another case where infringement of copy-
right is alleged. As reported in the newspapers,
summonses were taken out at the instance of
Frank Mabe, an inspector of the Mechanical Copy-
right Licensees Co., Ltd., against William Jennings,
trading as the Runwell Cycle Co., 16 Great East-
ern street ; Blum & Co., Ltd., Old street, and W.
H. Reynolds, Ltd., 95 Great Eastern street, Lon-
don. There were four summonses against each
defendant for "unlawfully and knowingly offering
for sale an infringing copy of a copyright work,
contrary to the provisions of the Copyright Act,
1911," and the dates of the offences were given
as the 5th, 6th and 7th of March. H. Houston,
barrister, appeared to support the summonses.
Travers Humphreys appeared for Mr. Jennings.
A. Richardson defended Blum & Co. The subjects
of the summonses were gramophone records of
"The Gondoliers," "The Pipes of Pan," "Onward,
Christian Soldiers," "The Lost Chord" and "Your
Eyes Have Told Me So." In opening the case Mr.
Houston said he should like to read .the particular
section (Section XI.) of the Act, which bore di-
rectly on the point, the wording of which ran,
"If any person knowingly sells or offers for sale
or hire any such copy of a copyright work, he
shall be liable to a penalty not exceeding 40s. for
a single offence or not exceeding £50 for any one
transaction."
Mr. Biron: It does not mention gramophone
records.
Travers Humphreys : There is no point raised
as to that.
Frank Mabe said he was an inspector employed
(Continued on page 46.)
46
THE TALKING MACHINE WORLD.
FROM OUR LONDON HEADQUARTERS— (Continued from page 45).
by the Mechanical Copyright Licensees Co., Ltd.,
of 27 Regent street. In accordance with his in-
structions, he called at 16 Great Eastern street
on March 5 and there obtained a catalog of gram-
ophone records. He found the said catalog con-
tained titles of various works in which copyright
subsisted and in which his association had an in-
terest. He still had that catalog in his possession.
In pursuance of the offer contained in the catalog
he attended at 16 Great Eastern street on the fol-
lowing day and purchased three gramophone rec-
ords, entitled "The Gondoliers," "The Pipes of
Pan" (erroneously printed on the record as "The
Pipers of Pan") and "Your Eyes Have Told Me
So," which were numbered 14, 35 and 43 in de-
fendant's catalog. He examined the records and
found there was no "royalty" stamp on any one
of them. He produced the invoice showing the
purchase.
Cross-examined by Travers Humphreys, witness
said there was nothing on the records in question
to show they were the subjects of copyright. On
one of the records the title was printed "The
Pipers of Pan."
Travers Humphreys : That is a mistake, ob-
viously.
Continuing his replies, witness said he knew the
songs in question were the subjects of copyright,
because his association acted for the composers.
It sometimes happened that more than one person
claimed the copyright in a song. He did not think
that defendant personally acted as salesman dur-
ing the purchases in question.
Travers Humphreys said he had not yet heard
that the songs in question were the subject of
copyright.
Mr. Houston: I have two certificates of copy-
right here, and they are evidence under the Act of
1842. "The Pipes of Pan" has been composed
since, and we have not the certificate for that.
Section 6 of the Act, sub-section 3, deals with the
evidence of copyright. It says that "in any action
for infringement the work shall be presumed to
be "
Travers Humphreys : This is not an action.
Mr. Biron said he did not think the reference
applied. He supposed there was some record kept
of copyrights.
Mr. Houston said he could get certificates, but
for that purpose he would have to ask for an ad-
journment.
Travers Humphreys : I wish him to satisfy us
that these certificates are evidence. The Act of
1842 has been repealed.
After other members of the trade, including
■Sir Edward Elgar, had given evidence, Mr. Biron
said that at present there was no evidence before
him, and perhaps an adjournment would be advis-
able.
Defendant : I wish the case disposed of. I have
an indemnity against any action, and I do not
want to waste my time.
Mr. Biron : I do not think I can deal with the
case at all as there is no evidence, but I shall con-
sider this on the question of costs on the next
occasion.
The further hearing was adjourned.
During the hearing of these summonses, some
interesting points in regard to the scope of the
copyright act were brought to light. Emphasis
was placed upon the fact that the onus of putting
copyright stamps on records rests with the record
manufacturers, and a dealer cannot therefore be
convicted of selling a record without a stamp
thereon unless he does so "knowingly." Another
matter mentioned by counsel and endorsed by the
magistrate was the need for the registration of
copyrights at, for instance, Somerset House,
where a dealer or manufacturer could inspect the
list of copyright works. It was further suggested
that such registration should be made by applica-
tion, and that a person seeking to register his
copyright should attest his nationality and give
satisfactory reasons why the copyright should be
granted to him. And further, that the present
anomalous position of the various societies selling
stamps should be so prescribed that only one con-
cern could claim the right to sell stamps. It is
said that no less than five different claims to sell
stamps on one particular work have been made.
For the "arrangement" of certain non-copyright
works of which an edition has been printed and
published, we are informed a publisher is claiming
royalties from record manufacturers. Altogether
this copyright act is causing our trade a lot of
trouble and expense on account of its vagueness.
Demand for Operatic Records.
Signs are not wanting of a greatly increased
demand in this country for operatic records among
sections of the community which hitherto confined
their purchases to comic songs and sentimental
ballads. Three or four of the leading concerns
have largely specialized this class of music in their
publicity announcements during recent times, and
to this in no small measure is due perhaps the in-
creased popularity of celebrity issues. In this con-
nection the "H. M. V." Co. occupies a lead-
ing place. Last month witnessed the inauguration
of a special celebrity campaign lasting one week,
during which period "H. M. V." agents all over
the country made an effective window display of
celebrity records. The company co-operated with
large advertisements in the big London and
provincial organs, and needless to say, the whole
scheme proved a fine success. Many dealers, in
fact, are still keeping it up, at is were, reaping
the after-harvest of sales.
Coincident with the opening of this campaign,
the "H. M. V." company announced the publicar
tion of a fine piece of publicity work consisting
of an illustrated catalog of records by interna-
tional artists. This brochure provides a wealth of
biographical and otherwise interesting particulars
of "H. M. V." artists, indexed and classified for
easy reference. A magnificent production which is*
indeed deserving of a prominent place in every
record enthusiasts library.
Grand Opera at Popular Prices.
Some twelve months ago the Columbia Co. an-
nounced a series of fifty records in the Columbia-
Rena "Opera" catalog. They were wonderful
(Continued on page 48.)
To T.M. the King and
Quean of Spain
To H.M the King
of Sweden
To H.H. the Khedive
of Egypt
To HUM. the King
of Italy
J(3
— the trade-mark
throughout the
that is recognised
world as the
Hall-mark of Quality
To H.M. the Shah
Of Persia
AUSTRIA: Oesterr. Grammophon — Getellschaft.
m. b. H., 8, JCrugeratrasse. Vienna. •
BELGIUM: Cie. Franchise du Gramophone, SI,
Avenue de la Porte de Hal, Brussels.
DENMARK : Skandinavisk Grammophon-Aktiesel-
skab, Frihavnen, Copenhagen.
FRANCE: Cie. Francaise du Gramophone* 115
Boulevard Richard Lenoir, Place de la Repub-
lique, Paris.
GER M ANY : Deutsche Grammophon- Aktien-
gesellschaft, 35, Ritterstrasse. Berlin, S42.
HOLLAND: American Import Co., 22a, Amiterd.
Veerkade, The Hague.
HUNGARY: The Gramophone Co.. Ltd- IV.
Kossuth Lajos-Utcza 8, Budapest.
SPAIN : Cia. Francesa del Gramophone, 56, Balmea.
Barcelona.
SWEDEN : Skandinaviska Grammophon-Aktte-
bolaget, 52, Appelbergsgatan, Stockholm,
RUSSIA : The Gramophone Co.. Ltd.. 45. Newky
Prospect. St. Petersburg ; 9. Golovinsky Prospect
Tiflis ; 30. Novia Svit. Warsaw.
EGYPT: The Gramophone Co.. Ltd.. 13. Ru
Stamboul. Alexandria ; Rue Mousky, Cairo.
EAST AFRICA: Bayley & Co.. 8 Beira.
Lourenzo Marques.
SOUTH AFRICA t Darter & Sons. Adderley Su
Cape Town ; Mackay Bros-. Riieik Street,
Johannesburg ;
Mackay Bros- & McMahon, 443. West Street.
Durban ;
Ivan H. Haarburger, Maitland St., Bloemfonteua,
INDIA: The Gramophone Co.. Ltd..139.BalliaghatU
Road, Calcutta ; 7, Bell Lane, Fort, Bombay.
AUSTRALIA: The Gramophone Co„ Ltd,
Hoffnungs Chambers. Pitt Street, Sydney.
GREA T BRITAIN : The Gramophone Co* Ltd,
21. City Road. London, E.C.
By Appointment
To H.M. Queen Alexandra
Great Britain :
The Gramophone Company
Ltd
21 City Road
London EC
THE TALKING MACHINE WORLD.
47
ARRIVED AT LAST
The World s Musical Instrument
Gives all records the same chance!
SOON ON THE MARKET.
PLAYS TO PERFECTION,
without change of sound-boxes, EVERY disc record ever
made and in such a realistic manner as never heard from
any "Talking Machine," "Gramophone" or "Disc Phono-
graph" before.
(Read the views of the able Representative of this paper in London,
about this new Instrument, on page 45 of last issue, March 15th, 1914.)
J„ H © F FAY,
67 Egerton Gardens, South Kensington, London, England
48 THE TALKING MACHINE WOULD.
FROM OUR LONDON HEADQUARTERS— (Continued from page 46).
value, for they were sung by the picked opera
singers of Italy, specially selected from a large
repertoire of Italian records, all recorded in Milan,
and issued at the popular price of 3s. 6d. Their
reception was gratifying, and they sold steadily.
Since then, of course, many notable records have
been added, such artists as Armanini (of Covent
Garden), Amelia Karola, Pagganelli and Taurino
Parvis among them.
This month sees further issues in this notable
series, one of them a record by the great tenor
Garbin, for whom Puccini wrote the tenor roles
in two of his greatest operas. Another addition
is Ferruchio Corradetti, never before available at
this price, while Polverosi, a tenor of great re-
nown in Italy, sings Lohengrin's Song from Wag-
ner's opera in a style that would put many greater
singers to the blush. And, finally, there is a re-
markable record, by the Milan opera chorus, of
"Glory to Egypt" from "Aida," which was special-
ly sung for the Columbia complete issue of that
opera, and is the only record extant of this mag-
nificent chorus.
Chappel & Co. as Record Makers.
A recent event of great importance to the
gramophone industry is the issue of disc records
by one of our largest sheet music publishers,
Messrs. Chappell & Co., Ltd., of New Bond street,
London, W. The record is ten-inch double-sided,
to retail at half a crown, and will bear the com-
pany's title, i.e., "Chappell." With such vast re-
sources and influence at their command it is cer-
tain that quite apart from the good merits of the
record itself, the issue will meet with a ready de-
mand from the best class of dealers, and from the
public at large. In conversation with your repre-
sentative, Messrs. Chappell state that they have
embarked upon this venture in order to ensure the
publication in record form of their own copy-
rights as originally scored in so far as the limit
of records will permit. The first five "Chappell"
discs carry some of the latest musical comedy
successes, and others are in course of preparation,
in addition to a select number of the popular Chap-
pell ballad concert favorites. From a tonal view-
point, the "Chappell' record leaves nothing to be
desired. It is marked by an all around excellence
of quality and good volume, and traders are agreed
that it will make a very wide appeal to all lovers
of the musical art. Naturally, its advent has
aroused keen interest in trade circles, where opin-
ion is very divided concerning its effect. To our
mind it is a significant move, and likely to exert
a far-reaching effect upon the future policy of
record companies, particularly in relation to the
thorny question of orchestration, and as the copy-
right act says, "reasonable adaptation." These
points, by the way, form the subject of a law ac-
tion which is shortly to be heard. The result is
being awaited by all gramophone houses with the
keenest of interest.
Another New Instrument.
Inventors of late have been exercising their in-
genuity along the line of improving the hornless
gramophone. One of several which has recently
made its appearance is "The Hornette," devised
bj F. W. Alderman, of the Pelham Trading Co.,
this city. This natty instrument occupies about a
cubic foot of space, and as may be imagined, is
very compact. It presents many new features of
construction, the principle of which is its division
two parts, of course, hinged together. The lower
part carries the motor outfit and tone arm, while
the upper, which is In the nature of a lid, carries
an interior horn. Thus the sound can be directed
at any reasonable angle, a distinct advantage over
the usual under-trumpet style of construction. In
point of tone quality and volume the Hornette
is quite the equal of any exterior-horn instrument.
It is put up in solid oak and retails here at £5 10s.
To Imitate Wood.
Quite a new style of gramophone trumpets will
be the vogue next season. They are of metal and
enameled to imitate wood, mainly oak and ma-
hogany. Those I was privileged to inspect at a
large wholesale depot were so cleverly executed in
the graining that at a short distance the differ-
ence between the real and imitation-wood horns
was scarcely distinguishable.
New Companies Incorporated.
H. Morley Phillips & Co., Ltd., musical instru-
ment dealers ; capital £2,U0U. Office, 5 Aberdeen
Buildings, Bromley, Kent.
Performing Right Society, Ltd. Limited by
guarantee. Office, 32 Shaftesbury avenue, London,
W. C.
New Columbia Artists.
The Columbia Co. list in its April supplement
the first selections played by Cristeta Goni,
the juvenile Spanish violinist, known abroad and
in this country as "the Little Sarasate." Cristeta
Goni is only fourteen years of age, but she has
already achieved noteworthy fame as a finished
artist in every respect. She was recently honored
by being called to play before their Majesties the
King and Queen of Spain.
This month again we have another important
addition to the ranks of the artists represented
in the half-crown records of the Columbia Co.
in the person of H. Lane-Wilson, the celebrated
baritone.
Mark to Denote British Origin.
The British Empire League recently convened
a meeting under the presidency of the Duke of
Argyll, in support of the proposal to institute a
mark of origin to denote goods manufactured or
produced in the British Empire. Among the
reasons urged in favor of the scheme are that
such a mark would provide a simple means of
identifying British manufactures and produce ;
that it would support British industries and labor ;
that it would prevent the sale of foreign goods as
British; and that, at the same time, it would- bind
more closely together the Mother Country and the
Oversea Dominions. A resolution was unanimous-
ly adopted strongly urging the Board of Trade to
proceed with the registration of the mark ap-
plied for.
Decision in Favor of Pathe Freres.
From time to time I have chronicled the legal
proceedings in connection with what is known as
the Holtzweisig hornless machine patent owned
by the Gramophone Co., who recently took action
in Germany against Messrs. Pathe Freres for al-
leged infringement. The matter has been argued
first in favor of one and then the other company
in two courts, and finally on appeal to the highest
tribunal, the Reichsgericht, who find that the pat-
ents apply only to a special structure where the
trumpet or sound amplifying chamber is placed
underneath the cabinet. Messrs. Pathe Freres in-
strument is constructed differently, and therefore
the result of this latest phase is in their favor.
Interesting List of Records.
His Master's Voice program for April consti-
tutes an exceptionally fine aggregation of pleasing
selections by their special artists, and although
there can be no question of sifting wheat from
chaff we would draw our readers' particular at-
tention to just a few of the "star" records item-
ized on this supplement. Art in relation to the
gramophone all must admit becomes more closely
allied each month with the making of records by
such distinguished and exclusive talent as the "H.
M. V." company presents. This is exemplified in
the list under review, for we are offered Sir Ed-
ward Elgar's newest work, "Carissima," by the
Symphony Orchestra, under his own baton. It is
a record of superlative excellence and very natur-
ally has aroused wide interest in the trade. An-
other fine issue is "Die Beiden Grenadiere" (The
Two Grenadiers), by Dr. George Henschel, with
pianoforte accompaniment by himself. As singer,
pianist, teacher, conductor and composer, this
taier.ted musician bears a reputation of world-
wide fame, and this first record will therefore
make a special appeal to record enthusiasts every-
where. The complete list as hereunder presents
an amazing variety of music — something to meet
every whim, every taste. Twelve-inch, double-
sided: Slavonic Rhapsody, Op. 114 (Carl Fried-
mann), and "La Feria," Suite Espagnole (P. La-
ccme), Bournemouth Municipal Orchestra; Petite
Suite Moderne I, "In a Country Garden," and II,
"Nocturne" (F. Rosse), Mayfair Orchestra; "On
the Old Fall River Line," medley, one step or
turkey trot (Von Tilzer), and "You're My Girl,"
medley, two step, Metropolitan Band.
Ten-inch, double-sided : "A Lover in Damascus
Suite," "Beloved in Your Absence," "How Many
a Lonely Caravan," and "Allah Be With Us" ; "A
Lover in Damascus Suite," "Where the Albana
Flows" and "Far Across the Desert" (Amy Wood-
fcrde-Finden), arr. by Percy Fletcher), Band of
H. M. Coldstream Guards; "Prehistoric Zig Zags,"
intermezzo, two step (Norman Kennedy), and "I
want Some Loving" (Ben Styler), Mayfair
Orchestra.
Twelve-inch, single-sided : "Parsifal," Char-
freitagszauber (Good Friday music), part I.
(Wagner), Berlin Philharmonic Orchestra; "Par-
sifal," Charfreitagszauber (Good Friday music),
part II. (Wagner), Berlin Philharmonic Orches-
tra; "To Mary" (M. V. White), Ben Davies ;
"Sweet Early Violets" (L. F. Sherrington), Hubert
Eisdell; "The Way, the Life" (del Riego), Miss
Alice Lakin; "Hosanna" (Granier) (in French),
Caruso; Pizzicato, Sylvia Ballet (Delibes), Mme.
Lydia Lipkowskaya ; "In Sheltered Vale" (old
German song), Robert Radford; "Andante
Spianato" (Op. 22) (Chopin), Mark Hambourg
(piano) ; "Developing a Photograph" (Graves and
Evans), Geo. Graves and Will Evans; "A Tango
Dream" (Elsa Maxwell), Miss Grace La Rue;
"Oh! Lor!" (Winifred O'Connor), G. P. Hunt-
ley; "Cheer, Boys, Cheer!" (Tom Clare), Tom
Clare.
Ten-inch, single-sided : "There is a Flower
That Bloometh" (Wallace), John McCormack;
"The Brook" (Dolores), Miss Alma Gluck; "The
Harvest Dance" (R. Batten), Stewart Gardner;
"Berceuse" (Townsend), Fritz Kreisler (violin).
Some Excellent Issues.
The standard of quality on half-crown records
to-day is even higher than that of the five-shilling
records of a few years ago, says the Columbia Co.
in drawing attention to their April list of talent.
Some excellent issues are to be found, such as
the Peerless American Quartette's singing of "Sal-
vation Nell" ; the playing of "Semiramide," by the
Milan Symphony Orchestra under Maestro
Romani; Mme. B. de Pasquali's beautiful sing-
ing of "Thou Brilliant Bird" and "Villanelli" ;
Thorpe Bates' ten-inch record of "Fairings," and
Haydn Woods' "The Sea Road."
A new record by David Bispham is always
greeted with delight, for it may be safely said that
no records offer such a satisfying return for the
purchase price as those by this great artist at
four shillings on Columbia-Rena. His admirers
will be glad to hear his artistic rendition of Hod-
son's dearly loved song, "Tell Me, Mary, How to
Woo Thee."
"WHAT COME YE OUT TO SEE?"
Whole-hearted criticism of Reed Miller, the
tenor, is found in the following from the Em-
poria Gazette : "As a general thing, tenors assay
at the rate of thirty cents a car in Emporia, but
Reed Miller can come back here any old time, and
find a room with a bath waiting him. After listen-
ing to him for a few strains, one doesn't have to
wonder why phonograph companies fight for his
oratorio records. Miller closely resembles Bill Col-
yar's head barber; otherwise he is a perfect
Apollo."
Statement of the ownership, management,
etc., of The Talking Machine World, pub-
lished Monthly at New York, required
by the Act of August 24, 1912.
Name of Post-Office Address
Editor, EDWARD LYMAN BILL. . .373 4th Ave., N. Y.
Managing Editor,]. B. SPILLANE. . 373 4th Ave., N. Y.
Business Manager, AUGUST J. TIMPE
373 4th Ave., N. Y.
Publisher EDWARD LYMAN BILL
373 4th Ave., N. Y.
Sole Owner, EDWARD LYMAN BILL
373 4th Ave., N. Y.
The Talking Machine World, Per August J. Timpe, Business Mgr
Sworn to and subscribed before me this 16th day of
Tseal] March, 1914.
Eugene R. Falck, Notary Public 4
(My commission expires March, 30, 1918.)
$HlE TALKING MACtHNE WORLft.
Columbia records on sale the 20th of
the month instead of the 25th—
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia GraphophoneCompany
Woolworth Building, New York
GRAFONOLA ATTWINTER RESORT.
Management of Tampa Bay Hotel, Tampa, Fla.,
Testify to the Satisfying Quality of the
Columbia "Mignonette" for Entertaining
Their Guests During the Past Season.
DUTY ON STEEL NEEDLES.
Held to Be the Same as the Talking Machines
in Which They Are Used.
PHONOGRAPH'S SOCIAL VALUE.
Big Favorite with Boys in Social Center Clubs
— Its Value Demonstated.
(Special to The Talking Machine World.)
Atlanta, Ga., April 6. — The local store of the
Columbia Graphophone Co. received a few days
since a very interesting letter from the Tampa
Hardware Co., Tampa, Fla., Columbia dealer, en-
closing a note of appreciation from the manage-
ment of the Tampa Bay Hotel, Tampa, Fla., one
of the best known winter resort in this section of
the country. This hotel was but recently equipped
with a Columbia "Mignonette," and the manager
states that the machine has given his guests more
pleasure than anything he ever introduced.
He is particularly delighted with the Columbia
dance records, and remarked that his guests would
rather dance to the music of Columbia records than
with the regular hotel orchestra. This, the man-
ager ascribes to the perfect tempo of the Columbia
dance records, due to the supervision given their
production by G. Hepburn Wilson, the prominent
New York dancing expert. The Tampa Hardware
Co. closed the sale of this machine to the Tampa
Bay Hotel, and is now featuring to excellent ad-
vantage the letter that was sent them.
Westervelt Terhune, the popular manager of
the local store, states that during March he se-
cured more new Columbia dealers of the best rank-
ing than in any month of this store's history.
Among these new dealers are John A. Cunning-
ham, Jacksonville, Fla., a prominent piano dealer,
handling the Steinway and Aeolian lines and the
Hamilton Green Piano Co., of Tampa, Fla.
Steel needles used in talking machines were held
last week by the Board of United States General
Appraisers to be properly dutiable as parts of talk-
ing machines at 45 per cent, ad valorem, as pro-
vided for in Par. 468 of the tariff act of 1909.
Landay Bros.* of this city, were the importers.
Judge Sullivan, in overruling the contention of the
protestants to have the needles classed as manu-
factures of wire, says that it is established beyond
dispute that the needles are of no use except in con-
nection with the machines, and are used entirely in
the production of records.
HAVE TWO THRIVING STORES.
The R. L. Seeds Co., which now has two thriv-
ing exclusive Columbia stores in Columbus, O.,
this week signed a lease for ten years for a large
and spacious building on High street near Town,
at an average annual rental of $3,600.
SUCCESS WITH THE LAUDER RECORDS
C. A. House & Co., Wheeling, W. Va., Feature
the Records by the Famous Scotch Comedian
During His Engagement in That City.
(Special to The Talking Machine World.)
W heeling, W Va., April 7. — A splendid follow-
up to the theatrical engagement of a Victor artist
was used recently by the C. A. House Music Co.,
the prominent Victor dealers of this city. Harry
Lauder, the world-famous Scotch comedian was
billed for several performances here, but owing to
his fame and prominence, many of his admirers
were unable to secure tickets to hear him.
Realizing the true state of affairs, the C. A.
House Music Co. staged a Victrola recital imme-
diately following Harry Lauder's engagement for
the benefit of those who were unable to attend his
performances. At this recital the Lauder rec-
ords in the Victor library were featured, and the
success of this timely recital work may be gleaned
from the fact that the C. A. House Co. closed
sales of fifty Lauder records and a Victrola XIV.
and XVI. the day following the recital. In addi-
tion to these direct sales, it is hardly necessary to
state that the company considerably enhanced its
prestige by its thoughtfulness and consideration.
Fifty boys attended the first meeting of the Social
Centre Club for boys and young men in the
Doylestown, Pa., high school the other night. They
were reluctant to leave at 10 o'clock when Prin-
cipal Carmon Ross, who is at the head of the
movement, announced that it was time for boys to
"turn in," "Give us more selections on the phono-
graph," they shouted.
So, there was interest, certainly, for one night.
At least fifty boys were kept off the streets and
from unworthy associates and associations.
The idea of Mr. Ross and his associates have in
this work is to give the boys something better than
they will find on the streets and to get them in the
habit of wanting these better things rather than
corner loafing. In reaching that end it is proposed
to have the larger boys help with the work and be
a part of the movement. The Edison phonograph
was used and the Blue Amberols did the entertain-
ing.
APPRECIATION OF THE VICTROLA.
A copy of Gossip, a paper for the home, pub-
lished in Austin, Tex., contained recently the fol-
lowing appreciation of a Victor- Victrola, inci-
dentally forming an excellent piece of publicity for
the J. R. Reed Music Co., Victor dealers in that
city :
"To keep the family gathered around the home
and fireside, or to amuse the lonely man or wom-
an without a family, there is nothing better
than a Victor Victrola. At your own sweet will
you merely slip in a record and Caruso or Melba
will sing, a noted pianist will play or a famous
orchestra will give anything from a frivolous rag-
time to the most classical composition. If inter-
ested in Victrolas and the late records, be certain
to visit the J. R. Reed Music Co.'s Victrola
rooms."
HERMANN THORENS, Ste. Croix (Switzerland)
TALKING MACHINE WORKS
Motors and Sound Boxes a Specialty
CONCEDED TO BE THE BEST MANUFACTURED
OVER THIRTY DIFFERENT STYLES
Machines with or without Horns
FIRST QUALITY ONLY
Noiseless Motors
HIGHEST RECOMMENDATIONS
WRITE FOR DESCRIPTIVE CATALOGUE
50
THE TALKING MACHINE WORLD.
THE RIMINGTON COLOR ORGAN.
Elaborate Battery of Colored Diaphragms Pro-
duce Color Music Which Works on the
Emotions as Sound Music Does — Future of
Instrument Lies in Combination with Music.
We may soon be dancing to the silent rhythm oi
colored lights if an instrument described in the
Scientific American by John W. N. Sullivan should
ever come into popular use. This is called the
Rimington Color Organ. It consists of a keyboard
controlling an elaborate battery of colored dia-
phragms, through which the light of a powerful
arc lamp pours. Any color or combination of col-
ors can be played and their intensity can be height-
ened or lessened at will, just as musical sounds
can be played upon a piano. "Color music," Prof.
Rimington calls it. It is intended to. work upon
our emotions much in the same way as sound music
does.
"Imagine a darkened concert room," writes Prof.
Diagramatic Section Showing How the Color
Music Is Produced.
Rimington in his book, "Color Music." "At o.ne
end there is a large screen of white drapery in
folds surrounded with block and framed by two
bands of pure white light. Upon this we will sup-
pose, as an example, that there appears the faintest
possible flush of rose color, which very gradually
fades away while we are enjoying its purity and
subtlety of tint, and we return to darkness. Then,
with an interval, it is reported in three successive
phases, the last of which is stronger and more
prolonged.
"While it is still lingering upon the screen a
rapid series of touches of pale lavender no.tes of
color begin to flit across it, gradually strengthening
into deep violet. This again becomes shot with
amethyst and afterward, changing into a broken
tint of ruby, gives a return to the warmer tones
o.f the opening passage.
"A delicate primrose now appears, and with little
runs and flushes the pulsation leads through sev-
eral passages of indescribable cinnamon color to
deep topaz. Then strddenly interweavings of
strange green and peacock blue, with now and then
a to.uch of pure white, make us seem to feel the
tremulousness of the Mediterranean on a breezy
day, and as the color deepens there are harmonies
of violet and blue-green which recall its waves
under a tramontana sky. More and more power-
ful they grow, and the eye revels in the depth and
magnificence of the colo.r as the executant strikes
chord after chord against the bass notes of the
instrument.
"Then suddenly the screen is again dark, and
there is only a rhythmic and echoing beat of the
dying color from time to time upon it. At last this
disappears also, and there is ano.ther silent pause,
then one hesitating tint of faded rose as at the
opening of the composition.
"Upon this follows a stronger return of the
colo.r, and as the screen once more begins to glow
with note after note of red and scarlet, we are
prepared for the rapid crescendo which finally
leads up to a series of staccato and forte chords of
pure crimson which almost startle us with the
force o.f their color before they die away into
blackness."
The mechanism is better understood from the
accompanying diagram than it would be from a de-
scription. The illumination is furnished by a
13,000 candle-power arc lamp. An octave of the
keyboard responds to a complete spectrum, the
intensity of the color depending upon whether one,
two or more octaves are played. There is an in-
geniously devised screen for making a colo.r ap-
pear and disappear gradually.
Prof. Rimington believes that the future of this
instrument lies in combination with music. The
colors of sounds are no new discovery. Lavignac,
for instance, says the timbre o.f an oboe is rustic
green and the blast of a trombone is heavy crim-
son. The art of color music is in its infancy, but
its possibilities are wide.
The great trouble with the orchestration of
colors is that different persons hear the same color
differently — a note that is blue to one might be
pink to another.
COLUMBIA WITH CHRISTMAN.
Arrangements Closed Last Month Whereby
Christman Sons, 25 West Fourteenth Street,
Will Handle the Complete Line of Columbia
Products — Will Be Given a Very Handsome
Display in Their Attractive Warerooms.
The Columbia Graphophone Co. closed arrange-
ments on March 25 whereby Christman Sons, 35
West 14th street, New York, the well-known and
successful piano house, .will handle the completi.
line of Columbia products. This deal has been
under consideration for some time, and with the
consummation of arrangements recently, the Co-
lumbia Graphophone Co. adds to its list of local
representatives another live-wire and progressive
piano house.
Christman Sons handle the products of the
Christman Piano Co., New York, and their marked
success is evidenced in the fact that the firm but
recently more than doubled their available ware-
room space. Christman Sons are planning to in-
stitute an aggressive campaign on behalf of the Co-
lumbia products, and will display the machines
prominently in their show-window and demonstra-
tion booths.
RECOVERS FROM SEVERE ILLINESS.
A. J. Smith, proprietor of the A. J. Smith Piano
House in Clinton, la., who was recently operated
on for appendicitis at Mercy Hospital, is improv-
ing after a very critical period of illness, much to
the gratification of his many friends.
DECISION IN HILLPIANO CO. CASE.
Judge Hazel, in United States District Court
Affirms Order of Referee in Bankruptcy Re-
garding Disposition of Property of Company.
(Special to The Talking Machine World.)
Buffalo, N. Y., March 31. — Judge John R.
Hazel, here in United States District Court, handed
down an opinion in the matter of the Hill Piano
Co., of Jamestown, N. Y., bankruptcy case, the
opinion affirming the order of Referee in Bank-
ruptcy Leslie A. Pease as to the disposition of
the property of the company by the trustee. The
opinion was written on the petition for a review
of the referee's order. The question submitted to
the attention of Judge Hazel was that as to the
right of the unsecured creditors to decide as to the
disposition of the property pledged to certain se-
cured creditors, and as to the right of the referee
to direct delivery by the trustee of this particular
property. The meetings of the Hill Co. creditors
have been filled with arguments and disputes as to
whether the unsecured creditors had a voice in the
sale or other disposition of the property. Finally
the referee made this order affecting the trustee's
action and certain other creditors immediately peti-
tioned for a review by Judge Hazel.
In the court's opinion it was stated that while
there was a suggestion in a measure of collusion
and connivance among certain of the unsecured
creditors at the beginning of the proceedings, this
suggestion lost force in view of recent bankruptcy
sessions of the case. Confirmation of the order
directing the delivery of the property removes the
necessity of litigation in the State courts.
TALKING MACHINE EXPORTS.
The Figures for January Presented — Reports
Show Falling Off for the Month.
(Special to The Talking Machine World.)
Washington, D. C, March 30. — In the sum-
mary of the exports and imports of the commerce
of the United States for the month of January
(the latest period for which it has been compiled),
which was recently issued by the Bureau of Sta-
tistics of the Department of Commerce and Labor,
the following interesting figures relating to talk-
ing machines and supplies are set forth:
The total exports of talking machines, records
and supplies for January, 1914, amounted to $209,-
805, as compared with $210,770 for the same month
of the previous year. The seven months' exporta-
tion of talking machines, records and supplies
amounted to $1,671,680.
Special
Send for a package of our Improved Half-Tone and Loud
Tone Needles in New Style Envelopes.
If you want to advertise yourself, we
will put your own name or trade-mark
on the envelopes, or will pack in
Puritone envelopes.
Quality Guaranteed
The Best Needles mean profit and
satisfaction.
If you want to sell 1,000 Needles at a time instead of 100, use
the "Dean-packed" Needles. Five boxes of 200 each, Extra
Loud, Loud, Opera, Medium and Soft packed in a carton. The
best package and fastest seller on the market. Write f or samples.
JOHN M. DEAN, CORP.
Talking Machine Needle Manufacturers
PUTNAM, CONN.
THE TALKING MACHINE WORLD.
51
"STAGE FRIGHT" BEFORE THE TALKING MACHINE.
Thomas Chalmers, in the Century Opera Program, Tells of Embarrassment Felt by All
Singers When Facing the Horn in the Recording Laboratories Which Is Never Com-
pletely Overcome — Constant Fear of Making a Break the Cause of Nervousness.
Many singers, if not all, have felt the particular
variety of "stage fright" that attacks one when
making phonograph records. Although it dimin-
ishes as one continues to record successfully, it
never wholly disappears. There is something about
a recording room — with the devouring horns that
face a singer, and the feeling that the sins of com-
mission and omission are never to be forgiven nor
even forgotten — that is more demoralizing than
the ordinary "stage fright" of the theater.
The unforgivable sin in a record is a "frog" (a
slight break or huskiness), a thing which, in the
theater, is almost imperceptible, but which, on the
record, is a blemish that is fatal. It may be easily
understood that hearing a singer sing the same
song hundreds of times, and always hearing him
break on the same spot, is enough to cause the
average listener after a few hearings to hear only
that. one blemish and finish by hurling the record
out of the window and vow solemnly never to buy
another record made by that singer.
It is this very fear of "frogs" and determination
to avoid them that very often are their cause —
given a few bad starts, and it seems almost im-
possible to get away from them ; although a singer
may leave the re'cording room after such an ex-
perience and when the nervous strain is over find
his voice as clear as a bell. A similar nervousness
that I feel in the theater is caused by the dread
of forgetting the words; and in that case also
your fear is your worst enemy.
A very real and considerable difficulty in the
making of records is that the singer does not hear
his own voice in the same way that he hears it
when singing in a large auditorium. You hear it —
but differently. It is gathered into a horn and
never comes back to you as it does under other
conditions, a fact which is very disconcerting at
first and always makes it difficult. You have to
sing by "feeling" alone and are denied the aid
of your ears, which aid is very great, as every
singer knows. I have sung in many acoustically
bad auditoriums, but never in one as bad (from
the singer's standpoint) as the recording room.
However, in spite of, or on account of, these dif-
ficulties (probably the latter), it is extremely in-
teresting work. In these days when there seems
to be a general understanding of the educational
and moral influence of music, when financiers and
governments are spending large sums of money to
provide music for all, and are being lauded for
their philanthropy, let us given Mr. Edison the
credit and thanks for the greatest work of all —
the phonograph. In the last few years it has done
more to make music a part of every man's life
than all the opera houses, symphony orchestras and
musical organizations in the world. It has made
the success of the Century Opera House in New
York a possibility.
The experiment had been tried many times of
giving New York popular-priced opera and always
disastrously, but in the last few years, thanks to
the phonograph, a sufficient musical taste among
the public has been created to support such an in-
stitution. A small but surprisingly illuminating
example of the power ,of the phonograph is found
in the fact that one of the big publishing houses,
quite a number of years ago, published an English
translation of the great tenor-baritone duet from
"Forza del Destino." They did so probably from
the knowledge of its great musical worth and
trusted to that to secure a sale for it. It was prac-
tically unknown and the sales were so small that
t'ie plates were destroyed. Thanks to a very well-
known record of that number made by two great
singers, it is to-day almost universally known. It
is one of the t. est popular of concert numbers; has
been retranslated and extensively sold.
Recording is one of the greatest aids to a singer's
diction. If more singers recorded in English there
would be less talk of bad diction for the primary
requirement for a good record is that the text b>:
understood, and unless a singer is able to sing the
words distinctly he is useless from a phonograph
standpoint. The sooner the general public are is
critical as the phonograph public in this mattei of
diction, the better it will be for opera in English,
for half of the value of opera or music drama
lies in the audience understanding the dramatic
value of the text.
Without that comprehension it is not complete
When it is sung in a foreign tongue, or in th:
vernacular indistinctly delivered, it ceases to be
music-drama and becomes music and pantomime.
VICTROLA SCORES GREAT HIT.
New Invention of the Federal Telephone Co.,
the Muslaphone, Utilized to Convey Victor
Music Throughout Elmwood Music Hall,
Where the Great Electric Show Took Place.
over Buffalo are now talking of the stunt and say
it is one of the greatest ever publicly displayed.
(Special to The Talking Machine World.)
Buffalo, N. Y., March 30. — Buffalo's great elec-
tric show which recently closed proved to be a
great success. It is estimated that more than
50,000 people went to the Elmwood Music Hall
during the show to view the great modern
achievements in the world of electricity. All the
latest inventions in the electrical mechanism were
exhibited and the throngs of onlookers marveled
at the great show.
The feature of the entire week was a continu-
ous concert given by a Victrola machine. The way
this was worked is simply something wonderful.
The Federal Telephone Co. has a new invention
called the muslaphone, which is similar to the
telephone. At one end of the spacious and brilliant
hall was a Victrola. To this was attached wires
which connected several hundred funnels in the
ceiling. As the sound of the Victrola issued
forth, the sounds came from these funnels simul-
taneously, bringing out the strains of sweet and
cherished music, while the crowd looked on in
wonder. Despite that one night there were over
8,000 people passing in and out the hall the
noise which the crowd naturally created did not
dim the sounds of music from the Victrola. Even
the band which was in attendance could not
drown out the sounds from this wonderful ma-
chine with the aid of the muslaphone. People all
WILL REWARD^ INVENTORS.
Marshall Heads Evans Committee to Lessen
Industrial Mortality.
(Special to The Talking Machine World.)
Washington, D. C, April 8. — Vice-President
Marshall, Speaker Clark, Secretary Houston,
Secretary Wilson, Robert McKay, editor of The
Railroad Man's Magazine; H. C. Young, editor
of Popular Electricity, and President Samuel
Gompers, of the American Federation of Labor,
have accepted membership on a committee to select
judges who will award prizes of $1,000, $300 and
$200 to inventors of the best devices to prevent
accidents in industrial pursuits and the contracting
of vocational diseases. The prizes are offered by
Victor J. Evans, a Washington patent attorney,
who paid Harry Atwood, the aviator, a cash prize
of $10,000 for flying from St. Louis to- New York.
The formation of the committee, headed by
Vice-President Marshall, is the outgrowth of agita-
tion over a pending bill creating a Bureau of
Labor Safety in the Department of Labor. The
bill has passed the House and is now under con-
sideration by the Senate Committee on Education
and Labor.
R. S. Williams & Sons Co., Ltd., Toronto, Can.,
Edison disc jobbers, celebrated its 65th anniver-
sary recently by a special musical program and an
"at home" reception. It was the anniversary also
of the company's first year in its new store.
How
To Make
Dollars
Yes, and how to make
them grow with a compara-
tively small outlay of time
and money.
That topic ought to inter-
est you, Mr. Talking Machine
Dealer!
Just figure how admirably
you could work in pianos
with your present line.
By pianos we mean those
which are called both straight
and player-pianos — in fact,
every member of the piano
family, including grands; but
the main thing is to get your
instruments right. In other
words, at values which in-
sure you liberal profits.
We have helped many a
piano merchant to become a
successful business man, be-
cause we have given him
values which were not ob-
tainable elsewhere, and we
can help you. We can help
you to show profits which
will be particularly pleasing.
We would suggest that you
do not delay an investigation
of this matter, but take it up
to-day — right now.
Don't waste your most
valuable asset — time — by de-
laying too long!
H. P. NELSON
COMPANY
Makers of Grands, Uprights and
Player-Pianos
North Kedzie, North Sawyer, West Chicago Aves.
and C, M. and St. Paul R. R., CHICAGO.
52
THE TALKING MACHINE WORLD.
LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS
A HUSTLING WESTERN JOBBER
Is W. E. Kipp of the Kipp-Link Phonograph Co.,
Who Has Built Up an Excellent and an Ex-
panding Business with the Edison Line.
(Special to The Talking Machine World.)
Washington, D. C, April 10. — Phonograph
Record, F. H. Gregory, Philadelphia, Pa. Patent
No. 1,089,835.
One object of the invention is to provide a novel
form of record and supporting structure therefor
whereby in conjunction with suitable mechanism
it shall be possible to obtain and reproduce a
sound record of practically any length ; it being
further desired that the "record" made according
to this invention shall have its parts so disposed as
to occupy but relatively little space, even though
it be of comparatively great length.
Another object of the invention is to provide a
record for a talking machine of such a nature that
notes indicating its subject matter may be con-
veniently applied to it without material loss of
space and at any
desired portion of
its length ; it being
thus possible to
provide a musical
record with any
desired directions
for its rendition.
Another object
of this invention is
to provide a record
supporting struc-
ture in the form
of a ribbon or
strip of any de-
sired length, hav-
i n g a sound
record in the form of a line of varying depth or
of an undulatory nature, arranged or placed upon
it in such manner as shall utilize to the best ad-
vantage the record receiving surface.
Fig. 1 is a plan of a portion of a phonograph
record constructed according to this invention ; Fig.
2 is a diagrammatic view illustrating one method
of using the record; Fig. 3 is a fragmentary sec-
tion on a greatly enlarged scale, showing one of
the features of the invention; Fig. 4 is an enlarged
side elevation showing the disposal of the ends of
successive sections when the record strip is folded ;
Fig. 5 is a plan of the strip shown in Fig. 4; Fig. 6
is an enlarged plan showing another of the fea-
tures of the invention, and Fig. 7 is a fragmentary
plan of a modified form of sound record.
Sound Box Diaphragm. — John C. English, Cam-
den, N. J. Assignor to the Victor Talking Ma-
chine Co. Patent No. 1,091,202.
This invention particularly relates to vibratory
diaphragms for sound reproducing devices such as
are co-operatively employed in connection with
sound reproducing mechanism of a talking ma-
chine.
It is believed that diaphragms which in them-
selves are more or less resonant, and emit in-
dividual tones peculiar to their material or struc-
ture, produce vibrations which are sympathetic
with, and to a considerable extent tend to inter-
fere with tones produced by vibrations effected by
sound waves of similar frequency, which it is de-
sired to record, and which tend to cause disturb-
ances which produce unpleasant and disagreeable
sensations upon the ear of the hearer in the re-
production of a record.
The principal object of this invention is to pro-
vide a diaphragm which tends to obviate the dif-
ficulties experienced in diaphragms having an in-
dividual resonance by forming the diaphragm of
substantially non-resonant material, preferably
composed of a subereous formation.
Other objects of this invention are to provide a
diaphragm of such extreme lightness and flexibility
as to be capable of responding to, and reproducing
the most minute and delicate sound waves, with all
their overtones, and consequently to produce sub-
stantially the full volume of the original sounds ;
to provide a diaphragm of such uniformity as to
produce substantially perfect recitation or repro-
duction of the original sounds; to provide a dia-
phragm formed of such resilient material as to be
capable of being supported without employing
gaskets and prevented from rattling by rigidly en-
gaging its peripheral edge between the opposed
faces of the relatively adjustable members of the
sound box; and to provide a diaphragm which will
adhere to the faces of the sound box members.
Further objects of this invention are to provide
a diaphragm which is formed of a material readily
obtainable; and to provide a diaphragm which is
simple in construction, efficient in operation and
which may be cheaply produced in any desired
quantity.
Tn the accompanying drawing Fig. 1 is a face
view of a diaphragm conveniently formed in ac-
cordance with this invention; Fig. 2 is a central
transverse sectional view of said diaphragm, taken
on the line 2 — 2 in Fig. 1; Fig. 3 is a view similar
to Fig. 2 showing a possible modification of the
diaphragm shown in Figs. 1 and 2; Fig. 4 is an-
other form of diaphragm constructed in accord-
ance with this invention, and Fig. 5 is a central
transverse sectional view of the diaphragm shown
in Fig. 4 taken on the line 5 — 5 in said figure.
Sound Box. — Thos. Macdonald, Bridgeport,
Conn., assignor to the American Graphophone Co.
Patent No. 1,091,001.
This' invention relates to sound boxes for talk-
Fig.l
Fig.3
ing machines, particularly those of the type operat-
ing upon "zigzag" sound records. The objects of
the invention are to cheapen and simplify the con-
struction of the sound box, and to improve the
quality of its audible reproduction.
The invention comprises the pivoting of the
stylus lever upon a positive axis, consisting prefer-
ably of cone bearings and the locating of the stylus
and of said axis in the plane of the diaphragm.
The invention further comprises the secure yet
readily detachable mounting of the diaphragm in
such manner that it is unconfined against vibrating
with the utmost freedom. And, finally, the inven-
tion consists in the various details of construction
and arrangement here pointed out and claimed.
Fig. 1 is a front view or elevation of this im-
proved sound box ; Fig. 2 is an edge view thereof,
partly in section, and Fig. 3 is a detail, on an en-
larged scale, showing the manner of securing the
diaphragm in place.
A successful manager believes : That a sales
manager's job is no bed of roses, and he must
always keep ahead of his organization. He is
always pushed to the limit by the live-wire men
under him, who are always coming with new
methods and ideas, their hearts filled with ambition
to secure his job.
One of the most strenuous and successful Edison
jobbers in the West is W. E. Kipp, president, treas-
urer and general manager of the Kipp-Link Phono-
graph Co., Indianapolis, Ind. He has built up a
solid business by tireless effort and closest atten-
tion to those minor details which are often over-
looked, but which are ever essential to the man
who desires to move ahead.
Year after year his Edison jobbing business has
been expanding. He has an excellent line of deal-
ers in his territory who rely on him and his com-
W. E. Kipp.
pany with the utmost confidence that their needs
will be looked after with the greatest promptness
and. surety.
One of his greatest hobbies is taking care of the
little things, for he well understands that it is the
little things that count in building business. In
fact, Mr. Kipp and his associates in the company
are known as the 'Can't-Be-Beat Edison Jobbers
of Indiana." They are well maintaining this repu-
tation and they have in vogue a system for han-
dling the dealers' orders that is most admirable.
The Kipp-Link Co. has gained not only a host
of friends in Indiana territory, but has lately
reached out over the States of Illinois and Ohio,
with no small degree of success.
There are evidently no slow ones in the Kipp-
Link outfit, for every man in the house from the
porter right up through the stock room, office,
traveling force, to the men at the head of the busi-
ness all are "on the job" developing business.
The success of Mr. Kipp, whose portrait is re-
produced herewith, is a model that others may
well emulate. Close attention to details, considera-
tion of every need .of customers — in brief, hard
work — are the means to the end.
There are probably sadder things in life than
the man with an indifferent musical ear trying to
play the accordeon. But no man, Manuel!
60 YEARS'
EXPERIENCE
Trade Marks
Designs
Copyrights &c.
Anyone sending a sketch and description may
quickly ascertain our opinion free whether an
Invention Is probably patentable. Communica-
tions strictly confidential. HANDBOOK on Patents
sent free. Oldest agency for securing patents.
Patents taken through Munn & Co. receive
special notice, without charge. In the
Scientific American,
A handsomely Illustrated weekly. Largest cir-
culation of any scientific Journal. Terms, 13 a
y w ; four months, »L Sold by all newsdealers.
MUNN & Co.361Broadway- New York
Branch OBiee. 626 F 8U Washington, D. 0.
THE TALKING MACHINE WORLD.
53
Olive Fremstad may not be heard in
opera on the stage, but she ean be heard
in opera on Columbia double-dise
records. New recordings on sale in
April.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Wool worth Building, New York
PUSHING WILLIAMSPORT DEALER
Is the Pennsylvania Music Co., Controlled by
Sweet, Reed & Franciscus, Who Handle
Columbia Goods in Very Attractive Quarters.
RECORDS IN ALL LANGUAGES.
Proofs of Covers of Foreign Record Catalogs
Just Sent Out by the Victor Co. Give an Idea
of the Wide Scope Covered by This Company.
(Special to The Talking Machine World.)
Williamsport, Pa., April 6. — One of the most
attractive talking machine stores in this section is
that of the Pennsylvania Music Co., controlled by
Sweet, Reed & Franciscus at 209 West Fourth
street. Columbia goods are handled exclusively
and branch stores are controlled in State College.
Jersey Shore and Muncy, Pa.
When noted artists come to this city they make
this establishment the'r headquarters, and the corn-
Showroom of the Pennsylvania M
pany is showing with some pride a photograph of
Godowsky taken in the store listening to one of his
records. Other recent visitors were Alice Nielson
and other celebrities. The view of their store
which appears herewith gives an excellent idea of
its appearance and perfection of its equipment.
Mr. Franciscus, the general manager of this es-
tablishment, was for a number of years connected
with the Metropolitan Opera House in Philadel-
phia, and became interested in the talking machine
through the offices of Mr. Eckhart.
OLD ONE IN NEW DRESS.
Henry T. Finck tells an amusing story which he
calls a new version of an ancient tale: "At a re-
hearsal Richard Strauss stopped the band and told
the first trombonist that he was not playing the
right note in a certain bar. The musician insisfed
that he was playing the note as printed ; where-
upon R. S. walked over to his desk, inspected his
part, and found sticking to the page a dried fly
which the trombonist had played as a note. Re-
moving the fly, and returning to his desk, R. S.
said : 'Now, play it as I had it printed.' The
trombonist did so, whereupon R. S. again stopped
the band and said: 'The fly was right.'"
One of the most attractive announcements Vic-
tor dealers have received in some time was a multi-
colored sheet recently sent out to introduce the
front covers of all the new foreign record catalogs
that the Victor Talking Machine Co. can now
supply. This announcement sheet showed the
covers of these new catalogs in their actual colors
and designs, making a striking and impressive sheet
that could not fail to hold the dealer's attention.
Among the foreign
languages for which
new Victor foreign rec-
ord catalogs are now
ready are the follow-
ing : Portuguese,
Dutch. French, French-
Canadian, German,
Russian, Ruthenian,
Lithuanian. Slovak,
Croatian- Servian, Ser-
vian, Roumanian, Turk-
ish, Arabian, Swedish,
Danish, Norwegian,
Finnish, Spanish,
Greek. Hebrew, Yid-
dish, Italian, Bohemian,
Hungarian, Polish.
Accompanying this
lithographed sheet of
new catalog covers was
an interesting an-
nouncement to the Vic-
tor dealers reading in
part as follows : "There
is a foreign population
in your neighbor-
hood. Find out what nationalities are in your ter-
ritory, the numerical strength of each, and then go
after the business. We are ready to give you very
substantial help by supplying various catalogs in
foreign languages free of charge. The illustra-
tions on this sheet show the front cover of all the
different kinds we can give you — they are record
catalogs and machine catalogs combined. In each
separate catalog, and in each different section of
any catalog covering more than one language, there
are two pages setting forth the merits of the Vic-
tor in the languages of the people addressed. There
are also two pages showing the various types of
instrument. With these catalogs we will also sup-
ply window cards in French, German, Italian,
Bohemian, Polish, etc., announcing the fact that
records in that particular language can be obtained
usic Co.
at your store,
dealer.
Surely good advice for the live
TRITON PHONOGRAPH CO. PLANS.
Disc Phonograph That Sells at $10 to Be
Handled Through State Agents or Jobbers,
Who Will Sell to Dealers in Due Course.
The Triton Phonograph Co., 41 Union square,
New York, is doing a lot of energetic work to pro-
mote the sale of the "Triton" phonograph — a ma-
chine that retails for $10. The "Triton" is de-
signed to accommodate the regulation size of disc
WINDER
heoulator
I STARTER
The Triton Phonograph.
needle records. It can be used in a small or large
size room, and being only 11 x 13 inches in size
and weighing but six pounds, it is easily carried on
various excursions, outings, etc. In fact, the com-
pany also manufactures a traveling case of imita-
tion leather with metal corners which holds this
machine and a dozen records. The case itself re-
tailing for $1.
J. R. Kraus, manager, in discussing the policy
of the company with reference to selling plans,
stated that it is the intention to appoint State agents
or jobbers, who in turn will look after the dealer
market in each territory. It is Mr. Kraus' aim
also to restrict the sale of this machine to one
dealer in a city.
UDELL DISC CABINET CATALOG
Will Soon Be Ready for the Talking Machine
Trade.
The Udell Works, Indianapolis, Ind., announces
that it will soon have ready a catalog covering disc
cabinets for the three makes of machines.
This concern has discontinued a number of
styles, believing that it is better to concentrate upon
the styles that are most in demand.
As this new volume will show the line as it is
up-to-date, the dealer may feel sure that all of the
models are of the style and quality that is guar-
anteed by the Udell Works.
THE PEOPLE SEEK FACTS.
Let the advertiser first know the ground flooi
facts about his product and then tell them, steadily,
persistently and all the time, right in the face of
all ignorant criticism, however perverted it may be,
and he will win out in time, for the people seek
facts and ride over biased and self-seeking com-
ment.
CHEMISCHE
FABRIK
E. SAUERLANDT bel Apolda i. Th.. Germany
The largest manufacturing plant in the world devoted exclusively to the
manufacture of Master- Waxes and Master-Blanks for
Gramophone and Phonograph Recording
Sou Manufacturer of Wax "P." the best recording material for Berliner- cut .
54
THE TALKING MACHINE WORLD.
RECORD BULLETINS FOR MAY, 1914
COLUMBIA GRAPHOPHONE CO.
SYMPHONY DOUBLE-DISC RECORDS.
No.
Size.
By Oscar Seagle, the American Baritone.
A5547 Hamlet (Thomas). Chanson Bachique (Drinking
Song). In French, with orchestra 12
Fagliacci (Leoncavallo). Prologue. In Italian,
with orchestra Y/ '
A5546 La Boheme (Puccini). "Mimi s so fickle-
hearted." Morgan Kingston, Tenor, and Louis
Kreidler, Baritone. In English, with orch
Faust (Gounod). "Even Bravest Heart. Louis
Kreidler Baritone. In English, with orch...
A5539 Asthore (Trotere). Morgan Kingston, Tenor.
In English, with orcli i-
Where My Caravan Has Rested (Lohr). lenor
in English, with orch accomp . Morgan Kingston 12
A1J05 Mignon (Ihomas). "Connais tu le pays"
(Know'st 'Ihou the Land?). In French, with
orch Olive Fremstad
Tosca (Puccini). "Ora stammi a sentor" CNow
Listen to Me). In Italian, with orch
Olive Fremstad
BLUE-LABEL DOUBLE-DISC RECORDS.
A1502 Souvenir (Drdla). Violin solo. .. Arthur Gramm
Prelude (Gramm). Violin solo.. Arthur Gramm
A1053 Cornell ^°inel\ £',ee C,!u5
Alma Mater Cornell Glee Club
Al.">08 Leezie Lindsay (Old Scotch melody). Bass
Solo with orch. accomp i'rank Croxton
The May Bell and the Flowers (Mendelssohn).
Contralto and tenor duet, with orch. accomp...
Nevada Van der Veer and Reed Miller
Bert Williams Records His Latest Vaudeville Hits,
A1504 You Can't Get Away From It (Schwartz). Bari-
tone Solo, orch. accomp Bert Williams
The Darktown Poker Club (Havez and Will-
iams). Baritone Solo, orch. accomp
Bert Williams
By Ruby Helder, the Wonderful Girl Tenor.
A5548 The Bohemian Girl (Balfe). Then You'll Re-
member Me. In English, with orch 12
Dear Love, Remember Me (Marshall). In
English, with' orch 12
DOUBLE-DISC RECORDS.
A138S Dragon Fly Mazurka (Strauss) Ellery Band 10
Spring Song (Mendelssohn) Ellery Band 10
A1300 Faust (Gounod). When All Was Young. Cor-
net Solo, orch. accomp Charles Leggett
Eventide (Arranged by Rimmer)
St. Hilda Colliery Band
A1501 The Song Thrush (Hager). ..Prince's Orchestra
Normandie Polka (Smith). Xylophone Solo with
cornet obligato, orch. accomp. . .Howard Kopp
A1306 O Sole Mio (Di Capua). Accordion Solo
Guido Deiro
Bei Giorni (Fair Midsummer Day) (Sfalco). Ac-
cordion Solo Pietro Deiro
POPULAR SONG HITS.
A1513 1 Love the Ladies (Schwartz). Baritone and
tenor duet, orch. accomp
Arthur Collins and Byron G. Harlan
Follow the Crowd (Berlin). Tenor Solo, orch.
accomp. ...Ned La Rose and Peerless Quartet
A'1510 You Broke. My Heart to Pass the Time Away
(Goodwin). Tenor Solo, orch. accomp
Henry Burr
On the Shores of Italy (Glogan and Piantadosi).
First Tenor and Second Tenor duet, orch ac-
comp. .... Albei t Campbell and Henry Burr
A1515 The Ragtime Dream (Goodwin and Brown) orch.
accomp Peerless Quartet
Irish Tango (Breuer) orch. accomp
Peerless Quartet
A1512 My Chain of Memories (Ingraham). Contralto
and Baritone Duet, orch. accomp
Mabel West and James F. Harrison
The Song that Stole My Heart Away (Von
Tilzer). Tenor Solo, orch. accomp. ..fl. Burr
A1514 What Do You Mean, You Didn't Want to Do
It? (Donaldson). Soprano and Tenor Duet,
orch. accomp. .. .Ada Jones and Henry Burr
She's Dancing. Her Heart Away (Mills). Coun-
ter-Tenor Solo, orch. accomp. .. Manuel Romain
.Moll Why is the Ocean so Near the Shore? (Jones).
Soprano Solo, orch. accomp Ada Jones
You're Here and I'm Here (Kern). Soprano
and Tenor Duet, orch. accomp
Agnes Kimball and Chas. W. Harrison
A1509 This Is The Life (Berlin), orch. accomp
Peerless Quartet
Night Scene in Maxim's (Von der Mehden).
orch. accomp Maxim's Cabaret Singers
A-1507 Queen of the Movies. When the Moon Slyly
Winks (In the Night) (Jean Gilbert). Baritone
Solo and Chorus, orch. accomp.. J. F. Harrison
Queen of the Movies, Oh, Cecilia (Jean Gilbert).
Contralto and Baritone Duet, orch. accomp.
Helen Clark and J. F. Harrison
A5540 March of the Little Pierots (Bosc)
Prince's Band
Sharpshooters' March (II Bersaglieri) (Eilen-
berg). Prince's Band
A New Series of Dances Recorded under the
Supervision of G. Hepburn Wilson.
A5541 Heart o' Mine (Keiser and Platzmann). Waltz
Hesitation Prince's Band
Hungarian Rag (Lenzberg). Une-step
Prince's Band
A5542 Sari (Kalman). Waltz-Hesitation. .Prince's Band
Sari (Kalman). One-step Prince's Band
A5543 Girl on the Film (Penso). Waltz-Hesitation...
Prince's Band
Girl on the Film (Penso). Grossmith Tango.
Tango-Maxixe Prince's Band
A5544 Amapa (Storoni). Tango-Maxixe .. Prince's Band
A Mi Rosa (Currie). Tango-Maxixe
Prince's Band 12
A5545 Queen of the Movies (Gilbert). One-step....
, „, Prince's Band 12
Hop o My Thumb (Platzmann). One-step
Prince's Band 12
thomasTTedTson, inc.
BLUE AMBEROL REGULAR.
2252 Favorite Airs from "The Mascot" (Edmond Au-
dran) orch. accomp Edison Light Onera Co.
2253 You're Here and I'm Here — The Laughing Hus-
band (Jerome D. Kern'). Soprano and Tenor
duet, orch. accomp
Kathleen Kingston and Billv Murray
2254 In the Candlelight (Fleta Jan Brown). Contralto
and tenor, orch. accomp
Helen Clark and Emory B. Randolph
2255 Fest Overture (A. Leutner) Edison Concert Band
2256 When You're All Dressed Up and No Place to Go,
from "The Beauty Shop" (Silvio Hein) Comic
song, orch, accomp Billy Murray
12
12
12
10
10
10
10
10
2257 King on Sweet Bells (Geo. B. Nevin) Baritone and
tenor orch. accomp. .. Vernon Archibald-Royal Fish
2258 I Miss You Most of All (James V. Monaco) _
Tenor, orch accomp Manuel Romain
2259 Coquetterie — Caprice Brillant (Sydney Smith)
reed only Edison Concert Band
2260 Won't You Come and Waltz with Me from "The
Girl on the Film" (Albert Sirmay) Soprano
and tenor, orch. accomp
Mary Carson and Harvey Hindermeyer
2261 Song of the Mill, from "The Girl on the Film"
(Willy Bredschneider) Soprano and chorus,
orch. accomp Elizabeth Spencer and Chorus
2262 In Dreams, My Own (Fred W. Vanderpool) Tenor
orch. accomp James E. Walbank
2263 Peg o' My Heart (Fred Fischer) Violin solo, harp
accomp Charles D'Almaine
2264 Love's Own Sweet Song — Sari (Emmerich Kal-
man) Soprano and tenor, orch. accomp
Elizabeth Spencer and Irving Gillette
2265 Softly and Tenderly (Will L. Thompson) Sacred
with orch. accomp Edison Mixed Quartet
2266 My Hidden Treasure (Kalmar and Puck) Tenor,
orch. accomp Walter Van Brunt
2267 Nights of Gladness — Waltz Boston (Charles Au-
cliffe) For dancing National Promenade Band
2268 Camp Meeting Band (Lewis F. Muir) Coon duet,
orch. accomp Collins and Harlan
2269 Song of Steel (Spross) Baritone, orch. accomp....
Donald Chalmers
2270 Rebecca of Sunnybrook Farm (Albert Gumble)
Tenor duet, orch. accomp
Albert H. Campbell and Irving Gillette
2271 There's a Girl in the Heart of Maryland Medley —
Turkey Trot for dancing. National Promenade Band
2272 An Afternoon in June (Joe Belmont) Singing and
whistling, orch. accomp
Billy Murray and Joe Belmont
2273 Let Me Dream Again (Arthur Sullivan) Con-
tralto, orch, accomp Merle Tillotson
2274 Hiram Tucker (Benjamin Hapgood Burt) Rube
duet, orch. accomp... Ada Jones and B. G. Harlan
2275 Don't Stop (Harry Von Tilzer) Male voices, orch.
accomp Peerless Quartet
2276 All for the Girlies, One-step (Jean Gilbert), for
dancing National Promenade Band
2277 I'm Getting Ready for My Mother-in-Law (Jack
Norworth) Vocal, orch. accomp. ... Edward Meeker
2278 Moonlight on the Lake (C. A. White) Vocal,
orch. accomp. . . Knickerbocker Quartet
2279 Moving Day at Punkin Center (Stewart) Talking
Cal Stewart
2280 Si Perkin's Barn Dance (Original). Descriptive
scenes, orch. accomp. ..Ada Tanes and Len Spencer
22S1 The Gift (A. H. Behrend) Tenor, orch. accomp...
Harrold Jarvis
SPECIAL CANADIAN LIST.
2°82 Songs of Scotland — Part I Edison Concert Band
2253 Songs of Scotland — Part II Edison Concert Band
2254 Scots, Wha Ha'e wi' Wallace Bled (Burns) Tenor
orch. accomp ! Harrold Jarvis
2285 Cantique de Noel (Addlphe Adam) In French,
Tenor, orch. accomp '. Albert Quesnel
2286 Hosanna (Jules Granier) In French, Tenor, orch.
accomp. Albert Quesnel
2287 O Canada (National Song of the Dominion) (C.
Lavallee) Tenor and mixed chorus, orch. ac-
comp Irving Gillette and Mixed Chorus
2288 Bonnie Dundee (Sir Walter Scott) Soprano, orch.
accomp ...J Marie Narelle
2289 Jessie, the Flower o' Dunblane (R. A. Smith) So-
prano, orch. accomp ..Marie Narelle
VICTOR TALKING MACHINE CO.
NEW DANCE RECORDS.
No. Size.
17556 Argafiarez — Tango (Firpo)
Castle House Orchestra 10
Enticement — Tango (G. Noceti)
Castle House Orchestra 10
17570 Half and Half, from a "Castle Creation" (New
dance introduced at "Castle House" (Arthur
N. Green) Victor Militarv Band 10
Love's Melody — Hesitation Waltz' (L. Daniderff)
Victor Militarv Band 10
35373 Esmeralda — Waltz Hesitation (Carlos de Mes-
quita) Castle House Orchestra 12
Cecile— Waltz Hesitation. (F. W. McKee)
Castle House Orchestra 12
35375 Dengozo — Brazilian Maxixe (Ernesto Nazareth)
Victor Military Band 12
Destiny Waltz — Boston or Hesitation (Sidney
Baynes) Victor Military Band
35376 "Laughing Husband" Medlev — One-step or Trot
(Jerome D. Kern) Victor Military Band
High Jinks — One-step or Trot (Friml. Arr.
Savino) Victor Militarv Band
TWO DANCE NUMBERS BY FELIX ARNDT,
PIANIST.
17558 Hesitation Waltz (McNair-Ilgenfritz) (Piano-
_ forte) Felix Arndt
From Soup to Nuts — One-step (Arndtl (Piano-
forte) Felix Arndt
POPULAR SONGS.
17o34 Rebecca of Sunnybrook Farm (Brown-Gumblc')
American Quartet
If I had My Way (Klein-Kendis)
Peerless Ouartet
17554 Do You Take This Woman for Your Lawful
Wife? "I Do, I. Do." (Sterling-H. Von
, Tilzer) American Quartet
Whv is the Ocean so Near the Shore (Whv,
Why. Why?) from "When Claudia Smiles")
(Weinherg-Tones) Billv Murray
17562 I m Crying Just for You (McCarthv-Monacol . .
Ada Tones-Billy Murray
Let By-Gones be By-Gones (And Let Us Be
Sweethearts Again) (Williams- Young-Granf) . .
, r T<fi ■, -t., Helen Clark-Henrv Burr
li5il While They Were Dancing Around (McCarthy-
Monaco) Peerless Ouartet
The Irish Tango (J. Brandon Walsh-Ernest
Breuer) Peerless Ouartet
TWO OPERATIC CHORAL NUMBERS
17563 Tannhauser— Pilgrim's Chorus — Act III (Wag-
Victor Male Chorus
II Trovatore — Anvil Chorus — Act II, Scene T
(Verdi) Victor Male Chorus
FOUR NEW MUSICAL PRODUCTIONS.
17555 You're Here and I'm Here, from "The Laughing
Husband" (Smith-Kern)
. Olive Kline-Harrv Macdoni'igh jn
Friend to the End. from "The Lauehing Hus-
band (Wimneris-Evsler) Reed Miller 10
35379 Gems from "The Lauehing Husband" (Smith-
Kern-Wimperis-Evsler)
r t Vi>.T .L'ffht Onera Comnariy 12
Gems from The Midnight Girl" (Paulson-
Bnquet-Phihpp-Anderson)
Victor Light Opera Company 12
PURPLE LABEL RECORDS.
60116 My Ain Countrie (Demarest-Hanna) Soprano
Solo Lucy Isabelle Marsh 10
RED SEAL RECORDS FOR MAY.
87178 Traviata — Addio del passato (Farewell to the
Bright Visions) — Act HI. (Verdi) Soprano
Solo, in Italian Lucrezia Bori 10
8S398 Pagliacci — Ballatella, "Che volo d'augelli" (Ye
Birds Without Number!) — Act I (Leon-
cavallo) Soprano Solo in Italian
Lucrezia Bori 12
88467 Mignon — Kennst du das Land? (Knowest Thou
the Land?) — Act I. Soprano Solo in German.
(Thomas) Emmy Destinn 12
88468 Madama Butterfly — Un bel di vedremo (Some
Day He'll Come) — Act II. (Puccini) Soprano
Solo in Italian .Emmy Destinn 12
87175 Serenade de Don Juan (Don Juan's Serenade)
(Tschaikowsky) Tenor Solo in French
Enrico Caruso 10
74380 Elijah — It is Enough (Mendelssohn) Baritone
Solo in English Clarence Whitehill 12
74384 Largo (rranged by Kreisler (Handel) Violin
Solo; pianoforte by C. Lamson .. Fritz Kreisler 12
87510 Magic Flute — Pagagena, Pagageno ! — Act II (Mo-
zart) Soprano and Baritone Duet in German.
Johanna Gadski and Otto Goritz 10
74385 Madeleine — A Perfect Day (Victor Herbert)
Soprano Solo in English Frances Aida 12
04397 Stille Nacht, Heilige Nacht (Silent Night, Holy
Night) (Franz Gruber) Mezzo-Soprano Solo
in German Julia Gulp 10
64413 Sylvelin, Op. 55, No. 1 (English version by F. H.
Martens) (Christian Sinding) Soprano Solo
in English Alma Gluck 10
64412 Little Gray Home in the West (Violoncello ob-
ligato by Rosario Bourdon) (Herman Lohr)
Soprano' Solo in English Alma Gluck 10
NEW EDUCATIONAL RECORDS.
17567 1 — Looby Loo; 2 — Oats, Peas, Beans and Barley
Grow, from "Children's Old and New Singing
Games" (Mari R. Hofer) . Victor Military Band 10
1 — The Needle's Eye; 2 — Jolly is the Miller,
from "Children's Old and New Singing Games"
(Mari R. Hofer) Victory Military Band 10
17568 1 — Let Us Chase the Squirrel (Annie L. Pres-
ton); 2 — How D'ye Do My Partner (Swedish)
from "Games and Dances" (Stecher) (John J.
McVey, Publisher.); 3— The Muffin Man
(Hofer) Victor Military Band 10
1 — Soldier Boy, Soldier Boy (Hofer); 2 — Did
You Ever See a Lassie (Stecher) from "Games
and Dances" (John J. McVey, Publisher)....
Victor Military Band 10
17557 Larkspur Mazurka, from "Games and Dances"
(Stecher) (John J. McVey, Publisher)
Victor Militarv Band 10
Jolly Crowd, from "Games and Dances" (Stech-
er) Victor Military Band 10
SELECTED RECORDS LIST POPULAR.
Some Co-operative Work That Is Appreciated
by Columbia Dealers and Customers.
12
12
12
10
10
1 0
10
10
10
10
10
10
10
i ii
10
As a valuable adjunct to its recently issued com-!
prehensive catalog of records, the Columbia:
Graphophone Co. announced to its trade last week
the compilation of a selected list of popular-priced;
Columbia double-disc records chosen from the
general Columbia catalog and arranged alphabetic-
ally under various classifications. This new cat-'
alog is now being sent out to the Columbia rep're-.
sentatives throughout the country, who are en-
thusiastic over the real co-operation and assistance1
which it represents.
The records listed on the pages of this catalog;
were chosen from the general catalog with special
regard for the convenience of Columbia patrons
in selecting a representative library of the popular-
priced records that have been accorded the greatest
favor by the public up to the present time. The
idea throughout was to aid the customer and
economize his time by presenting in conveniently
classified form the selection which in the natural
order of things he would be most likely to want.
Some idea of the scope of this auxiliary catalog
may be gleaned from the fact that it lists jrecords
under every possible heading that a customer would
be likely to desire. These headings include band
music, dance selections, accordeon numbers, hymns
and sacred songs, orchestra records and many
others. The book is very attractive, both in ap-
pearance and text, its size being convenient and
handy for instant use.
WOULDN'T KNOW HOW.
"Have you any last words to say?" they asked
the man about to be electrocuted.
"I wouldn't know how," he said, "I'm married."
vhtovn'
WEBSTER'S
NEW
INTERNATIONAL
DICTIONARY
THE MEKRIAM WEBSTER?
BECAUSE it is the only new unabridged die- |
tioiiary in many years. BECAUSE it defines
Over 4<x»,Oi>o iVords. 3700 Pages. 6000 Illustra- \
tions. BECAUSE it is the only dictionary with
the new divided page. BECAUSE he who
knows li'ins Success. Let us tell yon about I
j this new work. WHITE for specimens of |
the new divided page, full particulars, etc. j
I G.&C. MERRIAM CO. , Springfield, Mass. g
j Mention thiB paper, receive FREE, set of Pocket Maps |
THE TALKING MACHINE WORLD.
$d> (j> (t> d> d> (f> at* (S>
READ your trade paper! Get The
Talking Machine World regu-
larly— It is worth many times to
you its annual cost.
There is but one talking machine
paper covering this entire industry, and it
is admitted by all that it is of great aid to
the dealers in every part of this country.
New economic conditions make cer-
tain knowledge necessary on the part of
merchants, and in every issue of The
World there is contained educational mat-
ter, instructive service, business news and
technical articles which are worth many
times the cost of the paper.
Thousands have been benefited by
the business articles which appear in The
World, and every talking machine dealer
should receive it regularly.
The only way to do that is to pay for
it, and the cost is trifling — a little over
eight cents a month, and for that small
sum The World, with all its mine of infor-
mation, is at your service.
If you do not receive the paper regularly, just
put your dollar in an envelope and address it to the
office of the publication, and you will say that it is
the best investment that you have ever made.
Do not delay but send on your dollar now.
Recollect that your competitor is getting The
World — getting it regularly, and in it he is securing
some valuable pointers — information which places
you at a disadvantage if you do not read the paper.
Do not overlook such a valuable contributing
factor to your business success.
EDWARD LYMAN BILL
PUBLISHER
373 Fourth Avenue, New York City
THE TALKING MACHINE WORLD.
Three well-known Edison Sales-
men are recommended to your
consideration by Thomas A.
Edison.
Their abilities to sell Edison
Goods are certified to by him.
Turn to page 8 of this issue and
see who they are.
INCORPORATED
59 Lakeside Ave., ORANGE, N. J.
VOL. X. No. 5.
SINGLE COPIES, 10 CENTS
PER YEAR. ONE DOLLAR
Published Each Month by Edward Lyman Bill at 373 Fourth Avenue, New York, May 15, 1914
ctnla
A Corner of the Music Room
in the White House
Photo copyright by Waldon Fawcett, Washington, D. C.
Permission for reproduction granted to Victor Talking Machine Co., Camden. N. J
fl-3
■ I
Entered as second-class matter May 2, 1906, at the post office at New York, N. Y., under the act of Congress of March 2, 1879.
THE TALKING MACHINE WORLD.
Leading Jobbers of TalKing Machines in America
VICTOR JOBBERS Exclusively
What you want always in stock
400 Fifth Avenue \
27 W. 34th Street ( »| VI
563 Fifth Avenue Y NeW TOTK
153 W. 42d Street
1856
1914
VICTOR
DISTRIBUTERS
VICTORS EXCLUSIVELY
We make a specialty of getting the order
out on time — every time.
The Rudolph Wurlitzer Co.
CINCINNATI and CHICAGO
Two points »f supply; order from the nearer.
CHASE & WEST DES,o"wTES
Machines
Records
Cabinets
Victor
Everything
in stock ad
the time.
WHOLESALE TO IOWA TRADE
Send us your name and address and we will mail you
postpaid complete illustrated catalogues, giving detailed
inlormation concerning all Victor products. Showing the
various styles oi Victor Machines, list ol all Victor Records,
the entire line ol Victor Cabinets, Repair Parts and all Ac-
cessories. Dealers, let us help you build a Victor business.
PEBBY B. WHITSrT L. M. WELLES
PERRY B. WHITSIT CO.,
SIS South High Street, Colombo*, Ohio.
Kdlaoa
Phone
and It
raa. JOBBERS
Victor Talking
Maohinas
OLIVER '
Z. . _ " _ . . Largest VICTOR Talking
D I T S O N M*chin* Distributors Eut
of Chicago.
COMPANY aettm „ ^rF_ w
Serrke." Let u Ml ron am
Q Q g T O N about oar semes.
W. J. DYER & BRO.
Saint Paui, Minn.
VICTOR &- EDISON
Omtributors
QtUtk Sennet for all points in the North-
west. MsKhir.es, Records, Supplies.
VICTOR DEALERS
TRY US FIRST
Wa carry the Lareeet Stock of VICTROLAS, REC-
ORDS sad CA SI NETS ot h>ds Distributor in the
Soatfc.
THE CORLEV COMPANY, Richmond, Va.
Where Dealers May Secure
COLUMBIA
Product
Ready, Full Stocks, and Prompt Deliveries
from Convenient Shipping Centers all
over the United States.
Distributors
Atlanta, Ga„ Columbia Graphophone Co., 133
Peacbtree St.
Baltimore, Md„ Columbia Graphophone Co.. 305-
307 North Howard St.
Birmingham, Ala., Columbia Oraphopbone Co.,
1818 Third Ave.
Boston, Man., Columbia Oraphophone Co., 174
Tremont St.
Buffalo, N. \„ Columbia Graphophone Co., 622
Main St.
Chicago' HI., Columbia Graphophone Co., 14 N.
Michigan Av«l.
Cincinnati, O., Columbia Graphophona Co., 117-
119 W. Fourth Ave.
Cleveland, O., Columbia Grapbopbone Co., S13
Euclid Ave.
Dallas, Tex., Southwestern Talking Machine Co.,
1403 Main St.
Denver, Colo., Colombia Stores Co.. 505-607 Six-
teenth St.
Detroit, Mich., Columbia Graphophone Co., 114
Broadway.
El Paso, Tex., Southwestern Talkiug Machine Co.,
Stanton and Texas Sts.
Hartford, Conn., Columbln Graphophone Co., 710
Main St.
Indianapolis, lint., Columbia Graphophone Co.,
27 N. Pennsylvania St.
Kansas City, Mo., Columbia Graphophone Co.,
1112 Grain! Ave
Lincoln, Nebr., The Grafonola Company, 1036
O St.
Livingston, Mont., Scheuber Drug Co.
Los Angeles, Cat., Columbia Graphophone Co.,
420-422 S. Broadway.
Louisville, Ky., Columbia Graphophone Co., 425
South Fourth St.
Milwaukee, Wis., Albert G. Kunde, 516 Grand
Ave.
Minneapolis, Minn., Columbia Grapbopbone Co.,
424 Nicollet Ave.
New Haven, Conn., Columbia Grapbopbone Co.,
25 Church St.
New Orleans, La., Columbia Graphophone Co.,
833 Canal St.
New York City, Columbia Graphophone Co., 89
Chambers St.; Columbia Graphophone Co., 35-37
W. 23d St.; Columbia Graphophone Co., 39 W.
125th St.
Philadelphia, Pa., Pennsylvania Talking Maeh.
Co., 1109 Chestnut St.
Pittsburgh. Pa., Columbia Graphopboue Co., 101
Federal St.
Portland, Me., Columbia Graphophone Co., 650
Congress St.
Portland, Ore., Columbia Graphophone Co., 871
Washington St.; Ellers Music House.
Providence, II. I., Columbia Grapbopbone Co.,
119 Westminster St.
Rochester, N. Y., The Grafonola Company, 38
South Ave.
Sacramento, Cat., Kirk, Geary Sc Co.
Salt Lake City, Utah, Daynes-Beebe Music Co.,
45 Main St.
San Francisco, Cal., Columbia Graphophone Co.,
334 Sutter St.
Seattle, Wash., Columbia Graphophone Co., 1811
First Ave.; Ellers Music House, 3d and univer-
sity Sts.
Spokane, Wash., Columbia Graphophone Co., 818
Spragne Ave.
Sprlnirfteld, Mass., Columbia Graphophone Co.,
174 Worthington St.
St. Lonls, Mo., Columbia Graphophone Co., 1008
Olive St.
St. Paul. Minn., Columbia Graphophone Co., 17
East Sixth St.
Tampa. Fla., Tampa Hardware Co.
Terre Haute, Ind., 640 Wabash Ave.
Toledo, O., Columbia Graphophone Co., 22t Supe-
rior St.
Washington, D. C. Columbia Graphophone Co..
1210 G St.. N. W.
DEALERS WANTED — Exclusive selling rights
given where we are not actively represented.
Write for particulars to the Columbia Graphophone
Co., Wholesale Department. Woolworth Building,
New York.
Headqnarters tor Canada-
Columbia Graphophone Co., 363-5-7 Sorauren Ave.
Toronto, Ont.
SANGER BROTHERS
Dallas, Texas
VICTOR
Distributers
"We ship the same day."
Southern Victor Dealers
Largest Stock VICTROLAS and RECORDS.
Prompt Shipment and Low Freight Rates.
WALTER D. MOSES & GO.
Oldest Music House in Virginia or North Carotin*.
RICHMOND, VA.
Edison Phonograph Distributors
for the SOUTHWEST
AH Foreign Records in Stock
Houston Phonograph Co„ H?£xIsH
NEW ENGLAND
JOBBING HEADQUARTERS
EDISON AND VICTOR
Mavcriinae. Records avnd Supplies.
THE EASTERN TALKING MACHINE CO.
177 Trement Street • BOSTON. MASS.
PACIFIC COAST WW"
Victor Talking Machines records
STE1NWAY PIANOS-LYON & HEALY
"OWN MAKE" BAND INSTRUMENTS
Sherman, Clay & Co. Oakland****** sotti**
The Chicago
Edison Jobber
The perfection of Musical
Instruments— THE EDISON
diamond disc PHONOGRAPH
—with EDISON double disc
records.
THE PERFECTION OF
SERVICE— Our Service.
The Perfection of adver-
tising for the dealer — Our
plan.
The Phonograph Company
229 So. Wabash Ave.
CHICAGO
Every Jobber in this country should be represented in
this department. The cost is slight and the advantage is
great. Be sure and have your card in the June List.
The Talking Machine World
Vol. 10. No. 5.
New York, May 15, 1914.
Price Ten Cents
W. STEVENS HOME FROM EUROPE.
Manager of Foreign Department of Thomas A.
Edison, Inc., Completes Arrangements for
Transferring European Business of Company
to Orange — Increasing Popularity of Edison
Products Abroad — Blue Amberol Liked.
Walter Stevens, manager of the foreign de-
partment of Thomas A. Edison, Inc., returned to
Orange, N. J., recently after an extended trip to
Europe, during which he visited, London, Berlin,
Paris and other prominent European cities, but
spending the major part of his time in London
looking after the interests of the Edison com-
panies.
Prior to Mr. Stevens' leaving for Europe the
officials of Thomas A. Edison, Inc., had decided
to, transfer the entire European phonograph busi-
ness to the main offices at Orange, leaving the
various European branches free to concentrate
their efforts on the development and cultivation of
their moving picture film business. While abroad
.Mr. Stevens took care of the many details inci-
dental to this important transfer.
Mr. Stevens fo.und Edison products in Europe
increasing their popularity steadily and consist-
ently. The Blue Amberol records are proving
ready sellers with the trade, while the advent of
the Edison disc products is awaited with keen in-
terest and expectation. In discussing the sale of
records on the other side of the Atlantic Mr.
Stevens remarked that there is a continued de-
mand for ragtime selections, although there is a
very heavy demand fo.r dance selections. England
particularly is manifesting an unusual interest in
dance music.
SUIT AGAINST THE VITAPHONE CO.
Fred Stern, President of Chamber of Com-
merce of Newburgh, N. Y., Brings Action
Against Plainfield Concern on Charge That
It Failed to Keep Agreement to Move to
Former City as It One Time Planned.
( Special to The Talking Machine World.)
Newburgh, N. Y„ May 6. — Claiming that the
Vitaphone Co., of Plainfield, N. J., a Delaware
corporation, failed to live up to its agreement to
locate a factory in Newburgih, N. Y., Fred Stern,
president of the Chamber of Commerce of the
latter city, has started suit in the New Jersey
Supreme Court to recover $500 paid for stock of
the Vitaphone Co.
Papers in the suit were forwarded to Plainfield
last week by Jacob L. Newman, attorney for Mr.
Stern. As the parties concerned live in different
counties the suit is brought in the Supreme Court.
The Vitaphone Co. is authorized to do business
in this State and has an officer here upon whom
service may be made.
According to Mr. Stern's complaint, the Vita-
phone Co. agreed to purchase property in New-
burgh and build a factory for the manufacture
of cabinets to contain the Vitaphone talking ma-
chine. With that understanding, Mr. Stern says,
the citizens of Newburgh were prevailed upon to
subscribe for stock. The Chamber of Commerce
head says he bought fifty shares for which he
paid $500, receiving twenty shares of common
stock as a bonus. He asserts that the Vitaphone
Co. failed to buy any Newburgh property or
locate a factory there.
The Vitaphone Co. manufactures its motors and
assembles the metal parts in its factory at Plain-
field. Mr. Stern says the agreement was that the
motors were to be shipped to Newburgh for
mounting in the cabinets to be manufactured there.
The Vitaphone 'Co. contends that the citizens of
Newburgh failed to support the project and that
it could not afford, therefore, to locate at New
burgh.
MOVIES TO LEAD ORCHESTRAS.
Famous Conductors May Appear in Films in
Dozens of Concerts at the Same Time.
A despatch to the New York World under
recent date says that by means o.f films just placed
on the market by the Meister Film Co. of Berlin
the most famous musical directors will be enabled
to conduct a dozen or more performances in dif-
ferent cities at the same time, and audiences of
the future will be able to enjoy the conducting of
great masters long after the musicians are dead.
This has been achieved by the use o.f master
conductor films, and the film company will shortly
give a huge concert here when all the most famous
conductors will conduct by film-proxy.
Felix von Weingartner, after witnessing the
first private performance, said :
"The success was extraordinary. The opera con-
ducted was 'Carmen,' and the machinery for pro-
ducing the film was so exact that after one trial
the musicians were able to play with exactly the
same accuracy as they would have done if a living
conductor had been present. There is nothing
mechanical about the performance, and the result
is genius. A clever conductor can be transferred
to a living orchestra for generations to come."
A number of well-known musicians have been
invited to. play in front of the moving films and a
majority of them declare that the suggestive effect
of movements shown on the film are quite as
powerful as those of a living conductor.
The films already prepared show Weingartner
conducting the "Egmont" overture, Geheimrath von
Schuch of the Dresden Royal Orchestra conducting
"Tannhauser" and Oscar Fried in Bcrlio.z's sym-
phony fantastique.
Arthur Nikisch says the new films are an epoch-
making invention and adds:
"How valuable, for instance, it would be to the
present generation if it could see exactly how
Wagner conducted the ninth symphony at the
famous Bayreuth festival in 1872!"
COLUMBIA CO. BRINGS SUIT
Against Several Companies for Infringement of
Patents — Statement by Legal Department.
The legal department of the Columbia Grapho-
phone Co. made the following announcement this
week :
"The American Graphophone Co. owns and con-
trols a number of United States patents relating
to. talking machines, records and accessories, and
is the intention of the Graphophone Co. to
attack infringements of their patent rights; and in
earnest of its purpose it has already instituted sev-
eral suits, among others against the American
Parlograph Corporation, the Triton Phonograph
Co., Inc., Gimbel Bros., and other suits are in
course of preparation.
"Owing to changes in the practise in the Federal
Courts it is uncertain at this time when these cases
will be reached for trial; but the legal department
of the American Graphophone Co., Mauro, Cam-
eron, Lewis & Massie, New York City, expresses
itself as ready for immediate trial and as en-
tirely confident of success.
TAKES ON TALKING MACHINES.
(Special to The Talking Machine World.)
Anaheim, Cal., May 3.— The Graham Furniture
Co., one of the largest and finest furniture houses
in this part of the country, located in this city, has
just taken on the agency for the Edison disc pho-
nograph. Albert Graham, who owns and conducts
the enterprise, will take a strong personal interest
in the new department.
VICTROLA WINS SUPERVISORS.
Mrs. Clark Demonstrates Value of Victrolas in
Schools at National Conference in St. Paul —
Many Noted Musical Authorities Present.
(Special to The Talking Machine World.)
St. Paul, Minn., May 6.— The value of talking
machines in school work was exemplified in a
striking manner at the seventh annual meeting
of the National Conference of Music Supervisors.
Mrs. Frances E. Clark had almost a full line of
Victrolas in the West Hotel, the headquarters of
the convention, and her intelligent demonstrations
of the use that talking machines might have in the
schools attracted much favorable comment from
the teachers. Many of the Minneapolis schools
have instruments of various kinds and have been
trained to distinguish between good music and
trash, and the visitors were much interested to
hear the young critics place their seal of approval
or disapproval on a long series of musical num-
bers of varying order of merit. The program
was made up of numbers which the youngsters
had never heard before, and their unerring judg-
ment, in picking out the good music, highly en-
tertained the teachers.
Among those in attendance were : P. P. Claxton,
United States Commissioner of Education; Will
Carhart, Pittsburgh, Pa. ; Theodore Fitz, Greeley,
Col.; Miss Mary Conway, New Orleans, La.; Miss
Elsie Shawe, St. Paul, Minn.; Charles Fansworth,
Columbia University ; P. W. Dykema, University
of Wisconsin ; Mrs. Elizabeth Casterton, Roches-
ter, N. Y. ; Charles Miller, Lincoln, Neb. ; Dr.
E. A. Winship, Boston, Mass. ; Miss Frances
Wright, Des Moines, la.; Ralph Baldwin, Hart-
ford, Conn. ; C. A. Fullerton, Cedar Rapids, la.;
D. A. Clippinger, Chicago, 111. ; Arthur Mason,
Columbus, Ind. ; Miss Estelle Carpenter, San
Francisco, Cal.; Miss Ida Fischer, San Jose, Cal.;
D. B. Gebhart, Missouri Normal School, Kirks-
villc, Mo.; Osburne McConathy, Northwestern
University; Miss Lillian Watts, Marquette Uni-
versity, and numerous others of equal prominence
in the musical world.
Their appreciation of Mrs. Clark's demonstra-
tion was universal, and the general verdict, if
one had been called for, would have been that
talking machines are indispensible in modern
schools.
SETTLED IN NEW HOME.
American Phonograph Co. Completes Removal
of Headquarters from Gloversvil'e to Albany,
N. Y. — Occupies Handsome and Commo-
dious Quarters in the Latter City.
(Special to The Talking Machine World.)
Albany, N. Y., May 6. — The American Phono
graph Co., the well-known Edison jobber, for
merly of Gloversville, N. Y., is now fully settled
in its handsome new home at 707-709 Broadway,
this city. The building covers a floor space of
40x200, and the company occupies two entire!
floors.
The main floor is occupied by the executive andj
sales offices, and several attractively furnished
soundproof bo.oths are also located on this floor.
Every possible convenience for the company's
dealers is incorporated in the furnishings and
sales systems in the new building, and a cordial
invitation is extended to all Edison de'alers to
visit the American Thonograph Co.'s headquarters
when in Albany. A splendid trade has already;
been clo.sed in the new home, and the company is!
well pleased with the outlook. This company,
which is an exclusive Edison jobber, has two!
traveling men who cover northern New York,
northern Pennsylvania, Vermont, part of Newj
Hampshire and western Massachusetts.
It is not so much what you are going to do as
what you are doing that counts in the credit sheet,
One realizes that what you get for nothing is
worth just that, when a lot of voluntary advice is
handed to you,
Don't keep shifting your footing on the Ladder!
of Success. You're apt to step on the fingers of!
the man below yo.u.
4
THE TALKING MACHINE WORLD.
BEAUTIFULLY ARRANGED TALKING MACHINE ROOMS
Are Those of the Silas E. Pearsall Co., the Old-Time Talking Machine House of New York,
and of Which Charles Bobzin Is Now Manager — Illustrations Give an Idea of the
Equipment and Artistic Arrangement — Possess a Certain Charm That Always Attracts.
The characteristics of splendor are fully in evi-
dence at the Victor warerooms of the Silas E.
Pearsall Co., of which Charles Bobzin is man-
ager, 16-18 West Forty-sixth Street, New York,
seen the view in the Pearsall warerooms from the
first booth looking toward the street. It is really
but a glimpse of the actual store, and a visit to
this place must be taken to really appreciate to
View of Pearsall Warerooms Looking Toward Street.
yet so artistically has the floor been arranged, just what extent these tasteful decorations en-
that every detail is harmoniously related to its hance the interior beauty.
neighbor. Finished throughout in light brown natural gum
In one of the accompanying illustrations may be wood, with the decorative scheme in tints of brown,
Record Stock Room of Pearsall Co.
and furnished as luxuriantly as the Fifth avenue
home, it is no wonder that this fashionable Victor
headquarters numbers among its clients many of
the wealthiest members of society.
This store is also the headquarters for the
wholesale Victor business of the Pearsall Co.,
which has increased ten-fold since Mr. Bobzin
assumed the managerial duties of the house. The
record room, which is shown herewith, holds
100,000 records, while the storage rooms for
machines contain a great many machines of all
models. Thus the service rendered the dealers
may be called "of speed and completeness," for
Mr. Bobzin believes that the dealer comes first,
and he aims to protect him in every instance. A
great student of business conditions, Mr. Bobzin
sees nothing but prosperity for the talking ma-
chine world in general, and, particularly, for his
field mates in the Victor business.
EDISON DISC FOR MASONIC LODGE.
New Outfit Provides Excellent Means for En-
tertainment According to Officers of the
Lodge — What De Witt C. Smith Has to Say.
(Special to The Talking Machine World.)
Savanna, III., May 7. — R. M. Garrett, the en-
terprising Edison phonograph dealer o.f this city,
closed a sale of unusual interest recently when
he sold a handsome Edison disc phonograph with
a large supply of records to the Mississippi Lodge
385, A. F. and A. M., of this city. Edison disc
machines have been placed in the lodge rooms o.f
a number of prominent societies in this section
of the country, and in every instance have given
perfect satisfaction.
Mr. Garrett is featuring to splendid advantage
the following expression of hearty praise sent him
by De Witt C. Smith, the secretary of the lodge
which recently purchased the Edison disc outfit :
"Since we have placed the Ediso.n disc in our
Temple it has been used very generously by mem-
bers as a means of entertainment, and the unani-
mous verdict is that it is the right machine in the
right place. Particular mention is frequently
made by those who hear it that this is the last
word in perfect tone reproduction."
MARRIAGE OF ABRAHAM DAVEGA.
The marriage of Abraham Davega, son of I.
Davega, the well-known talking machine jobber,
125 West 125th street, will take place on June"
18. This will be preceded by a bachelor dinner,
at which time hosts of friends will tender him
their good wishes.
The Success of Your Talking Machine Department
Is to a large extent dependent upon the service your distributor gives you.
This admitted makes it important that you secure the best service obtainable.
AND THAT IS EASTERN SERVICE
To use it is to swear By it not At it.
May we not have the opportunity to convince you that our service is exceptional?
EASTERN TALKING MACHINE COMPANY
177 TREMONT STREET, BOSTON, MASS.
EDISON
FOR NINETEEN YEARS TALKING MACHINES EXCLUSIVELY
VICTOR
THE TALKING MACHINE WORLD.
5
The newest additions to
the exclusive Victor group
of the world's greatest artists
The policy of the Victor is to secure only the very best artists.
And it secures them because the Victor and Victrola alone
are able to reproduce their voices and art to absolute perfection.
Five artists who are the most recent to decide that only the
Victor can do justice to their voices, and are now under contract
to make records exclusively for the Victor, are:
Margarete Ober
the newest contralto addition to the Metropolitan Opera Co.
Emmy Destinn
the famous soprano of the Metropolitan Opera Co.
Giovanni Martinelli
of the Metropolitan — this season's "discovery" among tenors
Lucrezia Bori
the Metropolitan's new lyric soprano
Julia Gulp
one of the most successful concert artists
Every new addition to the Victor ranks gives new prestige to the Victor and Victrola.
Victor Talking Machine Co., Camden, N. J., U. S. A.
Berliner Gramophone Co., Montreal, Canadian Distributors
Always use Victor Machines with Victor Records and Victor Needles —
the combination. There is no other way to get the unequaled Victor tone
6
THE TALKING MACHINE WORLD.
Famous record albums
AT VERY LOW PRICES TO MEET COMPETITION
For Durability, Artis-
tic Design and Finish,
our Albums have no
equal. The^ are made
in the most substantial
manner by skilled
workmen.
Our Albums are first-
class in every particu-
lar, and are sold at
very low prices.
DISC RECORD ALBUMS
ARE WHAT EVERY
Talking Machine Owner
NEEDS AND MUST HAVE
With the index they
make a complete sys-
tem for filing away all
disc Records, and can
be added to, Album by
Album, as Records ac-
cumulate, like books in
a library.
OUR SUPERB ALBUMS SHOWN OPEN AND CLOSED.
MADE IN TWO SIZES TO FIT ALL lO AND 12-INCH DISC RECORDS.
These Albums contain 17 pockets made of strong fibre paper, each pocket having a hole in
the center, as _ shown in the picture. These pockets are so made that they show very plainly
both the single and double face titles on the Records. The Albums are bound in the finest quality
of Brown Silk Finish Cloth, with gilt title on front cover. They are also bound in imitation
leather. Write for sample and prices of our Albums, which are superior to all others.
Address NATIONAL PUBLISHING CO., 235 South American St., Philadelphia, Pa.
TWIN CITIES DANCE MAPT
Talking Machine Dealers Hard Put to Fill De-
mand for Dance Records — Tango Dancers
Prove Strong Attraction at Cable Piano Co.
Store — Records by Margaret Wilson Make
Big Hit — Advance Demand Was Very Large.
particularly in the matter of selling records. On
the- whole, there is a marked tone of satisfaction
when the twin city dealers discuss local conditions.
(Special to The Talking Machine World.)
St. Paul, Minn., May 5. — St. Paul and Minne-
apolis have gone mad over dance music, and
the dealers, whether they handle Victor, Colum-
bia or Edison goods, hardly can supply the de-
mand for terpsichorean records. The tango craze
probably is responsible for 'the public craving for
■dance music, but, whatever the psychology of the
condition may be, it is a gratifying one to the
dealers.
One half of the Cable Piano Co.'s store in St.
Paul is given up every afternoon to a pair of
clever tango dancers, who draw capacity houses
at each performance. Interest in the tango also
is highly intensified by the appearance this week
of the renowned Castles, both in Minneapolis and
St. Paul. After their local engagements, it is
fair to assume that the cities will be in an ecstacy
of dance madness — and, at any rate, the dealers
will try to help it along.
Columbia dealers receive many inquiries for the
Margaret Wilson records, and C. P. Herman,
manager of the St. Paul store, is looking for a
big rush of sales. He reports the April sales as
very satisfactory on the whole, though there was
a falling off in business at the close of the month.
His Dictaphone department is doing well, and
the machine is making steady inroads in the busi-
ness offices of St. Paul.
Archie Mathies, of the Talking Machine Co.,
handling Victor and Edison instruments, has dis-
continued the recitals for the summer season, but
will resume the programs in the fall when people
can be prevailed to come inside. Now they pre-
fer the great outside.
The grand opera season, true to all predictions,
helped the talking machine dealers considerably,
HELD PARADE OF V1CTR0LAS.
W. H. Reynalds, of Mobile, Ala., Takes That
Means of Impressing Local Residents with
the Extent of His Victor Business and Stirs
Up Much Interest and Good Business.
(Special to The Talking Machine World.)
-McfeiLE, Ala., May 8.— W. H. Reynalds, the
well-known Victor distributer, recently received
two carloads of Victrolas and decided to impress
upon the music loving public of Mobile just what
this large shipment signified, thro.ugh the medium
of a parade through the streets of the city before
the Victrolas were placed in his store. This unique
parade attracted general attention and comment,
a number of newspapers mentioning it and re-
ferring to the rapidly growing popularity of the
Victrola in this territory.
WANTED CARUSO IN "MISERY."
Geo. M. Richter, Jr., manager of the talking ma-
chine department of the Clark Music Co., Syra-
cuse, N. Y., writing to The World under recent
date, says :
"Gentlemen — Your comment in the April issue
about salesmen having to be quick-witted at times,
reminds me that very often we have such instances
occur in our department. A few days ago a lady
came in the store, and asked one of our salesladies
if she had 'Caruso in Miserere' — but what she
actually said was 'Have you Caruso in Misery?' To
avoid embarrassment our clerk quickly handed her
record No. 89,030, sung by Caruso and Alda. This
suited her and she left contented and satisfied
that she had it."
A SUMMER SENSATION!
Two Dazzling Chicago Blondes Plan Unique
Descent Upon Eastern Resorts — To Teach
the Tango by Phonograph on the Beach.
Two beautiful blondes have arrived from Chi-
cago to do something new in tango teaching.
Tall, lithe and fair, and with blue eyes, and Ethel
Sykes and Dorothy Coffee by name, they were the
tango sensations in the Windy City's lobster dis-
trict all winter.
Their ultimate object in descending upon New
York is to get speaking parts in stage plays. Here-
tofore their efforts in the uplift of the drama
having been confined to motion pictures.
To keep their motor car in gasoline until Sep-
tember, the Misses Sykes and Coffee are going to
take their tango scheme to the summer hotels along
the Atlantic Coast.
' These dazzling beauties purchased a Victrola on
the instalment plan and thus will carry their own
music with them.
They will put up at the Nassau Hotel at Long
Beach, the Oriental at Manhattan Beach and the
Marlborough-Blenheim at Atlantic City, and be
ready at a moment's notice to teach the tango to
anyone who may have the price, and their charges
will be on a sliding scale, depending upon what the
applicant has.
When they go in the surf, they will use allur-
ing bathing suits, especially adapted to purposes of
the turkey trot, and the Victrola will accompany
them to the beach, and the sands will be turned
into a ballroom. Those who have seen Miss Sykes
and Miss Coffee in their bathing togs predict for
them an overwhelming class when they teach on
the beach, unless Anthony Comstock happens to
wander along that way, when, well, you know what
happened to September Morn!
Diogenes didn't find the honest man because
honest men haven't any great desire to be held up
before the populace as worthy examples.
An arbitrator is sometimes one who hears both
sides of a quarrel and then decides to call the
police.
THE TALKING MACHINE WORLD.
7
JOBBERS GET READY FOR REUNION AT ATLANTIC CITY.
Next Convention of the National Association of Talking Machine Jobbers to Be Held July
6, 7 and 8 — Will Be Noteworthy in Many Respects Because of Its Educational Fea-
tures— Committee Active in Perfecting Plans — Latest Developments of Interest.
The eighth annual convention of the National
Association of Talking Machine Jobbers will be
held at Atlantic City on July 6, 7 and 8.
The reason for choosing Atlantic City as the
meeting place is set forth in the words of our
talented and genial friend, James F. Bo.wers, of
Lyon & Healy, Chicago, who once said: "There
are only three places at which to hold conventions.
The first is Atlantic City; the second is Atlantic
City; and the third is ATLANTIC CITY!"
On April 18 J. C. Ro.ush, of Pittsburgh, presi-
dent of the association; L. C. Wiswell, of Chicago,
chairman of the committee of arrangements, and
Benj. Switky, of New York, met at Atlantic City to
perfect plans for the most successful convention
ever held.
The next convention will be noteworthy by rea-
son of the educational features embodied in the pro.-
gram. The committee realizes that the mere offer
of a good time is not in itself sufficient inducement
for a jobber to travel fro,m the Pacific to the
Atlantic Coast. Therefore, they have set for them-
selves the task of making the next convention a
good business proposition for every member who
attends. This means that to be absent is to
lose money.
In addition to the personal attendance of every
member of every firm of distributers it is urged
that association members bring along their mana-
gers, superintendents and right-hand men. There
will be a mechanical exhibit and demonstration
in Atlantic City such as has never before been
attempted. It will be like bringing the mountain
to Mahomet.
The why and wherefore of many things and
policies that have puzzled the trade will be ex-
plained authoritatively by the men responsible for
those things and policies. Questions of momentous
interest to. both distributers and dealers will be
discussed, debated and acted upon.
Members will find it to their interest to in-
spect the various lines of supplies and specialties
that will be represented at the convention. Like-
wise, the opportunity of greeting factory officials
should not be overlooked. Matters of personal
interest can be taken up while visiting the East.
In order to induce members to bring along their
wives, families and friends, a delightful social
program has been arranged, in charge of special
reception and entertainment committees. Automo-
bile rides, luncheons, dances, cabarets, banquet,
etc., are merely a hint of what is in store for
members and their guests.
In addition to the business features, the plans
of the arrangement committee include a banquet
that promises to be one of the most enjoyable ever
held under the auspices of the association. Ar-
rangements have been made with Barney's Hotel,
one of the most popular places in Atlantic City,
to provide an enticing menu at a moderate price
and to give the use of the regular hotel cabaret
entertainers and orchestra for the entertainment
of the diners. The banquet will be held on Tues-
day evening, July 7, and the committee has also
arranged for Mr. Barney to reserve the balcony
in his cafe on Monday night for the association
members and their friends, and from where they
can watch the dancing on the main floor. Bar-
ney's will take the place of the Old Vienna this
year, the latter place having closed, following the
death of the proprietor.
Among the arrangements made for the enter-
tainment of the ladies, while the convention is
in session, is included an automobile trip to the
Atlantic City Country Club on Monday, with
luncheon at the club before returning.
The National Association of Talking Machine
Jobbers has more than justified its existence. By
reason of mutual interests it has banded together
the jobbers of the United States. Through the
officers and the executive committee many far-
reaching and profitable results have been achieved.
It is the duty of every member of the association
to answer in person the roll-call at Atlantic City,
if for no other reason than to show his appre-
ciation of the excellent work of the executives
and committeemen.
While the strength of the organization is meas-
ured by its membership, its vitality is gauged by
the attendance at the annual convention. So get
together, gentlemen. Don't shift it onto George.
Be there yourselves. The convention dates were
purposely chosen so as to blend with your Fourth
of July celebration or your summer vacation.
CONCERTS FOR SHOPPERS.
An Excellent Means of Bringing the Talking
Machine to the Attention of the Public.
A very excellent suggestion was that made by the
Edison Phonograph Monthly, when it said :
''Many dealers are located right in the shopping
district. Here is a decided advantage if rightly
used, and the advantage consists in the fact that
so many women are doing the shopping and would
be glad of a resting place just about noontime or
shortly thereafter. The alert Edison dealer will
not miss the opportunity. A recital planned at that
time, will undoubtedly be well patronized, but some
strong feature must be announced. One store re-
cently announced that a contralto singer, prominent
in a certain local church, would sing. The place
was filled !
"But apart from the attracting of shoppers, there
is great importance to be attracted right now to
store recitals. By all means get the machinery* in
working order. Have an attendant who under-
stands the Edison. See that the machine itself is
in good shape and the records selected and ready
to play. Make it a high-tone affair by a neat pro-
gram, which may be varied from day to day.
Victrolas and Record Stocks Short
Be just to yourself and your customers
You owe it to yourself and your customers to give us a trial
at filling your orders before you lose a sale by telling them
that you "haven't got it and can't get it."
We cannot truthfully boast
about the completeness of machine and record stocks; never-
theless you can get from us certain types of machines and
many selections of records that are not to be gotten elsewhere.
New numbers are coming in daily.
TAKE NOTHING FOR GRANTED UNTIL YOU HAVE TRIED
BENJ.
SWITKY,
Distributor NEW YORK, N. Y.
THE TALKING MACHINE WOULD.
LOUIS XVI
Model A450, Circassian
Walnut, $450.00
Model A400, Mahogany,
$400.00
SHERATC
Model A275, 1
hogany. III
Plain, $2750
Think About Your Different Kinds Cf
Customers As Well As Your Line
Look at the goods you carry through other people's eyes.
Don't try to fit your customer to your line.
Sell the line that fits all your customers.
Edison Phonographs
DIAMOND DIJC
and AMBEROLS
give you all the different kinds of phonographs which you need for all your different (
tomers. They give your customers so unequalled a variety in Types, Models, Designs id
Prices that their choice can never hesitate between the Edison and some other phonoguli
— it concentrates instantly on the Edison Line because its very size tells them that see
where in that great line is the phonograph that the]) want.
A80, Mahogany,
Thomas A. Edison
Model A300O
Model A200, Mahogany
and Oak. $200.00
cassian
$300.00
THE TALKING MACHINE WORLD.
8>
RATON
A290, Ma-
iy, Inlaid
rquetry,
.00
en Customers Whom You Can Sell Right Away
seven will buy Edison Phonographs from you right off the reel — and each one
uy for a different reason. These seven buyers are :
he one who wants no bothering with needles.
he one who wants all the original music, overtones as well as fundamental tones.
he one who wants long playing records.
he one who wants records that the children won't break.
he one who wants steady speed and steady pitch.
he one who wants the only phonograph whose tone is suited to outdoors,
he one who wants his cabinet to match his indoor furnishings.
u want each of these seven customers to bring in seven more, and each of those
ng in still another seven, then you want the full Edison Line. Get in touch with
rarest jobber. Write us for his name now — to-day.
Lakeside Ave., Orange, N. J.
Model B60, Oak, $60.00
TO
Illl
A250, Ma-
ty and Oak,
LOO
iiimiiimiiiimiimiiiiiiimiiiiiimiiiiiiimmi
Model A 150. Mahogany
and Oak. $150.00
10
THE TALKING MACHINE WORLD.
CINCINNATI TRADE CONTINUES TO BE OPTIMISTIC.
Messrs. Rugles and Ahaus Invent New Needle Which Will Soon Be Put on the Market —
Millner Enlarging Victor Department — Whelan Tells of Columbia Expansion — Victor
Activity at Wurlitzers and Aeolian Hall — News of the Month Recorded in Detail.
(Special to The Talking Machine World.)
Cincinnati, O., May 4— P. B. Ruggles, a Cin-
cinnati chemist, and Louis Ahaus, manager of the
Victrola department of the Lyric Piano Co., have
invented a new needle, which gives free use of
the music without the scratching which so often
mars the reproduction.
Messrs. Ruggles and Ahaus are preparing to put
their invention on the market, though no. company
is to be formed for the present. The needle is
said to be made of the quill of a feather, chem-
ically treated. One can be used for ten selections,
and soft, medium and loud effects can be secured
through the new needle. A special holder will be
required for the new contrivance. These are to
be manufactured by the Cincinnatians. The needle
is in the shape of a spear.
There have been no, further developments in the
affairs of John Arnold. Nothing has been heard
of Mr. Arnold by his former business associates.
The Milner Musical Co. has discarded its sheet
music department, and in about a week the Vic-
trola section is to be enlarged. The latter work
has been given in charge of Willis H. Strief. Man-
ager Stotler expects to do considerable newspaper
advertising very shortly.
Manager Whelen, of the Columbia Graphopho.ne
Co., expressed no dissatisfaction over the outcome
of the month's business. He said: "During the
first part of the month business was certainly on
the "boom," but toward the latter part it sort of
fell off, that is, as far as machines were concerned,
but the record business held its own to the end.
We have found it difficult to get in some of the
larger types of machines from the factory, owing
to the large demands, which the factory has been
unable to supply. We are looking forward to a
greater business as the summer season opens up,
when the demand is great for machines and rec-
ords for camping purposes. The 'Tango Outfit'
has been greatly in demand, and inasmuch as it
looks like the 'dance craze' is a permanent fea-
ture, machines and records will be more than ever
in demand this summer."
Speaking of business in the outside territory,
Mr. Whelen said : "We have closed with a large
number o.f new dealers during the past month, all
big accounts, and business seems to be good
throughout the entire territory."
Victor business at Aeolian Hall has been en-
tirely satisfactory the past month. The last week
was especially active and gives promise that it will
continue so during the next month.
Record sales picked up, especially in the dance
music, which fell off during the Lenten season.
One of the mo.st pleasing features of the month's
business at Aeolian Hall was the demand for
higher priced Victrolas. Victrola XVI was a big
seller and a number of $200 cash sales went
through.
The record stock is in much better shape now
than for some time past. Good use is being made
of the attractive record catalogs recently gotten
out by the Victo.r Co., and the Aeolian Co. con-
tinues to use large space in the daily papers in its
advertising of the Victrola and Victor records.
The Rudolph Wurlitzer Co. makes the following
report :
"In reviewing the business of the last thirty days
and comparing it with the corresponding period in
1913, a splendid increase was found. During two
weeks o.f this period the record trade was rather
light owing to unfavorable weather conditions, but
taken as a whole the results were most satisfactory.
"The dance records continue to hold the interest
of the public, and instead of showing a decrease,
the records are showing an increased sale, prob-
ably on account of larger shipments arriving, and
a correspondingly more complete stock.
"We look forward to the summer without any
misgivings as to trade conditions, and are already
considering ways and means of handling the tre-
mendous fall business which will surely result
from the favorable conditions which now exist.
On May 13 Mr. and Mrs. Castle will give a per-
formance in this city, and at this writing (May 4)
the greatest interest is being shown in this event
by Victrola owners, and the various demonstrating
rooms are devoted almost entirely to demonstrating
the new dance records.
"That the impression made upon the trade by
this fad will have far-reaching results is beyond
question, and there is no doubt when the dance
craze dies out, if it does, the versatile Victrola
will be no less an attraction in the homes where
the dance craze has placed it."
A VALUABLE ACQUISITION
To the Talking Machine Establishment of W.
D. Andrews, of Buffalo, Is Prince Lei Lani,
a Musically Gifted Hawaiian.
(Special to The Talking Machine World.)
Buffalo, N. Y., May 7. — In musical circles in this
city, Prince Lei Lani, who is a native of Hawaii,
.has made quite a num-
ber of friends. It was
in 1901 that he came to
the United States, spend-
ing his first two years
in Stanford University
improving his voice,
which already possessed
all that natural sweet
quality peculiar only to
the native Hawaiian.
His first appearance in
public was with the
famous Royal Hawaiian
Band, which toured the
world and played before
the principal royalties of
Europe, the prince appearing at each performance
as a tenor soloist and a member of the Hawaiian
octet.
During the great success of the "Bird of Para-
dise" the prince took a prominent part for two
seasons as a member of the Hawaiian quintet.
At the close of the season, in the spring of 1913,
two. of the number were killed in an automobile
Prince Le
accident near Boston. He has played the Orpheum
circuit — also the Sullivan & Oo.nsidine circuit. He
was engaged at the Winter Garden for ten weeks
during the late season of 1913 and scored quite a
measure of success.
Prince Lei Lani, or E. K. Rose, as he is known
off the stage, has a phenomenal voice. He sings
with perfect ease tenor, baritone or soprano, and
has a range o.f four octaves. During his appear-
ance in Philadelphia in April, 1913, his ability at-
tracted the attention of the Victor Talking Machine
Co., which made Mr. Rose and his associates a
flattering offer to appear at the laboratory and
sing for the Victrola. These records were a
success and have had a wonderful sale among all
music lovers.
After the death of Mr. Rose's associates he de-
cided to. quit the stage and locate permanently.
He selected Buffalo as the most desirable city.
Since locating here last October Mr. Rose has
appeared in many churches and clubs. His dif-
ferent voices, and several changes of costumes,
enable him to give a full evening's entertainment.
He has also had many out-of-town engagements in
Western New York, Pennsylvania and Ohio.
Mr. Rose is permanently connected with the Vic-
trola department of W. D. Andrews, -632-634 Main
street, where he daily demonstrates his records to
visitors.
MEDIUM ISJMPORTANT.
A drop of ink can still make millions think. But
it has to be turned into live-wire language and
printed in the right kind of paper to do it.
rXhe DITSON Pledgei
Is to see that our clientele has a better service than ever— setting a new standard in Victor jobbing
deliveries. The demands of alert Victor dealers— the kind that grow— are many and varied, and we
furnish the "first-aid" in every instance.
We believe this year's Victor business will be of tremendous proportions, and it will pay you to have
The Fastest Victor Service
which is a requisite in this hustling age. We possess the largest stocks, the best organization and
most up-to-date equipment in the Eastern half of the country.
This covers Victor machines, records and supplies of every kind, not to mention cabinets, needles
and trade-marked accessories.
Will you let us tell you more about Ditson co-operation? A postal gets this information!
i-OLIVER DITSON CO., Boston, Mass,
THE TALKING MACHINE WORLD.
11
Whatever business the Columbia
"Favorite" at $50 is too expensive to
meet, can certainly be met by the
Columbia "Jewel" at $35. You make a
good profit on either and satisfy your
customer in the bargain.
{Write for "Music Money," a book "full of nieat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woo I worth Building, New York
PRICE CUTTING KILLING THE TRADE IN ITALY.
Interesting Review of Talking Machine Situation in Italy by F. Passadoro, General Man-
ager of Columbia Co.'s Italian Business — Frice-Cutti ng Discouraging Legitimate
Dealers — Horn Machines in Great Favor in That Country — Branch in Rome.
"The most serious draw-back to the develop-
ment of the talking machine business in Italy is
the terrific price cutting which is indulged in by
the great majority of dealers in the country,"
said F. Passadoro, general manager of the Co-
lumbia Graphophone Co.'s Italian business, with
headquarters at Milan, Italy. Mr. Passadoro
sailed for Europe May 9th, on the steamer
"Olympic," after a three week's stay in this coun-
try, during which he spent considerable time at
the company's factories in Bridgeport, Conn. Mr.
Passadoro has been connected with the talking
machine industry for more than a score of years
and is well acquainted with every detail of talk-
ing machine merchandising.
"As a result of (his pernicious price-cutting,"
continued Mr. Passadoro, "we are losing many of
our best types of dealers who prefer to place
their investments in other lines of business, where
they need not indulge in price-cutting wars and
continually lose money. Price-cutting is the sole
reason for the Italian talking machine dealer's fail-
ure to show any profits in his business. There
are very few dealers, indeed, in our country who
are making any money out of their business, and
all because of their failure to maintain fixed prices
on their products. They have the market and
they have the product, but their lack of business
foresight is driving many of them to ruin or out'
of the talking machine business.
"We ar.e doing our utmost to convince the deal-
ers that the one-price method of merchandising
machines and records is their only salvation, if
they wish to show a profit at the end of their
year's work. We are handicapped, however, by
the fact that we cannot compel the dealers by
law to maintain a fixed price on any of our prod-
ucts. We have no association, and there is no con-
certed action in this direction, but at the present
time several of the larger and more responsible
companies, including ourselves, have in mind a
co-operative plan whereby we can present the one-
price doctrine to the dealer in an impressive and
convincing way which may have the desired effect.
There are only about 450 dealers in the entire
country of Italy as a result of the continual
kniving of prices, and many of the more success-
ful of these merchants will retire from business
in the near future, if conditions do not improve.
"Notwithstanding these handicaps, however, we
closed in 1913 a very satisfactory year, and
showed 40 per cent, increase over 1912 business.
This increase was doubly gratifying in view of
the general industrial depression of 1913, and the
scarcity of money. With all the vast business that
we and the other companies have closed in the
past, we have just began to scratch the surface
of the talking machine possibilities in Italy. Our
country is industrially improving steadily and con-
sistently, and with this improvement of business
conditions, the field for talking machine develop-
ment will increase in proportion.
"Italy, as is well known throughout the world,
is an intensely musical country. Its inhabitants
love and appreciate the better class of music, and
this is well evidenced by the fact that the great
majority of our record business consists of grand
opera and vocal selections. It is a peculiar fea-
ture of our record business that we sell practically
the same selections year after year. For 20 years
I have known a large number of records that
maintain a high average of annual sales, and will
probably never lose the affection of the public. We
differ radically from the American music-loving
public, for with us there are no selections that
score ''hits' one month and are practically 'dead'
the next. The Italian talking machine dealer is,
therefore, never in the position of having consid-
erable dead stock on his hands, as his records
sell year in and year out. This was illustrated
when we cleaned out our cylinder record stock
several years since; for, out of a total of more
than 70,000 records, there were only 60 records
dead stock, and these were all of. one selection.
"Hornless machines are just beginning to make
some impression in Italy, although this impression
is not yet of any particular depth. Personally I
believe that the horn machine will never die in
Italy, as it is firmly entrenched with the musical
public. There is a certain form of reproduction
possible with the horn machine and not with the
hornless that is thoroughly appreciated by the
Italian public, who believe the ideal machine is
one that is equipped with a wooden horn.
"Over 80 per cent, of our business is closed
with the poorer classes of people in our country.
The laboring folk are passionately fond of good
music, and the talking machine offers them the
cheapest and best possible solution to gratify this
love for music. The favorite method of merchan-
dising machines and records in Italy is by means
of the special outfits. These outfits, which consist
of a machine, records and needles, are offered at
various prices, and the most popular one at the
present time is the. outfit which retails at $29. This
outfit consists of a $15 machine, $14 worth of rec-
ords and 300 needles, and is meeting with a ready
sale throughout Italy.
"We have established dealers throughout the
country, and in addition maintain a large distrib-
uting branch at Rome, with our executive offices at
Milan. We also have a recording plant at the lat-
ter city which is kept busy all the year round. The
outlook for this year is very bright, and I see no
reason why our business in 1914 should not show
a greater increase over 1913 than the 40 per cent,
gain that we registered last year."
LIVELY BUSINESS IN BUFFALO.
Prominent Makes of Machines in Strong De-
mand in That City According to Reports
from Dealers — All Makes Popular.
H. A. Yerkes, manager of the wholesale depart-
ment of the Columbia Co,., returned to his desk
last week after a short trip through New England.
Mr. Yerkes was well pleased with general condi-
tions in this territory
(Special tc, The Talkine Machine WnrW 1
Buffalo, N. Y., May 2.— The advent of modern
dances into, the talking machine world has en-
livened the trade considerably here in the last few
weeks, according to reports of managers of the
various stores. There has never been such a rush
for dance records as has prevailed during the last
few weeks, it is said, and there promises to be a
bigger trade than ever this year.
The Victrolas are said to be selling rapidly and
establishing records for sales. W. J. Bruehl, man-
ager of the Neal, Clark & Neal Co., talking machine
department, declared the Victrola and the Victor
machines are at this time witnessing the biggest
and most successful sales in their history.
The Columbia is also establishing records for
sales and endorsements. The Buffalo branch of
the Columbia Co. reports a most remarkable sales
record during the past month. According to the
manager of the store the Columbia branch in
Buffalo has never before done such a good and
steady business.
The Edison machines are also in the limelight
and are doing better than holding their own. The
Loud Piano Co., which handles this line, is elated
over the sales during the past month. "Going
good" is the way Mr. Loud put it.
Write today for our new catalogue giving
you rock bottom prices of our specialties.
Springs for any kind
of Talking Machines
No doubt you will find it interesting.
IliBii
EMIL RIEDEL
Sachsische Sagen- u. Federstahlwaren-
Fabrik.
Chemnitz-Gablenz, P. 0. Box 10, Germany
12
THE TALKING MACHINE WORLD.
EDWARD LYMAN BILL, - - - Editor and Proprietor.
J. B. SPILLANE, Managing Editor.
Trade Representatives: Glad. Henderson, C. Chace, L. E. Bowers, B. Brittain Wilson,
A. J. Nicklin, August J. Timpe, L. M. Robinson.
Boston: John H. Wilson, 324 Washington Street.
Chicago Oflice: E. P. Van Harlingen, Consumers' Building, 220 South State Street.
Henry S. Kingwill, Associate. Telephone, Wabash 5774.
Philadelphia: R. W. Kauffman. Minneapolis and St. Paul: Adolf Edsten.
San Francisco : S. H. Gray, 88 First St. Cleveland : G. F. Prescott.
St. Louis: Clyde Jennings. Cincinnati: Jacob W. Walter.
London, Eng., Oflice : 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Manager.
Representatives tor Germany and Austria : Verlag Nec Sinit, Berlin C. 19, Ross-Strasse 6,
Germany. Geo. Rothgiesser, Director.
Published the 15th of every month at 373 Fourth Ave., New York.
SUBSCRIPTION (including postage), United States, Mexico, $1.00 per Year; Canada,
$1.25; all other countries, $1.75.
ADVERTISEMENTS: $3.00 per inch, single column, per insertion. On quarterly or yearly
contracts a special discount is allowed. Advertising pages, $100.00.
REMITTANCES: should be made payable to Edward Lyman Bill by check or Post Office
Money Order. 1
«5T NOTICE TO ADVERTISERS. — Advertising copy should
reach this office by the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.
Long Distance- Telephones — Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.
NEW YORK, MAY 15, 1914
THERE are a number of timid Americans who seem to think
that the strained relations now existing between Mexico and
the United States will develop to such a point that a long and
expensive war will result therefrom which will have a very depress-
ing effect upon the business interests of the country.
Hardly true, and there is no use of borrowing trouble as to
what the future may develop. As a matter of fact, war is not
pleasant to contemplate from any viewpoint, but it has never meant
immediate depression, particularly when a country has such re-
sources as is possessed by the United States.
Far from having a depressing effect upon business, war, if it
comes, will have a decidedly enlivening effect. The men who are
hanging back to-day will then join with the President and will
support him in whatever he does.
As a matter of fact, no matter how much we may criticize
the treatment of the Mexican subject up to the present time, the
fact remains that we, as a country, will have to face whatever
develops. We will have to stand back of the President.
Many of us who have become personally acquainted with con-
ditions in Mexico through travel, have been unable to understand
how the Government at Washington should have been so misin-
formed as to the actual conditions, but there is no' use to discuss
that at the present time.
We are facing the present and will have to stand by future
developments, be they what they may.
IF war comes, however, it will have a stimulating effect upon
many lines of trade, and such a war as would be carried on in
Mexico would be conducted without serious interference with the
business affairs of this country, and, in our opinion, there is no
reason to borrow trouble concerning the effects of war upon
the trade of the nation.
If it comes some of us will suffer, but the country as a whole
will hardly feel the shock, so let us go ahead and make our plans
and forget about war troubles until they come- It will then be
quite time enough to figure developments.
In the meanwhile, the spring promises to be active in many
lines of trade, and the talking machine men should see to it that
they get their full share of the business that is going around.
Business is not going to come easily — it rarely ever did, for
that matter. It requires good, progressive work all the while.
It would seem to us that at such times as this, the coJkction
end of the business should be watched in a most careful manner,
also the costs of doing business.
The causes of many business failures can be traced directly to
ignorance of the actual cost of conducting a retail establishment,
and the result of not knowing how to run your business spells
business disaster at some time. The length of time is dependent
entirely upon the resources of the house, but the final result is bound
to be the same in the end, and the man who does not realize this will
come to financial grief.
IT is, therefore, of the utmost importance that every business
man should know the actual cost of conducting business and
not fool himself with the idea that because he is doing what appears
to be a fairly satisfactory bulk trade that he is making money. He
may not be, because it is the net results that count. If he has per-
mitted his expenses to grow to such an extent that he is not keep-
ing track of his outlay he may face failure.
Probably 30 per cent, of the business failures of the country
may be charged against ignorance and incompetence — then, of
course, the granting of unwise credits.
The retailer oftentimes in his haste to get out goods does not
ascertain as to the standing and ability of his customers to meet
their deferred payments. A talking machine is very poorly sold to
a party who is not financially able to own a machine, and, yet, if
the character of people is thoroughly ascertained, there is no ques-
tion but that talking machine leases constitute the finest kind of
trade property, but in the talking machine trade there are a good
many young men who do not safeguard their business interests in
the manner in which they should. They should start in right, and
most inexperienced young men think that the managing end of the
business is quite easy. Some of them think it is no trouble at all,
provided a man has a moderate amount of capital. It figures out
finely in theory and looks very simple to take so many dollars worth
of merchandise and sell that merchandise for a good liberal per-
centage of increase Over its original cost, then figure the difference
as clear profit !
Easy, indeed, in theory but it does not work out that way.
ANY man, however, can add to his store of knowledge if he
carefully analyzes the conditions which surround his busi-
ness operations day by day. Do not let them get away from you.
Many a good man, with splendid business possibilities, has
permitted himself to drift out of contact with his business affairs,
and the result has been failure which could have been easily
avoided had he kept in touch with the business situation.
There is nothing easier than to permit business to get away
from you, and there is nothing more expensive than to permit it
to stay out of touch.
Some of the greatest business men of the country have a most
intimate knowledge of all the interior workings of their great en-
terprises. They do not worry themselves much with details be-
cause they have men employed who supply them with reports, but
they have a system so perfect that they are enabled, through re-
ports from every department, to have at all times the closest con-
tact with the workings of the great machinery which they are
directing. There is where the enjoyment of conducting an enter-
prise comes in, is directing it and feeling that your thoughts, your
energies, your inspirations, are directing a piece of machinery
which is accomplishing greater results all the while, and the re-
sults—the tangible results — illustrated by the net profits — are what
interest business men.
It is easy to figure out profits on paper, but the next thing is to
translate them into bank balances. That is the real thing.
THE circular trade letter is not growing in favor with national
advertisers. A good many who have tried the letter plan
have not found it successful. One reason is that retailers are re-
ceiving too many circulars of various kinds to pay serious attention
to any of them.
Much good brain matter is wasted in the preparation of attract-
ive letter circulars which are supposed to whet the appetites of
prospective customers, but they do not swallow this kind of bait
with avidity.
When a man receives ten, twenty and sometimes fifty, circular
THE TALKING MACHINE WORLD.
13
letters a day, it is but reasonable to suppose that he does not con-
sider any of them seriously. A great portio'n of them reach the
waste basket without even so much as having them scanned by the
merchant to whom they are addressed.
The expense of this kind of advertising is tremendous when
we consider the preparation of the circulars and the time spent in
getting them ready to mail. The postage bills all mount up, and
the result is that many who have tried this form of advertising are
not satisfied with the results obtained-
Trade papers with a legitimate circulation receive careful at-
tention from the same class of merchants who would cast the
circular into the waste basket without glancing at it.
And why ?
Because the trade paper represents an organized attention
center and medium of publicity comparable to a clearing house or
public market.
The merchant knows that there is a variety of information
contained in the trade papers and a large portion of it is extremely
valuable to him in his business, and he objects to being flooded
with circulars, and incidentally the advertisers are beginning to
find this system unsatisfactory.
WE know of some men who have sent as many as six circular
letters to the same individual, and when they sent a repre-
sentative to call upon him, he did not recall having received a com-
munication from the house, and so this kind of literature did not
even help the salesman ; whereas the same money expended in a
trade paper would have attracted attention. Proof of that is seen
in the returns which advertisers receive from trade papers of repu-
tation and standing.
The Talking Machine World in this respect occupies an unique
position. It is the only paper reaching the talking machine trade,
and it is read by thousands of people monthly who look upon it as
the only medium from which to secure a fund of information ob-
tainable from no other source.
We are in constant receipt of letters from subscribers who
say they could not keep their business house in order without The
World — that they would even pay $10 a year for it rather than be
without it.
We also are receiving constantly letters from advertisers who
express themselves as pleased with the results obtained through
advertising in its columns.
Talking machine jobbers do not use The World in the way
which they should. It circulates among their local trade, and yet
many of them do not patronize it through a false conception of the
business situation.
Some figure that the manufacturers should do the advertising
while they sit back and enjoy the results- That is the kind of
policy which some of them adopt. Others — the most progressive —
continue to use the columns of The World and they are getting
results. They are going far ahead of their competitors, who,
through their trade narrowing vision and lack of progressiveness
fail to improve the avenues which lie open to them.
Here- is an extract from a communication from a well-known
New York jobber, Silas E. Pearsall Co., who does not hesitate to
credit The World with results :
"'Emergency calls require special treatment and the shortage
of records in the talking machine trade brought about a condition
that made the Pearsall stock exceptionally valuable to the trade.
There were several ways of reaching the people we desired to
acquaint with the fine condition of our stock and we tried all of
them. The way that brought best results was the way of The
Talking Machine World. The terse advertisement in The World
added a great many customers to our already large list and added
them within two weeks after our advertisement was placed, in the
February number."
That is a communication from a business house which has tried
the business building powers of The World with excellent results.
Others can secure the same results,/for The World is a paper
for everybody in the talking machine trade.
HP HE last issue of Good Storekeeping, commenting upon trade
JL papers as a class, takes occasion to single out The World
as a wonderful publication. It says, editorially :
"There is not a branch of modern business but has one or
more publications devoted to it. It is difficult to understand how
enough information can be procured to make all the papers inter-
esting to their readers, especially in some cases where the field of
discussion appears to be so limited. For instance, one would
wonder where The Talking Machine World could possibly find
enough material to fill its columns. Still Edward Lyman Bill, its
publisher, makes this paper one of the most readable of the trade
publications. How would the average editor like the job of get-
ting out a sixty-page magazine every month on the single subject —
the little talking machine?"
The constructive force of this publication is unquestioned and
is not denied by the business builders of this industry.
IN the light of Governmental activity against restricting agree-
ments in this country, the business practices of some other
countries are most interesting. Consider this news from Uruguay:
The wholesale merchants of Montevideo have decided to enter
into a ten-year mutual agreement, with liberty to extend it for
another five years, to regulate trade operations. Control of the
agreement is to be intrusted to a committee consisting of a bank
manager and four importers, who will inflict a fine of $2,000 for
any infringement of the agreement. Some of the principal clauses
of the agreement follow :
Sales are not to be effected on credits exceeeding six months.
Goods sold must be invoiced in the same month, it being for-
bidden to deliver them in one month and date the invoice another.
A maximum of 6 per cent, discount to be allowed to pur-
chasers paying for goods before the 15th of the month following
the sale.
Payments made in the same month as the sale to be entitled
to an extra discount of one-half of 1 per cent. Interest at 12 per
cent, to be charged on any notes renewed.
Delivery of goods on consignment prohibited.
Beka Records
IN ALL LANGUAGES OF THE WORLD
High grade selections in
German, English, Italian, Spanish*, Portuguese, French, Swedish, Slavonic, Ruthenian, Danish, Norwegian,
Russian, Polish, Hungarian, Bohemian, Rumanian, Tschechisch, Croatian, Servian, Hebrew, Turkish, Persian,
Arabic, Chinese, Malay, Japanese and seventeen different Indian dialects,
The cheapest and best machine on the market for $2.50 upward
BEKA -RECORD AKT. GES., Berlin, S. O. 36 (Germany)
CATALOGUE IN FOUR LANGUAGES SENT FREE ON REQUEST
14
THE TALKING MACHINE WORLD.
We are top, bottom, and both sides of
the talking machine situation in a very
sightly list of cities in these United States
right now and getting a sure grip every -
where else.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Wool worth Building, New York
IDENTITY OF WRITER REVEALED.
Under the Nom de Plume "D. A. Esrom" Mrs.
Theo. Morse Has Written a Great Number of
Songs Which Have Won National Popularity
Through the Phonograph.
For many years lovers of popular songs have
enjoyed those written by an unknown writer
named D. A. Esrom. The identity of this
lyric writer remained a secret for a fo.ng time.
The songs were almost invariably adapted to music
by Theo. Morse, of New York, and published by
D. A. Esrom (Mrs. Theo. Morse).
him. It remained for a representative of the Thos.
A. Edison, Inc., to dicover the secret of D. A.
Esrom's identity.
Mr. Morse had been asked repeatedly on this
point, and one day he very blushingly acknowl-
edged that D. A. Esrom was his wife. "You see,"
he explained, "my wife's name is Dolly A. Morse
— Esrom is merely Morse spelled backwards."
Of course after this the secret was out, and Mrs.
Morse speedily became known as o.ne of the great
women writers of popular songs in the United
States. Although she has originated enumerable
lyrics that are especially clever, still she does not
think that a professional career is the best for
women, for as she puts it, she does the housework
with her hands and composes the songs in her
head at the same time.
A large number of Mrs. Morse's songs have
been made for Edison records and are especially
popular. Among those that all Edison owners
will remember are the following : "In the Land of
Plankity Plank," "Luella Lee," "Sweet Anna Marie,"
"The Village Band," "Another Rag," "Bobbin Up
and Down," "Lizabeth Ann," "Love Me Like I
Love You," "Lets Buzz," "Something's Going to
Happen to You," "Way Back Home," "When
You're Lonesome Don't Forget My Number,"
"When Uncle Joe Plays a Rag on His Old Banjo,"
"Whistling Jim," "Who's Going to Love You When
I'm Gone," "You Need a Rag."
The following have been written by D. A. Esrom
but are not on the records : "When You Sang the
Rosary to Me," "Until You Say Goodbye," "Three
Things I Love," "Call Around Any Old Time,"
"When We Were College Boys."
MASTERPHONE CAMPAIGN
Of National Advertising Is Bound to Help
Dealers' Sales Most Materially.
The Masterphone Corporation, manufacturers of
the popular Masterphone device for clarifying and
amplifying the tone of records, moved this week
from 187 Broadway to Suite 1921, 61 Broadway
where it will have increased floor space for its
rapidly growing business.
"We are now in the midst of a national adver-
tising campaign that should produce numerous in-
quiries for talking machine dealers throughout the
country," said an official of the company. "This
campaign is being confined to the leading national
magazines, and the copy we are using, though not
very large in size, is designed to attract general
attention and, what is more important, produce
live inquiries. We are planning to issue in the
near future numerous dealer helps in the nature
of window and store displays that will be attract-
ively arranged and certain to attract interest."
The Masterphone Corporation has just issued an
interesting and informative folder which explains
in detail the value and workings of this clarifying
and amplifying attachment for talking machines.
This folder shows by the means of excellent illus-
trations the simplicity of the Masterphone and
shows how the device is adjusted on fiber or steel
needles. The merits of the Masterphone are set
forth clearly and lucidly, and dealers can use this
folder to excellent advantage.
THE DOME RECORD CASE.
This Cleverly Constructed Device Holds Twenty
Records — Useful for Concert or Demonstra-
tion Purposes — Distributed by W. D. An-
drews, of Buffalo.
W. D. Andrews, 632 Main street, Buffalo, N. Y.,
has closed arrangements whereby in the future
the Dome Record Case will be distributed by
him. This record case — illustration of which is
shown elsewhere — holds 20 records, all accessible
for instant use. The case swings open so that the
repertoire is displayed, while a convenient index
shows where each record is located.
The Dome Record Case is very valuable, be-
cause not only does it permit the safe keeping of
records, but it is a case that permits one to carry
a small stock of records for either demonstration
or concert use. Furnished in two sizes, .10 and
12 inch, and Mr. Andrews is making a specialty of
sending samples of these filled with records, as
selected by the customer.
For instance, if a dealer has 20 records that he
is in need of and wants a sample Dome Record
Case, Mr. Andrews will send the entire thing to
him at the regular wholesade prices, and in the
matter of deliveries, this house has thirteen lines
of railroads, five express companies and the best
lines on the Great Lakes, so deliveries can be
made very quickly.
WURLITZER CO. IN HAMILTON.
An entire room in the new quarters recently
•opened at 119 South street, Hamilton. O., by the
Rudolph Wurlitzer Co., of Cincinnati, has been set
apart for Victrolas. There will be also several
booths for the trying out of Victor records, of
which this agency has over 10,000.
READY REFERENCE OF GENERAL SUPPLIES
DEALERS
Send for our "Trial Proposition" on the
Regina Hexaphone — the latest and best pay-
ing popular priced coin-operated instrument
for use in public places.
211 Marbridge BIdg., 34th St. and Broadway, New York City
^Manufacturers" of Regina Music Boxes; Reginaphones;
Coin-operated Mandolin Orchestrions; Vacuum
Cleaners and other specialties.
Mermod & Co.
505 Fifth Avenue New York
Manufacturers of
Talking Machine Supplies
Motors— Sapphire Points
Diamond Points a Specialty
Keep Your Record Stock with
Costs about $2.00 for 250 records for 50 years
Send for 20=page catalog
THE SYRACUSE WIRE WORKS,
SYRACUSE - - NEW YORK
THE TALKING MACHINE WORLD.
15
CO-OPERATION BETWEEN JOBBER AND DEALER NEEDED
So That the Latter May Be Afforded Every Opportunity to Make His Record Business
as Profitable as His Territory and Stock Will Permit — Well-Considered Remarks by
V. W. Moody, Sales Manager of New York Talking Machine Co. on This Subject.
With the continued shortage of records and with
the dealers throughout the country complaining at
the marked scarcity of many of the most popular
records in the library, it has long been apparent
that there should exist perfect co-operation be-
tween the jobber and the dealer in order that the
latter may be afforded every opportunity to make
his record business just as profitable as his ter-
ritory and stock will permit.
As an example of this co-operation between job-
ber and dealer, a new idea introduced this month
by V. W. Moody, sales manager of the New York
Talking Machine Co., 81 Chambers street, New
York, Victor distributer, is well worth careful at-
tention. Mr. Moody has for many years made a
detailed study of sales methods and stock systems
and his extended knowledge of this important
branch of the Victor business has been largely of-
fered to dealers who were desirous of improving
or increasing the efficiency of their sales policies
and systems.
Mr. Moody's latest dealer help was concerned
with the dealers' advance order blank for new
Victor records for the month of May. This ad-
vance order sheet is a very important factor in the
dealer's business, as adequate ordering of the newly
issued records means the closing of many a record
sale that is lost if the new records are not on
hand. The manufacturers and jobbers are in-
variably in a position to fill all advance orders for
the new records, while the supply of certain rec-
ords is frequently exhausted before the dealer
places his second order.
Realizing the importance of this advance order
sheet, Mr. Moody went to considerable trouble and
expense to prepare a special revision sheet which
he purposed to use in connection with the dealers'
May advance record order. This revision sheet
contained three columns headed, "You Ordered
Originally," "Our Suggested Revision" and "Your
Final Order." The names and numbers of the
May records, together with a special approval
space for the dealer, formed the balance of this
sheet.
As soon as the New York Talking Machine Co.
started to receive its dealers' May advance orders,
Mr. Moody began active work on his co-operative
plan, which consisted of taking the dealers' orders
and averaging them in order to secure a general
average for each record. Mr. Moody waited until
over 60 per cent, of the company's dealers had sent
in their orders and then made up his averages.
Using these averages as a basis for revising the
individual dealer's order and working out a stand-
ard of comparison for each dealer's order sheet,
Mr. Moody was enabled to send each dealer a re-
vision sheet that represented suuggestions based
on actual figures as averaged from the large num-
ber of May orders received.
The dealer therefore received a suggested re-
vision for his advance orders that was worth far
more than a personal opinion or belief, and which
represented the combined average orders of his
fellow Victor dealers. Accompanying this revision
sheet was a short letter which explained to the
dealer the purpose of the revision sheet, how the
suggested figures were arrived at and requested
that the dealer give the order blank his careful
attention before placing his final order.
"The results achieved by this revision sheet were
entirely satisfactory," said Mr. Moody in a chat
with The World. "Over 75 per cent, of our deal-
ers who received the sheets replied immediately,
placing their final order in accord with our sug-
gestions, the great majority O. K.ing the sug-
gested revision in its entirety and others making
changes here and there. In many cases our sug-
gested revision order did not exceed the dealer's
original order, while in other instances the total
was quite in advance of the dealer's first order.
"Many of our dealers expressed their apprecia-
tion of our co-operation and thoughtfulness, re-
marking that they were glad to be afforded this
opportunity of benefiting from the ideas of their
associate dealers. From our own standpoint, the
revision sheet idea was a gratifying success and,
in accord with our dealers' request, we are plan-
ning to continue the plan with the June advance
order sheets."
TO CONTINUE CYLINDER LINE.
C. H. Wilson Issues Emphatic Denial That
Thomas A. Edison, Inc., Plans to Stop Man-
ufacturing Cylinder Phonographs and
Records — Arrangements for Future Indicate
Policy of Company.
C. H. Wilson, vice-president and general man-
ager of Thomas A. Edison, Inc., made the follow-
ing interesting announcement this week:
"On several occasions we have been told that a
rumor is abroad to the general effect that we in-
tend ultimately to abandon the manufacture of
Edison cylinder phonographs and records and that
there will be a diminishment of our activity in
respect to these products. We wish to deny this
most emphatically.
"The confidence of this company in the con-
tinued demand for the Edison cylinder product is
proven by the enormous investment we have made
in recent months in the improvement of this line
and the further expenditures that are now being
made with the same purpose in view.
"We expect to push the sale of the Edison Blue
Amberol records and the Edison Diamond Am-
berols with renewed vigor, and are at present in-
vestigating several new methods of sales exploita-
tion in order to find those best suited to this
product.
"Such methods as test out satisfactorily will be
submitted to the trade in due time. We expect to
make an unusually vigorous campaign — commenc-
ing during the coming season."
S. B. DAVEGA COMPANY
831 BROADWAY, NEW YORK CITY
Dealers' Specialties
WILL KEEP YOU BUSY
ALL SUMMER
WE JOB THE
FOLLOWING LINES
Ingersoll Watches
Reach Sporting Goods
Thermos Bottles
Gillette Razors and Blades
Gem Jr. Razors and Blades
Rubberset Shaving Brushes
Roller Skates
Police Whistles
DEALER'S
WALL CATALOGUE RACK
THE HANDIEST NECESSITY FOR
ALL TALKING MACHINE STORES
Plenty of room for all Domestic and Foreign Record
Catalogues, Monthly Supplements, Machine Cata-
logues and all Folders.
MADE IN GOLDEN OAK FINISH
PRICE $4.00 F.O.B. NEW YORK
Victor Talking
Machines
Records
Supplies
Cabinets
And accessories of every description
Edison Cylinder
Phonographs
AND BLUE AMBEROL RECORDS
16
THE TALKING MACHINE WORLD.
HOW THE PATHESCOPE APPEALS.
Interesting Experience That Throws Light on
the Value and Use of This Home Moving Pic-
ture Machine — W. A. Condon Joins Pathe-
scope Interests — Will Visit "Talker" Dealers.
Willard B. Cook, manager of the Pathescope
salon, 27 West Forty-second street, New York,
relates the following incident with reference to
the ease with which these home moving picture
machines are selling through the country :
"A Brookline, Mass.,
gentleman happened to
notice a Pathescope adver-
tisement in one of the news-
papers, sent for a catalog,
and then wrote to inquire if
a person, who had never
seen one of the instruments,
could set it up and operate
it without previous instruc-
tions. Upon our assuring
him that the printed in-
structions were adequate, he
promptly forwarded a check
for $250 for the most ex-
pensive model of the cab-
inet machine.
"Nearly a week elapsed
and I was beginning to feel
a little uneasy for I had not
heard from the gentleman
since he sent in his check,
when one morning a smiling
caller remarked, 'I am Mr.
, of Brookline.
wire talking machine dealer with the Pathescope.
We have received territory requests from a num-
ber of dealers who realize that the Pathescope and
the talking machine form the ideal home enter-
tainment, and all our dealers are enthusiastic over,
the possibilities of the Pathescope field." Mr.
Cook is at present abroad, arranging for prompt
shipments of instruments to meet the demand in
this country.
W. A. Condon, well known in the talking ma-
chine trade, has joined the Pathescope as travel-
A Corner in
My wife and I enjoy the instrument immensely,
but I haven't had time yet to read the instructions
for operation; in fact, I didn't seem to nee:l any.'
Eefore leaving our salon, this gentleman had pur-
chased a number of reels and had taken a year's
subscription to the film exchange.
"If our instruments can be bought from the
catalog description, and give perfect satisfaction,
there is certainly a splendid field for the live-
the Pathescope Salon, Aeolian Hall.
ing ambassador, and will concentrate on the de-
velopment of the Pathescope trade with talking
machine dealers. Mr. Condon's lengthy expe-
rience in this field well equips him to achieve a
marked success in his new connection.
When angry, think twice before speaking. That
will give you time to call him a more resounding
name.
BUSY MONTHJN BALTIMORE.
Reports from Leading Houses Most Encourag-
ing— With All Concerns April Was Busy
Month — More Room for E. F. Droop & Sons.
I Special to The Talking Machine World.)
Baltimore, Md., May 5.— Unlike the piano deal-
ers, those engaged in the talking machine business
in this section are making most encouraging re-
ports concerning business conditions for April.
The sum of all these reports would indicate that
April was right up with the other months and
that the dealers have every reason to look for just
as good results during May.
Joseph Fink, of the Fink Talking Machine Co.,
declares that April was the largest month for
sales since December as far as his firm is con-
cerned. This firm handles both the Victor and
Columbia lines.
E. F. Droop & Sons Co. has acquired the prop-
erty in the rear of its present building, which
it has been after for some time. The firm will
make some elaborate improvements and will de-
vote the additional space to the wholesale end of
■the business for receiving and distributing goods.
Manager W. C. Roberts reports a big April with
the Victor and Columbia lines, and is looking for
May to keep up the good work.
The Kunkel Piano Co., handling the Victor and
Edison lines, has a pretty window display in the
shape of a music room in which it. shows off to
advantage the various styles of machines and rec-
■ ords of the two lines.
S. A. Dennison, manager of the local branch of
the Columbia Graphophone Co., has 'his monthly
report posted conspicuously on his trustworthy
slate, which says that April receipts were the larg-
est ever taken in at the Baltimore store.. This
gives some idea of what was done during April in
the Columbia line. Mr. Dennison looks for as
good results during May.
H. R. Eisenbrandt Sons, 306 and 308 North
Howard street, one of the original Victor distrib-
uters, report a good month with the Victor line
and records during April.
£7/ie ^Pat£e scope
The Companion Entertainer
to the Talking Machine
The first Safe, Simple and Perfect
Home Motion Picture Machine
N opportunity for you to double the volume
of your business from your present clientele.
Why ? — Because—
Phonographs and Pathescopes SmbStiS Music and Movies
— and you, as a Talking-Machine Dealer, are the logical distributor of the Home Motion
Picture Machine.
The first Dealers to recognize the business possibilities offered by the Pathescope will reap
the largest profits. The field is ready and waiting.
Be the leader — the first Dealer in your neighborhood to show and sell Pathescopes.
This space does not permit a full description of the machine nor the scope of your oppor-
tunity, but a postal will bring our catalogue and further data.
For Demonstrations or Catalogue address:
PATHESCOPE
Department W. • \ \
AEOLIAN HALL, NEW YORK.
Agencies:
414 Crozer Bldg., Philadelphia. 622 Kittredge Bldg., Denver.
1306 Marquette Bldg., Chicago.
Responsible representation desired elsewhere.
Mounted in the beautiful
Mahogany or Quartered Oak
Cabinet, the Pathescope is
an ornament to any Home,
where it at once becomes the
Companion Entertainer to
the Talking Machine.
THE TALKING MACHINE WORLD.
17
The increasing Columbia dance record
business you are missing ought to make
you nervous.
( Write for "Mtuie Money," a book "fall of meat" for those Columbia GraptlOphOIieCompany
dealers interested in quick and frequent turnover of capital.) Woolworth Building, New York
DETROIT MAKES CHEERY BUSINESS REPORT.
New Stores of the Columbia Co., and the J. L. Hudson Co. Will Be Ready for Christ-
mas Trade — Business as a Whole Most Excellent — Dancing Craze Still Helping
Record Sales — Many New Suburban Accounts Being Added — News of the Month.
(Special to The Talking Machine World.)
Detroit, Mich., May 7. — The Victrola and
Columbia lines will be at home in a swell and
commodious new salesroom when the next Christ-
mas season rolls around. The music trades de-
partment of the J. L. Hudson Co., which handles
both lines, will occupy three floors of the new
building, which is to replace the present old
structure and two adjoining ones on Woodward
avenue, and it is likely that one entire floor will
be devoted to talking machines. This will give
them a space of 84 feet front by 100 feet deep,
stories of hard times that certain interested
policitians have sent broadcast over the country
in an effort to create a belief that Detroit was
about to go into bankruptcy.
Business Better Than Last Year.
Business also is better than last year, as much
as 30 or 40 per cent, with some houses. The
effects of Lent and Easter have passed, and the
business has settled down for its usual excellent
summer run. Detroit always is an exceedingly
good point for talking machine business in sum-
mer time, owing to the many ways these prod-
outskirts three or four new cities as large as good
sized up-to-date municipalities. These suburbs
have one or more lively business streets, and
City Sales Manager S. E. Lind, of the Columbia,
places an agency in all spots where the prospects
for trade look good to him. He has several big
prospects in the city, some down town, in view at
present, but will make no announcements until
contracts are closed. A new account has been
opened in Delray, a down-river suburb.
Dancing Craze Still Prevalent.
Detroit is particularly ripe for the books issued
by the Victor Co. and the Columbia Co. giving
instruction in the steps and figures of all the new
dances. While the sale of talking machines for the
sole purpose of furnishing music for home danc-
ing has been large for several months, this new-
aid to the terpischorean art has given it an added
impetus. In Detroit there is a fashion nowadays
of building houses with large living rooms, thirty
vr more feet long, so that there is plenty of room
in them for dancing, for small parties. With
such a layout, a big talking machine in a corner
furnishes all that is needed for a "swell time."
New Accounts Being Added.
Out in the State new accounts are being added
constantly by the Detroit representatives of all
companies. Agencies are placed in towns as small
as 500 population. Of course, the business of
the town is not much, but the sales to farmers in
the surrounding territory are well worth while.
The dealers in cities up to 2,500 population sell
to farmers as much as they do to the residents of
the cities.
Grinnell Bros., Victor jobbers, have an effective
plan for inducing competition among salesmen,
and thereby getting good results in the matter of
terms as well as in volume of sales. Each sales-
man has an efficiency card. It shows the charac-
ter of all sales, the size of first payments, the.
size of instalments, whether the customer keeps
up his payment and other details of every sale
made.
The firm is thus able to know to a dollar
whether the salesman's work is profitable, and
the salesmen know "who's ahead" and vie with
each other for the supremacy.
As an example of the results of this system
in the last fiscal year of the company, the leading
salesman averaged in volume of first payments
40 per cent, of the value of the machines he sold.
Several of them exceeded 25 per cent., and the
lowest of all was 17 per cent.
I. DAVEGA, Jr.
125 WEST 125th STREET, NEW YORK
Victor Distributor
PROMPT AND ACCURATE SERVICE
DEALERS: Write for our Victor
Pennant. Sent with our compliments.
Show Window of J. L. Hud
and will constitute the largest talking machine
department in the city.
Besides this, the talkers will have a magnificent
show window on the street floor in which to ad-
vertise themselves to the passing throng. It will
be a finer window than the present one, and the
real significance of that statement can be judged
by the photographic view of the existing one
which is reproduced herewith. The feminine
"salesman" in the picture is wax, but is so per-
fect and so elegantly appareled, and the "corner
of the music room" is so elegantly laid out that
the window has a big audience constantly. The
machine in the window at the time the photo
was taken, was a Victrola. Sometimes a Colum-
bia grand is there.
Collections Are Excellent.
The most pleasing feature of the talking ma-
chine trade in Detroit just now is the excellence
of the collections. They are better than last year,
and with some houses, better than ever before,
thus giving the direct retort courteous to the
son Co. Displaying Victrola.
ucts are used for outdoor entertainments — on
boats, yachts, in camps and in summer resort cot-
tages. Lent generally manages to crimp busi-
ness a bit, because buying a talking machine is
one of the easiest things to forego. Easter crimps
it a little because the money is needed for new
hats and other personal decorations. With these
two periods by, sales always pick up rapidly.
It is likely that the agreement of the dealers to
charge interest on time sales made last year has
a good deal to do with the good collections, though
the fact that thousands of men have resumed
work on summer occupations after several months'
lay-off helps. If there have been any lapses from
the interest agreement, they are not specifically
known. The agreement has a splendid effect in
getting large first payments and in inducing prompt
payments thereafter.
Keeping Track of Suburban Business.
The Columbia branch store here makes it a
point to keep the new suburban business districts
well covered. Every year Detroit builds on its
18
THE TALKING MACHINE WORLD.
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
(Special to The Talking Machine World.)
Boston, Mass., May 11.— The feature in the
local talking machine business is the advertising
"stunt," really a gigantic undertaking, wherein the
Boston American and the Columbia Graphophone
Co. co-operated. It took several weeks to work
put the details of this large scheme, and the
American every day, for a week in advance, gave
its readers some hint of what was to be expected
on the following Sunday, which was May 3. On
that day readers must have been aghast when they
opened their American and found more than
three pages devoted to the dance records of the
Columbia. It is the latest dances that are featured
and liberal space is given to a lesson on how to
dance the one-step and several illustrations tell
even more graphically how to perform it. In the
course of the advertisement there is a coupon,
which, with 25 cents, procures a Columbia disc,
on one side of which is the music for the one-
step, preceded, however, by some verbal directions
how to start out. All the Columbia distributers
throughout New England were well supplied in
advance with this record, and promptly on Mon-
day morning a big demand was made at all points,
and several times the call came near exceeding the
supply.
This is the first of a series that is to keep run-
ning for four successive weeks and there will,
therefore, be three more. In the plan of adver-
tising practically all of the Columbia distributers
took space, so that in the sum total there was a
large representation of advertisers. G. Hepburn
Wilson, who supervises the dance records for the
Columbia, was on the scene early, as he had a
part in the general plan ; and Arthur Erisman,
the Boston manager of the Columbia, worked early
and late superintending the arrangement of the ad-
vertisements and keeping a general oversight over
the work. Naturally, he is getting his full mead
of praise for the enormous amount of work he
put into the scheme.
Arthur W. Chamberlain Resigns.
One of the surprising pieces of news of the
month in talking machine circles, was the resigna-
tion of Arthur W. Chamberlain as manager of the
wholesale department of Eastern Talking Machine
Co. Mr. Chamberlain has hosts of friends in the
business and his associates in the Eastern Co.
were more than sorry to have him sever his con-
nection, which had been very pleasant. It is un-
derstood that Mr. Chamberlain has certain plans
in view which have been maturing for some time.
Next month your correspondent hopes to be able
make some definite announcement of Mr. Cham-
berlain's plans.
Mr. and Mrs. Vernon Castle in Dances.
Many talking machine men were numbered
among the large audiences that packed the Boston
Opera House on the afternoon and evening of
April 27, when Mr. and Mrs. Vernon Castle gave
two exhibitions of their famous dances. Dealers
say that since they were in town, there is scarcely
a home with a talking machine that has not gone
fairly wild over the new dances and their accom-
panying music.
Move Will Eventually Help.
Work on the demolition of the neighboring build-
ing to the Columbia quarters in Tremont street
is going on rapidly, and it will only be a short
time now before it will be razed to the ground.
Then will begin the work of rearing the side walls
for the Columbia, and, if there is more or less in-
convenience in the handling of goods inside the
warerooms, the conditon is easily offset by the
thought of the unusual facilities that will be en-
joyed when the new street is finally laid out,
giving the Columbia such unequaled opportunities
for advertising itself and its goods.
Working in Wholesale End.
James McDonald, who was one of the shining
lights in the retail department of the Columbia
Co., is now working in the wholesale end of the
business. He is assisting Norman Mason, who has
been making a great success since he devoted his
attention to the outside end of the Columbia in-
terests. Another transfer is that of George Krum-
scheid, who also is now working in the wholesale
department.
Busy Times with Oliver Ditson Co.
All the office staff working in happy conjunction
with Manager Henry Winkelman, of the Victor
department of the Oliver Ditson Co., are finding
business more than good these days. Since the in-
stallation of the new sound-proof booths, the in-
creased facilities are proving just what the com-
pany needed to properly cope with the increasing
demand for goods.
Pleased with Visit to Victor Factory.
Billy Fitzgerald, Mark Reed and Mr. Splaine
came back from the Victor laboratories with a
sounder knowledge of the intricacies of the manu-
facture of records than they ever before possessed.
Incidentally, they had a jolly good time, and their
three days' holiday put them in good shape to
handle the business of the Eastern Co.
Business and Salesmanship.
The Columbia Business Building Club held an
enthusiastic meeting on one of the last evenings
of April, and there was a spirited talk on business
and salesmanship. The mechanical construction of
the Columbia machines was gone into quite
thoroughly, and the Columbia staff was able to
extract much useful knowledge out of the meeting.
Sylvester Makes Change.
Roy Sylvester, formerly on the floor of the Co-
lumbia Phonograph Co., has severed his relation
with that house and now is with the Atherton
Furniture Co., at Worcester, where he is in charge
of that large concern's talking machine department.
Larger Quarters for Pardee-Ellenberger Co.
So large has the Edison business of the Pardee-
Ellenberger Co. become, that Manager Silliman has
been forced to look about for larger quarters.
These have been found at 26 Oliver street, not a
great way from the present location at 66 Battery-
march street. The new quarters, which, it is hoped,
will be fully occupied by June 1, comprise two
floors of 10,000 square feet of space. Manager
Silliman is planning to so move . as to interfere
with business as little as possible. The readers of
this department will learn more about the new Edi-
son quarters in next month's issue.
Expansion of Victor Business.
The Victor department of the C. C. Harvey Co.,
which has taken on a new lease of life since
Francis White has assumed management, has been
moved to larger and more convenient quarters on
an upper floor. The department has been located
in the basement, and it was expected that the move
would have been made some time ago, but the quar-
ters were not ready. The rooms are reached by
excellent elevator service.
Exhibition of Modern Dances at Steinert's.
To the accompaniment in part of the music of
a Victrola, the M. Steinert & Sons Co. entertained
its friends with an exhibition of some of the
modern dances a short time ago in Steinert Hall.
The admission was by invitation and the hall was
crowded with a fine audience. The exhibition was
a success in every particular.
New Rosen Store.
Although Henry Rosen has not placed a per-
manent manager in charge of the new store at
2,16 Huntington avenue, he is already doing business
there and has contracted with the Victor Co. for
TT IS the real music feature of the new Edison Diamond Disc Phonograph
that has sent it flying into the homes and hearts of music loving people — of
whom there are many more who haven't purchased an Edison. This is the class
that will give you a profit in your own city if you will be an Edison man.
We'll back you up with the P-E Service, a composite organization of men,
brains, money and action, instituted primarily to give you
a co-operative service that is of business building character.
Ask us today for the entire story.
The Pardee-Ellenberger Co.
Boston, Mass.
New Haven, Conn.
Real Music
At Last
THE TALKING MACHINE WORLD.
19
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
a large stock of goods. Mr. Rosen, judging by
the many customers that drop into the place, made
no mistake when he established this new store.
H. A. Yerkes a Visitor.
H. A. Yerkes, the wholesale manager for the Co-
lumbia Co., was in town yesterday for a short visit.
He had been on a tour of the New England agen-
cies and before coming to Boston had made several
stops throughout Connecticut and Rhode Island,
and, after leaving Boston, he was on his way to
points in Northern New England. Mr. Yerkes ex-
pressed himself as well satisfied with the trend of
business, and especially enthusiastic was he over
the way the new dance records are going.
Walter Van Brunt Welcomed.
Walter Van Brunt, who was playing a good en-
gagement as he always does at Keith's Theatre a
short while ago, was a frequent visitor to the quar-
ters of the Eastern Co., which is only a few doors
away from Keith's. The boys are always glad to
welcome this excellent entertainer.
Columbias for Brookline Playground.
Manager Erisman tells your correspondent that
ten Columbias have been ordered for the Brook-
l;ne playground, and will be put into use as soon as
the weather will allow the children getting more
out of doors.
To Entertain the "Jackies."
When the battleship "Georgia" steamed away
from the Charlestown Navy Yard the other day
for the Mexican coast, it was well equipped with
musical instruments, and among other things it
had a fine talking machine with plenty of records.
Wonder who can guess who furnished the equip-
ment, and did it well too?
ADVISES SALESMEN NOT TO "KNOCK"
Buyers Inclined to Lose Faith in Man Who
Knocks Former Line of Goods.
"Knocking" a line on the part of salesmen after
they have changed positions was heartily condemned
this week by a buyer for one of the big local
stores, said the New York Times. "I always lose
faith in a man who 'knocks' his former line after
he makes a change," he said, "for I can never es-
cape the thought that he was selling me those
'rotten' goods before he made the change. If the
goods really were what he said of them, it shows
me that the salesman has been trying to stick me;
if they were not, how can I believe him when he
commends his new line? Many a salesman who has
been selling me for years has changed his base
and 'knocked' his old line with the idea of selling
me the new. What he has succeeded in doing,
however, has been to lose my trade entirely."
FRATERNAL BODIES AS PROSPECTS.
Recording of Music of Various Organizations
Adds Interest to Machine Outfits for Meeting
Rooms — Popular Wherever Used.
In every town — we might almost say in every
hamlet — there is at least one fraternal -organization.
It's either a Masonic, Knights of Columbus, O. U.
A. M., Knights of Pythias, Y. M. C. A., Press Club,
Boys' Club, Women's Club or some similar organ-
ization. They are usually excellent prospects for
phonographs. The important point is to get in
touch with the head part in each one and arrange
for a recital at such times as is easiest for all the
members to attend.
Out in Illinois recently our representative sold to
the lodge rooms of a Masonic order at Savanna a
$150 Edison disc with several records. In Des
Moines the Knights of Columbus purchased an
Edison disc, and have installed it in their lodge
rooms. The Press Club, also of Des Moines, hav-
ing very elaborate rooms, purchased an expensive
Edison disc with a large number of records, says
the Edison Phonograph Monthly. Thereupon their
secretary ordered another disc for his own home,
with several records.
FORGOT WHATJIE WAS SELLING.
Fable of the Dealer Who Was So Full of Argu-
ments That He Couldn't Stop to Sell Goods
— A Hint as to the Handling of the "Man
from Missouri" and Its Application.
There was once a phonograph dealer whose
mentality was cluttered up with arguments. He
was muscle-bound in the mind.
Whenever a customer came in to be shown, Mr.
Dealer turned on the conversation. He called
special attention to the fine old Circassian walnut
in the cabinet and laid stress on the graceful lines.
Then he wo.uld open up the phonograph as if
be were going to take it apart He would call over
the customer and hold a clinic, going into every
phase of its anatomy.
Every time the customer started to say some-
thing he would interrupt with, "Just a minute,
please," and then he would be off on another dis-
course; this time a technical rhapsody about
motors.
Following which came several speeches from
Mr. Dealer on the subject of acoustics. Overtones
and timbres were all mixed up in the customer's
mind and he was looking for a chance to break
away and come up for air.
Suddenly Mr. Dealer was called away to answer
a 'phone call. The customer beckoned to an as-
sistant.
"Do you know how to work this phonograph?'
said he.
The assistant allowed he did.
"Then make it play something," urged the cus-
tomer.
Mr. Dealer was gone quite a while and he didn't
see the smile of appreciation that broke over the
customer's features. When he finally came back,
says the Edison Phonograph Monthly, he found
that the assistant had made a sale and had the
money in the cash drawer. Also, he found a note
left by the customer. It read:
"I came here to. get a musical instrument, not
a cross between a mechanical toy and a piece of
furniture. Your assistant helped me to find what
I wanted."
Moral : Hearing is Believing.
Sometimes silence means only that the man who
listened has his opinion unchanged.
C. B. GORHAM MAKES A CHANGE.
Resigns from Denholm-McKay Co. to Become
Associated with Worcester Phonograph Co.,
a Recently Organized Concern.
(Special to The Talking Machine World.)
Worcester, Mass., May 9.— C. B. Gorham, of
the Denholm-McKay Co., has severed his relations
with that concern, and has become assciated with
the Worcester Phonograph Co., which is a com-
paratively new concern. W. F. Howes, who at
one time was the manager of the talking machine
department of the Houghton & Dutton establish-
ment in Boston, has succeeded Mr. Gorham, and
he plans some new features for the Denholm-Mc-
Kay Co. One of his plans is to screen off a part
of the rug department and have demonstrations of
dancing by a couple three afternoons each week,
using a Columbia graphophone to furnish the
music. Attention will be called to the demon-
strations through the medium of some attrac-
tive window display.
SELLS HIGHER PRICEDMACH1NES.
G. W. Lord Meets with Success in Featuring
the Better Grades of Machines in Lynn,
Mass. — Reports a Growing Demand.
(Special to The Talking Machine World.)
Lynn, Mass., May 7.— G. W. Lord, of 34 Cen-
tral square, is one of the large Columbia dealers
who is making a great success of the higher
priced machines. He has been featuring the $100
mignonettes for some time past, and his sales have
increased tremendously. Mr. Lord makes it a
point of running up to Boston quite frequently and
conferring with Manager Erisman, and, in this
way, he keeps right up-to-date in everything.
NATICK, MASS., A LIVELY CENTER.
(Special to The Talking Machine World.)
Natick, Mass., May 7.— Though this town is not
a large place and is comparatively near to Bos-
ton, a large percentage of. its citizens can boast
the possession of a talking machine; and the
medium of distribution for the Columbia outfits
is Fairbanks & Sons, who have been doing a most
creditable business, especially in the past month.
The demand is largely for the higher priced
outfits.
More needle styles than you actually
need are made in this plant
I 'HERE are many styles and kinds of needles; it is
*• admitted that Bagshaw-steel is the best material, and
we make all the styles of needles that have been tested by
experts and are acknowledged to be the best means of repro-
ducing sound. Some of these styles are LOUD, SOFT,
DUPLEXETONE, which with the many different sizes
gives a dominating needle line of unusual strength.
wiM i87o w. H. BAGSHAW
Pioneer
Needle Makers Lowell, Mass.
20
THE TALKING MACHINE WORLD.
Exclusively a
Victor Distributor
Our entire effort —
Our whole force —
Devoted to the sale of the Victor Talking Machine
Company's product — why shouldn't we give you the best
service in the country to-day?
Is it strange the dealer selling Victrolas and Records
naturally turns to us — more so than ever in these times
of GREAT DEMAND ?
Certain dealers we know depend upon us, absolutely,
for their stock. You would find it would pay you to be
classed amongst those dealers.
Don't hesitate— start buying RIGHT NOW.
Begin thinking of your Fall business — Get in that
stock order immediately.
It will pay you.
miiimiiiiimmmiimiiiiiiiiiiiimiimi
NEW YORK TALKING MACHINE CO.
SI Cluambeirs Street, New York City
THE TALKING MACHINE WORLD.
21
NEW YORK TRADE SHOWS UP WELL DURING THE MONTH.
Continued Demand for Dance Records Proves Strong Factor in Business Despite Stock
Shortage — Noticeable Increase in Local Advertising — Big Gains in Sales Reported —
What the Various Jobbers and Dealers Say Regarding Present Conditions.
Business in local talking machine circles the past
month has maintained a steady, even gait that has
developed nothing startling nor extraordinary aside
from the fact that the majority of jobbers and
dealers closed the best April in their history. The
pronounced record shortage continues to be the
main topic of discussion and, in some instances,
complaint, while the more popular models of ma-
chines are also extremely scarce in most parts of
the city.
As was predicted six months ago, the dancing
craze shows no signs of abating, altho.ugh there
has been a noticeable switch to some of the newer
dances in preference to those introduced last fall.
This change, however, has had no effect on the
demand for dance records, as all of the new dances
find their ideal interpretation thro.ugh the medium
of the talking machine. As it now stands, the
dance craze has been the greatest boom to the
record business that has ever been introduced.
Many dealers can trace a considerable portion of
their 1914 profits to the sale of dance records, and
with the advent of the summer season there is no
real reason why any dealer should complain be-
cause of lack of record business. The companies
are making every effort to co-operate with- their
trade in developing their dance record business,
and this co-operation is taking the forms of prac-
ticable selling helps that are producing results.
A feature of local trade the past few weeks has
been the consistent advertising that has appeared
in the leading newspapers on behalf of talking
machine warerooms or departments. There was a
noticeable let-up in "talker" advertising around
Lent and Easter, but the past month has wit-
nessed the use of very nearly as much printers'
ink as usually appears about Christmas time. Serv-
ice is the keynote of this advertising, the uni-
formity of selling prices of the machines and
records eliminating the price question from the
dealers' advertisements. Machine and record serv-
ice is extended to all prospective customers, with
the assurances that the records carried in stock
are perfect and up to date.
Dance Posters Catch the Eye.
The Blackman Talking Machine Co., 97 Cham-
bers street, New York, prominent Victor and
Edison distributer, is displaying in its spacious
show window a number of dance posters that have
attracted the attention and praise of all passers-
by. These window posters are distinctive and in-
dividual, having been made specially at the com-
pany's order. The testimonial on behalf of Vic-
tor records given by Mr. and Mrs. Vernon Castle is
featured to excellent advantage, while the color
schemes of these window displays harmonize with
the quality of the illustrations.
Big Business Gain Reported in April.
"Our April business showed the substantial gain
of 76 per cent, over that closed last April," said
R. F. Bolton, manager of the Columbia Grapho-
phone Co.'s wholesale quarters at 89 Chambers
street, New York. "We are naturally well pleased
with this splendid report, particularly in view of
the fact that last April's business was generally
satisfactory, and was ahead of April, 1912. Last
month was a record-breaker in several respects,
although the most important feature was the fact
that the higher priced machines outsold by far
the less expensive ones. Our 'Leader' and
'Mignonette' models are selling particularly strong."
Shipping to Summer Resorts.
"Sales of machines during the past few weeks
have been very steady," said H. N. Purdy, in
charge of the Edison disc department of Hard-
man, Peck & Co., 433 Fifth avenue, New York.
"We have been shipping many machines to well-
known summer resorts, together with substantial
supplies of dance records, and judging from all in-
dications, this phase of our business will assume
imposing proportions during the rest of the month
and in June. Our clientele is still evidencing a
marked preference for the better grade of ma-
chines, our best selling machine being the hand-
some $150 model."
Book on Dancing Stimulates Business.
Apropos of the recently issued Victor book on
the modern dances, V. W. Moody, sales manager
of the New York Talking Machine Co., 81 Cham-
bers street, Victor distributer, remarked as fol-
lows : "The Victor Co.'s book of instructions on
the three modern dances, one-step, hesitation and
tango, is creating more interest than any piece of
literature ever issued by the Victor Co. The de-
mands for "Form 2338," the official ordering num-
ber for this book, are actually in excess of the call
for the Victor complete record catalog, and the
tremendous demand for the latter book is a matter
of common knowledge. Due to the fact that all
dealers, large and small, urban and interurban, are
demanding so many of these dance books, the al-
lotments have of necessity been small and the
dealers are all circularizing their best trade and
prospects, asking them to come in and get a copy."
Notable Increase in Agencies.
"The various new Columbia agencies around
New York established' during the past few months
all report the closing of a healthy business in
April, due to consistent advertising and the de-
mand for the product. The Grafonola Shop,
opened May 1 at 143 West 125th street, is located
in the best shopping district of Harlem, and is al-
ready closing an excellent business. The store is
situated in a most convenient spot, being accessible
to all lines of transit and opposite the leading
Harlem department store.
Takes Charge of Department.
John Y. Shepard has been appointed manager
of the Victrola department of the Lawson Piano
Co., Third avenue and 150th street, New York.
Although Mr. Shepard is inexperienced in the
merchandising of Victor machines and records
he has started work in his new connection with
vim and vigor, and his sales for the past fort-
night have been very gratifying, showing a sub-
stantial increase over the corresponding period
of last year. Before assuming charge of the
Lawson Co.'s Victrola department Mr. Shepard
visited the establishment o.f one of the leading
local Victrola distributers, where he spent several
days acquiring a detailed knowledge of stock
system and selling methods.
New Machines Win Praise.
"Edison disc records are being praised by all
our patrons," said Dana F. Parkhurst, manager
of the Edison department of the Tower Manu-
facturing & Novelty Co., 326 Broadway. "The
tonal quality of the latest shipments from the
factory has been termed 'superb' by our customers,
and this branch of our business is steadily in-
creasing. The outlook is very bright and our list
of live prospects is constantly increasing."
General optimism prevails in the trade just now,
the following dealers expressing their satisfaction
with business conditions: Benj. Switky (Victor),
Christman Sons (Columbia), Krakauer Bros.
(Edison disc), Landay Bros. (Victor), Kranich &
Bach (Columbia), Greenhut-Siegel Cooper Co.
(Edison and Victor), and many others in the local
trade.
PROTEST PRICE CUTTING.
Prominent Retail Merchants of New York
Hold Large Meeting in Aeolian Hall —
Favor Bill Introduced in Congress by Rep-
resentative Stevens of New Hampshire.
Several hundred independent retailers, repre-
senting many different branches of trades, includ-
ing many prominent talking machine jobbers and
dealers of this city, attended a meeting at Aeolian
Hall April 24, under the auspices of the
Committee for the Promotion of the Interests of
Retail Merchants, at which the price-cutting prac-
tise of department and "chain," or syndicate
stores were severely scored by the speakers. Dr.
William C. Anderson, president of the New York
Pharmaceutical Conference, presided, and spoke in
favor of the bill introduced in Congress by Rep-
resentative Stevens of New Hampshire, authoriz-
ing manufacturers of standard, advertised goods
to prescribe the price at which the goo.ds shall be
sold by all retailers.
Alfred D. Woodruff, manager of the food sup-
ply store maintained by the New York Association
for Improving the Condition of the Poor, spoke,
and among the other speakers were Congressman
Herman A. Metz, of Brooklyn ; Ellis L. Holland,
of The Journal of Commerce, and J. Leyden
White, of Washington. The speakers said the
public derived no benefit from price cutting, as
the amount taken off the price of one article by
the big stores, was added to another.
It was announced that similar meetings are to.
be held in Baltimore, Denver, St. Louis, San Fran-
cisco and Philadelphia and that plans are under
way for a large protest meeting in Madison Square
Garden on a later date.
It holds 20 records, which are readily accessible for instant use. A convenient
index shows just where each record is. Notice how the case swings open so the
- repertoire is displayed. It is constructed along different lines, being reinforced at
the bottom with a nickel-plated metal support to keep the records in position.
Keeps Valuable Records Under Lock and Key
Try a sample of each, 10" and 12". If not satisfactory you may return them.
Include record numbers you need and perhaps you want a particular model
Victrola, which you are unable to get elsewhere. We have every model in stock.
Our shipping facilities are the best; thirteen lines of Railroad and five Express
companies ; also boat lines on the Great Lakes.
By sending us your order you have two of the largest jobbing stocks at your
service.
W. D. ANDREWS Buffalo, N* Y.
22
THE TALKING MACHINE WORLD.
We will help you
make money in 33
languages
How many foreigners are
there in your locality?
Italian, Hungarian, Ger-
man, Poles — or whatever
their mother-tongue
may be?
Do you realize how
anxious they are to
spend their money in
your store ?
YOU . know well enough that music means ten times more to the foreigner in your town
than to the American citizen. Especially the music of his own native land — and even
more especially if it is sung by the best known artists and played by the best known
instrumentalists of his own country — names as familiar to him as your own front
door is to you.
We are now prepared not only with a remarkable series of records in 33 languages and
dialects, but with the means of getting the business for you.
Our Foreign Record Department will co-operate with you to the limit ; we can tell you
very nearly how many foreigners there are in reach of your store — and we have a pretty clear
idea of what language they speak, too. And we can tell you just how to go about bringing them
in. It's the easiest thing in the world — once you have been put in touch with them they will
come to you.
The Columbia repertory of foreign records is by far the biggest and best in every language.
Most of them were recorded in Europe, and all of them are in the pure native language or dialect.
Good business in every month of the year — no dull June, July or August for you if you
have this highly profitable foreign trade coming in.
We can tell you how, and we can help you do it !
Finnish
French-
Canadian
Gaelic
German-Austrian
Greek
Hawaiian
Hebrew- Jewish
Hungarian
Italian-Neapolitan
Japanese
Javanese
Lithuanian
Mexican
Norwegian
Polish
Portuguese
Roumanian
Russian
Ruthenian
Scotch
Serbo-Croatian
Slavish- ( Krainer )
Slovak
Spanish
Swedish
Turkish
Welsh
Write for particulars to the Foreign Record Department
Graphophone Company
102 West Thirty-Eighth Street,
New York City
THE TALKING MACHINE WORLD.
23
TALKING MACHINE DEALERS HOLD ANNUAL DINNER
Members of Eastern Talking Machine Dealers' Association and Their Friends Participate
in Enjoyable Affair at the Kaiserhof — Listen to Able and Interesting Addresses by Dr.
Lee Galloway, Ernest John, Clinton E. Woods and Others — Association Plans.
The fourth annual dinner o.f the Eastern Talk-
ing Machine Dealers' Association, the largest and
most successful affair ever held under the auspices
of that association, took place at the Kaiserhof,
Thirty-ninth street, New York, on Wednesday,
May 6, with a particularly large number of dealers
and their guests, the jabbers and factory repre-
sentatives, in attendance. The general acquaint-
anceship among tho.se present made the affair dis-
tinctly informal, and that fact added materially to
the enjoyment of the occasion.
The arrangements for the dinner teflected the
interest taken in the matter by the officers of the
• association, John G. Bremner, president; R. Mont-
alvo, Jr., vice-president ; Henry Rau, treasurer, and
F. L. Steers, secretary, and of a number o.f the
members,. and the attendance indicated the growth
of the association and the interest taken in it since
its organization with a scant dozen members.
Following the dinner proper, President Bremner
assumed the duties of toastmaster and introduced
the first speaker in the person of Dr. Lee Gallo-
way, professor of commerce and industry of the
New York University School of Commerce, Ac-
counts and Finance, who had for his subject "The
Principles of Price Maintenance."
Dr. Galloway Speaks on Price Maintenance.
Dr. Gallo.way, who is one of the recognized
authorities of the country on matters of com-
merce and business economics, handled his subject
in a most comprehensive manner and presented a
number of forceful and unusual arguments in sup-
port of the legal right of the manufacturer to con-
trol the resale prices on his trade-marked products.
"Many economists start out by ignoring price,"
said Dr. Galloway, "but all finally end by acknowl-
edging that price is the most wonderful of all social
phenomena. It is the one medium by which society
tries to express its estimates of economic values —
would it be too much to say so.cial values as well ?"
Dr. Galloway then explained in detail the two.
kinds of commodities— staple and merchandise—
the first characterized by their relationship to
human wants and the second including manufac-
tured products not of that character.
"The first real distinction between staple and
merchandise rests in the nature of the articles
themselves. There are only a few grades of steel,
but there are thousands of articles made from
steel. Each of these articles has certain specific
qualities. What corporation, for instance, could
get a monopoly of watch springs, or of carving
knives, or of razo.rs? Therefore, with the' ordinary
legal safeguards against the restraint of trade, the
manufacturer of merchandising products must set
his price under competitive conditions."
After explaining at length the manner in which
competitive conditions govern the question of price
fixing by an independent manufacturer or dealer
as compared to. price fixing under monopolistic
conditions, and the manner in which the great mar-
kets have been developed, Dr. Galloway said:
"Not only must the manufacturer adopt the agency
method if he would preserve his trade name, but
he must adopt this manner of distribution if he
would avoid the creation o.f enormous distribution
corporations which would gradually monopolize
not only the outlets of distribution but force the
manufacturers themselves into, a dependent posi-
tion. The rapid growth of chain stores, mail order
houses and department stores indicates the tend-
ency toward concentration in the marketing of
goods. Either the manufacturer must be given
the right to maintain his resale price— in which
case the position o.f the small distributer might be
maintained— or he must establish his own branch
house or agency to hold the market for him."
The speaker also dwelt upon the quantity price
versus the one price to all from different angles,
and likened the present conditions o.f trade, with-
out fixed retail prices, to the primitive bartering
methods wherein both buyer and seller spent much
time and effort in an endeavor to take unfair ad-
vantage of each other. He credited national adver-
tising and the general acceptance of advertised
trade-marked articles as the standards in their re-
spective classes with placing modern merchandising
on its present high plane.
In support o.f the inherent right of the manu-
facturer to fix the resale price on a trade-marked
and advertised article of his manufacture, Dr.
Galloway offered the following original and thor-
oughly convincing argument : "The manufacturer
who spends millions of dollars in advertising his
goods to the public creates, as we say, in the minds
of the public a disposition to buy and to trust the
concern which makes them. An important part of
the advertising and an important element in es-
tablishing good will is the fixed price which is put
upon the article. The community began to asso-
ciate a certain article with a certain quality at a
certain price. The right to this favorable social
impression is regarded by the manufacturer as a
good will property right, and he claims that when
he disposes of his goods to the retailer he cannot
in the nature of the case transfer to him also the
right to dispose o.f or sell his reputation or good
will at the same time. Therefore he wishes to
divide the idea of possession which accompanied
all goods, namely, the property right in the physical
goods and the property right in the good will. The
first o.f these he is willing to sell to the merchant,
but the second he is unwilling to surrender uncon-
ditionally into the hands of any other person than
himself. Thus he claims that when he sells a razor
or a watch with his trade-mark on it, he is not
giving the merchant absolute title to all the prop-
erty rights connected with it, and hence maintains
that he should be permitted to name the resale
price to the merchant. In this way the manufac-
turer can protect the name of his advertised goods
against the price cutter, who, by selling it lower
than advertised prices, creates an impression that
the quality of the goods is not as advertised and so
destroys the good will o.f the manufacturer.
"The whole question of price maintenance is
closely associated with advertising. No man can
afford to put a brand upon his goods and then
spend millions of dollars in advertising if he is
making a poor commodity and expects to remain
in business. Every dollar he thus spends is adver-
tising inferiority rather than establishing for him-
self a valuable property right and good will. Ad-
vertising in its early stages was almo.st a synonym
for sharp practice merchandising, and the patent
medicine advertisement was a type which was very
prevalent. However, with the increase in trade-
marked goods, "advertising became more depend-
able, and to-day few reputable magazines would
dare to take advertising which was palpably fraud-
ulent. Thus the trade-marked goods have not only
established standards for the consuming public but
they have set standards for the advertising world.
The special bargain, the fire and remo.val sales,
etc., which have built up the fortunes of many big
department stores and their like, are to-day bring-
ing these stores more and more into ill repute with
the public.
"Thus we predict that within a few years laws
will be propo.sed and passed which will define fraud-
ulent advertising, and severe punishment will be
meted out to those who attempt to build up a busi-
ness on the ignorance of a credulous public. And
when this time comes we will see more plainly than
ever the part that the standard trade-marked goods
are playing in elevating business ethics and creating
a broader field of commercial dependableness."
ERNEST JOHN, OF VICTOR CO., DISCUSSES "CO-OPERATION".
The next speaker was Ernest John, of the Vic-
tor Talking Machine Co., who had for his subject
"Co-operation.'' He was listened to with interest
and said in part:
"Co-operation means co-operation and nothing
else — it does not mean co-operation up to a certain
point. If I attempted to go into all its phases you
might, by the time I had finished, have gone home
or gone to sleep. You are safe, ho.wever, for 1
myself have suffered too often and too keenly
from those who talk 'not wisely but too much.'
"We think we know a lot about the value o.f
gold and diamonds and such things, but the value
of co-operation is greater still. The whole social
system is built on it. Whether it is a question of
mailing a letter or making war on Mexico, we are
dependent upon the co.-operation of others. A
man who earns $50,000 salary is dependent upon
the co-operation of someone else for food and
clean shirts. It is true that he pays for them, but
if there was no co-operation procurable at a price
or otherwise he would have to do these things
himself.
"That's how broad the subject is, but we no
doubt are more interested in its specific applica-
tion;
"First: You employ clerks to co-operate with
you. Co-operation here means that two or more
parties unite their mutual efforts for mutual bene-
fit. When either one of the parties does less than
his share we no longer have co-operation, but
parasitism.
"Paradoxical as it may seem, there is such a
thing as co-operation with competitors. Don't you
know how, in a prize fight, there are certain mean
tricks which no clean fighter will use, because in
the long run they are likely to spoil the sport. For
their mutual good they refrain from doing certain
things.
"That's co-operation.
"You may say that they refrain from mean tricks
because there's an umpire watching them. It may
be so, though I would rather hold the other view;
but don't forget that there's an umpire watching
the retailer, and instead of one man it is that
powerful combination of men we call the public.
"Just as a community, a store or a nation thrives
Ernest John.
only so long as there is a reasonable co-operation
for the common good, so with a trade. Every time
a man tries to get the best of a competitor by foul
means he does, to. that extent, help to make busi-
ness conditions harder for himself.
"The talking machine business has been for-
tunate— more fortunate than most — but :f you re-
member nothing else that I say remember this, that
every time you cut a corner off profitable business
the loss is permanent for others, can, will and in-
deed must, follow you.
"I am not talking about price cutting because
I believe you realize how impossible and disas-
trous that is. I am talking about giving terms
which are unprofitable, and all that sort of thing.
Depend upon it, you will all have to do business
(Continued on page 24.)
24
THE TALKING MACHINE WORLD.
The Columbia sales policy is that of the
open shop for the dealer. He can make
his own business decisions— and we
will boost both his demand and his
supply.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Wool worth Building, New York
TALKING MACHINE DEALERS HOLD ANNUAL DINNER— (Continued from page 23).
on the same basis, and whether that basis is profit-
able or unprofitable depends upon your policies.
It depends on whether you realize that there is a
benefit to each individual through co-operation with
competitors. You may be positively certain that
you yourselves will have to pay the piper for the
tune to which yo.u dance.
"On this point my message to you is — get to-
gether on the basis of friendliness and good will.
To all intents and purposes you gentlemen are like
a regiment of soldiers on a battlefield — at least
you should be. Your interests are identical with
those of your competitors just as surely as the in-
dividual soldier's interests are one and the same
with those who march at his side.
"1 said get together on the basis of friendliness
and good will, and I mean just that. Get to know
one another — know one another better than you
know your customers.
"Here's Brown doing business on one side of
the street and Smith doing business on the other
side. They are rivals in business, but barring that
they're friends. A customer comes to Brown and
tells him that Smith has offered to let him have a
Victrola for nothing down and a dollar a month.
What happens? Brown can laugh in his custom-
er's face if he wishes to, for he knows Smith ;
they're friends, they've talked over their business
affairs, credit extensions and so on, each knows
the other and trusts him, each knows that he isn't
such a fool as to. do business that way. Then the
customer's bluff (and such tactics are often used)
can safely be called. Without that mutual friend-
liness, that mutual respect, Brown will try to go
one better perhaps, and then what?
"Gentlemen, what is it that you get out of that
sort of thing? I'll tell you what you can get and
all you can get — rotten business ! That and nothing
else. Rotten business that isn't worth the having
and serves no other purpose than keeping you
awake o' nights. What is the use?""
.After asking the dealers for their earnest sup-
port of the Stevens bill now before Congress, Mr.
John continued :
"I have had my say on co-operation from two
points of view. For instance, you have a right to
the co-operation of your clerks. You have a right
to co-operation from your competitors — when you
co-operate with them. It is also true that you
have a right to co-operation from your manufac-
turer— when you co-operate with him.
"You have heard what happens to the man who
is between two stools, and there is excellent au-
thority for the statement that 'a house divided
against itself falls.' Let' me tell you that the best
co-operation between dealer and manufacturer ex-
ists only in the exclusive store, the store which
handles one line.
"Do you know what it is that the dealer does
when he handles two or more similar competing
lines? He acknowledges his own uncertainty as
to their respective virtues.
"Before I knew anything about the talking ma-
chine business I went into a store where the three
most prominent makes were carried in stock. I
was open to conviction to a very great extent, for
my experience was very limited. In other words,
I was in the same condition of mind as the average
buyer. Among other things, I asked the salesman
which instrument he thought was the. best. His
reply was : 'I really can't say.'
"Of course there was nothing else for him to do,
but I was actually more confused when I came
out of that store than I was when I went into. it.
Is that the condition of mind, think you, which is
most likely to lead to a purchase? Was it co-
operation, real co.-operation with any one of the
manufacturers in question? It wasn't.
"The retailer accepts certain obligations to the
public when he becomes a retailer. He assumes
the responsibility of supplying his customer with
the best article obtainable when the customer on
his part assumes the responsibility of paying for
such article.
"In most commo.dities the customer knows
nothing of values — he depends on the retailer's in-
tegrity. Incidentally, let me say that once that
integrity is open to impeachment the end of that
retailer comes swiftly. How then, under circum-
stances such as I have outlined, can a retailer look
his customers squarely in the eye and say: 'This
is the best,' when there is a monument to his own
uncertainty grinning at him fro.m the corner of
the store?
"I repeat. When a dealer handles two -or more
similar competing lines he does acknowledge his
. own uncertainty, and by so doing he does not help
but hinders the making of sales. In other words,
he is not co-operating to. the best advantage with
himself. I know very well that the retailer puts
his. own money and his own energy into his busi-
ness for his own benefit, but he defeats his own
ends when, instead of stimulating the enthusiasm,
he stimulates the confusion of his customers. I
shall be told that there are two sides to. every
question. There are. But both of them can't be
right. I think I know most of the arguments
which are used in favor of having more than one
line, although it has been my misfortune to have
met no. argument which justifies the practice.
"The one most cornmonly used is that in catering
to the general public a merchant must be able to
satisfy varying tastes. If that were so, the only
successful retail establishments would be the de-
partment stores. But I would rather own Tiffany's
than the best jewelry department in town, and so,
I think, would you.
"Take the case of — well, a shoe dealer. When
shoe dealer offers the public the best available
sho.e, the shoe which gives the greatest satisfaction
to the greatest number of his customers, he does
not, in handling that line, debar the public from
procuring some other shoe — at some other store.
I grant you he may lose the sale of an occasional
pair o.f shoes, but what of that, if the line he car-
ries is, generally speaking, the most satisfactory to
the public with whom he does business?
"No one can get all the business there is, no
matter how many lines he carries. Is it wisdom or
policy to spend money and effort in pushing less
satisfactory goods when the same mo.ney and effort
might have been more profitably expended on the
goods best suited to your own particular market?
"You can't possibly inject into, your customers
more enthusiasm than you yourself possess.
Straddle the issue and you will find that your cus-
tomers will follow suit. They, too, will 'straddle'
until someone else, by the sheer force of his own
convictions, carries off the prize bodily before your
eyes. ■'
"Please don't misunderstand me. I did not come
here to-night to proselytize. I came to talk about
co-operation as I see it, and I am dealing only
in co-operation's first principles.
"I do not say to you, 'Throw out every o.ther
line and handle the Victor.' What I say to yo.u is
this: 'If you feel that the Victor will suit the
majority of people best, handle that, and that only.
If you think the Columbia is best, handle that, and
that only.'
"A man cannot serve two masters. If you
haven't any convictions of your own you can't
expect to convince your customers. True enough,
if your guess goes wrong you may be out of busi-
ness in three months, but you will have learned the
lesson in the cheapest way, and yo.u will have
paved the way for a future success.
"There would be no possible use in my coming
here and rehashing for your benefit a quantity of
second-hand platitudes. My only chance to say
anything of real value is to express my honest con-
victions. That, Mr. President, is what I have en-
deavored to do."
CLINTON E. WOODS TALKS ON "SOUND RECORDING"
One of the most interesting and instructive ad-
dresses of the evening was that of Clinton E.
Woods, E.E., M.E., of the American Graphophone
Co., who offered "An Explanation of Sound Re-
production as Related to Talking Machines."
"Generally speaking, sound is primarily created
by four things : First, by a fractional rubbing of
some kind, such as drawing the bow of a violin
across its strings ; second, by a blow of some kind,
such as the tongue of a bell on the bell itself;
third, by the rapid movement of air over a vibratory
medium, like the reed of a clarinet, the vocal cords
of the throat, etc., and fourth, the movement of
air through certain forms of confinement, like a
flute or the pipes of an organ, the results, which in
turn disturb the air and set up a wave movement,
the air thus acting as a medium of travel for the
sound so created, different sounds being repre-
sented by a difference in the number of vibrations
per second, with a resulting difference in the form
of the sound wave.
"Sounds are audible to the human ear from
about thirty vibrations per second to 16,000 or
(Continued on page 25.)
THE TALKING MACHINE WORLD.
25
TALKING MACHINE DEALERS HOLD ANNUAL DINNER— (Continued from page 24).
20,000 . per second, but in music sounds are used
for, about seven octaves only; that is, from forty
vibrations per second to a little over 4,000 per
second, and it is this range of vibration in sound
thai we have to contend with in the design of a
recorder for talking machines.
"From, this we can see that for musical repro-
duction the needle arm on a reproducer is called
upon to make anywhere from forty to 4,000 vibra-
tions or blows on the diaphragms a second, and to
jump from perhaps forty to 4,000 times in the
thousandth part of a second, and we can well
wonder at the possibility of its being able to do so,
"We wonder at this still more when we consider
the fact that all the different vibrations from in-
struments of an orchestra are put into one wave
line on a record. We would naturally suppose that
as each, different instrument has a different tone
wave and a different set of vibrations for each note,
such a confusion of sound would be set up when
they went into a recording instrument as to result
in nothing but a conglomeration of noise, but such
is not the case, for when the sound of an orchestra
is reco.rded it imprints on the wax record a single
composite wave line corresponding to a composite
photograph ; in other words, there is one general
sound wave formed of all the other sound waves,
which precipitates itself onto, the diaphragm of the
recording instrument and thus produces in the wax
record a single wave line corresponding to it, and
this in turn is used in connection with the repro-
ducer in such a way that it throws off the same
identical . composite sound that was put into the
original wax.
"This is brought about by the well-known process
of putting a pointed needle in the groove of the
finished record and allowing the record to rotate
.under the needle at the same speed at which the
record was made. This causes the needle arm to
vibrate (according to the wave groove on the rec-
ord) against a flexible diaphragm, it might almost
.be called a miniature drumhead, and this in turn
' agitates the air on the inner side of the reproducer
by setting up vibrations and consequently corre-
, s.ponding tone waves in the air, whose only means
;f bf exit is out through a tone arm and horn of
jj proper proportion to amplify the volume required.
I "Altitude is another thing that must be taken
] into consideration in the proper design of a repro-
i ducer ;• that is, the minimum and maximum length
,! of stroke to be made in order to get perfect vibra-
| tion for long or short tone waves ; that is, loud or
9 soft tones. Right here is where we come to one
of the most difficult things in reproducer design.
; If the diaphragm is too thick we do not have elas-
ticity eno.ugh in it to give a full length stroke and
>j ;so get a tubby sound; if it is too thin, we have
i what is known as a raspy or edgy sound. At no
| point in the operation of a needle arm must the
'(diaphragm be subjected to any mechanical strain;
I 'in other words, it must not exceed the limits of its
:l elasticity. From this it can be seen that there is
J a mathematical relatio.n between the diameter and
't the thickness of a diaphragm and the length of
I the needle arm in both directions from its pivoted
^ center.
"Next, let us consider what a record is. It is a
flat disc with a spiral groove, commencing at the
| i outer edge and running in toward the center, which
jj groove represents a sound recording of sorne kind.
j:A record which will play about four minutes has,
i in the total length of its groove, an average of
! ; about 480,000 waves or vibrations ; therefore, in
i playing a tune once through, the needle is made
j 1 to oscillate; against the walls of this groove some-
| thing like 480,000 times, which, in turn, is delivered
to the diaphram of the reproducer. The depth of
j , this groove is three one-thousandths of an inch;
its average width is six one-thousandths o.f an
. inch, while the thickness of the wall between the
jj spirals is on an average four one-thousandths of an
1; inch, from all of which we can see that a tre-
; i mendous amount of energy is required from an
j' infinitesimal amount of material.
"We do not consider a record good in its wear- ■
; ing qualities unless it will play on an average at
I] j least 200 times '; therefore before a record is worn
i- ! out it will have delivered something like 96,000,000
complete strokes of the needle arm to a diaphragm,
and the energy that will have been consumed in
this work will have been equivalent to 18,000 foot-
pounds, or the raising of 18,000 foot-pounds one
foot high in one minute. This gives us some idea,
in a general way, of the work the face of a record
has to be constructed to do.
"Therefore a matter of great consequence is the
selection of proper materials to do it with, as this
terrific vibratory bombardment must have a ma-
terial that will no.t only give great wearing qual-
ities but will run as frictionless as possible; that is,
must be as free from scratching due to the mechan-
ical slide of the needle as possible; and, further-
more, must be a material that is absolutely imper-
vious to moisture; otherwise the records will be
very short lived, due to atmospheric or climatic
variations.
"Such, in brief, are the elements that we have to.
deal with down to the present time in the develop-
ment and use of the talking machine. Recent
experiments and developments, however, lead me
to say that I believe the talking machine business
to-day is about as near being in its infancy as any
industry in this country. For instance, the whole
development of the art to-day has been practically
Clinton E. Woods.
one that is purely mechanical. Recent experiments
in our laboratory show possibilities of coupling
electricity up in connection with this work, and J
have no hesitation whatever in saying that the time
is now near when there will be some remarkable,
some most remarkable, changes in the talking ma-
chine art and product.
"There are no great obstacles at the present mo-
ment to making a record in New York from a
band playing in any o.ther city within a radius of
100 or even 1,000 miles, and this can all be done by
some well-known electrical methods in connection
with some recent inventions which we are working
on, and, gentlemen, this means a great deal to us.
"For instance, there is no reason whatever for
confining the reproduction of sound to individual
appliances as we do now. There is a possibility
of there being a general diffusion of this through-
out a room, so that it is not localized at any one
point but will be the same in any part of the room
and have a much greater volume and far superior
quality of tone. There are, in fact, two paths be-
fore us for making electrical recording. One purely
electrical, by which we cut into wax, and o.ne mag-
netically, in which we will not use wax.
"There is another proposition which I think to
be still more wonderful in its possibilities. Within
sixty days I have actually seen a photograph of
sound, which opens up an entirely new and won-
derful field for us in the art of so.und reproduction,
which again leads me to say that we are approach-
ing a new era in the talking machine business. If
sound can be photographed we can enlarge such a
photograph as many times as we want to, the same
as they do in moving pictures. This will give us
an opportunity to make a full analysis of any one
voice, instrument o.r concerted piece of any kind.
Therefore we could take the voices of great artists
and make a very minute analysis, a mathematical
analysis, if you please, of the relative value of- such
voices. We could take the voice of a young singer
and make an analysis of it and determine just what
possibility lay before its possessor, o,ften times .sav-
ing a vast amount of time and money in its de-
velopment, if not found up to some certain standard,
or again, often encouraging to a complete develop-
ment voices which might otherwise stay hidden.
"That home recording will soon he with us 1
have no doubt whatever, which means that a large
amount of correspondence in the future will be dic-
tated to a machine and reproduced by the recipient.
The time is not far away when we will possibly
have voice studios where anyone may go and have
a record of their voice made as they now go and
have photographs of themselves made. Posterity
records, they might well be called. I said beforr
that our work at the present time was very me-
chanical, and notwithstanding all talk to the con-
trary, we do. not get perfect reproduction at present.
To illustrate this: If tone waves were an inch in
length in each of their vibrations, out of this orig-
inal source of sound we have to perform a certain
mechanical work, namely, the cutting of wax for
preserving the sound or reproducing it. If we ab-
sorb two-tenths of an inch in the tone wave in the
mechanical work of cutting the wax it is utterly
impossible to get a perfect reproduction, because
we are going to have only eight-tenths of an inch
swing to the sound in the groove on the wax as
against a full inch in the original sound, and by
this difference there will always be a difference in
the actual reproduction from its original source,
this difference varying in different voices and dif-
fert kinds of music. As I said before, there are
two paths open to us for the making of sound
recordings which are different from those now
used, in which there will absolutely be no lo.ss in
the registration of the original source of sound.
This is very important to a commercial develop-
ment other than one of entertainment; within the
last three or four months I have had some won-
derfully satisfactory experiences in these things.
You can readily understand that if we can repro-
duce sound, giving the full value of the original
source, also without mechanical contact, we vHll
probably reach as near a state of perfection in this
science as it will be possible to go..
"The strong commercial phase in the near future
of sound production is going to be in the taking of
telephone and telegraphic communicationsl whereby
we will get an actual record. The necessity of this
you will perceive at once if you will stop to con-
sider the tremendous volume of business which is
daily transacted over tl telephone, of which there
is absolutely no record that could be produced! in
co.urt or otherwise as a business transaction. | I
have seen this performed within the last month
and I have taken, myself, telephone communica-
tions and put them on record from widely different
sources, so this is not only a possibility but a prob-
ability, for I have seen apparatus that would do
this work over a 1,500-mile circuit."
Other Addresses Made.
After a short address by G. W. Hollowell, man-
ager of sales for Thomas A. Edison, Inc., the
toastmaster introduced Francis L. Plummer, of
the American Fair Trade League, who made a
plea for the support of the talking machine dealer
in the work o.f the league for price maintenance,
and who also discussed the Stevens bill at length.
The final speaker was Edward Lyman Bill, editor
of The Talking Machine World, who spoke of [the
benefits of association to talking machine men, and
who advocated that the jobbers and dealers] o.f
New York get together in one large mutual asso-
ciation for general trade protection and betterment,
with increased individual benefits as the final aim.
John G. Bremner, president of the association,
also announced that he favored the bringing to-
gether of all the various jobbing and retail inter-
ests in the local talking machine trade into a large
association that would prove a big factor in
handling the many business and legislative prob-
lems that face the talking machine men to-day.
26
THE TALKING MACHINE WORLD.
A NOVEL MUSICAL INSTRUMENT.
Much Interest Being Manifested in the New
Instrument Regarding Which Mr. J. Hof-
fay Expects to Make an Announcement at
an Early Date — Possesses Many Distinctive
Features That Have Aroused Attention.
AN AID TO MERCHANTS.
Edison Advertising Compiled from Newspapers
Which Is Used to Good Purpose by L. C.
McChesney — Other Plans to Help Agents.
Matters have greatly advanced with J. Hoffay,
of 67 Egerton Gardens, South Kensington, London,
England, who expects to put on the market his
greatly looked for instrument at an -early date.
Mr. Hoffay is very sanguine as to the trade field
waiting for him. His instrument is fully protected
by patents, which are already applied for in as
many as forty-two countries.
Mr. Hoffay expects to have some definite in-
formation ready during the current month. His
line of goods will be very attractive. He asserts
that several features of his inventions will make
certain the capture of the world's market, among
which stands prominently the magnificent round
musical and natural tone of the reproduction and
also the point that one soundbox, without being
detached, is all that is necessary to play perfectly
all sorts of records. Such arrangement ensures
perfect reproduction at all times with all makes
of disc records — phono or zig-zag cut.
Other features will count as well, although the
main one is perhaps the extreme simplicity of
every part composing the instrument.
The announcement as to the trade-mark or name
under which these instruments are to be known
will be made shortly in this paper, together with
the name of the winner of the £10 prize.
Catalogs are now being prepared and will be
ready for distribution at an early date. Dealers
should apply for same at .once.
A striking aid for retail phonograph merchants
was recently created under the direction of L. C.
McChesney, advertising manager of Thomas A.
Edison, Inc., Orange, N. J., when the department
compiled from newspapers some twenty-four ad-
vertisements from all sections of the country in
which the new Edison Diamond disc phonograph
is exploited. These were reproduced in the regu-
lar size, and the various sheets were sent to all
the Edison dealers to show them just what was
being accomplished by their fellow merchants
throughout the country. Under each of these ad-
vertisements were brief criticisms and suggestions
for improvement, so that new dealers might be
guided in their advertising work to the end that
their publicity work would be of the strongest
possible character.
In addition to the foregoing, Thomas A. Edi-
son, Inc., also publishes a set of advertisements
for dealers, covering many important points of
construction and publicity, which, together with
the foregoing set of proofs, furnish this trade
with a tremendous amount of ammunition for
creating new business.
Mr. McChesney spoke very highly of the meth-
ods and space used throughout the country by
Edison dealers in featuring the new Diamond disc
phonographs, and the* trade is receiving the co-
operation of this advertising office in order to
secure the maximum results from their work.
Talking Ma-
chines, Typewriters, Phono-
graphs, Adding Machines, Cash
Registers, Guns and Tools and all
Polished Instruments. THE FI-
NEST OIL MADE. It absolutely
prevents rust. NYOIL now sold
everywhere by all hardware and
sporting goods men. Large bottle
(cheaper to buy) 25c; trial size, 10c.
WM. F. NYE, New Bedford, Mass.
^ For polishing ^
varnished woodwork it is
extremely satisfactory. No oil is so clean.
Ask your watch repairer whose
oil he uses on your watch.
campaign on behalf of its Columbia department.
All of these new agencies will pay particular at-
tention to the sales of Columbia dance records.
If you wish to. be popular with other people
don't show everybody how popular you are with
yourself.
Some men are so afraid of hurting other people's
feelings that they won't even grin when the weather
man falls down on his prediction.
NEW COLUMBIA REPRESENTATIVES.
Among the latest additions to the lists of Co-
lumbia representatives are the Thiebes Piano Co.,
St. Louis, Mo. ; Daly & Poole, 181st street and St.
Nicholas avenue, New York, and W. H. Becker
& Co., Gloversville, N. Y. The Thiebes Piano Co.
is one of the most successful piano houses in St.
Louis and is planning to institute an aggressive
FAMOUS PITCHER BECOMES BUYER.
(Special to The Talking Machine World.)
Gettysburg, Pa., May 6. — The People's Drug
Store, of this city, Victor dealer, sold a few weeks
ago a Victrola XI to Eddie Plank, the famous
pitcher of the Philadelphia Athletics, world's cham-
pions. This past master of the pitching art is an
enthusiastic admirer of the Victor products, and
purchased a substantial amount o.f Victor records
to go with his machine.
A diluted optimist is a man who, though he can't
be happy, insists on being a little less unhappy
than his neighbor.
The Masterphone
GIVES
Perfect Detail
Rich Tone
Full Volume
Records remain perfect forever, as Victor Fibre Needles are used.
Your customers will like the Masterphone, for it adds immeasurably
to the value of their instruments.
YOU EARN ADDITIONAL PROFITS.
Write for Sample and Discounts.
Steel
Needles
Masterphone
\ \\ ^
Fibre
Needles
Masterphone
L50
Suite 1924
THE MASTERPHONE CORPORATION
61 Broadway
New York City
THE TALKING MACHINE WORLD.
27
ARTISTIC ENVIRONMENT COUNTS.
Its Value Demonstrated in the Display of Edi-
son Disc Phonographs at Hardman House,
New York — An Idea of Its Effectiveness Ap-
parent from the Photographs Below.
As symbolic of the standing of the present-day
talking machine business, the accompanying views
of the Edison disc department in the establishment
of Hardman, Peck & Co., New York, furnish an
Hardman, Peck & Co, occupy an important posi-
tion in the ranks of high-grade piano manufac-
turers and cater to a high-class clientele. Their
products are sold by aggressive dealers through-
out the country, and in arranging to handle the
Edison disc products in their beautiful home office,
Hardman House, the company paid a marked
tribute to the merits of these machines and records.
The Edison disc department is located on the
fifth floor of Hardman House and, as will be
fying success, the company's piano clientele being
quick to appreciate the musical worth of Edison
disc machines and records. The higher priced ma-
chines have been the heaviest sellers in this de-
partment, while all types of records have met with
a ready sale. Ashley B. Cohn, vice-president of
the company, exercises a general supervision over
the Edison department, while H. N. Purdy, well
known in the local trade, is in personal charge of
the Edison business.
TRITON CO. STATEMENT
Sent to the Trade in Answer to Certain Legal
Phases in Connection with the Triton
Phonograph and Its Manufacture.
The following letter is being sent by the Triton
Phonograph Co., 41 Union square, New York, to
its representatives and other members of the trade:
"To Our Customers. — We are informed that the
American Graphophone Co. is advising the trade
that it has brought suit against us on certain of its
patents. We wish to notify our customers that this
suit will be vigorously defended by us, and we
have the utmost confidence in the outcome of the
litigation. We are advised by our patent counsel,
Waldo G. Morse and John L. Lotsch, of 10 Wall
street, New York, that we do not infringe any
valid and existing patents owned by the American
Graphophone Co. or any other company, and that
we stand ready to defend our customers against all
litigation. If you are served with any papers,
communicate with us immediately.
"To the Trade — If you are' sued, it will be to
your interest to communicate with our patent coun-
sel or us immediately.
"Triton Phonograph Co., Inc.,
"By Joel A. Kraus, as President."
VICTROLA CONCERT IN CLEVELAND.
Eclipse Musical Co. Provides Elaborate Pro-
gram and Attracts Large Crowd of Music
Lovers — Local Quartet Helps Out.
(Special to The Talking Machine World.)
Cleveland, O., May 8. — On Wednesday evening
of this week the Eclipse Musical Co. gave a most
interesting complimentary concert at the store of
the company, 1130 Euclid avenue, and at which the
mus'c of the Victrola, in a variety of standard
and operatic selections, was interspersed with se-
lections by the Cleveland Apollo Quartet, with
Charles T. Ferry as accompanist.
The concert was well advertised and attracted a
large and representative crowd of music lovers.
In order to make the concert of practical value the
numbers of the Victor records used and the names
of the artists making them were printed in the
program.
EDUCATIONAL RECORD CATALOG
Which Will Prove of Real Assistance to Deal-
ers in Developing Business.
The educational department of the Columbia
Graphophone Co. issued the early part of the
month a catalog of educational records which
should prove of real assistance to Columbia deal-
ers in developing their business in this field. This
catalog was compiled with detailed care and con-
sideration, containing an index that lists 24 sec-
tions under which Columbia educational records
may be classified.
Among the various classes of music listed in
this book, the majority of which are also sub-
classified, are the following: Band selections,
chamber music, choruses, dance music, glee clubs,
grand opera, holy days, instrumental duets, light
opera, lullabies, oratorios and cantatas, orchestral,
overtures and suites, patriotic, piano solos, quar-
tets, sacred songs, secular songs in English, solo
orchestral instruments, standard songs (foreign)
symphonies, talking, whistling.
It isn't always the brainiest man who forges
ahead. A low-brow will often cause the crowd re-
spectfully to make way for him— if he happens to,
be carrying a ladder.
Exterior and Interior of Their
1. Kdison Disc Reception Koom. 2. One of the Edison S
Kept and Delivered. 4. Exterior View. 5. Entrance Kloor—
excellent illustration. The opening of this new
department in this well-known piano house was
chronicled in detail in the columns of The World
a few months ago, but these photographs tell their
own story of the dignity and quality which char-
acterize the furnishings of these Edison disc ware-
rooms.
New Building, 483 Fifth Avenue.
ound-I'roof Booths. 3. Where the Edison Disc Records Are
-Approach to the Edison Disc Department.
seen by the illustrations herewith, the general ic-
ception room and demonstration booths are all
in perfect harmony with the reputation of the
Edison disc products and the standing of Hard-
man, Peck & Co.
In the few months that it has been open, the
Hardman Edison department has achieved a grati-
Standard" Record Cleaner
ARTISTIC AND ATTRACTIVE
Price, 50 Cents, List
Grips the record surface and clings
as if on rails.
Extended brush area cleans record
with one sweeping circuit.
Send 10 cents in stamps for a sample cleaner. Write on your busi-
ness letter head only. Place regular orders through your jobber.
STANDARD GRAMOPHONE APPLIANCE CO.
173 LAFAYETTE STREET, NEW YORK
28
THE TALKING MACHINE WORLD.
INCREASING BUSINESS VOLUME AND DECREASING LOSS.
The Work of the Credit Man in Helping His House to Meet and Overcome Diminishing
Business by Making Forced Expansion of Trade Really Safe — Speeding Up the Slow
Accounts — Some Excellent Advice by Norman Fetter, of St. Louis.
NEW TYPE OF VICTROLA XI.
Announcement Regarding This Latest Addition
Just Made by Victor Co.
Norman Fetter, vice-president of the St. Paul
Association of Credit Men, made some timely re-
marks recently when he said :
The question that confronts every mercantile
establishment is how to maintain the net profits in
the face of the diminishing margin of profits and
the increased expenses. So far only one solution
has been found, and that is to increase the volume
of business. By turning over the capital more fre-
quently a fair return can still be obtained even
with smaller profits and increased expenses. It
should be borne in mind that the increased volume
of business is not an end, but merely a means to-
wards the end ; and that is, the net profits.
Furthermore, when merchandise is sold, not for
cash or delivery, but under an agreement on the
part of the purchaser to pay at some future time —
whether a day, a week, a month or a year hence —
another factor enters into the calculation of the
net profits, and that is, will the purchaser pay as
agreed? Now, it is at this point that the credit
man's duties begin, and in their performance he is
confronted by two indisputable and at the same time
antagonistic propositions. The first is, that the
house must do a certain volume of business in
order to show a net profit at the end of the year,
and if the merchandising end of the business is
properly conducted, the larger the volume of busi-
ness the greater the net profits will be. The second
proposition is, that losses on bad accounts must
not be so great as to materially impair the net
profits. Hence it may be stated that the funda-
mental duty of the credit man towards his firm
is to assist in doing the largest possible volume of
business with the least possible amount of losses.
Problem That Confronts the Credit Man.
If the problem that confronted the credit man
were merely to avoid all losses on bad accounts,
his task would be a great deal easier than it really
is By declining business from all doubtful cus-
tomers and insisting upon prompt payment as soon
as accounts become due he could probably escape
losses, or very nearly do so; but it is safe to say
that, by pursuing such a course he would reduce
the volume of business of an ordinary wholesale
house all the way from 25 to 50 per cent. It is
superfluous to ask what would happen to the net
profits if such course were pursued, or to ask
what would happen to the credit man.
On the other hand, by accepting all orders with-
out regard to the safety of the account, his firm
would soon cease to be in business. It would be-
come an asylum for all the financial decrepids or
derelicts in his territory, and ultimately the losses
on bad accounts would become too heavy to carry.
SEND
FOR
SAMPLES
"DUSTOFF" S
Try them on some old or dusty rec-
ord-— you will be surprised, on play-
ing the record, at the resulting clear
and. distinct tonal reproduction.
Clean all Makes of Records
"DUSTOFFS" are made of speciality
selected high-nap wilton fabric, which
is specially proc-
essed, and gets
into the minute
sound grooves of
the record
As Nothing
Else Can
In attractive display cartons.
Liberal trade discount.
De Luxe Model | Regular Model
Metal Holder | Wooden Holder
Retails 50c. ) . Retails 15c.
Sold by most Victor and Edison job-
bers, and by all Columbia distributors.
SAMPLES: Sent postpaid on approval to dealers
writing giving jobber's name.
MINUTE SHINE COMPANY MB
183 Minute Shine BIdg
Providence, R. I. U. S. A.
Combination of Two Elements.
It is, therefore, the combination of these two
elements, the doing of the largest possible volume
of business with the least possible amount of losses,
that constitutes the problem of the credit man. This
is the circle that he must forever attempt to square,
for it must be admitted that no perfect solution of
the problem is possible.
There should be harmonious co-operation be-
tween the sales department and the credit depart-
ment. Let every salesman thoroughly understand
that the credit department is alive to the necessity
of doing a satisfactory and increasing volume of
business, and that it is willing to run reasonable
credit risks in order to get new business ; but also
let every salesman thoroughly understand that he
is to co-operate with the credit department in pre-
venting losses on bad accounts, and that he is not
expected to solicit business from people who are
known to be in poor credit standing. The result
of such co-operation will be that the salesmen will
avoid undesirable customers, and will devote their
time, energy and the firm's money to securing a
good line of customers. Such a course will head
off a lot of trouble before it ever gets started, al-
ways a desirable thing to do.
The Slow Accounts.
Of course, we all have a great many accounts on
the books, and, therefore, to accomplish results it
ir> necessary for the credit man to concentrate his
attention on the slow accounts.
As a rule, the customers who discount their bills
or pay at maturity need comparatively little atten-
tion. In dealing with the slow accounts it is neces-
sary for the credit man constantly to bear in mind
that they form an important part in the volume of
business done by his firm, and, what is still more
important, the net profits realized from their busi-
ness is considerable, for a slow customer is not
nearly as apt to haggle about prices as the one
who discounts his bills.
On the other hand, a slow account always pre-
sents to the credit man's mind the possibility of
making a loss sooner or later. There is a proverb
that "a long sickness is sure death," and usually
long continued and chronic slowness in meeting
bills presages business death. The credit man must,
therefore, watch each slow account individually
and constantly with a view to noting whether or not
there is any improvement. He must ascertain, if
possible, the reason for the customer's slowness.
It will be readily seen that if the credit man can
obtain the reasons for slowness of payment, he
will have a flood of light to guide him in handling
each individual account.
Clinton E. Woods, supervising engineer of the
American Graphophone Co., Bridgeport, Conn.,
gave a very interesting address last week on "Re-
production of Sound" before the Men's Club of
the Second Reformed Church, Hackensack, N. J.
Mr. Wo.ods gave a brief explanation of the con-
struction of the reproducer. He explained the
number of vibrations measured in the various
notes, including the scope of music as well cs .
scope of sound that could be heard by the human
ear, and he explained the enormous energy repre-
sented by the surface o.f one disc record in the
number of strokes which the needle arm of a disc
reproducer gives to the diaphragm, measured ac-
cording to the number of vibrations, etc., during
the playing of one ordinary finished record.
NOTICE — All dealers and jobbers are cautioned
against handling1 or selling' record cleaners infring-
ing against the "DUSTOFF" De Luxe (Simpson
Patent) under full penalty of prosecution.
MUTUAL.
"This," said the police judge, in the throbbing
silence .of the court room, "this is the seventeenth
time you have been arrested. The country is
wasting money trying to make you behave. I
never want to see your face again — do you under-
stand?"
The prisoner nodded an unsteady head.
"Judge," he whispered, "I asshure y' zat feelin'
's entir — hie ! — tirely mutual. I re — hie ! — reshipro-
cate !"
The Victor Talking Machine Co. sent out to its
trade this week an announcement of a new type of
Victrola XI, the $100 model. This new style, which
is designated as Victrola XI, Type "F," embodies
a number of distinctive improvements over the
model now on the market, including an interior
arrangement for holding the records so that they
may be kept lying in a flat position instead of
standing on edge as formerly. Each shelf will
hold eighteen records, with a portion cut away to
allow free access to the records. There are eight
shelves in this arrangement.
The company announces that the new type will
be slightly larger in this three dimensions than the
Victrola XI now being sold, and that shipments
will be made in about two weeks. No change in
price is announced and the company states that it
contemplates no further changes in this model
during the balance of this year.
SUPERVISING DANCE ROLL MAKING.
Miss Emily O'Keefe, assistant inspector and
teacher of athletics, is supervising the making of
all folk dance records for the Columbia Co. Miss
O'Keefe is well known to educational - authorities
throughout the country, as she is assistant to Dr.
Crampton, who is director of physical training in
the New York public schools. The Columbia Co.'s
educational department has just issued a very com-
prehensive catalog of educational records which
should prove of considerable value to the dealer.
RETURNS TO EUROPE.
Louis S. Sterling, manager of the British inter-
ests of the Columbia Graphophone Co., sailed for
England Saturday o.n the "Oceanic" after a
month's stay in this country. While here, Mr.
Sterling attended the wedding of General Mana-
ger Lyle's daughter and the twenty-fifth anniver-
sary dinner of the Columbia Graphophone Co. A.
H. Brooks, superintendent of the London record-
ing department of the Columbia Co., will probably
sail for England early next week.
WHERE THERE IS NO BARGAIN DAY.
New ideas are slow getting into some quarters.
Who ever heard of a bargain day at a coal yard,
for instance?
Things go so fast nowadays that the "model"
husband of 1914 is hopelessly out of date by the
time spring gets here.
RITON
MOTOR
is simplicity and perfection com-
bined. Not a surplus piece of metal
about it — every part has its definite
function to perform. So the cost
has been kept exceedingly low. All
parts of wbich are made in our Fac-
tory at Berlin, Germany. The
TRITON MOTOR is simple, solid
and durable. It is noiseless and may
be wound while the instrument is
playing.
For prices address
TRITON PHONOGRAPH CO.
41 UNION SQUARE NEW YORK
THE TALKING MACHINE WORLD.
29
CONTINUED ACTIVITY IN QUAKER CITY TRADE.
Growth Most Marked as Compared with Last Year — Blake & Burkhart's Attractive Quar-
ters— Alterations at Wanamaker Talking Machine Rooms — Buehn Progress — Columbia
Wholesale Business Expanding Enormously — New Edison House — News of Month.
(Special to The Talking Machine World..)
Philadelphia, Pa., May 8.— The Philadelphia
talking machine business, during the month of
April, has shown the same satisfactory increase
as during the other three months of the year.
The increase is quite marked over last year, and
each of the four months thus far shows a sub-
stantial gain with the prospects, as they look
at present, of a continuation of such business
for the rest of the year.
The Victor Co. has been keeping the dealers
fairly well supplied, both with machines and
records, and there is very little complaint at
present of a shortage of goods. The only change
of any note in the Victor is their announcement
that the No. 11 will shortly come out with a new
case design. The machine will be an inch higher
and an inch wider, with a series of flat shelves
similar to a music cabinet, giving a sufficient
capacity to hold as many records as the average
person cares to possess.
There has been no change in the Edison situa-
tion within ' the month. The local newspapers
have been carrying large advertisements of this
firm, and the dealers here seem to be doing well.
On April 15 the new firm of Blake & Burkhart
opened their warerooms at Eleventh and Walnut
streets. They have most attractive parlors, richly
furnished, and two large hearing rooms. In the
basement they keep their stock. Every Monday
afternoon they have special recitals from 3 to 5
o'clock, which have been attended by select guests
brought there through personal mail effort. This
firm consists of Herbert E. Blake and Irvin H.
Burkhart. This is their first venture in the talk-
ing machine business, but they have been success-
fully engaged in a similar line of merchandise.
The Talking Machine Co., with three large stores
in Philadelphia, has been doing a very fine busi-
ness. It is arranging to make quite a change in
its Broad and Walnut street store during the
summer. It will cut through and have a num-
ber of salesrooms upstairs in addition to. those
on the first floor, in order that its customers
will have more privacy. Its business is growing
daily and it needs more room. The Columbia
avenue and Broad street store has also been do-
ing a very good business, and it is the best loca-
tion outside of the center of the city.
Extensive alterations are to be begun at once
in the Wanamaker talking machine department.
A row of booths, which have already been con-
structed and are ready to be placed in position,
will be erected in front of their Louis XV. room.
The space will permit of double the number of
rooms they have at present. The large room,
which at present is filled with instruments, will
hereafter be used merely as a concert room, and
will be handsomely furnished and with a raised
platform at one end, on which machines will be
placed and concerts given from time to time.
Louis Buehn reports that his business in April
was substantially ahead of last year; in fact, it
ran ahead by a greater per cent, than any previ-
ous month of this year. His Edison dictating
machine business has also been most satisfactory
in April. An order has been closed for sixteen
machines with the Atlas Powder Co., of Wil-
mington, Del., and at present a demonstration is
being conducted with the Dupont Co., where he
hopes to place a number of machines.
A new talking machine needle is about to be
placed" on the market in this city. It is not a
diamond point, and it is made by a process
known only to the manufacturers. When ad-
justed, no change is necessary for a long period,
each needle playing at least 500 records before it
becomes in any way impaired. It is said to be
perfectly noiseless, and with no wear on the rec-
ord. These needles will be retailed for 35 cents
a, piece.
H. H. Stewart, manager of the Gimbel Bros.'
department, has been ill for a couple of weeks
with pleuro-pneumonia. For a long time little
hope was entertained for his recovery, but he is
now passed the critical point and is rapidly im-
proving.
H. A. Weymann & Sons report that their Vic-
tor business has been most satisfactory. They
have been having splendid success with their dance
records, which they have been advertising heavily,
giving away a little booklet that explains the
dances to every purchaser of the records. Harry
Weymann states that the first four months of
the year have shown the greatest increase in the
Victor line that they had in any four months in
the history of the house. The demand still ex-
ceeds the supply. Their William H. Doerr is at
present traveling through New Jersey, and Norbet
Whitely is through the State on his usual month-
ly trip. William Brewton is looking after the
business in this city.
The retail business of the Pennsylvania Talk-
ing Machine Co. has been all that the management
anticipated, and the Columbia wholesale business
has been growing in a most satisfactory way.
April of this year, Mr. Eckhart says, their busi-
ness was better by 75 per cent over last year.
"One thing that is particularly gratifying," he
says, "is the very prosperous condition of. most
of our accounts. Every dealer on our books is
enjoying a very big business, which I attribute
to the fact that we are giving them perfect satis-
faction and perfect service. We have made a
number of new and important accounts and have
added several that were most desirable to our list
during April."
The Pennsylvania Co. has rearranged its work-
ing force in the basement of its store — its
shipping department. It has entirely reconstructed
its stock rooms to better facilitate its business and
give the dealers better and quicker service than
ever before. By this rearrangement, it has been
able to increase its Columbia record capacity by
fully 100 per cent.
PAUL H. CR0MEL1N IN NEW FIELD.
Paul H. Cromelin, well known in the talking
machine, trade as vice-president of the Columbia
Phonograph Co., and later as manager in Great
Britain for Thomas A. Edison, Inc., is now lo-
cated in New York as American representative for
the Cosmofotofilm Co., with headquarters at 110
West Fortieth street. Mr. Cromelin has sent out
an invitation to many of his friends in the trade
to attend the first performance of the London Film
Co.'s big photo play, "The House of Temperley,"
by Sir Arthur Conan Doyle, at the New Strand
Theater, New York.
Premonition is o.ne of many apprehensions which
has happened to be fulfilled.
WE DONT-DO YOU?
Do You Believe These Claims?
What does it mean to say, "We are the largest" — "We are the
best" — "We always ship complete the same day," etc., etc.?
" Bosh "—Idle, Careless Claims
Who wants them? We don't know who is the "BIGGEST,"
etc., because it is not possible to get the details of a competitor's
business.
You Want A Jobber to "Make Good"
We are here to SERVE YOU and have you JUDGE by what
WE DO.
Try It Now— Send An Order
Let it be MACHINES or RECORDS. Don't let your Com-
petitor be a "BLACKMAN DEALER" at your expense.
Very sincerely
BLACKMAN TALKING MACHINE CO,
J. NEWCOMB BLACKMAN, Pres.
97 CHAMBERS ST., NEW YORK
30
THE TALKING MACHINE WORLD.
DEVELOPMENT OF AD SERVICE.
Success of the Abbott-Young-Adair Co., Chi-
cago, in Catering to the Publicity Demands
of the Talking Machine Trade — Most Con-
venient Cover for Mailing Record Supple-
ments— Speeds Up the Reorder — Sales Aid.
(Special to The Talking Machine World.)
Chicago, 111., May 9. — A business that has de-
veloped with proportionately the same speed as the
talking machine business itself is that of the Ab-
bott-Young-Adair Co., 542 South Dearborn street,
Chicago.
. The business of this company is that of provid-
ing an advertising service and sales promotional
aid that is designed for the entire music trade.
The success which the company has found in the
talking machine trade has been especially note-
worthy, due, in a great part, to the response that
dealers the country over have met with following
the use of the Chicago company's covers for mail-
ing out record supplements.
These covers are permitted to be used by but
one dealer in a town or territory, and possess every
requisite of result-pro.ducing copy. They are at-
tractive in design, are strikingly individual and
link the dealer's name to his product in a fashion
that creates an inseparable association between the
two.
As the record buyer goes through the monthly
supplement he can check without the slightest in-
convenience the records desired on the detachable
post card which forms a part of the cover.
It is by the use of such aggressive and forceful
ideas that many talking machine dealers are forging
far ahead of their competitors.
A FORCEFUL ADVERTISEMENT.
In this week's issue of the Saturday Evening
Post the Victor Talking Machine Co. is using a
striking double-spread advertisement in cob.rs de-
voted to the company's dance records. This ad-
vertisement, which is one of the most forceful
pieces of talking machine copy presented in some
time, is certain to attract considerable attention by
reason of the human interest touch given it by the
numerous dancing figures and its effective color-
ing. A few well-chosen paragraphs on Victor
dance music and the formal announcement of the
Victor Co.'s new book on "How to Dance the One-
step, Hesitation and Tango" complete this excel-
lent advertisement.
A hen doesn't quit scratching just because the
worms are scarce.
BUILDING BUSINESS IN TEXAS.
Southwestern Talking Machine Co. Using At-
tractive Billboards and Other Means of
Publicity to Bring the Columbia Line to the
Attention of People in That Section.
The Southwestern Talking Machine Co., Dallas,
Tex., Columbia distributer, is closing an excellent
5=CENT FILM OPERA GOAL OF EDISON.
Inventor Is Working Bigger Part of Every
Day to Improve the "Talkie-Movies."
Thomas A. Edison, to whom life is a deadly bore
when he isn't working nineteen or twenty hours
a day, is said to foe defying his doctor and his
family again and toiling pretty nearly -all the
way around the clock. He admitted Monday
that in the last week he had spent fewer than six
hours in his home, Glenmont, at Llewellyn Park,
N. J.
Every night and every day he has been busy
in his laboratory in West Orange, only occa-
sionally snatching a few hours' rest on a couch.
He is trying to perfect the details of the "talkie-
movie."
"Opera and drama for the poor workingman
and his family for a nickel is what we should
publicity. Rafael Cabanas, president of the com-
pany, is a firm believer in the value of aggressive
consistent publicity, and utilizes all forms of high-
grade advertising to present the Columbia prod-
ucts most effectively.
The accompanying illustration depicts one of
the company's numerous bill boards, which are
scattered throughout its territory. This bill board
is well conceived in every detail, and in its orig-
have, and what we eventually will have," Mr.
Edison said. "The moving picture, like the phono-
graph, has been a great educator. Children can
see the pyramids of Egypt on the screen, and
can hear the strange music of the Orient on the
disc. Both of these things are now as perfect
as they can be, but we should have the com-
bination of picture and sound perfected."
The phonograph and the moving picture — be-
cause they have brightened so many lives — have
always been Mr. Edison's favorites among all
his inventions.
MINUS MEAT, BUT PLUS ENERGY.
F. K. Dolbeer Reports Great Physical Improve-
ment After Year of Abstinence from Meat
and Looks the Part — Enables Him. to Work
at Full Speed at A'l Times.
Just a year ago to-day F. K. Dolbeer, the well-
knOwn phonograph man, stopped eating meat. We
might go on and make a great many comments
about this, but the only real comment that is neces-
sary is that he is a better man physically to-day
than ever, and has an energy surplus that gets him
up at 5 o'clock mornings and makes him sleep
soundly nights. To say he works hard is su-
perfluous, for everyone knows this. That he will
work harder he knows, for the problems in con-
nection with the exploitatio.n of the Phonograph
Co. in New York, both wholesale and retail, will
consume a great deal of time. Mr. Dolbeer states
that he will keep on his meatless diet, for, as he
puts it, this policy is extremely valuable for health
building.
HOLDS SERIES OF TANGO TEAS.
A. D. Matthews' Sons, Inc., the prominent
Brooklyn department store, which recently opened
an extensive Columbia department, has been
holding a series of tango teas, which has been
drawing crowded ho.uses at every performance.
The Columbia Colonial "Grand" has been featured
at these recitals, and the adaptability of Columbia
dance records to the proper dancing of the
modern dances is well evidenced foy the gratifying
comments of all the visitors to these tango teas.
NO, HE DOESN'T MIND.
A salesman doesn't mind turning into a mere
"order taker" — after he has created a desire for
goods in his customer's heart.
LONG CABINETS
A New Cabinet for
Edison Disc Phonographs
Write for Circulars of
DISC RECORD CABINETS
and
PLAYER ROLL CABINETS
The Geo. A. Long Cabinet Co.
Address
Clement Beecroft, Sales Manager
309 W. Susquehanna Avenue
PHILADELPHIA, PA.
D 80
Mahogany, Golden Oak and Fumed
Finished all around.
For model A80
Edison Disc Phonograph.
A Billboard That Has Attracted Attention.
business in its territory, which is due, in a con- inal coloring made a striking display wherever it
siderable measure, to its up-to-the-minute was put on exhibition.
THE TALKING MACHINE WORLD.
31
NO UNCERTAINTY WITH "TALKERS."
Dealers in Talking Machines and Records in
Los Angeles Among Few Business Men Do-
ing Normal Business — Recent Trade Visi-
tors— Southern California Music Co. Makes
Change in Managers.
(Special to The Talking Machine World.)
Los Angeles, Cal., May 6. — April closed as a
month of uncertainty in all general mercantile
fines, except the talking machine line, which marks
an era of exceptional vitality. The Mexican situa-
tion has caused uneasiness among merchants owing
to the fact only that this section is so close to the
so-called region of war and excitement. There is
still a great shortage of Victor records, and dealers
are hoping that their wants will be supplied in the
near future by some mysterious means.
•W. A. Manson, an enterprising Edison dealer of
San Bernardino, Cal., was in Los Angeles for a
couple of days and stated that prospects for future
Edison disc and cylinder goods were very en-
couraging in his section.
J. W. Van Sant, of Raynard & Van Sant, Santa
Monica, Cal., has recently sold his interests to his
son and his former partner, W. J. Raynard. The
firm will continue under the same name.
Barker Bros., 716-738 South Broadway, have very
lately installed a complete line of Victor talking
machines and records. F. C. Boothe, manager,
states that wonderful returns have already come
from this newly added line.
Ralph Paulin, who has been with the Gurnsey S.
Brown Music Co., Santa Barbara, Cal., for many
years, was in Los Angeles for a few days en route
to the Imperial Valley, where he is very much in-
terested in large land holdings in that rapid de-
veloping district.
The Eilers Music Co. is closing out its entire
line of pianos, talking machines and musical mer-
chandise and will discontinue the branch in this
city.
One of the largest transactions in the musical
line ever in the history of Los Angeles was re-
cently completed when the Southern California
Music Co. purchased and took over the entire stock
of merchandise of the J. B. Brown Music Co., of
this city. This not only increases the stock of
the purchasing company, but gives it the agency
for the Apollo player and other well-known pianos.
Chas. S. Ruggles, manager of Sherman, Clay &
Co., of this city, reports the Victor distributing
as doing unusually well considering the fact that
the volume of business would have been much
greater if it were not for the shortage in Victor
records.
A number of changes has taken place within the
past month at the Southern California Music Co.
Jas. A. Stitt has taken over the managership of the
branch at San Diego, Cal. A. J. Morse, filling the
came capacity in that city, becomes the head of the
piano department here, and Geo. S. Marigold, first
vice-president, has resigned and retired from active
duties with the company. Fred E. Peterson re-
sumes the duties of Mr. Marigold.
The Musical Record Co., 814 South Broadway,
has added a complete line of Edison discs in con-
nection with its large Victor stock.
The Victor department of the Geo. J. Birkel Co.
has hit a high mark, according to the report of
Manager A.. Graham Cook.
A. C. Wisegarver, a prosperous Edison disc deal-
er of San Fernando, Cal., is scoring a big business.
Wm. Hobbs Richardson, department manager of
the talking machine department of the Southern
California Music Co., has left on an extended trip
for several weeks, visiting New York and other
Eastern cities. Mr. Richardson is accompanied by
his wife.
PHONOGRAPH AS A BOOSTER.
Ad Club Quartet, of Los Angeles, Sings Booster
Songs Into Edison Phonograph in Order
that They May Be Circulated Among Ad-
v«rtising Organizations of the Country.
(Special to The Talking Machine World.)
Los Angeles, Cal., May 5. — A new local organi-
zation which has given its charm and peculiarity
among music lovers is the Ad Club Quartet, which
will leave Los Angeles June 1 for Toronto, Can.,
to attend the convention of the Associated Adver-
tising Clubs of America. After leaving Toronto a
general tour of the Eastern States will be made,
and while in New York it will make records for
one of the talking machine companies.
This unique quartet is composed of E. A.
INTERESTING RIEDEL CATALOG.
Noted German House Issues Volume in English
That Is Invaluable to Talking Machine Men
Who Need Supplies of All Kinds.
A very complete and striking catalog has been
issued in English by Emil Riedel, of Chemnitz-
Gablenz, Germany (P. O. Box 10). It covers a
complete list of springs and a full line of supplies
for talking machines. It is correct to a wonderful
degree and shows a tremendous study of this
particular field. This catalog also lists Riedel Pat-
ented Spring Winder, which is a necessary tool for
every dealer in a repair shop. This machine is of
unusual importance, being made in a practical way
for universal use. This company also manufac-
tures a complete line of stock springs, break-lever
springs, screws and plates of various kinds. As
for quality, the Riedel springs are made of Swed-
ish clock spring style of the toughest quality, and
a guarantee of quality and durability goes with
each order.
REX CORPORATION IN WILMINGTON.
The Rex Talking Machine Corporation, of Phil-
adelphia, has leased a building in Wilmington.
Del., where it expects to locate within as short a
time as it is practical to do so.
Philip Wohlstetter. general manager of this in-
dustry, advises The World that to secure a modern
plant is in line with their policy, for they are rap-
idly making preparations for a seasonable autumn
trade.
The man who. insists on testing the silver lining
of all his clouds deserves to get the acid in his
eye occasionally.
Ad Club Quartet of Los Angeles.
Borgum, bass and banjo; Kenneth Wiseman, bari-
tone and ukelele ; Henry Hainert, first tenor and
mandola, and Paul E. Adams, second tenor,
guitar and piano. Mr. Borgum, the promoter of
this club, has spent the last sixteen years in the
talking machine business along the Pacific Coast.
He is a live wire, and through him this organiza-
tion has become very popular.
The Ad Club Quartet is carrying out a novel
idea for advertising southern California, and all in
a musical way. Many old song melodies have been
set to new words by them and are often either in
the form of an invitation to come to southern Cali-
fornia or a brief description of the country's
charms. Another novel feature of this quartet is
their method o.f helping to teach and circulate
their own songs so the public may quickly learn
the words and melody, and that is by singing into
an Edison phonograph to be recorded on a blank
record. The result is that while the quartet itself
cannot be in several places at the same time, the
record speedily becomes circulated among all
sorts of clubs, homes and civic organizations.
Many a man thinks he is full of ideas when he
is simply full of talk.
The Silas E. Pearsall Company
Were first in the field as
Jobbers of Victor Products to believe in the Supremacy of the Victor
and are referred to as the house where VICTOR GOODS may be found when
a shortage exists. Many dealers have been placed upon our books during the
past strenuous six months.
Come in under our teing. We need pou to help maintain Our Standard.
We
Spetialize
Foreign Rec-
irds. Record
Cabinets, Needles,
Needle Cotters, Aoto
slops, Corrugated Board
Containers and Envelopes
It will pay you to enter into correspondence.
SILAS E. PEARSALL COMPANY
VICTOR DISTRIBUTORS
18 West Forty-Sixth Street
OUR
MOTTO
Correctnets
and Despatch.
(Near Fifth Avenue)
NEW YORK
32
THE TALKING MACHINE WORLD.
You Can Fill Every Machin
With Col
I
At $25, at $50, at $75, at $200— and all the
way between and beyond — there is a Columbia
instrument for everyone. Whatever style
machine a man wants, whatever price he wants
to pay, Columbia product will fill his want. The
prestige behind and the demand beyond
Columbia product make it a peculiarly profitable
line for any dealer, and the profit to the seller
and the satisfaction to the buyer on a $25
instrument is as great in proportion as on a
$200 instrument.
If you don't yet carry Columbia Qrafonolas and Columlia
you that a Columbia department will be immediately pi>1
profitable because of the new and profitable sensatio s
For full particulars address: f
Columbia
WOOLWORTH
Leader, $75
Eclipse, $25
THE TALKING MACHINE WORLD.
33
mt and Every Record Want
a Product
V
I !
From 65c. to $7.50, there is a Columbia
record for every demand. There are over 1000
65c. records — records retailing at 10c. less than
any competitive record, yet carrying a larger per=
centage of profit on each record sold. Columbia
dance records, endorsed by Vernon Castle are in
greater demand than any other records made or
sold. And all the way from One=step to Opera,
the guaranteed tone quality and reproducing
quality and endurance of Columbia records make
a buyer every time the owner of a talking
machine hears the first Columbia Record.
=Disc Records, why not? We are prepared to prove to
you without extravagant investment and continuously
z constantly springing in the talking machine field.
W. LYLE, General Manager
hone Company
NEW YORK
Favorite, $50
De Luxe, $200
THE TALKING MACHINE WORLD.
The more you realize that in the future of this
industry, the best results are yet to come, the
more freely you must admit that the Columbia is
the line best worth the investment of your time,
your energy, and your capital (Printing this every
little while. Proving it all the time).
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
YVoolworth Building, New York
USES FOR WORN OUT WAX RECORDS.
May Serve to Take the Place of Paraffin for
Many Purposes Especially in Electrical
Work — May Be Handled as Solder.-
That worn out phonograph records of the old
style wax cylinder type', though of no value for the
purpose of producing music, may sti.l prove useful
in another field is to be learned from the following
contribution to the Technical World Magazine by
a New Yorker with an experimental tu n of mind,
who says :
"When sealing up some windings, such as mag-
nets, resistance coils, etc., and not having a suffi-
cient quantity of wax or paraffin for the purpose,.
I made use of a few broken wax phonograph
records. I was much surprised at the properties
of this wax. In the first place, it was very hard
compared with paraffin and had a rather high melt-
ing point, so that it would not soften and bend as
paraffin, that is, it could not be made as flexible.
I used this wax in constructing and repairing elec-
trical instruments by coating the outer windings
of the magnets, coils, etc., and then shaving down
the wax. This looked exactly like hard rubber
and had the advantage of being firmly fastened
to the wire. I also used it in repairing broken
magnet covers, filling the spots chipped out with
the wax, with the result that it would take a
close examination to detect the repair. Similarly
it was used as insulation in constructing a one-inch
coil, and although I could not test its dielectric
For Sale
8,000 10-inch single face records — Italian,
French, Columbia, Zonophone and Spanish.
Brand new clean stock at 8c. each. Fifty
disc talking machines, all different makes,
in good condition, which came in exchange,
must be disposed of at any price. About
800 horns, fit the Columbia or any make,
with a screwl on the bottom size, 45 centi-
meter Red and Blue brand new in crates
at 15c. each. Address "Records," care
Talking Machine World, 373 Fourth ave-
nue, New York.
For Sale
Talking machine business in live growing
Southern California city of 15,000; fine
country surrounds ; practically no competi-
tion. Stock and fixtures will invoice about
$3,000. Have Victor, Edison Disc and
Cylinder agencies. Don't answer unless you
have the money. Address "Chance," care
The Talking Machine World, 373 Fourth
Ave., New York.
FOR SALE
The only music store in growing city of over 50,000
in Northern Ohio, with long lease; old established
business, centrally located; complete but clean'
stock, including Victor and Columbia agencies; ex-
cellent reason for selling; great opportunity for
right party. Address Mrs. H. E. P., care The
Talking Machine World, 373 Fourth Ave., New
York.
properties, I have had no trouble from leakage.
"This wax may be used for innumerable other
purposes, as it can be melted and the article
soaked in it, but it also can be handled in a more
convenient manner, similar to soldering, by melt-
ing It with a piece of hot iron and applying it
where needed, whereupon it is finished with a file
and sandpaper, or turned in a lathe.
"The wax can be obtained "from any dealer in
phonographs, especially those keeping record ex-
changes. Be sure to get the wax records, not the
indestructible ones made of vulcanized composi-
tion, as these will not melt. Various colors may
be had, but black resembles hard rubber and gives
a better appearance. The final finish may be done
by polishing with a little benzine on a rag."
ORDINANCE AGAINST FAKE ADS.
Text in Full of the Ordinance Against Mislead-
ing Advertising Recent'y Passed by the
Board of Aldermen of New York City.
Following the receipt of several inquiries from
the trade regarding the recent ordinance passed
by the aldermen of New York City against
fraudulent advertising, we herewith reproduce the
text of the ordinance in full.
The ordinance, as passed by the board, is as
follows: "Any person, firm, corporation, or as-
sociation who, with intent to sell or in any wise
dispose of merchandise, securities, service, or any
thing offered, directly or indirectly, by such per-
son, firm, corporation or association to the public
for sale or distribution, or with intent to increase
the -consumption thereof, or induce the public in
any manner to enter into any obligation relating
thereto, or to acquire the title thereto, or any in-
terest therein, makes, publishes, disseminates, cir-
culates, or places 'before the public, or causes
directly or indirectly to be made, published, dis-
seminated, circulated, or placed before the public
in this city in any newspaper or other publication
sold or offered for sale upon any public street,
sidewalk, or other public place, or on any sign
upon any street, sidewalk or public ground, or in
any handbill or advertisement posted upon any
street, sidewalk or public ground, or on any
placard, advertisement, or handbill exhibited or
carried in any street or public ground, or upon
any sidewalk, or on any banner or sign flying
across the street or from any house an advertise-
ment of any sort regarding merchandise, securi-
ties, service, or anything so offered to the public
which advertisement contains assertion, repre-
sentation or statement which is untrue, deceptive
or misleading, shall be fined not less than twenty-
five ($25) dollars nor more than two hundred and
fifty ($250) dollars, or by imprisonment not to
exceed six months or by both such fine and im-
prisonment."
PROFITABLE AS A SIDE LINE
Are the Vacuum Cleaners Made by the Regina
Co. — Models Appeal to All Classes Owing to
Their Variety and Their Prices.
MANAGER OF GRAFONOLA SHOP.
August Bowers, formerly manager of the talking
machine department of Bloomingdale Bros., Fifty-
ninth street and Third avenue, New York, has
bren appointed manager of the Grafonola Shop,
143 West 125th street, the new Columbia repre-
sentative,- which was formally opened last week.
Quite a few talking machine dealers have seized
the opportunity to add to their profits by selling
vacuum cleaners, which, by the way, are now
being recognized as the most efficient way of
keeping the home clean. Those who have handled
these goods, particularly those who
have featured the Regina products,
report a profitable business that is
constantly growing — a business that
bids fair to make a remarkable show-
ing in the course of a year.
Among the styles of vacuum clean-
ers made by the Regina Co., 47
West Thirty-fourth street (Mar-
bridge building), New York, is
electric model "C." which is the
result of long and careful
experimenting by competent
engineers, and is capable
of producing a greater
vacuum and larger air
displacement than can be
obtained from
any machine
of its type. It
is mounted on
rubber - tired
.wheels; is
powerful
enough to re-
move not only
dust, but germs as well, and costs about one cent
per hour to operate.
Then there is the Regina vacuum sweeper,
model "J," which is a combined carpet sweeper
Electric Regina, Model C.
Regma Sweeper, Model J.
and vacuum cleaner, very easy to handle. A
strong suction is produced by three bellows, while
the sweeper is in motion on the floor in either
direction. When desired, a hose and tools can
be furnished for cleaning upholstered furniture,
mattresses, curtains, etc.
All the Regina models constitute a line of
vacuum cleaners suitable for all purposes — a line
that includes high-grade machines at a price with-
in the reach of those of modest means and of a
quality to satisfy those who demand the best.
THE TALKING MACHINE WORLD.
S5
VICTOR BOOK ON POPULAR DANCES.
"Three Modern Dances" Contains, Among
Other Features, Reproductions from Motion
Pictures of Leading Dances as Posed for
by Mr. and Mrs. Vernon Castle.
tion of eack book a personal matter, and asking the
customer to visit the store for an individual copy.
The Victor Co.. is to be congratulated on the
high-class and dignified appearance of its latest
aid to Victor dealers, as every page is typical of
the high-grade character of all Victor publicity.
The Victo.r Talking Machine Co., with its cus-
tomary aggressiveness and dealer co-operation,
sent out to its trade recently a most valuable
publication entitled "Three Modern Dances." This
book illustrates by the means of moving pictures
the one-step, hesitation and tango, the three popu-
lar dances of the modern dance series. These
moving pictures were all posed by Mr. and Mrs.
Vernon Castle, the most successful exponents of
the present day dances, who supervise the produc-
tion of all Victor dance records.
Illustration from Victor Dance Book.
The detailed moving pictures of these three
dances are remarkably clear and distinct, giving
simple instructions that will help the beginner to
learn all the dances when used in conjunction
with the rhythm and tempo of Victor dance
records. The value to the dealer of this new book
is incalculable, as he can undoubtedly use it as a
medium for attracting new trade to his establish-
ment, in addition to its use as a means for selling
the latest dance records to his present customers.
The fame and prestige of Mr. and Mrs. Vernon
Castle give a weight and influence to this Victor
publication that will give it a ready entree in the
homes of the most enthusiastic lo.vers of the mod-
ern dances, as every dance is shown step by step
through its various formations. Five different
styles of the one-step, five hesitation waltz steps
and six different versions of the popular tango are
all illustrated in this dance publication, affording a
wide range of steps for all dance lo.vers.
The supply of these new books is limited, and
the company suggests that Victor dealers dis-
tribute them discriminate^, making the presenta-
"STANDARD RECORD CLEANER"
Recently Placed on the Market by The Stand-
ard Gramaphone Appliance Co., Is Winning
a Large Measure of Favor in the Trade.
The Standard Gramaphone Appliance Co., 173
Lafayette street, New York, placed on the market
this month a cleaner for disc talking machine rec-
ords which is officially designated as the "Standard
Record Cleaner.'' Although this new cleaner has
been on the market but a very short while, it has
already won the general praise of the company's
trade because of its numerous merits.
In a letter to the trade announcing the advent
of this cleaner the company called attention to the
fact that the device is fully protected by Un'ted
States patent. The letter also remarks as follows:
"Kindly pass this cleaner over a record : note how
it automatically tends to grip and stay on the
record, much as if it ran on rails. This highly de-
sired result is due to the shape of the cleaning
surface. Also note that the carpet area is suffi-
cient to cover all lines of the record, first to last,
the result being that one or two times around the
record cleans it perfectly." The cleaner is made
up very attractively and is designed to retail at
50 cents. The company is making an offer to the
trade whereby responsible dealers may receive a
sample cleaner on receipt of 10 cents.
In introducing this "Standard" record cleaner
the Standard Gramaphone Appliance Co. is adding
to its already comprehensive line a valuable ac-
cessory which will doubtless lie equally as suc-
cessful as the well-known "Standard" automatic
stop and the "Standard" liber needle cutter which
have achieved country-wide popularity. Both of
these products are meeting with a ready sale from
coast to coast and their perfected construction
and practicability have been responsible for many
testimonials that the company and dealers handling
the devices have received from time to time.
The success of the company's various products
can be attributed in a considerable measure to the
careful supervision which is bestowed on every
single device that is turned out of the plant, as
Thomas W. Kirkman, general manager of the com-
pany, is a practical mechanical engineer, who per-
sonally directs the manufacturing end of the busi-
ness.
PHONOGRAPH PROVES A SURPRISE.
Professor Jepson, of New Haven, Supervisor
of Music, Enthusiastic Over Reproduction of
Edison Disc Phonograph at Chamber of Com-
merce Luncheon in That City.
Professor B. Jepson, for many years supervisor
of music in the public schools of New Haven,
Conn, (and now supervisor emeritus), recently
attended a luncheon at Hotel Taft, that city, given
by the Chamber of Commerce. At the conclusion
of the repast an Edison disc phonograph did the
entertaining. The professor, who had never heard
the Edison disc, thus expresses his surprise and
delight :
"I must confess I was never more taken back in
my life. A beautiful soprano voice launched into
a solo. I was not surprised at that, but very much
surprised as I looked around the room in vain for
the soloist. I supposed, of course, that I would
find the lady in the center of a group of men
gathered in the rear of the room. I was greatly
astonished to find that the beautiful voice ema-
nated from a phonograph. To sum it all up 1
must say that Edison's new Diamond Disc is the
'last word' in the rendition of vocal or instru-
mental music."
Professor Jepson's opinion in musical matters
is regarded with the highest respect. For over
fifty years he has directed the musical functions
and destinies of the New Haven schools, and
stands high in the musical world.
How
To Make
Dollars
Yes, and how to make
them grow with a compara-
tively small outlay of time
and money.
That topic ought to inter-
est you, Mr. Talking Machine
Dealer!
Just figure how admirably
you could work in pianos
with your present line.
By pianos we mean those
which are called both straight
and player-pianos — in fact,
every member of the piano
family, including grands; but
the main thing is to get your
instruments right. In other
words, at values which in-
sure you liberal profits.
We have helped many a
piano merchant to become a
successful business man, be-
cause we have given him
values which were not ob-
tainable elsewhere, and we
can help you. We can help
you to show profits which
will be particularly pleasing.
We would suggest that you
do not delay an investigation
of this matter, but take it up
to-day — right now.
Don't waste your most
valuable asset — time — by de-
laying too long!
H. P. NELSON
COMPANY
Makers of Grands, Uprights and
Player-Pianos
North Kedzie,'North Sawyer, West Chicago Aves.
and C, Mi and St. Paul R. R., CHICAGO.
36
THE TALKING MACHINE WORLD.
From Our Chicago Headquarters
P. VAN HARLINGEN, Manager
HENRY S. KINGWILL, Associate
World Office
Consumers' Bldg., 220 South State St., Chicago
Telephone: Wabash 5774
' (Special to The Talking Machine World.)
Chicago, III., May 9. — What should be a most
careful bit of information to the talking machine
trade is found in the report issued May 7 by the
Department of Agriculture.
Uncle Sam's experts promise that 1914 will pro-
duce the largest crop of winter wheat ever grown,
even exceeding by one-fifth the record yield of
1913. The wheat belt has been visited by a large
amount of rainfall and the soil has been so thor-
oughly soaked that a yield of 630,000,000 bushels
has been promised. We of the Middle West find
much that is pleasant in the fact that Kansas will
grow 132,000,000 bushels; that Nebraska will grow
63,000,000 bushels, and that Indiana, Illinois, Mich-
igan, Ohio and Missouri have nearly perfect pros-
pects. With this tremendous amount of wheat
and the correspondingly good crops in other grains,
1914 should be a record breaking year in the sale
of talking machines and records. Let us hope that
every farmer in the Mississippi Valley will see fit
to invest a little of the money that these crops
will bring in a fine talking machine and a good
library of records.
Present conditions in the local trade indicate
that the major part of the business being done is
in records of the popular sort, with an especially
heavy call for dance records. A let-up in the
dancing craze has been predicted by numerous
people for a long time, but the immense sales of
dance records have made it clear to the talking
machine dealers that there is more strength behind
this revival of the love of dancing than anyone
thought. There seems to be a decided leaning by
talking machine buyers toward machines running
about $100 in price. The more expensive machines
also are enjoying a good demand. There is rather
a lull in talking machine sales generally as com-
pared with the past few months, though a compari-
son with April and May of last year shows an
improvement.
"Start Them Off Right."
H. H. Schwenker, expert repair man from the
Victor Co.'s factories, is on a trip through this
territory instructing dealers in the art of repair-
ing, machines and keeping them in adjustment.
"The problems with which I come in contact,"
said Mr. Schwenker, "are almost invariably dif-
ferent, but if I were asked what maxim I would
suggest to the dealer I would say 'start the ma-
chines off right when you sell them,' that is, when
a machine leaves the dealer's hands it should be in
perfect condition. In all probability he will have"
no further trouble. If the machine goes out, how-
ever, with some slight trouble, it is probable that
the buyer, who knows nothing of machinery, will
endeavor to fix it himself and does more harm than
good. No matter how carefully packed, a talking
machine is liable to suffer some little damage in
transit, and the dealer should, upon receipt of ma-
chines, clean them, oil them and see that the ad-
justment is correct. The dealer should also be
sure that he himself understands the mechanism of
the machines which he sells."
Columbia Retail Growing.
Charles F. Baer, local manager of the Colum-
bia Graphophone Co., reports that a most pleasing
feature of the company's local business is that of
the retail store on the first floor of the Ward
building. This department has shown a steady in-
crease every month since it was started, and the
prospects for the continuance of the increase are
of the brightest kind. The "De Luxe" style has
been practically sold out in both the wholesale
and retail departments, and steps are being taken
to avoid the inability to deliver these machines.
Other styles running around the $100 mark are
also in great demand. Columbia dance records
continue to enjoy a tremendous sale and "Pupp-
chen" continues to lead in this direction. The
complete revised catalog of foreign records has
just been received and it is being used to great
advantage by dealers all over the country. A big
demand is also being met with on the new booklet
on dancing entitled "How to Dance the Modern
Dances," by G. Hepburn Wilson, who supervises
the making of all Columbia dance records. These
booklets are being furnished gratis to all Columbia
dealers, who are receiving big demands for them.
District Manager W. C. Fuhri announces that
General Manager Geo. W. Lyle is expected to ar-
rive here from New York about May 15.
John P. Byrne Dead.
John P. Byrne, one of the pioneers of the musical
department business and at one time vice-presi-
dent and treasurer of Lyon & Healy, died yester-
day afternoon at his residence following a long
illness. Mr. Byrne was sixty years of- age and
spent the greater part of his life in the music
trade. Mr. Byrne is well known to the talking
machine trade and the news of his loss will be
received with great regret.
Big Call for New Style Victrola.
R. J. Keith, sales manager of the Talking Ma-
chine Co., announces that he is receiving a large
advance demand On the new style Type F Victrola
XI, which will make its appearance in a week or
two. This style is about an inch larger all around
than the preceding styles and which is made with
an interior arrangement of eight shelves, each
holding eighteen records and lying flat. This ar-
rangement can be changed to receive records ver-
tically. A number of dealers, Mr. Keith says, have
ordered liberally for their fall stocks to insure
deliveries when wanted.
Mr. Keith in a recent trip to Indianapolis aided
in the installation of a fine up-to-the-minute Vic-
tor department in the large department store of the
Pettis Dry Goods Co. The booths are remarkably
soundproof, are constructed of solid mahogany
and fitted up beautifully. Elmer Gay is the man-
ager.
Mr. Keith also aided in the installation of a
new Victor store at Kenosha, Wis., for O'Shea &
Biddinger.
Dan Creed, credit manager oi' the Talking Ma-
chine Co., is spending two weeks at French Lick
Springs recuperating from a long season of hard
work.
Personals and Visitors.
Frances E. Clark, head of the educational de-
partment of the Victor Talking Machine Co., was
in Chicago a few days on her way to Minneapolis,
where she will attend a convention at which she
will make an address.
William H. Richardson, manager of the South-
ern California Music Co., of Los Angeles, was a
recent visitor to 'Chicago. Mr. Richardson is an
old music trade man and has been connected with
this house for a long time. He reports that al-
though business lately on the Coast has not been
all that could be desired, nevertheless a decided
improvement is beginning to make itself felt. Mr.
Richardson will visit the principal cities of the
East, stopping at the Victor, Columbia and Edison
factories.
N. Wurth, Escanaba, Mich., and W. & J. W.
Sproesser, of Watertown, Wis., were visitors to
the local trade this week. Mr. Wurth handles the
Columbia goods exclusively.
R. W. Smith is a new Illinois traveler for Lyon
& Healy, succeeding L. C. Cummings, who is to
be married shortly. Mr. Smith has also a number
of Iowa river towns.
S. M. Field, formerly floor manager of the Chi-
' (Continued on page 38.)
THE WADE
Wade
Needle
Cutter No. Z
RETAIL PRICES
Fibre Needle Cutter -THE WADE
The WADE embodies the right principle, worked out through
long experience. It is simple, durable and accurate. It trims the
needle at an angle resulting in the best tone. ,
The WADE cutters are made of the best steel and are abso-
lutely guaranteed.
The WADE is the most economical cutter. It has a self-
acting stop, which prevents waste and enables one to get from 12
to 15 perfect playing points. No. 2 has a double action, making it
especially easy to operate and affording the most powerful cut of
any tool made. No. 1 is a very popular cutter which has given
excellent service.
Order from your regular Dis-
tributor— we sell to Jobbers only
No. 1, $1.50; No. 2, $2.00
WADE & WADE,
3807 Lake Ave.
PHONE. DOUGLAS 8108
CHICAGO, ILL.
THE TALKING MACHINE WORLD. 37
140 feet on Michigan Boulevard — Plenty of Air and Light — all
this makes for Service.
Our business has been developed into the Largest Exclusive
Victor Distributing Business in the World — all on that one word
- SERVICE -
You'll find we'll Make Good.
THE TALKING MACHINE COMPANY
12 North Michigan Avenue : : : : Chicago
38
THE TALKING MACHINE WORLD.
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 3S).
cago Columbia store, was a recent visitor to Chi-
cago. Mr. Field was lately appointed manager of
the Grafonola department of the Gus Blass Dry
Goods Co. at Little Rock, Ark.
Don C. Preston, traveler for the Talking Ma-
chine Co., who was recently married, spent a few
days of his honeymoon in Chicago. Mrs. Preston
is now accompanying her husband .on a trip
through the northern part of his territory, which
includes Minnesota and Wisconsin.
Mr. Stewart, of the Stewart Bros. Furniture Co.,
of Columbus, O., was a recent visitor.
Lew Collins, manager of the contract depart-
ment of the Victor Talking Machine Co., was a
visitor for a few days to this section.
B. F. Dvorak is once more with the retail de-
partment of Rothschild & Co.
To Make a Fibre Needle, Also.
Louis K. Scotford, president of the Cleartone
Talking Machine Co., 32 South Clinton street, an-
nounces that his company will not only manufac-
ture the pneumatic turntable disc which it
manufactures and which was recently de-
scribed in The Review, but it will also
manufacture an improved fibre needle, which has
been prepared in such a manner as to greatly in-
crease its durability by making it possible for
each needle to be used four or five times without
repointing. It is probable that the company will
also handle additional talking machine accessories.
The factory on South Clinton street is being rapid-
ly put into shape and a large volume of the com-
pany's product will be turned out within the next
month. The officers of the company are: Louis
K. Scotford, president; M. L. Willard, vice-presi-
dent ; Arthur F. Agnew, secretary, and George A.
McGriff, treasurer.
George Ade Delivers Speech
W. W. Parsons, manager of the Dictaphone" de-
partment of the Columbia Co., made arrangements
to-day whereby George Ade, the famous humorist
and playright, will deliver a speech to his fraternity
brothers assembled in convention at Cleveland next
week through the medium of the Dictaphone. After
giving his talk into the Dictaphone, the record w'll
be shipped to the committee in charge of the ar-
rangements at Cleveland and the speech will in
turn be delivered with the aid of a large horn. It
is expected that 300 or 400 members will be in at-
tendance and will have the opportunity of hearing-
very clearly every word that is spoken by Mr. Ade.
Although an uncommon occurrence, this has been
done before, and it is related that an octogenarian
college professor once delivered a speech in this
way to his former pupils, gray haired men them-
selves, who when they heard the voice of their old
mentor remarked with tears in their eyes, "Isn't
that just like him?" and "He hasn't changed a
bit." '
Lyon & Healy Start Children's Hour.
Lyon & Healy have started "The Children's
Hour," a period of from 10 to 12 o'clock on Sat-
urday mornings when the little sons and daughters
of Lyon & Healy's patrons and the general public
are entertained through the medium of the Vic-
trola. The abundance of the Victor records listed
under the caption of "Educational Series" gives a
wonderful opportunity to instruct as well as to
entertain the children and they will also be given
an opportunity of hearing the beautiful standard
works of musical art in such a w.ay as to aid in
the development of their musical sense. Miss
Elsie Stein has been placed in charge of this work
and explains the records to the children as they
are played.
Manager L. C. Wiswell announces that Lyon &
Healy business continues to be good and that May
shows a decided increase over May of last year.
"Machines around $100 are selling very good," said
Mr. Wiswell, "and in the record department those
of the dance variety continue to be the big sellers.
'Cecile' leads, I believe, and all of the Castle House
Orchestra records are going well."
Shop Presents the Castles.
The Talking Machine Shop scored another big
hit when Mr. and Mrs. Vernon Castle were ex-
hibited to a throng of enthusiastic admirers last
week. The famous dancer and his very pretty
and equally capable dancing wife were introduced
to visitors to the shop just before they took part
in a matinee performance at Orchestra Hall. At
this performance there was a dancing contest for
the Castle cup, the winner of which was engaged
by the management of the shop to dance all week.
Mr. Castle gave a few instructions for dancing,
dwelt on what not to do, and spoke „of the excel-
lency of the Victor dance records which he super-
vises. The winners of the contest were Mr. Youngs
and Miss Hill, and they are dancing all this week
and continuing to make publicity and friends for
the shop and its management.
Klingsor Recital Soon.
The Klingsor Talking Machine Co. will give its
introductory recital and demonstration within a
week or two, accordmg to a statement, made by
officers to-day. The line is being photographed and
prepared for exploitation by July 1.
Great Singer Some Day.
The little girl born to George W. Davidson, of
the Talking Machine Shop, last month is doing
nicely, as well as her mother. The young lady
gives promise of some day being a great singer,
and no doubt her proud father will at some future
time sell Red Seal records of her voice.
C. L. BYERS ADDRESSES CHICAGO BOARD OF ADVERTISING.
Retail Sales Manager of Columbia Graphophone Co. Gives Interesting Talk on Salesmanship and
Has Something to Say Regarding the Progress of the Talking Machine.
(Special to The t alking Machine World.)
Chicago, III., May 7. — An interesting little talk
was delivered by C. L. Byers, retail sales manager
of the Columbia Co.'s store, Chicago, before the
Board of Advertising, which consists of almost 200
advertising men and sales managers of Cmcag°
concerns — at one of its recent meetings.
Mr. Byers, in his preliminary remarks, stated
that salesmanship was a subject worthy of deep
study, scientific investigation and philosophical
speculation — that there was no vocation of man so
comprehensive in its demand on all of the avail-
able elements of the entire being.
He discussed the evolution of the talking ma-
chine from the days when it was merely a tov to
its present position in the musical world, where
it has assumed a position of overwhelming im-
portance, and said : "The talking machine to-day
is truly entitled to be classed as a necessity just as
much so as your newspaper, your magazine or your
telephone. Its double educational and entertain-
ing features make it indispensable in every home.
I am sure you will admit that a home without
music is a home without soul. Can you conceive
of a more versatile, useful or reasonable priced
musical instrument to-day than the talking ma-
chine?" He emphasized how the one-price system
in vogue in the talking machine field was a boon to
the merchant, and said : "While it does not elimi-
nate competition between dealers of different lines,
it does remove all possibility of the cut-throat
competition between dealers of the same line. It
also stimulates a splendid co-operative spirit among
the dealers, each feeling that the interests of one
is the interest of all."
Mr: Byers then proceeded to discuss the principal
matter at issue, as follows :
Retail Selling of a Grafonola
To begin with, I will give you some idea of what
is necessary in a successful Grafonola salesman.
First. Versatility — There is no business in which
you are required to deal with every strata of so-
ciety more than in the selling of the talking ma-
chine. One must have a personality of a chamelion
nature. It must be able to harmonize quickly with
every type of human character if it would be suc-
cessful; for in our business you are not dealing
with a particular class, but with every class. The
rich and the poor, the ignorant and the learned, and
the American and the foreigner. This versatility
can be cultivated, it is not necessarily innate.
Some people think success in life depends upon
circumstances, or upon chances. It is not to be
denied that these things have their influence, and
yet nine times out of ten, the men who win have
cultivated qualities which have brought them their
success and those who lose, have simply neglected
this cultivation. Ninety-nine out of a hundred,
who fail, could have succeeded if they had used
their opportunities aright. And so the qualities
which blend into versatility can surely be culti-
vated.
Second. Industry — A polite word for hard work.
\To profession is more responsive to hard work
than salesmanship. And the measure of respon-
siveness is especially noticeable in the talking ma-
chine business.
Work is a word so comprehensive in its meaning
that the most indolent finds shelter in some technic-
al sense of its use. But my conception of work
is a real red-blooded, energetic, enthusiastic use
of the mind and body to the end that defin'te re-
sults may be accomplished. This is the kind of
industry that succeeds in the talking machine busi-
ness. We have no fixed hours, our time being con-
trolled entirely by the exigencies of the business.
In fact, a real wide awake talking machine sales-
man sacrifices many an evening's pleasure in order
that he may make a call and thus close a sale that
might otherwise be lost. It is a peculiar fact that
when a musical instrument is to be purchased the
whole family buys it, and unless you make a call
in the evening, when you can concentrate your
versatility on the whole family, your chance of
closing a deal is often lost. It is usually necessary
to convince the parents that the spiritual life of the
home cannot be better conserved than by one of
these instruments with the beautiful sacred selec-
tions ; and Amy, a blue-eyed beauty must be con-
vinced that her tango and maxixe can be wonder-
fully improved with your instruments; and then
too, wee Willie, though but a ruffle-haired boy,
who usually must be seen and not heard, is a real
important member of the board of strategy when
a talking machine is to be purchased. He too must
know that his cultivated taste for good music can
be pampered by one of your instruments and your
classic records, such as the Dill Pickle Rag, the
International Rag or the Raggedy Rag. Then
in order to make your work easier and your heart
lighter, your prospective customer invites a num-
ber of his neighbors in to help decide the matter.
In this manner you are the victim of soirees, and
Kaffeeklatsches, whether you choose 'to be or not.
Yet as an industrious patient and long-suffering
salesman, you wait the time when with a real ven-
gence you get the name on the dotted line. Here
is a real test for your versatility. This will either
make a diplomat or a diplomaniac out of you.
In our business, sales are truly commensurate to
the industry of the salesman.
Third. It takes a thorough knowledge of the
business. The very first preparation of a salesman
in any business is to familiarize himself with that
business. Not merely the manufacture and merit of
the goods, but every branch of the business, the policy
of the firm, the * advertising plans, the selling
plans and the various methods of promoting and
developing the market for the goods. After all
the salesman is the firm incarnate in an individual.
The • better equipped the individual, the better
represented is the firm. Though a man be a caddy,
he should increase his efficiency by a thorough
knowledge of golf. No work you engage in is so
unimportant that it is unworthy of your study and
investigation. Like the great Epaminondos of old,
when elected garbage collector of the city, by his
enemies accepted, and said: "If the position re-
flects no honor on me. I will reflect honor upon it."
In our business, knowledge of the business is truly
a great factor.
I have found in my experience that a salesman
equipped with versatility, industry and a knowl-
edge of his business has the three big elements that
make for success.
{Continued on page 40.)
THE TALKING MACHINE WORLD.
39
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It polishes, cleans and prolongs the life of records.
Makes them look like new. It positively cannot scratch or
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gasoline or cleaner preparation.
Retails for 1 5 cents. Write us to-day.
Sold to dealers in dozen lots only.
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The wonderful success of the Lyon & Healy Fibre Needle Cutter in the last two and a half years is due to the
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The Blades of the Lyon & Healy Fibre Needle Cutter are made of the finest grade of properly tempered tool steel.
The upper blade is pivoted above and back of the cutting edge of the lower blade. It is held in place by a very high
tensioned spring to insure correct leverage and a perfect point at every cutting.
The cutter is fitted with a guide that prevents the cutting away of too much of the needle, and also has a receptacle
that receives all the waste. It is very simple and easy to operate, and with ordinary usage should last indefinitely without
sharpening. j^^S^PP**
This cutter is invaluable to all users of the Fibre needle, as a needle may be used twelve to fifteen times where one
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Now is the time to get your order in and share in the profits.
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CHICAGO
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40
THE TALKING MACHINE WORLD.
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 38).
The retailing of the Grafonola is done in two
ways. In the store or outside of the store. With a
well-organized sales force, as much is sold outside
the store as in it.
The inside salesman takes the name and address
of each customer to whom he has demonstrated
but not sold an instrument, and turns it over to
the prospect department. In addition to the name
and address, he gives full information concerning
the instrument which the prospect seemed most
interested in, and above all, gives any information
he has acquired concerning the nationality, per-
sonality or peculiarity of the prospect.
A card containing all of this data is given to the
outside salesman as a lead, and is followed up sys-
tematically by the retail sales manager.
The detailed information is valuable assistance
to the salesman, as it forearms him with the neces-
sary intelligence of the customer's personality. The
securing of this information concerning the custom-
ers, who seem only slightly interested is very
important, since I have found very often that the
tiniest nibble often proves the biggest fish.
In passing, I might say also, that the distribu-
tion of the prospects is the opportunity for the
retail salesmanager to use his ability. If he is
alive to every situation he has studied the respect-
ive abilities of his outside men, and is guided large-
ly by this in the distribution.
Salary and commission is our plan of compensa-
tion. The salary to maintain a mutual and recip-
rocal sense of obligation as to hours, system, co-
operation and duty. The commission to render the
compensation fair and just and in exact accord-
ance with the work and results of the salesman.
I am heartily in favor of commission to sales peor
pie. I contend that on an exclusive salary basis
•one of two things exist. The salesman is either
getting more than he is worth, or he is getting less
than he is worth. Commission establishes, an equi-
librium in the compensation. It is especially suc-
cessful in our line, since a good proportion of our
sales are closed at night, and unless the compen-
sation for each sale is worth while, the salesman,
for lack of an incentive, will neglect the night cails
and thus curtail the sales of the firm as well as his
.own.
The store and its arrangement is a great subject
in itself, and one that cannot get too much con-
sideration. Time will not permit me to dwell on
this, but suffice it to say that the store must be
nicely furnished and kept immaculately clean, es-
pecially where it is catering to the best people.
The goods "must be arranged with the element of
human appeal in mind. Remember always the
merchandise is primarily to sell, and secondarily to
exhibit, and that the latter is merely the means to
the end.
The window display surely comes very close to
the advertising man. This is the place to work in
the individuality of your sales manager. Here is
where originality should play a prominent role. I
make it a rule at our store to change the windows
completely once a week. All signs are made and
outlined to harmonize with the display or season.
The window to-day is considered the reflector of
the store. It bespeaks the quality of your goods.
It should be a forceful invitation to the passer-by
to come in. There is a growing appreciation of
the window as a very important part of a store's
advertising, and a big asset to the business.
To close I want to call your attention to an ele-
ment that has done more than anything else to
make our sales continually increase : that is en-
thusiasm. It means to do what you do with all
your might, it means to be "red-hot," in earnest,
or enthusiastic in what you do. When a man is
talking an article of merit, and he has no business
talking any other kind, enthusiasm is necessary.
One can feign enthusiasm, but it is not genuine.
Enthusiasm that is not felt is false fire, but when
it comes from the heart it accomplishes great
things.
In the fields of salesmanship and advertising we
have need of an all-consuming, fiery spirit of en-
thusiasm, and I am sure that the advertising men
and the salesmen of this twentieth century, prompt-
ed by such a spirit, will blaze a path through the
industrial world, solving all commercial problems,
developing the best and crushing the worst in all
business enterprises, and above all, rendering man
a ruler over his commercial destinies, rather than
a victim.
WILL SELL TALKING MACHINES.
(Special to The Talking Machine VVorld.)
Chicago, III., May 11. — The management of the
new $8,000,000 mail order house of Lundin & Co.
informs us that they will have a complete depart-
ment of talking machines, pianos and accessories.
The management referred inquiries as to the de-
tails to R. B. Handley, the new buyer for this
department, but he was absent from the store for
the day.
The new mail order house of Lundin & Co. is
a combination of several concerns, of which the
only ones at present made public are Lundin & Co.,
at present in the mail -order business at 117 North
Elizabeth street, and James A. Pugh and the Pugh
Terminal Warehouse Co. at 365 East Illinois street.
The new concern has been incorporated under the
laws of Maine for $8,000,000, and Mr. Lundin was
very positive in his statement that all of the stock
had been sold for par and that it was nearly all
sold. The officers of the new incorporation are
Frederick A. Lundin, president, and James A.
Pugh, treasurer. The present offices are at 117
North Elizabeth street and the permanent address
will be at 365 East Illinois street.
COURT DEBATES AT HOME.
Paris Palace of Justice to Have Phonographic
Arrangement.
A novelty in the new buildings of the Palace of
Justice, in Paris, France, is a "themisophone,"
which will be offered to all telephone subscribers
for a small fee, so that they can hear all the de-
bates ir their homes.
Plates have been installed before the bar of the
tr.'bunal, in order, according to French journals,
that the judges, knowing themselves, heard by such
a large audience, 'will be more strictly inclined to.
justice and intelligence."
NEW STYLES IN SALTER CABINETS.
Latest Styles 60 and 80 Designed for Use with,
Edison Phonographs of Corresponding Num:
bers — Harmonize Perfectly with Finishes of
Machines — Some of the Structural Details.:
(Special to The Talking Machine World.)
Chicago, III., May 9. — The accompanying photo-
graph shows the No. 60 Salter cabinet, which has
been designed by the Salter Manufacturing Co. t<5.
be used with the No. 60 Edison disc machine.
Like the No. 80 Salter cabinet, which is adver-
tised on another page of this .issue, the No. 6$
j4 1
Salter Cabinet Style 60, Open.
harmonizes in every way with the machine it is
designed to be used in conjunction with. The
cabinet is finished in a fine grade of fumed oak, is
mission in design and no doubt will enjoy the
same popularity that all of the other cabinets
designed by the Salter Manufacturing Co. for use
with cabinetless machines have met with.
The No. 60 and the No. 80 cabinets are both
fitted with the felt-lined compartments that have
distinguished the Salter product. They also both
possess a simple and accurate index that enables
the owner to find the desired selection instantly.
This New Cover F,^MoAu'V
Increase Your Record Business by Using
Victrola Record Supplements
GETTING THE ORDER— The records desired can be marked on the return postal while theW
recipient is perusing the supplement. No inconvenience — no chance to forget. This means in-
creased business for you.
ATTRACTIVENESS— Illustrations that create attention and tell their story vividly and con-
vincingly at a glance. Color changed monthly to harmonize with the color scheme of the supplement.
DISTINCTIVENESS— A service that is open to but one Victrola dealer in a city.
INDIVIDUALITY— Your name and address printed on the cover. The cover appears to be of
your own construction.
RESULT PRODUCING COPY — Appropriate for different occasions.
LINKING YOUR NAME WITH YOUR PRODUCT— Your message is placed before the
recipient on every reference to the supplement. It creates an insepara- . '; j
ble association between Victrolas and your store. One recalls the other.
PRACTICABILITY— These covers reach you monthly, prior to the
arrival of your supplements. You have time to address them before
supplements arrive. Merely draw the edge of the supplement over a
moist sponge, insert the supplement and fold.
Write us for a sample cover and price list
ABBOTT-YOUNG-ADAIR-CO.
542 S. Dearborn St., Chicago
OUR NEW CUT
CATALOG FOR
SPRING AND
SUMMER '.
ADVER TISING
JUST I
COMPLETED^
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1
THE TALKING MACHINE WORLD.
41
THE EXCLUSIVE FEATURES
of the
Salter Cabinets
are what make for perfect satisfaction on the customer's part.
NOWHERE ELSE CAN YOU OBTAIN THESE FEATURES. YOU
NEED THEM TO-DAY.
Records are perfectly preserved by felt-lined, individual compart-
ments from scratching and warping. Each Record instantly found
by our simple indexing system. Dustproof.
THE SALTER LINE has the
TALKING POINTS and SELLING FEATURES.
Every Columbia Dealer should write to-day for our Catalog.
SALTER MFG. CO.
No. 112 Cabinet for Columbia "Favorite.'
337-43 North Oakley Boulevard
CHICAGO
PLANNING FOR SUMMER TRADE IN MILWAUKEE.
Talking Machine Men Expect Big Business from Vacationists — New Records Very Popu-
lar— Tisch-Hine Co. in New Quarters — Edison Recital Proves Big Attraction — What
the Various Houses Are Doing to Capture Business — Edmund Gram Dansant.
(Special to The lallcing Machine World.")
Milwaukee, Wis., May 11. — The retail talking
machine business in Milwaukee is beginning to
ease up somewhat, but dealers are confident that
they will meet with a fair trade before the usual
summer dulness settles down. One of the most
hopeful signs of the situation is the fact that the
annual summer resort trade will soon make its
appearance. Wisconsin and Michigan are dotted
with lakes of all sizes and descriptions, making an
ideal summer resort territory. Not only Wincon-
sin and .Michigan people, but people from many
of the surrounding States have their summer
homes in this district. It is only natural that
these people want talking machines in their sum-
mer homes and camps, so an excellent field is
opened up for the Wisconsin talking machine
dealer. The Wisconsin dealer found several sea-
sons ago that summer resorters were good cus-
tomers for the purchase of smaller styles of ma-
chines to be taken to their summer homes. The
owner of a large machine does not want to ship
this away from his city home, but he is willing
to take along a small machine, so that he can
play his records and have his usual entertain-
ment.
Dealers and wholesalers report that there is a
considerable relief from the shortage of machines
and records which has been experienced in Mil-
waukee during the past few months. Trade is not
quite so brisk and dealers have been able to get
their stocks up in fairly good shape once more.
Jobbers still have some trouble in getting enough
of the most popular styles of machines to meet
the demands of their dealers, but this situation
is not general with every style of machine as was
the case a couple of months ago.
Business Outlook Is Excellent.
The general outlook is fairly good and dealers
and jobbers are inclined to be optimistic. Of
course, the industrial situation is not quite as
brisk as it might be, although it is improved over
a month ago. The recently issued report of the
Wisconsin Industrial Commission on the free em-
ployment bureaus about the state shows that there
are few men out of employment. All the big
heavy machinery plants in Milwaukee are in opera-
tion, although not all are working full time. The
crop outlook all over Wisconsin is exceptionally
good and reports from adjoining States in the
Northwest are just as favorable. Farmers have
completed their early spring seeding, and grain
is up in most sections of the State. The soil has
been in the best of condition all the spring, and,
unless something unforeseen happens, a bumper
grain crop ought to be harvested. Farmers are
now preparing for their corn crop. When crops
in this section of the Northwest are satisfactory,
it always means that general business is pretty
liable to be good.
The New Records Popular.
The new May records put out by the different
companies have been selling especially well. Of
course, all the dance records, particularly those of
the tango type, are decidedly popular, and dealers
are put to it- to secure enough records in this line
to meet the demands of the trade. The booklet
just issued by the Victor Talking Machine Co.,
giving instructions in the new and popular dances,
has been in big demand in Milwaukee, and dealers
say that it has been a great business getter. Much
favorable comment is heard on the excellent man-
ner in which the book has been prepared, show-
ing various poses of Mr. and Mrs. Vernon Castle
and moving pictures of the various dance steps.
May Take on Talking Machines.
Frederick D. D. Holmes, manager of the Mil-
waukee branch store of the F. G. Smith Piano
Co., may take on the agency for a well-known
line of talking machines if the necessary quar-
ters can be arranged in the company's store at 90
Wisconsin street.
Move Into New Quarters.
The Tisch-Hine Co., handling the Edison dic-
tating machine in Milwaukee, Wisconsin and upper
Michigan, has moved into new and larger quar-
ters at 450 Jackson street. The company has been
meeting with such a brisk business in the dictating
machines that it was absolutely necessary to se-
cure larger and more quarters.
Crowds Enjoy Edison Recital.
The interesting Edison recital, given recently
in the red room of the Hotel Pfister by William
Idle, special representative of the Thomas A. Edi-
son, Inc., was a decided success and brought out
large numbers of people who were anxious to
hear the new Edison disc machines. Mr. Idle, who
has been in Milwaukee for several weeks, assist-
ing the Phonograph Co., of Milwaukee, in se-
curing new dealers and otherwise getting the pub-
lic thoroughly acquainted with the Edison goods,
had issued invitations to hundreds of Milwaukee-
ans. It is said that sales of the Edison disc
machines at the handsome new Edison Shop,
operated by the Phonograph Co., of Milwaukee,
and at all the other Edison agencies, have shown
a steady increase since the recital at the Hotel
Pfister.
New Edison Agents.
Among the many concerns about Wisconsin,
which have taken up the agency for the Edison
goods of late, is the Heppe Cash Store at Hart-
ford, Wis. The firm has arranged attractive new
parlors on the second floor of its store and has
been holding a series of public recitals to acquaint
the public with the new Edison disc machines.
The Phonograph Co., of Milwaukee, now has sev-
eral hundred Edison dealers in Wisconsin alone.
Mrs. Frances E. Clark a Visitor.
Mrs. Frances E. Clark, formerly supervisor of
music in the Milwaukee public schools and now
head of the educational department of the Victor
Talking Machine Co., is in Milwaukee at the
(Continued on page 42.)
42
THE TALKING MACHINE WORLD.
The New Salter
EDISON Cabinet
With an Individual Felt-Lined
Compartment for Each Record
Front, Back and Sides of 5-ply stock. Outer surfaced
with selected figured Mahogany or quarter-sawed White
Oak. The heavy round columns are one piece. Top
solid Mahogany or Oak, finished to match machines.
Trimmings all heavily nickel-plated.
Size 33V4 inches high by 20*4 x 25 inches
Holds 72 Records
For No. 8o Edison Disc Machines.
SALTER MFG. CO.
337-43 North Oakley Boulevard
CHICAGO
PLANNING FOR SUMMER TRADE IN MILWAUKEE
(Continued fram page 41.)
present writing as the guest of Miss Margaret
L. Canty, supervisor of primary work in the local
public schools. Mrs. Clark stopped oyer in Mil-
waukee on her return from the music supervisors'
national conference in Minneapolis. Mrs. Clark,
while connected with the Milwaukee schools, was
the first to introduce the talking machine as an
agency in the teaching of music, and her phenom-
enal success here attracted the attention of educa-
tors all over the country.
Closed Many Victrola Sales.
Paul A. Seeger, manager of the Victor depart-
ment at the Edmund Gram Piano House, has
been especially fortunate of late in securing a
large number of high-grade Victrola sales. The
talking machine business at the Gram house is
double that experienced a year ago.
Gimbe! Bros. Concentration.
The recent action of Gimbel Bros., in combining
their piano and Victor departments in connection
with the Victor quarters on the second floor,
seems to have been a most satisfactory arrange-
ment, as L. C. Parker, manager of both depart-
ments, reports that business in both lines has
shown steady increase of late. The Victor busi-
ness at the Gimbel store during April attained a
new high mark.
To Enlarge Quarters.
C. W. Abbott, manager of the Victor depart-
ment at the Boston store, has completed plans for
enlarging the present Victor quarters at the store.
Handsome new booths will be installed and double
the space will be available. It is expected that the
work will be done before next fall. A brisk busi-
ness is reported by Mr. Abbott.
Record Shortage Still Noticeable,
Harry T. Fitzpatrick, manager of the Wiscon-
sin Talking Machine Co., jobber for the Victor
line, says that several new Victor dealers have
been secured in Milwaukee and about the State
during the past month. Mr. Fitzpatrick reports
that his company is now able to meet the demands
of dealers for Victor machines, but that a record
shortage is experienced at times. Miss Gertrude
F. Gannon, head of the Wisconsin Talking Ma-
chine Co., has returned from a visit to her former
home at Dixon, 111.
Battin Managing Schuster Department.
A. H. Battin has assumed the management of
the Victor department of the Edward Schuster &
Co.'s department store at Twelfth and Vliet
streets. Plans are under way for arranging new
and larger quarters for the Victor department at
the Schuster store on Third and Garfield streets.
Miss Elizabeth Hughes is in direct charge of this
department. Miss Hughes has been meeting with
a fine business of late.
Window Displays Interest.
J. H. Becker, Jr., manager of the Victor de-
partment of the HoefHer Manufacturing Co., 306
West Water street, has been arranging some un-
usually interesting window displays since he as-
sumed charge of his former position at the
Hoeffler store. Mr. Becker has been engaged in
the talking machine business in Milwaukee for
the past ten years and the many friends whom he
has made have followed him to the Hoeffler store,
so the business of the talking machine depart-
ment of that store has shown a decided increase
of late.
Prominent Dancers Interest.
Mr. and Mrs. Vernon Castle, the well-known
society dancers of New York, were scheduled
to appear at the Pabst Theater in Milwaukee on
May 11, and every Victor house in the city has
made the most of the advertising opportunities
which the event has afforded. The Castles' tes-
timonial regarding the Victor line has been fea-
tured in the local papers, while dealers all over
the city have begun sending to their customers
the little booklet, issued by the Victor Talking
Machine Co,, called "Three Modern Dances,"
illustrated by moving pictures, with complete in-
structions and full size photographs of Mr. and
Mrs. Castle. The sales of dance records have,
naturally, increased at a remarkable rate as a re-
sults of the visit of the Castles.
Kunde Featuring Columbia Line.
A. G. Kunde, Columbia jobber and retailer, has
moved from his former location at 516 Grand
avenue to temporary quarters at 915 Grand avenue,
where a very attractive and high-class store has
been opened to the public. Three new booths
h;ive been erected and new fixtures have been in-
stalled throughout. The Miller Brewing Co. is
preparing to erect a large store and office build-
ing on the site of the store formerly occupied by
Mr. Kunde and, when it is completed, probably
about October 1, Mr. Kunde will open a large and
handsome store in the new structure. Mr. Kunde
says that the new store will be one of the finest
in Milwaukee, and one that will do justice to the
Columbia line.
Report Big Business. '
Officials of the Gensch-Smith Co., featuring the
Victor line at 730 Grand avenue, say that if busi-
ness in both the talking machine and piano line
continues to improve as it did in April, it will be
necessary to seek larger quarters. The sales force
covering Milwaukee has been increased several
times of late.
Fashionable Dansant Attracts.
Something new for Milwaukee piano houses
was inaugurated by the Edmund Gram Piano
House on May 8, when it featured a "dansant"
in its Steinway parlors. Miss Frances Pritchard
and Chester Hemmer, both of New York, demon-
strated the new dances and showed what perfect
music is furnished by the Victrola and the Pianola.
Two programs were rendered, one at 4 o'clock in
the afternoon and one at 8.30 in the evening.
Tea was served in the afternoon and refreshments
in the evening. Large crowds of people attended,
and the affair proved to be a great advertising
scheme for the Victrola and the dancing records.
Paul A. Seeger, manager of the Victrola depart-
ment at the Gram store, operated the Victrola
XVI., which was used.
THE TALKING MACHINE WORLD.
43
No One Can Tell
THAT THE MACHINE AND CABINET
Are Not Built As One
This pleases customers and helps sales. Other features of all
SALTER Cabinets are powerful influences for sales. The sepa-
rate, felt-lined compartments assure a customer. He can see that
Records will not scratch or warp, but remain as good as new.
THE SALTER LINE
is a great help to any dealer in making
A PROFITABLE BUSINESS
Write for our complete Catalog.
SALTER MFG. CO.
No. 19 Cabinet for No. IX Victor Machine.
337-43 North Oakley Boulevard
CHICAGO
ENTERS TERPSICHOREAN FIELD.
R. M. Huntting Resigns from New York Talk-
ing Machine Co. to Exploit Modern Dances.
dealers' closing numerous sales of machines and
dance records.
R. M. (Bob) Huntting, Jr., one of the popular
members of the road sales staff of the New York
Talking Machine Co., 81 Chambers street, New
York, Victor distributer, resigned from this posi-
tion last week in order to devote all his time
to the exploitation of the nro.dern dances. Mr.
Huntting ranks with the most successful profes-
sional dancers now before the public, being ex-
ceptionally gifted in this direction.
At the present time Mr. Huntting is confining
his dancing primarily to the presentation of the
modern dances in conjunction with Victor products.
Mr. Huntting is calling on many of the leading
Victor dealers and arranging to demonstrate at
their warerooms the adaptability of Victor dance
records to the artistic interpretation of the mod-
ern dances. His many years of experience in the
Victor selling field, coupled with his remarkable
dancing talent, have enabled Mr. Huntting to offer
real co-operative service that has resulted in the
MORTIMER D. EASTON MARRIED.
Mortimer D. Easton, son of President Easton,
of the Columbia Graphophone Co. and advertising
manager of the Dictaphone, was married last Sat-
urday to Miss Marie Rankin, of Goshen, N. Y.
The wedding, which was held at the home of the
bride, was a very simple one, only the near rel-
atives of the bride and groom attending.
Mr. and Mrs. Easton sailed Tuesday for a six
weeks' trip abroad and according to their present
plans will visit England, France, Switzerland and
Italy, returning to America by way of the Riviera.
While abroad Mr. Easton will pay a visit to the
London office of the Columbia Co.
Buffalo, N. Y., one o.f the stores controlled by the
Musical Instrument Sales Co., New York. E. P.
Cornell, Victrola purchasing agent of the M. I. S.
Co., visited Buffalo this week to attend Mr. Clif-
ford's installation as manager.
CHANGE MADE IN WAREROOMS.
Talking Machine Department of Pease Piano
Co., Brooklyn, Moved to First Floor.
NEW J. N. ADAM VICTOR MANAGER.
Westley R. Clifford, formerly connected with the
Victrola department of the Forbes & Wallace store
at Springfield, 'Mass., has been appointed manager
of the Victrola department of J. N. Adam & Co.,
The talking machine department of the Pease
Piano Go..'s branch at 34 Flatbush avenue, Brook-
lyn, handling both Victor and Columbia products,
has been moved from the basement to the first
floor of the store, with the convenience of cus-
tomers as the main object. Three attractive sound-
proof rooms have been fitted up in the rear of the
main warero.oms for the display of talking ma-
chines and the demonstration of records.
DANCING HELPS BUSINESS.
Up-State Merchant Says Demand for Music
Records Is Active.
surely
retail"
-gold,
Edison DISC
Phonograph
Dealers
HE "Perfection" Attachment is
built to play lateral cut records
on the Edison Disc Phonograph. The
ball-bearing hanger joint gives it a
free and flexible motion when travel-
ing across the record; also it can be
used with or without the feed rake.
If you haven't seen or had this attach-
ment, send us an order. You will
surely buy more, as it is one of the
best accessories ever placed on the
market in the history of the phono-
increase your machine sales, as it gives
purchaser. Reproducer and Attachment,
oxidized bronze and nickel.
NEW ENGLAND TALKING MACHINE GO. LsosBTotton street
MASS
"Business up the State is dull," said a merchant
from a northern town yesterday. "There is only
one line of my trade that is active, and that is
growing so fast I can hardly keep up with it. It
is due to the craze for dancing.
"I put in a talking machine department some
time ago, and business in it has been pretty regu-
lar until people began to dance. Lately I have had
to increase my force in that department, and it is
doing a big trade. The biggest demand is for
dancing records. I cannot get them in sufficient
quantities to supply the demand." — New York
Times.
TRUTH WELL STATED.
"When a manufacturer puts his business name
and the retail price on his merchandise, he has
practically signed a contract with the public to j
deliver goods worth that price. His success de-
pends upon public approval of the quality at the
price." — American Fair Trade League.
44
THE TALKING MACHINE WORLD.
Pavlowa, the incomparable, rehearses
to the music of Columbia instruments
and Columbia dance records. Do you
grasp the significance of such an en-
dorsement as an advertising possibility
in your locality?
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Wool vi or tii Building, New York
TALKING MACHINE TRADE BOOMING IN ST. LOUIS.
Jobbers Report Excellent Volume of Orders from Out-of-Town Dealers — Aeolian Co., De-
partment Getting Settled in New Quarters — Columbia Co. Store to Be Remodeled —
Many New Additions to List of Edison Disc Dealers — Recent Visitors to the City.
(Special to The Talking Machine World.)
St. Louis, Mo., May 9— The talking machine
business in this vicinity is keeping up the merry
clip that it has set for this year. There may be a
slight lull in the retail business, but what has oc-
curred there is more than offset by the pace set by
the jobbing business. The jobbers, without excep-
tion are declaring that out-of-town trade has been
excellent and gives every indication o.f continuing
so. The orders, too, are very satisfactory in that
they are for fairly high-priced machines. The day
of shipping any old thing to the country evidently
has passed. The same is true of records. The
jobbing business on records has been along the
same numbers as that demanded by the town trade.
The dance continues to be the thing.
Harry Levy, manager of the Aeolian Co. talking-
machine department, reports excellent jobbing
business while he is getting settled in his new quar-
Simplest and Most Accurate.
Net weight only V/2 oz.
Standard
Automatic
Stop
Nickel. . . $2.00
Gold . . . 3.00
Send 25 cents stamps
for free sample
Order through your jobber.
Liberal Discounts.
Standard Gramaphone
Appliance Co.
173 Lafayette St., New York
ters at the Furniture Exchange Building at Four-
teenth and Locust streets. Already, he says, it has
been demonstrated that business can be handled
with more facility in the new quarters, where his
force has sufficient space to handle several orders
at once, than in the old cramped quarters. He also
is learning how much time it takes to build the
necessary furniture for a healthy jobbing talking
machine business. At the old plant they built here
and there as the furniture was required, and when
it came to moving this plant and building what
was needed in addition, he finds that it is more of
a job than he anticipated and, instead of being
ready for business in the best form by the 1st of
May, he is counting on getting to regular pace in
dispatching orders by May 15.
Stocks are in better shape, Mr. Levy reports, and
despite handicaps, he has been handling the busi-
ness in excellent fo.rm.
"The record business has been the retail feature,"
Mr. Levy said. "While the grand opera season
made a demand for records of that class, it cannot
be denied that the dance is the thing and that most
people would rather remain at home or go to a
neighbor's and dance to a talking machine than go
to hear any of the real opera stars. The free book
showing how to execute three of the new dances
is going to be an excellent business promoter."
At the Columbia Co.'s warerooms General Man-
ager Duffy and Retail Manager Duffy each have
one principal object in their present work. Mr.
Reid is looking fo.rward to the remodeling of the
store, and he hopes to see this work begin any
day now. The start has been delayed because of
the weather, which has been decidedly uncertain,
and as the contemplated changes include the prac-
tical taking off of the building, none there is
anxious that it shall begin until they are at least
assured of tarpaulin weather until the changes can
be made. The company will stay in the quarters
while the changes are being made and expects some
inconvenience while the work is under way, but it
expects to more than make up for lost time when
the new store is attractive to visitors.
Mr. Duffy's principal object of attack is that
purely summer form of trade that comes from
summer clubs, outing organizations and the like,
and he has a nice line of this business lined up,
so.me of them for rather high-priced machines, and
he has delivered a number of the smaller machines
'for the outing clubs that do not have quarters suf-
ficient to justify the investment in a high-class ma-
chine. The Columbia sales force believes that the
dance fad of this year will bring increased trade
along this line.
The Columbia made considerable effort to realize
on the grand opera records after the brief season
o.f that music, and is convinced that it captured its
share of the trade that resulted.
Mark Silverstone, of the Edison Shop, says that
he has at last found an insurmountable difficulty to
selling an Edison disc machine. He did not think
there was such a thing until a few days ago, when
he voluntarily took back a machine that had been
placed in the home and the sale signed, sealed and
delivered in the most proper form. The o.bstacle
to the deal came from a most unexpected quarter.
It was a note from the agent of the apartment
house in which the purchaser lived to the owner,
notifying him that phonographs were not permitted
in the building and that he had waived the privi-
lege of such music when he had signed the lease
fo.r the apartments. The letter continued :
"The other tenants are complaining about your
machine, not so much because of objections to a
phonograph, but rather in the spirit that if you are
permitted to have a phonograph they should be
permitted to. have one too."
The purchaser of the Edison disc was probably
the most disappointed person concerned in the deal.
He had had the machine in his apartment long
enough to get very much attached to it, and it was
with regret that he returned it.
Miss M. L. Sutter, secretary of the Silverstone
Music Co., has given notice of her intended retire-
ment in the near future, as she will be married to
W. W. Ohlweiler the latter part o.f June.
M. L. Reynolds, the Silverstone traveler, is in
Arkansas and southern Missouri this month, and is
reporting some excellent business and new disc
dealers.
The Silverstone Music Co. list of Edison disc
jobbers has reached the century mark, twelve of
whom are in the city. The 100th firm put on the
list was the Hollenberg Music Co., o.f Little Rock,
Ark. Some other new dealers are: A. B. Carne,
Pierce City, Mo. ; Benedict-Boyce Music Co., Gales-
burg, 111.; McQueen Bros., Carrollton, Mo.; C. W.
Hess, Butler, Mo.; Bush & Carne, Dyersburg,
Tenn. ; T. J. Evans, Pittsburg, Kan. ; W. H. More-
land, Jr., Metropolis, 111.; N. T. Holbrook,
Carthage, Mo.; H. L. Hoover, Springfield, Mo.;
J. W. Guisinger, Fayetteville, Ark.
E. E. Paddon has been added to the office force
o.f the Silverstone Music Co.
Some recent visitors from near-by territory
were: J. J. Dowdy, of Dexter, Mo.; F. J. Haley,
Jr., Louisiana, Mo.; Miss Benedict, of the Bene-
dict-Boyce Music Co., Galesburg, 111., and John
Prader, of Paris, Mo.
A COMPREHENSIVE TRADE LINE.
Attractive Specialties Carried by the S. B.
Davega Co. Which Will Interest Dealers.
The S. B. Davega Co., 831 Broadway, New
York, is a business enterprise conducted in an
up-to-date manner in every respect. Aside from
being large jobbers of talking machines, this com-
pany jobs a line of specialties which have been
found by many to go perfectly with the talking
machine line. Included in this are Ingersoll
watches, sporting goods of various kinds, Gillette'
razors, Thermos bottles, roller skates, etc. Dur-
ing the dull season the talking machine dealers
have found that these accessories blend closely
with the talking machine business, making it
possible to create a patronage for the various lines
which help to meet overhead expenses.
THE TALKING MACHINE WORLD.
45
FINE QUARTERS IN PITTSBURGH.
Work of Remodeling Store of Columbia Co.,
Burned Out Some Time Ago, Progressing
Rapidly — Kaufmann Bros. Elaborate De-
partment Now Completed — Talker Depart-
ment for Sterling Piano Co. — Other News.
(Special to The Talking Machine World.)
Pittsburgh, Pa., May 8. — Work on the local
Columbia branch, which burned out the first of
the year, is progressing rapidly and Manager S. H.
Nichols says it will be ready for occupancy by
about May 15. When completed, the store will
be one of the finest and most up to date in this
section of the country. The demonstrating rooms,
which have been increased to nine, are finished in
mahogany and will be made practically sound-
proof. The entire inner part of the building has
been rebuilt and the mezzanine floor, which will
be occupied by the offices and bookkeeping depart-
ment, has been greatly enlarged. The company has
had temporary offices in the Bessemer building
and also opened a temporary store in the Fulton
building, as soon as a new stock could be se-
cured after the fire. In spite of the great handicap
under which business has been carried on, Man-
ager Nichols reports that the trade for April was
much larger than that of the same month last
year.
The Kaufmann Bro.'s Victrola department,
which started out last January under many disad-
vantages of lack of equipment, has been brought,
within the past few weeks, to a point that closely
approaches perfection, through the untiring ef-
forts of the manager, H. N. Rudderow. The de-
partment is on the eleventh floor of the splendid
new Kaufmann building. It contains eight demon-
strating rooms, measuring ten by ten feet, and
made of double French plate glass. These booths
were planned by Mr. Rudderow in conjunction
with the architect, and alone cost $17,000 to erect.
Another feature is the record shelves, also de-
signed by Mr. Rudderow, to accommodate the
two complete stocks of records which are kept
on hand. Taken as a whole, the department is
of the most complete and carefully appointed to
be found anywhere. Just off of the Victrola and
piano departments there is under construction a
41 Union Sq., New York
TO OUR CUSTOMERS :
m We are informed that a certain com-
pany is advising the trade that it has
brought suit against us on certain of its
patents.
We wish to notify our customers that
this suit will be vigorously defended by us,
and we have the utmost confidence in the
outcome of the litigation. We are advised
by our patent counsel,
Mr. Waldo G. Morse and
Mr. John L. Lotsch, of 10 Wall Street,
New York, N. Y.,
that we do not infringe any valid and exist-
ing patents owned by any company, and
that we stand ready to defend our custom-
ers against all litigation. If you are served
with any papers, communicate with us
immediately.
TRITON PHONOGRAPH CO., Inc.
By JOEL A. KRAUS, As President.
TO THE TRADE:
If you are sued it will be to your
interest to communicate with our patent
counsel or us immediately.
large concert hall, which promises to be unique
in every way. In size and from the viewpoint of
architecture and decoration it will rival many of
the local theaters. The lower floor will seat close
to 1,000, and the balcony, which surrounds three
sides of the auditorium, will accommodate four
or five hundred more. Victrola concerts will be
held here at regular intervals, Saturday being set
aside for entertaining juvenile audiences. Man-
ager Rudderow, who was formerly with E. F.
Droop & Sons Co., Washington, D. C, feels justly-
proud of what has been accomplished thus far in
the Kaufmann Bros, new department, and he de-
clares that the outlook is exceedingly bright.
An indication of the tremendous demand for
Victor talking machines in this territory is ap-
parent on a visit to the busy quarters of the Stand-
ard Talking Machine Co., of which J. C. Roush is
manager. The output of Victors is breaking all
records, and the indications now point to a year
that will mark a new precedent.
The Sterling Piano Co. is contemplating the in-
stallation of a talking machine line, but plans have
not yet fully matured, nor has any particular line
been decided upon.
The S. Hamilton Co.'s talking machine depart-
ment reports a splendid business for its first month
at 815-817 Liberty avenue. The S. Hamilton Co.
has been featuring the "V. E. C. Triplets."
The Boggs & Buhl talking machine department,
recently removed from the second floor to. its splen-
did up-to-date quarters on the fourth floor with
the new piano department, has had a very "en-
couraging amount of business. A large addition
has been made to the stock of records, and prep-
arations are being made to handle a rapidly
growing trade.
The McCreery & Co. Victrola department,
under the new management of Chas. S.
Hotaling, reports an exceptionally good busi-
ness for the past month, and a promising
outlook for the future. Although the depart-
ment is not as large as some in the city, there are
few anywhere that can compare with it in point
of furnishing and equipment. There are five ele-
gantly furnished demonstrating rooms and one
large parlor for displaying instruments. - All are
lit by the indirect system, which brings out the
beauty of the instruments, furniture and draperies
to the fullest extent. The highest class of trade
is catered to exclusively, and no expense has been
spared in making this one of the finest sections in
the McCreery store. The department was in-
stalled a year and a half ago by the Musical
Instrument Sales Co., of New York, making this
another link in their long chain of Victrola and
piano departments in many large cities all over
the country. Mr. Hotaling, who has been with
the company ever since its coming into existence,
was recently sent to put the Pittsburgh depart-
ment on a higher basis. With the hearty co-opera-
tion of McCreery & Co. his success here has ex-
ceeded even the highest expectations.
A. N. THOMAS TO GO TO MANILA.
A. N. Thomas, connected with the Columbia
Graphophone Co.'s retail department for a num-
ber of years, will sail next week for Manila to
become manager of the talking machine depart-
ment of I. Beck, Inc., a large and progressive
store in that enterprising city.
PATHE FRERES CO.'S NEW QUARTERS.
The Pathe Freres Phonograph Co. has leased
the entire second floor of the building just erected
at 29-33 West Thirty-eighth street, New York.
The company will announce its plans for the usage
of this 5,000 square feet of floor space, in the very
near future.
LYNCH APPOINTED MANAGER.
W. Lynch, formerly connected with Landay
Bros, and Sol Bloom, well-known local Victor
representatives, was this week appointed manager
of the Victrola department of the O'Neill-Adams
Co., New York. John L. Post, manager of this
store's piano department, had also been acting as
manager of the Victrola department prior to Mr.
Lynch's appointment.
46
THE TALKING MACHINE WORLD.
ACTIVITY IN INDIANAPOLIS.
The Leading Talking Machine Establishments
Handling the Various Lines Are Doing a
Very Satisfactory Business — Stewart Talk-
ing Machine Co. Removes Its Wholesale
Rooms — News of Month Worth Recording.
VICTROLA FOR IMPERSONATOR.
Miss Ruth Graham Purchases Instrument from
Neal, Clark & Neal Co. After Many Tests.
(Special to The Talking Machine World.)
Indianapolis, Indv May 4. — Although there has
been a great deal of unrest in connection with
the county and township primaries which will be
held Tuesday, May 5, the talking machine busi-
ness has not been affected. All dealers report
good business conditions.
The Columbia Graphophone Co.'s store at 27
North Pennsylvania street, reports a large sale of
the records made by Margaret Woodrow Wilson.
An attractive window display was put on by the
Columbia Co., showing a photograph of Miss Wil-
son and a small American Flag which was kept
flapping by a hidden electric fan.
The Stewart Talking Machine Co. is enjoying
a good business, and W. S. Barringer, manager,
and' his help is somewhat more cheerful as the
result of the Victor factory sending some goods
out this way. The Stewart company has the fac-
ulty of getting the orders. Its only difficulty has
been to get the goods to fill the orders.
The Stewart Talking Machine Co. has moved
its wholesale warerooms from North Alabama and
Court streets to the Wulsin building, a new indus-
trial block, in East Ohio street, just east of North
Delaware street. The new wholesale department
of the Stewart Talking Machine Co. is very at-
tractive and much more roomy. The additional
business which is being handled by the company
made necessary the move into larger quarters.
The Kipp-Link Co., distributer of the Edison
machine, is enjoying a decided increase in the sale
of the new Edison disc machines. Announcement
of several downtown depots where the Edison disc
machine may be obtained is expected from the
Kipp-Link Co. in a few days. It is known that
contracts for several places have been made be-
tween downtown stores and the Kipp-Link Co.
(Special to The T alking Machine World.)
Buffalo, N. Y., April 30.— Miss Ruth Graham,
an impersonator, who has made the Littlest House
at Williamsville, N. Y., her permanent home, has
purchased a Victrola from the Neal, Clark & Neal
Co., Main street, this city. Miss Graham is a New
Vork artist, playing chiefly for New York's four
hundred. When Miss Graham bo.ught the Victrola
she told W. J. Bruehl, manager of Neal, Clark &
Neal's, that she decided to take the Victrola be-
cause of its fine tone and the remarkable range
of music at her disposal.
INTRODUCES THE TRITON MOTOR.
Quite a large demand is being created for mo-
tors for talking machines, and, it is said, that this
field of endeavor is proving very prolific to the
companies having the proper line of merchandise.
The Triton Phonograph Co., 41 Union Square,.
New York, in addition to selling the Triton
Phonograph, which retails for $10, is offering a
line of talking machine accessories among which
is the Triton motor.
This is illustrated elsewhere in this issue, the
main feature of the Triton motor, being its sim-
plicity. "There is not a surplus piece of metal
about- the Triton motor," added Mr. Kraus,- man-
ager, "and every part has its definite function to
perform. This makes the cost exceedingly low.
All parts of it are made at our factory at Berlin,
Germany, and we guarantee it to be solid and dur-
able. It is noiseless and may be wound while
the instrument is playing."
OPERATIC RECITALS IN DALLAS.
The Dallas Talking Machine Co., of Dallas,
Tex., has been featuring extensively during the
past few weeks a series of operatic lectures by
Prof. 'Hans Kreissig, a well-known musical au-
thority. The operas presented by Prof. Kreissig
included "Tosca," "Rigoletto," "La Boheme" and
"Aida." Victor records were used to illustrate
each opera, and the series of lectures attracted
crowded houses.
BREAKING ALL RECORDS.
"Up to the present time we have closed the best
year in our history," said G. T. Williams, man-
ager of the New York Talking Machine Co., 81
Chambers street; New York, the prominent Victor
distributer. "Month for month we have shown a
splendid gain over the preceding months o.f 1913,
and our business up to the 20th of April exceeded
that of the entire month of April of last year,
which was, by the way, the best April in our
history."
When you look about in a moving picture show
in the afternoon and wonder how in the world so
many men fool away time in that fashion, you can
be sure that's just the thought that occurs to the
other men !
Special
Send for a package of our Improved Half-Tone and Loud
Tone Needles in New Style Envelopes.
If you want to advertise yourself, we
will put your own name or trade-mark
on the envelopes, or will pack in
Puritone envelopes.
Quality Guaranteed
The Best Needles mean profit and
satisfaction.
If you want to sell 1,000 Needles at a time instead of 100, use
the "Dean-packed" Needles. Five boxes of 200 each, Extra
Loud, Loud, Opera, Medium and Soft packed in a carton. The
best package and fastest seller on the market. Write for samples.
JOHN M. DEAN, CORP.
Talking Machine Needle Manufacturers
PUTNAM, CONN.
FIVE NEW ARTISTS IN LINE.
Mme. Kitty Berger, of Harp-Zither Fame, and
Elias Breeskin, Violinist, and Three Vocal-
ists Make Records for Thos. A. Edison, Inc.
Five artists are being featured by Thos. A.
Edison, Inc., in its July list of records, all of
whom make contributions of merit; two, in par-
Eugene Emmett. Homer Rodeheaver.
ticular, have won a national reputation which will
insure their records being received with consid-
eration and approval.
Elias Breeskin, who got his early instruction in
the Imperial Conservatory of Ekaterinoslav, Russia,
Irving Kaufman.
Elias Breeskin.
and who was a student of Franz Kneisel after
his arrival in this country, is represented by two
numbers fo.r the violin — Schumann's "Traumerei"
and "Romance." This, young Russian produces a'
full, rich, authoritative tone of noble quality.
Mme. Kitty Berger,
the celebrated harp-
zither player, who is
unique in this field and
widely known and es-
teemed in musical circles,
introduces herself and
this beautiful instrument
in that lovely Irish
melody of Moore: "Be-
'lieve Me If All Those
Endearing Young
Charms." The liar p-
zither makes a remark-
able record, and as
played by Mme. Berger
is an artistic treat. Kitty Berger.
Eugene Emmett sings with rare charm and native
ability "Norah McNamara," a typical Irish song,
in which he displays a tenor voice which is a
keen delight. Irving Kaufman, tenor, sings "I
Lcve the Ladies" with vim and enthusiasm, while
Mr. Rodeheaver, who is musical director of the:
evangelist meetings of "Billy" Sunday, makes ad-
mirable records of six revival hymns, which he;
sings in a robust baritone voice with tremendous
force and conviction.
/
RECEIVER FOR ALBUM MAKER.
Charles L. Brookheim has been appointed re-
ceiver in bankruptcy for Edwin F. Skinner, manu-
facturer of albums for holding talking machine
records at 27-29 Walker street, New York, under
the title of the Shafford Album Co. A meeting of
the creditors will be held on May 1 at the office of,
Peter B. Olney, referee in bankruptcy, at 68 Will-
iam street. ■ .
THE TALKING MACHINE WORLD.
47
TRADE PULLING POWERS OF CLOSE OBSERVATION.
Ability to Observe Closely Is of Inestimable
Art That Should Be Developed — Repre
of Success to an Army of Business Me
Value to the Talking Machine Dealer — An
sents the Key That Has Unlocked the Doors
Practical Talk for Practical People.
When that troublesome customer, Business De-
pression, pays you a visit, as he has a way of
doing with every member of the "talker" fraternity
at some time or other, and you find yourself
groping about in the murk of despondency, bring
your forces of observation into action. Find out
what your more fortunate competitor is doing and
follow his lead, adding thereto, sundry elaborate
variations of your own.
All that any business man endowed with a
normal brain needs nowadays in order that he may
achieve at least a modest portion of success is
an idea in embryo to. work upon. Therefore, when
the storm clouds heralding the approach of the
failure tempest loom blackest, go out and find that
idea. A simple solution of the problem, is it not?
Your journeying need not be extensive. You may
find what you want in the same block. It may be
gazing out at you from the window next door or
from the one across the way. At all events, you
will find it somewhere and in short order if your
power to observe has been developed to a sufficient
sensitiveness.
A very good way to get at the wished-for idea
is to make a comparison between the other fel-
low's store and your own. This proceeding being
carried out with care and deliberation, arrive at a
conclusin.n from the data at hand, whether the said
comparison is in the other fellow's favor ; and if
so, in what particular? That point being made
clear, all you have to do is to borrow a little of
his superiority. Then the storm clouds dissolve,
and the sunshine o.f success invades your establish-
ment once again.
Were I a talking machine dealer, Mr. "Talker"
Man, my method of getting at a trade-bringing
idea in the shortest possible space of time would
be through the medium of a trade journal. Do
you ever peruse the pages of The World for any
other purpose than to run through the lo.cai news
and the advertisements ? Let me ask you a per-
sonal question : Do you see this periodical every
month? In the mountains of Kentucky there are
folks who cannot call the President of the United
States by name, and who have never heard the
strains of a phonograph — two deplorable proofs of
their primitiveness. It seems to. me, Mr. Dealer,
that the "talker" man who does not subscribe to
The World resides in the vicinity of the Kentucky
mountains, so far as trade doings are concerned.
The function of a trade journal is to provide a
rich mine of information relating to the particular
field of which it is the representative, and to neg-
lect taking advantage of the opportunities it pre-
sents to acquire valuable recipes for big business is
a, great mistake and shows a poorly developed sense
of observation.
Believe me, I am not writing this to curry favor
with my editors. They may think this story sounds
too much like an advertisement, and return the
manuscript, for all I know. However, my deep-
seated respect for what The World means to every
talking machine dealer wiio subscribes to it, bids
me take a chance. Therefore I boldly state that
some day I hope ; yes, and expect, to see it in the
hands of every "talker" man on the globe. It is
unique in its line. Why should it not be thus
widely circulated.
Another thing that 1 desire to get off my chesi
is the fact that The World is mighty good reading
for the owners as well as the sellers of talking
machines, Its instructive articles relative to trie
latest developments in 'graph and 'phone manufac-
ture, the advance record lists, the able editorials,
the latest patents, etc., are all of vital interest to
everyone who owns a "talker."
In glancing through the April number I find no
less than eleven stories which I guarantee to pro-
vide absorbing entertainment to the public at large.
I back up my assertions as follows :
Page 4, Makes Records of Birds' Voices.
Page 7, Process for Enlarging and Reducing
Disc Records.
I
I
Page 36, F. J. Bowers, Pathe Freres, Tells of
World Trip.
Page 38, Reminiscences of Early Talking Ma-
chine Days.
Page 39, Miss 'Wilson's Columbia Records.
Page 43, Supervising Dance Records.
Page 50, The Rimington Color Organ.
Page 51, "Stage Fright" Before the Talking
Machines.
Page 51, Will Reward Inventors.
Page 52, Latest Patents Relating to Talking
Machines and Records.
Page 54, Record Bulletins for May, 1914.
Read the above list carefully, and you cannot
but agree with me.
I don't suppose you ever thought to show The
World to your customers, or to explain to them
why they should subscribe? It will be to your
interests to do this, because after a careful perusal
of its pages they will not only cease to be tyros
at the "talker" game but will come to. you equipped
to talk trade in your own tongue. This will save
your vocal organs from the exertion of answering
what must often seem foolish questions and place
you on a mutually agreeable footing. Try it and
see.
There is no, reason whatever why a business
periodical as newsy and instructive as The World
should confine its circulation strictly to trade
boundaries, and the sooner you realize this and pass
the good word along to your patrons, the better it
will be for everybody concerned.
Returning to the subject, "The Trade Pulling
Power of Close Observation," the Philadelphia
Evening Telegraph has this to say :
"The power of observation is indeed a wonder-
ful gift, a gift no worker on the success road can
afford to slight or overlook. It is the factor that
causes men to rise frorn obscurity to fame.
"Strange as it may seem, at times a perfect
stranger to the inner workings of a business can
suggest ideas and innovations which the person
who is o.n the inside fails to observe, simply be-
cause he lacks concentrated power of observation.
As an example, the owner of a small store in the
outlying district of the city was one day observed
by a salesman looking intently at his windows, at
the same time scanning the store front of his
neighbor, and also competitor, in the next block.
"He noted that trade seemed to pass by his
store and make for the store in the next block, but
for what reason he could not fathom. Both stores
sold about the same line of goods at almost identi-
cal prices; bo.th rendered about the same 'Service.;
the location of both was on a par. The sales-
man also noticed the store front of the concern
that seemed to be getting the business was brightly
painted ; presto ! he had the solution.
"Turning to the merchant he said : 'The reason
your trade is falling off is that your store presents
an antiquated appearance, the front is badly in
need of a coat of paint ; the passer-by thinks the
goods on your shelves are on a par with the ex-
terior of your sto.re. Note the bright, spic and span
How Keen Observation Counts.
appearance of your rival ; the paint and woodwork
fairly glisten in the sunlight.'
"The merchant for the moment was insulted.
"Said he to the observant salesman.: 'What do
yo.u know about storekeeping? You never kept a
store."
"No," replied the alert salesman, "I never did ;
on the other hand, I never laid an egg, but I know
a good omelet."
By way of finale, Mr. Dealer, allow me to sug-
gest that you consider with sufficient gravity two
questions :
First — The great stimulus that can be given your
business through the faculty of keen observance.
Second — that the relations between your patrons
and yourself can be mutually enhanced by intro-
ducing to them The Talking Machine World.
Howard Taylor Middleton.
"Don'ts and cant's" are among the greatest
stumbling block on the road to success.
UNION No. 1
Patent No. 776-672, others pending.
/4
PRICES:
Gold plated .' $2.50
Nickel or oxidized . . 2.50
EASY SELLERS-
AT the left is the new UNION Sound Box just out,
taking Fibre or any make of needle. It is the
latest improvement in sound reproduction, and fits all
Disc Machines.
UNION
TALKING
MACHINE
SPECIALTIES
The upper right-hand illustration shows UNION No. 1, for playing
Columbia and Victor records on Edison Machines. UNION No. 1 contains
the UNION Modifier feature. The lower right-hand illustration shows the
UNION Modifier, a quick-selling device, giving Edison, Victor and Columbia
owners absolute control over the volume of sound. The UNION NEEDLE
BOX fills another long-felt want.
List prices shown here, usual discount to dealers
Write to-day for descriptive folders and
prices on these four easy-selling specialties.
All persons selling' goods Infringing onr patents are liable to suit
for such infringement.
^iobnoKdle THE UNION SPECIALTY
^Machine. AND PLATING CO.
409 Prospect Ave., N. W. Cleveland, Ohio
PRICE
Finished in
Mahogany, Circas-
sian Walnut or Fumed
Oak, any finish, 50c.
WRITE FOR
NEW FOLDERS
PRICES:
Gold plated.$1.00
Nickel or
oxidized... 1.00
48
THE TALKING MACHINE WORLD.
OPEN NEW VICTOR DEPARTMENT.
Elaborate Preparations Being Made for Han-
dling the Line in the Store of Lindsay &
Morgan Co., Savannah.
(Special to The Talking Machine World.)
Savannah, Ga., April 27. — A Victor talking ma-
chine department has been added to the business
of the Lindsay & Morgan Co. Workmen are now
engaged in the construction of booths and the con-
verting of space on the main floor for the new
department.
The matter of the new department has been
under the consideration of the officers of the com-
pany for some time and it was decided that the
time was ripe for the company to enter the field.
The decision carried with it provision for an ex-
tensive line of Victor machines and records.
The new department will be under the manage-
ment of Benjamin F. Rensing, who has been con-
nected with the company for a number of years
as cashier.
HIGH PRICED EDISONS SELLING.
A. W. Toennies, Jr., of the Eclipse Phono-
graph Co., Tells of Business Developments.
"The higher priced models of _ Edison disc ma-
chines are continuing to outsell by far the cheaper
machines," said A. W. Toennies, Jr., of the Eclipse
Phonograph Co., 208 Washington street, -Hoboken,
N. J., exclusive Edison disc and cylinder jobbers.
"The machines retailing from $150 upward are the
types that are meeting with a ready sale in our
dealers' establishments, and the demand for this
class of goods has naturally created splendid clien-
teles for our patrons.
"April business showed a gratifying increase over
last April, although each month so far this year
has been ahead of the corresponding 1913 month.
The outlook is generally satisfactory, and during
the past few weeks we closed contracts with a
number of well-known dealers to handle the com-
plete Edison disc line."
A NEW FILING SYSTEM.
The Ogden Invention Meets with Require-
ments of Talking Machine Men.
The Ogden Record Sectional Unit and Filing
System is one which will appeal to talking ma-
chine men. This constitutes a complete record
filing system and enables the riling of record;
so that it is possible to locate any desired recorl
instantaneously. It is equipped with spring in
each compartment that holds all records in up-
right position regardless of quantity of records
filed. Warping in any way is prevented.
One feature of the Ogden system is the small
space required for its big record capacity. It has
a large accessory and supply drawer at base. It
constitutes a simple, adjustable signal system for
quick filing. The manufacturer, J. B. Ogden,
Lynchburg, Va., will be pleased to supply descrip-
tive circular and price list to all interested parties.
A number of talking machine men who investi-
gated this system have been pleased with the
results.
Sweet, Reed & Housed, who have succeeded the
Penna. Music Co. in Williamsport, Pa., report a
steadily increased business in Columbia talking
machines in their very attractive quarters in the
Y. M. C. A. Building in that city. The members
of the firm are all progressive men who intend to
be heard from.
Philadelphia can be likened to the palm of the
shipping hand, for as the thumb and fingers
extend, so does the delivery service of
Louis Buehn
Philadelphia
cover all important points within several hun-
dred miles of this city. This enables speed in
delivery, and you can rest assured that our
stocks are as complete as it is possible to
get them.
Edison Cylinder and Victor Disc Products
"HOW TO DANCEJHODERN DANCES."
Title of an Important Publication Issued by the
Columbia Co. — Comprehensive in Its Scope.
The Columbia Graphophone Co. issued this
month an important publication entitled "How to
Dance the Modern Dances" that should prove one
Illustrations from Columbia Dance Book.
of the most valuable dealer helps the company has
ever offered its trade. There is no doubt but that
the present-day dances have not yet reached by
any means the summit of their popularity and any
assistance that is rendered the dealers in develop-
ing this profitable field is greatly appreciated.
The new book issued by the Columbia Co. is
edited and compiled by G. Hepburn Wilson, M. B.,
one of the best known dancing teachers in the
country and a leading exponent of the modern
dances. Mr. Wilson has for some time been super-
vising the making of all Columbia dance records
and it is due in a considerable measure to his
careful supervision and detailed knowledge of the
present-day dances that Columbia dance records
have scored such a country-wide popularity.
The dances presented in this publication in-
clude the one-step, hesitation, maxixe and Argen-
tine tango. Mr. Wilson discusses these popular
dances as though he were giving private instruc-
tions in one of the many artistic studios and every
movement is illustrated by pictures which were
posed for by Mr. Wilson and one of his capable
staff teachers. Every change of step in each of
these dances is included in the description oi the
dance and suggestions as to the proper carriage,
position, swing, etc., of the dancers accompany
each illustration and general description.
In referring to this new volume a member of the
Columbia staff said : "With the completeness of
this new dance publication Columbia dealers can
offer it to their patrons or prospective customers
with the assurance that its careful perusal will
give the reader a proper and thoroughly adequate
understanding of the most popular modern dances.
"As a dealer help this dance book is entitled
to premier consideration in the realm of talking
machine literature and the Columbia Co. in offer-
ing its dealers this important co-operation is car-
rying out its fixed policy of giving Columbia deal-
ers every possible assistance in the development of
their business and the consistent growth of their
profits."
"TALKER" RECORDS FOR HOSPITALS.
The New York visiting committee of the State
Charities Aid Association has been making an
appeal through the medium of the local press for
talking machine records for use in New York
City's hospitals and almshouses. Attention is
called to the fact that tlfe great majority of in-
stitutions have some kind of talking machines,
though many more could be used to advantage.
There is a great need of records, however, and
the committee states that every kind of record
is acceptable.
The Columbia automatic stop. The most accurate automatic
stop made and the easiest to operate.
Gun Metal, $2.00 list. Nickel Plated, $2.50 list. Gold Plated,
$3.00 list.
May be adjusted to both Columbia and Victor disc machines.
Order trom any Columbia Distributor.
THE TALKING MACHINE WORLD.
49
EDISON DISC PHONOGRAPH JOBBERS DINE F. K. DOLBEER
Tender Him Testimonial Dinner at Hotel Knickerbocker — Presented with Chest of Silver
— Initiated Into Jobbers' Association After Due Ceremonies — A Most Enjoyable
Occasion Which Closes with a Lively Session at Churchill's — Those in Attendance.
Frank K. Dolbeer, who recently retired as man-
ager of phonograph sales of Thos. A. Edison, Inc.,
to assume the management of the Phonograph
Corporation of Manhattan, 443 Broadway, New
York, received a welcome into the ranks of
the Edison jobbers on April 20, when he was
tendered a testimonial dinner at the Hotel
Knickerbocker by the Edison disc jobbers of the
United States and Canada. H. H. Blish presided,
and the dinner committee consisted of W. O.
Pardee, L. N. Bloom, N. D. Griffin and C. B.
Haynes. Men journeyed from Canada, Minnesota,
Iowa, Virginia and other far away po!n;s
to pay a tribute of honor and respect to their old
friend, eighteen being present.
After the dinner proper, during the course of
which the party was entertained by a pianist and
a monologue artist, the candidate, in the person
of Mr. Dolbeer was prepared for the ceremony
tory information, and was then shown and ad-
vised regarding the details of a new style of
Amberola, about three inches high.
There were a number of impromptu speeches
and countless tokens of esteem, ending with the
presentation of a beautiful chest of silver. Mr.
Dolbeer was overwhelmed by this splendid mani-
festation of friendship on the part of his new as-
sociates in the jobbing field, for he is now a full-
fledged member of the Edison Jobbers' Associa-
tion, having been elected unanimously after a very
"trying ordeal" and "duly initiated into a knowl-
edge of the Edison line" and its splendid merits.
At the conclusion of the initiation, the party
left the Knickerbocker and, following Walter Kipp
and his "nanny" goat, paraded up Broadway to
Churchill's where tables had been reserved.
A pleasing surprise was the presence in Churchill's
of Elizabeth Spencer, the well-known singer, who
McKee Surgical Instrument Co., Washington,
D. C. ; W. A. Meyers Co., Williamsport, Pa. ; Mil-
waukee Phonograph Co., Milwaukee, Wis. ; Pacific
F. K. Do!beer,
Phonograph Co.; San Francisco, Cal., Pardee-
Ellenberger Co., Boston, Mass.; F. H. Silli-
man, Boston, Mass. ; W. O. Pardee and H. L.
Ellenberger, New Haven, Mass.; The Phonograph
Co., Chicago, 111.; The Phonograph Co., Kansas
City, Mo.; Proudfit Sporting Goods Co., Ogden,
Utah; Schultz Bros., Omaha, Neb.; Silverstone
Music Co., St. Louis, Mo. ; Southern California
Music Co., Los Angeles, Cal.; Southern Talking
Machine Co.. Dallas, Tex.; the Phonograph Co.,
Cleveland, O., B. W. Smith and L. N. Bloom; R.
S. Williams & Sons Co., Ltd., Toronto, Ont, H.
G. Stanton ; American Phonograph Co., Detroit,
Mich., E. P. Ashton; American Phonograph Co.,
Gloversville, N. Y., N. D. Griffin; F. E. Bolway,
Sr. and Jr., Oswego, N. Y. ; Buehn Phonograph
Co., Pittsburgh, Albert A. Buehn ; Denver Dry
Goods Co., Denver, Col., H. N. Richards, and
Eclipse Phonograph Co., Hoboken, N. J., A.
William Toennies.
OPENS STORE IN MONTGOMERY.
(Special to The Talking Machine World.)
Montgomery, Ala., May 7— E. W. Dahlberg,
for several years business manager of the talking-
machine department of the E. E. Forbes Piano Co.,
has purchased the entire department from this
concern. He has opened the Dahlberg Talking
Machine Co. at 110 Dexter avenue, this city, where
he intends to augment the following, which he has
won through his very successful methods in de-
veloping business.
AIDS CHURCH FUNDS.
The Koch & Droge Piano Co., well-known Vic-
tor dealer, lent a Victrola recently to the Christ
Lutheran Church, of that city, which was giving a
Victrola concert to raise funds. This concert was
a gratifying success, and the company's courtesy
and consideration were greatly appreciated by the
congregation.
Clarence, you can rest assured that when a man
cannot think of anything to kick about it is a sure
sign that he is failing mentally— New Orleans
States.
Pattern your facts after dollars. If they ring
true and are full weight, they're "legal tender"
anywhere.
Well-Known Men at Dinner
of initiation into the ranks of the Edison Disc
Jobbers' Association and it was a "trying ordeal."
First came the election, and, upon opening the
ballot-box, it was discovered to have been stuffed
outrageously with white and black balls about
equally proportioned.
A rising vote, unanimous, made Mr. Dolbeer a
regular member of the association without further
ado, although he still had to pass through the
"second degree." The final degree consisted of
being requested to ride a toy "nanny" goat with
a large, although artificial voice, in approved
lodge style, and then accept a loving cup. The
latter was a plain tin cup with three handles,
roughly soldered on, and from which all present
drank the health of their guest. Having passed
through the mysteries of initiation, the candi-
date was then declared entitled to all inside fac-
in Honor of Frank K. Dolbeer.
lias made many Edison records, and who sang a
verse directed particularly at Mr. Dolbeer, and
paying tribute to his many good qualities, arousing
great applause.
It was a great evening, thoroughly informal and
exceedingly enjoyable. It shows the esteem in
which Mr. Dolbeer is held when men journey thou-
sands of miles to pay him honor. It is indeed
worth while living to attain such a position of
esteem in the trade world.
The various firms represented at the dinner,
greeting, were the Girard Phonograph Co., Phil-
adelphia, R. P. Cope; Harger & Blish, Des
Moines, la., H. H. Blish; Hayes Music Co.,
Toledo, O., W. H. Hug; C. B. Haynes &
Co., Richmond, Va., C. B. Haynes; Kipp-Link
Phonograph Co., Indianapolis, Ind., W. E.
Kipp; Lawrence H. Lucker, Minneapolis, Minn.;
Send 50 cents in stamps for sample "Standard Fibre Needle Cutter."
The easiest selling accessory ever offered the trade. Appeals to the women
buyers. Retains chips. Artistic. Built like a watch. Compact Powerful.
Liberal discounts. Order through your jobber.
STANDARD GRAMAPHONE APPLIANCE CO.
173 LAFAYETTE STREET, NEW YORK CITY
50
THE TALKING MACHINE WORLD.
Every money-making reason for carry-
ing the Columbia line of records gets a
50% increase in strength by the addition
of the new Columbia Double-Disc Dance
Records listed in the June supplement
(out May 20th).
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woo J worth Building, New York
ACTIVE DEMAND FOR MACHINES ON THE PACIFIC COAST.
Increased Interest in Talking Machines Attributed to Dancing Craze — Exposition Bring-
ing Many People to City — New Columbia Department Opened at Sacramento —
Sherman, C:ay & Co. Open Branch with Victor Line in Eureka — New Edison Agents.
(.Special to The lalking Machine World.}
San Francisco, Cal., April 29. — Various talking
machine interests here emphasize the fact that
the demand for machines was particularly good
the past month. In some instances it is reported
that the machine part of the business was almost
equal to December, and by others that the machine
sales were the best for any month in a long time,
with the exception of December. The increased
interest in machines is attributed to the continuous
appeal to the public to use the talking machine in
connection with dancing, the craze for which con-
tinues unabated in this vicinity, as shown by the
ever increasing demand for the new dance records.
Local dealers have reason to anticipate business
keeping up fairly well all summer. The exposition
is already bringing many people to the city and the
work to. be done between now and the opening
of the fair will require not only the presence of
mechanics, but large clerical and executive forces
as well to look after the concessions and the in-
stallation of exhibits. This, it is expected, will
compensate to a large extent for the regular exodus
from the city during the vacation season.
Pacific Phonograph Co. in New Quarters.
The move of the Pacific Phonograph Co. to
its new quarters in the Sachs Building on Geary
street the past month marked a decided forward
step for that concern. The new establishment
has been fitted up on an elaborate scale for a
jobbing business. The building is new and of mod-
ern construction, designed specially for offices, so
the company was particularly fortunate in securing
large quarters in it, occupying, as it does, the
entire third floor and nearly all the fourth.
A. G. McCarthy Interested in Exposition.
Andrew G. McCarthy, who looks after the Victor-
Victrola part of Sherman, Clay & Co.'s business,
as well as Phil T. Clay, is giving considerable
attention to exposition work. Both served on the
special committee which arranged for the elaborate
Phoenix Fete on the gro.unds May 1, 2 and 3. Mr.
McCarthy visited the company's wholesale Victor
warerooms in Los Angeles the latter part of April,
and reports things in good shape down there. He
says all the Sherman, Clay stores did a satisfactory
talking machine business the past month, the reports
being particularly good from the Northwest.
Lively Columbia Business for April.
W. S. Gray, district manager for the Columbia
Graphophone Co., left for the Northwest a few
days ago on a short trip with the intention of
bringing A. Glenn, manager of the Portland office,
who has been ill for some little time, to California,
thinking that he might improve more rapidly down
here. F. R. Anglemeier, who looks after the
wholesale end at the local warerooms, says the
sales of machines proper for April was almo.st
equal to December, the $75 and $100 styles coming
in very strong. Record business for the month
was also ahead of the other months so far this
year. 'C. P. Leroy, traveler from this office, has
just returned from a trip down the Coast, on
which he found dealers enjoying a normal business,
and preparing for better times in the fall.
Chas S. Mauzy Married.
Chas. S. Mauzy, who is associated with his father
in the Byron Mauzy music business on Stockton
street, having charge of the talking machine de-
partment, was married on April 29 in this city to
Miss Mildred Alice Dovey. The young couple
are no.w away on a honeymoon trip and upon their
return will make their home here. Byron Mauzy
reports a very good showing for April in the
talking machine department, where Victor, Colum-
bia and Edison products are handled.
New Columbia Department in Sacramento.
A new Columbia department was opened in Sac-
ramento, Cal., the middle of April, by the Wasser-
man-Gattmann Co., who conduct a general depart-
ment store business there. The formal opening
of the new department was one of the most elab-
orate events of its kind ever held in that city.
Large floor space has been assigned to that part of
the business, and a large stock of machines and
records w-as assembled prior to the opening, which
was heralded by large ads in the daily- papers.
The store was specially decorated for the occasion
and much interest was shown in the expansion of
the business.
Bacigalupi's Good Report.
Peter Bacigalupi, Jr., who operates the Baciga-
lupi talking machine business, reports a very goo.d
business the past month in both Victor and Edison
products. He enjoyed an outing the first of the
month with Leon F. Douglas of the Victor Co.,
who resides in Marin County, California.
Better Trade with Kohler & Chase.
P. H. Beck, proprietor of the Kohler & Chase
talking machine department, saya business for
March and April showed improvement over the
first two months of the year in both machines and
records. Higher priced records are in better de-
mand than for some time, and the $100 Victor-
Victrola is having a big call.
New Edison Disc Dealers.
Several more California dealers have signed uf
for the Edison disc line recently. They include
the Avery Drug Co., Yreka ; Sisso.n Drug Co.,
Sisson ; Hawthorne & Broderman, Long Beach, and
the Weed Mercantile Co., Weed.
New Store in Richmond, Cal.
P. C. Hawley has opened a new music store in
Richmond, Cal., under the name of the Hawley
Piano Co. He has a well-stocked Victor-Victrola
department, and is making a strong feature of
that part of the business.
Sherman, Clay & Co., Branch in Eureka, Cal.
Sherman, Clay & Co., who are distributers for
the Victor Talking Machine Co. for the Pacific
Coast, and who retail Victor products at their
various branch stores, are opening a new branch
in Eureka, Cal., under the management of Geo.
C. Dillon, who was connected with the trade in
that city some time ago.
The appearance of several artists making rec-
ords for talking machines on the Coast the past
month, including Mischa Elman and David Bisp-
ham, has stimulated interest in high-class records
generally.
SECURE EDIS0N_ DISC AGENCY.
The Flanner-Hafsoos Music House Selected by
the Milwaukee Phonograph Co. to Handle
Edison Line on East Side.
(Special to The Talking Machine World.)
Milwaukee. Wis., May 8. — The Edison disc
phonograph line has been taken up by the Flanner-
Hafsoos Music House at 417 Broadway, handling
the A. B. Chase, Estey, Christman, Lauter, Weg-
man, Lyon & Healy and Brinkerhoff pianos.
The Milwaukee Phonograph Co., jobber in Wis-
consin and upper Michigan for the Thomas A.
Edison, Inc., has been desirous of letting one of
the east side piano houses carry the Edison goods,
and chose the Flanner-Hafsoos house because of
its high standing and because it did not carry any
other line of talking machines.
A full stock of the Edison goods has been re-
ceived at the store and is being featured in the
windows of the establishment. Florian F. Planner,
junior member of the firm, says that three large
parlors will be installed on the main floor so that
the Edison line may be featured properly.
The master minds of constructive statesmanship
molded the American Government. The master
mind of an inventive genius forced Edison to re-
veal to the world the wonders of electricity.
PHONOGRAPHISCHE
Z EITSCHRIFT
BERLIN C. 19, GERMANY
The oldest and most up-to-
date trade paper covering the
talking machine line published in
the German Language.
PUBLISHED WEEKLY. FOUNDED 1900
Circulates all over the world.
SPECIAL EXPORT NUMBERS
appear in four different languages at
regular intervals.
Subscriptions for this talking ma-
chine publication 10 Marks yearly.
Sample copies sent free.
Trade Conditions in London and Throughout
England Are Certainly Not Overbright —
Various Reasons Assigned in Explanation of
Sales Slump — Cheapening of Record Prices,
Better Quality of Goods and the Class of
Trade Indulged Have Been Factors of
Moment — German Manufacturers Combine
to Fight Price Cutting — A Momentous Move
— Scala Record Co., Ltd., Suffers from Fire
— Interesting Issues of Records for the
Month — New Columbia Artists — Edison
Cylinder Records Will Continue to Be Made
— News of the Month Worth Recording.
(Special to The Talking Machine World.)
London, E. C, May 2. — Elements adverse to the
sale of musical instruments and records have ob-
tained this last few weeks, and not a few traders
assert that the period has arrived when the official
season may reasonably be regarded as o.ver. One
must admit that gramophone trade conditions are
certainly not bright ; indeed it would really seem
that business is, for the time being, suffering under
a cloud of depression of unusual duration and
strength. Various reasons are assigned in ex-
planation of the sales slump, no.tably the fine sum-
merlike weather, holidays, strikes and disturbed
industrial conditions generally, all of which does
not militate in favor of sales progress.
The aftermath of the shilling record proposition
has also contributed largely to. an unsettled market,
payments being exceptionally bad, and credit
doubtful in several cases. Confidential informa-
tion discloses anything but a pleasing prospect in
relation to the future welfare of some of the
cheap record houses. The class of trading indulged
in has been all along mo.re or less unprofitable, and
the inevitable consequence is gradually yet surely
making itself felt. Leading gramophone men and
others whose interest in the talking machine trade
is more than superficial, regard the situation as
being very unsatisfactory, alike from the viewpoint
of its immediate as well as its ultimate effect upon
an already severely tried market. I have it on
unquestionable authority that a deal was recently
made in good double-sided records at the remark-
able figure of four pence halfpenny each, this price
including copyright dues and freightage. Such
amazing evidence as this is clear indication that
the cheap record proposition is . still a live one.
Far from nearing its doom, it is a bright hope
within whose comforting protection many a finan-
cially depressed house may (on paper) temporarily
recover a questionable equilibrium. For how long
necessarily depends upon circumstances. One or
two have already piled up their obligations, and
news is not wanting of the clo.sing of other firms
within the near future. Financially exhausted,
these latter are existing from day to day more or
less indifferent to what the morrow may bring
forth. It is altogether an unedifying situation, and
we can but fervently hope that next season may
commence with a clean bill of health for the goo.d
of the whole trade. From a report elsewhere it
will be seen that the leading German gramophone
houses have associated together with a view to
serious co-operation "in fighting the price cutting,
record duplication and other trenchant evils which
have for too long hampered the progress of an
otherwise growing industry. When will the British
trade do likewise?
To Fix Record Prices in Germany.
An important development in German record
manufacturing circles is made known by our es-
teemed contemporary, the Phonographische Zeit-
schrift. The report gives currency to the forma-
tion of an organization consisting of the large
manufacturing firms in Germany whose object is
the fixing of retail prices for records and the regu-
lation of other important trade matters of general
effect. While this arrangement assures to all sec-
tions of the trade a reasonable profit, it in no way
places a premium on competition, except in so far
as may result from a rather peculiar clause affect-
ing the yearly profits of each concern. This point
is really interesting; it stipulates that "should the
record output of any one maker exceed in 1914
the production o.f 1913, for every record over the
value of 2.20 marks, 20 pfennig must be paid into
the convention cash account for distribution among
those firms whose turnover shows a decrease." A
remarkable idea, to say the least. It has too many
possibilities- However, we read that competition
will be mainly confined to the quality of the rec-
ords. A number of firms have refrained from
joining the Convention of Manufacturers, as it is
called, but they are at liberty so to do if they wish.
It is intended to control the various distributing
sources, and to this end a list of factors and dealers
has been prepared. Although each manufacturer
has a free hand in the choice of wholesale dis-
tributing agencies, no one must be supplied outside
the agreed list. An agreement also covers the rela-
tions of the manufacturers and the cho.sen retail-
ers, the gist of which is that the latter bind them-
selves to handle exclusively the productions of as-
sociated makers, who include the following impor-
tant companies. Deutsche Gramophon, Inter-
national Zonophon, Carl Lindstrom, Beka, Favor-
ite, International Talking Machine, Odeon, Lyro-
phon, Dacapo, Homophon, Anker, Kaitiope and
Polyphon Musikwerke. For the different makes
of records a standard price agreement has been
drawn up and ratified by the convention, which
has also sanctioned a limit being placed upon the
number of records to be issued per month by each
concern. Another clause provides for the regula-
tion of wholesale and retail profits, and the prac-
tice of annual or bi-yearly exchanges is consider-
ably revised. Unsalable records may, however, be
returned for partial credit under certain prescribed
conditions. For breaches of the agreed terms and
stipulations a system of fines has been instituted.
The convention agreement operates as from July
1 next, and remains in force for twelve months.
Leo.. B. Cohn, H. Eisner and Mr. Seligsohn are
entrusted with the management of this praise-
worthy endeavor to clean the Augean stable.
New Hearing in Big Copyright Case.
The adjourned proceedings in the great copy-
right case (reported in my last contribution) again
came on for hearing before Mr. Biron, the magis-
trate, at the Old street police co.uft, London. De-
fendants were William Jennings, trading as the
Runwell Cycle Co, of 16 Great Eastern street;
Blum & Co., Ltd., of 220 Old street, and W. H.
Reynolds, Ltd., of 95 Great Eastern street, all of
London. There were four summonses against each
defendant for "unlawfully and kno.wingly offering
for sale an infringing copy of a copyright work,
contrary to the provisions of the Copyright Act,
1911." The subjects of the summonses were rec-
ords of "The Gondoliers," "Pipes o.f Pan," "The
Lost Chord" and two other songs. Through their
counsel the Ranwell Cycle Co. and W. H. Rey-
nolds. Ltd., pleaded that they were not the makers
of the infringing records, and as dealers they did
not "knowingly" offer them for sale and could not
therefore be held responsible in law. After very
considerable legal argument this view was eventu-
ally accepted by the magistrate, wbose finding
clearly demonstrates that a dealer cannot be
mulcted in damages for selling records without a
copyright stamp unless it is proved that he did so
"knowingly." The case against Blum & Co..
Ltd., as manufacturers of certain of the rec-
ords proceeded after an adjournment to another
court. The summonses were taken out by the
Mechanical Copyright Licensees Co., Ltd., whose
counsel succeeded in making good their complaints
in three instances, although defendants brought
evidence that the records in question were circu-
lated by accident. The magistrate said he con-
sidered the case proved and imposed a penalty of
40 shillings on each" of the three summonses, with
ilO costs. An order was made for delivering up
of the unstamped records and masters, which, it
was said, had already been destroyed.
Scala Record Co. Suffers Fire Loss.
The premises of the Scala Record Co., Ltd., 80
City road, London, were the scene of a somewhat
serious fire on the afternoon of April 27. Just
after the luncheon hour flames were discovered
issuing from the basement, which contained a large
stock of records, gramophone cabinets, wooden
trumpets, motors, etc. A strong contingent of
firemen with their engines and apparatus were
soon at work, but owing to the dense black smoke,
attributed to the burning records, by the way, it
became necessary for several men to descend into
the basement and so secure a direct attack on the
flames. For this purpose smoke helmets or breath-
ing apparatus were utilized, and as soon as pos-
sible men with powerful hydrants got to work.
By this time the basement and ground floor had
been very severely damaged. After an hour's hard
work, however, the firemen gained control and
completely extinguished the outbreak. The dam-
age to premises and stock is roughly estimated in
the neighborhood of four figures. Messrs. Lock-
wood's premises situated next door to the burnt
building, fortunately escaped, apart from some
slight damage from smoke and water.
Your representative arrived on the scene early,
and afterward was enabled to make what was
necessarily but a superficial survey of the damaged
building. Everywhere was confusion and wreck-
age. A more complete examination on the next
■day revealed the power of fire and water. To
wreak such havoc as was apparent in so short a
time as sixty minutes was really surprising. The
basement had received over four feet of water;
the floor was still slightly covered, and piles of
half-burnt stock, soaking wet, were to be seen
all around. At the time of writing the actual
cause of the fire had not been ascertained and no
information was available beyond the fact that it
had originated in the basement, where it is believed
some wood shavings used for packing purposes
caught fire.
Harold Bosman, a director of the Scala Record
Co., informed your representative that he had re-
ceived many expressions of sympathy and offers
of help from the trade. He was very much in-
debted to Mr. Cullum. proprietor of Lockwood's,
for assistance rendered, his many kind acts going
a long way toward mitigating the great business
inconvenience caused. O. Ruhl, Ltd., also gave
great assistance and has offered the Scala Co. the
use of a warehouse for the time being.
From later evidence it is obvious that the Scala
officials mean to lose no time in straightening out
matters so that business may be as little interfered
with as possible.
New Summer Model of "H. M. V." Machine.
A special summer model of extreme value at
the price, 6 guineas, is announced by "His Master's
Voice" Co. Of particularly handsome appearance,
this new instrument carries the following specifica-
tions: Fumed oak cabinet 16-54x201/4 inches (height
12% inches), with lid; internal horn with wooden
grille; double-spring motor; "H. M. V." tapered
tone arm with gooseneck and exhibition sound box.
etc. It makes a fine table-grand machine and
should be an excellent line for summer trade
The news was not conveyed to dealers in the
ordinary way; it reached them by registered letter
post. A smart and enterprising idea, without a
doubt, for it is questionable whether any other
method would have aroused such great interest in
the new article as that adopted. One expects
"value" by registered package; "H. M. V." dealers
say they've got it.
Short Time from Sydney to San Francisco.
The announcement is made that from June next
(Continued on page 54.)
52
THE TALKING MACHINE WORLD.
ARRIVED AT LAST
"The World's Musical Instrument
Gives all records the same chance!
SOON ON THE MARKET.
PLAYS TO PERFECTION,
without change of sound-boxes, EVERY disc record ever
made and in such a realistic manner as never heard from
any "Talking Machine," "Gramophone" or "Disc Phono-
graph" before.
(Read the views of the able Representative of this paper in London,
about this new Instrument, on page 45 of March 15th, 1914.)
J, H OF FAY
67 Egerton Gardens, South Kensington. London, England.
THE TALKING MACHINE WORLD.
53
IN THE PAST
A certain reproducing instrument brought its owners
success and fame — it was about the best!
Competitors did not possess the same reproducing means
to show off their records, which perhaps were just as good.
Dealers were compelled to bind themselves!
IN THE FUTURE
"The World's Musical Instrument"
will sell, on equal merits, records of ALL makes.
All competitors will have the same means to "fight" with,
and "quality" in recordings will predominate exclusively.
Dealers will surely stock all makes.
Dealers will surely gain their liberty.
Dealers will surely dominate the field.
Ask for catalogues, etc., at once.
J. HOFFAY
67 Egerton Gardens, South Kensington, London, England.
54
THE TALKING MACHINE WORLD.
FROM OUR LONDON HEADQUARTERS— (Continued from page 51).
the new vessels of the Oceanic Steamship Co. will
perform the journey between Sydney and San
Francisco in sixteen and one-half days, and that,
linked up as they are with the express boats of
the Cunard and other Atlantic lines and by the
mail trains of the United States, a great saving of
time all around will be effected.
In Voluntary Liquidation.
The Britannic Record Co., Ltd., of City road,
London, has gone into voluntary liquidation. The
liquidator is Joseph Misener, 205 Willesden lane,
London, N. W.
Be a Record Business for 1913.
Advance information anent the Beka Record,
A. G., turnover for last year is published by a
German contemporary. The figures quoted dis-
close a net profit of 593,910 marks, after 'deducting
121,977 marks for working expenses. At the gen-
eral meeting a dividend of 12 per cent, is to be
proposed.
German Record Concern in Liquidation.
The Jumbo Record Fabrik, G. m. b. H., Berlin,
is in voluntary liquidation. Richard Seligsohn, the
former manager, has been appointed liquidator.
Performing Rights, Ltd., Organized.
Apropos of the formation of the new corpora-
tion, Performing Rights, Ltd., I learn that a some-
what similar move has been made by the American
publishers and authors, who have registered a com-
pany with the title American Society of Authors,
Composers and Publishers. Both societies will be
run on similar lines to the Societe de Authors in
Paris. The objects are the collection of fees for
performing rights and like royalties. I believe I
am correct in saying that the three societies will
co-operate for the mutual protection of their mem-
bers' interests in the various countries in which
each society operates.
Latest "His Master's Voice" Records.
In the latest batch of record issues announced
by "Mis Master's Voice" Company for May, the
live agent will, undoubtedly, find much upon which
to justify a special campaign; a special effort to
make known the magnificance of these records to
the great gramophone public. It is certainly a
grand musical program, and we are assured it
will make a very wide appeal alike on account of
its general merit, and its comprehensive choice of
titles. A special feature of the list is an excep-
tionally strong presentation of Russian music, sung
by native artists, and these record offerings one
may reasonably expect to create quite an unusual
amount of interest. A careful perusal should be
made of the full program as follows : 12-inch,
double-sided — "Bavarian Dances, Op. 27, No. 3
(Elgar), and "Mignon Overture" (Thomas),
Bournemouth Municipal Orchestra; "Ent'r Acte a
la Gavotte" (Eric Coates), and "Sunshine and
Shadow," waltz, (W. Piercy), Mayfair Orchestra;
"Prince Igor," Overture, Parts I. and II. (Borodin),
Borodin Symphonic Orchestra; "Sur la Riviera"
(Daniderff), Jacobs and his Trocadero Orchestra,
and "Verviene Valse" (Robt. Cox), Mayfair Orch-
estra. 10-inch double-sided — "Bobbing Up and
Down" and "International Rag" (Irving Berlin),
Metropolitan Band; "Patria Jova" (A. Marcet),
and "La Vica de Casa" (E. Morera), Spanish
Band of La Principal del Prelada. 12-inch single-
sided — "Fifth Symphony," First Movement, Part
I. (Beethoven), Berlin Philharmonic Orchestra;
"Fifth Symphony," First Movement, Part II.
(Beethoven), Berlin Philharmonic Orchestra;
"Der Erl Konig" (The Erl King) (Loewe), (Sung
in German), Dr. George Menschel (bass) ; "No-
body Else" (Crimp), Miss Alice Lakin (contralto) ;
"Who Can Tell Me Where She Dwells," ("Rob
Roy," Act 3), (R. de Koven), Wakefield and
Pollock; "Valse-Coppetia Ballet" (Delibes), Lip-
kowskaya (Russian soprano), (Sung in Russian);
"Les Filles de Cadiz" (Delibes), Neshdanava
(Russian soprano), (sung in Spanish) ; Aria
from "A May Night" — "Sleep My Beauty"
( Rimsky-Korsakoff ), Smirnoff (tenor), (sung in
Russian) ; "Arise, Red Sun" ( Russian Folk Song),
Chaliapin (bass) (with .chorus), (sung in Rus-
sian) ; "The Devout Lover" (M. V. White),
Stewart Gardner (baritone) ; "Prize Song —
Meistersinger" (Wagner, aria by A. Wilhelm),
Mischa Elman (violin) ; (a) "Study, Op. 10, No.
7," (b) "Waltz in D flat" (Chopin), Wilhelm
Backhaus (piano); "Lack-a-Day" (Crampton),
Ernest Crampton. 10-inch, single-sided — "A
Farewell" (Liddle), John McCormack (tenor) ;
"Song of the Shepherd Lehl," "Snow Maiden"
(Rimsky-Korsakoff), Alma Gluck (soprano) ;
"Come to Me" (Wadham), Hubert Eisdell ;
"Thou Art Risen, My Beloved" (Coleridge-
Taylor), Robert Radford (bass) ; "A Rose Mem-
ory" (Deacon), John Harrison (tenor); "My
Fairy Prince" ("Her Little Highness") (R. de
Koven), Olive Kline (soprano) ; E Lucevan le
Stelle "Tosca" ("The Stars Were Shining")
(Puccini) Martinelli (tenor), (sung in Italian);
"A Hundred Years Ago" (Crampton), Ernest
Crampton.
New Zonophone Records.
This month's (May) Zonophone records com-
prise an exceptionally well chosen program of
good music with a plentiful sprinkling of each
class : classical, sentimental, humorous, etc. The
famous Royal Irish Fusiliers Band is again in
evidence with a superb contribution, "The Jolly
Village Smith," coupled with. which is the waltz
song "II Bacio," as a cornet solo by Corp. Williams.
Another special is record No. 1281, containing two
pretty songs by Sidney Coltham, the great Zono
tenor who has in a few short months secured re-
nown as a record-maker of exceptional merit. A
really good banjo duet record is listed as the
work of "the world's greatest duettists," Alfred
Cammeyer and Oily Oakley. In addition, there is
to be noted exclusive contributions by Miss Violet
Oppenshaw (contralto), Mary Law (violin),
Black Diamond Band, Peerless Orchestra, Peter
Dawson, Church Choir with Organ, Florrie Ford,
Harry Fay, and other favorites.
Has Many Popular Songs.
"Hullo Tango !" the London Hippodrome Revue
is most prolific in its provision of attractive songs,
and the various record companies have, naturally,
been very busy. "His Master's Voice" company,
as usual, has secured the original artists to make
To T.M. the King and
Quean of Spain
To H.M. the Shah
of Persia
To H.M the King
of Sweden
To H.H. the Khedive
of Egypt
To H.M. the King
of Italy
— the trade-mark
throughout the
that is recognised
world as the
Hall-mark of Quality
AUSTRIA: Oesterr. Grammophon— Gesellschaft.
m. b- H., 8, Krugerstrasse, Vienna.
BELGIUM: Cie. Frangaise du Gramophone, 51,
Avenue de la Porte de Hal. Brussels.
DENMARK : Skandinavisk Grammophon-Aktiesel-
skab, Frihavnen. Copenhagen.
FRANCE: Cie. Franca ise du Gramophone, 115
Boulevard Richard Lenoir, Place de la Repub-
lique, Paris.
GERMANY : Deutsche Gram mop hon-Aktien-
gesellschaft, 35, Ritterstrasse. Berlin, S42.
HOLLAND: American Import Co-, 22a, Amsterd.
Veerkade, The Hague.
HUNGARY: The Gramophone Co., Ltd- IV.
Kossuth Lajos-Utcza 8, Budapest.
SPAIN : Cia. Francesa del Gramophone, 56, Balraea,
Barcelona.
SWEDEN : Skandinaviska Grammophon- Aktie-
bolaget, 52, Appelbergsgatan, Stockholm.
RUSSIA : The Gramophone Co.. Ltd.. 45, Nevsky
Prospect. St. Petersburg ; 9. Golovinsky Prospect
Tiflis ; 30, Novia Svit, Warsaw.
EGYPT: The Gramophone Cc*. Ltd.. 13, Rao
Stamhoul. Alexandria ; Rue Mousky, Cairo.
EAST AFRICA: Bayley & Co.. 8 Beira,
Lourenzo Marques.
SOUTH AFRICA i Darter & Sons, Adderley St.
Cape Town; Mackay Bros., Rissik Street
Johannesburg ;
Mackay Bros- 6t McMahon, 443. West Street
Durban ;
Ivan H. Haarburger, Mai'tland St., Bloernfontehm,
INDIA: The Gramophone Co.. Ltd..l39.BaIIiaghatto
Road, Calcutta ; 7, Bell Lane, Fort, Bombay.
AUSTRALIA : The Gramophone Co, Ltd,
Hoffnungs Chambers. Pitt Street Sydney.
GREAT BRITAIN : The Gramophone Co* Ltd,
21, City Road. London, E.C.
By Appointment
To H.M. Queen Alexandra
Great Britain :
The Gramophone Company Ltd
21 City Road London EC
THE TALKING MACHINE WORLD.
55
FROM OUR LONDON HEADQUARTERS— (Continued from page 54).
some sparkling records of the most popular num-
bers, and these were recently announced in a
special colored supplement, fully illustrated, and
most pleasingly produced.
Two New Columbia Artists.
Two more big names are added to the Columbia
catalog this month, and, in each case, an especial-
ly fine record serves as introduction. The celeb-
rities in question are Madame Carolina White,
the prima donna soprano of the Philadelphia-
Chicago Opera Company, and Henri Scott, the
famous American basso. Mr. Scott is the lead-
ing basso of the New York and Philadelphia-
Chicago opera houses, and is known for the ex-
ceptionally deep and rich timbre of his voice,
features which immediately strike the hearer of
his first record carrying "The Heart Bowed
Down" and "In Happy Moments."
To Continue Making Edison Cylinder Goods.
Concerning the rumors in trade circles that the
Edison Co. would ultimately abandon the manu-
facture of phonographs and records, Mr. Walter
Stevens, manager of the foreign department of
Thomas A. Edison, Inc., very strongly disclaims
any such intention. He writes (in part) — "We
wish to deny this most emphatically. The confi-
dence of this company in a continued demand for
the Edison cylinder product is proven by the
enormous investment we have made in recent
months in the improvement of this line and the
further expenditures now being made. We be-
lieve this assurance will dispel any uncertainty
existing in the minds of our friends abroad re-
garding our future policy. We expect to push
the sale of the Blue Amberol record and Edison
phonographs witli renewed vigor * * *" In
a recent interview with your representative, A. F.
Wagner, the British manager of the Edison Co.,
made pertinent reference to the fact that while
all cylinder business was being conducted direct
from the States, it had not in the slightest degree
militated against British trade interests. 'As a
matter of fact," continued Mr. Wagner, "we are
doing a very large and satisfactory business, and
I believe that for many a year to come, the Edi-
son phonograph and records on musical merit
and as a sales proposition will continue to offer
dealers a lucrative field for development."
Columbia Record Notes of Interest.
The announcement of a record by Ivor Foster
on Columbia-Rena this month is an interesting
event, for Mr. Foster is an old Columbia friend,
his first introduction to the record world being, if
we remember rightly, on Columbia some nine or
ten years back.
In the Columbia May list we have such great
names as the Scots Guards Band, the Ellery Band,
Hans Kronold ('cello), George Barrere (flute),
Anderson Nicol and Gertrude Woodall in duets,
Ivor Foster, H. Lane Wilson, Thorpe Bates,
Cooper Mitchell, and others.
Henry Burr, the famous American tenor, is an-
nounced on this month's Columbia-Rena records in
a beautiful song "Sing Me 'The Rosary,'" founded
on the Nevin's famous melody, and in a barcarolle
duet with Miss Clara Moister.
Another of the two-part orchestral records, for
which Columbia-Rena has become famous, is an-
nounced this month. It provides Weber's wonder-
ful "Der Freischutz" Overture, the opera thus rep-
resented having been termed the foundation of
German opera.
The first ten-inch record of Sir Edward Elgar's
much-talked-of new work, "Carissima," is issued
on Columbia-Rena this month. . It has interested a
great many lo.vers of high-class music.
The Milan Symphony Orchestra, under Maestro
Romani, has created a new monument to Columbia
recording quality. This month's issue should be
even more popular, for while the previous records
have shown the orchestra in delicate work, this
record displays the players in "Lohengrin" and
"Tannhauser" selections calling for power and
volume, and the most exacting critic on these
points will find he has all he could wish.
H. Lane-Wilson, the celebrated baritone, sings on
Columbia-Rena this month, his own new song,
"Before You Came."
"Deiro, the marvelous," the Italian wizard of
the accordeon, offers two dashing march selections
("Bersagiieri" is one of them) as his Columbia-
Rena contributions this month.
Reed Miller, the popular American tenor, is rep-
resented by a twelve-inch record of oratorio on
Columbia this month. He sings "If With All Your
Hearts" and the companion aria "Then Shall the
Righteous," from "Elijah."
Cristeta Goni, the fourteen-year-old violinist,
whose first record on Columbia-Rena last month
caused quite a flutter in the trade, will be found
on a twelve-inch record this month, in a "Noc-
turne" of Ambrosio, and Drdla's "Serenade."
Three further remarkable records are issued in
the Columbia "Grand Opera at a popular price"
series this month. One is the celebrated Pol-
verosi in "La donna e mobile" and "Questa o
quella," another two "Barber of Seville" numbers
by Coradetti, and the third two "Dramatic Mo-
ments" from "Aida," to-wit, the consecration scene
in the temple of Fta, and the concerted piece sung
in honor of the sacred Nile.
BUSINESS LIVELY IN BELFAST.
Talk of "Revolution" and Home Rule Question
Does Not Interfere with Business — Talking
Pictures Much in Evidence and Are Suc-
cessfully Shown at Panopticon Theatre.
(Special to The Talking Machine World.)
• Belfast, Ikeland, May 1. — Despite the talk of
"revolution" and troublesome times over the Home
Rule question, business goes on uninterruptedly in
this city. This is particularly true so far as the
talking machine trade is concerned, which is con-
stantly expanding.
Talking pictures are now very much in evidence
in all the picture theatres, and one of the most
successful combinations of picture and Gramo-
phone is that which has been in evidence at the
Panopticon Picture Theatre situated on High
street. For the purpose the proprietor, Frederick
Stewart, has adopted the celebrated Auxetophone
which he secured from Thos. Edens Osborne, of 11
Wellington place, who carries one of the largest
stock of talking machines and records in the north
of Ireland. The cabinet of this instrument is of
Flemish style and is of Spanish carved oak, the
selling price of which is £110 ($550) . The Auxe-
tophone, by the way, is the invention of a celebra-
ted Irishman, the Hon. Chas. Parsons, of Turbine
engine fame.
MOTORS
10 different models, ready and complete to be fitted
into cabinets. From the cheapest to the best.
The reproduction of Gramophone records by this
instrument is loud, clear and distinct, and every
word — in fact, every syllable — can be heard dis-
tinctly throughout the entire picture theater. The
synchronization is remarkably good, and the habit-
ues- of the Panopticon seemed to be all charmed
not only with the instrument but with the pictures
shown in conjunction with the Auxetophone, which
is the most expensive and loudest disc talking ma-
chine in the world.
which is devised in the lift up cover of the cabinet.
The instrument emits a surprisingly clear and full
tone and is expected to be a popular seller.
THE "WIZARD" HOMOPHONE.
A new harmony gramophone, called the
"Wizard" Homophone, has been put on the market
by Andres Bro. Ltd., of London. It is a portable
horn-hidden instrument, constructed of dark
colored wood and is fitted with a 10-inch turntable,
speed regulator, spring brake and a strong and
very silent running board. One of the prominent
characteristics of the machine is the reflex horn,
TRIUMPHON CO., Lid.
ESTABLISHED 1884
Berlin, S.W.,47/5
MANUFACTURERS
OF ALL ACCESSORIES SUCH AS
SOUND BOXES
for Gramophone or Edison Cut Records.
First-class workmanship.
SEES BOUNTIFUL BUSINESS.
C. H. Bagshaw Looks for an Enormous Trade
in Needles the Present Year Owing to the
Dancing Craze Which Is Steadily Growing.
Asked to give his opinion on the remaining
months of the year's business on talking machines,
C. H. Bagshaw, general manager of W. H. Bag-
shaw, Lowell, Mass., the big talking machine
needle house, said :
"From my observation of the industry, I can see
nothing but a very bountiful business for both
manufacturers and dealers, in 1914. The craze
for dancing has demonstrated the versatility of
the talking machine, and indications point to the
fact that this craze will not die out for a long
while. As far as the needle business goes, this
bears out what we say, and the orders, now on
our books, show that there will be a great many
more needles used this year than ever before.
I can see nothing but prosperity for the talking
machine industry, not only for the balance of
this year, but for many years to come."
Occasionally a man can be judged by the com-
pany he keeps away from.
TONE ARMS
40
BBSS™ COMPLETE TALKING MACHINES
Apply fop Catalogues
For Horn and Hornless Machines.
To fit all size cabinets.
WITH AND WITH-
OUT HORN
Piccolo
is a complete Talking
Machine. Easily to be
carried like a portmanteau. Most suit-
able for picnic or rover parties in sum-
mer, and easily carried to social gather-
ings in winter. Plays 12-inch records.
Is not a toy. Weight without records
only 5 kg. Measurements: 11x1324x7)4
inches.
Special Motors
HYDRA SYSTEM
Single and double spring, 6
different models. Are the only
existing construction which al-
lows the exchanging of the spring
and spring case without taking
the motor out of the cabinet.
After loosening one nut, a child
is able to replace any defective
spring or springbox within 20
seconds.
56
THE TALKING MACHINE WORLD.
4
ECLIPSE PHONOGRAPH COMPANY
203 Washington Street
A. W. TOENNIES & SON
Hoboken, N. J.
mm
Jobbers of
Edison Disc and Cylinder
Phonographs
Exclusively
Dealers of New York and New Jersey
Write for terms and discounts.
COLUMBIA STAFF^ENJOYS DANCE.
Heads of Departments and Employes of
Executive Offices of the Company Participate
in Informal Affairs at St. George Hotel,
Brooklyn — Demonstrate Finer Points of
Terpsichorean Art Like Famous Dancers.
There were sounds of revelry and great joy at
the St. George Hotel, Brooklyn, N. Y., on the
night of April 27, when the heads o.f departments
and the employes of the Columbia Graphophone
.Co.'s executive office in the Woolworth Building
most important virtues of this brand of music is
that you can get all the encores yo.u want without
being obliged to persuade or placate an obdurate
orchestra leader.
The Columbia executive staff and employes gave
a splendid account of themselves in the perform-
ance of the terpsichorean art, and it was a very
small percentage indeed of those present who de-
cided to watch the dancers in preference to, par-
ticipating. Usually the heads of the departments
were to be found dancing the hesitation or the
one-step with the best of the younger folk, and in
flavor was given the event by the appearance of
three of the company's European representatives,
F. Passadora, Louis Sterling and Arthur Brooks.
Portion of Columbia Staff Enjoying
gathered at this prominent hostelry to participate
in an informal dance.
The music furnished for this enjoyable affair
was exclusively Columbia, consisting of dance
records and a Columbia machine, and in the
opinion of all those present it was "some music."
Almost every dance was encored, and one of the
Dance at St. George Hotel, Brooklyn.
fact everybody had such a good "time that another
dance will be held in the very near future.
President Easton had intended to be present, but
was prevented at the last moment fro.m attending.
Edward N. Burns, vice-president, put in five hours
of steady dancing, and H. L. Willson, assistant gen-
eral manager, did the same. Quite an international
No. c.
No. 1 — New England — dignified but sprightly and al-
ways educational. No. 2 — The English delegation. No. 3
— Piracy and highway robbery. No. i — Export Depart-
ment providing American-Mexican entente. No. 5 —
Scientific dancing by Advertising Department. No. 6 —
Recording Department, strenuous and conscientious.
The export department sent a stro.ng representa-
tion from Latin-America. Every department was
well represented, and many came as personal guests
of the Columbia folk or friends of the company.
Theodore Novakoski, of the treasury department,
and Prof. Frederic Go.odwin, of the educational
department, were in charge of the arrangements
for the dance, and both gentlemen did their work
well.
Time is like a typewriter eraser. It rubs out our
disagreeable experiences — but leaves the paper of
life thinner in that particular spot.
s
66
DOLLAR" MOTORS
ARE UNQUESTIONABLY
THE BEST AND CHEAPEST
LATEST SENSATION— DETACHABLE SPRING CAGE
Without any disman-
tling of the motor, a
NEW SPRING may be
inserted within a few
seconds.
Many patents both at
home and in every civ-
ilized country applied
for.
Exhibited at the Leipsic Fair, No. 20 I Peterstrasse,
Hotel de Russie, Zimmer No. 6.
Our Export Catalogue
in four languages, cov-
ering 30 styles of
motors adapted for
Talking Machines, sent
free of charge, postage
prepaid, for the asking.
Advantages of our Motors :
Noiseless movement
Supreme accuracy
Highest grade of materials
Greatest money value
GEBRUDER STEIDINGER,
Fabrik fur
Feinmechanik
St. Georgen (Schwarzwald), Deutschland
Cable Address: Gebruder Steidinger Sanctgeorgenschwarzwald.
THE TALKING MACHINE WORLD.
57
TENDENCY TOWARD IMPROVEMENT IN CLEVELAND
Noticeable in All Branches of Talking Machine Trade — The Phonograph Co.'s Expecta-
tions Being Realized — Various Dealers Report Great Demand for Victors — Colum-
bia Co.'s New Store — Call for Union Specialty and Plating Co. Products.
(Special to The Talking Machine World.)
Cleveland, O., May 9.— Conditions in the talk-
ing machine business have remained about the
same and are still in an unsettled state, although
there is an evident tendency toward improvement.
In spite of deterrent conditions, the aggregate
volume of business in both machines and records
in April was generally satisfactory, notwithstand-
ing a shortage in the Victor line.
The demand for the May records is excellent.
This includes the Victor, Columbia and Edison
lists, and sales are expanding.
When John McCormack, the celebrated tenor,
was in the city recently he made it a point to visit
the Eclipse Musical Co., where he was entertained
with his own Victor records. He is an appreciative
listener to his own productions, as well as are the
thousands of his admirers. The Eclipse people
were highly pleased with his visit.
A. W. Robertson, fo.r a number of years with
the local Columbia store, is now with the William
Taylor, Son & Co.
The business expectations of The Phonograph
Co., distributer of Edison phonographs, are be-
ing more than realized. L. N. Bloom, secretary,
said: "Both in the wholesale and retail line busi-
ness was very good during the past month. There
has been a big demand for dance records. Dealers
all through the State are ordering heavily. The
dancing parties held in our beautiful recital hall
drew the society people of the city, and it was
necessary to. hold two sessions daily to accom-
modate the crowds." Harold E. Moore, who for
a number of years was manager of one of the
largest talking machine houses in London, has
joined the store's selling force.
The Eclipse Musical Co. reports business go.od
in both the wholesale and retail departments. Mr.
Fowell says the annoyance of a shortage in both
machines and records still continues. The com-
pany has just added a new auto truck to its serv-
ice. It is very attractively finished and painted,
showing the Victor dog in a most life-like form.
The company gave a complimentary concert on
the evening of May 6, the program consisting of
selected Victor records interspersed with selections
by a quartet of local note.
Business is moving along smoothly and pros-
perously at the new quarters of the Columbia
Graphophone Co. Having disposed of the retail
department to the Grafonola Co., the Columbia is
now confining operations exclusively to the whole-
sale trade and the Dictaphone. All Columbia
dealers appreciate the change in the policy of the
Cleveland store. The new quarters are most thor-
oughly equipped for conducting the business, being
convenient for handling stock and ideal for re-
ceiving and shipping. "We can fill all orders the
same day received," said G. R. Madson, manager,
"and give dealers practically 100 per cent, efficiency
in filling orders."
The following new dealers are reported in the
Cleveland territory : O. B. Marvin & Co., Find-
lay; F. E. Shaw Piano Co., New London; the
Gentz Co., Canal Dover, and the Gro.ssman Drug
Co. (three stores), Cleveland.
"Yes, I know people say business is slack," said
E. A. Friedlander, manager of the Bailey talking
machine department, ''but our business is con-
derably better than it was a year ago."
Ethel M. Volk, manager of the May Co.'s
phonograph department, is busy these days and re-
ports that business is excellent both in machines
and records.
Business at the new store of the H. M. Brainard
Piano Co. has pened in the most satisfactory
manner. The store is particularly attractive and
is located in the new piano center of Cleveland,
on Euclid avenue at the junction of Huron road.
One-half of the store has been dedicated ex-
clusively to the Columbia graphophone machines
and records. The sound-proof demonstrating
booths of heavy plate glass, the top border of art
glass, with the invisible lighting system and
elegantly furnished, are especially attractive. This
department is under the management of G. E.
Morton, who comes to Cleveland from the Colum-
bia Graphophone Co., of Atlanta, Ga. The com-
pany has retained from the local Columbia store
force Miss Letha Touby, J. H. McClelland, Earl
Hamler and Miss Martha Francek. The company
features in pianos the Kranich & Bach line, which
is notably popular here. The officers of the com-
pany are: H. M. Brainard, president; F. J. Ott,
vice-president, and George M. Ott, secretary and
treasurer.
Considering business conditions generally, trade
at the store of the W. F. Frederick Piano Co. was
very satisfactory. "Quite a large number of Vic-
tor machines have been sold during the past
month," said N. H. Cook, manager of the talking
machine department, "and the demand for records,
especially from the dance lists, is quite up to the
average."
Phil. Dorn, while apparently immersed in the
sporting goods line of the Collister & Sayle Co..,
is watchful of the talking machine department,
and his judgment of the condition of that business
is always pretty accurate. Business, he says, is
coming along all right, although a little slow
o.wing to the inability of the manufacturers to
supply the increasing demand. He reports trade
equally good in both the wholesale and retail de-
partments.
Business is fair in the Victor machine line, with
a good record trade, at Buescher & Sons Co. W.
J. Roberts, Jr., who has been with the company
for some time, has resigned to engage in other
business.
The Grafonola Co., successor of the Columbia
Phonograph Co.'s retail business, is doing fine.
C. A. Routh, manager, said: "Business is exceed-
ing our most sanguine expectations. Our trade
is increasing day by day, and we are meeting with
wonderful success. The popularity of Columbia
machines and records judging from our sales, is
unquestioned."
The large and growing clientele of the B.
Dreher's Sons Co. is the result of persistent effort
and a liberal publicity policy, backed with a com-
plete stock of Victrolas and records in connection
with its piano trade. William G. Bowie, man-
ager of the talking machine department, is quite
optimistic in view o.f the increase of business thus
far this year. He reports sales of a number of
machines during the past month, with good sales
of records.
There is an ever increasing number of side line
dealers who are adding the talking machine to
their business, and all are having a promising
trade.
The Union Specialty & Plating Co. is as busy
as ever supplying the trade with the Union at-
tachments. Mr. McNulty says the business is con-
stantly expanding to surprisingly large propor-
tions.
BIG BUSINESS IN ALTOONA, PA.
Occupancy of New Warehouse Marks Progress
of W. F. Frederick Co. Store Under Manager
Nestor — Immense Victor Stock Carried.
(Special to The Talking Machine World.)
Altoona, Pa., May 8. — The local branch of
the W. F. Frederick Piano Co., under the ener-
getic management o.f French Nestor, is now fully
settled in its commodious new five-story building
at 916-20 Eleventh avenue, which will be used as a
storage house annex to the retail store of the com-
pany at 1208 Eighth avenue. The new building
will be used chiefly for the storage of Victor talking
machines and records, in which the company does
an enormous business as distributer and retailer.
The first floor of the building contains, besides
the offices of Mr. Nestor and his assistants, the
garage and shipping department, the commodious
record rooms, containing racks measuring 180 feet
in length and 8 feet high, which are designed to
hold about 75,000 records when the stocks are com-
plete. The second and third floors are given o.ver
to the storage of machines of various models, cab-
inets and accessories.
One of the interesting features of the new build-
ing is the completely equipped repair and tuning
department on the fourth floor, which equals many
smaller factories in the facilities. The machinery
equipment is up to the minute and is driven by
individual electric motors.
The success of the Frederick Co. business in
this section is especially noticeable since Mr. Nestor
became manager about two years ago, during
which time the business of the company has increas-
ed wonderfully throughout central Pennsylvania.
Habit and appetite are products of the mind. Bad
habits and abnormal appetites are formed either by
a weak or an unorganized intellect. Habits are o.f
man's own making because he has the power to
organize, train and strengthen the mind that forms
the habit.
HERMANN THORENS, Ste. Croix (Switzerland)
TALKING MACHINE WORKS
Motors and Sound Boxes a Specialty
CONCEDED TO BE THE BEST MANUFACTURED
OVER THIRTY DIFFERENT STYLES
Machines with or without Horns
FIRST QUALITY ONLY
Noiseless Motors
HIGHEST RECOMMENDATIONS
WRITE FOR DESCRIPTIVE CATALOGUE
58
THE TALKING MACHINE WORLD.
COLUMBIA GRAPHOPHONE CO/S 25th ANNIVERSARY
The Occasion of a Most Interesting Reunion and Dinner of the Directors, Officials and
Executives of the Company Held at the Areola Country Club, Areola, N. J., on Sat-
urday, April 11 — Some Interesting Remarks by President E. D. Easton and Others.
There was a large and festive noise, indicative
of much jubilation, in the neighborhood o,f the
Areola (N. J.) Country Club April 11, when
Edward D. Easton, president of the Columbia
Graphophone Co., and a large party of the direc-
tors, officials and employes foregathered to cele-
brate the twenty-fifth anniversary of the founding
of the company. Most of the guests made the club
early in the afternoon, for the weather was per-
fect and the club kept open house, indoors and out.
The golf co.urse claimed a good many and some
remarkable scores were made.
It was one of the occasions — they do happen
every once in a while — when the Columbia organ-
ization lifted the lid and cut loose, and the invited
guests were permitted to see something of the good
fellowship, co-operation and mutual loyalty that
exists in the organization — the spirit which, in
short, has been the dominant factor in building-
it up. It is a thing about which not much has
been said, but it is there. It is a constant and
wholehearted reinforcement one of another by
everyone, from the president down to the executive
office door boy.
It is that spirit which has created and recreated
the Columbia Graphophone Co. — and it started
from the top. President E. D. Easton's personality,
never blatant, tremendously magnetic, together
with his genius for the selection and inspiration
of his forces, has been one of the biggest things
that the talking machine trade has known since its
very inception. And Saturday night's foregather-
ing early resolved itself into a large and enthusi-
astic utterance of tributes to the man.
At the dinner in the evening covers were laid
for fifty. President E. D. Easton himself wis in
the chair, and those present were as follows :
George W. Lyle, vice-president and general man-
ager; E. N. Burns, vice-president and manager of
the export department; Senator William M. John-
son, director ; Dr. David St. John, director ; F. J.
Warburton, director ; C. W. Cox, director ; C. A. L.
Massie, director and patent counsel ; H. L. Willson,
assistant general manager; Mervin E. Lyle, factory
manager; H. A. Budlong, assistant factory man-
ager; 'C. E. Woods, supervising engineer; Horace
Sheble, efficiency engineer; E. K. Camp, counsel;
Ralph L. Sco.tt, patent counsel; Marion Dorian,
auditor and treasurer; T. Allan Laurie, assistant
auditor ; G. L. Funnell, London factory manager ;
J. I. Brereton, purchasing agent; G. C. Jell, chair-
man record committee ; V. H. Emerson, manager
record department; C. W. Woddrop, secretary and
assistant treasurer; T. E. Novakoski, assistant
treasurer; A. E. Garmaize, export department;
Lo.uis Sterling, European sales manager ; A. G.
Farquharson, Canadian manager; Otis C. Dorian,
assistant Canadian manager; E. B. Jordan, Jr.,
guest; W. S. Scherman, advertising department;
F. L. Capps, experimental department ; F. E. Good-
win, education department; H. B. Ray, advertis-
ing manager ; M. D. Easton. dictaphone advertising
manager; G. P. Metzger, advertising counsel; H.
A. Yerkes, wholesale department manager ; Frank
Dorian, dictaphone manager ; J. D. W estervelt,
manager of dictaphone agencies ; John Button,
assistant dictaphone manager ; N. F. Milnor, New
York dictaphone sales manager ; Thomas F. Mur-
ray, guest; Homer W. Reid, chief accountant,
Bridgeport, Conn. ; Hayward Cleveland, manager
Thirty-third street store ; H. C. Grove, manager
Washington store ; R. F. Bolton, New York whole-
sale manager; Anton Heindl, manager of foreign
record department ; J. C. Ray, assistant to Mr.
Willson ; Harold Lyle, foreign record department ;
Walton Mayer, Pittsburgh, guest ; E. E. Robinson,
representative of the export department in the
Orient ; Henry E. Parker, advertising department.
There was no set program of speeches, but a
whole lot of interesting talk followed the dinner.
President E. D. Easton, arising amid cheering,
said :
"Gentlemen, the Columbia Phonograph Co. was
born on January 15, 1889, so that it was twenty-
five years old nearly three months ago. But we
were not quite ready then to celebrate, therefore
it was postponed until to-night in order that more
of us could meet together. I want to express to
you all my very great affection and regard and
appreciation of your services. We have no pro-
gram for this evening, but I will exercise the
privilege of calling upon many of those who. are
present for impromptu speeches. I only want to
say that I am very happy indeed to be here with
you and to see all these splendid men, and hope
that you may carry away pleasant memories o.f the
evening. I think the first speaker should be the
Edward D. Easton, President.
man who has, next to myself, been longest in the
service of the company — Frank Dorian — who
has had the full twenty-five years' service with us."
Frank Dorian Heard From.
Frank Dorian, general manager of the dicta-
phone, spoke briefly — so. briefly, in fact, that
someone suggested that he felt embarrassed be-
cause there was no dictaphone to. dictate to. He
said : "I can only echo the words of our president.
It is indeed a great pleasure to be here and with
the company, and a great privilege to have been
associated with Mr. Easton. I may not hope for
another twenty-five years, but I do not feel that
my. education is yet completed, and I hope to be
associated with him for many years to come."
H. A. Budlong, assistant factory manager, who.
was called upon, expressed his pleasure at being
present.
Men Who Have Distinguished Themselves.
E. D. Easton arose at this juncture and said
that he had been struck with the presence of so
many of his previous secretaries — Mervin E. Lyle,
Otis C. Dorian, M. D. Easton, Frank Dorian, J. C.
Button. H. L. Willson and H. A. Budlong. Said he :
"My secretaries have many of them distinguished
themselves since. Frank Dorian was for many
years our European general manager. Mervin
Lyle has just taken one of our biggest posts as
manager of the factory in Bridgeport. Otis Dorian
is now assistant manager in Canada. Mr. Willson
is now serving as assistant general manager of the
company. Mr. Budlong has long had charge
of very responsible work in the factory, of which
he is the assistant manager, and J. C. Button and
M. D. Easton are doing important work in the
executive office."
Elisha K. Camp's Remarks.
Elisha K. Camp, of the legal department, said :
"It does seem to me on an occasion of this sort,
when brief speeches are the order, that I am the
most inappropriate person to be called on. Be-
cause if any one man, more than another, should
be expected to be able to speak a lot it would be
the attorney for a talking machine company. Of
the many cackling chicks hatched by the North
American Phonograph Co.., the Columbia was the
only one that was able to last for any length of
time. Mr. Easton, as you all know, was the man
who got the exclusive rights from the North
American Phonograph Co. for Delaware, Mary-
land and the District of Columbia, which he trans-
ferred to the Columbia Phonograph Co., and he
was very careful at the time — with his usual fore-
sight— to have read into his contract the express
covenant of the grantor that it wo.uld not come
into the ceded territory. I think that, of all those
sub-licensees, the Columbia Phonograph Co. was
the only one with that express covenant, and that
was due to Mr. Easton's foresight. While the
celebration to-night is in itself a great event, . 1
think we have even greater cause for celebration
in that we have preserved to us the man who
originally made the Columbia Phonograph Co. and
who has brought it along up to. the present time
to what it is now. You all remember what a
serious illness he recently passed through and how
successfully he has recovered, even as we had all
prayed that he would come through as well as he
has. And while we are celebrating to-night
we should be very thankful to. think that he is with
us in such splendid health and spirits, ready to be
with us for another twenty-five years or even
more (applause). I do not know of any man who
has the ability to infuse the same enthusiasm into
his colleagues as Mr. Easton. I do. not know of
a body of men who have responded more loyally
to their chief than the men who are here and the
men who have served the company of which he
has been such a distinguished head." (Cheers.)
Some Other Speakers.
Marion Dorian, auditor, next made a few brief
remarks, and was followed by Louis Sterling, Euro-
pean general sales manager, who declared that he
had "been having such a very good time that he
didn't want to interrupt it by saying anything. His
only cause for regret was that he had never served
as a secretary to Mr. Easton (laughter). It was a
pleasure and an inspiration to come across to this
side of the water every once in a while and to
realize the magnitude of the business with which
he was connected. During, the four and a half
years during which he had been with the Columbia
they had carried the Columbia flag throughout
Europe and they had succeeded in showing Europe
that American ideas could be worth a very great
deal indeed."
George P. Metzger, advertising counsel, made a
humorous speech, mainly about go.lf, and was fol-
lowed by Mervin Lyle, manager of the Bridge-
port factory, who said that although his actual
service with the company only covered a period of
twelve years, he had really been associated in a
commercial way a long while before that, as far
as 1892, when it had a store in Baltimore.
Big Improvements Coming Say Woods.
C. E. Woods, supervisor of engineering, arising
amid cheers, said that he felt pretty young in the
business. "It seems to me," he continued, "that I
have never seen a more glorious opportunity for
the development of the business. Our future is
full o.f possibilities, and it does seem that we can't
get to them quick enough. There is almost virgin
field in many directions. We are making the talk-
ing machine to-day as we have made it for many
years, but yet I think there are big improvements
coming. I am looking forward to the time when
we can bring the talking machine up to a po.int
where it will be regarded just as much a ho.usehold
necessity as the piano, and more so. It is only a
matter of education." Mr. Woods spoke at fur-
ther length on the eminent prospects of extensive
improvements in the science of sound reproduction.
Horace Sheble's "Experiences."
Horace Sheble, formerly factory manager and
at present efficiency engineer, said his experiences
with the company dated back over twenty years,
and said over twenty years ago. he had been a
salesman selling to the company. He had sold
them their first typewriter. Mr: Easton had re-
ciprocated by selling him one of the first grapho-
phones. And then he himself got even by supply-
ing the company with sapphire points at ten cents
apiece.
C. A. L. Massie was another one to express his
THE TALKING MACHINE WORLD.
59
"Cohen or the Telephone/9 the most
humorous record issued since the
famous Weber & Fields series. A 65c.
Columbia Double Disc Record.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
COLUMBIA GRAPHOPHONE
(Continued fro
CO.'S 25th ANNIVERSARY.
in page 58.)
high satisfaction at being present in very brief
terms.
V. H. Emerson, the company's recording super-
intendent, was next on the list, and gave flashes of
championship form as a monologist.
Messrs. Farquharson and Willson were others
who spoke with excessive brevity, and J. C. Button
made a hit with a humorous and appropriate story.
Why Prof. Goodwin Is an Optimist.
Prof. Frederic Goodwin, head of the educational
department, said his personal association with the
company did not go very far back into its history.
He o.nly knew of its past record and its present
gard that I feel for you." Speaking from his
own present individual experience, although his
crew of men might look very small in comparison
with the company's forces, at the same time one
of the biggest pleasures that he had to-day came
from the fact that he had a selling organization in
New York of every man of which he was mighty
proud. They had neither a "boozer" nor a "bor-
rower" in the whole force. There wasn't a man
who had ever attempted to misrepresent the prod-
uct he had to sell and their drawing accounts were
never overdrawn. He had never seen an organiza-
tion that pulled together as did their own.
Snap Shot Taken at Banquet of Columbia F
prosperity. The history of the graphophone was
the history of most inventions : First, a matter of
smiles, then a subject of amusement, and then it
came into its own field of real usefulness. He
himself was an optimist, and from what he had
already seen of the advances they had made in
conjunction with national education, he anticipated
a tremendous development in the future.
Messrs. E. B. Jordan, Jr., and T. F. Murray
followed, the latter making the briefest speech of
the evening. Anton Heindl, New York manager
of foreign recording, then drew on a fund of per-
sonal reminiscences of past happenings and antic-
ipated the future with a magnificent optimism.
A Strong Body of Men.
N. F. Milnor, Dictaphone sales manager, of
New York, said that as he looked back at his own
past experience in sales organizations in many
cities he had never in his life met a force of men
whose acquaintance had been worth more than
those who were in the service of the Columbia
Graphophone Co.. To Mr. Easton was the credit
due for having assembled and inspired as clean a
body of men as any organization ever had. Mr.
Easton in his remarks that evening had used one
phrase that had appealed to him very strongly, a
phrase which it seemed to him served to indicate
the foundation of the Columbia spirit. He had
said, "I want you to know the affection and re-
orces at Twenty-fifth Anniversary Dinner.
H. B. Ray, advertising manager, expressed his
pride and satisfaction at being present, but made
many lamentations over the fact that he had pre-
pared no speech. Mr. Ray was followed by F. J.
Warburton, who made some brief remarks.
G. W. Lyle's Tribute.
George W. Lyle, general manager, was greeted
with prolonged cheering. He welcomed them all
there that night and paid a high tribute to C. E.
Woods. Said he: "I know of no man who has
done more for us in so short a time as Mr.
Woods, and I also know that there are great
things in front of him."
E. N. Burns, vice-president, also spoke briefly.
Senator Johnson's Tribute to E. D. Easton.
Senator William M. Johnson said it had given
him a very great deal of pleasure to congratulate
the president and those there that evening on the
completion of the twenty-fifth anniversary of the
founding o.f the company. "Twenty-five years,"
said he, "is a good while in the history of a com-
mercial corporation. This one is remarkable in
that the head of the organization who. first founded
it is still the honored head of the company to-
day. I have often wondered how it was and
where it was that you got together such a mag-
nificent force of enthusiastic, brainy, earnest, in-
dustrious and successful men. 1 suppose it is be-
cause you catch them young — like Mervin Lyle.
Of course, you naturally get good results, but that
could not have been achieved if it had not been
for the enthusiasm and the untiring example that
Mr. Easton has demonstrated to the forces of this
company for all these years. I never knew a-
man possessed of a greater degree of enthusiasm
and confidence nor one who has a greater faculty
than he has for inspiring that spirit in others. That
is a very big part of the success this organization
has achieved. Mr. Easton selected the right men
and then inspired them with his own enthusiasm.
"This company's success is traceable in a
large degree to the unusual character of that one
man. This argues well for the future of the com-
pany. It has taken a good many years to build up
this body of men. And the reult is that the Co-
lumbia Graphophone Co. to-day has more than its
mere financial and physical existence. Imagine
for a minute what would happen were this mag-
nificent force to be disbanded! How many years
would it take to build up an organization equal
to this? You and I know that it would be the
task of years. Therefore we are proud to know
that this period of twenty-five years has resulted
in establishing an organization which now we re-
gard as in its prime, in its full maturity, and pre-
pared to go forward to greater victories even
than it has accomplished in the past. I want to
propose the health of our honored president, E.
D. Easton.
The toast was drunk standing and with cheers.
Mr. Easton briefly acknowledged the to.ast and
again thanked the men for their devotion and serv-
ices. After a short speech by Dr. St. John, who
said he would sooner remove an appendix than
make a speech any day, the gathering adjourned.
PEASE PIANO CO. EXPANSION
To Cope with Growing Business — P. Decker
Again in Charge of the Department.
The Pease Piano Co., 128 West Forty-second
street, New York, has enlarged its talking machine
department to take care o.f its fast growing trade.
P. Decker has again taken charge of this depart-
ment after spending some time with the Berliner
Gramophone Co., Montreal. 'Mr. Decker opened
the Pease talking machine department two and a
half years ago, and is therefore well acquainted
with the Pease clientele. A complete stock of
Victor and Columbia products is handled in this
department.
CHEMISCHE
FABRIK
E. SAUERLANDT bel Apolda i. Th., Germany
The largest manufacturing plant in the world devoted exclusively to the
manufacture of Master-Waxes and Master-Blanks for
Gramophone and Phonograph Recording
Sole Manufacturer of Wax "P." the best recording material for Berliner- cut.
60
THE TALKING MACHINE WORLD.
LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS
(Special to The Talking Machine World.)
Washington, D. C, May 6. — Phonograph —
Newman H. Holland, assignor to the New Jersey
Patent Co., of West Orange, N. J. Patent No.
1,092,911.
This invention relates to phonographs and more
particularly to new and improved means whereby
the record of a phonograph may be readily dis-
engaged from its support without damage to the
record surface.
As ordinary phonograph records change in di-
ameter to a considerable extent under different
temperature conditions expanding under heat and
contracting under cold, and as the supports upon
which the records are mounted change but little
in diameter under the same conditions and are
so constructed that when the records are slipped
thereon, a tight engagement will be maintained
between the same and the records, it frequently
happens that the latter become so tightly locked
to their supports that it is practically impossible
to remove them by hand without damage to them.
It is the principal object of this invention to
overcome this difficulty by providing improved
means for automatically loosening the record from
its support so as to permit it to be readily re-
moved by hand. In conformity with this object,
a movable record support is preferably provided
and means mounted in proximity thereto for
shifting the record relatively to the said support
when the mandrel is moved from its normal
position.
Other objects of the invention consist in the
construction of parts and combinations of ele-
ments as will be more particularly pointed out in
the claims.
Figure 1 represents a vertical longitudinal sec-
tion through the center of the mandrel of a
phonograph embodying my invention; Fig. 2 rep-
resents a similar view of a modification; and Fig.
3 represents a plan view of the left hand end of
the mandrel.
Sound Box.— William W. Zackey, Philadelphia,
Pa. Patent No. 1,092,552.
This invention relates to sound boxes for sound
recording and reproducing machines, and has for
an object to provide a diaphragm and mounting
therefore, whereby not only is the sound repro-
duced in a desirable volume, but it is also perfect
in. quality and tone being free from metallic,
grinding or scratching sounds.
It has for a further object to provide a sound
box in which a portion of the diaphragm sub-
stantially floats within the box, and operates in
conjunction with a flexible member formed of a
suitable fabric whereby a sensitive and delicate
means of transmitting sound waves is provided.
It has for a further object to provide a novel
mounting for the stylus bar which operates in
conjunction with the novel diaphragm construc-
tion to produce a balanced condition which mate-
rially increases the effective action of the dia-
phragm in the reproduction of sounds.
Figure 1 represents a perspective of a sound
box embodying my invention. Fig. 2 represents a
section on line x — x of Fig. 1. Fig. 3 represents a
plan of a portion of the sound box showing de-
tails of _Jhe_ stylus bar mounting. Fig. 4 repre-
sents a side elevation of the part shown in Fig. 3.
Fig. 5 represents a perspective of one of the dia-
phragm springs. Fig. 6 represents a perspective
of one of the stylus bar supporting ears.
Record-Holder. — Julius Roever, New York City.
Patent No. 1,094,476.
This invention relates to improvements in rec-
ord holders for phonograph records and especial-
ly to that class of holders which are mounted on
a wheel or other rotary device, so that the rec-
ords can be brought into successive operation. In
record holders of this kind it has been found
difficult to get a structure which would permit of
a record being easily slipped on or off the holder,
and at the same time permit of the record being
easily adjusted so that the needle of the repro-
ducer will strike exactly in the right point of the
record.
The object of the invention is to produce a
record holder which will permit a record to be
instantly slipped on endwise over the holder with-
out the necessity of operating or adjusting any
mechanism, and in which the record can then be
accurately adjusted in relation to the stylus of the
reproducer.
A further object of the invention is to produce
a holder which is cheap to manufacture and sim-
ple in construction, and one in which the friction
of rotation is reduced to a minimum.
Other objects of the invention are to produce a
record holder upon which a record can be easily
placed or removed, and on which the ends of
the record are left entirely free so that there is no
danger of breaking them, and nothing to interfere
with their adjustment, and further to produce a
record holder which can not only be adjusted in
and out on its supports, but has a central driving
IRIS la IS If dtp J5
spindle extending through the support, and which
can be entirely removed when necessary.
Another important feature of the invention is
this: Phonograph records are of two general
kinds, known in the trade as "wax records" and
"indestructible records." The indestructible rec-
ords can be carried on a skeleton holder, but the
wax records cannot, because they are likely to
collapse. Moreover, on record holders having a
solid face, the wax records in either very warm
or very cold weather are likely to stick so that
they break in taking them off. I provide my rec-
ord holder, however, with longitudinal corruga-
tions so that it presents a good gripping surface
to the inner wall of the cylinder, but will not stick
closely to the wax record, and so such records
can be easily placed on or taken off the record
holder, while the holder is also as well adapted
to securing a so-called indestructible record.
Figure 1 is a longitudinal section of a record
holder embodying my invention, and Fig. 2 is an
end view of the holder proper.
Tone-Arm for Talking Machines. — Edmund
Peltovitz, East Orange, N. J. Patent No. 1,094,-
166.
This invention has reference, generally, to im-
provements in tone arms for talking machines ;
and, the invention relates, more particularly, to
a novel form of accordeon-plaited stem for use
with machines of the character above stated and
with the amplifying horns employed with such
machine, with a view of providing a means which
will permit the sound box to be readily raised
from its reproducing contact with the record cyl-
inder of the phonograph, or from the record-disc
of the gramophone or talking machine, without in
the least affecting the relatively fixed position of
the amplifying horn ; and, also to provide a tone-
arm which will swing laterally as the sound box
moves along the cylinder or from the central por-
tion of the disc to the outer circumferential edge
of the latter.
The invention has for its further object to pro-
vide a simple and effectively operating means which
will modify the sound and will overcome abso-
lutely the metallic or squeaky sounds caused by
the usual amplifying horns.
The said invention consists, primarily, in the
novel accordeon-plaited tone-arm for phonographs
and talking machines of the various constructions,
and the amplifying horns therefor, hereinafter set
forth ; and, the said invention consists, further-
more, in the general arrangements and combina-
tions of the various devices and parts, as well as
in the details of the construction of the same, all
of which will be more finally embodied in the
clauses of the claim which are appended to and
which form an essential part of this specification.
Figure 1 is a side elevation of one form of
talking machine and amplifying horn, with an ac-
cordeon-plaited tone-arm made according to and
embodying the principles of the present invention,
said view illustrating also in connection with the
said devices, one means for securing the tone-
arm in its operative position with relation to the
record-disc of the machine and to the amplifying
horn. Fig. 2 is an enlarged top view of portions
of the said accordeon-plaited tone-arm, said view
illustrating, also, the oscillatory relation of the
parts of the said arm to each other. Fig. 3 is a
view similar to that represented in said Fig. 1,
showing the application of the accordeon-plaited
tone-arm to that style of talking machine or
gramophone in which the amplifying horn is con-
tained in the case or box of the talking machine.
Fig. 4 is an enlarged longitudinal vertical section
"of the accordeon-plaited or bellows-portion of the
tone-arm ; Fig. 5 is a horizontal section of one
form of supporting bracket for the tone-arm, said
section being taken on line 5 — 5 in said Fig. 4,
looking in the direction of the arrow x, and the
parts of the supporting bracket being shown in
their normal initial positions. Fig. 6 is a view
similar to that represented in said Fig. 5, the
parts of the supporting-bracket being represented
in their operated positions when one of the arm-
sections, with which the sound box is connected,
is slightly raised so as to elevate the sound box
above the surface of and out of contact with the
record-disc or cylinder. Fig. 7 is a horizontal
section taken on line 7 — 7 in said Fig. 4; Fig. 8
is a transverse vertical section, taken on line 8 — 8
in Fig. 5 ; and Fig. 9 is a similar section, taken
on line 9 — 9 in Fig. 6, all of said views being made
upon a much larger scale.
Talking Machine. — Joshua Green, of London,
Eng. Patent No. 1,094,067.
This invention relates to improvements in talk-
ing machines and has mainly for its object to
provide a machine which, while possessing a horn
of full, or approximately full dimensions, yet
when not required for use can be packed into a
small space, thus rendering the machine eminent-
THE TALKING MACHINE WORLD.
61
LATEST PATENTS RELATING TO TALKING MACHINES — (Continued from page 60).
ly suitable fo.r many purposes, for example, for
transport from place to place.
According to the invention the talking machine
is constructed with a horn made in a number, pre-
ferably two, of parts, one of which is fixed with-
in the casing of the machine and the other or
others is or are adapted to telescope relatively
thereto, so that when not required for use the
said part or parts can be pushed partially or
wholly within the fixed portion, but when required
for use can be drawn out and turned into position
to receive the tone-arm.
The invention can be advantageously employed
in combination with the known type of machine
in which the horn is placed below the motor and
in which the case of the machine is of cylindrical
construction. With such a machine I combine a
horn consisting of a fixed or stationary portion
arranged within the said cylinder so that its larger
or flared end is flush with one end ..thereof, and
of a second movable elbow shaped portion which
can telescope into the fixed part. This movable
part, which slides within the fixed portion, is pre
ferably also of a taper shape so that when the
complete horn is extended, it is of the normal, or
approximately the normal contour. The meeting
ends of the two parts of the horn are preferably
screw-threaded, or provided with any other suit-
able devcie, by means of which they can be locked
in position when the movable elbow part is drawn
out and turned to bring it into the proper posi-
tion for receiving the tone-arm, which, in the
form of gramophone tinder consideration, is at the
top of the cylinder body. The-end of the casing
which receives the moving elbow part of the horn
is closed with a cover, which, however, is pro-
vided with a slotted portion at its lower part to
receive the extremity of the horn when the"" latter
is turned down and telescoped into the fixed horn
part. It will thus be seen that when the machine
is dismantled it occupies a space which practically
corresponds with that of the casing. Further-
more, means may advantageously be provided in
conjunction with the flared end of the horn
whereby the said end may be adapted to receive a
carrier or holder for records or the usual turn-
table when the machine is not required for use.
The holder or turn-table thus constitutes a cover to
the open end of the horn which may serve as a
receptacle for the tone-arm.
In the accompanying drawings — Figure 1 is a
sectional side view of one form of gramophone
machine made according to the invention. Fig.
2 is a plan view thereof. P'ig. 3 is a view simi'.ar
to Fig. 1 but showing the horn in the collapsed
position, and Fig. 4 is an end view showing the
parts in the position illustrated in Fig. 3.
Combined Recorder and Reproducer. — John J.
Scully, assignor to the American Graphophone Co.,
Bridgeport, Conn. Patent No. 1,093,732.
This invention relates to talking machines whose
"speaker" or "diaphragm-head," sometimes re-
ferred to as the "recorder-reproducer," is pro-
vided with two styli upon the one diaphragm, and
is adapted to be shifted longitudinally for use in-
terchangeably as a recorder or as a reproducer.
More particularly, the present invention may be
regarded as an improvement upon the structure set
forth in the prior Macdonald Patent No. 1,003,625.
granted September 19, 1911. In instruments of
this character it is desirable that the recorder-
reproducer be comparatively light when recording,
but comparatively heavy when reproducing; and
in said Patent No. 1,003,625, this is accomplished
by means of a vertically-movable weight pivoted
upon the neck of the diaphragm-head in such
manner that it will bear its full weight upon the
upper face of said head during the operation of
reproducing, but will be held out of contact there-
with during recording. It is also desirable that
the recorder-reproducer be capable of lateral as
well as vertical play when reproducing, but he
locked absolutely against lateral play during re-
cording; and in, said patent this is accomplished
by means of the engagement of the forward por-
tion or nose of said weight within a fixed support.
However, in the practical operation of the device
of said prior Macdonald patent, it has been found
that during the operation of recording, the sus-
pended weight is so connected to the stem or neck
of the recorder-reproducer as to exert upon the
latter a drag, which although slight, is sometimes
appreciable in preventing perfect accuracy cf
operation ; and it has also been found that, owing
perhaps to lack of utmost precision in wholesale
manufacturing operations, the uninten 'ed loose
ness of the parts sometimes permits a slight lateral
play of the diaphragm-head during recording.
According to the present invention, the vertically-
swinging weight, though mounted upon the dia-
phragm-head or recorder-reproducer, is pivoted
■thereon concentrically of the horizontal pivot or
axis of the latter, so that the weight and the
recorder-reproducer, in swinging vertically, swing
independently of each other and without interfer-
ence from each other.
One feature of the invention, then, consists of
the novel arrangement and mounting of the
weight.
Another feature of the invention consists of
improved means for securing the recorder-repr j-
ducer against lateral play when recording. And
the invention consists further in the various fea-
tures of construction and arrangement hereinafter
pointed out and claimed.
Figure 1 is an end view, partly in transverse
section, of a dictation graphophone equipped with
a preferred embodiment of the present invention;
Fig. 2 is a longitudinal section through the novel
mounting of the speaker and of the weight; and
Fig. 3 is a similar view on an enlarged scale.
Sound Box and Mounting Therefor. — Thomas
H. Macdonald, assignor to the American Graph-
ophone Co., Bridgeport, Conn. Patent No. 1,093,-
710.
This invention relates to talking machines, par-
ticularly the type for carrying a disc record with
lateral undulations and comprises an improved
construction of sound-box and an improved man-
ner of mounting it, preferably upon the well-
known horizontally-swinging hollow arm that con-
nects with the flaring horn.
The invention consists further in certain details
that will be pointed out and claimed.
In the drawings. Figure 1 is a side elevation of
the sound-box and arm attached to a machine.
Fig. 2 is a top view of the sound-box and the arm
on which it is mounted. Figs. 3 and 4 are details
on a larger scale showing respectively the ad-
jacent faces of the sound-box and of the end of
the arm. Fig. 5 is a transverse section, through
the line V — V of Fig. 2. Fig. 6 is a detail show-
ing the manner of securing the stylus-bar to the
sound-box.
Talking Machine. — Eugene A. Friedlander, of
Cleveland, O. Patent No. 1,093,611.
The present invention relates in general to talk-
ing 'machines, and is intended particularly to pro-
vide protection for the delicate mechanism em-
ployed in such machines.
The general object of the invention, therefore,
is to provide a protective inclosure for talking
machines which will still allow the swinging move-
A
ment of the tone-arm, and which will also allow-
easy access to the reproducing mechanism.
In said annexed drawings: — Figure 1 is a side
elevation of a machine embodying my invention,
certain parts being diagrammatically shown ; Fig.
2 is a top plan, certain parts being diagramma-
tically shown in alternative positions ; Fig. 3 is a
front elevation, and Fig. 4 is a section on the line
A A of Fig. 2.
CONTAINS INTERESTING FEATURES.
The Victor Co.'s Semi-Annual Catalog, Com-
plete to Date, Just Issued — Publication De-
voted to Dance Records Exclusively.
The Victor Co. sent out recently its reg-
ular semi-annual complete catalog of all Victor
records issued to date. Arranged and compiled in
the usual thorough and high-grade Victor style,
this catalog embodies certain additions and im-
provements which should considerably enhance its
value. Accompanying this record catalog was an
attractive publication listing Victor dance records
exclusively. Mr. and Mrs. Vernon Castle, the
popular interpreters of the modern dances, are
shown dancing all the latest dances, while an orig-
inal feature of this publication is the listing of
the number of measures or bars to each minute,
after the name of each selection. Customers can
thus select records played at any speed desired.
T. A. EDISON HOME FROM FLORIDA.
Thomas A. Edison returned to his home April
20 after an cuting to Florida which he enjoyed
very much and which benefited him considerably.
On his trip South Mr. Edison was accompanied
by a number of prominent captains o,f industry,
including Henry Ford, the well-known automobile
manufacturer.
Anyone sending a sketch and description may
quickly ascertain our opinion free whether an
Invention la probably patentable. Communica-
tions strictly confidential. HANDBOOK on Patents
sent free. Oldest agency for securing patents.
Patents taken through Munn & Co. receive
special notice, without charge, in the
Scientific American*
A handsomely Illustrated weekly. Largest cir-
culation of any scientific journal. Terms. $3 a
year; four months, fl. Sold by all newsdealers.
MUNN & Co.36lBroadway- New York
Branch Office, 626 F St.- Washington. D 0>
62
THE TALKING MACHINE WORLD.
RECORD BULLETINS FOR JUNE, 1914
PAVLOWA AND THE GRAFONOLA.
The Internationally Famous Russian Dancer
Pays a Great Tribute to the Grafonola and
Columbia Records in Recent Letter.
2291
2292
2293
2294
2295
2296
2297
2298
2299
2300
2301
2302
2303
2304
2305
2306
2307
2308
2309
2310
2311
2313
2314
2315
2316
2317
2318
2319
2320
2321
2323
2324
2290
THOMAS A. EDISON, INC.
EIGHT SPECIAL DANCE RECORDS.
Dengozo — Maxixe — Tango Brazilian (Ernesto Naz-
areth) National Promenade Band
Maurice — Hesitation Waltz (Jas. M. Shaw)
National Promenade Band
Isle D' Amour — Waltz Hesitation (Leo Edwards) . .
National Promenade Band
Leg of Mutton — One-step (S. Romberg)
National Promenade Band
The Queen of the Movies Medley — Turkey Trot
(Jean Gilbert) National Promenade Band
Rye Waltzes — Scotch Melodies
National Promenade Band
Some Smoke — One-step (S. Romberg)
National Promenade Band
The Poem — Waltz Boston (S. Romberg)
National Promenade Band
REGULAR AMBEROLA LIST.
Favorite Airs from "The Prince of Pilsen" (Gus-
tav Luders) Edison Light Opera Company
In the Valley of the Moon (Jeff Branen). So-
prano and Baritone Solo, orch. accomp
Elizabeth Spencer and Vernon Archibald
Flower Song (G. Lange). Violin, Violoncello,
Flute and Harp. .. .Venetian Instrumental Quartet
When the Maple Leaves were Falling (Tell Tay-
lor). Contralto and Tenor, orch. accomp
Helen Clark and Emory B. Randolph
Why is the Ocean so Near the Shore?— When
Claudia Smiles (Clarence Jones). Comic Song,
orch. accomp Ada Jones
In the Town Where I was Born (Al Harriman).
Baritone and Chorus, orch. accomp
Owen J. McCormack and Chorus
While the Rivers of Love Flow On (Ernest R.
Ball). Tenor Solo, orch. accomp
Charles W. Harrison
St. J*)hn 14:1-3, and A Home on High (Geo. C.
Stebbins). Scripture Lesson with Hymn, or-
gan accomp Rev. Madison C. Peters, DD..
and Edison Mixed Quartet
Sweet Thoughts of Home (Julian Edwards). Con-
tralto Solo, orch. accomp Mary Jordan
Going Back to Arkansas. Vaudeville Sketch....
Golden and Hughes
Lord, I'm Coming Home (Wm. J. Kirkpatrick).
Sacred Solo, orch. accomp
John Young and Frederick J. Wheeler
She's Dancing Her Heart Away (Kerry Mills).
Tenor Solo, orch. accomp Manuel Romain
Where Can I Meet You To-night? (Arthur
Lange). Conversational Duet, orch. accomp...
Ada Jones and Billy Murray
I Love You Just Like Lincoln Loved the Old Red,
White and Blue (Jean Schwartz). Male voices
and orch. accomp Peerless Quartet
At the Mermaids' Fancy Ball (Harry Israel).
Comic Song, orch. accomp Billy Murray
Celebratin'- Day in Tennessee (Jack Glogau).
Coon Duet, orch. accomp
Arthur Collins and Byron G. Harlan
In the Valley Where the Blue-Birds Sing (Alfred
Solman). Tenor and Chorus, orch. accomp.)
Emory B, Randolph and Chorus
Mother's Dear Old Chair (Genevieve Scott). Con-
tralto and Tenor, orch. accomp
Helen Clark and Harvey Hindemeyer
B. P. O. E. RECORDS,
Elks' Opening and Closing Odes
Knickerbocker Quartet
Elks' Initatory March and "Nearer My God to
Thee" Organ and Knickerbocker Quartet
Elks' Funeral Odes Knickerbocker Quartet
B. P. O. E. — Elks' Song Nat M. Wills
Elks' Minstrels '
LOYAL MOOSE RECORDS.
Loyal Order of Moose Opening and Memorial Odes
Male Quartet
Loyal Order of Moose Initatory Odes. .Male Quartet
Loyal Order of Moose Closing Ode Male Quartet
SPECIAL FOR CANADA.
Medley of French-Canadian Airs (J. Vezina) ....
Edison Concert Band
Size.
12
10
COLUMBIA GRAPOPHONE CO.
SYMPHONY SINGLE-DISC RECORDS.
No.
36860 The Low Back'd Car (Lover) Soprano Solo in
English with orch accomp
Margaret Woodrow Wilson
39267 Leezie Lindsay (Old Scotch Melody). Soprano
Solo in English with orch. accomp
Margaret Woodrow Wilson
39195 My Laddie (Thayer). Soprano Solo in English
with orch. accomp.. .Margaret Woodrow Wilson 10
SYMPHONY DISC RECORDS. '
By Bernice de Pasquali 12 inch records.
Double. Single
A5554 Lo, Here the Gentle Lark (Bishop). Soprano 36826
Solo in English with orch accomp
Carmen (Bizet) Michaela's Aria — "I Say to 3G911
the Dread that Assails Me." Soprano Solo
in English, with orch. accomp.
A5552 Magic Flute (Mozart). "In diesen heil'gen Hall-
en" (Within this sacred dwelling). Bass
Solo in German, with orch. accomp
Henri Scott 12
Ernani (Verdi). "Infelice e tuo credevi" (Un-
happy one, that I so trusted). Bass Solo in
Italian, with orch. accomp Henri Scott 12
A5550 Gnomenreigen (Liszt). Pianoforte Solo
Leopold Godowsky 12
Polonaise in A Flat (Chopin). Pianoforte Solo.
Leopold Godowsky 12
A5551 Nada (Mott). Tenor Solo, orch. accomp
Morgan Kingston 12
My Message (D'Hardelot) Tenor Solo, orch
accomp Morgan Kingston 12
BLUE-LABEL DOUBLE-DISC RECORD.
A151S Zigeunerweisen (Gypsy Air) (Sarasate). Vio-
lin Solo Jules Faik io
Madrigale (Simonetti). Violin Solo.. Jules Falk 10
DOUBLE-DISC RECORDS.
A1516 Cohen on the Telephone. Humorous sketch...
Joe Hayman 10
Happy Tho' Married. Humorous sketch
Fred Duprez 10
A1517 Music Store Echoes (Smith) .. Prince's Orchestra 10
The Ghost's Cabaret (Smith) .. Prince's Orchestra 10
A1522 Mona (Adams). Tenor Solo, orch. accomp
_ . . Harry McClaskey 10
Resignation (Caro Roma). Counter-Tenor Solo,
orch, accomp Frank Coombs 10
A1519 The Gypsy (Wottitz)
Berkes-Bela Gypsy Orchestra 10
Spoontime (H. Von Tilzer)
Berkes-Bela Gypsy Orchestra 10
A5553 Three Fishers Went Sailing (Hullan). Contralto
Solo, orch. accomp Carrie Herwin 12
Husheen (Needham). Contralto Solo, orch. ac-
comp Carrie Herwin 12
DANCE RECORDS UNDER SUPERVISION OF
G. HEPBURN WILSON.
A5549 Dengozo (Nazareth). Maxixe. .Prince's Band.. 12
All for the Girlies (Gilbert). One-Step
Prince's Band 12
A5556 You're Here and I'm Here (Kern). One-step.
Prince's Band. 12
Kissing Cup (Platzman). Waltz-Hesitation
Prince's Band 12
A5557 Camp Meeting Band (Gilbert and Muir). One-
step Prince's Band 12
You Can't Get Away From It (Schwartz). One-
step Prince's Band 12
A5555 Fascination (Smith). One-step. .Prince's Band 12
You and I (Langey). Waltz-Hesitation
Prince's Band 12
POPULAR SUCCESSES FOR JUNE.
A1523 Everybody Loves My Girl (Ayer). Orch. ac-
comp Peerless Quartet 10
If I Had Someone at Home Like You (Monaco.)
Soprano Solo, orch. accomp Elida Morris 10
A1521 In the Heart of the City That Has No Heart
(Daly). Tenor Solo, orch. accomp
Henry Burr 10
Why Don't You Tell Me You Love Me, When
You Know You Do? (Reed). Tenor Duet,
orch accomp A. Campbell and H. Burr 10
A1524 Do You Remember (Carroll). Tenor Solo, orch.
accomp Chas. W. Harrison. 10
That's a Real Moving Picture from Life (H.
Von Tilzer). Counter-Tenor Solo, orch ac-
comp Manuel Romain 10
A1525 Celebrating Day in Tennessee (Glogan). Bari-
tone and Tenor Duet, orch. accomp
Arthur Collins and Byron G. Harlan 10
Fle's a Devil in His Own Home Town (Berlin).
Baritone Solo, orch. accomp Ed. Morton 10
A1526 Smother Me with Kisses (Carroll). Soprano and
Tenor iJuet, orch. accomp
Ada Jones and Billy Watkins
I-Iands Off (H.-Von Tilzer). Tenor Solo, orch.
accomp Billy Watkins 10
VICTOR TALKING MACHINE CO.
No.
17559
Size.
'Pick
Hus-
35:181
TWO
17572
88459
88453
SS47S
88479
871SS
743S6
743S7
04423
Ha-Za-Za, from "Sari" includin
band" — One-step. (Kalman)
Victor Military Band
A Zut Alors (As You Please) — One-step (L. La
Mont) Victor Military Band
While They Were Dancing Around Medley —
One-step Victor Military Band
Crazy Bone Rag — One-step (C. L. Johnson) ....
United States Marine Band
Too Much Ginger — One step (Jos. M. Daly)
(Banjo, piano and drums) Vap Eps Trio
The Smiler Rag Medley — One-step (Percy
Wenrich) Van Eps Trio
In that Blue Ridge Vale of Love (Mohr)
Edna Brown-Tames F. Harrison
While the Rivers of Love Flow On (Geo. Graff,
Jr.-Ernest Ball) Wilfred Glenn
Hesitate Me AroundL Bill (Jerome-Franklin) ....
Collins and Harlan
Celebratin' Day in Tennessee (Brown-Glogau)
Collins and Harlan
Jewels of the Madonna — 1st Entr' acte (Inter-
mezzo between Acts I and II) (Wolf- Ferrari)
Victor Concert Orchestra
Danse macabre (Saint-Saens)
Vessella's Italian Band
TWO LATEST POPULAR HITS.
This is the Life (Irving Berlin) .... Billy Murray
Everybody Loves My Girl (Lew Brown-Nat D.
Ayer) Billy Watkins
TWO NEW MEDLEYS BY PIETRO.
This is the Life Medley (Irving Berlin) (Accor-
dion) Introducing "My Arverne Rose"
Pietro Deiro
Down in Chattanooga Medley (Irving Berlin)
(Accordeon) Introducing "Kiss Your Sailor
Boy Good-Bye' Pietro Deiro
TUNEFUL MUSICAL PRODUCTION NUMBERS
Love's Hesitation, from "The Beauty Shop"
(Maurice E. Marks-Chas. J. Gebest)
Edna Brown-James F. Harrison
Dream Girl o' Mine, from Chauncey Olcott's
new play "Shameen Dhu") (Cass Freeborn)..
Reed Miller
RED SEAL RECORDS.
By Caruso, Hempel, Duchene, Rothier, De Se-
gurola, with Metropolitan Opera Chorus, G.
Setti, director In Italian.
Masked Ball (Ballo in Maschera) (Quintetto, "£
scherzo, od e folia" — Your Prophecy Absurd!)
(Act I) (Verdi)
Les Rameaux (The Palms) (Jean Faure) In
French. Tenor solo Enrico Caruso
La Traviata — Parigi o cara (Far from Gay Paris)
(Act III) Soprano and Tenor Duet in Italian.
(Verdi) Lucrezia Bori-John McCormack
Gioconda — Suicidio! (Suicide Only Remains!)
(Act IV) Soprano Solo in Italian (Ponchielli)
Emmy Destinn
Angel's Serenade (Gaetano Braga) Tenor Solo,
with violin and piano accomp. In English
J. McCormack, F. Kreisler and V. O'Brien
I Hear You Calling Me (Charles Marshall) So-
prano Solo in English Lucrezia Bori
My Old Kentucky Home (Stephen Foster) (So-
paron Solo in English.) Alma Gluck
Indian Lament (Dvorak-Kreisler) Violin Solo,
piano by V. O'Brien) Fritz Kreisler
Come Where My Love Lies Dreaming (Stephen
C. Foster) Tenor Solo with Male Chorus in
Lnglish John McCormack
10
10
10
10
12
12
12
12
12
10
1:?
12
10
INCORPORATED.
The New England Imperial Phonograph Co.,
Portland, Me., has been incorporated with capital
stock of $150,000 for the purpose of manufacturing
and dealing in phonographs, records, etc. H.
Knowlton, of Portland, is secretary and treasurer.
A most notable testimonial to the merits of the
Grafonola was received last week by the Columbia
Graphophone Co. from Anna Pavlowa, the famous
Russian dancer, whose tour in this country has
been a continual chain of triumphs. From co.ast
to coast Mile. Pavlowa has been the subject of
the most enthusiastic praise from well-known
critics and artists, and her interpretations of
numerous beautiful dances have been commended
even through the medium of editorial articles in
the country's leading newspapers. Her excep-
tional grace and charm have given a prestige to the
terpsichorean art that has made her internationally
famous.
Mile. Pavlowa's praise of the Columbia Grafo-
rvllle. Anna Pavlowa, the Famous Danseuse.
nola and Columbia records, dance selections in par-
ticular, is embodied in the following interesting let-
ter written under date of April 20:
"Since I have been in your country I have been
amazed to see the popularity of the talking ma-
chine record when used with the dance. This so
excited my curiosity that I have made it a great
study and think it is due you to. say that Columbia
instruments and Columbia dance records over all
others have my unqualified endorsement.
"I used your Grafonola and dance records in
my rehearsals with complete satisfaction, and find
your dance records truly represent the very spirit
of the dance. Their tempo, rhythm, clarity and
musical qualities simply charm me. I am con-
vinced that all who dance can get great satisfaction
from the use of your Grafonola and records. Sin-
cerely yours, (Signed) Anna Pavlowa."
EMPHASIZED VICTOR COOPERATION.
In sending out its usual monthly batch of news-
paper advertisements the Victor Co. called atten-
tion to the article published in the Philadelphia
Ledger so.me time since, wherein the consistency
of Victor advertising was described in detail. The
company suggests that Victor dealers should take
advantage of the co-operation offered them by the
use of these regular Victor advertisements.
WEBSTER'S
NEW
INTERNATIONAL
DICTIONARY
THE MEKRIAM WEBSTER?
BECAUSE it is the on/y new unabridged die- |
tionary in many years. BECAUSE it defines
over 400,000 Words. 2J00 Pages. 6000 Illustra-
Hons. BECAUSE it is the only dictionary with
the new divided page. BECAUSE be who
knows Wins Success. Let us tell you about L
this new work, WRITE for specimens of I
the new divided page, full particulars, etc f
I G.&C. MERRIAM CO., Springfield, Mass. m
I Mention this paper, receive FREE, set of Pocket Maps §j|
THE TALKING MACHINE WORLD.
$(f> d> d> (j> (j> (j> {j>
w w w w w w w
til)
$<Bi tit
# mP
READ your trade paper! Get The
Talking Machine World regu-
larly— It is worth many times to
you its annual cost.
There is but one talking machine
paper covering this entire industry, and it
is admitted by all that it is of great aid to
the dealers in every part of this country.
New economic conditions make cer-
tain knowledge necessary on the part of
merchants, and in every issue of The
World there is contained educational mat-
ter, instructive service, business news and
technical articles which are worth many
times the cost of the paper.
Thousands have been benefited by
the business articles which appear in The
World, and every talking machine dealer
should receive it regularly.
The only way to do that is to pay for
it, and the cost is trifling — a little over
eight cents a month, and for that small
sum The World, with all its mine of infor-
mation, is at your service.
If you do not receive the paper regularly, just
put your dollar in an envelope and address it to the
office of the publication, and you will say that it is
the best investment that you have ever made.
Do not delay but send on your dollar now.
Recollect that your competitor is getting The
World — getting it regularly, and in it he is securing
some valuable pointers — information which places
you at a disadvantage if you do not read the paper.
Do not overlook such a valuable contributing
factor to your business success.
EDWARD LYMAN BILL
PUBLISHER
373 Fourth Avenue, New York C
THE TALKING MACHINE WOK LI).
"Tell him what he
wants to hear"—
"Sell him what he
wants to buy"
These two basic selling rules
were old when the world
was young. You use them
with the utmost freedom in
selling the full Edison Line
because of its tremendous
variety of talking points.
No matter what your cus-
tomer's tastes, you can
always find some Edison
superiority he's been wanting
to hear about and so you
can always sell him what
he wants to buy.
MOIL*
INCORPORATED
Edison Disc
and Cylinder
Phonographs
59 Lakeside Ave., ORANGE, N. J.
VOL. X. No. 6.
SINGLE COPIES, 10 CENTS
PER YEAR. ONE DOUAJl
Published Each Month by Edward Lyman Bill at 373 Fourth Avenue, New York, June 15, 1914
Victor-Victrolaflj XVI, $200
Wtm!-'- Mahogany or quartered oak
The instrument by which the value of
all musical instruments is measured
Entered as second-class matter May 2, 1905, at the poet office at New York, N. V., under the act of Congress of March t, 187ft,
THE TALKING MACHINE WORLD.
Leading Jobbers of TalKing Machines in America
VICTOR JOBBERS Exclusively
What you want always in stock
400 Fifth Avenue
27 W. 34th Street
563 Fifth Avenue
153 W. 42d Street
New York
1856
TIER-
1914
VICTOR
DISTRIBUTERS
VICTORS EXCLUSIVELY
We make a specialty of getting the order
out on time — every time.
The Rudolph Wurlitzer Co.
CINCINNATI and CHICAGO
Tm points of supply; order from the Hearer.
CHASE & WEST 0Esrr
Machines
Records
Cabinets
Victor
Everything
in stock all
the time.
WHOLESALE TO IOWA TRADE
Soul us your name and address and we will mail you
postpaid complete illustrated catalogues, giving detailed
information concerning all Victor products. Showing the
various styles oi Victor Machines, list oi all Victor Records,
the entire line ol Victor Cabinets, Repair Parts and all Ac-
Dealers, let us help you build a Victor business.
PEBBY B. WHITSIT L. M. WBLLER
PERRY B. WHITSIT CO.,
SIS South High Street, Columbian, Ohio.
■dlsea IftnOrnO Vletor Talking
Phonograph* .lllnllr Hit Maohlnos
and Records UUUUL1IU a„d Record.
OLIVER
DITSON
COMPANY
BOSTON
Large** VICTOR Talking
Mac bin. Distributon East
of Chicago.
Craters af "IV Fastest Victor
Service." Let as Ml yam mm
asset m service.
W. J. DYER & BRO.
Saint Paul, Minn.
VECTOR & EDISON
Distributors
Quick Service for all point* in the North-
wot. Machines, Records, Supplies.
VICTOR DEALERS
TRY US FIRST
Wo carry tho Laraest Stock of VICTS.OLAS, REC-
ORDS an* CABINET £ of any Distributor la the
Sosjth.
TOE COSJLEY COMPANY, RktaM&d, Va.
Where Dealers May Secure
COLUMBIA
Product
Ready, Full Stocks, and Prompt Deliveries
from Convenient Shipping Centers all
over the United States.
Distributors
Atlanta, (ia., Columbia Graphophone Co., 133
Peachtree St.
Baltimore, Did,, Columbia Graphophone Co., 305-
301 North Howard St.
Birmingham, Ala., Columbia Graphophone Co.,
Third Ave.
Boston, Man., Columbia Graphophone Co., 174
Tremont St.
Buffalo, IV. V., Columbia Graphophone Co., 822
Main St.
Cliicsiyo' 111., Columbia Graphophone Co., 14 N.
Michigan Avo.
Cincinnati, O., Columbia Graphophone Co., 117-
119 W. Fourth Ave,
Cleveland, O., Columbia Graphophone Co., 1375
Euclid Ave.
Dallas. Tex., Southwestern Talking Machine Co.,
HO.}' Main St.
Denver, Colo., Colombia Stores Co., 505-607 Six-
teen th St.
Detroit, Alien., Columbia Graphophone Co., 114
Broadway.
El I'aso, Tex., Southwestern Talking Machine Co.,
Stanton ami Te*as Sts.
Hartford, Conn., Columblrt Graphophone Co., 719
Main St.
Indianapolia, lnd., Columbia Graphophone Co.,
27 N. Pennsylvania St.
Kansas City, Mo., Columbia Graphophone Co.,
llli! Grand Ave.
Lincoln, Nebr., The Grafonols Company, 103°
0 St.
Livingston, Mont., Scheuber Drug Co.
Los Angeles, Cal., Columbia Graphophone Co.,
420-422 S. Broadway.
Louisville, Ky., Columbia Graphophone Co., 425
South Fourth St.
Milwaukee, Wis., Albert G. Kunde. 516 Grand
A ve.
Minneapolis, Minn., Columbia Graphophone Co.,
424 Nicollet Ave.
New Haven, Conn., Columbia Graphophone Co.,
25 Church St.
New Orleans, La., Columbia Graphophone Co.,
933 Canal St.
New York City, Columbia Graphophone Co., 89
Chambers St.
Philadelphia, Pa., Pennsylvania Talking leach.
Co.. 1109 Chestnut St.
Pittsburgh, Pa., Columbia Graphophone Co., 810
Bessemer Building,,
Portland, Me., Columbia Graphophone Co., 500
Congresa St.
Portland, Ore., Columbia Graphophone Co., 871
Washington St.; Ellers Music House.
Providence, R. I., Columbia Graphophone Co.,
119 Westminster St.
Rochester, NT. Y., The Grafouola Company, 23
Clinton Ave., Pouth..
Sacramento, Cal., Kirk, Geary Sc Co.
Salt Lake City, Utah, Daynes-Beebe Music Co.,
45 Main St.
San Francisco, Cal., Columbia Graphophone Co.,
334 Sutter St.
Seattle, Wash., Columbia Graphophone Co., 1SU
First Ave.; Ellers Music House, 3d and Unlver-
Bity Sts.
Spokane, Wash., Columbia Graphophone Co., 818
Spragne Ave.
Springfield, Mass., Columbia Graphophone Co.,
174 Worthington St.
St. Louis, Mo., Columbia Graphophone Co., 1008
Olive St.
St. Paul, Minn., Columbia Graphophone Co., 17
East Sixth St.
Tampa, Fla., Tampa Hardware Co.
Terre Haute, lnd., 540 Wabash Ave.
Toledo, O., Columbia Graphophone Co., 229 Supe-
rior St.
Washington, D. C. Columbia Graphophone Co..
1210 G St., N. W.
DEALERS WANTED — Exclusive selling rights
given where we are not actively represented.
Write for particulars to the Columbia Graphophone
Co., Wholesale Department, Woolmorth Building.
New York.
Headquarters for Canada:
Columbia Graphophone Co., 363-5-7 Sorauren Ave.
Toronto, Ont.
SANGER BROTHERS
Dallas, Texas
VICTOR
Distributers
"We ship the same day."
Southern Victor Dealers
Largest Stock VICTROLAS and RECORDS.
Prompt Shipment ana" Lore Freight Rates.
WALTER D. MOSES & CO.
Oldest Music House in Virginia or North Carolina.
RICHMOND, VA.
Edison Phonograph Distributors
for the SOUTHWEST
Ail Foreign Records in Stock
Houston Phonograph Co, "SgZ?"
NEW ENGLAND
JOBBING HEADQUARTERS
EDISON AND VICTOR
MsxchlriM. Rsjeords svnet Supplies.
THE EASTERN TALKING MACHINE CO.
177 Treme.nl Street BOSTON, MASS.
PACIFIC COAST
Victor Talking Machines
Sherman, Clay & Co.
STEIN WAY PIANOS-LYON & HEALY
"OWN MAKE" BAND INSTRUMENTS
Saa
Oaklaaa
J
The Chicago
Edison Jobber
The perfection of Musical
Instruments — THE EDISON
diamond disc PHONOGRAPH
—with EDISON double disc
records.
THE PERFECTION OF
SERVICE— Our Service.
The Perfection of adver-
tising for the dealer — Our
plan.
The Phonograph Company
229 So. Wabash Ave. CHICAGO
Every Jobber in this country should be represented in
this department. The cost is slight and the advantage is
great. Be sure and have your card in the July List.
1 he 1 alking Machine World
Vol. 10. No. 6. New York, June 15, 1914.
ALL READY FOR BIG CONVENTION AT ATLANTIC CITY.
Officers of National Association of Talking Machine Jobbers Have Perfected Plans for Big
Gathering to Be Held at the Hotel Chalfonte, Atlantic City, on July 6, 7 and 8 —
Indications Point to a Large Attendance — Arrangements Committee Working Hard.
Plans have ail been completed for the big an-
nual convention of the National Association of
Talking Machine Jobbers to be held at the Hotel
Chalfonte at Atlantic City on July 6, 7 and 8, and
the only thing now lacking is the enthusiastic
crowd of association members. The present pros-
pects are that the Convention will be the best
attended and most successful ever held under the
auspices of the association, and the committee in
charge of the arrangeemnts, of which L. C. Wis-
well is chairman, has spared no pains to lay out
a program that will make every moment inter-
esting.
In addition to a number of talks and discus-
sions of a strictly business nature, but of great
importance to the jobbers, and which will take
up most of the time in the regular session, the
matter of pleasure has also received due atten-
tion. The entertainment under this head will be
automobile rides for the ladies, lunches, dances,
cabarets and a big banquet on Tuesday evening,
July 7.
The indications are that the banquet will be a
record-breaker on the point of pure joyousness,
for it will be held at Barney's Hotel, one of the
most popular places in Atlantic City, and the ex-
cellent menu will be supplemented by an enter-
tainment provided by the regular hotel orchestra
and force of cabaret artists. One of the principal
speakers in addition to the prominent members
of the trade will be the Hon. Walter I. McCoy,
Congressman of the Ninth District of New Jersey,
who will address the jobbers on the subject of
"Unfair Competitions."
On Monday night, after the strenuous day of
association work, the members and their lady folk
will adjourn to Barney's, where a balcony has
been reserved for the party.
The officers of the association and the various
committees have worked hard to insure a record-
breaking attendance at the meeting. Postcards
and letters galore have been sent to members to
preclude any possibility of thoir forgetting the
Atlantic City session. One of the reminders is in
the form of a shipping tag, on the back of which
appears the words, "Tie this string on the middle
finger of your left hand so you won't forget the
date of the big show. Selah!"
In his efforts to insure a big attendance, Chair-
man Wiswell, of the Arrangement Committee,
even lapsed into verse, and was responsible for
the following effusion in one of his letters to asso-
ciation members :
GOOD RECORD TURNS TRAITOR.
Old Couple Shocked When Sacred Record Pro-
duced Air of Popular Song — A Joke That
Worked to Perfection — Has a Happy Ending.
The World of Records, the bright little magazine
issued every month by the London organization of
the Columbia Graphophone Co., tells the following-
good story :
"An elderly friend of mine once won a grapho-
phone in a competition. One record only accom-
panied the instrument, a sacred piece, which was
played over and over again, to the great delight of
the old gentleman and his wife. Their knowledge
of graphophones was very limited and they had no
idea that records of other songs could be bought
and played by the instrument. Getting to know
this, I thought I would have some fun with the old
couple. Having some records of the right size, I
called on my 'victims' one evening and managed to
substitute 'Salvation Nell' for their sacred tune
record. Out came the instrument in due course,
BE A BOOSTER.
"Be a Booster, friend of mine,
It cannot do you harm;
'Twill give you prestige every time
To tell where you are from.
Don't be ashamed of what you do,
Speak out and let them see;
That you're a Booster thru and thru,
And a Booster you will be.
For the meeting place, Atlantic City face,
July, the merry time
We're going to make that Boardwalk shake,
With song and jolly rhyme.
It's up to you, it's up to me,
To Boost along the game;
Just be on hand and then you'll sec
All troubles put to shame.
Get in line, say you'll go,
Let the other fellow see,
That you are ready now to show
What the Association ought to be."
Benj. Switky, chairman of the Reception Com-
mittee, not to be outdone, took "The Eighth An-
nual Convention" as the subject, and developed
ihe following bit of verse, in which will be
noticed that the first letters of each line taken
together have a meaning all their own :
DEAR FELLOW-JOBBER, ATTENTION I
THE EIGHTH ANNUAL CONVENTION,
Hotel Chalfonte, Atlantic City, N. J.,
Expects your presence without fail.
Every Jobber should attend
In the interest of his business.
Go to Atlantic City, July 6, 7, and 8.
Hear, see and profit.
There will be lots to learn.
Have a jolly time incidentally.
And bring your wife and friends along.
No money was ever spent more wisely.
Never was time put to better account.
Urge your fellow-Jobber to attend.
All should work for the welfare of the Association.
Let's make this Convention a howling success!
Compare noi.es with fellow-members.
Opinions are wanted regarding certain policies. '
New ideas will be proposed and discussed.
Victor record shortage will be explained — satisfactorily.
Everything of interest and profit will be reviewed.
No Jobber can afford to stay away.
The Victor Co. has some thing to show you.
Important announcements will be made.
Organized action begets results.
Notify Chairman Wiswell that you're coming.
This is going to be a wonderful convention !
Everybody says so. Atlantic City is the favorite
resort of the jobbers, and they will prove their
interest in both the resort and the association by
arriving there in large numbers.
and I think I never saw such a look of blank
amazement as was pictured on the faces of that
couple as their graphophone gurgled out the words
of that song. They were as mystified as a pre-
historic man might have been in similar circum-
stances. Before I went home I contrived to re-
place the original record, and until I took pity on
them and explained how it happened, some weeks
later, the pair were quite unable to account for that
sad lapse of their strictly moral and religious
graphophone."
RECORD DISPLAY STAND.
The Chambers street headquarters of the Colum-
bia Co. sent to local dealers this week a record dis-
play stand that embodies a number of distinctive
features which are making it very popular with
the trade. The stand is very attractive in its de-
sign and a complete service of new record strips,
together with the stand, is furnished the dealers at
a cost of seventy-five cents per month for a period
of six months.
Price Ten Cents
DOLBEER GOESJVITH VICTOR CO.
Popular Talking Machine Man Joins Victor
Organization, Succeeding Oliver Jones, Who
Resigns to Enter the Real Estate Business.
(Special to The Talking Machine World.)
Camden, N. J., June 10.— Louis F. Geissler,
general manager of the Victor Talking Machine
Co., issued the attached announcement to-day :
"It is with much pleasure that we announce to
the many business friends of R K. Dolbeer,
his affiliation with this company in the capacity
of credit manager and for such other duties as
his long experience in the talking machine trade
has so eminently fitted him.
"Mr. Dolbeer will assume his duties with us on
July 1, and we feel sure that his personal friends
and ours will extend to him an unusually warm
welcome to the Victor fold."
Frank K. Dolbeer, who recently resigned from
his position as sales manager of Thomas A.
Edison, Inc., to engage in the jobbing business in
New York, is one of the most popular men in the
trade, and has an intimate acquaintance with the
talking machine jobbers and dealers throughout
the country, all of whom entertain the warmest
personal and business regard for him.
This new move will come somewhat in the
nature of a surprise to his many friends through-
out the trade, and he is assured of a warm wel-
come from Victor representatives everywhere.
Mr. Dolbeer will not begin his connection with
the Victor Co. until the first of July, and he is at
present taking several weeks' vacation at the Thou-
sand Islands.
Oliver Jones, who has been connected with
the Victor Co. ever since its formation, and whom
Mr. Dolbeer succeeds, has resigned in order to
enter the real estate field in Atlantic City and
Philadelphia, where he has considerable holdings.
ARE THERE IDEAL DAYS ?
The Advantage of Present Hustle — Many Sales-
men Quick to Lay Down at Complaints.
The man that comes back a little stronger for
every obstacle he encounters gets there just the
same.
Good times in any locality are when everybody is
feeling good and full of push. If there is any com-
plaining in a certain section 80 per cent, of the
salesmen, that is those with a weak spine, lay
down.
Generally speaking, there is just as much busi-
ness done in that locality as there was the year
before, and the other 20 per cent, of the men that
cannot be run out have a good deal better chance
for business than they had before.
The business man gets to feeling that business is
bad sometimes when there is only as much doing
as there was in the year previous. He may be doing
just as much business as he did the year before, and
is just as well off. The only difference is in his
condition of mind.
Of course, every business man likes to see busi-
ness increase, but if it does not increase it is be-
cause he is waiting for something to turn up and
does not go out and turn it up himself.
Everybody has his own troubles and succeeds in
spite of them, or fails because his power of re-
sistance is weak.
As a rule the man that glories in obstacles gets
the most happiness out of business.
THE PORTER PHONETOSCOPE CO.
(Special to The Talking Machine World.)
Dover, Del., June 8. — The Porter Phoneto-
scope Co. filed a certificate of incorporation this
week with the Secretary of State to manufacture
phonetic apparatus for talking, singing and moving
pictures. The capital is mentioned as $1,500,000
and the incorporators as F. R. Hansell, Philadel-
phia, Pa. ; George H. B. Martin and S. C. Seymour,
Camden, N. J.
4
THE TALKING MACHINE WORLD.
DEALERS AFTER SUMMER TRADE ON PACIFIC COAST.
Cheaper Grades of Portable Machines Being Advertised for Use at Cottages and Camps
Various Houses Carrying Out Improvements in Their Quarters — Good Reports from
the Interior — New Manager in Seattle — Talker Music for Convicts.
' Special to The Talking Machine World.)
San Francisco, Cal., June 6.— Emphasis is now
being placed on the cheaper machines suitable for
summer cottage and camp use, and considerable
business has been done on this class of talking ma-
chines in the past two weeks, with indications that
the demand will increase as the warm weather sets
in and schools close, which marks the opening of
the vacation period proper. The demand, however,
is not confined to the cheaper products, as May
generally was a very good month. All prices of
machines had a normal call, and record business
was thoroughly satisfactory, considering the gen-
eral level of business in other lines. Some man-
agers report a larger volume of business for May
than April, and no complaints were registered in
April. No falling off is noted as yet in the de-
mand for dance records and none is anticipated by
the local trade for some time to come. The ten-
dency among talking machine interests of this city
to seek more desirable locations and provide in-
creased facilities is very good evidence that the
trade is in a healthy condition.
P. H. Beck & Co. Plan Improvements.
P. H. Beck & Co., who operate the department
on the mezzanine floor of the Kohler & Chase
building, are the latest concern to signify intention
of making improvements this summer. They are
negotiating for additional space in the building ad-
joining, which will give them practically double the
floor space now available. Mr. Beck has felt the
need of larger quarters for several months and will
begin the remodeling of the department as soon as
possible. He plans to install seven demonstration
rooms in the new space, which will be connected
with the present quarters by an archway. He says
May business in his department showed a gain over
April.
Work on New Babson Bros.' Store.
Alterations started two weeks ago at the store,
235 Geary street, upon which Babson Bros, secured
a lease a short time ago, and work is progressing
nicely. The plans call for the installation of a new
front and a general renovation of the interior, in-
cluding the installation of several sound-proof dem-
onstration rooms and a recital hall. Upon moving
to the new quarters the firm name will be
changed to the Phonograph Co. of San Francisco,
which is a newly formed local corporation organ-
ized to take over the business. J. S. Baley will con-
tinue as manager, and Edison products will be
handled exclusively at the new establishment the
same as heretofore.
W. S. Gray Spends Much Time on Road.
W. S. Gray, Coast manager of the Columbia
Graphophone Co., has not been at headquarters
much the past month. A few days after his return
from the Northwest he left for Modesto, Cal., to
attend the formal opening of the new Columbia
department installed by the Weil Furniture Co., of
that city. While in that vicinity he called on the
trade in the neighboring towns and later in the
month made a trip up into Sonoma County, with
Santa Rosa as his objective point, the principal ob-
ject of his visit being to attend the formal opening
of a new Columbia department by the Santa Rosa
Furniture Co. Both the Weil Co. and the
Santa Rosa concern have arranged to devote par-
ticular attention to their new departments. They
have fitted up well-appointed quarters and have
started with complete stocks of machines and rec-
ords. Mr. Gray says the country looks fine all
along the line and that dealers are in very good
spirits over the outlook for fall business.
Columbia Business Keeps Up Well.
F. R. Anglemier, wholesale manager at the local
Columbia warerooms, says business in both ma-
chines and records kept up in good shape the past
month.
"Talker" Man on Long Auto Trip.
Charles Moran, manager of the talking machine
and small goods departments of the Hauschildt
Music Co., accompanied Henry Hauschildt, head of
the firm, and family on an eight-day motor trip up
to Lakeport, Mendocino County, the latter part of
May.
Frank and C'arence Anrys in the East.
Clarence Anrys, of the Wiley B. Allen Co.'s talk-
ing machine department, left for the East on May
20 with his father, Frank Anrys, general manager
of the Allen Co. They planned to be gone for five
or six weeks, visiting various factories whose lines
are handled by the company, including a visit to the
factory of the Victor Talking Machine Co.
Retail Victor Business Grows.
Andrew G. McCarthy, treasurer of Sherman,
Clay & Co., says their retail Victor Victrola busi-
ness for May this year showed a gain over the cor-
responding month of last year, while the wholesale
department held its own very well also.
New Manager in Seattle.
The Kohler & Chase talking machine department
in Seattle, Wash., is now under the management of
Andrew Love, who was formerly with the Colum-
bia Graphophone Co. in that city, succeeding Mr.
Dawley, who resigned a short time ago.
Columbia Leader Machines Popular.
A. A. Schell, manager of the Emporium music
department, has just returned from a combined
business and pleasure trip to Portland, Ore. He
says business is keeping up in fine shape in the
talking machine section, where the demand runs
strongly to Columbia "Leader" machines. Many
people were attracted to the department one day
last week when a special recital of Margaret Wood-
row Wilson's records was given.
Talking Machine Music in Jail.
An innovation has been introduced at the
Alameda County jail by Sheriff Frank Barnet in the
way of providing music during the social half hour
from 4 to 4.30 each afternoon. For this purpose he
has had a phonograph placed in the main corridor
of the jail and has donated 100 records to start
with, promising to buy more from time to time as
requests are made. The entire expense of the ma-
chine and records was borne by the Sheriff, who,
stated upon making the purchase that he believed
that the innovation would not only give pleasure to
those serving sentence, but would serve as an aid
in discipline.
Trade Shift at Long Beach.
The stock of talking machines, small goods, etc.,
of the Mason Music Co., of Long Beach, Cal., has
been purchased by the Carlton Music Co., of that
city. The Carlton Co. already had the selling
agency for the Columbia Grafonola line, and by
buying out the Mason Co. secured the agencies
for the Victor and Edison lines. The son of Mr.
Mason, of the retiring company, who was associ-
ated with his father in the business, has accepted a
position with the Carlton Co.
IN NEW QUARTERS JUNE 1.
Ray Bros., who have built up a large talking
machine business in Louisville, Ky., moved on
June 1 from their old store at 308 West Jefferson
street, to the new Paul Jones Building on Fourth
street, where they have spacious quarters with
a full equipment of sound-proof booths. The
officers of the company are: C. A. Ray, Jr., presi-
dent; L. J. Ray, secretary; H. G. Ray, treasurer.
TAKES ON TALKING MACHINES.
(Special to The Talking Machine World.)
Anaheim, Cal., June 6. — The Graham Furniture
Co., one of the largest and finest furniture houses
in this part of the country, located in this city, has
just taken on the agency for the Edison disc pho-
nograph. Albert Graham, who owns and conducts
the enterprise, will take a strong personal interest
in the new department.
Many a man who is credited with being wise
enough to keep silent, is really growing deaf — but
won't acknowledge it.
The Success of Your Talking Machine Department
Is to a large extent dependent upon the service your distributor gives you.
This admitted makes it important that you secure the best service obtainable.
AND THAT IS EASTERN SERVICE
To use it is to swear By it not At it.
May we not have the opportunity to convince you that our service is exceptional?
EASTERN TALKING MACHINE COMPANY
177 TREMONT STREET, BOSTON, MASS.
EDISON
FOR NINETEEN YEARS TALKING MACHINES EXCLUSIVELY
VICTOR
THE TALKING MACHINE WORL73.
5
Victrola IV, $15
Oak
Victor- Victrola XIV, $150
Mahogany or oak
Victrola VIII, $40
Oak
Victrola XVI, $200
Mahogany or oak
Look in the magazines and newspapers and publications
of every kind; look in the stores of prosperous music dealers;
look in the homes of wealth and refinement — everywhere the
Victrola.
Its success is the greatest ever achieved by any musical
instrument — and the success of the Victrola is the success of
music dealers everywhere.
Victor Talking Machine Co., Camden, N. J., U. S. A.
Berliner Gramophone Co., Montreal. Canadian Distributors
Always use Victor Machines with Victor Records and Victor Needles —
the combination. There is no other way to get the unequaled Victor tone
Albany, N. Y. Finch & Hahn.
Altoona, Pa W. F. Frederick Piano Co.
Atlanta, Ga Elyea-Austell Co.
Phillips & Crew Co.
Austin, Tex The Talking Machine Co., of
Texas.
Baltimore, Md Cohen & Hughes, Inci
E. F. Droop & Sons Co.
H. R. Eisenbrandt Sons.
Bangor, Me Andrews Music House Co.
Birmingham, Ala Talking Machine Co.
Boston, Mass Oliver Ditson Co.
The Eastern Talking Machine
Co.
M. Steinert & Sons Co.
Brooklyn, N. Y . .American Talking Machine Co.
Buffalo, N. Y W. D. Andrews.
Neal, Clark & Neal Co.
Burlington, Vt American Phonograph Co.
Butte, Mont Orton Brothers.
Chicago, III Lyon & Healy.
The Talking Machine Co.
The Rudolph Wurlitzer Co.
Cincinnati, O The Rudolph Wurlitzer Co.
Cleveland, O The W. H. Buescher & Sons Co.
The Collister & Sayle Co.
The Eclipse Musical Co.
Columbus, O Perry B. Whitsit Co.
Dallas, Tex Sanger Bros.
Denver, Colo The Hext Music Co.
The Knight-Campbell Music Co.
Des Moines, la Chase & West Talking Mach. Co
Mickel Bros Co.
Victor Distributors==
Detroit, Mich Grinnell Bros.
Elmlra, N. Y Elmira Arms Co.
El Paso, Tex W. G. Walz Co.
Galveston, Tex Thos. Goggan & Bros.
Honolulu, T. H Bergstrom Music Co., Ltd.
Indianapolis, Ind Stewart Talking Machine Co.
Jacksonville, Fla Florida Talking Machine Co.
Kansas City, Mo J. W. Jenkins Sons Music Co.
Schmelzer Arms Co.
Lincoln, Neb Ross P. Curtice Co.
Little Rock, Ark O. K. Houck Piano Co.
Los Angeles, Cal Sherman, Clay & Co.
Louisville, Ky Montenegro-Riehm Music Co.
Memphis, Tenn O. K. Houck Piano Co.
Milwaukee, Wis Wisconsin Talking Machine Co.
Mobile, Ala Wm. H. Reynolds.
Montreal, Can Berliner Gramophone Co., Ltd.
Nashville, Tenn O. K. Houck Piano Co.
Newark, N. J Price Talking Machine Co.
New Haven, Conn. .. .Henry Horton.
New Orleans, La Philip Werlein, Ltd.
New York, N. Y Blackman Talking Machine Co.
Sol. Bloom, Inc.
Emanuel Blout.
C. Bruno & Son, Inc.
I. Davega, Jr., Inc.
S. B. Davega Co.
Chas. H. Ditson & Co.
Landay Brothers, Inc.
New York Talking Machine Co.
Silas E. Pearsall Co.
Benj. Switky.
Omaha, Neb Nebraska Cycle Co.
Peoria, III Putnam-Page Co., Inc.
Philadelphia, Pa Louis Buehn.
C. J. Heppe & Son.
Penn Phonograph Co., Inc.
The Talking Machine Co.
H. A. Weymann & Son, Inc.
Pittsburgh, Pa C. C. Mellor Co., Ltd.
Standard Talking Machine Co.
Portland, Me Cressey & Allen, Inc.
Portland, Ore Sherman, Clav & Co.
Richmond, Va. The Corley Co., Inc.
W. D. Moses & Co.
Rochester, N. Y E. J. Chapman.
The Talking Machine Co.
Salt Lake City, UtahConsolidated Music Co.
San Antonio, Tex.... Thos. Goggan & Bros.
San Francisco, Cal .... Sherman, Clay & Co.
Savannah, Ga Phillips & Crew Co.
Seattle, Wash Sherman, Clay & Co.
Sioux Falls, S. D. ... Talking Machine Exchange.
Spokane, Wash Sherman, Clay & Co.
St. Louis, Mo The Aeolian Company of Mo.
Koerber-Brenner Music Co.
St. Paul, Minn W. J. Dyer & Bro.
Syracuse, N. Y W. D. Andrews Co.
Toledo, O The Whitney & Currier Co.
Washington, D. C... Robert C. Rogers Co.
E. F. Droop & Sons.
6
THE TALKING MACHINE WORLD.
OUR DISC RECORD ALBUMS
ARE THE BEST FOR VICTOR, COLUMBIA
AND ALL OTHER TALKING MACHINES
THE ONLY CONVENIENT AND SAFE WAY TO PROTECT DISC RECORDS
These Record Albums will Pay for Themselves in a Short Time by Preserving Records.
When Full the Albums are Flat and Even Like Books. They will Fit in a Library
Cabinet or Book Case, or They will Lie Flat on One Another.
For Durability, Artistic
Design and Finish, our
Albums have no equal.
They are made in the
most substantial manner
by skilled workman, and
are first-class in every
particular. We sell them
at very low prices to
meet competition.
DISC RECORD ALBUMS
ARE WHAT EVERY
Talking Machine Owner
MUST NOW HAVE
With the index they
make a complete system
for filing away all disc
Records, and can be add-
ed to, Album by Album,
as Records accumulate,
like books in a library.
Write for sample and prices of our Albums, which are superior to all others.
Address NATIONAL PUBLISHING CO., 235 South American St., Philadelphia, Pa.
THE EDISON SHOP IN ST. PAUL
To Be Opened by Laurence H. Lucker on
July 1 — Mr. and Mrs. Matheis on Auto Tour
— Columbia Products with Golden Rule
Store — Dance Instruction Records Much in
Vogue — News of Month.
(Special to The Talking Machine World.)
Minneapolis and St. Paul, June 8— St. Paul
will have a new talking machine palace about July
1 under the management of Laurence H. Lucker.
It will be called the Edison Shop and will be
located in the center of the best business district.
Mr. Lucker says that he purposes to make this
the finest retail phonograph store in the Northwest
and will work hard for the retail trade in that city.
It will have no connection with the Minnesota
Phonograph Co. at 58 East Seventh street, St.
Paul, which is controlled by Mr. Lucker's brother.
Speaking of the May business, Mr. Lucker said
that the volume both in the wholesale and retail
departments exceeded that of May, 1913, by 100
per cent. The indications are that the demand for
Edison's instruments and records not only will
continue but will greatly increase. A carload of
$80 disc machines, received June 2, is disappearing
like mist before the sun.
Mr. and Mrs. Archie Matheis, of the Talking
Machine Co., Minnesota, are planning an auto-
mobile tour from Minneapolis to the Victor works
at Camden, N. J. They will leave about June 25
and are to be gone five or six weeks, camping
out every night. They will tour through Iowa,
Illinois, will make a short stop near Columbus, O.,
at Mrs. Matheis' former home and will then pro-
ceed east. A sleeping tent and a full camping out-
fit will complete their caravan. Mr. Matheis states
that he has had great success of late with the new
Victrola No. 11, which seems to fill a general de-
mand, in Minneapolis at least. May business was
beyond all expectations and June is likely to show
equally large returns, as the annual migration from
town to the lakes is stimulating the demand for
machines, but particularly for records.
The new dance instruction records issued by the
Columbia Co. are making a most decided hit in St.
Paul and Minneapolis. With a set of these records
any of the modern dances can be learned without
a teacher, and that in short order, while the dance
music selections are the best in their class. These
records are being featured in all the Columbia
publicity work campaigns in the Twin Cities and
are expected to make a wide appeal to cottagers
and campers at summer resorts of the Northwest.
C. P. Herdman, manager of the Columbia St.
Paul store, will leave soon on a two weeks' vaca-
tion, which he will spend among friends and rela-
tives in Cincinnati.
A rather unique advertising feature is being in-
troduced by the Minneapolis Brewing Co., which,
in order to advertise its new brew, "Zumalweiss,"
is giving away free talking machine records of a
song in which the name of the new brew appears.
The Golden Rule department store, in its new
building in St. Paul, which covers almost an entire
block, will put in a full line of Columbia instru-
ments and records in its talking machine depart-
ment. It now handles only the Victor line.
"CANNED" TRAVEL TALKS NEW IDEA.
Hamburg-American Line Introduces Records
Reproducing Lectures by Noted World
Travelers Big Library Being Prepared.
WIN IN COLLECTING CONTEST.
Employes of the Branch of the Columbia
Graphophone Co., in Washington, D. C,
Prove the Victors and Are Entertained at
Dinnei Some of Those Present.
(Special to The Talking Machine World.)
Washington, D. C, June 6. — Employes of the
Columbia Graphophone Co. were tendered a ban-
quet recently in celebration of the victory of the
Washington office force in winning first prize in an
account collecting contest, conducted by the main
office. Those present included Harry C. Grove,
local manager ; William T. Graves, Howard E.
Stewart, Raymond H. Keller, LeRoy McDo.well,
Charles Hill, Harry Green, Milton Mcintosh,
Charles Thomas, William Matthews, John Affatica,
Henry McGee, Edward Wittier, Waldon Fawcett
and Paul Cromelin.
A new attraction has been added to the talking
machine by the introduction of travel talks, or
illustrated lecture records. A famous lecturer is
engaged to speak on some popular subject and his
voice is "canned" just as in the case of some great
singer. To complete the illusion of listening to an
illustrated lecture in one's own home the record is
illustrated by an attractively illustrated booklet.
As the voice of the lecturer describes many famous
scenes one has merely to turn the pages of the
booklet to have the scene actually before the eyes.
A complete library of travel records delivered by
the most popular lecturers is being prepared so that
every taste may be satisfied. The records are of
standard make and every care is taken to obtain
perfect reproduction. The "canned" travel talk has
many advantages over the original lecture. If one
wishes to linger over a particular scene the lecturer
will very obligingly repeat his travel talk or any
part of it.
The first of these travel records entitled "A Day
in Berlin," prepared and delivered by E. M. New-
man, has proved an instantaneous success. Thou-
sands of owners of phonographs who are con-
stantly looking for some new record have taken
advantage of this unique educational feature.
The records are prepared by the Travel Record
Department of the Hamburg-American Line and
sold at the nominal price of twenty-five cents, to
cover packing and shipping. The record will be
followed by similar travel talks on Paris, London
and Hamburg. Other records will describe and
illustrate a trip in a Zeppelin air ship, and short
trips in Germany, France, England, the Land of
the Midnight Sun, and a description of the "Vater-
land," the world's largest ship.
Idle clerks are a sign of a lazy manager.
THE TALKING MACHINE WORLD.
7
THE VALUE OF ADVERTISING
Is Now Recognized by Progressive Men in All
Trade Fields — Like the Magnet It Draws
Trade in Unexpected and Unaccountable
Ways — How It Compares with Electricity.
Advertising is a magnet of unmeasured strength.
It draws trade in unexpected and unaccountable
ways. Like electricity, it is an art yet in its in-
fancy, and while it has been wonderfully developed
its unknown possibilities are far greater than those
with which we are all familiar.
Electricity is daily surprising us with new
miracles, none of which is more marvelous than
wireless telegraphy. An apt illustration of the
way in which wireless spreads to every quarter of
the world is that given by a country school teacher,
who likened it to the effect on a pool of water
when a stone is cast into it and causes rippling
waves to spread out over a large surface. The
same idea can be applied to advertising. Words
placed in a good advertising medium are dis-
tributed over large areas and messages sent out
reach many people who would otherwise never
know of the existence of the advertising firm.
Like electricity again, advertising is a wonderful
current revivifying and oftentimes rejuvenating
a business that has fallen into a rut or become
dormant. Yet, like electricity, advertising is dan-
gerous to fool with. Woe to the man who adver-
tises falsely ! His business electrocution, or at
least severe burns, are sure to follow a current
of words carelessly handled.
The results of advertising are measured in dol-
lars and cents, the meter being the cash drawer —
again proving similar to the electrical current, its
strength being measured in watts and candlepower.
Both are mighty factors in the modern develop-
ment of business, but both advertising and elec-
tricity have often been improperly employed in the
past, being used as trick performers use other
novelties to confuse and puzzle, rather than to
enlighten the people. However, the public is only
momentarily dazzled, and, unless these strong fac-
tors are properly handled, like a flash the power is
short-circuited and the value lost.
The wise advertiser will, store up his energy and
charge his batteries only with reliable informa-
tion, and will find that, with truth as a foundation,
his messages will be considered of sufficient value
to be carried far beyond their measured destina-
tions, and returns will flow in from various un-
known quarters.
NEW DEPARTMENTJN INDIANAPOLIS.
New York Store, One of the Largest Depart-
ment Stores in the City, to Handle the Vic-
tor Line^General Run of Trade Excellent
— Fraud Advertising Receiving Attention.
(Special to The Talking Machine World.)
Indianapolis, Ind., June 8. — The New York
Store, one of the largest department stores in
the Middle West, situated in East Washington
street, Indianapolis, has opened a Victor talking
machine department. Practically all the large de-
partment stores now have such a department. The
New York Store will obtain its machines and rec-
ords from the Stewart Talking Machine Co., job-
bers in Indiana for the Victor Co.
Although the mercury has been climbing higher,
the demand for dance records has not diminished
in the Hoosier capital. The record put out by the
Columbia Graphophone Co. explaining the tango
step is having a large sale.
While there appears to be a slump in the piano
business, talking machine dealers assert that they
are surprised at the manner in which business in
their line is holding up. Slack trade is expected
at this time of year, but the talking machine deal-
ers say they have no grounds for complaint.
The Victor department of the Aeolian Co.'s
branch house here is enjoying an excellent trade
for this time of the year. While this department
is filling the big demand for dance records, class-
ical records are also being sold often. More
records are available now than for the last few
months.
One of the windows of the Columbia Grapho-
phone Co., in North Pennsylvania street, is attract-
ing wide attention. Life-size plaster paris figures
of an infantryman and a dreadnought gunner oc-
cupy the center of the window and several army
muskets which could tell tales of bloody battles in
the Civil War are on display. The window was
designed by H. M. Wright especially for Mem-
orial Day. The large crowds in the city for the
speedway automobile race paid particular atten-
tion to the unusual display.
One division of the Chamber of Commerce is
paying attention to fraudulent advertising. This
division is paying for advertisements in the local
newspapers, requesting persons who suffer through
such advertising to make known to the division
that advantage has been taken of them. An attor-
ney has been employed to handle such cases.
Little sensational or alleged fraudulent advertis-
ing from muscial instrument houses has found its
way into Indianapolis newspapers, but there have
been one or two complaints. It is the object of the
Chamber of Commerce to wipe out fradulunt adver-
tising and thus strengthen the confidence of the
buyer in the representations made in newspaper
advertisements.
Local talking machine men and managers of
piano houses are thoroughly in accord with the
plans of the Chamber of Commerce along these
lines.
ATTRACTIVE VICTOR FOLDER.
The Victor Talking Machine Co. sent out to its
trade recently an attractive four-page folder giv-
ing a list of the Victor dance records that have
been personally selected by Mr. and Mrs. Vernon
Castle for use at Castle House and on board the
Hamburg-American line steamer "Victoria Luise,"
where a Castle House instructor will teach the
modern dances on her various cruises. The cover
showed, in two colors, Castle House on Forty-
sixth street, New York, and the "Victoria Luise,"
which is one of the most popular ships now mak-
ing cruises to different parts of the world. The
Victor records listed include tangos, maxixes, hesi-
tation waltzes and one-steps.
Victrolas and Record Stocks Short
Be just to yourself and your customers
You owe it to yourself and your customers to give us a trial
at filling your orders before you lose a sale by telling them
that you "haven't got it and can't get it."
We cannot truthfully boast
about the completeness of machine and record stocks; never-
theless you can get from us certain types of machines and
many selections of records that are not to be gotten elsewhere.
New numbers are coming in daily.
TAKE NOTHING FOR GRANTED UNTIL YOU HAVE TRIED
BENJ. SWITKY,
Distributor NEW YORK, N. Y.
Edison Phonographs Speak for
Themselves
Always, everywhere, the Edison Phonograph, whether Diamcd
Disc or Amberola, has proved itself its own best salesman.
It does more than speak for itself — it sells itself.
Most people know a good deal about phonographs these
se das.
They know a good phonograph when they hear one.
They know what it means to have all the bother of changig
needles completely eliminated.
They can appreciate Edison tone, the full sweet tone that britf
out the true quality of the original music — and all of it.
Model A80, Mahogany, ■
$60 00 Thomas A. Edison, M
THE TALKING MACHINE WORLD.
LATON
l290. Ma-
% Inlaid
quetry,
)0
LOUIS XV
Model A425, Circassian
Walnut, $425.00
Model A3 75, Mahogany,
$375.00
They are mighty glad to find records that the children can
:ly handle.
They like a phonograph with volume of tone that suits it for
cing music and out-of-door use.
They are quick to notice Edison steady speed and constant pitch.
And last, but by no means least, they appreciate the tastefully fin-
id Edison cabinets that fit in with any scheme of interior decoration.
That is why Edison dealers have found that people who really
w phonographs are always their best prospects.
The nearest Edison jobber will give you full details as to
e and terms.
We shall be glad to give you his name.
^akeside Ave., Orange, N. J.
Model B60, Oak, $60
lllllllilllllllll
IIIIIMIIIIIIIIIIIIIIIIIIIIIIIII4IIIIIIIIIIIIIIIIIIIIHI
250. Ma-
ud Oak,
I
Model A150, Mahogany
and Oak, $150.00
10
THE TALKING MACHINE WORLD.
A FEW BUSINESS SUGGESTIONS FOR THE DEALER.
Benj. Switky the Prominent Victor Distributer of New York Discusses Means for Improv-
ing Summer Business and Proper Methods of Store Cleaning and Urges Early Pre-
paration for Fall Tade — Machine and Record Stock Should Be in Perfect Trim.
Even at the risk of 'being called a garrulous,
meddlesome, would-be-know-it-all, I can conceive
of nothing more beneficial than to talk to dealers
and salesmen about their own affairs. The object
is not so much to impress upon them my own ideas
as to spur them on to devote more time and thought
to the upbuilding of their business. Should some
of my suggestions sound so simple as to seem silly
or superfluous please remember, dear reader,
that I am talking to the other fellow and not you.
What are you going to do this summer? Have
you any definite plan of action? While we don't
like to admit it, it is a fact, nevertheless, that busi-
ness falls off somewhat with most dealers during
the summer months.
Suppose we were to plan a campaign of activity
to offset the inactivity. I would suggest dividing
the campaign into three sections, as follows :
1. How to improve summer business.
2. General store-cleaning.
3. Anticipating fall business.
How to Improve Summer Business.
Feature as strongly as possible the small size
Victrolas and the dance records.- Right now is the
time to make an attractive window display, calling
attention of passers-by to the advantages offered
by the little Victrolas as regards quality, price,
portability and easy terms.
Many owners of large Victrolas will welcome the
suggestion that they take a small machine with
them to the country, rather than risk carting the
big machine to and fro.
Some of the prospects that you have been work-
ing on and which are not likely to be consum-
mated as sales until next fall ■ can be closed at
f once by offering to sell them a small Victrola for
summer use, with the promise of redeeming it at
full value in the fall when they are ready to get the
big machine.
It might also be well to offer to rent a number
of small machines at moderate charge, to encour-
age the sale of records during the summer.
This summer there will be a golden harvest for
those dealers who will plug hard for the suburban,
country and seashore trade. House-to-house can-
vassing, with a sample machine and records for
demonstration, will bring the results
The dance craze is neither a past nor passing
fancy. The European love of outdoor dancing will
yet be transplanted to this country — and this sum-
mer you will see the beginning. The small ma-
chines, from $15 to $50, together with popular
dance records, will surely be greatly in demand.
Of course, it is to be hoped that the manufac-
turers will be on the job and see to it that the
supply shall 'be plentiful ; otherwise it will be an-
other case of "the best laid plans of mice and men
(jobbers and dealers) aft gang aglee."
General Store-Cleaning.
Begin by taking inventory, if you have not al-
ready done so recently. The benefits are two-fold:
If the returns show favorably, you cannot help but
feel optimistic in spite of the lull in business —
which is a good way to feel in the summer time.
If the stock taking figures poorly, it will act as a
warning that something is wrong somewhere.
Next you will tackle the instalment and the
charge accounts — those which have been overlooked
or neglected. You should make these accounts
mark time and keep in step. Then you will get
after the surplus stock. In the summer time you
are able to devote a little extra time and effort in
trying to work off surplus.
Some dealers will discover, through their inven-
tory, that they have scattered about the store a lot
of miscellaneous machines which were taken in ex-
change during the past few months. With a little
attention, these nondescript, more-or-less junky
outfits can be put in salable condition — missing
parts replaced, motors overhauled, etc. Every time
you sell one of these outfits it feels like finding
money, or at least like doing business on a hundred
per cent, margin.
Do you regularly run your fingers through your
record stock just to see if any records are mis-
placed? If not, try it! You will find it worth
your while.
Overhaul your mailing list. Cut out those names
which you know to be valueless. There are sev-
eral ways of testing the value of names on your
list. Have made a little rubber stamp, which will
imprint on every envelope the words, "If unde-
liverable, sender will forward postage for return,"
or words to that effect. Or, by using two-cent
stamps occasionally, instead of one-cent stamps,
the post-office will return all mail that is unde-
liverable for any reason.
A still better way is to send out double post-
card asking your customers to use the reply card
to let you know whether they are interested in re-
ceiving the monthly supplements. You will then
be in a position to strike off the list the names of
those who did not feel it worth while to respond.
Every retail store will supply quite a lot of just
such work, and summer is the best time to do it.
Anticipating Fall Business.
There are still a goodly number of stores that are
not tuned ready for playing. There is room for
inexpensive, but much-needed improvement in the
way of attractive interior decoration and arrange-
ment. The installation of soundproof rooms is a
good summer resolution. This work should be done
now. Don't be like the fellow that Uncle Josh tells
us about — the chap whose house had a leaky roof.
When it rained he couldn't fix it, and when it
wasn't raining it didn't need fixing. It is no ex-
cuse to say that when you are busy alteration or
building is impossible, and when you are not busy
you do not feel like spending the money. Remem-
ber the past and prepare for the future.
The outside appearance of the store should re-
ceive some thought, also. A good impression is the
first requisite to a sale. Outside signs that catch
the eye from a distance of 100 or 200 feet are
equivalent to a saving in rent. They give you the
prominence to be had only by a store near the cor-
ner, and we all know that rent is highest at the
corner.
The final act of preparedness in anticipation of
fall business is to get your machine and record
stock in perfect trim — as perfect as conditions will
allow at least. You are now ready for the real
rush. It will come, and you will get your share
because you have done everything to deserve it.
CONDITIONS IN TEXAS
Discussed by Rafael Cabanas, President of
the Mexican Phonograph Co. and the South-
western Talking Machine Co. of Dallas and
El Paso — Mexican Situation Discouraging.
Rafael Cabanas, president of the Mexican
Phonograph Co., Mexico City, Mex., and the
Southwestern Talking Machine Co., Dallas and El
Paso, Tex., all of which are exclusive Columbia
dealers and distributers, was a visitor for a few
days this week at the executive offices of the
Columbia Graphophone Co., Woolworth building,
New York.
In a chat with The Review Mr. Cabanas spoke
very encouragingly regarding the Dallas house of
his company, stating that so far this year all pre-
vious records for corresponding months have been
broken. The company but recently moved into
larger quarters, which were made necessary by its
increased and rapidly growing business. The El
Paso branch is also making satisfactory head-
way and doing a very pleasing business notwith-
standing its close proximity to the Mexican bor-
der and a general business depression in this part
of the State. The Mexican situation shows no
change for the better and the immediate outlook
here is not encouraging.
rThe DITSON Pledge n
Is to see that our clientele has a better service than ever — setting a new standard in Victor jobbing
deliveries. The demands of alert Victor dealers — the kind that grow — are many and varied, and we
furnish the "first-aid" in every instance.
We believe this year's Victor business will be of tremendous proportions, and it will pay you to have
The Fastest Victor Service
which is a requisite in this hustling age. We possess the largest stocks, the best organization and
most up-to-date equipment in the Eastern half of the country.
This covers Victor machines, records and supplies of every kind, not to mention cabinets, needles
and trade-marked accessories.
Will you let us tell you more about Ditson co-operation? A postal gets this information!
-OLIVER DITSON CO., Boston, Mass. J
THE TALKING MACHINE WORLD.
13
As an aid in the schoolroom the talking machine now ranks
foremost, and in addition it is recognized as the greatest assistance
in acquiring a correct understanding of music. The layman in the
home of refinement considers music a necessity, and the talking
machine as an entertainer in home life is becoming a wonderful
force.
EFFECTIVE means of publicity has helped very materially to
increase public interest in the talking machine and the adver-
tising end of the business is more than kept busy with the rapid
strides in popularity made by this product the past year.
A word regarding a national advertised product.
This is maintained by experts as symbolic of the very highest
type of modern publicity, and in view of the consistent and im-
pressive magazine and newspaper advertising carried on by the
great manufacturers it is not to be wondered at that the sales of
talking machines and records are steadily growing.
PRICE maintenance on patented articles does not mean a mon-
opoly. On the contrary, it affords a legitimate protection
to the trade and to the public.
In order that business may be conducted along sound, pro-
gressive lines, it is necessary that the customer should have confi-
dence not only in the quality of the article, but in the fairness of
the price which he pays.
There is a tremendous element of strength afforded talking
machine dealers by standardizing prices, and price maintenance is
a trade principle that every talking machine merchant, as well as
every merchant in other lines should be interested in, for price main-
tenance means that uncertainty and haggling are eliminated — like-
wise unjust discrimination among customers.
It guarantees for the purchaser a standard of quality, and
there is no other way in which a high standard of value is secured
in the retail world than through a uniform selling price.
The large department store, with its millions of patrons, can-
not sell standardized or price-regulated articles cheaper than the
small man who has a small store stowed away in an inconspicuous
place in a town remote from the great cities.
Price maintenance is protection for all, and it does away wholly
with the system of cut-throat practices which in the end are bound
to demoralize business.
American people are becoming better and better educated as
to value all the while, and they have, through arguments which
have been made in many journals throughout the land, become
acquainted with the advantages of fixed prices. They realize that
it means protection to the public, and it behooves every business
man to use his influence to the greatest extent to see that fixed
prices are maintained.
WHEN the manufacturer maintains his price he is naturally
compelled to maintain his quality, and as a result, through-
out the mercantile world, a number of standard articles have been
familiarized to the people of the country who can judge the qualities
of articles within their Own class.
National advertising of trade-marked articles has cleared the
atmosphere, and has removed many disagreeable features from the
retail department. Had there been no standard trade-marked crea-
tions there would have been comparatively little national advertis-
ing, and with no national standards.
By maintaining standards the people have been gradually edu-
cated in special values so that to-day they know that when- claims
of quality are made by national advertisers that those claims can
be substantiated in a large degree.
Price maintenance is closely associated with national adver-
tising, for no individual or corporation can afford to advertise a
certain brand of goods if the quality of the advertised products are
lowered as the demand grows through advertising.
No one can afford to advertise inferiority and expect to remain
in business.
SPECIAL World reports from various parts of the country
indicate that general business is not up to grade. There is
little buying of merchandise, save to meet with present demands,
but one of the best reasons for optimism at the present time is found
in the promise of bountiful crops.
The new official estimates of the combined winter and spring
wheat prospects indicate a promise of a total wheat harvest of 880,-
000,000 bushels, or 127,000,000 bushels more than last year. That
fact alone is pleasant to contemplate, because it affords a founda-
tion for stable business, and adds confidence in the trade situation
which needs all the bolstering up possible.
THERE ought to be no more doubt as to a business man's duty
when he hears false business doctrines presented than there
is about the physician's duty when he hears a man putting false
notions into the minds of the untutored regarding, we will say,
the germ theory of disease.
Everybody is interested in business, and if they only knew it,
not simply in the innumerable details which enter into business trans-
actions, but in the principles which underlie these transactions,
principles which the vast number have no grasp of.
Our time is so mortgaged to the succession of events that we
fail to realize what significance there is in them, with the result that
when things go wrong we make a hit and miss guess at the cause
and probably lay the blame on some incident having no more relation
to the wrong results than gold buried 400 fathoms under the sea has
to the high cost of living.
Every decision in business based upon prejudice is helping to
build up the mountain of obstacles in the progress of business toward
a stable position. Therefore is it not the duty of business men to
shake men out of their prejudices, not roughly, nor with that air of
superiority which always defeats good purposes, but perhaps humor-
ously, always good-naturedly, through that power of persuasion
which comes by studying men's whims?
Many are all the while letting slip the opportunity to give a
new or wider vision. In other words, to lead the men prejudiced
by narrow outlook into a rational view. If a man has a lazy
streak in him, the temptation is to let the fellow with the false
notions wallow in them.
Beka Records
IN ALL LANGUAGES OF THE WORLD
High grade selections in
German, English, Italian, Spanish, Portuguese, French, Swedish, Slavonic, Ruthenian, Danish, Norwegian,
Russian, Polish, Hungarian, Bohemian, Rumanian, Tschechisch, Croatian, Servian, Hebrew, Turkish, Persian,
Arabic, Chinese, Malay, Japanese and seventeen different Indian dialects.
The cheapest and best machine on the market for $2.50 upward
BEKA -RECORD AKT. GES., Berlin, S. O. 36 (Germany)
CATALOGUE IN FOUR LANGUAGES SENT FREE ON REQUEST
14
THE TALKING MACHINE WORLD.
ANALYZING THE HUMAN SINGING VOICE.
Some Developments of the Research of New York Professors That Should Prove of Inter-
est to Makers and Uses of Talking Machine Records — The Human Voice as Com-
pared with the Tones of Various Instruments — How It Appears on the Records.
Until the present day the nearest approach to ac-
curacy in the gauging of musical tone has been af-
forded by the human ear. Those interested in the
development of their own voices or of the voices of
singers or students have been as dependent upon
the not altogether faithful and infallible judgment
obtained by the individual sense of hearing as the
importer or distributer of tea or coffee is dependent
Soprano Song, "My Dreams."
upon the verdict of the professional sampler, or
taster.
As the sense of taste is seldom exactly the same
with two persons, and tea tasters will often be
found to disagree as to the flavor and quality of a
brand they may be sampling, so the sense of hear-
ing is subject to disagreement — the more so, in-
deed, because its impressions are of a transitory
nature and derived from abstract and not from
physical subjects. This is shown by the indefinite
terminology used by the voice teachers and critics
in their work of vocal tone description. On the
other hand, the sense
of sight is held to. be
the most accurate
and unfailing, be-
cause it has the ad-
vantage of a perma-
nent material object
that may be deliber-
ately studied and an-
alyzed. It is by far
the most discriminat-
ing sense we have,
and therefore im-
pressions received
through it are capa-
ble of exact descrip-
tion.
Photographic tone
evolved a scientific method of voice production, a
method which especially takes into consideration
the factor of interference with the correct action of
the voice mechanism. It is by photographic tone
analysis that he specifically sets forth the part which
interference plays in preventing the full use of the
vocal capabilities. Interference is also shown to be
the direct cause in the deterioration of the vocal
instrument. He accomplishes his analysis of vocal
tones, and, likewise, his analysis of instrumental
tones by the use of the Koenig manometric flame
Tenor Vo
analysis is an ultra-modern device of science, which
promises to, exert a vital influence upon the de-
velopment of the voice, as, indeed, it may also,
upon the manufacture of musical instruments. It
is in the formulation of the theory of correct tone
production that the exact analysis of tone by pho-
tography has accomplished its most valuable func-
tion thus far.
Dr. Floyd S. Muckey, of New York City, who
was associated with the late William Hallock, pro-
fessor of physics at Columbia University, in a
scientific investigation of the physical laws of the
voice which lasted more than twenty years, has
I o u
ice Sounding Vowels in E Flat.
analyzer which has been greatly improved for this
work by Prof. Hallock.
The photographic "tone analyzer," as the ap-
paratus might more popularly be termed, provides
an actual and permanent record of tone quality and
shows the definite convention of cause and effect
between interference with the mechanism and the
resulting tone. How these tone photographs bear
out the principles advocated by him is thus out-
lined by Dr. Muckey in the Scientific American :
"The roof of the mouth ends posteriorly in the
soft palate, which rises in the act of swallowing to
prevent the entrance of food into the cavities of
The effect of correct and incorrect placing of the soft palate is shown by the
photographs of tones appearing opposite the mouths. Note that when the full
resonance capacity of the nose is used, as in the upper picture, a strong funda-
mental tone with good overtones is obtained; the lower picture shows how mark-
edly poor is the effect when the soft palate is up. The photographs of the
fundamental tones and the corresponding overtones, appearing opposite each
drawing of the human head, were obtained by means of the Improved Koenig
manometric flame apparatus shown in the center engraving on this page. They
give instr ■'-■ental evidence (better than any personal opinion) of the effect
which the position of the soft palate has on tone production.
The Koenig manometric flame analyzer consists of a number of
Helmholtz resonators connected by tubes with gas jets. As the
suoject tested sings, the flames vibrate. They are reflected in
the vertical mirror, which the operator can turn by hand, so that
the vibrating flames are seen as in the "photographs on the left
hand side of this page. The mirror is not used in making the
photographs; a plate holder in a camera is merely shifted laterally
during exposure, thus producing the effect shown in our picture.
Before the late Prof. Hallock of Columbia University improved
the Koenig manometric flame analyzer photographs such as those
reproduced on this page could not be made. Experimenters made
drawings by watching the reflection of the flames in the mirror.
The photographs herewith reproduced are among the first ever
obtained b-' means of the Koenig apparatus.
Tones of the pianoforte and violin, respec
tively, sounded upon lower C. In the P13"'
record the fundamental tone represented d
the first line is weak, but the overtones art
highly developed. In the violin record tm
lower line, being bass C (128 vibrations), re
cords no air-waves, because air-waves ot tna
length were not sounded; the second line i-
the octave of bass C (256 vibrations) am
the fundamental of this set of partial*
THE TALKING MACHINE WORLD.
17
SHOULD A JOBBER ADVERTISE AND WHY?
By B. W. Smith, of The Phonograph Co., Cleveland and Cincinnati.
The question at the head of this article belongs
to the same class as the classic "Is water wet?"
The answer is so obvious that one wonders why
it should be asked' at all. As a matter of fact,
however, it is asked for the main purpose of bring-
ing out how and when the jobber should advertise
in order to. stimulate trade in his territory.
In the first place it needs no argument to prove
that the most complete co-operation between the
dealer and the jobber is necessary in order to pro-
duce the best results, and as a step in this direction
a systematic advertising campaign on the part of
the jobber is one of the most useful and profitable
undertakings that can be entered upon.
The dealer, especially the small dealer, has
neither the ability nor the knowledge to advertise
in a business-building manner, with the result that
whatever money he may spend in this direction is
largely wasted and quite likely to have the adverse
effect of making him think that because his adver-
tising did not sell phonographs there is something
wrong with the machine, for he will certainly never
admit to himself that the trouble is with his o.wn
inefficient advertising.
The jobber, however, with his greater experience,
wider knowledge and general grasp of the entire
field and the problems in it, is in a position to se-
cure the knowledge of just when and how to ad-
vertise. He is able to appreciate the fact that there
is very little to be gained by haphazard metho.ds,
and everything by planning and carrying through a
systematic, carefully worked up campaign. In cer-
tain cases he will find it to his advantage to fur-
nish copy and advice for the publicity work of the
dealer, but entirely apart from this he should main-
tain a distinct plan of his o.wn, carefully worked
out on a proved scientific basis such as will in-
evitably produce results in due time.
The old days of hit and miss guesswork in ad-
vertising have gone never to return, and in their
place has come a scientific knowledge of the prin-
ciples of publicity, as well as the appreciation of
the fact that no one medium is sufficient in itself to.
answer all the requirements of any given campaign.
In other words, the advertiser must study his
field and make use of every possible means of se-
curing legitimate publicity.
When a jobber does this he cannot fail, in the
course of a reasonable time, to impress upon the
minds o.f the public at large the fact that the
Edison phonograph is something to be reckoned
with, that it has features superior to all other
phonographs, says Mr. Smith in the Edison Phono-
graph Monthly, that its merits do not have to be
taken for granted, because the public is invited to
compare it rigidly with any other machine and to
note its superiority. There is no cause for evasion
of any kind, because the Edison is actually the best
and, as such, invites rather than wishes to avoid
competition.
Should a jobber advertise? Mo.st certainly and
decidedly, yes. But let him not go blindly into
the wide field of publicity and stray around without
fixed ideas. Let him carefully plan his line of
action with the advice and assistance of someone
who knows, and then he is able to go ahead with
the absolute knowledge that every dollar he spends
is an actual investment that will bear fruit in due
season.
A NOCTURNAL RECORD ARTIST.
When the creek's silver mirror,
And the moon rides round and high,
And the whip-poor-will is calling
Across the windswept sky —
Then the great horned owl sits blinking
On the gnarled old maple' limb.
Why don't you get your phonograph,
And make a date with him?
For his bass is rich and mellow,
. And his song, though quite forlorn,
Will thrill all nature lovers
When rendered through a horn. ■
So I pray you, record makers,
To consider my avowal,
And list within your catalogs,
Solos by G. H. Owl.
Howard Taylor Middleton.
Recently some office men with Chinese signatures
have started the commendable practice of having
their names written in type at the left of the sig-
nature. Splendid ! Let us hope that others who
delight in executing fancy strokes to the incon-
venience of their friends will do likewise.
The egotist wouldn't be satisfied with himself
unless he felt that everybody else was also satisfied
with him.
BIG CONVENTION ATTENDANCE.
Arrangement Committee Believes That All
Previous Attendance Records Will Be Broken
at the Big Talking Machine Jobbers' Meet-
ing at Atlantic City — Business Session Will
Be Consummated in One Day — Interesting
Demonstration by the Victor Co. of Depart-
mental Work — Attractive Program Arranged.
Preparations for the 1914 convention are shaping
themselves rapidly under the able management of
the arrangement committee of the association,
headed by L. C. Wiswell.
The tentative program given out by the arrange-
ment committee shows the business session o.f the
convention on Monday, July 6. It is the intention
of the officers to inaugurate this year a one-day
business session by calling the meeting to order on
Monday morning and not considering a motion to
adjourn before the meeting is all closed up. It is
thought that this plan will be an improvement over
the one previously used of having three or four
business meetings of short duration. A buffet
lunch will be served in the meeting room. Ladies
will be entertained at luncheo.n and taken for an
automobile ride during the afternoon. Monday
evening there will be an entertainment at Barney's
for all. Plans for Tuesday are not in shape as
yet to announce. Tuesday evening the annual ban-
quet will be held at Barney's. Wednesday's ar-
rangements will be announced later.
A campaign is being carried on having as its pur-
pose the breaking of all attendance records at
National Association of Talking Machine Jobbers
meetings. The officers figure that the increase in
the talking machine business in the last twelve
months alone has been something tremendous
with every member, and are hoping to prevail upon
the heads of all jobbing houses to attend the meet-
ing along with their department managers. In
hopes of getting these gentlemen to attend, a stro.ng
appeal is being made to them.
A distinct feature of this year's convention is
going to be the presence of all the Victor officials
as well as their department managers and superin-
tendents. The Victor people propose to. give actual
demonstration of different departments of their
work and their product at Atlantic City on the 7th.
Nothing of this nature has ever been attempted be-
fore. It is safe to say that every jobber who. at-
tends will see things which he has seldom seen —
even at the factory. The Victor Co. is anxious to
have the heads of the Victor jobbing firms present
at the 1914 meeting of the association, as it is
going to considerable trouble and expense to put
on this educational stunt.
Naturally the annual banquet will occupy a prom-
inent place on the program. It will be held Tues-
day evening the 7th, at "Barney's." James F.
Bowers, of Lyon & Healy, will be toastmaster. Ex-
cellent speaking, a fine orchestra and a cabaret
show are already assured to instruct and amuse
the banqueters. Hon. Walter I. McCoy, Congress-
man from the Ninth New Jersey District, has been
obtained as one of the principal speakers, and will
deliver an address on "Unfair Competition."
Louis F. Geissler, general manager of the Victor
Talking Machine Co., and Edward Lyman Bill,
editor The Talking Machine World, will be heard
from.
PRAISES DANCE RECORDS.
The St. Louis, Mo., branch of the Columbia
Graphophone Co. received last week an interesting
letter of endorsement from W. T. Clark, 3806
Oliver street, that city, proprietor of the West-
minster Dancing Academy, one of the best known
exponents of the modern dances in St. Louis. This
letter reads at follows:
"Our experience with the Columbia dance rec-
ords has proven mo.re than satisfactory. We have
used them daily in our studio this season for
private dancing lessons and find them unsurpassed
in music, time, durability and also saving the ex-
pense of a musician. They are without doubt the
modern musician of the day, and I gladly recom-
mend them to our patrons. Very truly yours,
(Signed) William T. Clark."
Every talking machine sold without an Automatic Stop means lost
profit to the dealer, distributor and manufacturer. Are you treating the
trade right?
The simplest to attach; the most accurate; the one giving you the
largest profit is the
STANDARD AUTOMATIC STOP
Nickel Finish, $2.00 Gold Finish, $3.00
We are the pioneer inventors and manufacturers of Automatic Stops. Send
25 cents in stamps for a sample. Write on your business letter-head only.
Place regular orders through your jobber.
STANDARD GRAMAPHONE APPLIANCE CO.
173 LAFAYETTE STREET, NEW YORK
18
THE TALKING MACHINE WORLD.
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
(Special to The Talking Machine World.)
Boston, Mass., June 6. — May certainly has been
the dance month in Boston, for with dancing ex-
hibitions at two theaters and one large hall there
have been crowds of people given a new interest
in the latest movements. Besides this one large
concern in co-operation with a leading daily paper
spread a wide knowledge of the hesitation, tango,
one-step, etc., throughout New England, and this
has helped the sale of dance records. Many of
the local houses are getting ready to supply out-
fits for summer cottages at mountain and sea-
shore, and this has helped to increase the volume
of business most perceptibly.
Enlarging Chickerlng Victor Rooms.
The Victor warerooms of Chickering & Sons,
169 Tremont street, show constant evidences of
popularity, and Manager W. W. Longfellow is
rinding business good for this season of the year.
He will not be able to get away on his vacation
quite as early this year as he otherwise might like,
as he must be on hand to superintend some im-
provements that are to be made in a few weeks.
These include an enlargement of the quarters on
the second floor by taking a large middle room
which just now is used for a piano wareroom.
This will give the Victor department just double
the capacity, but it is figured that this space will
be used to good advantage, as the business is in-
creasing rapidly under Manager Longfellow.
Donates Fifty-eight Prize Cups.
The Boston dancing contest at the Boston The-
ater, in which a number of well-known exponents
of the new dances took part, was a marked suc-
cess and large audiences were the rule at every
performance for an entire week. The Eastern
Talking Machine Co. was especially interested in
the contest, as in all it offered fifty-eight cups as
trophies, fifty-six of which were small ones, and
two large ones for final competition on Saturday
night. "Billy" Fitzgerald, of the Eastern Co., was
especially active in the success of the week's exhi-
bition, and he had installed on the stage an Auxe-
tophone, which was used for the dances in which
the amateurs took part. Throughout the week
fully 10,000 copies of the book of modern dances
issued by the Victor Co. were distributed.
W. J. Fitzgerald Promoted.
Speaking of the Eastern Talking Machine Co., it
is pleasant to note the fact that W. J. Fitzgerald
— Billy to all his friends — has been . raised to the
responsible post of wholesale manager for the
Eastern Co. Billy is a capable man, has had
considerable varied experience in the talking ma-
chine business and has been especially prominent
in introducing the machines into the schools in
and around Boston. Any promotion that comes
to this popular man in the trade will be welcomed
by his many friends, as he has a large following
throughout the trade.
Enters Supply Business.
A. W. Chamberlain, who formerly was whole-
sale manager of the Eastern Co., and who re-
signed a couple of months ago, has established
himself at 120 Boylston street, where he makes a
specialty of talking machine supplies. Mr. Cham-
berlain is the inventor of a safety needle device
that is well spoken of by those who have tried it,
and this he will make a special feature of.
Dance Carnival a Success.
On the afternoon and evening of May 14 there
was a dancing carnival in Mechanics' Hall under
the personal direction of G. Hepburn Wilson,
M.B., who is the supervisor of dance music for
the Columbia Co. He was assisted by Paul Swan
and teachers and pupils from Mr. Wilson's seven
dancing studios in New York. The music was
furnished by the entire dance orchestra of the
Columbia Graphophone Co., which came over
to Boston especially for this carnival. The pro-
gram was a long and varied one, and was heartily
enjoyed by two audiences.
New Victor Warerooms Completed.
Now that the Victor department of 'the C. C.
Harvey Co. is permanently established on the sec-
ond floor of this concern's large warerooms at 144
Boylston street, Francis T. White is better able
than ever before to meet the needs of his custom-
ers. The quarters pleasantly overlook Boston
Common and are comfortably furnished and fully
equipped with various styles .of Victors and a
large assortment of records to suit all tastes.
Returns After Six Months' Trip.
"Billy" Ellsler, who has been away from the
Columbia Co. on a six months' leave of absence,
during which he was manager for Holbrook
Blynn, the theatrical star, is back at his post of
floor manager, and the trade is glad to welcome
him again. Two other new men with the Colum-
bia Co. are S. B. Bowman and A. G. Haskell,
both salesmen in the retail department.
Record Sales to Theatrical Folk.
Sallie Fisher, the comedienne, and her husband,
Arthur Houghton, who is manager for Montgom-
ery and Stone, the stars of the theatrical world,
were recent callers at the Eastern Co.'s ware-
rooms, and left a large order for records to be
sent to their summer place, Fisher Camp, Songo
Lock, Lake Sabago, Maine.
Moving to Summer Home.
Manager Arthur Erisman, of the Columbia Co.,
and family, have planned to spend the summer
on the Shore drive at Lynn, and will move there
from the Cambridge within a fortnight.
Visits New England Dealers.
Manager Royer, of the Victor department of
the M. Steinert & Sons Co., has lately been mak-
ing a tour of the Southern New England agen-
cies. He reports quite a good demand for goods
for the uses of summer cottagers and he has
mapped out an extensive summer campaign pro-
gram on which his sales force will shortly em-
bark. Mr. Royer expects to go to the Atlantic
City convention of talking machine men.
Opening for Successful Manager.
Although Henry Rosen, of School street, has
had his Back Bay talking machine store open
several weeks and is doing a good business there
he has thus far been unable to find just the right
man to manage the establishment. This despite
the fact that he has advertised for an experienced
salesman and one that possesses initiative. Mr.
Rosen is planning to take a trip to Chicago and
other Western places this summer, a trip that he
has wanted to start upon several times before.
On the trip he will make a careful study of ways
and means as they pertain to the talking machine
business.
Splendid Record Business.
Manager Batchelder, of the Victor department
of the Henry F. Miller Co., finds his customers
busily engaged these days making a careful selec-
tion of records for use during their summer
recreation at the shore or country cottages. One
of his good customers for many weeks past has
been D. C. Jennings, of the "Under Cover" com-
pany, playing at the Plymouth Theater, who runs
in every few days. This piece has been running
for twenty-four weeks thus far, so Mr. Jennings
feels like a regular Bostonian. A large shipment
of records was made lately to Peru, where a Miller
customer is making an extended visit.
New Columbia Representatives.
Manager Erisman has closed contracts with
several large houses for the handling of Columbia
goods, which should considerably add to the out-
GO WHERE you will and there is only one universal opinion to the
Edison Diamond Disc Phonograph — that it is an almost human
means of producing human music. It is this feature that so appeals to
music lovers.
Those who are Edison men now are building a business on the
foundation of satisfaction, and there is no limit to their profits.
If you sell the Edison, you will have the same opportunity. We will
help you with our organization, too.
The
Pardee - Ellenberger Co.
BOSTON, MASS.
The
Pardee - Ellenberger Co.
NEW HAVEN, CONN.
THE TALKING MACHINE WORLD.
19
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
put. Among these are Kennedy & Mclnnis, of
Pittsfield, which is a large concern of Western
Massachusetts; Mason Bros., of Bellows Falls, and
the Household Supply Co., of Rutland, Vt, which
is one of the leading houses of the Green Moun-
tain State.
Close Successful Year.
The Eastern Talking Machine Co. has just
closed a most successful school year and much of
the credit hoelongs to "Ed" Welch, who has
labored long and hard to popularize the Victor
outfits with institutions of learning in Boston and
the suburbs.
Imperial Phonograph Co. Opens.
The Imperial Phonograph Co. is the name of a
new concern which is now open for business in-
Boston. The company has established offices at
9 Doane street, in the downtown section of the
city, where it has a suite of offices on the third
floor. The president of the company is O. B. Cole
and Charles F. Simes is the sales manager, and
the latter now is engaged in assembling his field
force. The machines and records are being
manufactured in the city, and already the first
invoice is ready for the trade.
Columbia Used at Harvard.
The Columbia Grafonola is being used with
much success at Harvard in the teaching of the
German language. The pronunciation of the
Teutonic speech has been difficult for some
of the students and so the head of one of the
German courses has fallen back upon a machine
to help him out. German folksongs have been
used considerably for the desired purpose, as the
accent is thus given to a musical accompaniment.
Looking Forward to the Convention.
Henry Winkelman, of the Victor department of
the Oliver Ditson Co., is looking forward to his
trip to Atlantic City on the occasion of the annual
convention early in July. Likewise he is planning
for his summer vacation, which he will embark
upon soon after his return home.
A LUBRICANT TO TRADE.
How Men in All Trades Are Waking Up to the
Necessity of Publicity.
Ability of a high order is required to successfully
conduct manufacturing and retail establishments.
It is one thing to create and another to successfully
market. Each function is interdependent, and both
are of prime importance. The sales manager or the
executive must be well grounded in the principles
of advertising even if the details of that department
are entrusted to a manager.
It is advertising which acts as a great lubricant
to business, whether it be wholesaling or retailing.
Talking machine men are understanding this great
necessity more and more. It is true that some of
them still deserve to be awakened, but the great
majority of them have become alive to the fact
that their business cannot survive unless they use
up-to-date methods of publicity.
Everyone is an advertiser to-day. The only man
who does not advertise is a "dead one." Advertis-
ing means making known, and practically every
word or act in this world is an advertisement. We
give up our seats in a car to ladies to advertise
that we are gentlemen. We attend the opera to
advertise that we are cultured. We keep out of
jail to advertise that we are honest. The man who
stands pat on four hearts tries to advertise that he
has a flush. If he is called, it is not the fault of
the advertising, but due to the fact that he failed to
observe the cardinal law of business, "have goods
to back your advertising." Each year makes a
terrible loss in the ranks of the once mighty host
whose battle cry is "My business is different; it
can't be advertised." The banks, doctors, schools
and public service corporations have surrendered.
Everyone is an advertiser. The only one who isn't
is a dead man. Whether one's advertising is a
success or not depends upon methods. The word
advertising has been localized until it has come to
mean the art of making known certain facts for
the purpose of inducing certain people to follow a
specified course of action. It makes no difference
whether one is trying to make a man buy a certain
make of "talker," or make 'a woman get off a car
the right way, the method by which it is made
known is an advertising campaign.
The purpose of an advertisement is to sell goods.
Newspaper space is too expensive a medium to be
used for the exploitation of the writer's wit or
cleverness. The ad writer who constantly bears
this purpose in mind will produce effective ads de-
spite faults of grammatical construction or display.
When the simplicity of purpose of an ad is real-
ized, it will be seen that its preparation is merely a
matter of salesmanship. The duties of the ad
writer and the salesman are identical and their
methods should be the same. Every salesman
should have a well defined system of approaching,
interesting and selling goods to a customer, and
the principles of this system can be applied equally
well to an advertisement. Any successful salesman
who is capable of analyzing his system of selling
goods, who can tell just how and why he induced
the customer to buy, is also capable of constructing
an advertisement if he applies the principles of his
salesmanship to his advertisement.
BUSINESS BEST IN SMALL TOWNS.
Salesmen who cover the smaller cities and towns
of the country have no reason to envy their
brethren who take in the larger ones. According
to one of the prominent local manufacturers fully
seventy per cent, of the present business is coming
from cities and towns under 75,000 population.
The reason for this, it appears, is that stocks
are not so heavy in the smaller centers of the
country because of the more limited purchasing
power, and that these stocks are consequently
turned so frequently that the small buyer is ready
to take on new merchandise in fair quantities at
almost any time. The fact that the buyers for
the smaller stores are as a rule not hampered by
the supervision of a merchandise man is also cited
as a reason for the small center's better buying.
While these men are said to make for a better
and safer system of merchandising, they are some-
times responsible for the buyer's losing some
specially attractive offerings because his or her
appropriation has been temporarily exhausted.
From the present condition of business in most
lines, the opinion is advanced that many appro-
priations are exhausted at the moment.
OCCUPYING HANDSOME QUARTERS.
Pardee-Ellenberger Co. Located in New Home,
Which Is Up-to-Date in Every DetaU — Im-
mense Floor Space at Company's Disposal.
(Special to The Talking Machine World.)
Boston, Mass., June 9— The Pardee-Ellenberger
Co. is now comfortably located in its new quarters
at 26 Oliver street, and handsomer warerooms it
would be hard to find. The main quarters are on
the ground floor, and the whole interior is finished
in Circassian walnut of handsome grain. The
clerical office occupies a large part of the Oliver
street front, and the clerks can work under the
best possible conditions, and there is an abundance
of daylight. All the furniture is brand new, even
the large safe. Off this apartment is Manager Silli-
man's private office, and he too has an entirely
new equipment of office furnishings. Directly at
the rear is the main show room, off of which is a
smaller room, where dealers can take customers
privately and give a demonstration of the Edison
disc machine. The main show room, like the rest
of the floor, is finished in Circassian walnut,
and a large, handsome rug covers most of the
floor. All about the sides are the various types
of Edison machines. All the ceilings are of the
metal type, and the artificial lighting is by the in-
direct electric system. The shipping room occu-
pies the entire rear half of the floor, and looks out
into an alley, where the wagons can take on their
goods to be shipped with very little handling.
This shipping room is unusually large. The head
man of the shipping room has a private office, and
beside it is a good-sized repair shop, fully equipped
to meet all emergencies. One entire side of the
shipping room is given over to record racks, filled
with thousands of discs and cylinders. In addition
to this enormous ground floor space, the Pardee-
Ellenberger Co. has still another floor for storage
purposes. Thus is the company now in a better
position than ever to meet the requirements of its
growing trade, which covers entire New England.
An almost railroad schedule of deliveries
of Bagshaw-made Needles
TN OPERATING a needle manufacturing business the size
*• of ours, it is absolutely necessary to follow certain well-
defined lines as regards deliveries, for we recognize the impor-
tance of filling the requirements of our customers as needed.
So you can be sure that an order placed with us for so many
millions of needles monthly for a year will be shipped promptly.
We wish to make this statement now as to shipments, for
this is an important link to the Bagshaw service.
Esubiuw i87o w. H. BAGSHAW
Needle Makers Lowell, Mass.
20 "~ THE TALKING MACHINE WORLD.
Jobbers: "On To Atlantic City"
If This year the Mecca for Victor jobbers will be Atlantic City the 6th and
7th of July.
U Object: The eighth annual convention of the National Association of
Talking Machine Jobbers.
U " 'Taint always the biggest Rooster that has the most sand in his crop."
H This convention isn't as large as some others, but —
If If you are the head of a Victor jobbing business, you preferably — or
at least one representing you — or better, both, ought to be there to learn
what the foremost men in the Victor business are thinking, saying, doing.
H These conventions are full of Optimism, Good-cheer and Inspiration;
you are welcome to bring along all the ideas you have and to take home
more than you bring. If you are an optimist, you will want to come; if
you are a pessimist you certainly need to.
If There will be talks by able men. Daily discussions. Friendly argu-
ments. Ideas galore. You may have had the ideas yourself but mislaid
them somewhere.
If You surely don't want to miss this chance to meet or renew acquaint-
ances with the worth-while people in your line of business. It is a duty
you mustn't neglect.
U For your entertainment an arrangement committee has been working
faithfully for months, and it has up its sleeve several innovations which
it is claimed will make even the regular attendants sit up and take nour-
ishment. Some of these will be announced shortly, while others are said
to be too good to announce, but must actually be seen to be appreciated.
U It isn't too early now to talk it over with the city ticket office and reserve
accommodations to the "Playground of America" for Saturday, July 4;
earlier if needs be.
If The Association officials are going to handle all the business in one big
day — and Tuesday will be devoted to the usual open meeting, at which
Victor officials will talk and listen.
UEven though you do not admit it, you need the "change"; besides think
of those delightful daily dips in the briny.
If Of course you are busy, but come to Atlantic City and forget it.
If Just communicate with L. C, Wiswell, care of Lyon & Healy, chairman
of the arrangement committee, and say "count on me."
THE TALKING MACHINE WORLD.
21
LANDAY BROS. NEW FIFTH AVENUE STORE.
The Latest Addition to the Landay Victor Establishments, at 427 Fifth Avenue, Is Most
Pa I at i a I ly Equipped and Superbly Furnished to Meet the Demands of the Clientele
of This Firm — Description and Illustrations Will Give Idea of Its Completeness.
The accompanying illustrations showing the ex-
terior and interior of the new Landay Bros, store
at 427 Fifth avenue, New York, will give a fair idea
of the attractiveness of this latest addition to the
chain of Landay Victor establishments. This store,
several years, is manager of the store at 427 Fifth
avenue and, assisted by a capable corps of sales
people, has already laid the foundation for an ex-
tensive clientele among Fifth avenue's shoppers and
music lovers.
the booths and furniture and the total absence of
the "cramped" atmosphere which is frequently
found in high grade specialty stores. A cozy corner
near the right hand side of the entrance enhances
this feeling of good cheer and comfort.
The illustration depict-
ing the exterior view of
the new Landay store is
especially worthy of at-
tention as representing
one of the finest pictures
of this kind that has ever
been produced. This
photograph is a faithful
and accurate view of the
appearance of the store at
FORM A PERMANENT ASSOCIATION.
Committee of Retailers of New York Brought
Together in Support of the Stevens Bill Will
Prove a Permanent Body and Extend Its
Activities in a Mutual, Protective Sense.
The committee of retail merchants of New York
and vicinity which attended the big mass meeting
held recently at Aeolian Hall under the auspices
of the American Fair Trade League for the pur-
pose of supporting the Stevens bill for price main-
tenance, has taken the form of a permanent or-
ganization and will branch out in its efforts to aid
retail merchants.
The temporary committee held another meeting
later and decided to proceed with a permanent
organization, to embrace any retail organiza-
View Upon Entering New Landay Store.
which was recently opened, is one of the show
places of the local Victor trade and has won the
admiration of business men all along Fifth avenue.
Located between Thirty-eighth and Thirty-ninth
streets, in the heart of Piano Row, and directly op-
posite the new home of Lord & Taylor, this store
has been furnished throughout in a quiet, subdued
tone, entirely in keeping with the character of its
surroundings. Eleven demonstration rooms, larger
than most rooms of this nature, are placed along
the main and mezzanine floors, all furnished with a
view of offering customers and visitors every corn-
night time, the picture hav-
ing been taken at 1 o'clock
in the morning.
The favorable impression
that this new Landay es-
tablishment has created is
well summed up in the fol-
lowing letter sent Landay
Bros, last month by the
Fifth Avenue Association,
one of the most influential
organizations of its kind in
Looking Towards Fifth Avenue from Center of Store
fort and convenience. These rooms are finished in
typical French style, the color design being a gray
and green, delicately blending to harmonize with
the other decorations.
tfpon entering the store the visitor is immedi-
ately impressed with the spacious arrangement of
427 Fifth Aven
any city of the country :
"On behalf of my asso-
ciates, as well as myself, 1
hope you will allow me to
extend to you my congratu-
lations upon the exceed-
ingly attractive place which
you have at Thirty-eighth
street and Fifth avenue.
The general layout and the
details you have worked out
are most alluring. In fact,
I should think it would be
very difficult for anyone,
musically inclined, to pass
your place without going
inside.
"You see we are just as
ready to give due credit for
things that we believe de-
serve it as we are to criti-
cise what we consider ob-
jectionable, and, after all, we are all working to-
gether for a common object, the preservation of
this great thoroughfare as an asset for high-class
business. Yours very truly, (Signed) Robert Grier
Cooke, President."
Roy Forbes, connected with Landay Bros, for
ue, Night View of Landay Bros.' Store.
tions which may desire to affiliate with it. Already
something like twelve associations in and around
New York City are enrolled and plans are to be
made for adopting a constitution and by-laws and
superseding the temporary officers, who will serve
in their respective capacities till their successors
are elected.
It is planned to make the committee a confer-
ence, composed of probably three delegates from
each affiliated body and a certain number of out-
side independent members not connected with defi-
nite bodies ; to open permanent offices and to be
supported by a per capita tax on the several affili-
ated associations. The committee on by-laws com-
prises the following: William G. Anderson (phar-
maceutical conference), John H. Steeneck (retail
grocers), John G. Bremner (talking machine deal-
ers), J. H. Booze (photographic trade), J. M.
Kohlmeier (hardware and supply dealers) and
Nicholas Ehrlich (retail tobacconists).
TO HANDLE JMLUMBIA LINE.
E. L. Ward, Oneonta, N. Y., has completed
arrangements to handle the Columbia Grapho-
phone Co.'s line. Mr. Ward is planning to insti-
tute an energetic campaign for Columbia products,
making a special effort to promote dance record
business.
22
THE TALKING MACHINE WORLD.
ORDERING IN ADVANCE VS. HURRY-UP ORDERS
Discussed in a Most Interesting and llluminnating Way by H. G. Stanton, Vice-President
and General Manager of the R. S. Williams & Sons Co., Ltd., Toronto, Can., in Edi-
son Phonograph Monthly — Has Had Long Experience as Jobber and Is Popular.
The importance of a plan that will insure de-
livery of goods when most desired is unfortunately
overlooked by many dealers, for lack of that one
successful element in business — looking ahead. So
many merchants form the habit of leaving every-
thing to the last minute instead of anticipating the
future as far ahead as they can, laying their plans
out to meet it successfully, and thus be always
ready. Many dealers have no conception of how
the step in anticipating their wants or planning
ahead will simplify matters for them, increase their
business, increase their profits, and relieve the
worry, confusion and loss which follow inevitably
as a result of "scrambling." Lack of preparation,
confined specifically to placing of advance orders,
is usually the result of lack of capital, resulting in
fear of being overstocked and unable to meet
obligations; lack of confidence in the goods you
are selling, and the ability of your organization to
sell them, or lack of ordinary business observation
covering local trade conditions. Any man in busi-
ness, with ordinary business prudence, should be
able to estimate with reasonable exactness how
many machines and how many records he will sell
six months in advance, and still more exactly what
his sales will be for three months in advance
Many dealers, however, give this phase of the
business no consideration, because of the service
they get and because they meet their requirements
with reasonable satisfaction. As a result of this,
when the heavy fall and Christmas season ap-
proaches, the habit of placing orders only as ac-
tually required is formed, and the thought of
anticipating requirements for fall and Christmas
is not taken seriously by them. As a consequence
of this, there is what might be termed a "jam," to
the jobber, to the manufacturer, to the transporta-
tion companies and to themselves, which results in
aggravating delays, serious loss of business and an
unknown but undoubtedly serious loss of future
patronage.
We contend that anywhere from 75 to 95 per
cent, of this trouble can be eliminated by the plac-
ing of advance orders. This can be done by every
dealer, and instead of placing an order for what he
will be requiring to-day or to-morrow, place one
order now for what he may want for immediate
shipments, another order for what he may want
for shipment on the first of next month, and an-
other order for what he may want on the first of
the second month, and so on, as far ahead as local
conditions may warrant; this depending, of course,
largely upon his distance from source of supply,
transportation facilities, etc. The only problem
that presents itself in ordering in advance (and
this is a slight one) is that of properly recording
orders placed, so that if they are to be added to or
in any way altered, it can be done without con-
fusion either to the dealer or the jobber. If orders
are placed ahead, and then for want of some
system are not recorded, but left to memory, and
later on the order duplicated, confusion will, of
course, follow; but by having a card system or a
book so arranged that each type of machine is
represented, and on the page so headed, the num-
ber of machines on order, the whole proposition is
simplified and results in having improved business
and many other benefits to the satisfaction of all.
CARD SHOWING ORDERS.
Type. Amberola V. $100.00 Style.
In Stock. Order. Date. Rec'd. Date.
3 May 19
3 10 Aug. 1-14 7 May 28
4 6 Sept. 1-14 6 June 10
3 25 Oct. 1-14 For shipment
13 rush
12 Nov. 1, 1914.
To permit of our travelers co-operating with our
dealers, in placing advance orders, we furnish our
representatives each week with a record showing
the amount of monthly business done by each
dealer in the town visited. With this knowledge
brought to the dealer's attention, it is a simple
matter to show him that his business should run
10 or 20 per cent, ahead of the previous year (or
whatever percentage of increase or decrease trade
conditions in their judgment, warrants) and or-
dering a proportionately greater or lesser amount
than was done in the same month of the previous
year. Even if this is carried out in the most con-
servative manner possible, and orders placed for
one, two or three months ahead (and at distant
points, four months ahead) and dealer subsequently
requested to add as much again to each month's
order, there is a decided gain; even if, finally his
advance order is for only one-half, that assists us
materially. We are sure every dealer will ap-
preciate these facts if brought home to him by his
jobber; the only condition which works against it
is lack of system. Therefore, we think if a card
system, such as herein shown, were adopted it
would relieve the situation materially, and it would
be appreciated by jobber, dealer and the public.
If the same plan were followed in connection
with records — standing orders for so many each of
new issues, so many each of any special issues, the
same convenience would apply to these.
This problem has been such a serious one with
phonograph dealers for so many years, we believe
the situation can best be met by each jobber reach-
ing his trade frequently and persistently through-
out the months of August and September, so that
when his traveler calls during September and Oc-
tober, material increase in "advance orders" would
be made; and if a little improvement is made this
year and developed along still better lines next, un-
doubtedly conditions will improve to the advantage
of all.
The above conditions would apply to every
dealer, whether he is the exclusive Edison dealer in
his town or has numerous competitors; but where
there are competitors, certainly the necessity for
placing advance orders will be even greater than
where there is a limited or no competition. Why
one dealer will permit his competitor to excel him
in the matter of service when it is so simple t an-
ticipate wants thirty or sixty days ahead, we can-
not account for, unless it is that the neglectful
dealer deliberately tries to help his opponent, for
we know of few better ways of doing this than to
be out of stock of popular selling types of machines
or records when you competitor has them.
The placing of advance orders for new issue rec-
ords is of such vital importance to the development
of the trade that we think it should be the dealer's
first duty after the establishing of a dealership.
The regular dealers' order sheet for new issue
records, sent direct from the factory, and the forms
generally used by dealers in placing their advance
orders for new issue records are undoubtedly good
ones, but we have found that dealers sometimes
mislay or neglect to place their advance orders, so
that in addition to the form referred to from the
factory, we have a special postcard bearing our
address on one side and on the reverse the follow-
ing.
"Kindly enter my order for each
of the new issue records until I notify you
to discontinue,"
which we send to each of our Edison dealers, ac-
companied by a letter, drawing his attention to the
advisability of becoming acquainted with the new
records that are being issued each month. It per-
mits of his more intelligently ordering for his reg-
■ ular stock requirements, and at the same time to
permit his customers to know that on a certain day
or evening of each month they can hear the entire
list of new issue records, all of which means better
service, better satisfaction to his patrons and more
business for him.
When the cards are returned to us we place a
standing order on our files for the quantity of
records mentioned. These records are sent out on
the date of shipment, but in the meantime should
we receive one of the order blanks from the same
dealer (who overlooked he had placed a standing
Talking Ma-
chines, Typewriters, Phono-
graphs, Adding Machines, Cash
Registers, Guns and Tools and all
Polished Instruments. THE FI-
NEST OIL MADE. It absolutely
prevents rust. NYOIL now sold
everywhere by all hardware and
sporting goods men. Large bottle
(cheaper to buy) 25c; trial size, 10c.
WM. F. NYE, New Bedford, Mats.
^ For polishing ^
varnished woodwork it is
extremely satisfactory. No oil is so clean.
Jlsk your watch repairer whose
oil he uses on your watch.
order with us for one or two or three of each
record each month) we would take his order blank,
but not increase his order beyond his standing
order if it was for just two records. But where
he ordered four or six or ten, we would send this
quantity. In any event, by his returning the post-
card placing a standing order with us for one or
more of each record, he would be assured of re-
ceiving the quantity specified promptly on the new
issue dates.
Where advance orders cannot be obtained and
the jobber has to depend upon "hurry up" service,
it is necessary, of course, that the jobber anticipate
his own wants. Sufficient stock room space in
which to conveniently arrange records for the quick
filling of orders, and an efficient staff of order
clerks and shippers must be kept available; but it
is hard to accomplish all this without some check
upon service and despatch. To obtain this we have
a time stamp with which every order received is
not only dated, but timed as to the minute of ar-
rival. The order of "write off" to the department
is also so dated and timed, and the schedule of the
department provides that every order received in
his department up to 2 p. m. must be shipped that
day if a freight order, and up to 4.30 p. m. if an
express order, and there must be some very good
reason for deviation from this schedule.
Many dealers wire orders or indicate a special
necessity for their being rushed, in which case spe-
cial attention is given them from the time they are
received until the time they leave our shipping
room. They are, in other words, given express
service. They are specially marked when written
off, they are specially followed through by the
senior clerk of the department, and they are spe-
cially marked when they reach the shipping room,
so that if they reach that department after the
hours above specified, they are given special atten-
tion. In this way we try to serve our urgent dealers
in the most efficient manner possible.
There are, of course, frequent delays from
causes beyond our control ; and, no matter how
efficient the service, there cannot be the same con-
venience and assurance with rush orders as there
are with advance orders, to say nothing of the big
saving between freight and express charges.
If the card system was adopted more than half
the worry during the fall and Christmas season
will be turned into pleasure.
THE SECRET OF TRUE SOUND.
"The Secret of True Sound" is the name of a
card issued by the Little One-Der Co. featuring
the correct color value of sound and incidentally
claims about the merit of the Little One-Der, which
is an attachment for talking machines. A. S. B. Little,
the inventor and manufacturer, reports that this
Little One-Der is selling rapidly all over the coun-
try, and the outlook for it is very encouraging,
particularly for the fact that it sells wherever
practically introduced.
THE TALKING MACHINE WORLD.
23
The decease of Mme Nordica has created
an increased demand for her records.
If you don't carry them, you lose.
(Write for "Music Money," a book "full of meat" for thote
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
NO OCCASION FOR PESSIMISM IN CLEVELAND.
Talking Machine Business Seems to be Exempt from Many of the Complaints Which At-
tach Itself to Other Lines of Trade — Talking of a Victor Dealers' Association in Cleve-
land— Grafonola Co.'s Handsome Quarters — What Run Around the Trade Reveals.
(Special to The Talking Machine World.)
Cleveland, O., June 8. — The talking machine
dealers of Cleveland are doing nicely, and during
the month of May the general business transacted
was of large proportions. Notwithstanding the
times seem to be out of joint, money appears to
be plentiful with all classes, and sales of machines,
of the various types, from the cheapest to the most
costlj', are in daily evidence. The following re-
ports of the various dealers clearly demonstrate
that there is no occasion for pessimism in the talk-
ing machine trade.
J. Laurie, auditor of the Columbia Graphophone
Co., spent several days at the local office the first
of the month. He expressed himself pleased with
the condition of the company's business in this
locality.
VV. J. Roberts, Jr., practically the pioneer in the
talking machine business in Cleveland, and who
recently retired from the Buescher Co., has, fol-
lowing in the footsteps of several other talking
machine men, engaged in the automobile business.
He has hundreds of "talking" friends who wish
him success.
H. E. McMillin, Jr., vice-president and general
manager of the McMillin Co., who was absent from
his office for several days, owing to illness, is back
at his desk, having fully recovered.
A. 0. Peterson, manager of the Cincinnati branch
of the Phonograph Co., spent a tew days in the
city recently, enjoying a visit with his many friends
here. He is highly pleased with the success he
is meeting with in that city.
The Cleveland Victor dealers, of which there are
a large number in the city, are agitating the for-
mation of a talking machine association. A num-
ber have already signified their intention of be-
coming members.
The summer season has opened up auspiciously
with the Eclipse Musical Co., especially in the
educational line, as it has sold quite a few school
machines recently. Mr. Lane and Mr. Dinslow, of
the company, have both had years of personal, prac-
tical experience, and know how to handle Victrola
prospects with tact and skill. They have jointly
started on a follow-up campaign, in the way of
a canvass, and within two weeks nineteen machines
and several hundred records were sold.
L. N. Bloom, secretary of the Phonograph Co.,
says business for the month of May was very
good. Reports, he said, from dealers locally, and
throughout the State, indicated that the sale of Edi-
son machines and records was as brisk as ever.
Owing to the peculiar business conditions gen-
erally, the warm weather and building operations
going on in enlarging and remodeling the store,
business, said W. J. Davies, manager of the talk-
ing machine department of the Wm. Taylor Son
& Co., is slowing down. This company, however,
is doing a very fair business.
Manager Madson, of the local Columbia store, is
highly pleased with the new location, and the in-
creasing volume of business, which he says is way
ahead of last month. The demand for the Leader
and the Mignonette types of machines was said to
be especially good. One of the last piano houses
in the Cleveland territory, that were not handling
talking machines, has just taken on a complete
line of the Columbia goods, handling them ex-
clusively.
At the talking machine department of the Bailey
Co., business is reported very good in the machine
line, with a large record trade. The larger call
at present was said to be for the smaller type of
machines and for dance records, for the summer
resorts and boating parties.
The Grafonola Co. of Cleveland, who fell heir
to the old location of the Columbia Graphophone
Co., at 913 Euclid avenue, is prospering beyond all
expectations. Mr. Routh, manager, said: "Busi-
ness is on the increase, and even though some other
dealers are complaining. If the business of the
Grafonola Co. continues increasing at the present
rate, we will not have room next fall to take care
of our trade."
The Buescher & Sons Co. report business moving
along prosperously, and that daily sales are be-
ing made of the various types of Victor machines,
with a good record trade. The June list was
said to be popular and taking especially well.
"The Victrola business of the McMillin Co.,"
said Mr. Kellogg, "has shown a marked increase
over that of any previous year. The sales show a
demand for the higher priced instruments, a nurn-
ber of $200 Victrolas having been sold during the
past months. The noticeably increased demand for
the more expensive machines is owing to the fact
that the dance craze has taken the whole country
by storm, and the larger Victrolas are more popu-
lar and suitable for dancing purposes, especially
for the summer hotels and country homes."
TRADE CONDITIONS IN BALTIMORE
Have Been Very Satisfactory During May and
Early June — Large Suburban Business Being
Done Owing to the Movement of Citizens to
the Country — AM' the Leading Makes of Ma-
chines Are In Active Demand.
(Special to The Talking; Machine World.)
Baltimore, Md., June 5. — The talking machine
situation in this section has kept up in its usual
good shape during May, and the dealers feel that
they will be able to make just as satisfactory re-
ports for the present month. Thus far the busi-
ness for June has been very desirable and the deal-
ers predict that it will continue right on through
the summer.
The dealers have received a number of orders
for suburban homes and from those persons who
spend the summer in the mountains or at some
of the watering shores. These instruments at
such places are very popular, especially at night,
when the young folks gather for an impromptu
dance.
Reports show that the Victrolas and Columbias
are becoming a great fad with the dancers and these
machines are used at times in preference to some
other musical instruments because they give good
time and keep the dancers in their proper stride
all through the time that they aTe on the floor.
H. R. Eisenbrandt Sons, who are among the reg-
ular distributers for the Victor line, report an ex-
cellent May, and have reasons to believe that the
good things will continue indefinitely.
Manager W. C. Roberts, of E. F. Droop & Sons
Co., says that he has no Teason to change his usual
statement with regard to the business done
by his firm with the Victors and Edisons. He says
that sales have gone along in fine shape all during
May, and the prospects on hand are a good indica-
tion that his sales force will be kept busy all dur-
ing the warm weather in an effort to reduce these
prospects to real sajes,
Manager F. A. Dennison, of the local branch of
the Columbia Graphophone Co., talks in the same
enthusiastic strain as his fellow dealers. Mr. Den-
nison declares that May was a great month, and
that prospects for the future were as bright as
they could ever expect to be.
Joe Fink, head of the Fink Talking Machine
Co., has similar words of cheer to say with re-
gard to the business he has done during May with
the Victor and Columbia lines.
Albert Bowden, who is head of the sales force
for Sanders & Stayman Co., Inc., states that it
gives him great pleasure to be able to say that the
talking machine business is in such excellent shape
and this alone will help to make him enjoy his
two months' trip in Germany. Mr. Bowden will
sail on June 24 for his home in Cologne, where he
will visit his parents. Mr. Bowden has not been
to his home for twenty-five years, and looks for-
ward to his trip with a great deal of enthusiasm.
Mr. Bowden is booked to sail from Germany for
America in the latter part of August.
WINNERS OF VICTOR PRIZES.
Those Who Secured Awards in Record Describ-
ing Contest and the Records They Selected.
The prize winners in the contest announced a
short while since in the "Voice of the Victor" for
the three best descriptions of Victor records are
the following : First prize, Robert Walsh, Rudolph
Wurlitzer Co., Cincinnati, O. ; second prize, Miss
Besse Patterson, with Frank L. Young, Mount Ver-
non, O. ; third prize, Miss Bertha Moselle, Arison's
Music Store, New York, N. Y.
Mr. Walsh described the selection "From the
Land of the Sky Blue Water;" Miss Patterson dis-
cussed "Erlko«nig," and Miss Moselle described the
"Monologo from Hamlet."
Perhaps the man who is looking for trouble is
better prepared to dodge it when jt comes,
24
THE TALKING MACHINE WORLD.
An Amazing Sale of the World's Greatest Machines
The Keen-o-phone — most marvelous
producer the age has known and the
absolute masterpiece of all talking
machines — offered the trade at give-
away prices for quick clearance.
There are very few dealers who are not
familiar with the wonder of the Keen-o-
phone — how the inventor, after realizing
his ideal of the world's perfect talking
machine, lost out because he failed to
realize that "making" is one thing and
"creating a market" another; how the
factory went on turning out these superb
instruments with no real market devel-
oped. When the crash came shrewd
dealers snapped up most of the surplus,
but there are still about
2000 of these machines left and offered
to you at a discount of 70%,
which means
Style No. 25
We can supply this ma-
chine with same style top
as No. 20 if desired.
Style No. 20
Albums not included
$100,000 Worth of Machines for $30,000
Read the High Lights on this Remarkable Machine
C The Keen-o-phone will play any Disc record made.
C Its patented features eliminate all scratching, rasping and all
foreign noises of any kind.
C This silvery clearness and purity of tone in itself marks the
Keen-o-phone' s decisive supremacy over all other machines.
C All the cabinet work was designed and made by Pooley — evi-
dence enough that these are among the most artistic finely finished
oak, mahogany and Circassian walnut cabinets built.
There are five styles left- — more of some than others. Several styles
are equipped with the famous Pooley Filing Device. And remem-
ber! all are perfect high-grade machines — and cannot last long.
Hurry your reservation to-day! Reserve the first time as many as
you can use, or write quick for appointment at address below, or for
any information wanted.
Containing a Famous Filing Device
Address all inquiries to
E. BAUER, Special Selling Agent
214-218 So. 12th Street
PHILADELPHIA, - PA.
IN DOLLARS AND CENTS:
$175 Keen-o-phones for $52.50
125
85
75
60
37.50
25.50
22.50
18.00
All Net
THE TALKING MACHINE WORLD.
25
CLOSES IMPORTANT DEALS.
Clifford R. Ely Arranged with Prominent
Houses in Memphis, Tenn., and Washing-
ton, D. C., to Handle the Columbia Grapho-
phone Co.'s Products — The Two Concerns
Distinctly Prominent in Their Territories.
MISAPPREHENSION AS TO COPYRIGHT. DEVELOPING COUNTRY TRADE.
Clifford R. Ely, road ambassador for the whole-
sale department of the Columbia Graphophone Co.,
returned to New York last week after a month's
trip through the South
and near-by Eastern ter-
ritory that was unusu-
ally successful even for
this result-producing
ro.ad man. Mr. Ely
reached New York head-
quarters in time to greet
the host of dealers at-
tending the annual con-
vention of the National
Association of Piano
C. R. Ely. Merchants, many o.f
whom are Columbia advocates, maintaining ex-
tensive and successful Columbia departments. ^
Two of the more important deals closed by Mr.
Ely on this trip were the D. B. Lovvenstein Co., of
Memphis, Tenn., and Woodward & Lathrop, Wash-
ington, D. C. In a chat with The World Mr. Ely
called attention to the importance of these new ac-
counts, which he states are deserving of far more
than passing attention.
"The D. B. Lowenstein Co., of Memphis, Tenn.,"
slated Mr. Ely, "is known as the 'Marshall Field'
and 'John Wanamaker' of the South and caters to
a class of people who thoroughly appreciate quality
and value. The D. B. Lowenstein Co. is the largest
store in Memphis, and the fact that it has decided
to maintain a Columbia department is indeed a val-
uable indication of the prestige of Columbia prod-
ucts. The store is planning to go after business
energetically and has already erected five demon-
stration booths which are furnished in a dignified
and high-class way. Earl Silliman, formerly as-
sistant manager of the Columbia Graphophone
Co.'s headquarters in Birmingham, Ala., has been
appointed manager of this new and important de-
partment.
"Woodward & Lathrop, Washington, D. C, which
is one of the finest department stores in the coun-
try, is the aristocratic store of the capital city. This
store has never heretofore carried on anything but
a strictly cash business, and the placing of Colum-
bia products in this famous establishment is indeed
a tribute to our company and its standing. About
five booths are now being constructed, and John
Affitica, formerly connected with the Flatbush ave-
nue Columbia department of F. G. Smith, has been
appointed manager. These two deals are but a part
of the total results of this Southern trip, but they
give a fair idea of the success that Columbia prod-
ucts are achieving."
The whole business world rests on a foundation
of confidence. When confidence is gone business
is gone. Individual salesmanship depends upon
confidence as much as any other transactions in
business.
When Can a Copyright Be Obtained — Modus
Operandi — Numerous Inquiries Answered in
Connection with the Present Interest Dis-
played in the Designed Registration Bill.
The interest in the "design registration" bill now
in Congress has caused numerous inquiries to come
to us from manufacturers and dealers who wish to
know what rights they have in designs and names
at the present time, and this has also brought forth
the question from many sources whether or not
they could not "copyright" this word, or title, or
device, sometimes referring to a letterhead, some-
times to a trade-mark, sometimes to a descriptive
phrase and sometimes to a design. These inquiries
indicate that there is a general misapprehension as
to copyright which should be corrected, and which
will be clearly seen when it is understood that the
only things that one can possibly copyright under
the law are works of literature, music, drama and
the fine arts. A title, a name, an outline cannot be
copyrighted.
Sometimes protection may be had for trade-
marks or trade names under the State laws or un-
der the trade-mark laws of the United States, but
this protection has nothing to do with copyrights.
Trade-marks are registered in the Patent Office as
are design patents, which are issued for various
terms of years. However, trade-mark right may
not be obtained in a geographical name or an ad-
jective or phrase of description or in a proper
name, while a design patent must show some nov-
elty and invention.
Under the proposed design registration law pro-
tection would be afforded to the registrant who is
first to register a particular design, irrespective of
whether it contained novelty or invention, and the
registration would practically date from the time
the same was sent to Washington with the fee,
without any waiting for the same to be passed upon
by the Patent Office. Every original production in
the way of a design would be entitled to registra-
tion protection as against imitation or duplication,
one of the advantages of the proposed registration
being the facility and cheapness by which the regis-
tration would be obtained. There is no doubt that
under the present laws as to design patents greater
protection is afforded the manufacturer than under
the proposed design registration law, because if a
manufacturer now receives a design patent he can
restrain as an infringement any design that looks
to the casual buyer to be the same as his, whether
or not the outlines are identical. But the trouble
with the present law lies in the delay in getting the
design patent and the expense incurred.
To those who have proposed the use of the copy-
right as a substitute for both, we assure them, says
The Jewelers' Circular Weekly, that their sugges-
tion is absolutely without merit or reason, as the
copyright law contains no provisions under which
any such protection can be granted.
To guy visitors or to give short, flippant answers
even to stupid or impudent people is a great mis-
take. Meet rudeness with unfailing patience and
politeness and see how much better you feel.
Standard" Record Cleaner
Price, 50 Cents, List
Patented June 2, 1914.
ARTISTIC AND ATTRACTIVE
Grips the record surface and
clings as if on rails.
Extended brush area cleans rec-
ord with one sweeping circuit.
Send 10 cents in stamps for a sample cleaner. Write on your busi-
ness letter head only. Place regular orders through your jobber.
STANDARD GRAMAPHONE APPLIANCE CO.
173 LAFAYETTE STREET, MEW YORK
How J. J. Bennett, of the Columbia Traveling
Staff, Toured the Ozark Mountain Foothills
— Made Some Important Connections.
(Special to The Talking Machine World.)
St. Louis, Mo., June 10.— J. J. Bennett, of the
Columbia traveling staff here, returned early this
month from four days at Sullivan, Mo., in the Ozark
Mountain 'foothills, where he assisted J. H. Ben-
nett, not related, in getting started in rather a
novel talking machine undertaking, at least for
this section.-
Sullivan is only a small town, and is not equal
to supporting a pretentious talking machine busi-
ness, but Mr. Bennett proposes to make the "whole
mountains and valleys" his field. He is a former
real estate man, and knows well the character of
the residents in and about Sullivan, and he has
concluded that they are as anxious to welcome the
talking machines in their homes as their fathers
and mothers were the sewing machine, and he is
going to present it to them in exactly the same
way.
As a starter, Mr. Bennett has bought two auto-
mobiles and two horse rigs, and has hired men as
solicitors. Each will take a capacity load and go
out and demonstrate wherever he can get an audi-
ence, and sell wherever he can get the money. Mr.
Bennett believes there are great possibilities in
his field, and he js going into the business on a
large scale, expecting to have fully 100 men in the
field before the summer is over. His activities
during the winter will depend largely upon the
weather and other conditions, but he believes that
he can keep his force at work during the winter,
too, when the evenings are long and entertainment
is needed.
The first four days the four rigs were out eleven
sales were reported. That, Mr. Bennett says, was
a fair record for the untrained men. He thinks
they will do even better after they get into the
work. "The dance craze .is reaching everywhere,
and music is becoming a necessity, even in the
mountains," says Mr. Bennett, "and I am going to
carry good music where a piano would be use-
less."
There is a peculiar feature about Mr. Bennett's
territory, in that scores of city families have sum-
mer homes on the mountain sides, and many of
these have good machines at home, 'but have not
taken them to the summer cottages, and a good
many have expressed a willingness to buy low-
priced machines for use in summer. Indeed, it
was these expressions that gave to Mr. Bennett his
idea, and then he saw the great void in hundreds
of prosperous farm homes that he knew, and de-
cided it was both a mission and a business field.
As a starter for his business, Mr. Bennett bought
more than sixty of the United States machines
when that stock was sold out. He will make the
Columbia line his leader, and will sell Edison cyl-
inder machines.
The Columbia warerooms in this city have been
following a somewhat similar line of work in de-
veloping the summer hotel and clubhouse trade.
Along the Meremac River, a popular boating
stream, are hundreds of clubhouses and farm
homes where city folk spend the heated weeks.
Salesman Odell has been traveling this country and
other summer resort territory, giving concerts at
clubhouses and at farm homes wherever there is a
sizable party of summer boarders. After an eve-
ning of splendid entertainment or dancing, and
this dancing thing will not down even for a ter-
rific heat that marked the last of May and first
weeks of June in this country, he talks sale. Very
few clubs or landlords fail to come across, for
the average summer host, even if he is a farmer,
fully realizes that a contented party of boarders
is a whole lot more easily fed than those city folk
who find the attractions of the pig pen and the
cow lot growing stale to their city-trained ideas.
Miss Bessie Fireside, of the Columbia staff, will
spend her vacation in Vienna, 111.
When you have found out what line of goods
attract the most people in your store, go into that
line as strong as you can.
26
THE TALKING MACHINE WORLD.
NEW YORK TRADE CLOSING GOOD SUMMER BUSINESS.
Jobbers and Dealers Co-operating to Secure Hotel and Camp Trade — Record Shortage
Not So Acute — Higher-Priced Machines in Demand — Recitals Attracting Many Out-
of-Town Callers — Red Seal Records Maintain Popularity — New Columbia Record Stand.
The local talking machine trade 'he past month
has been generally satisfactory to all members of
th; industry, although here and there some of the
dealers have complained that the business depres-
sion which has been hurting business throughout
the country affected their sales during the past
few weeks. On the whole, however, the talking
machine business has fared exceptionally good,
and May kept up the excellent record attained by
the previous four months' sales totals.
There is no doubt but that the active and prog-
ressive talking machine dealer realizes that the
summer season should not be passed up as the
natural dull season of the year. On the contrary,
the majority of dealers are making energetic ef-
forts to make the summer months compare favor-
ably with the other seasons of the year. With the
dance craze continuing unabated, the 1914 summer
months should prove profitable to the aggressive
dealer who takes advantage of the various sum-
mer amusements to drive home the fact that the
talking machine with a goodly supply of records
is practically indispensable to ideal summer camp
or bungalow life. The hearty endorsements given
the talking machine and records^ by the leading
exponents of the modern dances can be used to
excellent advantage by the dealers who really try
to secure summer business.
Summer Hotel Prospects.
New York's proximity to so many watering
places permits the local dealers to make a special
effort to develop the possibilities of summer busi-
ness, and the results to date have been very grati-
fying. The consistent solicitation of the summer
hotels has convinced the dealers that this class of
sales has been sadly neglected during the past few
years and even though the present dance craze
should subside, the opportunities for closing sales
to summer hotel owners, campers and general vaca-
tionists will be followed up closely by the members
of the local trade.
Record Situation Clearing.
The jobbers and dealers have not complained as
emphatically during the pa-st month regarding
record shortage as they did in the first four months
of the year, although this does not signify that
record business has fallen off. As a matter of
fact, the majority of the dealers and jobbers
closed a splendid May record business, but the
cessation of general complaint is probably due to
the fact that the trade as a whole realizes that
the manufacturers are turning out more records
than ever before, and that the scarcity of records
can be attributed to the remarkable increase in
the demand for records that has taken place in
the past six months.
Blackman Co. Closes Good Month.
The Blackman Talking Machine Co., 97 Cham-
bers street, New York, the well-known Victor and
Edison cylinder distributer, reports the closing of
a very satisfactory business during the past month,
particularly in its Victor record department. The
company is not only selling large quantities of
dance records, but is steadily increasing its Red
Seal record business. This class of trade is being
consistently developed by the Blackman dealers,
and a growing appreciation of the better class of
music by the general public can be traced indirectly
to the activities of talking machine dealers to in-
crease their sales of Red Seal and operatic records.
New Columbia Record Display Stand.
"May was one of the best spring months we
ever experienced," said R. F. Bolton, manager of
the wholesale headquarters of the Columbia
Graphophone Co., 89 Chambers street. "Our gain
over last May was about 30 per cent., and we are
very well pleased with this figure in view of the
general business depression that has been current
in all mercantile lines. We are selling more of the
higher priced machines than ever before, and the
"Leader" at $75 is gaining popularity week after
week." This wholesale branch recently sent out
to its dealers in New York a handsome and at-
tractive record display stand that is winning favor
wherever it is introduced. The stand is con-
structed of oak finished boards, and the coloring
harmonizes perfectly with the neat and refined lay-
out of the design. The stand, together with rec-
ord strips to the number of forty, are sent to
Columbia dealers in local territory at the nominal
cost of seventy-five cents per month for a period
of six months.
New Victrolas Sell Well.
"The new types of Victrolas X and XI are being
praised by all our dealers," said G. T. Williams,
manager of the New York Talking Machine Co.,
81 Chambers street, Victor distributer. "The many
points of refinement in these new types are ap-
preciated by our clientele, who state that the new
designs are meeting with a ready sale. The month
of May just closed was the best in our history,
showing a substantial gain over last May, which
was a record-breaker. Both in machines and rec-
ords our sales were considerably in advance of
last year, and the outlook just now is very en-
couraging. Our efforts to co-operate with our
dealers are being more and more appreciated, par-
ticularly in view of the recent record shortage, as
we have endeavored to point out to our trade just
how they can secure the most profits out of their
record stocks."
Holding Edison Recitals.
The Edison disc department of Hardman, Peck
& Co., 433 Fifth avenue, is holding informal recitals
at its showrooms on the fifth floor of Hardman
House, at which the Edison disc products are
featured. H. N. Purdy, manager of this depart-
ment, states that these recitals are proving very
successful, attracting many interested music lovers,
who are enthusiastic regarding the tone qualities
of the Edison machines and records. Sales of
high priced machines continue to have the call at
this department, the high grade Hardman clientele
evidently preferring to have the better grades of
machines in their homes to harmonize with their
decorations and furnishings.
Occupying New Home.
The new Fifth avenue home of the Columbia
Graphophone Co. in the handsome establishment
of F. G. Smith, 335 Fifth avenue, is now entirely
completed, and Manager Hayward Cleveland can
well afford to look upon his department with pride
and admiration, as every detail in this new store is
in complete accord with the prestige of Fifth
avenue trade and surroundings. Assisted by a
capable sales staff, Mr. Cleveland is already prov-
ing the value of this location, and being situated
in the heart of the high grade piano and shopping
district, is in an excellent position to secure high
class business.
New Records Well Received.
In a chat with The World, A. N. Struck, the
newly appointed manager of the Edison depart-
ment of the Tower Manufacturing & Novelty Co.,
326 Broadway, states that the new Edison disc
records now being issued are winning words of
approval from all his patrons. This particularly
applies to the new dance records, which are mak-
ing a hit with summer vacationists, who wish to
take them along for their week-end parties.
Collect Vour Over Due Accounts
WITH "RICKERT'S" COLLECTION PICTURES
The newest and most successful collection method ever devised. Printed on im-
ported gummed paper, in startling colors, size of a postage stamp — humorous so
as not to offend — yet serious enough to make the money come. Simply moisten
them and stick to statement or invoice and mail. No dunning letters required.
Fifteen designs. Illustration shows one. For $1.00 bill, will mail prepaid 1,000
assorted. Sample free. WILSON E. RICKERT, Allcntovvn, Penna
In the Department Stores.
The Victor and Columbia department at Gimbel
Bros, store, Thirty-third street and Sixth avenue,
is making a special display of dance records, a
separate table being allotted to each popular dance,
with appropriate records displayed at each table.
This unique arrangement is attracting attention
and producing sales.
The Columbia and Victor department in the
Simpson-Crawford store, Twentieth street and
Sixth avenue, was moved this week from the third
to the fourth floor, where it occupies handsome
quarters immediately adjoining the piano ware-
rooms. A number of booths have been fitted up
in modern, up-to-date fashion, and Manager Allan
Welburn states that business has shown a steady
increase during the past few weeks.
FEATURING EDISONS IN ST. LOUIS.
Silverstone Relegates Piano Stock to Standing
of a Side Line and Goes After Phonograph
Business in Energetic Manner.
(Special to The Talking Machine World.)
St. Louis, Mo., June 9. — Mark Silverstone, Edi-
son jobber, is featuring the name Edison more
and more strongly in his advertising, and he makes
no secret of the fact that he would use the name
fo.r his store except that he is still handling pianos
as a side line to his talking machines, a department
that he established when he first removed into the
large building that he now occupies. He did not
then anticipate the record-breaking jobbing busi-
ness that would result from the Edison disc intro-
duction.
Already plans have been completed for this sum-
mer's work of giving to the store increased facili-
ties for the demonstration of the Edison machines.
The present plan is to remove the cylinder ma-
chines and records to the second floor, which can
be reached either by stairway or elevator, and
iConverting three of (the (present demonstration
rooms now used for cylinder trade into a recital
hall, which will be soundproof, and will have a
eleven-foot vaulted ceiling, and will seat sixty per-
sons in comfortable chairs. Two additional dem-
onstration rooms will be built on the main floor,
and the general decoration scheme will be changed.
O. A. Reynolds, of the Silverstone sales staff,
is making an extended trip into Mississippi, Ten-
nessee, Alabama and Georgia. He is making an
excellent record in the establishment of selling
agents in the Southern country, and they promise
much business if the cotton crop develops.
Mr. Schulte, of the sales force, recently went to
the Roe Grammar School in this city and made cyl-
inder records of the chorus work in each of the
grades. The records will be kept at the school
for future demonstration.
EILERS T. M. CO. INCORPORATED.
The Eilers Talking Machine Co. was recently in-
corporated at Seattle, Wash., for $3,000, the incor-
porators named being C. H. Hopper, E. P. Kelly
and J. W. Roberts. The new firm takes over the
business of the Eilers Music House but will not
present any new faces to the trade, for both
Messrs. Hopper and Kelly are well known in talk-
ing machine circles in Seattle as being connected
for a number of years with the Eilers house, Mr.
Hopper being assistant manager. The officers of
the company will be C. H. Hopper, president; J.
W. Roberts, vice-president; E. P. Kelly, secretary.
The headquarters are in the Alaska Building.
BASIS OF GOOD HABITS.
Good habits are produced by an organized mind.
The more good habits a man has the more efficient
and useful he becomes. For a habit once formed
acts with very little expense of energy, thus energy
is conserved for the pursuit of other work. A
well organized mind is one of the most valuable
possessions within the reach of man. Just how to
secure it is too large a problem to discuss in the
short space allotted here, except to say, con-
scientious, constructive work is the basis of its
possession,
THE TALKING MACHINE WORLD.
27
r /mm--
A Most Potent Salesman
Reach Your Prospects Through the
Medium of Their Mother Tongues.
Arabian
Hawaiian
Norwegian
Bohemian
Hebrew
Polish
Canadian
Hollandishe
Portuguese
Chinese
Hungarian
Roumanian
Croatian-Servian
Italian
Ruthenian
Cuban
Japanese
Russian
Danish
Jewish
Servian
Deutsch
Korean
Slovak
Finnish
Latin
Swedish
French
Lithuanian
Spanish
German
Mexican
Turkish
Greek
Neapolitan
Yiddish
In addition to the largest and most
complete stock of Domestic Records
in the United States, we carry the entire
Catalog of Victor Foreign Records.
liHehrew
/juiierraan
NEW YORK TALKING MACHINE COMPANY
81 Chambers Street, New York
SEND US YOUR ORDER FOR RECORDS AND LITERATURE.
28
THE TALKING MACHINE WORLD.
The four Columbia Dance Instruction
Records will make the talking machine
dealer's Summer months the livest kind
of a period. If you don't want to dance
don't listen to them.
( Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.')
Columbia Graphophone Company
Woolworth Building, New York
CANADIAN TALKING MACHINE DOINGS SUMMARIZED.
Demand for Foreign Records Growing in Canada — Pathe Freres Appoint Special Repre-
sentatives— Nordheimer Piano & Music Co. to Remove — Will Have Spacious Quarters
as Well as Recital Hall — Columbia Demonstration by Miss O'Brien Interesting.
(Special to The Talking Machine World.)
Toronto, Can., June 10— H. V. Smith, of Smith
& Smith, North Sydney, C. B., was a recent trade
visitor to Toronto en route for Chicago, New-
York and other United States points. This east-
ern Canadian firm has a growing talking machine
and record business.
A new 46-page catalog of Columbia-Rena rec-
ords has been recently issued by the Columbia
Graphophone Co., Toronto, containing the cream
of its English records.
Miss Mary O'Brien, special school representa-
tive of the Columbia Graphophone Co., Toronto,
is carrying on important educational work for that
firm. Three demonstrations and lectures have
been given in Toronto before the Catholic teach-
ers and separate school boards, one at each of the
Loretto Abbey, St. Joseph's Convent and Pe La
Salle Institute. Miss O'Brien, who has gained
valuable experience in newspaper work, was as-
sisted by Professor Frederick Goodwin, head of
the Columbia firm's educational department at New
York.
I. Montagnes & Co., European manufacturers'
agents, whose special agencies include talking ma-
chine needles, have removed to new premises in the
new Ryrie building, Toronto.
The well-known European house of Pathe Freres.
London and Paris, 'have now a special representa-
tive in Canada in the person of Frank J. Bowers,
who is here in the interests of that firm.
Mr. Bowers spent a week in Toronto, and while
Safety Needle Controller
A sound box handle which every
Victor owner should have.
Prevents sound box from damaging
records ; no pricking fingers with
needles; permits full view of record
for proper starting.
Retails 25c. (Liberal Discount)
Sample sent for 20c. stamps and
name of jobber.
C. & C. SALES CO.
120 BOYLSTON STREET, BOSTON, MASS.
here practically concluded arrangements for the
distribution in Ontario of Pathephones and Pathe
disc records. It is his purpose to arrange for a
wholesale agency in each Province. Mr. Bowers
departed for the West, and on his return to To-
ronto those of the local trade who have not already
inspected the Pathe line will be given an oppor-
tunity to hear disc records on the Pathephone.
This machine uses a sapphire reproducer, and the
Pathe line is well-known the world over. Pathe
Freres have factories in London and Paris, and
arrangements are now being made for a United
States plant.
Field for Foreign Records Widening.
There are dealers in Canada who have awakened
to the possibilities there are for the sale of talk-
ing machines and records to foreigners. The key
to the "situation is, of course, the wide range of
foreign records. Although some retailers are de-
riving a good substantial profit from the sale of
foreign records, it is a field ready for harvest that
has been only scratched over on the surface.
According to the last census there were in
Canada 107,535 Scandinavians, or persons of
Scandinavian descent ; 75,681 Jewish ; 27,774
Chinese; 45,41 1 Italian; 2,054,890 French ;. 393,320
German; 15,497 Finnish; 33,365 Polish; 9,021 Jap-
anese, and other nationalities varying from 2,500
up. These amounts since the census was con-
cluded some time ago have increased by many
thousands.
Plans Out for New Nordheimer Build ng.
After seventy years on King street East, To-
ronto, the old established firm of Nordheimer
Piano & Music Co., Ltd., has gotten out plans for
a new building on the northwest corner of Yonge
and Albert streets, opposite Eaton's, having a
frontage of 110 feet on Albert street. There is a
lane at the rear from which goods will be
despatched and received directly to and from the
freight elevator to be located in the northwest
corner of the building. The new building is to be
of six stories and basement, with entrances from
Albert street and from Yonge street. A recital
hall with a seating capacity for 500 persons is to
be located on the first floor, and ample provision
will be made for artists' studios. The basement
will be devoted to the talking machine department,
which it is proposed to enlarge, and the sheet
music retail department will have a prominent
location on the ground floor, where also, will be
located large piano showrooms. The immense f ront-
age of plate glass on two streets will give an un-
usually large window display space, the pedestrian
and vehicular traffic being particularly heavy at
this point.
Successful selling depends on three things:
Getting a Customer.
Selling Him.
Keeping Him.
BUSINESS OUTLOOK EXCELLENT.
Schmelzer Arms Co. Break All Banner Records
in Trade Growth.
(Special to The Talking Machine World.)
Kansas City, Mo., June 6. — A. A. Trostler, man-
ager of the talking machine department of the
Schmelzer Arms Co., is enthusiastic over present
trade conditions. He remarked to The World that
the first five months of 1914 had surpassed any five
months in the talking machine business since the
Schmelzer Arms Co. Showroom.
firm was established. Last year was the biggest
Victor year in the history of the Schmelzer Arms
Co. Mr. Trostler added : 'We are frank to say
that prospects for the' balance of the year, with the
two hundred million bushels of wheat in the State
of Kansas alone, and the same proportion of crops
in the States of Oklahoma, Nebraska and Missouri,
will create a business which will correspond to any
twelve months that we have ever enjoyed."
The Recital Hall.
The views shown herewith represent the concert
hall, one of the Victor display rooms, which is
used for demonstrating. The company devo.tes
a space of seventy-five feet frontage by 135
feet deep to the retail Victor department. Com-
plimentary concerts are given daily in the concert
hall from 10 a. m. to 5 p. m.
ENLARGE "TALKER" SPACE.
The Denver Dry Goods Co., of Denver, Oo.l., has
greatly enlarged the space devoted to its talking
machine department to the new quarters, superbly
decorated, have attracted many customers. W. C.
Wyatt is manager.
The reason there is plenty of room at the top is
because most of the people who get there fall off.
THE TALKING MACHINE WORLD.
29
ANTI=BUS1NESS LEGISLATION.
Should Congress Create an Interstate Commis-
sion, the Consumer Would Bear the Brunt
of Total Yearly Cost of $58,000,000, Ac-
cording to James E. Bennett — "Talker"
Trade No Exception to the General Rule.
Not long ago a New York newspaper printed an
article in which it stated that about $10,000,000
would cover the total yearly cost to the consumer
of the proposed Interstate Trade Commission. The
creation of this commission is now being discussed
by Congress, and according to good authority there
seems every likelihood that the legislators at
Washington will establish such a body.
If such is the case every corporation will be
amenable to investigation by the commission. The
piano industry will not be exempted.
Concerning the stupendous expense of such a
commission, which cost will ultimately be paid by
the consumer, James E. Bennett, general secretary
of the Printing Press Manufacturers' Association,
has written the following letter :
"The total yearly cost of this commission, which
Congress seems determined to create, will amount
to approximately $58,000,000, all of which ulti-
mately must be paid by the consumer.
"There are about 309,000 corporations which filed
income tax reports, and after deducting the 7,500
national banks, 17,000 State and savings banks,
3,000 railroad corporations under the Interstate
Commerce Commission, and making allowance for
corporations which do no business across any State
line, it is estimated that there are about 150,000
corporations which will be subject to this errone-
ously named 'anti-trust bill.'
"The commission of five men will have many
tasks. One is 'to investigate the organization, busi-
ness, financial condition, conduct, management, and
its relation to other corporations of any corpora-
tion engaged in commerce.' If it investigates one
corporation and makes its report public, it ought
in fairness to investigate all; and if it does not
investigate all, then some guilty corporations may
escape. Now if one examiner can investigate an
average of one corporation each week, he could
look after fifty a year. That would require 3,000
examiners. They, being experts, would require
salaries of at least $3,000 a year, or a total of
$9,000,000 for this item.
"Each corporation must also file annual reports.
Such reports to be useful for the purposes of the
commission must be very specific and include
copies of all trade agreements and contracts and be
under oath and certified by public accountants. To
make up such reports would easily cost each cor-
poration an average of $150 a year, or a total of
$22,500,000 for this item.
"These reports must all be indexed, filed, an-
alyzed and compared for traces of possible shady
stock issues, baseless bonds, derelict directors and
interlocking interests of monopolistic tendencies.
This would take a large and very competent office
force. The cost of tabulating and publishing the
1910 census will be $8,500,000, so it is safe to say
that this item of the operation of the trade com-
mission will be at least $4,500,000.
"Every person who is a director in two or more
corporations carrying on a competitive business
must either resign or file a petition with the com-
mission, have a hearing and try to get an order per-
mitting him to serve in both corporations. To employ
attorneys, attend hearings in Washington and get
this proceeding through will cost on an - average
NAME- PLATES
DECALCOMAN IE
r «HcC V^^iK^W- a. transfer
name pi ate on. _
your talking0)
nvachiae cabinets C
V .^ift*^.. TV
1»" Piam»
macKiixe cabinets
WRITE FOR SAMPLES
AND PRICES.
SKETCHES
FREE
$300, and as probably 20,000 such applications will
be made the first year, this item would cost the
corporations $6,000,000. . -
"All 'holding' companies must either dissolve or
within one year make application for permission to
continue business. Such applications will entail
tedious hearings and exhaustive evidence taking,
and' will easily cost an average of $1,000 to the
corporation. There are probably 10,000 such cor-
porations, and to carry out these proceedings would
cost the corporations $10,000,000.
"To cap the climax, Section 12 provides that
where stock is to be issued for property the com-
mission shall investigate the value of the property
and issue a certificate before the stock can be is-
sued. There are at least 20,000 corporations or-
ganized each year in the various States which con-
template engaging in commerce and which buy
some property with stock. All of these would have
to submit their inventories and appraisals to the
commission and probably have hearings and offer
evidence. The question of value of 'good will'
would be a very troublesome problem, and each of
these proceedings would undoubtedly cost the cor-
poration on an average of $300, or a total of
$6,000,000. Incidentally, with all these duties and
many others, the commission would soon be years
behind in its work and the business men would
have to await their turn for relief.
"Of course, this looks absurd, and it certainly is.
Nevertheless it is true, and if this ridiculous trade
commission is formed with its far-reaching and
preposterous powers, the ordinary citizen will have
to pay this penalty. The benefits derived will be
nothing except to the employes of the commission,
who will nearly all be exempt from civil service
requirements and only need a 'pull' to get positions.
"Millions spent to spank the industries of the
country in order to regulate them! This bill in
principle is an. attempt to work the 'third degree'
upon every business corporation, and is the essence
of 'Government by Suspicion.' "
WHAT DANCE EXPERTS SAY.
The Haverty Furniture Co., Savannah, Ga.,
Columbia dealer, recently received the following
letter from Mr. and Mrs. Sol C. Rice, prominent
dancing instructors in this city:
"We are using the Columbia 'Favorite' Grafo-
nola and Columbia records at our dancing acad-
emy, where they are attracting extraordinary at-
tention. The records are played in perfect dance
time, and our patrons are delighted and fre-
quently encore them. If at any time we can be
o.f any assistance to you, we are at your command,
Yours very truly (Signed), Mr. and Mrs. Sol C.
Rice."
SUFFERED FROM FIRE.
In the fire which occurred recently in Marion,
Ind., the Butler Music Co., which occupied quar-
ters in the Wyandotte Block, suffered considerable
damage to its stock of supplies and instruments in
the basement of the storehouse.
GEO. A.SMITH &CO.NC
74 CORTLANDT ST., N .Y.
1897 SEVENTEEN YEARS 1914
SEVENTEEN YEARS' EXPERIENCE IS VALUABLE
In 1897 J- NEWCOMB BLACKMAN started in the TALKING MACHINE
business and STUCK TO IT. It was a case of CONFIDENCE, PLUCK,
HARD WORK and a firm belief that FAIR DEALING and SERVICE still
mean SUCCESS.
SUCCESS HAS NOT YET BEEN CORNEREO
If it had been the BLACKMAN TALKING MACHINE CO. could not have
just celebrated WITH ITS EMPLOYES the close of its 12th successful
year and keep in force A PROFIT-SHARING plan established FIVE
YEARS AGO.
BOES THIS INTEREST SEALERS? READ ON
VITALLY so— if they are BLACKMAN DEALERS or will become so.
Don't you think SEVENTEEN YEARS of SUCCESSFUL CONCEN-
TRATION shows up in BLACKMAN SERVICE? Does TEAM WORK
and HARMONY among EMPLOYES produce SATISFACTION for
customers? Who don't know the ANSWER?
IT'S WORTH REAL MONEY TO BE A "BLACKMAN DEALER"
Are you going to be SATISFIED with anything claimed to be "JUST AS
GOOD"? Not when you can TRY the GENUINE and AT THE SAME
PRICE.
When will it be? Join us NOW.
BLACKMAN TALKING MACHINE CO,
J. NEWCOMB BLACKMAN, Pres.
97 CHAMBERS ST., NEW YORK
30
THE TALKING MACHINE WORLD.
The
One-Step
Full dance instructions on one side and a
complete dance selection on the other.
The biggest tl
business sini|<
Demonstration
You know very well thi
of people in this country r
could learn all alone in th it
expense of private lessors
Well, they can do it |
Each of these
Four Dance i
has a regular dance se^
present records. But n
instructions how to dm
One=Step, the Hesitations
Ten million people arm
Saturday Evening Post !h
away those who come to <
you going to follow aloig
cash in on the biggest tli
Your nearest Columbi
of this issue) has a supfi
you.
Full dance instructions on one side and a
complete dance selection on the other.
Graphop
WOOL WORTH B
THE TALKING MACHINE WORLD.
31
:n the record
e Columbia
cord.
hundreds of thousands
dancing if only they
es without going to the
blicity of class lessons.
tion Records
ne side — just like our
I side are complete
particular dance— the
and the Tango.
Hit these records in the
Are you going to turn
>r those records; or are
)f least resistance and
his dance business?
• (see inside cover page
ecords on hand to send
ompany
JEW YORK
#5^
8 9o
% The
^Hesitation,
Full dance instructions on one side and a
complete dance selection on the other.
The
Tango
Full dance instructions on one side and a
complete dance selection on the other.
32
THE TALKING MACHINE WORLD.
Joan Sawyer, vaudeville's most popular
danseuse, has her own Persian Garden
Orchestra making Columbia dance
records. One ot these records will
be announced shortly.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Wool worth Building, New York
KRAKAUER AND THE EDISON.
The Well-Known Piano House of New York
Featuring the Edison Disc Phonograph to
Excellent Purpose — Handsome Display
Quarters and Special Recitals Interest the
Public and Win Customers and Friends.
Krakauer Bros., one of the old-time distin-
guished piano houses, which recently secured the
agency for Edison disc phonographs, are dis-
playing them to great advantage in their ware-
A. Edison, Inc., they say : "We find the Edison in-
strument a worthy adjunct, as to quality o.f tone,
to the Krakauer pianos. The disc has given en-
tire satisfaction and has caused many surprises to
musicians and critical minds." And the sales of
records prove the correctness of this deduction.
Andrew H. Mangold, manager o.f the Krakauer
establishment, has demonstrated the Edison in-
struments at a number of musicales recently and
has attracted most fashionable audiences, who have
been aroused to grea*- enthusiasm in connection
Exterior and Interior Views Krakaurer Bros., New Yok.
1. Exterior of Office Building, 17 East Fourteenth Street. 2. One of the Edison Disc Recital Parlors
to Edison Recital Parlor "'
rooms at 17 East Fourteenth street, New York. The
illustration herewith will give an idea of the extent
and equipment of the Krakauer quarters. .
Krakauer Bros, have expressed the greatest
pleasure and satisfaction with the wonderful tone
qualities p.f Edison dies, and in a letter to Thomas
.3. Entrance
4. Edison Salesroom.
with the interpretation of the programs prepared
by him.
The Edison Phonograph Monthly, by the way,
recently devoted considerable space to the Kra-
kauer establishment, giving a history of the house
and extended reference to its distinguished
founder, Simon Krakauer, of whom a portrait ap-
peared. The house of Krakauer has long been noted
for its adherence to the highest ideals in the con-
structive department of piano making, having paid
particular attention to the development of to.ne
quality.
H. C. BROWN ADDRESSES PIANO MEN.
Advertising Manager of Victor Co. Emphasizes
Importance of Truthful Advertising and the
One-Price System at Banquet of National
Association of Piano Merchants.
Henry C. Brown, advertising manager of the
Victor Talking Alachine Co., was one of the
speakers at the annual banquet in connection with
the convention of the National Association of
Piano Merchants at the Hotel Astor on June 9 and
which was attended by over 650 piano men and
their friends. Mr. Brown delivered an interesting
address on the importance of truthfulness in ad-
vertising and the necessity of the one-price system
as conditions precedent to, success in business, and
closed with an appeal for the piano men to do all
in their power for the support of the Stevens bill,
which provides for the maintenance of prices on
trade-marked articles. The arrival of Governo.r
Glynn, of New York, the guest of honor, during
Mr. Brown's address, forced the latter to deliver
his speech in sections, as it were, but nevertheless
he created an excellent impression.
PLAYED GREAT GAME.
At Least We Are Sure the Winning Team of
the Forces of the New York Talking Machine
Co. Did — Particulars Later.
There was great excitement in Van Cortlandt
Park last Saturday afternoon. Diamond No. 3 was
surrounded by the forces of the New York Talking
Machine Co., carrying on an active campaign of
"rooting" for their favorite team. The partici-
pants in the struggle for baseball Honors were the
Married vs. the Single Men of the New York
Talking Machine Co. As The World closed its
last form before the result was kno.wn, we are safe
in saying that the best team won. But even that
will be determined later, for a return game is in-
evitable.
Make sure of your aim — no one feels meaner
than the fellow who sends a wink across, and it
doesn't land.
I. DAVEGA, Jr.
125 WEST 125th STREET, NEW YORK
Victor Distributor
PROMPT AND ACCURATE SERVICE
DEALERS: Write for our Victor
Pennant. Sent with our compliments.
THE TALKING MACHINE WORLD.
33
SIX NEW EDISON ARTISTS
Who Will Make Their Debut in the Blue
Amberol List for August — All Prominent in
Their Respective Spheres of Activity — Have
Made Some Very Notable Records.
Six new artists will make their appearance in
the list of Blue Amberol records for August issued
by Thomas A. Edison, Inc. They will include
Paul Althouse, Mildred howson Hart-
Tenor, ley, Contralto.
Paul Althouse, one of the distinguished members
of the Metropolitan Opera House Co., a tenor of
distinction, who has been heard with great appre-
ciation and interest. He is a pupil of Oscar
Arthur Blight, Bari- Edwin Swain,
tone. Tenor.
Saenger, the New York teacher, who has turned
out so many eminent artists. Mr. Althouse has
selected that beautiful number from "Faust," "All
Hail, Thou Dwelling Lowly," in which to make
Hendrika Troostwyk, Fred Duprez, Mono-
Violinist, loguist.
his debut. Other artists who will be heard in the
August list ' are Mildred Howson Hartley, con-
tralto, who has appeared in opera and concert with
great success. She sings Blumenthal's "Sunshine
and Rain." Arthur Blight, a baritone of recog-
nized worth, will be represented in the August list
by "Beauty's Eyes," a lovely song, which will un-
doubtedly appeal to his admirers. Another gifted
artist who makes her debut for the Edison Co. is
Hendrika Troostwyk, violinist, who has played with
a number of orchestras, winning great acclaim.
She is heard in a composition of her own entitled
"Springtime," which displays her technique and
musicianship most effectively. A concert singer
widely known is Edward Swain, who long occupied
a position as soloist with the Lafayette Avenue
Presbyterian Church, New York. Mr. Swain's
voice is a remarkable one, and he is especially
noted for his perfect diction — a valuable acquisi-
tion. This varied list is made complete by the ap-
pearance of Fred Duprez, monologuist, who has
chosen as his initial selection for the Edison Co.
"How to Be Happy Tho' Married." This mon-
ologue has been given by him in theaters all over
the world and has been laughed at by millions.
It now enters into a new sphere of publicity.
HE USED THE ECLIPSE ALL RIGHT!
The Columbia Co.'s advertising department was
greatly surprised the other day to receive a proof
from one of the local newspapers wherein a cut
of an eclipse of the sun was prominently dis-
played. It seemed that this advertisement was in-
tended for the exploitation of the company's
"Eclipse" machine and dance records, and as no
cut of the machine was available, the newspaper
was instructed that a cut of an "eclipse" was to
be inserted. The compositor read these instruc-
tions literally, and the proof as submitted showed
a glorious illustration of an eclipse of the sun or
moon that would have delighted astronomers but
would hardly have been appreciated by talking ma-
chine prospects.
TO TEACH MUSIC CRITICISM.
There is a class at the Chicago Musical College
where students are taught how to become music
critics. It would be interesting, remarks the Lon-
don Daily Telegraph, to know the methods adopted.
But no matter. For evidently the pupils are on the
right road to achieving distinction in that partic-
ular walk in life. Edward Moore, their teacher,
asked them recently to write their impressions of
a certain "soulful" composition. "Whenever I hear
it," wrote one girl pupil, "I feel like putting my
head on some one's shoulder." To which the pro-
fessor appended the comment : "Concert seats next
to yours are bound to be at a premium when you
become a critic."
Women wear so much false hair nowadays that
it is extremely difficult to tell which is switch.
The man who feels that he has a message for
the world generally sends it collect.
(From Scientific American, May 23, 1914.)
"An Attachment for Talking Machines and Gramophones
Which Improves Their Reproduction
"TN THE Scientific American of September 27th, 1913, we published an
article on an invention patented by Mr. M. B. Claussen for amplifying
the reproductions of talking machine records, which invention consisted in
inserting the steel reproducing needle through a specially formed celluloid
disk. Simple as the invention is, the effect is remarkable. }Yith a fine needle
a volume of sound can be obtained which exceeds that produced by a coarse
needle, with the additional result that all the delicate shades which only a fine
needle can reproduce and which escape a coarse needle, are heard. Mr. Claus-
sen lias patented a modification which permits the use of the fiber needle. If
anything, the effect of the celluloid disk is even more pronounced than with
the steel needle. Those who use fiber needles know. that they are superior to
steel points because the scratching is reduced, the tone is purer, and the records
are not worn away so quickly. Mr. Claussen passes the fiber needle through
a ball and socket joint in the center of the disk, so the needle can be adjusted
to any angle. It is now possible with this invention to use the fiber needle
with those records for which it is peculiarly adapted, with the assurance that
the sound to be obtained is greatly amplified and a richness of quality obtained
otherwise quite impossible."
Steel Needles Masterphone, $1.00
For Fibre Needles, $1.50
DEALERS— Write for Special Offer during Summer
months. It is a money-maker and custom builder.
The Masterphone Corporation
Room 192 45 Broadway New York City
34
THE TALKING MACHINE WORLD.
From Our Chicago Headquarters
E.
P. VAN HARLINGEN, Manager
HENRY S. KINGWILL, Associate
World Office
Consumers' Bldg., 220 South State St., Chicago
Telephone: Wabash 5774
(Special to The Talking Machine World.)
Chicago, III., June 11. — Talking machine
dealers feel assured of not only a good but
a large fall business. The Farmer (with a
big F) is going to have money to spend this
year, and he has already evinced a predilection for
talking machines, which the dealers and makers
will try to satisfy. The reason for this feeling is
the continuance o.f the highly favorable crop re-
ports from the territory most immediately tributary
to Chicago. The wheat situation is most unusual.
The acreage is larger than ever before, the condi-
tion better than before known, and the reports
from our chief foreign competitors are such as to
promise that prices will remain at least fair. On
this basis of facts the American farmer will be
some half a billion dollars better off on account of
his wheat crop alone, while the other small grains,
especially oats, are in almost as goo.d a position as
wheat, except that there is not so much of them.
If corn fulfils its present promise the barns of the
country will be actually bursting with wealth of
this season's harvest — and what will the farmer
buy? Apparently, from recent examples, autos to
go. about in and talking machines and player-pianos
to amuse him at home.
G. W. Davidson Painfully Injured.
G. W. Davidson, o.f the Talking Machine Shops,
was painfully injured a short time ago, when an
automobile which he was driving came into col-
lision with a truck. Three fingers of one hand
were, badly lacerated and Mr. Davidson suffered
severely from the pain and loss of blood.
Miss I. Caldwell, of the Shops, leaves for a trip
through Europe June 18, sailing on the "Calgary"
of the Allan Line leaving Quebec. Miss Caldwell
will be gone for three months and will visit Eng-
land, Scotland, Holland, Belgium, France, Spain
and Italy, also making other stops at Mediter-
ranean ports. She will return by one of the
White Star steamers over the Southern route.
Attractive L. & H. Window.
Lyon & Healy are showing by illustration how
essential to the proper equipment of a family
camping-out party is a talking machine. In their
window they have placed a graphic representation
of a party of campers, consisting of father, mother
and child. The child is playing around with a dog,
the mother is listening to a Victrola, and father —
he is catching fish, as is quite proper when a father
of a family takes his wife and offspring out into
the wilds beyond the end of the horsecar line or
more modern trolley. The scene is pretty and sug-
gestive that a Victrola would not be out of place
on such an excursion. The scene is made the more
complete and realistic by the introduction of a
real babbling brook, beside which the tents are
set, and squirrels and turkeys and other presumable
residents of the locality to which our campers
have hied themselves to be near to nature and her
charms and away from the distractions of the city.
Seriously, it is worth many times the trouble of
carrying to have even a small machine and a lim-
ited selection of records to while away rainy days
and evenings in camp and to entertain the welcome
visitor.
C. E. Goodwin on Vacation.
C. E. Goodwin, manager of the Phonograph Co.,
is on a three weeks' trip to the East. The journey
is made as a combination business and pleasure trip,
for Mr. Goodwin plans to put in several days of
hard work at the Edison factories at Orange, N. J.
Fibre Needles in Summer Use.
That fibre needles are constantly increasing in
popularity and are being used even by machine
owners who are taking their instruments with
them to their summer homes is the conclusion
reached by Wade & Wade, for the big sales of the
Wade fibre needle cutter at the present time can
be quite clearly traced to the summer influence.
Columbia Notes.
Wholesale business of the Columbia Co. is re-
ported by District Manger W. C. Fuhri as being
very good for this time of the year, with especially
heavy calls from dealers on the summer dancing-
outfits that the Columbia Co. has so generously ad-
vertised. Dance records continue to be the main
call in the Columbia record warerooms.
A distinguished visitor of the month was George
W. Lyle, who came to the city on a short tour o.f
inspection. Mr. Lyle is well satisfied with condi-
tions generally and viewed the business situation
with optimism.
C. E. Baer and his wife started for New York
June 8, accompanied by Mr. and Mrs. Edward
Blimke. They will motor the entire distance and
will be gone about three weeks. W-hile in the
-East the two Columbia men will visit the factory.
An All-Efficiency Office.
W. W. Parsons, local Dictaphone manager, has
made his office the ultimate in the matter of busi-
ness efficiency by installing a Dictagraph outfit,
whereby he may talk to or listen to any one of
the other people in the office, or to all at once,
without rising from his desk or even reaching
out his hand for a telephone. The Dictagraph is
similar to that made use of by many detective
agencies, although much changed to meet the 're-
quirements o.f business institutions. It is very in-
teresting to see Mr. Parsons at his desk dictating
letters into a Dictaphone and directing the em-
ployes of the big offices at almost the same time.
His is the all-efficiency office. Mr. Parsons reports
that B. F. Swanson & Co., of Des Moines, la.,
and C. H. Rollins & Son, o.f Keokuk, la., are two
new agents for the Dictaphone.
Mr. Herdman, manager of the St. Paul office of
the Dictaphone Co. was a visitor to the local offices.
New Wurlitzer Man.
L. E. Noble is the new man in the wholesale talk-
ing machine department of Wurlitzer's, succeeding
F. C. Harnden. Mr. Noble is a young man who
has had extensive sales experience and under the
direction of Assistant Manager Fred A. Siemon he
is making such experience felt. Mr. Noble is de-
voting considerable time in the solution of dealers'
problems and no doubt his ideas will prove to be
of great value.
Special Summer Sales Plans.
Some very effective sales promoting plans de-
signed to answer the requirements of summer con-
ditions have been prepared by the Talking Machine
Co. and are already being made heavy use of by
numerous dealers. The immense call for Styles
IV, VI and VIII to. be used by vacationers in the
woods and on the lakes suggested what the pos-
sibilities of the summer trade could amount to.
Customers who have entered stores in answer to
advertisements of summer and dancing outfits have
been appealed to by the talking mechine's wonderful
possibilities for perhaps the first time and the re-
sult in many cases has been that the prospective
buyer has left after ordering one of the larger
machines. The buyer is easily impressed with the
fact that the additional cost of a larger machine
can soon be paid off and the result to buyer and
seller is always most satisfactory.
The past month has shown good business for the
Talking Machine Co., due in part to the replenished
record stocks . and to the generous purchases of
Styles IX and X in fumed oak and the new Style
X and XI machines.
(Continued on page 36.)
THE WADE- E^-THE WADE
The Wade
Fibre
Needle
Cutter No. 2
RETAIL PRICES- No. 1, $1.50; No. 2, $2.00
The WADE embodies the right principle, worked out through
long experience. It is simple, durable and accurate. It trims the
needle at an angle resulting in the best tone.
The WADE cutters are made of the best steel and are abso-
lutely guaranteed.
The WADE is the most economical cutter. It has a self-
acting stop, which prevents waste and enables one to get from 12
to 15 perfect playing points. No. 2 has a double action, making it
especially easy to operate and affording the most powerful cut of
any tool made. No. 1 is a very popular cutter which has given
excellent service.
Order from your regular Dis-
tributor— we sell to Jobbers only
WADE & WADE,
3807 Lake Ave.
PHONE. DOUGLAS 8108
CHICAGO, ILL.
THE TALKING MACHINE WORLD.
35
Two
Successful Ideas
Lyon & Healy's
Idea of the
Victrola
From the very beginning we
have advocated the highest and
best in the handling of the Talk-
ing Machine proposition. We have
always felt that its rightful place
was in first-class surroundings.
Dealers, whose conception of the
business agrees with ours, can ob-
tain many helpful hints from us.
Write to us about your problems.
We will tell you what we would
do under similar circumstances.
LYON & HEALY
Victor Distributors
CHICACO
Lyon & Healy's
Idea of
Service
Years ago we inaugurated so
high a standard in taking care of
the wants of dealers that many
said we were aiming at the impos-
sible. To-day our standard is
higher than ever, but we have a.
host of imitators. Dealers will
find EXTRAORDINARY ALERTNESS to
be the keynote of our Victrola and
Record business.
Send your orders to us and you
will find that you will have strong
co-operation. We have made a
success of our own retail Victrola
business and we can greatly help
you by means of the unique Lyon
'& Healy Service to make a success
of your business.
LYON & HEALY
Victor Distributors
CHICAGO
MORTON
LYON & HEALY
Victor Distributors
CHICAGO
3G
THE TALKING MACHINE WORLD.
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 34).
R. J. Keith, sales manager, recently made a short
trip which included a stop at Indianapolis to wit-
ness the motor races. While there Mr. Keith was
the guest of James Whitcomb Riley, the famous
Hoosier poet, and together with Howard Chandler
Christy, the illustrator; Mr. Johnson, owner of
Century Magazine, and Carl Fisher, one of the
owners of the speedway, enjoyed the courtesy of
the judges' stand.
Increases and Improves the Tone Values.
A talking machine attachment has been invented
and placed on the market by A. S. B. Little, of Nash-
ville, Tenn., which is highly spoken of by those
who have heard it. The object of this invention is
to do away with the more or less destructive in-
fluences and effects of rigidly held needles on the
records. In playing his records on his own machine
Mr. Little noted the damage done and the imper-
fect renditions obtained by rigidly held needles and
made and applied to his own machine the "Little
One-der" attachment. This attachment can be used
on any standard disc Victor or Columbia record on
any standard machine. It cannot be used on the
new Edison talking machine. The claim is made
that it will play any record much better than a
rigidly held needle, and while it improves the play-
ing of new and perfect records and much prolongs
their life, it is also stated most positively that by
the use of the "Little One-der" records that have
been discarded as useless because of some scratch
or crack can be played anew. The use of the
"Little One-der" necessitates no change in the ma-
chines or the needles. The price is low and it
should prove a good seller with little pushing.
Notes and Visitors.
H. G. Power, manager of the talking machine de-
partment of the Taylor Carpet Co., was a visitor
to the local trade.
L. C. Parker, manager of the piano and talking
machine departments of Gimbel's, of Milwaukee,
passed through the city on his way to the piano
men's convention at New York.
Word has been received here that Mr. Haile,
formerly with the Eggleston Music House at
Champaign, 111., is now with Geo. H. Wheelock, of
South Bend, Ind.
John Green, a talking machine man of Grand
Rapids, who is well-known to the local trade, is on
a motoring trip to New York City.
Ike Kupfenberg, Milwaukee avenue .Victor dealer,
recently made an Eastern trip which included a
visit to the Victor factories at Camden.
A. H. Forson & Son, of Austin, are the latest to
establish a Victor department.
W. E. Ericson, Inc., are conducting a series of
Victrola dancing exhibitions at its Evanston shop.
E. J. Melich has moved into new and larger
quarters at 3938 West Twelfth street.
M. C. Conlin & Sons, Madison and Western ave-
nues, have resumed business following a serious fire
suffered recently. The shop has been remodeled
and the stock much enlarged.
George Mickel, of Mickel Bros., Des Moines, la.,
called at the offices of the Talking Machine Co. on
his way to Detroit, where he will spend a vacation.
The P. A. Starck Piano Co. attracted much busi-
ness and attention recently with an elaborate
"Queen of the Movies" window. The arrangement
of photographs of the company and the prominence
of the records displayed did much to produce a
large sale.
News has come from Peoria that Mr. Kiess,
formerly with the Wookey Co., is now the head of
the new talking machine department of the Block
& Kuhl department store.
P. H. Hughes, formerly with the Wisconsin
Music House, of Janesville, Wis., has opened a
piano and talking machine store at Oshkosh, Wis.
Some of the month's visiting dealers were : H.
B. Eger, Libertyville, 111.; B. A. Zechlin, Frankfort,
111.; Mr. Willis, Mayview, 111.; John Danlin, St.
Charles, 111., and S. L. Cook, Indiana Harbor, Ind.
Miss Theresa Dondero, for seven years in the
local Columbia offices, will on June 24 become
Mrs. Clarence O'Donnell. Best wishes.
J. B. Ryde has been appointed assistant manager
of the wholesale talking machine department of
Lyon & Healy. Mr. Ryde is one of the well-known
stand-bys of the house, having been with Lyon &
Healy for the past sixteen years. He has covered
the State of Illinois for the firm and is popular
with the trade.
Congratulations are being offered Miss M. O.
Tapper, of the wholesale talking machine de-
partment of Lyon & Healy,. on her approaching
marriage. The date has been set for June 27, and
the name of the happy groom that is to be is R.
E. Nordquist.
A. G. Nelson, manager of the Tri-City Piano
Co., of Moline, III., has been a visitor, but found
time to devote to something besides talking ma-
chines. He visited the races at Indianapolis, motor-
ing with a party of friends from Chicago.
L. C. Wiswell, manager of the wholesale talking
more than ordinarily attractive, and Lyon & Healy
offer a rare opportunity for Victor dealers to secure
splendid publicity.
DEMAND FOR KUNGSOR NEEDLES.
Manager Reports Receipt of Twelve Million
Needles of Various Styles with Twenty-five
Million More in Transit.
(Special to The Talking Machine World.)
Chicago, III., June 9. — The American Klingsor
Works has established offices in rooms 1316-18,
North American building, under the management
of Arthur Soudek, a man who is not only well
acquainted with the needs of the American market,
but who has also had extensive experience in the
European trade.
New Lyon & Healy Poster.
machine department of Lyon & Healy, has been
absent from the store for some days owing to a
rather severe though not dangerous cold.
Henry Saak and A. G. Kunde, both of Mil-
waukee, were recent visitors to the local talking
machine trade.
Nick Wurth, Columbia dealer of Escanaba,
Mich., was one of the dealers who were in re-
cently.
A New Lyon & Healy Poster.
A reduced fac-simile of the new Lyon & Healy
Victrola poster is shown herewith. The great Chi-
cago house is printing a number of these billboard
posters for itself and it would be glad to run a few
extra ones for Victor dealers in other cities. These
will be supplied practically at cost to the Victo.r
dealers.
Just now, when all the world is out of doors,
these posters on principal billboards, and in towns
adjacent to the dealer's place of business, will be
The popularity and growth of the demand foi-
the Klingsor needles has been remarkable and a
striking instance is afforded in Mr. Soudek's state-
ment that he has just received a shipment of 12.-
000,000 needles of various styles and that another
shipment of 25,000,000 is in transit. These needles
can be used with the Victor, Edison and Columb!..
machines and are made in ten different style:
adaptable to any variety of record.
A VISITOR FROM OMAHA.
. J. Sanderson, Manager of the Edison Depart-
ment of Hayden Bros. Speaks of Conditions
in His City and Expresses Great Admiration
for the Talking Machine World.
(Special to The Talking Machine World.)
Chicago, III., June 8. — A. J. Sanderson, manager
of the big Edison department of Hayden Bros.
Department Store, Sixteenth and Douglas streets,
"KUNGSOR" Talking Machine NEEDLES
(MADE IN GERMANY)
ARE THE BEST ON THE MARKET
10 STYLES
Write for Samples and Prices to the
AMERICAN KLINGSOR WORKS
1316-18 North American Building
CHICAGO
THE TALKING MACHINE WORLD.
37
Omaha, Neb., is one of the first of the vacation-
bent talking machine dealers to visit Chicago — the
great central summer resort.
Mr. Sanderson came armed with all of the equip-
ment of one determined upon having a good time,
including a kodak wherewith to record the said
good time for future reference.
Mr. Sanderson reported an excellent Edison year,
saying that the past month's sales more than
doubled those of the corresponding period of last
year, and had the supply of goods been sufficient
to supply the demand the record would have been
an even better one. "The larger Edison machines
have been our long suit," said Mr. Sanderson.
"They seem to sell easier than the cheaper grades.
"While I have the opportunity I want to tell you
how much I appreciate The Talking Machine
World. I receive copies both at my home and office
and the minute The World comes I start to read
it through. There is not a paragraph I do not see.
I get something good out of it every month — things
that give me a little more 'backbone' and a few
more ideas. I think The World is the best thing
that a man in this business can invest in.".
THE SALES FORCE REFLECTS POLICY OF THE HOUSE.
Interesting Paper Read at Recent Convention of Indiana Piano Merchants' Association by
Fred L. Paige, of Terre Haute, Which Possesses Many Points of Interest for Mem-
bers of Retail Branch of Talking Machine Industry — Views of a Practical Man.
The employing of salesmen results from the de-
sire on the part of the employer to do as much busi-
ness as his capital warrants, and sometimes from
his personal inability as a salesman or his lack of
ambition in that direction. Whatever may be the
reason the employing of salesmen seems to be a
very necessary part of the piano business, and to
get, make and keep good men is certainly one of
the largest problems of the employer.
A salesman to be successful must have a person-
ality, making for himself and his house hosts of
friends, not only the real buyers, but the kind that
will go out of their way to point out a real sale
and help boost the making of it. He must first of
all be absolutely honest, not only to "his house, but
'to his customers also, and conscientiously give to
them the value he has represented to them as
giving. He must be ever and always on the job,
alert and strenuously careful that his house has a
hearing with every customer, if not a successful one.
He must work ever with the aim of closing his
sales to the best advantage as to terms, not being
content with simply following the line of least re-
sistance, and closing on the minimum terms, just
because a customer thinks it to be to his ad-
vantage to make the terms low. He should use
extreme care in the selection of his sales, yet ex-
ercise a judgment born of experience, and not be
afraid to make a sale even if the payments are
low, providing it can be safely made and at a suf-
ficient profit to justify. He must be able to dis-
criminate between the customer who pleads poverty
and talks for low terms, when an investigation will
show that there is absolutely no reason for his not
paying even better terms than asked for.
A salesman should and I think usually does re-
flect the policy and business morals of the employer,
and one brought up in a house of tricky tactics
and immoral surroundings usually brings to his
next job many bad habits hard to break. The sell-
ing of pianos should be on a plane with works of
art and other artistic merchandise, but I am sorry
to be compelled to admit that through the exploit-
ing of ruthless money grabbers, not merchandise, it
has in many sections fallen to the level of the de-
spised sewing machine and lightning rod business.
It is the mission of the best class of salesmen to
raise the standard of the business, and this can be
done only by a strict adherence to honest methods.
It has always been considered that salesmen are
born not made, and while many are called, few
are chosen. The gift of salesmanship seems to fall
on few, and some do not recognize it early enough
to get out of the kindergarten class, while others
take up some line in which they are especially in-
terested, and so thoroughly acquaint themselves
with that line that with tact, persistence and per-
suasion, the average customer falls a willing victim
and forever afterward sings his praise. Salesmen
are employed under various forms of contract,
their compensation depending on their ability to sell
goods, to do a clean business and to maintain for
their employer a reputation which admits of no
criticism. While there are many in the trade whose
qualifications along these lines fail to measure up
as they should, there are still a limited number of
those bright intelligent fellows particularly en-
dowed with powers of argument and persuasion,
and possessed of a keen sense of honor and moral-
ity, making them salesmen of whom a house may
justly be proud.
Our experience with salesmen has been somewhat
limited, as we have not hired promiscuously and
have for the most part taken young men and edu-
cated them along the lines of our own methods and
house poiicy. We have usually hired on the
straight salary basis, feeling that with our one-
price system and simple organization our interests
are best served by this arrangement. We pay sal-
aries ranging from $12 per week up; and expect of
a salesman sufficient business during a period of six
months or a year to make the "salesman cost" from
15 to 19 per cent. While we must confess we fall
short of this ideal and still retain the services of
the man, it is because of the character of his busi-
ness and his ability to make himself of service in
many other ways outside of selling. I believe that
there are many salesmen whose services are valu-
able to their employers who are not producers of
big business.
The out-of-town business we find cannot be pro-
duced on as low a per cent, as the city business, and
it is a grave question with us if the out-of-town
business is at all profitable except as an advertise-
ment and for its swelling the number of sales made
and incidentally assisting the manufacturers to dis-
pose of their stock. I believe the business has un-
dergone some radical changes during the past few
years, and in one way this is seen in the doing
away by some houses of outside canvassers or the
ringing of door bells, as it is commonly called, and
the business of to-day is being brought in to the
house more and more.
Business also has turned largely from the old
methods of argument in which the salesmen de-
pended almost entirely on the credulity of their
customer and their own ability to so color the un-
believable as to make it appear a fact The pres-
ent day salesman must know his goods and be able
to describe them so vividly as to make a catalog
unnecessary. But, as before said, of much more
importance is his personality and ability to inspire
confidence both in himself and his house. The
selling of pianos being specially a personal appeal,
it is very difficult to lay down any absolute rules.
"PROGRESSIVE INSTALMENT PLAN"
Recently Introduced in Indianapolis Strikes a
New Chord in This Line of Merchandising,
Particulars of Which Will Interest Piano
Men — Size of Payments Increase Steadily
Until Goods Have Been Fully Paid For.
In view of the many forms of instalment sales
that prevail in the music trade industry, it is inter-
esting to note how this form of work is conducted
in other lines — fo.r instance, the sewing machine
field. "The progressive instalment" plan recently
inaugurated by L. S. Ayres & Co., of Indianapolis,
will interest a great many in the piano field be-
cause of its novelty and rather ingenious means
of attracting the attention of the public.
Ayres & Co. advertise the Standard Rotary sew-
ing machine, on payments starting at' 5 cents for
the first week and increasing 5 cents a week until
the total is paid, and is reported to have had ex-
cellent returns from the sale.
The price of the model so sold is $39, and the
payments on this basis extended over a period of
thirty-nine weeks, the last payment being in the
neighborhood of $2.50. It is said that forty ma-
chines were sold the first day of the novel sale.
and four days later the sale had to be called off
until another order could be placed for additional
stock.
There was^ no definite announcement as to
the total of the sales, but it was understood they
reached something like $5,000 in the two weeks
the sale ran.
One of the most important features of the plan,
as it was found to work out, was a discount of 10
cents on each payment made in advance. The re-
sult of this offer was that a very large number of
purchasers made several payments ahead at the
time the machine was delivered. This insured the
company against the person who might consider
the plan an easy means to obtain a machine for a
few weeks and then return it. The discount, car-
ried through the entire course of payments,
amounted to. $3.90, or nearly 10 per cent. As a
'matter of fact, many took advantage of discounts,
running from $2 to $3.
It was reported, says Printers' Ink, that there
were a- few cases — less than a dozen — where pur-
chasers had desired to return the machines after
making two or three small payments, but in prac-
tically every case a little straight-from-the-shoulder
talk convinced such purchasers that it would be
better for them to keep the machines and pay for
them. The discounts, however, in the hands of
trained salespeople, minimized .such troubles to a
great extent.
EDISON BANS CIGARETTES.
Workers Can't Use Them, Though He Smokes
Cigars and Chews.
The 6,700 employes of the Edison shops in
West Orange, N. J., the other day were confronted
on every side with printed signs bearing this
warning.
: Cigarettes NOT TOLERATED. They :
: Dull the Brain. :
As a result of correspondence with Henry Ford,
the Detroit automobile manufacturer, Thomas A.
Edison decided to be a crusader against the
cigarette. At the request of Mr. Ford Mr. Edison
made an analysis of at least twenty brands of
cigarettes. While he found the tobacco contained
in them was of all qualities, he found poisonous
matter in all the papers in which they were rolled.
Said Mr. Edison:
"That poison attacks the brain and works havoc
with a man's mental activity. His mind becomes
clouded. Evaristo Madero, brother of the late
President of Mexico, told here a few days ago
that men, women and children are inveterate
smokers of cigarettes in the Southern republic."
Mr. Edison has always abhorred cigarettes, but
he is a heavy smoker of cigars, and he likes to
chew tobacco.
"DUSTOFF" cSKs
Add life to records. Keep the tone pure and
clear. Get into the minute sound grooves of
the record and thoroughly remove all accu
mulated dust and dirt.
CLEAN ALL MAKES OF RECORDS
Distributed by most Victor and Edison Job-
bers and all Columbia distributers.
C A MP! CC Sent postpaid, on approval, if you
OAlTll LCiJ write on your business stationery
eivine jobber's name. Regular Model
38
THE TALKING MACHINE WORLD.
ADVERTISING SCHEMES THAT INCLUDE PRIZES
Which Are Dependent Wholly or in Part Upon Chance, Stand a Poor Show at the Post
Office Department These Days — Interesting Information on This Subject Submitted
For Benefit of Readers of Talking Machine World — What Is and What Is Not Affected.
Advertising schemes that offer prizes dependent
wholly or in part upon lot or chance stand a poor
show at the Post Office Department these days.
The use of the United States mails for the pro-
motion of lotteries is, as is well known, prohib-
ited, but it is not so generally realized that the
Department is little, if any, more lenient toward
certain prize schemes, gift enterprises and guess-
ing contests. This policy has an especial signifi-
cance for advertisers since the recent revival bj
the Postmaster-General of the practice of issuing
fraud orders against offenders pending the dispo-
sition of the cases in the courts. This method has,
of course, the effect of shutting off an advertiser's
mail without waiting for the courts to pass upon
the case.
In a recent report to the Postmaster-General,
the assistant attorney-general for the Post Office
Department declares that a very voluminous cor-
respondence between his office and postmasters
throughout the country is necessary in connection
with the enforcement of the statute which declares
unmailable all letters, cards, circulars, certificates
and other matter concerning lotteries and gift en-
terprises.
Outlining his policy in such cases, the law offi-
cer of the Department says :
"Postmasters throughout the country make re- .
quests daily for rulings from this office upon the
mailability of matter handled by them relating to
every conceivable kind of contest contemplating
the award of prizes of one nature or another.
Many of the enterprises, such as 'guessing' or 'es-
timating' contests, certain classes of prize card-
parties, contests in which prizes are to be distrib-
uted according to the priority of receipt of the
answers, prize-package schemes, all drawings,
raffles, etc., also 'endless-chain' enterprises de-
signed for the sale or disposition of merchandise
or other things of value through the circulation or
distribution of 'coupons,' 'tickets,' 'certificates,' 'in-
troductions,' 'contracts' and the like, which are as
well inherently fraudulent, are invariably held to
be embraced in the terms 'lottery, gift enterprise,
or similar schemes offering prizes dependent, in
whole or in part, upon lot or chance' as used in
the postal lottery statutes; and in the administra-
tion of these laws postmasters and other postal of-
ficials are instructed as occasion arises to with-
draw from the mails all publications, circulars,
cards, pamphlets and other matter containing ad-
vertisements or notices or other information of
any kind concerning such schemes.
Window Displays Affected.
"There are also presented numerous other prop-
ositions which may not in themselves be in viola-
tion of the lottery statutes but which, when first
submitted, usually embrace some features render-
ing them unmailable under the law in question.
They include such enterprises as those involving
the offer of prizes for the most votes secured in
newspaper subscription and other contests, for the
correct, or. nearest correct, solutions of puzzles,
problems, etc., and for the supplying of words,
letters, or sentences missing from published mat-
ter; for the best window displays of different ar-
ticles ; for the best names to be used for various
purposes; the best essays, compositions, produc-
tions, etc. ; also some in which are involved the
distribution of lots or tracts of land in town-site
and other land-openings, etc. When the objec-
tionable features are eliminated and certain re-
quired conditions incorporated in such of the=p
contests as admit of reformation, the matter is
allowed admission to the mai's"
For advertisers, the significance of this pro-
nouncement is found in the final sentence wherein
there is seemingly indicated the willingness of the
Department to pass in advance upon the mailabil-
ity of advertising matter relative to schemes and
contests of one kind or another. Presumably, to
be sure, the matter must be submitted through the
advertiser's local postmaster, but the important
point is that the matter can be referred direct to
headquarters with the presumption that an adver-
tiser can obtain an authoritative opinion on his
copy ere he has gone to the expense of printing
and posting his literature.
In short, this is much the same sort of advance
advisory policy which has been adopted by other
departments, with reference to manufacturers' la-
bels on food and drug products. And in the case
of the Post Office Department, says Printers' Ink,
such a policy is assuredly in marked and gratifying
contrast to the policy which has obtained at cer-
tain stages in the past when the officials of the
division of classification and others in authority
were wont to refuse to give any advice to an ad-
LONG CABINETS
HAVE MANY FRIENDS
D 67, D 62, D 32 are now furnished
in FUMED OAK finish
Write for Circulars of
RECORD CABINETS
and
PLAYER ROLL CABINETS
The Geo. A. Long Cabinet Co.
Address all trade communications to
Clement Beecroft Sales Manager
309 W. Susquehanna Avenue
PHILADELPHIA, PA.
D 67
Mahogany, Fumed Oak, G. O. and W O.
Sliding Record Shelf. For IX Victrolas,
Capacity, 192 12-in. records. - ■
vertiser or to intimate what their decision woukl
be' with reference to any submitted piece of ad-
vertising literature. They took the absurd posi-
tion' that an advertiser must "put his head in the
noose" by actually mailing the matter regarding
the status of which he was in doubt, ere the De-
partment would give any indication whether or
not such matter was deemed to be clearly in vio-
lation of law.
COLUMBIA LINE FOR WESER BROS.
Prominent Piano Concern to Handle Grafo-
phones and Records in Retail Stores.
The Columbia Graphophone Co. closed arrange-
ments recently with Weser Bro.s., 131 West
Twenty-third street, New York, whereby this well-
known piano house will handle a complete line of
Columbia products in its warerooms at this ad-
dress. Weser Bros, are well-known in the piano in-
dustry, as their pianos and player-pianos are han-
dled by representative dealers from coast to coast.
Their warerooms on Twenty-third street are very
successful, and Columbia machines and records will
undoubtedly meet with a ready sale there.
PICTURES FOR DELINQUENTS.
Wilson E. Rickert, of Allentown, Pa., has de-
vised a new series of collection pictures which have
COPYRIGHT 1574 'W*9G.^
been particularly useful in attaching to invoices
to delinquents. It has been found to be a success-
ful and diplomatic way of getting in money. Mr.
Rickert has a number of designs besides those
attached, concerning which he will be glad to send
full particulars.
NEW CONCERN IN BUTTE. MONT.
(Special to The Talking Machine Vvorld.)
Butte, Mont., June 6.— Joseph Lutey and L. V.
Williams, of this city, have just opened a new talk-
ing machine store under the name of the Butte
Phonograph Co., and will handle nothing but talk-
ing machines and records. The new quarters are
fitted up in first-class style, there being three large
soundproof demonstration rooms, with attractive
furnishings and decorations. A complete line of
Edison products will be carried in the new store,
and George A. Renner, Northwestern representative
of Thomas A. Edison, Inc., directed the arrange-
ment of the store and the selection of stock. He
will also assist the company in staging demonstra-
tions for the next few months.
PRAISES DANCE RECORDS.
The Columbia Co. received this week an inter-
esting letter from the Georgia Brown Dramatic
School of Art, Kansas City, Mo., relative to the
merits of Columbia dance records. This school is
one of the best known institutions of its kind in
Kansas City, and has numbered among its pupils
many well known Middle West actors. The letter
reads as follows :
"I wish to extend my congratulations to the
Columbia Graphophone Co. upon the splendid rec-
ords for dancing which I am using in my school.
My pupils enjoy the perfect dance time and su-
perior quality of music. Columbia records are
beyond doubt a joy forever. Very truly yours,
(Signed) Mrs. Georgia Brown."
THE TALKING MACHINE WORLD.
WEBB TELLS HOW HIS "TALKIE-MOVIES" WORK.
Interesting Personality of George R. Webb, Who Is Giving His Attention to Sychroniza-
tion of Talking Machine and Film — While a Capitalist and Organizer, He Also Pos-
sesses a Mechanical Turn — How Investigation Was Conceived and Obstacles Overcome.
George R. Webb, whose "talkie-movies" are being
shown here for the first time in the Fulton The-
ater, isn't at all the usual type of showman. Mr.
Webb is rather a capitalist, an organizer, with a
mechanical turn. Before he became interested in
the synchronization of the talking machine and the
film he was a railroad man, a telephone man and a
dozen other things.
His first venture into a field remotely resembling
his piesent one was the installation in Wilmington
of a system by which telephone subscribers might
be able to hear music in their homes, music which
was produced by a talking machine at "central" and
carried over the wires to the subscriber. The plan
is still in operation.
His Friends Scoffed.
The step from this to the synchronization of the
record and the film was a short one. Mr. Webb,
telling of his work, said that when he first con-
ceived it and told of it, his friends laughed and
told him he was in his dotage.
"The trouble with them was," said Webb, "that
they didn't realize, as I did, that the motion pic-
ture was to be the popular amusement of the future,
and that a fortune awaited the man who made even
the most unimportant improvements in its manu-
facture.
"Most persons have seen the crude earlier at-
tempts to harness the talking machine and the
cinematograph, which from time to time have made
their appearance in this city. They were never
satisfactory. It seemed, in the first place, that the
"talker" was always a talking machine and the
motion picture always a motion picture, and that
when even the nearest approach to perfect syn-
chronization was made the task of believing that
the picture on the screen was actually talking or
singing was too much for the most agile imagina-
tion.
"I had seen this trouble, too, and had noticed
further that the power of a single talking machine
was all too slight for use in a large hall.
Utilizes Electricity.
"I thought of coupling up a half a dozen
talking machines, but I realized how impossible
it would be to keep them all together. After cast-
ing about for months I suddenly thought of the
telephone. Why not use the electrical current
for carrying the sound from a single record to half
a dozen horns? By such multiplication I could
be sure of a sufficiency of sound, and of a com-
plete unison between the horns. That, briefly, is
the plan I have adopted.
"Of course, that is the merest outline. There
are a hundred details. You will want to know, for
instance, how I can have talking machine records
of the voices of Caruso or Farrar singing to the
motions of persons who are evidently not Caruso
and Farrar.
"Well, I begin with a Caruso record. I play that
record half a dozen times, or a dozen times, if
necessary, before the person who is going to act
for the camera, until he is entirely familiar with
the tempo, the enunciation, the breathing and all
such technical details. When he is letter perfect I
put the record on a talking machine which is elec-
trically connected with the motion picture camera.
I start the record and the projecting apparatus at
the same time, and the person whose picture is
being taken sings in entire unison with the original
record. It so happens then, as you will see, that I
have a motion picture film of a man or a woman
singing exactly the words on the record.
Only One Talking Machine.
"When the time for the show comes I simply
start the record and the projecting apparatus at
the same time. There is only one talking machine,
remember, which is directly connected with the
lantern.
"From this talking machine run wires to half a
dozen horns arranged around the screen on which
the picture is connected. Each one of these horns
has a reproducing apparatus similar to the re-
ceiver in the telephone, only so sensitized that in-
stead of giving forth a mere whisper, as the tele-
phone does, it magnifies the sound to the power
of the original.
"The operator turns the crank. The film starts,
and the music starts with it. If the start is right,
anything less than perfect synchronization is im-
possible. The audience looks at the singer pro-
nouncing his words, or the banjoist fingering his
stops, and they hear the sounds at the same instant
the mouth forms the requisite consonant. It
sounds complicated, but the principle is simple."
SECURES VERDICT.
Architect Recovers $600 for Plans Drawn for
Vitaphone Co.
Philip Raque, a Jersey City architect, was
awarded $G00 by a jury in Judge Speer's court with
interest from January 1, 1913, in his suit to re-
cover compensation for professional services ren-
dered to the Vitaphone Co., of New York.
The plaintiff had drawn up plans for buildings
to be erected in Plainfield.
Frederick Colton represented Mr. Raque and
N cison Runyon appeared for the defendant com-
pany.— Hudson Dispatch, June 9.
VISITED THE SOUTH.
V. W. Moody, sales manager of the New York
Talking Machine Co., 81 Chambers street, New
York, Victor distributer, spent the Decoration Day
week-end in a visit to Old Point Comfort, Norfolk
and Richmond, Va.
JOAN SAWYER WITH COLUMBIA CO.
Well-Known Conductor of Persian Garden Ar-
ranges to Supervise the Making of a Special
Series of Dance Records for the Columbia
Graphophone Co. — A Columbia Enthusiast.
The Columbia Graphophone Co. announced re-
cently that it had closed a -deal with Joan Sawyer
whereby this well-known artist would supervise
the production of several series of special dance
records for the Columbia library. Miss Sawyer has
already supervised the recording of one of these
series by the Joan Sawyer Persian Garden Or-
chestra and these records are now being sent
out to the trade. Joan Sawyer conducts the
Persian Garden at 50th street and Broadway, New
York, and is one of the best-known exponents of
the modern dances in the country, having been
markedly successful with her magnificent Persian
Garden. Miss Sawyer, who will leave shortly for
an extended tour of the country, accompanied by
her orchestra, speaks in the following terms o.f Co-
lumbia dance records :
"I think it is only fair that having found Colum-
bia dance records so immeasurably superior to all
others, I should write you a line in appreciation
of your successful endeavors to supply the dancing
public with the very best in dance music that can
be possibly had. Personally I am so impressed
with Columbia dance recording that I have de-
cided to have you make records for me of the
dances I have been using in my own work and
shall loan you for the purpose my special dance or-
chestra from the Persian Garden, New York. I
look for some unusually interesting and excellent
results. Believe me, Sincerely yours (Signed)
Joan Sawyer."
ON TRIP THROUGH THE WEST.
Dan W. Moor Calling on Trade for Standard
Gramaphone Appliance Co.'s Specialties —
New Record Cleaner Popular with Dealers.
Dan W. Moor, road ambassador for the Standard
Gramaphone Appliance Co., 173 Lafayette street,
New York, is at present in the West on an ex-
tended trip that will include visits to all the leading
trade centers. Mr. Moor will return the early part
of next month in order to be on hand for the annual
jobbers' convention, which will be held this year
at Atlantic City, N. J.
"We are greatly pleased at the heavy demand
for our new 'Standard' record cleaner," said
Thomas W. Kirkman, manager of the company, in
a chat with The World. "Although this cleaner
lias been on the market but a few weeks we are
already receiving repeat orders, and Mr. Moor,
our road ambassador, is booking gross orders from
all the leading jobbers. The convenient form of
our cleaner, coupled with its artistic appearance,
combine to make it an accessory of unusual value
and sales possibilities. The call for our 'Standard'
fibre needle cutter also keeps up very strong, and
at the present time we are working to full capacity
to handle the orders of our patrons for this cutter."
All the music — and nothing else.
PATENTED MAY. 1914. By A. S. B. LITTLE
Our slogan: "Please thy neigh-
bor as well as thyself."
Modify and clarify the music.
Play old favorite records now
discarded because of the scratches.
THE
"LITTLE ONE-DER"
ATTACHMENT
It fits Victor and Columbia
Machines and Records.
Place it in the needle-holder and
insert needle in the orifice.
Uses standard needles.
fSECREfy
ifrueSoundj
Eliminates the scratch and scrape
noises in new or old records.
Retails for $1.00.
Agents Wanted.
You must act quickly to secure
territory.
Low prices to dealers in lots of
fifty.
THE LITTTE ONE-DER CO., Calvin Ave., Nashville, Tennessee Get literature and send for sample.
40
THE TALKING MACHINE WORLD.
ANNUAL OUTING OF BLACKMAN CO S EMPLOYES
Which Occurred on June 6, Most Enjoyable in Every Way — Sports of All Kinds Part of
the Program — Annual Distribution of Dividends a Feature of the Outing — Entire
Party Attends Palace Theater in the Evening — Sales Force Wins Ball Game.
June 6 was a red letter day for the employes of
the Blackman Talking Machine Co., 97 Chambers
street, New York, Victor and Edison cylinder dis-
tributer, as it marked the holding of the fifth
annual outing and banquet tendered to the em-
ployes by the company. For the first time in these
mm*
The Winning Nine. J. N. Blackman Stand-
ing Second from Left.
live years the day scheduled for the Blackman
outing was an ideal one, the four previous out-
ings having been marred by rains and thunder-
storms. Needless to say, the employes, together
with the officers of the company and a few invited
guests, determined to take full advantage of the
blue skies and tempting sunshine, and it was a
happy party of 35 that left the Blackman, ware-
rooms at 12:15, bound for Whitestone Landing,
on the Sound, where the 1914 outing was scheduled
to take place.
By special arrangement with the Long Island
Railroad, a special car had been ordered, and this
car left the Pennsylvania Terminal at 1 :20, bring-
ing the party to Whitestone Landing about 2 p. m.
A varied program of games had been prepared
for the early afternoon amusement, and at 2:15
the first race was called.
This race, which was termed a shoe race for
men, was won by J. B. McGovern, with John Mills
a close second. A 440-yard relay race between
the office and sales forces and the shipping room
force was next on the program, and after a nip
and tuck struggle, the office and salesforce team
was returned the victor; the winning team con-
sisting of President J. Newcomb Blackman, J. B.
McGovern, L. W. Bishop and F. R. Burnham, Jr.
A potato race for ladies furnished general amuse-
ment, Miss Hattie Ott being returned the victor,
with Miss M. Hennig second and Miss C. A.
Pratt third. This order of finishing also held
good for the 50-yard dash for ladies, which was
on the program later in the afternoon.
The 220-yard dash for men resulted in a neck
sales force, who had distinguished himself in vari-
ous other capacities in the earlier part of the
program, also won this event with the remark-
ably good jump of 16 feet, which is "some" jump
for the average amateur performer. John Hanley
finished second and J. B. McGovern third. A
150-yard relay race for stout people (two men and
two women) was won by Miss L. Peters and
George Thaw, after an exciting race between the
two ladies. The ladies then held a five-frame
bowling contest, which was captured by Mrs. M. G.
Smith, with Mrs. George Thaw second and Mrs.
John Spillane third.
The entire party then adjourned to the ball-field,
where the main event of the day's entertainment,
in the nature of a ball game between the shipping
room and the office and sales force, took place.
Interest in this game was at fever heat, as the
rivalry between the two forces was intense, an 1
good natured bantering as to the probable result
had been going on for a fortnight prior to the
game.
The teams lined up as follows : Office and
sales force nine — -Albert M. Blackman, shortstop ;
J. B. McGovern, 2d base; F. R. Burnham, Jr., 3d
jase; J. Newcomb Blackman, 1st base; J. F.
Ashby, centerfield; John Spillane, right field;
Charles Reinhart, left field; L. W. Bishop, pitcher;
R. B. Caldwell, catcher. Shipping room nine — ■
Edward Steinecker, 3d base; John Mills, short-
stop; John Hanley, catcher; Charles Krauss, 2d
base; A. G. Camerano, 1st base; Robert Harkins,
left field; C. W. Cornwall, right field; Charles
Marquis, center field ; George Thaw, pitcher.
Frank Roberts and a Bevy of "Fa
and neck finish between L. W. Bishop and John
Hanley, the former winning on the last few
strides, with Albert M. Blackman, son of Presi-
dent Blackman, a good third. The next event, the
running broad jump, proved the star event of the
afternoon's games, as it brought out some splendid
jumps and keen competition. L. W. Bishop of the
J. N. Blackman Fouling Off a Good One.
The game itself was unusually close and well
played, and although it had been freely predicted
that the shipping room team would be the win-
ners by a one-sided score, a big surprise was in
store for the entire party, as the office and sales
nine was returned the winner after an exciting
tussle by the score of three to two, regular major
league figures. V i c e-
President Caldwell sent
in the winning run in
the second inning when
his two-bagger sent
two runs across the
plate, breaking the tie
score. President
Blackman, on 1st base,
fielded his position in
topnotch form, and let
nothing get away from
him. Albert Blackman
at short and J. B. Mc-
Govern at 2d base were
also prominent in the
nesses." office nine's victory,
while L. W. Bishop pitched air-tight ball after the
second inning. For the losers George Thaw is de-
serving of special mention, as his control was
perfect, and his speed baffling. A. G. Camerano
at 1st base covered a lot of ground, and was also
there with the "willow." The game as a whole
was well worth seeing, and was thoroughly enjoyed
by all the spectators. F. R. Burnham umpired a
fair, impartial game, judging the balls and strikes
with the precision of a league arbiter.
After the ball game excitement had subdued
the party adjourned to Duer's Hotel, where an
elaborate Long Island shore dinner was served,
amidst continual laughter and good cheer. This
dinner was typical of Long Island culinary
achievements, and formed a fitting finale for the
afternoon's fun. A feature of the dinner was the
distribution of humorous and appropriate post-
cards, together with trick souvenirs that kept the
table in an uproar. A few of the more timorous
ladies refused to eat their asparagus because of
the appearance of monster beetles thereon, which
on closer investigation proved to be made of col-
ored paper. Score one for practical jokers J
Newcomb Blackman and R. B. Caldwell.
At 7.16 the Blackman party boarded their spe-
cial car for New York, en route to the "Palace''
m
I r
Shipping Room Team.
1 heatre, the city's leading vaudeville show-plac?.
While en route to New York, President Blackman
announced the annual distribution of dividends
which always takes place at the yearly outings.
Mr. Blackman believes in the policy of permitting
his employes to share the profits of his business
with him, and the efficiency of the Blackman
organization is a tribute to his generous policies
and liberal methods. Every employe who has been
connected with the company for a year or more
is entitled to a share in the dividends, and where-
as there were fourteen participants last year, this
year there were sixteen. The first one to receive
a dividend was Frank Roberts, the veteran of the
Blackman forces, and personally known to every
Blackman dealer on the books. Following Mr.
Roberts, dividends were handed to the following
R. B. Caldwell in His "Armor."
members of the Blackman staff : John Spillane.
J. F. Ashby, A. G. Camerano, Charles Reinhart,
L. W. Bishop, Miss L. Peters, H. C. Lansell. Miss
M. V. Ward, Robert Harkins, George Thaw, Miss
THE TALKING MACHINE WORLD.
41
Our forty-two distributing centers are
ready to supply you promptly with the
biggest dividend diggers in the trade to-
day—including the very latest in dance
music.
(Write for "Music Money," a book "fall of meat' for those Columbia GraptlOpllOne Company
dealers interested in quick and frequent turnover of capital.) Wool worth Building, New York
H. Ott, F. R. Burnham, Jr., C. W. Cornwall, Miss
M. Hennig.
At the Palace a splendid bill was all that was
needed to make the day a long-to-be remembered
one, and at the close of the performance, Mr.
Blackman was given a hearty vote of thanks by
all present for the thoroughly enjoyable day that
they had passed as guests of the Blackman Talk-
ing Machine Co. These guests included the wives
of the officers and staff, while Mrs. Ada L. Black-
man, secretary of the company, was an important
factor in the entertainment of the ladies.
As indicative of "the modern trend of co-opera-
tion and liberal attitude towards employes, the
annual Blackman outings are in the right direction
of progress and humane ideas as applied to mer-
cantile life. The loyalty of the Blackman forces
and the efficiency of the entire staff is but the out-
ward sign of the results that these outings are
achieving, while the good-fellowship and bon
camaraderie that exists among the Blackman em-
ployes the year round is another tribute to the
broad policies of its president and officers.
NEW VICTROLA MODEL PLEASES.
New Victrola XI "F" Delights Visitors to the
Showrooms of New York Talking Machine
Co., New York — Great Success Predicted.
The New York Talking Machine Co,, 81 Cham-
bers street, New York, Victor distributer, is dis-
playing in its show window one of the first mod-
els to be seen in the local trade of the new Vic-
trola XL, type "F," which, as announced in a re-
cent issue of The World, embodies certain dis-
tinctive refinements which should insure its popu-
larity with Victor dealers throughout the country.
V. W. Moody, sales manager of the company,
states that every dealer who has visited the show-
rooms during the past month is enthusiastic over
the artistic appearance of this new $100 Victrola,
and they all predict that it will be favorably re-
ceived throughout the country. The new arrange-
ment in this model whereby the records may be
filed horizontally instead of vertically, as hereto-
fore, is praised by the trade as being a decidedly
valuable selling argument.
POLLACK IN NEW QUARTERS.
Weil-Known Talking Machine Dealer of Pough-
keepsie Locates in Heart of Business Section
of That City — Handles the Columbia Line.
(Special to The Talkine Machine World.)
Poughkeepsie, N. Y., June 8.— S. Pollack, the
well-known talking machine dealer of this city, has
just moved into new quarters at 209 Main street,
the leading business street in Poughkeepsie. Mr.
Pollack formerly occupied a store at 2 Garden
street, but his rapidly increasing trade made it
necessary for him to secure more pretentious quar-
ters. The store at 209 Main street is a large and
attractive one, and is furnished in a tasteful man-
ner. Mr. Pollack handles the Columbia line ex-
clusively, making a specialty of foreign record
business.
Second thoughts are best, when they are less
expensive.
"TALKERS" FOR JOHN SHILLITO CO.
Prominent Talking Machine Store to Add This
Line — Drabelle Opens GrafonoTa Depart-
ment in Dine's Furniture House — Victor
Business with the Leading Stores Very Ac-
tive— Manager Whelan of Columbia Head-
quarters Optimistic Over Trade Outlook.
(Special to The Talking Machine World.)
Cincinnati, O., June 4. — One of the real sur-
prises of the past month was the resignation of
Harry B. Drabelle from the Victor department of
the Rudolph Wurlitzer Co., and his blossoming
forth as the manager of the Grafonola department
of Dine's Furniture House, 1123 and 1125 Main
street.
The move therefore is of double interest to the
trade, since it means that the Columbia folks have
opened another local outlet for their business and
Drabelle is in charge of the department. Dra-
belle was supposed to be one of the fixtures at the
Wurlitzer store. He has quite a following about
town.
The John Shillito Co. will soon take on a talk-
ing machine line. Overtures are now being made
with the different companies. The exact status
cannot be learned at this time. It appears to be a
question as to how the manufacturer or the job-
ber is willing to place his goods there.
Generally speaking, business is somewhat quiet.
The dealers are featuring the smaller instruments
in order to attract the attention of the campers,
and in some respects have been quite successful.
Manager Whelen, of the local Columbia store,
seemed to be very optimistic about the general out-
look. He said, "I cannot complain, as the final
wind-up in May showed an increase over last year
and the prospects for a lively summer business
look good. The first part of May started out very
brisk, but toward the latter part of the month
there seemed to be a "dropping off," but June has
been holding its own very nicely. We give the
"dance craze," which continues to hold a foremost
place in the minds of the general public, credit for
a large part of the summer "boom" in our line, and
also the popularity of the Grafonola for summer
cottages and camps. This, of course, creates a
demand for the smaller machines, although the de-
mand for the larger machines continues to hold its
own."
Mr. Whelen further stated that the wholesale
business throughout the entire territory seemed
to be holding its own, with the exception of the
dealers in the milling districts, where they depend
on the mill hands to stimulate business.
Clifford Ely, special traveling representative
of the Columbia Co. was in the Cincinnati store
for a few days, stopping over on his way to. New
York.
Ben L. Brown, who has been concentrating his
efforts on the school proposition this winter, seems
to be perfectly satisfied with the net results, and
when asked about conditions, said : "There is no
doubt in my mind but the time is coming and
coming fast, when Columbia Grafonolas and rec-
ords will be part of the legitimate equipment of
every public school in the country."
Victor business at Aeolian Hall has been very
satisfactory the past month, both in machines and
records. The demand for dance music continues
active. A great many Victrola owners arranged
to have their machines packed up and shipped to
their summer homes — more, in fact, than in any
previous season at the same date. This is due,
largely, it is thought, to the interest in dancing
and plans for home dances during the heated term.
A number of sales of the lower-priced Vic-
trolas have been made, due, no doubt, to the Aeo-
lian Co., featuring the light-weight, easy-to-carry
styles in their newspaper advertising.
One of the most attractive Victrola window dis-
plays seen in a long while was gotten up for Deco-
ration Day. It showed a camp scene with a Style
VI Victrola placed on a tree stump. All the de-
tails were carefully worked out and the window
attracted a great deal of favorable notice.
Watch the new customers and cultivate their
acquaintance, for they sometimes turn out to be
the best customers.
Perfect *In Every Detail
As artistic, compact, and powerful as
this illustration suggests.
Thousands of [satisfied [users* signify
surpassing excellence [and "substantial
profits.
Send'SO cents in stamps for sample. Write on your business
letter-head only. Place regular orders through your jobber.
STANDARD GRAMAPHONE APPLIANCE CO.
173 LAFAYETTE STREET, NEW YORK
42
THE TALKING MACHINE WORLD.
PITTSBURGH A LIVELY CENTER.
Frederick Co. Opens Talking Machine Store at
Woodlawn — Kaufmann Bros.' New Audi-
torium— Busy Month with Buehn — Colum-
bia Store Being Remodeled — Most Attrac-
tively Arranged — News of the Month.
(Special to The Talking Machine World.)
Pittsburgh, Pa., June 10. — The W. F. Frederick
Piano Co., on June 1, opened a talking machine
store at Woodlawn, Pa., where the Victor line is
being handled exclusively as at the Pittsburgh head-
quarters. During the past few weeks the W. F.
Frederick Co. has given over one of its large
Smithfield street windows to a Victrola camp out-
fit display in which a typical camp scene is de-
picted. The Victrola is shown in use with the
shipping box used as a cabinet. It is this feature
of the outfit that makes it particularly adaptable
for outing purposes.
The Kaufmann Bros. Victrola department during
the past month has been brought to a point that ap-
proaches perfection in every particular. The new
auditorium, in which Victrola recitals will be given
from time to time, is being rushed to completion
and will be open to the public within the next few
weeks. The decorators are now at work finishing
the interior in gold and terra cotta, which sets off
the weathered oak woodwork to an excellent advan-
tage Manager H. N. Rudderow reports that the
Victrola department is doing a splendid business for
this season of the year and that two men have
been assigned to outside sales work. There has also
been a marked improvement in record sales during
the past few weeks.
The Schroeder Piano Co. opened its new talking
machine department about May 18 and reports an
exceptionally fine business from the start. A full
line of Grafonolas is being carried, as well as a
complete stock of records costing $7,000. Six up-
to-date booths have been installed on the first and
second floors, and the arrangement is one of attract-
iveness and convenience throughout. The opening
of the department was most auspicious, as fifteen
machines were sold on the first two days. Miss H.
R. Dunn, formerly of the. McCreery department is
in charge.
A. A. Buehn, of the Buehn Phonograph Co., re-
ports that the month of June has started off very
briskly and promises to be much better than May.
The company has recently added to its list of deal-
ers handling its line the Edison, Clyde Ament at
Apollo, Pa., and the Poling Music Co. at Elton, W.
Va. Both of these carry the disc line. Mr. Buehn,
in discussing the present condition of business, said
that the improvement noted during the past few
weeks is due largely to the fact that the railroads
are putting on more men and that if the mines re-
sume their operations to a greater extent trade will
continue to improve.
J. C. Roush, of the Standard Talking Machine
Co., declares that trade is as good as can be ex-
pected at this season of the year and is consider-
ably better than at this time last year.
George S. Hards and French Nestor, of the W.
F. Frederick Co., and J. C. Roush, of the Standard
Talking Machine Co., will be among those who
will attend the jobbers' convention.
The Pittsburgh branch of the Columbia Grapho-
phone Co. has reopened its store at Sixth street and
Duquesne Way after remodeling it into one of the
finest in the city. Within the past two weeks the
entire stock has been transferred from the second
floor of the Fulton building, where temporary quar-
ters had been occupied, into the company's new
home. The office force has also moved its quarters
from the Bessemer building onto the new mezzanine
which has been erected in the rear of the store. In
point of appearance and equipment there are few
talking machine stores that can rival the new Pitts-
burgh home of the Columbia. A brisk business is
being carried on and, in spite of the inconvenience
experienced by the fire which occurred the first of
the year, the branch has lost little time.
THE VALUE^F COURTESY.
How Business Establishments May Be Ma-
terially Aided.
Business is frequently turned away from many
business establishments through lack of courtesy
on the part of someone connected with the estab-
lishment.
Some railways in this country have built up an
enormous patronage and made millions of dollars
by a policy of helpfulness and courtesy by their
employes to their patrons, while some parallel
roads have been unsuccessful and have gone into
the hands of a receiver largely because of the lack
of courtesy, kindness and obligingness of their em-
ployes. Courtesy pays in every business institution.
Human nature is so constituted that people will
often put themselves to great inconvenience, will
even put up with an inferior article or with dis-
comforts, rather than patronize houses that treat
their customers rudely. Courtesy is to business and
society what oil is to machinery. It makes things
run smoothly, for it eliminates the jar and friction
and the nerve-racking. The officers of a bank, for
instance, know that they must win and hold the
favor of the public or go to the wall. They know
that they cannot snub their customers to-day as
they once would when there were fewer banks,
without losing business. With a score of banks
soliciting his business and offering every possible
inducement to secure it, it does not require a very
keen insight into human nature to know that, other
things being equal, the business man will patronize
the bank that has the most pleasing, the most agree-
able officers and clerks. It-is human nature to like
to be treated with courtesy, with consideration.
Bank officials often wonder why Mr. So-and-So has
withdrawn his patronage, and they will probably
never know that it turned upon a hasty remark of
a teller, a little disposition on the part of some
petty official to be unaccommodating. On the other
hand, men often go out of their way in order to
deposit at a bank where the cashier or tellers have
been kind to them and have always shown a dis-
position to accommodate. A successful business
man has tried to impress this idea upon the minds
of his force : "Always think of what the cus-
tomer will say when he gets out of the store."
Competition has become so keen and the bid for
public patronage so insistent that it is a matter of
first importance for the business institution which
would succeed to-day to be popular to have the
good will pf its patrons.
TRIBUTE TO ADOLPH GLENN.
One of the Noble Silent Workers in the Trade
Field in Portland.
(Special to The Talking Machine World.)
Portland, Ore., June 1. — Henry Eilers, founder
and head of the Eilers Music Co., was a great
admirer of the late Adolph Glenn, manager of
the Columbia Graphophone Co. interests in this
city. Mr. Eilers says : "He was one of the silent
workers of the trade, doing big things in a big
but quiet way; beloved by all with whom he came
in contact, a good man whose purposes and aims
were high, whose tongue was gentle and whose
life was clean and who deserves this little tribute
from his friends and business associates through-
out the States.''
TO RESTRICT USE OF SOUNDBOXES.
Victor Talking Machine Co. Prohibits Use of
Victor Soundboxes or Connections on Other
Machines — Customer Must Sign Agreement.
The Victor Talking Machine Co. sent out a let-
ter to its trade recently, wherein it prohibited the
use of Victor soundboxes in connection with any
other talking machine. This letter enclosed a Vic-
tor soundbox certificate, which is to be signed by
the customer who desires to replace or secure a
new Victor so.undbox. The order for the extra
soundbox in the future from dealer to distributer
or from the distributer to the Victor' Talking Ma-
chine Co. must be accompanied by this certificate,
which reads as follows:
"Fully understanding that the Victor Talking
Machine Co.'s patented soundboxes are licensed
for use only in connection with Victor talking
machines and Victor records, I, of ,
certify that I have in my possession a Victor talk-
ing machine, style , serial number , type
, and agree that the Victor soundbox, style
serial number , will be used only on the
Victor talking machine named above. (Signature
of purchaser.)
"I, , of , a regularly licensed dealer
in the Victor Talking Machine Co.'s products,
have witnessed the signature attached hereto, and
have satisfied myself that the soundbox also
enumerated is to be used only on the said Victor
talking machine. (Signature of dealer.)"
REMOVE TO NEW QUARTERS.
Parks & Weiss, a well-known advertising agency
handling among other accounts that of the Pathe-
scope, Aeolian Hall, New York, moved this month
from 141 West Thirty-sixth street to 56 West
Forty-fifth street, New York.
TRITON MOTORS
Spring may be
replaced
within a few
seconds.
[ Noiseless Movements
Simplicity — Perfection
f Can be wound
while instrument is
playing.
Quantity Price 75c, F. O. B. N. Y.
TRITON PHONOGRAPH CO
41 UNION SQUARE, NEW YORK
Samples
SENT UPON REQUEST $1.25
EACH, CHECK WITH ORDER
WINDER
REQULA TOR
STARTER
The Triton Phonograph
Retails at $10.00
This machine gives you a chance to make a lot of money.
Plays any needle disc record. Solidly built. Beautiful tone.
Send for wholesale prices. Sample $10.00.
THE TALKING MACHINE WORLD.
43
TRADE CONTINUES VERY ACTIVE IN MILWAUKEE.
Summer Resort Trade Makes Its Appearance Earlier Than Usual — Miss Gertrude F. Gan-
non Married — Flanner-Hafsoos House Adds New Parlors — Effective Columbia Pub-
licity— Affairs of Goodale — Large Victor Trade at Gimbels — New Edison Disc Dealers.
(Special to The Talking Machine World.)
Milwaukee, Wis., June 9. — The retail talking
machine business is holding up well, considering
the dulness which is being experienced in some
lines of trade. While sales are beginning to fall
off somewhat, the total volume of business is very
satisfactory. Record sales have been unusually
good during the past month, due in part to the
brisk demand for dance records of all kinds. The
new June records seem to be taking exceptionally
well with the trade.
The annual summer resort trade has made its ap-
pearance considerably earlier this season, a re-
sult probably of the hot weather experienced since
the latter part of May. Milwaukeeans will make
their exodus to their summer homes from now on,
the real rush beginning just as soon as the schools
are out. Nearly everybody who owns a summer
home owns a talking machine, and, in case the
machine i's a large one, the owner does not usually
care to move it to the summer home, but prefers
to buy a smaller machine. The sale of records to
summer resorters has been remarkably good thus
far, as no one wants to go to the lake without a lib-
eral supply of the latest records.
Dealers and jobbers are confident that the com-
ing fall trade will be satisfactory. One of the
most hopeful signs is found in the first Wisconsin
crop report of the present season, recently issued
by James C. MacKenzie, secretary of the State
Board of Agriculture. The condition of winter
wheat is reported at 92.2 per cent, as compared
with a year ago. The condition of practically all
other crops shows satisfactory gains, while the
general acreage is considerably larger. When crops
in Wisconsin and surrounding States are good, it
is an unfailing sign that general business will be
good. Retailers about the State seem to have con-
fidence in the outlook, as most of them have been
placing good orders for machines and records.
An event of more than usual interest in Milwau-
kee talking machine circles took place on June 1,
when Miss Gertrude F. Gannon, until recently
head of the Wisconsin Talking Machine Co., job-
ber for the Victor line in this State, was married
to Edward J. Yockey, District Attorney of Milwau-
kee County. The ceremony was performed at St.
Patrick's Roman Catholic Church in Dixon, 111,
the former home of the bride, by the Rev. Father
Michael Foley. Among the wedding guests were
Mrs. Yockey, mother of the bridegroom ; his
'brother, Chauncey Yockey, exalted ruler of the
Milwaukee Elks; Sheriff and Mrs. Lawrence Mc-
Greal, sister and brother-in-law of the bride ; As-
sistant Superintendent of the Chicago, Milwaukee
& St. Paul James Davoy and wife, of Milwaukee.
Mr. and Mrs. Yockey are spending most of their
honeymoon at Asbury Park, N. J., and on their
return to Milwaukee will reside at 476 Bradford
avenue.
Mrs. Yockey long had the distinction of being
the only woman talking machine jobber in the
United States, and there have been few young
women in the talking machine business who have
been as widely known as she. Mrs. Yockey also
owned the McGreal retail Victor store at 312 Grand
avenue, where she built up an extensive retail trade.
The goom has acquired prominence in the office of
district attorney as a prosecutor of unusual ability,
and he is known as one of the youngest district
attorneys in a city of this size in the country.
The Flanner-Hafsoos Piano House, 417 Broad-
way, recently opened its three new and handsome
parlors, where the Edison line of machines is be-
ing featured to advantage. The parlors are sep-
arated by sound proof walls and are decorated in
conformity with the other portions of the main
floor of the piano establishment. The house has
had the agency for the Edison line less than two
months, but both Florian F. Flanner and Eric S.
Hafsoos say that business has far exceeded their
expectations.
Victor sales during the month of May at the Ed-
mund Gram Piano House established a new high
record, according to Paul A. Seeger, manager of
the Victor department. Mr. Seeger and family
recently returned from a business and pleasure
trip to his former home at Milton Junction, Wis.
The Columbia line of machines, as well as A. G.
Kunde, 615 Grand avenue, Columbia jobber and
dealer, received some fine publicity during April
and May, as the result of Mr. Kunde's action in
disposing of five Columbia graphophones to the
Milwaukee Free Press for distribution as prizes,
in the big $20,000 circulation contest, recently
brought to a close by the Milwaukee daily. Pic-
tures of the machines, together with Mr. Kunde's
name, were published frequently by the Free Press
during the contest, and the result was that Mr.
Kunde has been meeting with a decided increase
in business. Those who won Columbia machines
in the contest included : August Motha, Theresa
Schumann, F. A. Jewett, Delvigne Zeller and Floyd
Bienfang, the latter a resident of Jefferson, Wis.
With their fight against extradition to Milwaukee
pending before the United States Supreme Court,
where it had been taken from the Court of Appeals
of the District of Columbia, Franklin C. Goodale
and his wife, Pearl, charged with obtaining money
under false pretenses in selling stock in the Good-
ale Phonograph Co., of Washington, D. C, re-
turned voluntarily to Milwaukee recently. They
were accompanied by a Washington attorney, and
they immediately began efforts to have the case
brought against them by Miss Hattie Kluber dis-
missed. Goodale and his wife assured District At-
torney Yockey that they were ready to refund $250
to Miss Kluber, and that they would settle any
other claims which might be brought against them
in Milwaukee. On request of the district attorney,
the case against the Goodales was dismissed. It
had been alleged that Goodale and his wife had
disposed of considerable stock in the Goodale
Phonograph Co. to many working girls of Mil-
waukee, after having painted in rosy colors the
great future of the concern and the big dividends
which might be expected.
"These hard working girls will get their money
back," said Assistant District Attorney Sloan, to
the court, "and that is all we want. I had rather
settle the case this way than to go to trial, for in
that event the girls would get nothing."
According to the assistant district attorney, the
Goodale Phonograph Co. is incorporated in Wash-
ington, D. C, and Goodale has an invention that
is highly thought of by many.
The H. C. Block Co., 445 Milwaukee street,
representative of the Columbia Dictaphone in Mil-
waukee, has been making sales to some of the
largest business houses in Milwaukee. H. H.
Block, secretary-treasurer of the company, says that
business is double that of a year ago.
C. W. Abbott, manager of the Victor department
at the Boston store, reports an exceptionally fine
demand for machines and records from people
who are preparing to leave for their summer
homes. An unusually good business from this
source is also being received by L. C. Parker, man-
ager of the Victor department of Gimbel Bros.
Mr. Parker says that trade during the month of
May was considerably in excess of the correspond-
ing month of 1913.
Since J. H. Becker, Jr., resumed the manage-
ment of the" talking machine department at the
Hoeffler Manufacturing Co., 306 West Water
street, he has been keeping the trade busy watch-
ing the attractive window displays which he has
been arranging. Mr. Becker reports some fine
Victrola sales during the past few weeks.
William A. Schmidt, general manager of The
Phonograph Co., of Milwaukee, jobber in Wiscon-
sin and Upper Michigan for the Edison line of
machines, is in Northern Michigan, where he is
establishing several new Edison disc dealers. The
Edison list of dealers in Wisconsin and Upper
Michigan has been showing steady increase of
late. A brisk retail trade in The Edison Shop,
also under the supervision of The Phonograph
Co., of Milwaukee, is reported by Miss Margaret
Schumacher, office manager of the company.
L. F. Bidinger & Co., of Kenosha, Wis., have
leased the Kent building at 458 Market street,
that city, where they have been enabled to double
their Victor quarters. The Kent building has been
thoroughly remodeled for the Bidinger concern.
Joseph F. Gannon, brother of Mrs. E. J. Yockey,
formerly Miss Gertrude F. Gannon, until recently
head of the Wisconsin Talking Machine Co., was
married on June 3 in Dixon, 111., his native city,
to Miss Gladys Roddenbau, a well known young
woman of Milwaukee. Mr. Gannon, who is a
deputy sheriff of Milwaukee county, was formerly
assistant manager of the Wisconsin Talking Ma-
chine Co., jobber for the Victor line.
When you hear a fellow boasting that he has
money to burn, don't be in any hurry to call out
the fire department.
PRICES:
Gold plated $5.00
Nickel or oxidized . . 4.00
4- Easy Sellers —
PRICE.
Gold plated, nickel
or oxidized. . . .$1.00
THE upper illustration
shows UNION No.
I, for playing Columbia
and Victor records on Ed-
ison Machines. UNION
No. i contains the
UNION Modifier feature-
The second illustration
shows, the UNION Modi-
fier, a quick-selling device,
giving Edison, Victor and
Columbia owners absolute
control over the volume
of sound.
UNION
SPECIALTIES
TALKING
MACHINE
AT the right
is the new
UNION Sound
Box, just out,
taking Fibre or
any make of
needle. It is the
latest improve-
ment in sound
r e p r o duction,
and fits all Disc
Machines.
The UNION
Needle Box
shown below
fills another
long-felt want.
Write to-day for descriptive folders and
prices on these four easy-selling specialties.
All persons selling- goods infring-
ing- our patents are liable to
suit for such ingringement.
The Union Specialty and Plating Co.
409 Prospect Ave., N. W. Cleveland, Ohio
UNION NEEDLE USUAL
BOX for DISCOUNT
Edison TO
Machine. DEALERS
PRICES:
Gold plated,
$5.00.
Nickel, or
oxidized,
$4.00.
PRICE
Finished in
Mahogany, Circas-
sian Walnut or Fumed
Oak, any finish,
44
THE TALKING MACHINE WORLD.
THE COST OF_DOING BUSINESS
Should Be Understood by Merchants in E;very
Line in Order That They May Know Exactly
Where They Are at and Develop Their Busi-
ness Along Successful and Healthy Lines.
Ignorance regarding the actual cost of doing
business is frequently the cause of many business
failures. "During the next few years some of the
tidiest profits in American industry will be saved
out of operations. Heretofore, much of our profit
has been made; but saving profit is a different
thing altogether." That is the keynote of the re-
markable interest in manufacturing and most of
production systems which has appeared since 1905.
A nation of born salesmen and advertisers, we
have heretofore solved the problem of making more
profits by getting more sales. Competition has now
forced us to realize that an increase of advertising
and selling expense will not continue to increase
the business in direct proport:on to the increase of
expense. Such conditions must be met not only
by advertising and good salesmanship, but we must
go a step further. It means better systems of
bookkeeping, closer inventories, more careful
checking of every item of income and outgo, more
accurate methods of knowing what each employe
produces — in short, one must know what it really
costs him to sell goods in order to make the right
price. The same principle rules business in all
lines. Cost, more than price, fixes" profits. The
public fixes the price it will pay. The dealer may
keep it high, but the public fixes the limit, low or
iigh, of what that price must be.
Many manufacturers depend on their balance
sheets to determine cost, and their competitors to
fix price. This is guesswork of the most treacher-
ous and deceiving sort. Even the street faker sell-
ing collar buttons knows what his costs are, and in
this respect knows more than some large enter-
prises, which really know surprisingly little about
how much it costs to put their output down at the
point of final delivery. Many a retailer doing a
business of $50,000 a year will tell you that "a
cost system is only for manufacturers." It has
been well said that the average business executive
fails to get more than a small fraction of the vital
facts and statistics that he should have to intel-
ligently control the activities of a business. The
desire to dodge the expense of the necessary sys-
tem that will bring such vital statistics to the ex-
ecutive desk has made this condition. Contrary
to the somewhat prevalent idea, however, there is
no inherent complexity in system just because it is
a system. It may, however, be suggested that the
observance of any logical routine in the handling
of business is so repugnant to the training and
style of some business men that they take refuge
in the absurdity that "all system is red tape," with
the often painful result that they fail without
knowing why, therefore being denied the important
lesson their failure could have taught a man with
a more analytical mind. That this attitude on the
part of business men is too general and often fatal
is generally conceded by those whose occupations,
such as bankers, lawyers, judges, expert ac-
countants, referees in bankruptcy, etc., bring them
into close contact with business troubles or fail-
ures.
Every talking machine merchant should keep in
close touch with his selling cost.
When you leave your customer before she gets
her change and package, don't forget the package.
Be on the alert to hand it to her as soon as ready.
AN ARTISTIC CUT-OUT WINDOW DISPLAY
Is That Which is Now Being Issued by the Columbia Graphophone Co. and Designed to
Assist Dealers in Developing Their Dance Record Business — Where Properly Displayed
It Has Won Universal Approval and Has Been a Big Factor in Increasing Business.
The Columbia Graphophone Co. has just issued
an artistic cut-out window display that is attract-
ing considerable attention wherever it is shown.
Designed to assist the dealers in developing their
dance record business, this windo.w display cer-
tainly fulfills its mission well, as many dealers
panying illustration, is attractively conceived in
every detail. The machine featured is the new
"Mignonette," which is quite a favorite with Co-
lumbia dance enthusiasts. The human interest
poses of the dancers adds to. the appeal of this
window display, and the harmonious blending of
Columbia Records can be played on
Columbia Grafonolas or Victor talking machines
Leave your name and we will mail you a list of new recordsRegulariy
have written letters of praise to the company's
advertising department relative to the display's
distinctive merits.
The new Columbia dance display stands over two
feet in height, and, as will be seen by the accom-
the colors serves to further emphasize its high
class finish.
As an aid to the talking machine dealer in in-
creasing his dance business this sign possesses many
novel and commendable features.
RETURNS FROM WESTERN TRIP.
George W. Lyle, general manager of the Colum-
bia Graphophone Co., returned to., his desk Tues-
day after a short trip to several of the leading
trade centers of the country, including St. Louis,
Chicago, Indianapolis and Pittsburgh. Mr. Lyle
was very optimistic in his reports of business con-
ditions in these cities, stating that everyone he met
was well pleased with the outlook, and predicted a
prosperous fall trade. Mr. Lyle also advised the
managers regarding a number of important deals
while on his trip whereby the Columbia products
will greatly enhance their prestige. These new
deals will be announced in the near future.
Mr. Lyle was the recipient of congratulations
from all the Columbia staff on the occasion of the
celebration of his twenty-fourth wedding anniver-
sary, which took place on Wednesday. There are
rumors of some large happenings among the Co-
lumbia employes on the same date next year.
A certain eminent lawyer has said, in reference
to the Sherman act : Strictly speaking, it would be
a violation if you and I were to agree to live until
the year 1920, for this would constitute a com-
bination in restraint of the undertaker's trade.
There is just as much difference between fact
and fiction as there is between a woman and her
photograph.
The Columbia automatic stop. The most accurate automatic
stop made and the easiest to operate.
Gun Metal, $2.00 list. Nickel Plated, $2.50 list. Gold Plated,
$3.00 list.
May be adjusted to both Columbia and Victor disc machines.
Order trom any Columbia Distributor.
THE TALKING MACHINE WORLD.
45
COLUMBIA GRAFONOLA PARLOR
In Atlantic City, N. J., Is Meeting with Great
Success — Is Operated by Joseph Piacentini,
Who Is a Former Member of the Weil-Known
Vessella's Band — Building Up Good Trade.
One of the many live-wire Columbia dealers near
New York is the Columbia Grafonola Parlor, At-
lantic City, N. J., operated by Jos. Piacentini, and
DEMAND FOR RECORD ALBUMS.
The National Sales Are Steadily Growing with
Live Talking Machine Men.
The demand for the disc record albums manufac-
tured by the National Publishing Co., 235 South
American street, Philadelphia, is growing steadily
in popular favor. They are made in the most sub-
stantial manner by skilled workmen and are very
substantially built, so that hard handling does not
wear them out. They will fit in any library cabinet
or bookcase, or they will lie flat on one and other.
There are seventeen pockets for records, which
are made of extra strong manila paper and firmly
secured to heavy guards in the back of the alburn.
They are bound in a fine quality of brown silk
finish cloth, the cover being stamped Record Album
on the front. An embossed border line enhances
the beauty of both front and back cover. For the
convenience of customers who at any time desire
to rearrange their discs, there are six pages for in-
dexing, three in front and three in the back. Each
page of the index contains seventeen consecutive
numbers, each number having two lines, thus mak-
ing a title page to register records as placed in the
pockets, the pockets being numbered one to seven-
teen in regular order.
Talking machine men have had very satisfactory
results from the sale of National albums, and the
demand for them is greater than ever before, show-
ing that where they have been properly displayed
there has been a steady demand for same.
GETTING RID OF THE~ GROUCH.
Did you ever notice how many ideal days there
are, and how many there are of the other kind?
By an ideal day we mean one in which it is neither
too hot nor too cold, it does not rain or snow, every
man we come to is ready to talk business, nobody
has ever tried to sell him any goods, nobody says
our price is too high, nobody kicks about anything,
and every man gives us an order.
products through his ability to discourse informa-
tively on this subject.
Aside from his musical ability, Mr. Piacentini is a
most aggressive merchant and takes advantage of
every opportunity to profit by Columbia publicity,
co-operation or service. On the occasions of the
visits of Columbia artists to Atlantic City, which
are frequent occurrences, Mr. Piacentini uses ex-
cellent copy in the daily newspapers calling atten-
tion to the appearance of the various artists and
Either the weather man spills something dis-
agreeable, or the thermometer is trying to break
the record, or there has been seventeen salesmen
ahead of us (maybe eighteen), everybody says he
has bought, or that we are robbers, or that our
goods are not up to snuff, or there is a local agent
that is trying to monopolize everything, or we are
troubled with a cold in the head, rheumatism, salt
rheum, or pink eye. Every man we come to has a
grouch, complains of dull times, and doesn't believe
in advertising any way. If we are out early, we
are too early, and if we come later, we are too late.
If they have good times, the buyers tell us they
do not need to advertise because they are getting
more business than they can take care of. If
somebody tells them times are dull, they pull a long
face that would make an undertaker green with
envy, every time they see a salesman.
By the way, we have our old friend Dull Times
with us always. There is always some locality
somewhere in the United States any month in the
year where the calamity howlers rule things with
a high hand, and pessimism is like a pestilence.
PATHE FRERES PHONOGRAPH CO.
Now Established in New Home at 29 W33t
Thirty-eighth Street, New York — Occupying
Entire Second Floor of Spacious Building
— Expects to Be Ready for the American
Market Early in August.
The Pathe Freres Phonograph Co. is now estab-
lished in its new home at 29 West Thirty-e'ghth
street, New York, where it occupies the entire
second floor of a new building with a floor space
of 5,500 square feet. The officials of the company
state that they will be ready for the American
market about the first of August, and, in the
meantime, they are conducting a recording labora-
tory at this address, in addition to maintaining
showrooms.
T. Labrely, chief engineer of all the Pathe in-
dustries in Paris, France, is at present in New
York, supervising the equipment of a pressing
plant, which will probably be located in Brooklyn,
X. Y. Russell Huntting, well known in the talking
machine industry, has been appointed chief direc-
tor of recording.
There are now on display at the showrooms a
complete line of the machines which the company
expects to market this summer, including the
Pathephone, Pathegraph and Pathediscs.
MANAGING lWER^S~DEPARTMENT.
A. N. Struck, formerly connected with the
Edison disc department of Krakauer Bros.' ware-
rooms, 17 East Fourteenth street, New York, was
recently appointed manager of the Edison depart-
ment of the Tower Manufacturing & Novelty Co.,
32G Broadway, New York. Mr. Struck succeeds
Dana F. Parkhurst, who returned to his home in
Topeka, Kan., prior to starting on an extended
concert tour of the country. Mr. Parkhurst is a
baritone of considerable prominence.
Some houses do more business
than others, and the only explanation of this
feature, when the products are the same, is the
quality of the service rendered by the jobber to
the dealer. This explains the rapid development
and large growth of
Louis Buehn
Philadelphia
for in catering to your wants and aiding you to
close sales by giving quick deliveries, you know
and appreciate the value of our work.
Edison Cylinder and Victor Products
Columbia Grafonola Parior at Atlantic City
the interior of which is shown in the accompanying
illustration. A former member of the popular
Yessella's Band, Mr. Piacentini has succeeded in se-
curing an extensive list of patrons in his ter-
ritory who are frequent visitors at his establish-
ment. Mr. Piacentini Finds his comprehensive
musical knowledge invaluable to him in his present
business, and has won many friends for Columbia
N. J.
emphasizing the fact that they have recorded for
the Columbia library.
The up-to-date appearance of the Columbia
Grafonola Parlor is in keeping with its owner's
progressiveness and up-to-date methods, and by the
use of car cards, theater program advertising and
high-grade publicity of every description Mr. Pia-
centini keeps the booths in the store well filled.
I
46
THE TALKING MACHINE WORLD.
We told you so!
Told you what?
That 1914 would be the Columbia year in the
talking machine trade. The middle of 1914 is
here— and we're right here with it, where we
said we would be.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
THE QUAKER CITY TRADE AHEAD OF A YEAR AGO.
This Satisfactory Condition Exists in Very Few Lines, but the Talking Machine Is an
Exception — Dealers Handling all Makes of Talking Machines Active in Developing
Their Business and Making Their Stores More Attractive — News Budget of Month.
(Special to The Talking Machine World.)
Philadelphia, Pa., June 8. — The talking ma-
chine business in Philadelphia during May pro-
gressed in a most satisfactory way, and while tliere
has been some falling off in comparison with the
business done during the previous four months of
the year, yet this was naturally to be expected,
and generally May was better than the May of
1913. There is very little complaint among the
dealers at present, for the factories are keeping
them pretty well supplied.
During the month of May there have been no
changes in Philadelphia in the way of new dealers,
and there are not likely to be any during the sum-
mer. There- is a lull in the booming of the little
talkers for the reason that the dealers recognize
that business is bad and we are getting into the
mid-summer season, and that money would be
wasted by an aggressive campaign.
The Victor Co. has again sent out an appeal for
the support of the Stevens Price Standardization
bill, known as H. R. 13305. The intention of this
bill is to establish the one-price-to-all principle on
branded merchandise, and to militate against price-
cutting, dishonest advertising and other unfair
practices of great trading monopolies.
Gimbel Bros, still have a great many Keen-o-
Phones on hand which they were able to dispose
of at their recent sale, and they are running a bar-
gain sale on these instruments this week.
Louis Buehn reports that his business in May
was most satisfactory, although showing a slight
falling off in comparison with the previous months
of the season, but an advance over May of last
year. He has at present the biggest stock on hand
that he has ever had in the history of his busi-
ness. His Edison dictating machine business has
shown an increase during May. He completed the
installation of these machines with the Atlas Pow-
der Co., of Wilmington; placed additional ma-
chines with R. G. Dun & Co., and placed a num-
ber of machines with the Frank H. Stewart Elec-
tric Co. and with other firms.
Lit Bros., whose talking machine department is
in charge of A. L. Munchweiler, have been mak-
ing a feature of dance records and have been ad-
vertising them heavily. Their sales on these records
have been large.
The business at Gimbel Bros., during the month
of May, was at least double that of last year, ow-
ing, no doubt, to the great publicity brought to
their department by their advertising schemes.
Manager H. H. Stewart, who is in charge of the
department, and who has been ill for some weeks,
has so far recovered that he is able to be removed
to Atlantic City to recuperate. He has gone there
with his family for an indefinite period. David
Davidson, who. was connected with the talking
machine department as salesman, has resigned.
Manager Elwell, of the Heppe wholesale depart-
ment, notes that business in May was very satis-
factory, "when you consider that it was May."
"We more than held our own," he says, "and we
look for a good summer business, and will be able
to take good care of it now . that machines and
records' are coming through so promptly."
The Pennsylvania Talking Machine Co. reports
that it has been having a remarkably good re-
tail business in May — very much better than last
year, and Manager Eckhart says: "We feel, con-
sidering what others say, that we have been very
fortunate." The firm has placed no new agencies
during the month, but it has some good prospects
pending. Mr. Eckhart will go to Atlantic City at
the end of this week to rent a cottage where he
will take his family during the summer.
After about two months of renovation the
Wanamaker talking machine department has finally
been completed, and, in its present improved con-
dition, not only presents a much better appearance,
but it greatly facilitates the department in handling
customers. The hearing rooms have been more
than doubled, and the large concert hall will be an
appreciated attraction when the fall activity sets in.
Blake & Burkart, the Edison dealers, with parlors
at Walnut and Eleventh streets, have still further
improved their handsome rooms, and although they
have been in the talking machine business only
about two months, they have established an excel-
lent trade and their business has been very good.
It dropped off a little bit the end of May, but thus
far in June it has been elegant. They were favored
this week with a visit from Greger Skolnik, the
eminent violinist, who makes records for the Edi-
son. His "Andalusia Romanza" is one of their
most popular instrumental sellers. They have
closed their weekly concerts, which have been very
well attended, and will not resume them until the
cool fall weather. They have take on a new sales-
man named Harry Wilson, who has been doing very
well. On the back of the Edison machine, as well
as their record catalogs, they are using an excellent
picture of the interior of their warerooms, which
are the finest talking machine rooms in this city in
elaborateness and taste in furnishing.
H. A. Weymann & Sons have never had as many
orders booked ahead for their fall business on the
Victor as at present. Not so long ago they sent
each customer a letter calling attention to the
desirability of ordering early, and that they
had gotten an unusually big supply of both ma-
chines and records on hand, and in consequence
their dealers are placing their orders with the view
evidently that business was going to be excellent
this fall.
A CHANGE IN MILWAUKEE.
Miss Gertrude F. Gannon, Who Recently Mar-
ried, Disposes of Her Interest in Wisconsin
Talking Machine Co. to C. M. Backus.
(Special to The i'alUing Machine World.1
Milwaukee, Wis., June 11. — Following the an-
nouncement of the marriage on June 1 of Miss
Gertrude F. Gannon to Edward J. Yockey, district
attorney of Milwaukee county, comes the news
that Mrs. Yockey has disposed of her interests in
the Wisconsin Talking Machine Co., jobber for
the Victor goods, and has sold her retail store at
312 Grand avenue.
C. M. Backus, of Chicago, who was formerly a
stockholder in the Wisconsin Talking Machine Co.,
purchased most of Mrs. Yockey's holdings, al-
though there are other stockholders in Chicago
and Milwaukee. The Victor jobbing business will
be conducted under the same name, the Wisconsin
Talking Machine Co., but the retail store, con-
ducted for many years under the McGreal name,
will be designated under a new name, not yet
selected. Officers of the Wisconsin Talking Ma-
chine Co. have not been definitely selected at this
writing.
Harry R. Fitzpatrick, who so efficiently served as
general manager of the Wisconsin Talking Ma-
chine Co., during the time that Miss Gannon was
president of the company, remains in charge and
has plans under way for pushing the business with
even greater vigor than in the past. L. E. Dresel,
formerly of Chicago, will be in Milwaukee as rep-
resentative of the main stockholder, C. M. Backus,
and will act as treasurer of the company.
SOME NOTABLE ARTISTS.
The July list of Victor records will present the
first records made by four new Victor artists, Mar-
garet Ober, Paul Althouse, Margaret Romaine and
George MacFarlane. All of these artists are well
known in either the concert or operatic world.
PHONOGRAPHISCHE
ZEITSCHRIFT
BERLIN C. 19, GERMANY
The oldest and most up-to-
date trade paper covering the
talking machine line published in
the German Language.
PUBLISHED WEEKLY. FOUNDED 1900
Circulates all over the world.
SPECIAL EXPORT NUMBERS
appear in four different languages at
regular intervals.
Subscriptions for this talking ma-
chine publication 10 Marks yearly.
Sample copies sent free.
THE TALKING MACHINE WORLD.
47
2 GRESHAM BUILDING, BASINGHALL STREET E. C, LONDON, W. LIONEL STURDY, MANAGER
General Review of Trade Conditions Shows
Pessimism Having a Firm Hold in Industry
— Nevertheless Profit Figures for the Year
Will Compare Favorably with Those for the
Same Period of a Year Ago — The Cheap
Record Policy Comes in for Severe Criticism
— Room for Uniform Remedial Action — Lack
of Co-operation Among Manufacturers a Sub-
ject of Regret — Important Musical Copyright
Case Comes Up Again for Consideration —
Papers Read at Music Trade Convention —
News of the Month Worth Recording.
(Special to The Talking Machine World.)
London, E. C, June 6. — Talking machine trade in
this country would seem to be in a somewhat par-
lous state if one's opinion be guided or influenced
by the pessimistic section, whose mission in life is
to decry any and everything. Not for one mo-
ment do 1 suggest that trade conditions are any-
where near as healthy as we should like, nor can
it be said that sales are altogether satisfactory.
Business is certainly quiet, but, circumstances and
time of year considered, I do not believe that,
comparatively, we are much behind the profit fig-
ures of even time last year. Present-day figures
may in bulk show even an increase; it costs con-
siderably more, however, to secure a given turn-
over, and thus on the profit side a slight setback
may obtain. This, of course, is one effect of the
cheap-record policy introduced at the commence-
ment of this last season and vigorously maintained
ever since. Special inquiries made around the
trade elicit information which tends to confirm the
belief that manufacturers will not withdraw the
shilling proposition except under general agree-
ment. The British Zonophone Co. has intimated
to me that it does not propose to vary its policy
in respect of the half-crown Zono records, or the
thirteenpenny "Cinch" record, but all other manu-
facturers, I believe, would be quite willing to elim-
nate this unprofitable business. Briefly, the lack oi
co-operation among manufacturers has resulted in
the gradual introduction of cheap records until
to-day the market is flooded with passably good
discs at one shilling retail. These may be sold at
anything from 4s. 6d. per dozen upwards to 8s.
6d. wholesale. The foimer price is absolutely be-
low first cost, and whatever reason determined
such trade, the result, with which I am mainly
concerned at the moment, is obviously appalling in
its effect. Its pernicious influence is felt right
along the line to all sections of the trade and we
find all. classes of dealers descend to price cutting,
if the term can be applied to records, of which
many do not even carry a semblance of fixed
selling price. Now arrives a talk of agreement
smong manufacturers to abolish records below
eighleenpence in pr'ce, establish a definite policy
of trading, rigidly enforce price maintenance, fix
wholesale and retail prices and generally control
the distribution of good, even to the extent of
refusing supplies to those dealers who do not ex-
clusively handle the products of the associated
houses. There would be no attempt to exploit the
retailers, the plan in all its phases being devised
for their protection. Both the manufacturing and
wholesale sections should bind themselves under
monetary penalty against a breach of any "under
standing" come to. and it is further planned to ex-
clude any free and open' competition.
Musical Copyright Again Up.
Notwithstanding the general assumption of the
sheet-music publishers that the Copyright Act of
1911 was framed along lines more favorable to
gramophone record manufacturers than them-
selves, a totally different complexion is given the
case by the judicial bench in its searching ex-
amination of the many obscurely worded clauses
and provisions of this contentious act.
Several important actions have been tried out,
with results mainly adverse to the gramophone
record industry. These actions have from time
to time been fully reported in our columns, and
those who have followed with care the growing
favorable position of the publishers as disclosed
by the judicial findings in question realize that at
least the latter's complaints have little foundation
in fact under the copyright laws, whose gradual
elucidation is not so palatable as the gramophone
trade would wish.
An assignee's right in musical copyright formed
the subject of a recent case for judicial opinion,
in the result of which, of course, general Lr.ule
interest was keenly manifest. Messrs, Chappell
& Co., Ltd., the great music publishers, claimed
the right to restrict record manufacturers from
copying the music of songs of which the copyright
was vested in them under an assignment. It was
purely a test action and the Columbia Grapho-
phone Co. was cited as the defendant. Infringe-
ment was alleged in regard to a song called
"Where My Caravan Has Rested."
Judgment.
Justice Neville: The defendants in this case
copied the music of the song the copyright in
which was vested in the plaintiffs under an assign-
ment. The assignment was made prior to the
Copyright Act of 1911. The music was copied in
this way. It was published with a pianoforte ac-
companiment and the defendants adapted it for an
orchestra in a written score. I think if this were
all it would amount to an infringement to the
plaintiffs' copyright. It \s a copy of the musical
work and it is not within the exceptions enu-
merated in Section 2 and the act. The orchestra-
tion was, however, for the purpose of obtaining a
gramophone record of the song with orchestral
accompaniment. Does the purpose for which the
copy was made exonerate the defendants from the
charge of infringement? Prior to the act of 1911
it had been held that rolls constructed for the
purpose of mechanically reproducing the music
were not copies and no infringement. See Boosey
vs. Wright, 1900, 1 Chancery 122. Nor would I
think, having regard to that decision, the creation
of a gramophone record to be a copy or an in-
fringement. The act of 1911 gives a limited right
to the author or owner of a musical work in re-
spect of records created for the purpose of mechan-
ically reproducing the music. In the case of an
assignment prior to the act this right is given to
the author and not to the assignee. Assuming
what the defendants have done to have been no
infringement of the author's right in respect to
the record, can that alter or limit the right of the
assignee to the protection for the musical work
which vested in him at the date of the assign-
ment? I do not think it can. The act of 1911 does
not purport to affect or diminish the copyright of
the assignee and I think that such right is not
altered. I have already said that what the de-
fendants have done would in itself, and taken by
itself, be an infringement, and I think it remains
so notwithstanding the right to protection given
to the author in respect of mechanical records.
I think, therefore, the plaintiffs' action should
succeed and that they are entitled to the relief
asked under claims 1, 2 and 3 and to the costs
of the action.
Mr. Gore-Brown: I do not know whether my
learned friend would be content with a declaration
in this case. Of course it has been treated quite
fairly as a test case by those concerned.
Mr. Jenkins: My instructions are to ask for
an injunction and I think in the absence of in-
structions your clients must communicate with
mine, and I must take your Lordship's order for
the present.
Justice Neville: If you are both agreed you
' can draw it up in the form of a declaration;
otherwise I think I am bound to grant the in-
junction asked for.
Mr. Gore-Browne : In paragraph 2 of the state-
ment of claim they ask for "an injunction to
restrain the defendants, their servants and agents
from using any copies of the music of the said
song without the plaintiffs' consent." I want the
word "made" in before the word "without."
Justice Neville: Very well.
Mr. Gore-Browne : We have only one copy and
we will deliver that up.
Mr. Jenkins: Yes.
The Music Trades' Convention.
The papers read and subjects discussed at the
fourth music trades' convention, held at beautiful
Bournemouth, May 7 to 12, inclusive, were for
the most part of a highly practical nature and
well calculated to exert a powerful influence in
the campaign against the several commercial
troubles peculiar to the music industry. A con-
spicuous feature of this convention was the total
absence of anything bearing upon the talking ma-
chine trade beyond the importance of the musical
arrangements of the "His Master's Voice" Co.
The chairman of the convention paid a well-
merited tribute of thanks to the company for the
talented artists who, at its instigation, had so im-
mensely added to members' enjoyment by the ex-
cellence of their concerts. The whole musical
program was organized by S. W. Dixon, a direc-
tor of the Gramophone Co., Ltd., assisted by
Messrs. Ricketts, College and Langley. Aside
from the high importance of this representation,
it is a matter for very great regret that the
gramophone industry was not otherwise in evi-
dence on the business side of the convention. H.
J. Cullum filled the gap last year and it must be
heartily desired that we shall not again lose so
fine an opportunity of associating this trade with
other branches of the musical industry.
The Death of Barry Owen.
The recent death of Barry Owen calls to mind
that he was mainly instrumental in founding the
Gramophone Co., Ltd., then styled the Gramo-<
phone & Typewriter, Ltd. In 1898, I believe, Mr.
Owen came to this country from America with
the object of introducing what was then regarded
as a wonderful toy. He it was who brought over
the first gramophone that operated by hand. In
those days such a thing as mechanical drive for
rotating the turntable had scarcely been thought
of. Anyway, this talking instrument created
enormous interest. For the exploitation of this
novel invention of Berliner's, Barry Owen en-
deavored to float a big company, Trevor Williams,
the present chairman of the company, quick to
perceive its commercial possibilities, went right in
and soon incorporated a large company. It proved
phenomenally successful, so much so that when
the sanguine Barry Owen found the public willing
to subscribe, as they did, by the way, enormous
sums of money, it is said, he had misgivings as
to the ability of the concern to pay any dividend
on such a large capital. Not to rely, therefore,
upon the gramophone alone, he persuaded the
directors to take up the sale of a new typewriter—
the Lambert, I think it was called— and so was
born the name Gramophone and Typewriter, Ltd.
Although the company has long since dropped the
word typewriter, even to-day it is occasionally
used by correspondents and visitors. But that by
the way. Barry Owen never quite recovered his
confidence in the business and he eventually sold
out his shares, I am informed, at twelve shillings
each. Since then those same shares have reached
over £4 in value and to-day stand at 28s. 6d. !
Trade with China.
The need of a thorough investigation into the
conditions and prospects of British trade in China
(Continued on page 48.)
48
THE TALKING MACHINE WORLD.
FROM OUR LONDON HEADQUARTERS — (Continued from page 47).
has been urged by manufacturing circles and on
the recommendation of the advisory committee on
commercial intelligence the president of the Board
of Trade has appointed T. M. Ainscough as a
special commissioner to proceed to China for the
purpose named.
New Companies I ncorporatetd.
Ajax Record Manufacturing Co., Ltd. Capital,
£1,000. Office, 54 Redcross street, London, E. C.
Newtilities Syndicate, Ltd., gramophone manu-
facturers. Capital, -£500. Office, 35 Glasshouse
street, London, W.
Louis Sterling Returns.
Underlying the world-wide ramifications of the
Columbia Graphophone Co. is a commercial or-
ganization second to none in efficiency and fore-
sight. It has reached that pitch of perfection
which should count in round figures as an asset
in their balance sheet. Preparations for the sea-
son's campaign have to be made months ahead.
That is where organization tells. Special atten-
tion is given to the individual requirements of
each market and no stone is left unturned to in-
sure perfection in every detail. In accordance,
therefore, with this policy we find the executive
of the Columbia company in conclave at the Amer-
ican quarters with prominent officials from the
London branch. Louis Sterling has just returned
and your correspondent seized an early oppor-
tunity of indulging in a short chat with him anent
trade matters in general; "It would be somewhat
premature at the moment to review our arrange-
ments for the season," said he, "but in conformity
with our policy of developing trade, particularly
in the high-grade Columbia lines of records and
machines, we have made certain arrangements for
still further improvement and intend to push this
end of the business vigorously during the coming
season."
Notwithstanding increased competitive condi-
tions here, the Columbia trade progress is com-
paratively unaffected ; indeed as against any pre-
vious year the company's sales figures are sub-
stantially up.
"The position of this company," continued Mr.
Sterling, "was never stronger than it is to-day;
our policy is a settled one and the trade confidence
we enjoy in consequence is good enough encour-
agement for us to continue and even strengthen a
service which is obviously productive of such mu-
tual satisfaction."
While in the States Mr. Sterling naturally spent
much time with his people, whom he found fit
and well. He met several old friends there, notably
Paul H. Cromelin, whose thoughtful message of
remembrance to friends this side has been re-
ceived with evident pleasure. I am desired on
their behalf to proffer per this medium hearty
reciprocations.
Already in Harness.
Although but a few weeks old, the Performing
Rights Co. has already got to work in a very prac-
tical manner. On<; of its objects is the collection
of royalty fees from bands, orchestras and other
public performers of copyright songs and musical
selections. Places affected include hotels, res-
taurants, theaters, cinemas, kiosks, seaside pavil-
ions and similar institutions. The company has
acceded to the society's demand, although the
hotel's manager expresses himself as dissatisfied.
"We think ourselves not too well treated, as our
musical performances are not for actual gain," he
said, "but there is a legal point involved which
it would be long and costly to fight, and so we
respond to the demand for payment on the basis
of a yearly contract." The figure involved is said
to reach three figures. P. Sarpy, secretary of
Performing Rights, Ltd., states : "We are only
getting for British musicians and publishers what
foreign musicians have had for years past. Eng-
land has been the only country where music-
makers were not organized for the purpose. Not
all composers have joined us yet, but it is, 1 think,
only a matter of timef already Messrs. Paul Ru-
bens, Lionel Monckton, Hermann Lohr, Howard
Talbot, Hermann Finds and Archibald Joyce are
members. I don't think there is any likelihood
of the work of these popular composers being
dropped because a fee is chargeable on perform-
ances.
"The fees will be strictly graduated in propor-
tion to the size and importance of the establish-
ment. We are exercising a legal right which has
been in abeyance."
Excellent Selection of Records.
A prominent feature of "His Master's Voice"
list of records for June is the excellence and num-
ber of the dance selections issued on double-sided
records. As will be seen, the orchestras chosen
for this work represent -the very cream of the
world's musicians, and the sparkling morceaux
they contribute range from the one-step to the
very latest vogue, that of the "hesitation." Other
"jems" may be noted from a perusal of the full
list, as follows :
Twelve-inch, double-sided : "Madame Butter-
fly," selection (Puccini), and "Dream Pictures"
(Lumbyl), Pryor's Band; "Queen of the Movies,"
two-step ("Kino Konigin") (Jean Gilbert), and
"Somebody's Coming to My House," medley, Met-
ropolitan Band ; "La Boheme," selection I and II
(Puccini), Mayfair Orchestra; "You're My
Baby" (Nat. D. Ayer), and "Je Lais que vous
etes polie" (Christine), Jacobs and his Trocadero
Orchestra.
Ten-inch, double-sided: "On Jhelum River" —
Will the Red Sun Never Set, and "Oh Jhelum
River" — The Song of the Bride (A. Woodforde-Fin-
den, arr. by P. E. Fletcher), Band of H. M. Cold-
stream Guards ; "Admiration," Waltz Hesitation
(Carza), and "Toreador One-Step or Turkey Trot"
(Gascon), Metropolitan Band; "If I Only Knew,"
waltz; "Schwindelmeier & Co." (R. Nelson) and
"Valse Boston" (R. Drigo), Palais de Danse Or-
chestra.
Twelve-inch, single-sided : "Sylvia Ballet," in-
termezzo and valse tente (Delibes), New Sym-
phony Orchestra ; "Sylvia Ballet," cortege de
Bacchus (Delibes), Ney Symphony Orchestra; "A
Furtive Tear," "Elixir of Love" (Donizetti),
Charles W. Harrison; "Comfort" (C. Novello
{Continued on page 50.)
To T.M. the King and
Quean of Spain
To H.M. the King
of Sweden
To H.H. the Khedive
of Egypt
To H.M. the King
of Italy
66
— the trade-mark that is recognised
throughout the world as the
Hall-mark of Quality
To H.M. the Shah
of Persia
AUSTRIA: Oesterr. Grammophon — Geiellachaft.
m. b. H., 8, Krugeritrasse, Vienna.
BELGIUM: Cie. Francaise du Gramophone, 51.
Avenue de la Porte de Hal. Brussels.
DENMARK : Skandinavisk Grammophon-AktieseU
ikab. Frihavnen, Copenhagen.
FRANCE: Cie. Francaise du Gramophone. 115
Boulevard Richard Lenoir. Place de la Repub-
lique. Paris.
GERMANY: Deutsche Grammophon-Aktien-
gesellschaft, 35, Ritterstrasse, Berlin. S42.
HOLLAND : American Import Co., 22a, Amiterd.
Veerkade, The Hague.
HUNGARY : The Gramophone Co.. Ltd.. IV.
Kossuth Lajos-Utcza 8, Budapest.
SPAIN : Cia. Francesa del Gramophone. 56, Balmea.
Barcelona.
SWEDEN : Skandinaviska Grammophon-Aktie-
holaget. 52. Appelbergsgatan, Stockholm.
RUSSIA : The Gramophone Co.. Ltd.. 45. Newky
Prospect. St. Petersburg ; 9, Goloviniky Proipect
Tiflis ; 30, Novia Svit. Wariaw.
EGYPT : The Gramophone Co.. Ltd.. 13. Rn
Stamboul. Alexandria ; Rue Mousky, Cairo.
EAST AFRICA: Baylay & Co- 8 Beira.
Lourenzo Marques.
SOUTH AFRICA t Dartar & Sons. Adderley St,
Cape Town: Mackay Bra*., Riuik Street
Johannesburg ;
Mackay Bros. & McMahon, 443. Welt S treat
Durban ;
Ivan H. Haarburger, Maitland St.. Bloeralooteia.
INDIA : The Gramophone Co.. Ltd.,139.Balliaghatta
Road. Calcutta ; 7, Bell Lane, Fort. Bombay.
AUSTRALIA: The Gramophone Co, Ltd.
Hoflnungs Chamberi. Pitt Street Sydney.
GREAT BRITAIN : The Gramophone Co. Ltd.
21. City Road. London, E.C.
By Appointment
To H.M. Queen Alexandra
Great Britain :
The Gramophone Company
Ltd
21 City Road
London EC
THE TALKING MACHINE WORLD.
49
ARRIVED AT LAST
The World's Musical Instrument
Gives all records the same chance !
SOON ON THE MARKET.
PLAYS TO PERFECTION,
without change of sound-boxes, EVERY disc record ever
made and in such a realistic manner as never heard from
any "Talking Machine," "Gramophone" or "Disc Phono-
graph" before.
(Read the views of the able Representative of this paper in London,
about this new Instrument, on page 45 of March 15th, 1914.)
J, HOF FAY
67 Egerton Gardens, South Kensington, London, England.
50
THE TALKING MACHINE WORLD.
FROM OUR LONDON HEADQUARTERS— (Continued from page 48).
Davies), Miss Alice I.akin (contralto) ; "What's
It Got to Do With You" (Tennent), Miss Mar-
garet Cooper; "An Old World's Garden" (Cramp-
ton, Ernest Crampton and Marjorie Vernon;
"The Raven," Part I and II (on two records)
(Edgar Allen Poe), Percy Hemus (dramatic re-
citer) ; "Beautiful, Beautiful Bed" (Murphy and
Tipton), Alfred Lester.
Ten-inch, Single-sided: "Have You Seen But
a Whyte Lillie Grow," Miss Alma Gluck (so-
prano) ; "The Carnival" (J. L. Malloy) Stewart
Gardner (baritone) ; "Sweethearts Three" (Rob-
ert Coverley), Harry Dearth (bass) ; "Bye and
Bye You Will Miss Me" (Stamper), Ethel Levey.
Real Bird Records.
A few years ago the Gramophone Co. issued
a record upon which was engraved the sweet notes
of a captive nightingale (this record, by the way,
is still one of my treasured possessions), and
now comes the welcome news that after very
considerable patience a further series of real bird
trills have been secured. These include two rec-
ords by a captive sprosser, two more of a nightin-
gale and one each of a blackbird and thrush. The
records are most successful. Herr Carl Reich,
of Bremen, who owns the birds, explains in an
interesting manner some of the difficulties of se-
curing these records. He says in part :
"Four years passed before we attained success.
Only when I was alone with the bird would it
sing; as soon as the recording machine was put
into operation the bird would stop abruptly. Even
if we do get the bird to sing with all his might
he will cease singing the moment the machine is
set in motion. He simply flies off to another spot.
Where we have trained a bird to sing just in front
of the horn he invariably slips to one side the mo-
ment he hears the noise of the machine working
— and, of course, half the sound is lost, and often
he will stop singing altogether.
"These difficulties seemed to point to the im-
possibility of success. I persevered, however, until
at length I overcame this timidity of the birds.
First of all I allowed the birds to fly about in
the room. They were taught to return to the
proper cage always. Their favorite food was
placed in the mouth of the horn, behind which
was erected a dummy recording machine. When-
ever they went into the horn to fetch their pet
food the clockwork was set in motion. To give
more confidence to the birds I often got them to
eat food out of my own hand. Inborn love of
the birds, together with endless patience, enabled
me after many years to get the birds accustomed
to losing all their shyness and fear. In this way
the machine and the horn became familiar to them.
It was, so to speak, part of their life, like the
beautiful park and woods they could see from
their windows."
New Kind of Trumpet.
A new kind of trumpet is announced by the
National Gramophone Co., Ltd. It is named
"Resopan" and is made of a skin so cleverly treat-
ed as to represent a perfect imitation of wood,
mahogany, chestnut, maple, etc. Without detri-
ment to shape, it gives slightly under pressure,
but cannot crack or break. Compared with a
MOTORS
10 different models, ready and complete to be fitted
into cabinets. From the cheapest to the best.
wood horn, the "Resopan" gives forth a bright
and solid tone and is in some respects much su-
perior. The retail price of the new product is
one guinea.
Must File a Balance Sheet.
Replying to a query in the House of Commons,
the president of the Board of Trade said: "By
Section 274 of the Companies (consolidation) Act,
1908, every company incorporated outside the
United Kingdom which establishes a place of busi-
ness within the United Kingdom is under the same
obligation to file a balance sheet as a company
registered under the Companies Act.
To Open in Manchester.
The Coliseum Record Co. informs me of its in-
tention to open up a central depot in Manchester.
This move is necessitated by its rapidly expanding
wade up north. In addition to full stocks of rec-
ords, the depot will carry full equipments of every
known accessory and part connected with talking
machines.
The Great Tenors in Duets.
The standing of Morgan Kingston as an English
tenor of whom we have every reason to be proud,
has been considerably enhanced by the news of his
glowing success in grand opera in New York. This
success, too, invests with particular interest the
twelve-inch record bearing Mr. Kingston's name in
the Columbia-Rena list for June, for on it that fine
artist is to be heard in duets with Louis Kreidler,
the leading baritone of the Grand Opera Company,
in which Mr. Kingston has been singing. We thus
have an additional attraction in the record, the two
great voices giving us the duet, "Mimi's So Fickle-
Hearted," from "La Boheme," and that favorite bal-
lad, "The Moon Has Raised Her Lamp Above."
Plantor Home Recorder.
An interesting apparatus just introduced is the
Plantor Home Recorder for disc machines. Its
chief advantages as a commercial proposition are
vested in extreme symplicity of construction, ren-
dering it adaptable for use on any make of instru-
ment, sensitiveness to even a whisper, and cheap re-
cording-blank equipment. This latter represents a
cardboard disc with wax surface, which is easily
made, and can be sold very cheaply. Of ten-inch
diameter, its capacity is an average of 1,000 words,
although a rapid speaker could dictate to the tune
of double this number on one disc. Your corre-
spondent recently inspected this appliance, and
found it in every way of practical value. As a com-
mercial dictating machine, or as a home entertainer,
this invention should fill adequately the proverbial
long-felt want ; for, in the latter connection espe-
cially, if there is anything lacking to complete the
triumph of the gramophone, it is the means to re-
cord and reproduce one's own vocal efforts, with-
out great expense. In this regard, therefore, a
hearty welcome should await the Plantor Home
TRIUMPH0N CO., Ltd.
ESTABLISHED 1884
Berlin, S. W.,47/5
M AN U FACTURERS
OF ALL ACCESSORIES SUCH AS
SOUND BOXES
for Gramophone or Edison Cut Records.
First-class workmanship.
ATTRACTS WORLD-WIDE ATTENTION
Nearly Five Hundred Inquiries Received by J.
Hobbay from United States and Canadian
Dealers as a Result of Two Advertisements
in the Talking Machine World.
(Special to The Talking Machine World.)
London, England, June 3. — Information has
reached us from J. Hoffay, o.f 67 Edgarton Gar-
dens, South Kensington, London, who is bringing
out a new gramaphone which some have called
"the world's musical instrument," that widespread
interest is created in this new product. Mr. Hoffay
is expected to announce in The World within the
near future the trade name under which the in-
strument is to. be sold. He says he has found it
more difficult to get hold of the right name than to
complete his invention. He speaks very highly of
the interest aroused among the dealers in the
United States and Canada, and says that he has
received over 400 letters, for which he gives credit
to the advertising power of The Talking Machine
World.
Mr. Hoffay is sure that his instrument will sat-
isfy the expectations of the trade in every particu-
lar and will constitute an important asset to the
dealer for the sale o,f records.
Definite information as to its selling policy,
terms, etc.. will soon be ready. He expects cer-
tain developments in his patent at an early date
which will enable him to send out particulars, to-
gether with catalog.
Recorder, for which B. Frankel, of the British
Plantor Co., 63 Theobald road, London, W. C,
holds the exclusive agency covering Great Britain
and its colonies.
Recordings of London String Quartet.
The famous London String Quartet is repre-
sented by exclusive recordings on a 12-inoh Colum-
bia-Rena record this month. The selections they
play include Tschaikowsky's beautiful "Andante
Cantabile" (a record which has been much in de-
mand of late), and Haydn's Hymn to the Em-
peror, also known as the Kaiser Quartet, but per-
haps best known for its melody as the Austrian
Hymn. It is doubtful whether two better titles
could have been chosen to display the artistry and
consummate mastery of the quartet, and our con-
gratulations are due alike to Columbia and the rec-
ord world on the issue of so notable a record in a
standard catalog.
New Records by Mme. Fremstad.
A new record by the great Wagnerian soprano,
Mme. Olive Fremstad, is always an event of
moment, but the issue on the Columbia Celebrity
series this month is rendered doubly so by the fact
that it shows her in excerpts from two of her
greatest Wagnerian roles. As heard in Brunn-
hilde's battle cry, we have the wonderful voice in
superb control, while in "Du bist der lenz," the
lyrical passage from the same work ("Die Wal- .
kure")-, we have a number of immense beauty, both
revealing the famous soprano in flawless voice.
One of the most interesting announcements of
the month is that of a new Columbia record by
Madame Cavalieri. She sings "O Solo Mio," while
Tosti's popular "Nattinata" is given on the reverse
of the 10-inch disc.
TONE ARMS
For Horn and Hornless Machines.
To fit all size cabinets.
40 DIFFERENT
MODELS
COMPLETE TALKING MACHINES
WITH AND WITH-
OUT HORN
Apply for Catalogues
PiCCOlO 'S a comP'ete Talking-
i „.. Machine. Easily to be
carried like a portmanteau. Most suit-
able for picnic or rover parties in sum-
mer, and easily carried to social gather-
ings in winter. Plays 12-inch records.
Is not a toy. Weight without records
only 5 kg. Measurements: 11x13)4x7J4
inches.
Special Motors
HYDRA SYSTEM
Single and double spring, 6
different models. Are the only
existing construction which al-
lows the exchanging of the spring
and spring case without taking
the motor out of the cabinet.
After loosening one nut, a child
is able to replace any defective
spring or springbox within 20
seconds.
THE TALKING MACHINE WORLD.
51
ST. LOUIS TRADE GIVES GOOD ACCOUNT OF ITSELF.
Because of Excellent Volume Despite Extraordinary Heat and Talk of Business Depres-
sion— Month's News Record One of Advance with All Leading Concerns Who Are
Doing a Good Business or Planning for Immense Activity During the Fall Season.
(Special to The Talking Machine World.)
St. Louis, Mo., June 10. — The talking machine
business is giving a very fair account of itself de-
spite the extraordinary heat, the dry weather and
general depression that is affecting all other lines
and is making so many business houses hustle to
equal totals of the current months of previous
years.
Not so with the talking machines. The month's
totals look better each month as compared with a
year ago, and the business generally appears on a
sounder basis than ever before, despite the new
comers who might be expected to- split the trade in
many directions. The Victor jobber, the Aeolian
Co., and the Koerber-Brenner Music Co., report a
very satisfactory business, as to the Columbia
wholesale departments and the Silverstone Music
Co., of the Edison. The retailers have grasped
the summer trade idea, that it must be gone after
in the homes, on the porches or lawns, ot at the
clubhouse, wherever people are amusing them-
selves, but that is ready. Most dealers agree with
Manager Robinson of the Thiebes Piano Co., that
the summer trade, even that for the clubhouses
and canoes, is of a higher class than ever before.
That where $15 and $25 machines were in demand
in previous years, $40 to $50 is the average invest-
ment this year.
Mr. Robinson printed a very attractive drawing
in connection with a House of Thiebes ad. the first
Sunday of this month. It presented the prow of a
motor boat, with a talking machine dispensing
music to the great gratification of the young man
and woman seated in the boat. The head of the
ad. was "Don't fail to take a Victrola, new Edison
(diamond disc) or a Columbia grafonola with you
on your summer outing." Mr. Robinson says the
ad. has been an excellent puller and many of the
later inquiries were traced directly to it.
The fact that the Thiebes Piano Co. has the
three machines and offers a trial of all three side
by side, the same numbers and in the same demon-
stration room, has been an excellent card for this
firm. "Every time a single line dealer knocks a
machine that he does not handle, it is a boost for
our ads," says Mr. Robinson. "It is easy to make
a prospective customer suspicious, and nowadays
practically every purchaser knows the names of the
three machines, and if the salesman says anything
to make them suspicious, he comes where he can
hear all of them. We let them choose, and we
often get much interested in watching to see which
way the choice is going to fall. It is very difficult
to predict until the sale is closed."
The Field-Lippmann piano store also have the
three machines on exhibition, but they have not
made the comparison idea as strong as the Thiebes
Piano Co., in their advertising.
Alex Robinson, at the Grand Leader department
store, reports some excellent business along the
summer lines.
W. C. Ligon, who was in charge of the talking
machine department at the Famous-Barr depart-
ment store, has been transferred to the piano staff
and Miss Elizabeth Vandeventer is in charge of
the talking machines, under the direction of James
B. Campion, of the piano department. Miss Van-
deventer, who was in charge of the Victor depart-
ment at Bollman Bros. Piano Co. for a long time
prior to the failure of that company, is well known
to the local trade.
Recently the Famous-Barr has been giving dual
recitals with Victrolas and Edison disc machines,
and Mr. Campion says that it is interesting to
watch the conclusions reached by persons who hear
the two machines under exactly similar conditions,
and what peculiar advantages that go to make the
sales.
The Columbia warerooms here were in sad dis-
array for three weeks, beginning May 20. The
delayed work of remodeling the building was then
begun in earnest, and one of the first things the
working men found necessary was to tear out the
demonstration booths and oust the office force, in-
cluding Manager Irby Reid. The latter found
refuge in the stockroom, which is apart from the
main warerooms. Retail Manager Duffy remained
on the job, sometimes here and other times there,
wherever the workingmen did not want to be. He
had stock for three demonstration rooms near-by,
and grouped his machines just as though they were
surrounded by walls, and did the best he could
under the circumstances. He spent most of his
time planning stunts for the sales force, that would
keep them and their prospective customers away
from the store, but still bring in some business.
Under the new plan, the retail department will
have six demonstration booths and almost double
the machine display space as previously, and much
better arranged. The entire main floor will be
thrown together or divided by glass partitions, the
office force having smaller but more workable
quarters than before. The dictaphone department,
which formerly held forth near the front door, will
go to the second floor, where a large stock room
will be arranged on a scientific plan. The changes
include a convenient stairway to the second floor,
new ceilings and complete new decorations for the
entire building, and greatly increased light through-
out the building. Mr. Duffy says :
"Without the shadow of a doubt we are going to
have the handsomest talking machine store in this
section of the country. We are staying right on
the job while the duty is being added and we
are taking care of all of our trade, but we cannot
do much of the initiative under our present handi-
cap. By the middle of this month we will have a
worthy home for the Columbia, and then we will
go abroad and invite everyone in to see our home
and our machines, and to listen to the music and,
of course, buy to meet their requirements."
New dealers added to the Columbia list are :
J. M. Cline, druggist, Marion, 111.; W. J. Fitz-
gerald, hardware, West Frankfort, 111. ; Busy Bee,
candy, Shelbyville, 111. ; L. Shaver, Paris, 111.
George Brown, Jr., of Hillsboro, 111., has gone
into the talking machine business on rather exten-
sive lines for a small city dealer in this section.
He is selling Columbias and Edison disc machines.
He intends to thoroughly cover his community,
and has established branches in the small towns and
villages where one or more machines will be on
demonstration, and he will be at call if the local
salesman needs aid or different model machine than
in carried in stock there. J. J. Bennett, of the Co-
lumbia sales force, was recently over the local
territory with Mr. Brown, spreading cheer and con-
tidence among- the salespeople. Mr. Bennett says
that with an automobile, such as Mr. Brown will
use, any person who believes in talking machines
can stir up a wonderful business in the country,
for the farm homes are all open to some such in-
telligent entertainment as the talking machine
brings. Mr. Bennett predicts that within a few
years every county in the Middle West will have
at least one energetic dealer who will cover the
country districts and will make an excellent revenue
from his work.
Only a few years ago the talking machine fur-
nished the excuse for a piano house to keep open
Saturday afternoons and late each evening, the
idea being that the wage earners who bought talk-
ing machines as substitutes for pianos, organs or
other high-priced music instruments, could not get
in at other times to pay on their accounts.
This year, when the summer closing movement
was started, no such excuses were presented. In-
stead, the leading talking machine stores are the
leaders in early closing. The Field-Lippman piano
stores, Thiebes Piano Co., and Aeolian Hall were
the first three to agree to close Saturday afternoons
and at 5 p. m. during June. The Silverstone Music
Co. moved up to 5.30 for June.
DISPLAYS OLjKTIJVlE MACHINE.
Berliner Gramophone of the 1899 Model Com-
pared with Modern Victrola XVI. in Window
of Benj. Switky's Store.
Much attention was recently attracted to the
show window of the store of Benj. Switky, the
prominent Victor distributer at 9 West Twenty-
third street, through the display in juxtaposition
of one of the first of the old Berliner gramo:
phones, placed on the market in 1899, and a modr
ern Victrola XVI. The presence of the Victor dog
added much to the effectiveness of the display, and
suitable signs told just what the old machine repre:
sented as compared with the latest Victrola.
A merchant's success depends much upon his
knowing the profitable sellers. It may be easy to
sell nails, "but what's there in nails?" It may be
good business to make every effort to increase your
volume of business, but "what's in the volume" if
you are selling mostly articles that are sold at a
low or cut price?
Special
Send for a package of our Improved Half-Tone and Loud
Tone Needles in New Style Envelopes.
If you want to advertise yourself, we
will put your own name or trade-mark
on the envelopes, or will pack in
Puritone envelopes.
Quality Guaranteed
The Best Needles mean profit and
satisfaction.
If you want to sell 1,000 Needles at a time instead of 100, use
the "Dean-packed" Needles. Five boxes of 200 each, Extra
Loud, Loud, Opera, Medium and Soft packed in a carton. The
best package and f astest seller on the market. Write f or samples.
JOHN M. DEAN, CORP.
Talking Machine Needle Manufacturers
PUTNAM, CONN.
THE TALKING MACHINE WORLD.
SERVES NOTICE OF LEGAL ACTION BEING TAKEN.
Suit for an Injunction and an Accounting Filed Against Thomas A. Edison, Inc. — Claimed
That Disc Machine and Attachments Infringe Victor Patents — Warning Against the
Handling of Records Labeled to Imitate the Red Seal Records.
The Victor Talking Machine Co. sent out to its
representatives recently a letter giving information
relative to certain legal action which it is contem-
plating, portions of which are appended :
"It becomes our duty to notify the trade and the
public generally that the Victor Talking Machine
Co. has filed a suit for an injunction and an ac-
counting of profits and damages against Thomas
A. Edison, Inc., under the United States Letters
Patent Nos. 785,362, 814,786 and 1,060,550, issued
to and owned by the Victor Talking Machine Co.
This suit was filed in the United States District
Court for the Southern District of New York on
April 29, 1914, Equity No. E 11/190.
"In this suit against Thomas A. Edison, Inc.,
for infringement of the letters patent enumerated,
we contend not only that the disc talking machine
manufactured and sold by that company is an in-
fringement, but also that the attachment manu-
factured and sold for use with the Edison disc
machine by which Victor records may be played
thereon is also an infringement.
"Not only attachments supplied by the Edison
Co. itself, but other attachments made and sold
by other parties, hereinafter referred to, for use
upon the Edison machine by means of which Victor
records may be played thereon clearly infringe,
among others, the letters patent above referred to.
"Under the letters patent owned and controlled
by the Victor Talking Machine Co. it is contended
all disc records of the gramophone type (laterally
undulating or zigzag groove), all Victrola types of
machine, and all taper tone-arm constructions now
upon the market come under the claims of the
letters patent enumerated and others owned by
this company, and there is an apparent tendency
of increasing activity in such infringements, which
will be dealt with as the occasion requires.
"The companies referred to which have been
notified of the infringement of certain of the Vic-
tor Co.'s letters patent are as follows : Crescent
Talking Machine Co., 106-108 Reade street, New
York, N. Y. ; Diamond Talking Machine Co., 401
Prospect avenue, N.W., Cleveland, O. ; Independ-
ent German-American Talking Machine Co., 155
East Fourth street, New York, N. Y. ; A. F. Meis-
selbach i& Bro., Newark, N. J.; New England Talk-
ing Machine Co., 132 Boylston street, Boston,
Mass.; F. H. Thomas Co., 689 Boylston street, Bos-
ton, Mass. ; Triton Phonograph Co., 41 Union
square, New York, N. Y. ; Union Specialty & Plat-
ing Co., 409 Prospect avenue, N.W., Cleveland, O. ;
United Patent Co., 75 Fifth avenue, New York,
N. Y.; Unit Motor Co., 108 Worth street, New
York, N. Y.
"Recently there have also appeared in the United
States gramophone disc records of the Victor type,
both from Europe and from Japan, having red
labels thereon. These records not only infringe
the Victor Co.'s letters patent, but also this com-
pany's trade-mark No. 49,364, registered January
30, 1906, in the United States Patent Office. This
registration covers the exclusive right to the use
of the trade-mark consisting of a red disc applied
to the center of a talking machine record. There-
fore, all who handle or use these records so hav-
ing the red disc are also infringing this company's
exclusive trade-mark, and suitable warning is here-
by given of such infringement to the trade and
public generally."
NOTICE FROM THOMAS A. EDISON, INC.
Issues Answer to Circular of Victor Co. An-
nouncing Suits for Infringement of Patents —
Deny Claims Made by Plaintiff Company.
Thomas A. Edison, Inc., Orange, N. J., under
date of May 26, issued the following notice to the
talking machine trade:
"Our attention has been called to a circular is-
sued by the Victor Talking Machine Co., under
date of May 20, and addressed 'To the Trade.'
It contains a statement to the effect that the disc
phonographs and attachments for playing lateral
cut records put out by this company are infringe-
ments of three United States patents upon which
suit has been brought against this company in the
United States District Court for the Southern Dis-
trict of New York.
"We wish to assure the trade that a careful
examination of these three patents has been made
by our patent counsel and that in his opinion there
is no basis whatever for any charge of infringe-
ment by reason of the use or sale of our apparatus.
Jobbers and dealers should not be alarmed or mis-
led by any circularized statements of this character,
and in case of any suit being brought against them
or of any threats being made, they should imme-
diately communicate with us. We stand ready to
assure the defense of any patent suit brought
against any jobber, dealer or user based upon the
sale or use of any of our disc phonograph appar-
atus. Yours very truly,
"Thos. A. Edison, Inc.,
"C. H. Wilson, Vice-President."
MOVE TO LARGER QUARTERS.
The Newark Talking Machine Co., of Newark,
N. J., has removed just next door to its former
location, corner Broad street and Central avenue, to
much larger elaborate quarters, having four large
demonstration booths and one large display room.
M. Buchner, president, and Chas. Buchner, treas-
urer, report an excellent volume of Victor business
with their house.
Some men are so wise that it seems as though
they must have been born at a much earlier age
than the rest of us.
COULDN'T SELLJTHE RECORDS.
Maxwell Corkedale Could Give Away Talking
Machines, but the Records Proved White
Elephants — Settles Suit with Company Who
Started the Plan — So Ends the Tale.
(Special to The Talking Machine World.)
Newburgh, N. Y., June 6.— After being out
less than an hour last week the jury in the action
brought by Thomas F. Johns, do.ing business as
Harmony Talking Machine Co., against Maxwell
Corkedale, decided that if Mr. Corkedale would
pay to the plaintiff the amount he claimed and
admitted he owed to the company it would satisfy
the ends of justice. Mr. Corkedale had accepted
representations of an agent of the talking ma-
chine and then signed a document calling for the
shipment of goods. The first shipment was valued
at $61.85, and a year's interest will go with it. As
Mr. Corkedale had tendered the amount prior to
the case coming to. trial the costs will fall on the
plaintiff, and there will be small chance of meet-
ing expenses out of the case.
Corkedale, who runs a store in this city, made a
contract on June 24, 1912, with B. Blankman, rep-
resenting Thomas F. Johns, who was doing busi-
ness under the title of the Harmony Talking Ma-
chine Co., of Chicago, 111., whereby Corkedale
became agent for the company in this city. The
machines were to be furnished in dozen lots and
to be given away as prizes when buying goods to.
the value of $35 or more. The profit was to be
made in selling records to those who received the
machines, the records to sell at 65 cents and cost-
ing the agent 39 cents. The needles and other
accessories were also to be sold. All goods were
■ to be paid for in thirty days after delivery. The
first shipment included a machine, carton of rec-
ords and needles, etc., to the amount of $23.15,
and shortly after there came another shipment of
a dozen talking machines and twelve cartons of
records, valued at $234.
Corkedale testified that he had no.t ordered these
and had sent them back after finding there was
no sale for the records. After having given the
first machines away he found that people would
not buy records at 65 cents.
The settlement effected was for the goods re-
ceived under the first bill, supplemented by other
articles disposed of from the second shipment, the
total value of all being $61.85.
MISS EDISON TO BE MARRIED.
The marriage of Miss Madeline Edison, daugh-
ter of Mr. and Mrs. Thomas A. Edison, and John
Sloane, son of Dr. and Mrs. T. O'Conor Sloane,
will take place on Wednesday afternoon, June 17,
at the home of the bride-elect's parents. The wed-
ding promises to be one of the social events of the
season.
NEW CONCERN IN BUTTE, MONT.
The Butte Phonograph Co., composed of Joseph
Lutey and L. V. Williams, has opened an exclusive
talking machine store in Butte, Mont, where Edi-
son products will be handled.
"DOLLAR" MOTORS
ARE UNQUESTIONABLY
THE BEST AND CHEAPEST
LATEST SENSATION— DETACHABLE SPRING CAGE
Without any disman-
tling of the motor, a
NEW SPRING may be
inserted within a few
seconds.
Many patents both at
home and in every civ-
ilized country applied
for.
Exhibited at the Leipsic Fair, No. 20 I Peterstrasse,
Hotel de Russie, Zimmer No. 6.
Our Export Catalogue
in four languages, cov-
ering 30 styles of
motors adapted for
Talking Machines, sent
free of charge, postage
prepaid, for the asking.
Advantages of our Motors :
Noiseless movement
Supreme accuracy
Highest grade of materials
Greatest money value
GEBRUDER STEIDINGER,
Fabrik fur
Feinmechanik
St. Georgen (Schwarzwald), Deutschland
Cable Address: Gebriider Steidinger Sanctgeorgenschwarzwald.
THE TALKING MACHINE WOULD.
"TALKER" AND PLAYER COMBINED. GAIN OF 35 PER CENT. IN BUSINESS.
Two Furniture Men of St. Louis Evolve a
Simple and Practical Combination of the Two
Popular Instruments — How the Desired Re-
sult Is Obtained Interestingly Described.
(Special to The Talking Machine World.)
St. Louis, Mo., June 6. — The very simple and
practical combination of player-piano with talking
machine which is here reproduced is the invention
of Isadore Fry and Jacob Shanks, two young fur-
niture men of this city.
It has been prophesied that when a successful
combination of these two instruments was made
it would be by some one outside of the music trade,
Showing Operation of the Player and the
Talking Machine.
and the simplicity of this instrument, together with
its accurate synchronization, makes this seem true.
The talking machine is operated by the same
motor as the player and receives its power by
means of a delicately adjusted sprocket wheel and
chain located on the left side of the lower spool
A clutch is also provided whereby the talking ma-
chine may be thrown into gear or not as desired.
Either machine may be worked separately.
The bellows are adjusted to carry the additional
Showing Outside of Instrument.
load in a novel way. The sound box of the talk-
ing machine sits back in the piano, close to the
plate. The aperture or bell of the machine is
brought out on the left-hand side of the upper
panel as shown in the picture.
The inventors claim this machine can be in-
stalled in an hour's time in any piano that is of
ordinary depth.
CLEANNOTE PAD 8aves tunes tallT Im
proves tone. Lessens
scratch. Trebles life records. 25c. Get
circular. Agents wanted.
VOX HUMANA TALKING MACHINE CO.
Nantucket. Mass.
This Is the Record of Louis Buehn, of Phila-
delphia, in Comparing Business with the
First Five Months of This Year with the
Same Period of 1913 — An Invitation to Job-
bers Visiting Atlantic City to Make His
Place Their Headquarters.
(Special to The Talking Machine World.)
Philadelphia, Pa., June 9. — In a chat with a
representative of The Talking Machine World,
Louis Buehn, Victor jobber of this city, made the
very interesting statement that, notwithstanding
the business transacted by him, last year was the
largest in its history ; that the first five months of
this year in comparison had shown a gain in volume
of business of approximately 35 per cent. This is a
remarkable increase, and simply shows what can
be accomplished in this day of commercial activity
when the pessimist is about with his large pitcher
full of cold water.
Mr. Buehn aims first to co-operate with the re-
tail merchant, and naturally this assistance on his
part so pleases the trade that it is their endeavor
to use every means to aid him in maintaining the
co-operative service that the house of Buehn is
noted for.
Mr. Buehn is planning to attend the convention
at Atlantic City, and in this connection he invites all
the visitors to drop in and see his establishment at
825 Arch street, in this city, which is in a very
convenient location, and in addition Mr. Buehn
would be pleased to have the visitors use his office
as their headquarters while in this section.
MACHINE TO DETECT SOUNDS.
New York Inventor Thinks Device Will Pre-
vent Sea Collisions.
Elias E. Ries, an electrician and inventor of 116
Nassau street, wrote recently to President Wilson
asking his aid in getting a Government test of a
sound detecting apparatus, which Mr. Ries believes
wilL enable ships at sea to find the position of ice-
bergs or any approaching object by means of echoes
long before it has come into the range of normal
hearing. This apparatus, Mr. Ries thinks, would
have prevented the "Empress of Ireland" disaster.
The principle of the system, which is now before
the United States Patent Office, is the same as that
of human hearing, only the mechanical ears are
microphones at either end of a long arm attached
to the mast of a ship. This arm moves about and
explores sound waves reaching it, and when the
sound in both receivers is of equal intensity a spe-
cial device, the inventor says, reckons the exact
distance and direction of the object from which the
sound comes.
The receivers are connected with ear pieces for
the ship's lookout and also for the captain. At the
bow of the boat the ordinary siren sends out its
sound waves and it is the echo from these that the
lookout waits for. With ordinary sounds a man
instinctively turns his head until the sound wave
strikes equally on both ear drums. The long arm
with the receivers on it has length enough to fall
into the circle of the sound wave from afar and
when this has been exactly accomplished, Mr. Ries
says, a device shows the distance without any
reckoning on the part of the lookout.
A STARTLING INSCRIPTION.
A traveling salesman died suddenly in Kalama-
zoo and his relatives telegraphed the florist to make
a wreath, ordered that the ribbon should be extra
wide with the inscription, "Rest in Peace" on both
sides, and if there was room, "We Shall Meet in
Heaven." The florist was out of town and his new
assistant handled the job. It was a startling floral
piece which turned up at the funeral. The ribbon
was extra wide and bore the inscription, "Rest in
Peace on Both Sides, and If There Is Room We
Shall Meet in Heaven." — Sel.
Benjamin Franklin undoubtedly possessed the
best organized mind that history records. How
his master mind was organized is interestingly told
in his autobiography.
A Great
Business Opportunity
Are you looking for op-
portunities to increase your
net profits?
Are you interested in lines
which blend satisfactorily
with talking machines which
will add materially to your
business success?
If you are, we can help
you, and the sooner you get
in communication with us
the more rapidly your profits
will accumulate.
Do you realize how splen-
didly pianos and player-
pianos blend with talking
machines?
We have created one of the
largest manufacturing enter-
prises in the world in a short
space of time, and we have
done it through the delivery
of values.
We are in a position,
through our unexcelled fac-
tory facilities, to supply you
with pianos and player-pianos
at prices which will enable
you to make splendid profits.
Our instruments are relia-
ble in every particular, and
our prices will appeal to
people of moderate means.
Let us take up this subject
with you.
It will pay you!
H. P. NELSON
COMPANY
Makers of Grands, Uprights and
Player-Pianos
North Kedzie, North Sawyer, West Chicago Aves.
and C, M. and St. Paul R. R., CHICAGO.
54
THE TALKING MACHINE WORLD.
Columbia instruments: a line to fit the
pocketbook of every possible buyer of
a talking machine. Columbia records:
a line from which every dealer can
meet the musical preferences of anyone
who owns a talking machine.
(Write for "Music Money," a book "full of meat" for those Columbia GraptlOpllOne Company
dealers interested in quick and frequent turnover of capital.) Wool worth Building, New York
MY FRIEND THE DEALER PUTS OVER A FEW NEW ONES.
An Informal Interview in Which a Prominent Talking Machine Man Suggests Some Timely
and Remunerative Stunts for the Good Old Summer Time — A Mexican War Record
Wanted — Some Hints Relative to Revitalizing the Art of Home Record Making.
It was deliciously cool and quiet in the sanctum
of John Jones, The Elite Talker Shop proprietor,
after the heat and hubbub of the street, and I
sank into the easy chair he pushed toward me with
a sigh of contentment. An electric fan purred
above his desk and an iced jar of spring water,
a-glitter with moisture, reposed invitingly at his
right hand. It was an ideal place for the making
of big business and I told Mr. Jones as much.
He shrugged his silk-shirted shoulders and
smiled.
• "There are two things most essential to me in
the manufacture of my trade ideas, viz: comfort
and quiet. The brain works fastest when the body
is at rest and when there are no jarring discords
of sound to divert the attention."
He looked at me inquiringly : "Is The Talking
Machine World representative seeking an inter-
view, I wonder? and will he have a cigar?"
"He is and he will, and he thanks his hospitable
host very kindly."
A moment of stillness, broken by the scratching
of our matches,' then Mr. Jones asked another
question : "How can the present situation in Mex-
ico be turned to account by the 'talker' man?"
"I would be charmed to have you tell The World
readers about it," I replied feelingly.
With a puff at his weed, he continued: "Well,
I have been indulging, along with the scholarly
Woodrow, in a policy of watchful waiting. I have
eagerly watched the monthly bulletins and I have
waited most impatiently for a special announce-
ment from one or even all of the great triumvirate
regarding a series of records describing the cap-
ture of Vera Cruz, the funeral of Poinsett, etc.
The demand for records celebrating events of this
character is enormous. My customers ask me
every day why such selections have not yet been
issued. I have invariably told them that they have
only to be patient for a little while and their wishes
will be gratified. Let us pray that this is true.
"Please ask the manufacturers for me through
the columns of The World to bring out a "Cap-
ture of Vera Cruz" record at once; I need it in
my business."
He laid his cigar in the ash tray and leaned
forward in his chair : "Let us go back to the time
of the Spanish war. Do you remember the records
made by _the chief bugler of Roosevelt's Rough
Riders ?"
I nodded an affirmative.
• "The calls played over the graves of Hamilton
Fish and Captain Capron, and marketed by what
was then the Columbia Phonograph Co., of New
York and Paris, were wonderful sellers ; I couldn't
get enough of them. "The Capture of Santiago"
and "The Charge of Roosevelt's Rough Riders,"
put out by the same company, made pronounced
hits also.
: "There are several ways in which our present
misunderstanding with Senor Huerta can be suc-
cessfully utilized by the talking machine dealer,
and it is a great surprise to me that a movement
of this kind has not been started ere this."
Mr. Jones reached for his dead cigar. He re-
lighted it with much care and leaned comfortably
back in his seat, sending smoke rings ceilingward.
"Now that Miss Margaret Woodrow Wilson is
singing into the horns, would not a record of her
vdice in "La Paloma" create a sensation?"
More smoke rings.
"I can see the advertisement now :
Mexico's Most Popular Song
La Paloma, The Dove
Sung by America's Most Prominent Vocalist
MISS MARGARET WOODROW WILSON
Daughter of the Nation's Chief Executive
"Some combination, what?
"The talking machine business should be con-
"Taps."
ducted along the same lines as a newspaper, so far
as taking care of unusual occurrences is concerned.
Just as a city daily indulges in extra editions to
keep its readers posted upon the latest develop-
ments of a war, so should the 'talker' manufac-
turer get out special descriptive selections recorded
with care and brilliancy. A representative should
be sent to the front if necessary in order that the
records may be faithful reproductions of the real
conflict"
"Are you sure it would pay to go to that ex-
tremity, Mr. Jones?" I asked skeptically.
"My dear boy, there is no doubt about it. If
the public had reason to believe that the records
were echoes from a genuine and bloody war, and
not imitations concocted from the barren imagina-
tion of a laboratory manager, they would fall over
one another like suffragettes in an art gallery to
get them. Oh, yes, they'd sell all right, believe
me."
Opening a drawer of his desk he drew forth a
magazine and handed it to me.
"Ever go in for photography?" he inquired.
"Yes, I'm exceedingly fond of it, why?"
"That copy of Popular Photography, which, by
the way, is a corking good periodical for the
amateur picture maker, gave me an idea. If you
will turn to the editorial page you will learn that
they offer monthly prizes for photographs. Glanc-
ing through the pages you will find from the gen-,
erous amount of worthwhile pictures displayed
there, that the contest is exceedingly popular and
widely patronized. Such being the case, why would
it not pay a talking machine dealer to inaugurate
a prize recording contest? For the purpose of
boosting home record making, it seems to me this
scheme is a winner, and I wonder why this also
has not already been done.
"Every live 'talker' man has a fat list of patrons
who have machines which will record. What will
stimulate their interest like asking them to sing,
play or talk for a prize? Offer them whatever in-
ducement you deem consistent with your business
and your pocketbook and watch the shaving ma-
chine whirr and the stock of blanks melt away.
"Mention the contest in all your advertising mat-
ter. Everything in the line o.f publicity that leaves
your store should talk about the contest." -
"Are you trying it put?" I asked curiously.
"Uh huh ! Stop in the packing room on your
way out and you'll think so.
"Just a moment" — as I rose to depart — "and I
will explain with becoming brevity how I conduct
my recording contests. I leave the choice of selec-
tion entirely to my patrons. I simply state that
the record must be made with an apparatus pur- .
chased from me, and that a prize of $5 will be paid
each month for the record which seems from every
possible standpoint to be the best. A committee of
three, selected from my sales force, judge the rec-^
ords and make the awards. You see, home record- 1
ing is a very fascinating pastime; especially when
there is the possible chance of making some-
thing out of it in the way of a small financial re-
turn. The element of honor also enters in to a
small degree, and it is very satisfying to Mr.
Record Amateur to know that his success as a-
'talker' artist is worthy of a prize.
"When the scheme is put into effect by several
dealers, thus increasing the market for amateur
records, the demand for blank cylinders and record-
ing outfits will soar by leaps and bounds."
How about this contest idea, Mr. Dealer?
Worth a thought or two, is it not?
Howard Taylor Middleton.
chemische wr-1 ysx f TCP M /K IVTl^fcT1 flurstedt
FABRIK M i« 9>VUtliKJ_i/\l>liJ 1 bel Apolda 1. Tta., Germany
The largest manufacturing plant in the world devoted exclusively to the
manufacture of Master- Waxes and Master-Blanks for
Gramophone and Phonograph Recording
sole Manufacturer of Wax "P." the best recording material for Berliner- cut.
THE TALKING MACHINE WORLD.
55
DETROIT DEALERS LOOK FOR A VERY BUSY FALL
Following a Lively Summer Season with Its Demands for Dance Records — Hudson Co.'s
Talking Machine Department — Max Strasburg Co. Completes Alterations — General
Conditions Analyzed with Favorable Conclusions — Developing Near-by Territory.
(Special to The Talking Machine World.)
Detroit, Mich., June 8. — Though May was a
quiet month in the talking machine business in
Detroit, the dealers have every reason to believe
that a revival is close at hand. The summer months
always are good ones in Detroit, because of the
extensive summer resort facilities of the city. The
present-day propensity of all dancers to dance to
talking machine music is expected to add to the
normal summer activity in the trade. Dance music
will get into many a summer home on lake shore
and island where it hitherto has been unknown
because orchestras are too expensive. It also will
be heard at hotels and
aboard yachts. Very
few yachts, and only
the largest ones, ever
have orchestras aboard,
but many of them have
enough deck room for
dancing. And dancing
afloat is the most- en-
joyable kind.
March and April
were good months, and
there is no particular
reason for the falling
off in May. This is
taken as further
ground for belief in a
prosperous summer.
Collections are good.
Selling terms also re-
main good there seem-
ing to be plenty of cash
in evidence when a pur-
chaser discovers that he can save 6 per cent, by
using it. Basic business conditions in Detroit are'
good, this being evidenced by the tremendous ac-
tivity in the building trades. People are building
their own homes in newly created suburbs. Tem-
porarily, this may affect the talking machine busi-
ness, for the home builders will need their spare
cash for real estate payments, but eventually thou-
sands of them will want phonographs in their new
homes.
Detroit now extends along Detroit River and the
shore of Lake St. Clair for a distance of thirty
miles, and all along the east, west and north city
lines new subdivisions are being built up. This
gives employment to an army of many thousands
of workmen, with the resultant increase of pur-
chasing power. Still there are idle men here. But
most of them are outsiders who came here in
search of prosperity.
The talking machine department of the J. L.
Hudson Co. now is in new quarters on the seventh
floor of the main building of the company, there to
remain until the completion of a new ten-story
building next November, one of the principal fea-
tures of which will be a grand music trades depart-
ment. There the talking machines will have an
entire floor.
For the present the Victrolas and the Grafonolas
are adjacent to the pianos, but have an elevator
entrance of their own. The record cases are with
them, placed in a very handy arrangement. While
the main body of the music trades department is
finished in ashen gray, the talking machine division
is made distinctive by white enamel.
The Hudson Co. is laying in a very large stock
of machines, following the policy of last year,
which protected it from the annual scarcity of
Exterior
of Max Strasburg's Establishment.
machines at Christmas time. More will be needed
than can be accommodated in the present quarters,
but they will be brought to town and stored until
the doors of the new store are thrown open. The
company, with millions of capital, has promised
Manager Andrew that his department shall be one
of the finest talking machine stores in the United
States.
The Max Strasburg Co. recently completed alter-
ations which make this exclusive Victrola and Co-
lumbia shop finer than ever. The accompanying
photograph shows the exterior of the store. The
many plate glass partitions between the demon-
strating rooms queered all efforts to make a picture
of the interior, the refraction of light on the glass
making more scintillations than the camera could
stand for. The automobile, used for delivery of
talking machines and records, is one of the addi-
tions to efficiency instituted by the company.
The store is a corner one, with entrances on two
streets. The rows of Victor dogs in the windows
show the extent of it. The Victrola electric sign is
not as prone to partiality as would seem, as it says
"Grafonolas" on the other side. The store is a
deep one as well as a wide one, extending back 100
feet from the street. The entire basement has been
divided into demonstrating rooms. Only two years
and a half have passed since it was established, and
its growth has been truly wonderful. It caters to
a very high class of trade. This is what made the
automobile necessary. Regular patrons 'phone their
orders for records. Each day these orders are
routed and filled in the same manner big mercantile
houses handle their various lines of goods. The
records are sent on approval, selections to be made
within twenty-four hours. This system has made
the record end of the business very profitable for
the Strasburg Co.
The extension of the number of Detroit accounts
seems to have ceased for the time being. The city
is about as well covered as it can be, though in-
cipient outlying business districts soon will open up
new fields for agencies.
NEW EDISON AGENTS APPOINTED
In Various Points Adjacent to New York City
— Edison Output Grows.
Thomas A. Edison, Inc., is continuing to add
many new names to its already extensive lists of
Edison disc dealers in near-by territory. During
the past month a number of live-wire dealers ar-
ranged to handle Edison disc machines and records,
including the following: W B. Thompson, Port
Richmond, S. I. ; Louis Barg, Bay Ridge, Brook-
lyn ; and Dutcher Bros., Nyack, N. Y.
All of these new representatives are enthusiastic
admirers of the Edison disc product, and are plan-
ning to conduct their Edison departments on lines
entirely in keeping with the musical value of the
Edison disc machines and records. These products
are increasing in popularity rapidly.
LOSS BY FRAUDULENT FAILURES.
Statistics show that manufacturers and jobbers
lost more than $2,000,000 last year in questionable,
if not fraudulent failures. This loss has shown
such a marked increase each year that the National
Association of Credit Men and other organizations
undertook the work of investigating many of
these failures with the view of punishing the guilty,
as a warning to others inclined in that direction,
and thereby stop the growth of the losses on this
account and get them back to a nominal figure.
That this work has been successful is evidenced by
th fact that only a few months ago a gang en-
gaged in this work on a large scale, with head-
quarters in St. Louis and branches in five other
large cities extending as far East as Baltimore,
were rounded up through the work of these asso-
ciations and convicted. The evidence showed that
the gang in six or seven months prior to their ap-
prehension defrauded creditors out of more than
a half million dollars. These prosecutions also will
tend to benefit the small, honest retailer in more
ways than one. So society generally will be bene-
fited by reducing this practice to the minimum, or
stopping it entirely, if possible. Wide publicity by
newspapers of such prosecutions is the best means
possible for educating those inclined to this prac-
tice of the folly of their ideas.
HERMANN THORENS, Stc. Croix (Switzerland)
TALKING MACHINE WORKS
Motors and Sound Boxes a Specialty
CONCEDED TO BE THE BEST MANUFACTURED
OVER THIRTY DIFFERENT STYLES
Machines with or without Horns
FIRST QUALITY ONLY
Noiseless Motors
HIGHEST RECOMMENDATIONS
WRITE FOR DESCRIPTIVE CATALOGUE
56
THE TALKING MACHINE WORLD.
LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS
(Special to The Talking Machine World.)
Washington, D. C, June 8. — Phonographic
Doll. — William Rotter and Richard S. Arthur,
Newark, N. J. Said Arthur assignor to said Rot-
ter. Patent No. 1,097,771.
The objects of this invention are to provide a
doll in which sound reproducing apparatus is ar-
ranged so that the doll will appear to talk; to ob-
tain the issuance of sound from the proper part
of the doll's body; to enable the sound reproduc-
ing apparatus to be conveniently operated and con-
trolled, and records to be readily and easily
changed; to arrange the parts of the apparatus so
that they will not be easily tampered with ; to pro-
vide means for retaining the record drum in idle
position to receive the thrust required to insert a
record; to provide improved means for releasing
the feed nut from the thread bar when the record
has been played ; to provide improved means for
returning the record ■ to its initial position after
having been played and the feed nut removed; to
provide means for positively removing the sapphire
from the record during the return of the record
to initial position; to maintain the feed nut in true
relation to the thread bar ; to secure simplicity of
construction and operation, and to obtain other
advantages and results as may be brought out in
the following description.
Referring to the accompanying drawings, in
which like numerals of reference indicate the same
parts throughout the several views, Fig. 1 is a
central sectional view through a doll, looking from
the back toward the front of the same, and show-
ing our improved mechanism mounted therein ;
Fig. 2 is a view of said mechanism from the front
with the doll body removed ; Fig. 3 is a top view
of the same; Fig. 4 is a view similar to Fig. 2,
showing the operating lever partly depressed ; Fig.
5 is a sectional view on line A — A of Fig. 4 look-
ing down; Fig. 6 is a view similar to Fig. 2 show-
ing a modified construction with a detent for hold-
ing certain levers while the record is being played ;
Fig. 7 is a similar view showing said levers en-
gaged by the detent ; Fig. 8 is an elevation looking
from the right hand side of Fig. 6 ; Fig. 9 is a
vertical sectional view taken on line B — B of Fig. 6 ;
Fig. 10 is a perspective view of the detent for re-
taining said levers ; Fig. 11 is a perspective view
of the arm for raising the reproducer; Fig. 12. is a
perspective view of the feed nut and its attached
brake; Fig. 13 is a perspective view of a certain
raising lever, and Fig. 14 is a similar perspective
view of a locking lever.
Diaphragm for Phonograph Sound-Boxes. — ■
Peter Weber, Orange, N. J. Patent No. 1,098,340.
This invention relates to diaphragms and has for
its object the provision of a central stiff vibrating
zone surrounded by an elastic, flexible, annular zone,
and it has for its object the preservation of the
clearness and distinctness of sound transmitted by
the diaphragm as well as the obviation of the de-
flection of sound waves and their consequent in-
terference with one another.
It also has for a further object the provision of
means whereby the diaphragm may be properly
centered within the sound box without contact with
the metallic portions thereof.
These and other objects will appear from the io\-
lowing detailed description taken in connection
with the accompanying drawing, wherein —
Fig. 1 illustrates a plan view of this improved
diaphragm. Fig. 2 is a central or diametrical sec-
tion of the diaphragm. Fig. 3 is a vertical section
through a sound box showing the improved
diaphragm in position.
Horn-Support. — Pliny Catucci, Newark, N. J.
Assignor to A. F. Meisselbach & Bro. Patent No.
1,098,313. .
The object of this invention is to provide a rigid,
substantial support, to be secured to the motor
plate of a phonograph, for carrying the amplifying
horn, and also for supporting the sound box in a
position adjacent the sound record to be played
upon the instrument.
In the design patent No. 41,499 dated June 20,
1911, the inventor has shown substantially the same
form of structure, and in his patent application
filed May 29, 1911, Ser. No. 630,170, he has shown
similar horn supports, specially adapted to the pur-
poses disclosed therein, and my present application
may be' considered a division of said application so
far as it relates to common subject matter.
In the accompanying drawing Fig. 1 is a side
elevation of the support. Fig. 2 is a front eleva-
tion. Fig. 3 is a plan view. Fig. 4 is a sectional
view taken on line 4 — i of Fig. 2. Fig. 5 is a side
elevation showing the support in connection with
a well known form of horn.
Phonograph. — Charles S. Osborne, West Orange,
N. J. Assignor, by mesne assignments, to New
Jersey Patent Co., West Orange, N. J. Patent No.
1,097,987.
This invention relates to phonographs, particu-
larly those adapted for commercial purposes, al-
though obviously its use is not limited to machines
of this type.
In transcribing a commercial record the tran-
scriber frequently finds it necessary to repeat a por-
tion of the record. It has accordingly been cus-
tomary to provide commercial phonographs with
mechanism whereby the carrier arm supporting the
reproducer may be stepped in a rearward direction
along the record as shown, for example, in U. S.
Patent No. 847,631, granted on March 19, 1907, to
E. L. Aiken. With devices of this character, how-
ever, as heretofore known and constructed, it has
been impossible to place the controlling. member for
the repeating mechanism in a convenient position
for actuation by the transcriber while operating the
typewriting machine.
The principal object of the present invention is
to obviate this difficulty by providing means where-
by the carrier arm may be readily raised and
stepped in a rearward direction from a point in
proximity to the keyboard of the typewriter or
from any other desired point.
The invention also comprises certain other de-
tails of construction which will be hereinafter more
fully set forth.
Referring to the accompanying drawing in which
like parts are designated by the same reference
numerals, Fig. 1 is a plan view illustrating a phon-
ograph located in proximity to the keyboard of the
typewriter and embodying one form of the inven-
tion ; Fig. 2 is an end elevation partly in section on
the line 2 — 2 of Fig. 1 ; Figs. 3 and 4 are elevations
illustrating details of construction ; Fig. 5 is an
end elevation of a modification; Fig. 6 is a plan
view of a detail of construction employed in the
modification shown in Fig. 5; and Fig. 7 is an ele-
vation partly in section of another modification.
Phonograph-Reproducer. — Adolph F. Gall, West
Orange, N. J. Assignor to New Jersey Patent Co.,
West Orange, N. J. Patent No. 1,097,972.
This invention relates to phonograph reproducers
of the Edison type in which a floating weight is
ftp*
pivoted to the body of the reproducer, and the
stylus is carried by a lever pivoted to the floating
weight an dconnected to a reproducer diaphragm
or other means for producing sound vibrations.
The invention has for its object the mounting of
the said lever in such a way that the stylus shall
be free to move up and down and also horizontally
or laterally, but which mounting will not permit the
stylus lever to move longitudinally or to turn about
a longitudinal axis, whereby the stylus responds
very readily to irregularities in the record groove,
is adapted to track a record groove having a pitch
as small as one two-hundredth of an inch or less,
and produces at all times a loud and clear repro-
duction.
Reference is hereby made to the accompanying
drawing of which
Fig. 1 is a central vertical section of a phono-
graph reproducer constructed in accordance with
this invention ; Fig. 2 is a section on line 2 — 2 of
Fig. 1 ; Figs. 3, 4 and 5 are similar views of modi-
fications, and Fig. 6 is a section on line 6 — 6 of
Fig. 5.
Flexible Joint for the Tone Arms of Talking
Machines. — Alex Fischer, Kensington, London,
England. Patent No: 1,097,618.
This invention refers to flexible joints for the
tone arms of talking machines and has for its ob-
j'ect the removal of the tendency to bind, that in
joints for- which the inventor obtained Letters
Patent No. 879,755 has been found to occur be-
tween the convex portion of the flange attached to
the moving member and the concave portion of-
the flange attached to the fixed member.
The flexible joint made according to the present
invention comprises as in the previous case, two
members, a fixed member in connection with the
trumpet and a movable member in connection with
the tone arm, but in place of providing curved-
flanges with their center of curvature on the same
side of the joint as the moving member, the in-!
ventor provides a flange in connection with one of;
the members which flange is curved and has the.
center of curvature located on the same side of the'
joint as the fixed member, the other member being-
provided with a bearing surface corresponding to
and concentric with the aforesaid flange and being-
in addition provided with parts extending beyond;
and around the edge of the flange carrying means
coming on the other side of the flange to keep the-
flange and the corresponding surface in contact.
In one way of carrying gut the present invention,
THE TALKING MACHINE WORLD.
57
LATEST PATENTS RELATING TO TALKING MACHINES — (Continued from page 56).
in place of providing a convex flange on the mov-
ing member coming between two flanges attached to
the fixed member, the inventor provides the fixed
member with a convex flange, such flange being
convex at the outer and concave at the inner surface,
the curvatures being both struck from the same
center and also provides the moving member, that
is, the tone arm, with two flanges curved so as to
correspond to the inner and outer surfaces of the
aforesaid fixed member and connected together so
as to form a species of cap. The moving member
is thus supported by the two flanges attached to it
and enabled to move in conformity with the convex
flange of the fixed member.
There may either be two flanges attached to the
moving member coming directly into contact with
the convex flange attached to the fixed member in a
manner analogous to that described and shown in
connection with Fig. 3 of the aforesaid specification,
or balls may be employed coming between any of
the bearing surfaces either resting directly upon
UZ.ri
such surfaces or working in grooves therein.
Where it is desired to adjust the balls screws are
provided coming at the back of the balls, which
screws pass through the cap. The directions in
which the holes or grooves for the reception of the
balls should be drilled shall be radial with respect
to the center of rotation of the joint.
In another way of carrying out the invention the
moving member is provided with a flange and the
fixed member with two flanges forming a species
of cap. In this case the center of curvature is on
the trumpet side of the joint, corresponding altera-
tions being made in the rest of the construction.
Fig. 1 shows side elevation of one form of the
joint; Fig. 2 shows same in vertical longitudinal
section ; Fig. 3 shows similar view to Fig. 2, but
with the moving member in its extreme position.
Fig. 4 shows plan of Fig. 1. Fig. 5 shows plan of
Fig. 2 with a portion cut by the line A B Fig. 2 in
section. Fig. 6 shows sectional elevation similar
to Fig. 2 of another form of the invention. Fig. 7
shows plan of a detail. Fig. 8 is a diagram of the
essential features of the invention.
Reproducer for Talking Machines. — Clinton E.
Woods, Bridgeport, Conn. Assignor to American
Graphophone Co. Patent No. 1,096,661.
This invention relates to reproducers for talking
machines, and while the invention in some of its
phases is applicable to the reproduction of either
the vertically undulating or the laterally undulating
style of record, the greatest benefits through its
use are secured in connection with the laterally un-
dulating or zig-zag form of record groove.
In many records there are portions in which the
amplitude of vibration of the recorded sound great-
ly exceeds that of the main body of the record. So
also in some records the amplitudes of the vibra-
tions of the record taken as a whole greatly exceed
those of other records in which the amplitude is
comparatively small. Little difficulty is experienced
in reproducing the sounds represented by the un-
dulations of minute or of the average amplitude of
vibration, but when the stylus bar is actuated by
the undulations of great amplitude a sudden blow
is struck upon the diaphragm, producing harsh and
disagreeable reproductions, commonly referred to
in the art as "blasts," and it is one of the objects
of the present invention to provide a reproducer
which shall avoid the "blasts" or harsh and foreign
noises referred to. This is accomplished in the
present invention by providing a connection be-
tween the stylus bar and the diaphragm which shall
be sufficiently rigid and unyielding to transmit all
of the smaller or more minute vibrations from the
record to the diaphragm undiminished, which con-
nection, however, is slightly yielding in character
under the influence of a sudden or harder blow
which would be transmitted as the result of the
stylus of the reproducer being actuated by the un-
dulations of great amplitude. The result of this
construction is that the blow which would be im-
parted to the diaphragm by the undulations of
great amplitude is cushioned, thereby softening
down the resultant note in reproduction, and avoid-
ing the "blast" or harsh and foreign noise hereto-
fore resulting from this cause.
It has heretofore been proposed in reproducers
for talking machines to employ a diaphragm of
metal, such as aluminum, having annular corruga-
tions on the central portion of the diaphragm with
radial corrugations extending from the annular cor-
rugations out toward the periphery of the dia-
phragm. Such diaphragm, when made of alumi-
num, possesses many superior and desirable quali-
ties, but it has been found that in actual practice
it is liable to become buckled, thus materially less-
ening the fine qualities of the reproducer.
A further object, therefore, of the present inven-
tion is to provide means whereby the buckling of
such diaphragm may be avoided and its fine quali-
ties preserved.
In its preferred form, therefore, the invention
consists of a metallic diaphragm, preferably of
aluminum, having an axial opening of some con-
siderable extent, preferably from three-eighths to
one-half inch in diameter, surrounding which open-
ing there is a plurality of annular corrugations on
the central portion of the diaphragm with radial
corrugations extending from the annular corruga-
tions outward toward the periphery of the dia-
phragm. Secured over the axial opening is a cork
disc which is much thicker than the diaphragm it-
self and of a diameter approximating that of the
outer annular corrugation, the cork disc being se-
cured to the diaphragm in any suitable way, as by
cement. The end of the stylus bar opposite the
stylus proper is connected preferably to the center
of this cork disc, and the diaphragm is mounted
in a suitable frame or box of metal between cork
gaskets, the whole being held in place in any suit-
able manner, as by an elastic split ring, whose outer
periphery enters an undercut groove in the walls
of the diaphragm casing. If desired, the diaphragm
may be, and preferably is, protected by a suitable
shield or cover which likewise may be held in place
by the split ring.
The inventive idea involved is capable of receiv-
ing a variety of mechanical expressions, one. of
which, for the purpose of illustrating the invention,
is shown in the accompanying drawings, but it is to
be expressly understood that such drawings are for
the purpose of illustration only, and are not de-
signed to define the limits of the invention, ref-
erence being had to the claims for this purpose.
In the drawings Fig. 1 is a perspective view of
the reproducer mounted in position on the end of
a suitable tone arm; Fig. 2 is a central sectional
view on the line 2 — 2 of Fig. 1 ; Fig. 3 is a per-
spective view of the diaphragm, cork disc, and the
stylus bar separated from the sound box or casing.
Fig. 4 is a plan view of the diaphragm alone.
Method of MaIking Acoustic Diaphragms. —
William W. Young, Agawam, Mass. Assignor by
mesne assignments to Lucy A. Young. Patent No.
1,097,499.
This invention relates to improvements in
methods of making acoustic diaphragms for talk-
ing machines, telephones and the like, and consists
broadly and generally in roughening or indenting
one or both surfaces or faces of a diaphragmal mem-
ber and applying thereto a compound, emulsion,
solution, or mixture which is capable of hardening
and forming a coating and of permanently uniting
with said member, as hereinafter set forth.
The object of the invention is to produce an
acoustic diaphragm, of the class mentioned above,
which possesses superlatively in addition to the ab-
solutely essential the otherwise desirable and long
sought characteristics and qualities of a device of
this kind, among which characteristics and qualities
mention may be made here of durability and stabil-
ity, resiliency and resonance, capability of giving
out clear, loud and distinct tones of great volume
and depth, and of evenly distributing the sound
JW 1 .
Jm.4.
Jib. Ill
JW5_
waves and immunity from blasts and scratching
sounds and other alien and discordant noises.
Other objects will appear in the course of the
following description.
A diaphragm constructed in accordance with the
method broadly and generally outlined above may
be improved for some and probably many purposes
by perforating it and transforming the perforations
or perforated parts into lesser diaphragms, or even
by perforating and leaving the perforations open,
as will be subsequently explained.
In the accompanying drawings, which form part
of this application and in which like characters of
reference indicate like parts throughout the several
views, Fig. 1 is a face view of an imperforate dia-
phragm, and Fig. 2 a similar view of a perforated
diaphragm, both made in accordance with this
method; Figs. 3, 4 and 5 each a face view of a
diaphragm including some form of the lesser-dia-
phragmal feature and made in accordance with said
method, and Fig. 6 a face view of a diaphragm pro-
duced in the same manner as the others, except
that it is checked instead of pitted.
ONE STYLE OF FIBRE NEEDLES.
The Victor Talking Machine Co. sent out last
week the following letter announcing the discon-
tinuance of one of the styles of its fibre
needles :
"Our experience has shown us that it is unnec-
essary to market two styles of fibre needles. This
seems to be the judgment of the trade also, as our
sales have run mainly to the No. 1 size.
"We will, therefore, no longer supply the No. 2
Victor fibre needles, but will continue to furnish
the No. 1 in envelopes of 100 and cartons of 250
at the established prices. All orders on file with us
for the No. 2 will be canceled, and we suggest
that you place your additional orders for the No.
1 needle accordingly."
An ounce of prevention may be worth a pound
of cure, but it is just as well to be supplied with
a little of both.
60 YEARS'
EXPERIENCE
Patents
TRADE WIaRKS
Designs
Copyrights &c.
Anyone sending a sketch and description may
quickly ascertain our opinion free whether an
Invention Is probably patentable. Communica-
tions strictly conlldentlal. HANDBOOK on Patents
sent free. Oldest agency for securing patents.
Patents taken through Munn & Co. receive
special notice, wli hout charge. In the
Scientific Httiericam
A handsomely Illustrated weekly. Largest cir-
culation of any BClentlflo Journal. Terms, »3 a
year : four months, $L Sold by all newsdealers.
MUNN & Co.36,Broadwa" New York
Branch Office. 626 8" 8U Washington. D. ft
58
THE TALKING MACHINE WORLD.
RECORD BULLETINS FOR JULY, 1914
VICTOR TALKING MACHINE CO.
No. Size.
17585 Sympathy— Waltz Hesitation, from "The Firefly"
(Rudolph Friml) Victor Military Band 10
Swanee Ripples Rag — One-step (H. C. Thomp-
son) Victor Military Band 10
17588 Hesitation Waltz (F. Henri Klickmann)
Victor Military Band 10
Who Paid the Rent for Rip Van Winkle Medley
■ — One-step Victor Military Band
35374 Bayo Baya Maxixe (Dick Stone)
Castle House Orchestra, F. W. McKee, Dir.
Creole Girl Maxixe (Vem Ca Mulata) (Francis
Salabert) .Castle House Orch.,F.W. McKee, Dir.
POPULAR BALLADS.
17576 He's a Devil in His Own Home Town (Grant-
Clark-Irving Berlin) Billy Murray
If They'd Only Moved Old Ireland Over Here
Blanche Ring's Hit in "When Claudia Smiles"
(Kelly-KIein-Gillen) Ada Jones 10
17587 When the Angelus is Ringing (Young-Grant)....
Lyric Quartet 10
In the Valley of the Moon (Jeff Branen)
Helen Clark-Henry Burr 10
17586 You Broke My Heart to Pass the Time Away
(Leo Wood- Joe Goodwin) Henry Burr 10
That's a Real "Moving Picture from Life (Sterl-
ing-H. Von Tilzer) Billy Watkins 10
17589 If I Had Someone Like You at Home (I
Wouldn't Want to Go Out) (McCarthy-Mo-
naco) Peerless Quartet 10
Hands Off (Sterling-H. Van Tilzer). I. Kaufman 10
MARCHES BY THE U. S. MARINE BAND.
17577 National Emblem March (E. E. Bagley)
United States Marine Band 10
German Fidelity March (Germanentreue) (H. L.
Blankenburg) United States Marine Band 10
"GEMS" FROM RECENT MUSICAL PRODUCTIONS.
35382 Gems from "High Jinks" (Hauerbach-Friml) ....
Victor Light Opera Co. 12
Gems from "The Beauty Shop" (Pollock- Wolf-
Gebest-Marks) Victor Light Opera Co. 12
PAUL ALTHOUSE SINGS FOR THE VICTOR.
Double-faced, Blue-Label.
45055 Tosca — E lucevan le stelle (The Stars Were Shin-
ing) (Act III) (Puccini) In Italian
Paul Althouse 10
Pagliacci — Vesti la giubba (On with the Play)
(Act 1) (Leoncavallo) In Italian. .P. Althouse 10
PURPLE LABEL RECORDS.
60118 Oh Gustave! from "The Midnight Girl" (Das
Mitternacht Maedel) (Paulton-Briquet-Philipp)
Soprano and Baritone Duet
Margaret Romaine and George MacFarlane 10
60119 The Castilian Maid. (Thomas Moore-Liza Leh-
mann) Soprano Solo Margaret Romaine 10
60120 Look in Her Eyes. (Rourke-Kern) Baritone Solo.
(Sung by Mr. MacFarlane with great success
in "Miss Caprice") George MacFarlane 10
RED SEAL RECORDS.
64442 Gioconda — Stella del marinar (Star of the Mari-
ner) (Act II) (Ponchinelli) Mezzo-Soprano. .
Margarete Ober 10
88491 La Bandoline — Rondeau (F. Couperin) Piano
Solo Ignace Jan Paderewski 12
87193 Jewels of the Madonna — Serenata Rafaele (Ra-
faele's Serenade) (Act II) (Wolf-Ferrari)
Baritone solo with Metropolitan Opera Chorus.
In Italian Pasquale Amata 10
87182 Du. Du Liegst mir im Herzen (You Live in My
Heart) (Folk Song). (Pax.-arr. Wilhelm Ber-
ger) Soprano and Tenor Duet in German. . .
Alma Gluck and Paul Reimers 10
89078 II' Guarany-Sento una forza indomita (An Indom-
itable Force) (Antonio Gomez) Soprano and
Tenor Duet, in Italian
Emmy Destinn and Enrico Caruso 12
64414 AH Through the Night (Old Welsh Air) Mezzo-
Soprano in English Julia Culp 10
64434 A Dream (Poem by Chas. B. Cory, music by J. C.
Bartlett) Tenor Solo in English
John McCormack 10
87192 Ave Maria, adapted to the "Intermezzo" from
"Cavalleria Rusticana" (Sacred words by F. E.
Weatherly) (Mascagni) Tenor Solo, violin ac-
comp. by Fritz Kreisler, violinist, and piano-
forte by Vincent O'Brien — In English
John McCormack 10
89079 Traviata — Dite alia giovine (Say to Thy Daugh-
ter) (Act II, Scene I) (Verdi) Soprano and
Baritone Duet, In Italian
Frieda Hempel and Pasquale Amato 12
COLUMBIA GRAPHOPHONE CO.
SYMPHONY DISC RECORDS.
A5564 The Moon Has Raised Her Lamp Above (Bene-
dict). Tenor and Baritone Duet in English
with orch. . .Morgan Kingston & Louis Kreidler 12
The Last Watch (Pinsuti). Tenor Solo, in Eng-
lish with orch Morgan Kingston 12
368S3 Will Ye No Come Back Again? (Nairne) So-
prano Solo in English, with crch
Margaret Woodrow Wilson 12
A5558 I Puritani (Bellini) "Suoni la tromba" (Sound
the Trumpet). Baritone and Bass Duet, in
Italian, with orch...H. Dufranne and H, Scott 12
Thais (Massenet) "Voila done la terrible cite"
(Behold the terrible city). Baritone Solo in
French with orch Hector Dufranne 12
BLUE-LABEL DOUBLE-DISC RECORDS.
E1552 Prelude to the Deluge (Saint-Saens) Violin Solo
Arthur Grarrim 10
Spanish Dance (Rehfeld). Violin Solo. A. Gramm 10
Felix Weingartner, Conductor.
A5559 Carmen (Bizet). Overture and Intermezzo
Columbia Symphony Orchestra 12
L'Arlesienne Suite (Bizet). Prelude and Ada-
gtetto Columbia Symphony Orchestra 12
DOUBLE DISC RECORDS.
A1537 Southern Zephyrs (Levy) Prince's Orchestra 10
Warbler's Farewell (Tobani). Violin, Flute,
and Harp.. George Stehl, Marshall P. Luf sky
and Charles Schuetze 10
A1527 Summer (Chaminade). Boy-Soprano, orch. ac-
comp Walter Lawrence 10
A Spring Morning (A Pastoral) (Carey) Boy- .
Soprano, orch accomp Walter Lawrence 10
A1528 Through the Panama Canal (Von der Mahden)
Prince's Band 10
From Ocean to Ocean (Smith). ..Prince's Band 10
A1529 Catch Me If You Can (Noel). Concertina
Alexander Prince 10
Pride of the Roses (Lavalle). Accordeon
Pietro Deiro 10
A1530 Years Ago (Devonne). Tenor Solo, orch, ac-
comp Harry McClaskev 10
Can't You Hear Me Callin'? (Caro Roma). Coun-
ter-tenor, orch. accomp Frank Coombs 10
A5560 Medley of Old Songs— One-step (Arr. by M.
Smith) Prince's Band
Kitty Mackay (Platzan). Hesitation-Waltz....
Prince's Band
A5561 Joan Sawyer Maxixe (Stagliano) .. Prince's Band
All Aboard for Dixie Land — One-step. (Cobb)
Prince's Band
A5562 The Castle Walk (Europe and Dabney)
Prince's Band
Castle's Half and Half (Europe and Dabney..
Prince's Band
10 A5563 Esmeralda (Castle Innovation Waltz) (De Mes-
quita) Prince's Band
12 Pepper Pot (Ivers) — One-step ....Prince's Band
SONG HITS FOR JULY.
12 A1532 Who Paid the Rent for Mrs. Rip Van Winkle?
(Bryan and Fischer). Tenor Solo, orch. ac-
comp Billy Watkins
10 Follow Up the Big Brass Band (Reed). Orch.
comp Peerless Quartet
A1535 He'd Push it Along (Abrahams). Baritone Solo,
orch. accomp William Halley
They Don't Hesitate Any More (Puck) Bari-
tone Solo, orch. accomp William Halley
A1536 Harmony Bay (Sherman). Orch. accomp..
Peerless Quartet
On the Island of Pines (Carroll). First and
Second Tenor Duet, orch. accomp
Albert Campbell and Henry Burr
A1533 When the Angelus is Ringing (Young and
Grant). Orch. accomp Peerless Quartet
In the Valley of the Moon (Branen). Soprano
and Tenor Duet, orch. accomp
Helen Clark and Henry Burr
A1534 Me and Mandy Lee (Mills). Baritone and
Tenor Duet, orch. accomp
Arthur Collins and Byron G. Harlan
When They Christened Brother Johnson's Child
(Tracy and Jentes). Orch. accomp
Peerless Quartet
A1531 If I Were the Ocean and You Were the Shore.
(Bryan and Wells). Tenor Solo, orch. accomp.
Henrv Burr
Just a Little Bit of Green (Brauen and Lange).
Baritone Solo, orch. accomp. .. .John E. Meyer
THOMAS A. EDISON, INC.
12
10
10
10
BLUE AMBEROL REGULAR.
2325 Fourth of July Patrol, with Chorus....'
New York Military Band
2326 Fourth of July at Punkin Center (Stewart). Talk-
ing. Cal Stewart
2327 Favorite Airs from "Ernani" (Giuseppe Verdi)
orch accomp Edison Light Opera Co.
2328 I Love the Ladies (Jean Schwartz). Tenor, with
orch accomp Irving Kaufman
2329 Gippsland March (Alex. F. Lithgow)
New York Military Band
2330 Love's Hesitation— The Beauty Shop (Chas J.
Gebest) Soprano and Baritone, orch accomp....
Elizabeth Spencer and Vernon Archibald
2331 Sing Rock-a-bye Baby to Me (Webb Long) Coun-
ter-tenor, oreh. accomp Will Oakland
2332 On the Banks of Lovelight Bay (W. R. Williams)
Contralto and Tenor, orch. accomp
Helen Clark and Emory B. Randolph
2333 Off with the Old Love, On with the New (Harry
Carroll). Tenor, orch. accomp. . .Walter Van Brunt
2334 Hesitate Me Around, Bill (Malvin Franklin).
Comic auet, orch. accomp
Arthur Collins and Byron G. Harlan
2335 He's Working in the Movies Now (Henry Lodge)
Comic song, orch. accomp Billv Murray
2336 In the Heart of the City that Has No Heart
(Joseph M. Daly) Contralto and tenor, orch.
accomp Ada Jones and Irvine Gillette
2337 The Wedding of the Rose — Intermezzo (Leon
Jessel) American Standard Orchestra
2338 Norah McNamara (Fiske O'Hara) Tenor, orch.
accomp Eugene Emmett
2339 (a) Traumerei (Schumann); (b) Romance (Schu-
mann). Violin Elias Breeskin
2340 Sans Souci — Maxixe Bresilienne (A. N. Green).
For dancing National Promenade Band
2341 A Farewell (Samuel Liddle). Tenor and chorus.
Emory B. Randolph and Chorus
2342 Believe Me If All Those Endearing Young Charms
(Thomas Moore). Harp-Zither Kitty Berger
2343 Passing of Salome — Waltz Hesitation (Archibald
Joyce). For dancing. .. National Promenade Band
2344 On the Shores of Italy (Jack Glogau). Tenor
duet', orch. accomp.... A. H. Campbell & I. Gillette
2345 Dream Girl o' Mine — Chauncey Olcott's "Sha-
meen Dhu" (Cass Freeborn). Tenor, orch. ac-
comp Reed Miller
2346 He'd Have to Get Under— Get Out and Get Un-
der Medley — Turkey Trot. For dancing
National Promenade Band
2347 Chicken Reel (Jos. M. Daly). Coon song, orch.
accomp Edward Meeker
2348 Pepper Pot One-step (Harold Ivers). For dancing.
National Promenade Band
SIX BLUE AMBEROL RECORDS
By Homer Rodeheaver
Records With organ accompaniment of six of the best
known revival hymns sung at "Billy" Sunday's meetings.
Mr. Rodeheaver is musical director of the evangelistic meet-
ings of Mr. Sunday, and is soloist as well.
2349 If Your Heart Keeps Right (B. D. Ackley)
2350 I Walk With the King (B. D. Ackley)
2351 Mother's Prayers Have Followed Me (B. D. Ackley)
2352 My Father Watches Over Me (Chas. H. Gaoriel) . . . .
2353 Old Fashioned Faith (B. D. Ackley)
2354 Somebody Cares (Homer Rodeheaver)
WEBSTER'S
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NEW YORK'S NEW TRADE MARK.
Merchants' Association of New York An-
nounces Prize Award for Suitable City
Emblem to Be Used by All Shippers — Many
Designs Submitted in Contest — Other Cities
Have Emblems — A Handsome Design.
New York now has her own trade-mark, designed
so that the products of Gotham that find their way
throughout the world may carry an advertisement
of the city and thus emphasize the co.mmercial im-
portance. The new city emblem was evolved by
the Merchants' Association after a prize competi-
tion in which a large number of drawings were
submitted. It is a circular design, showing a three-
quarter view of the Statue of Liberty upon its
pedestal, thrown into relief against a background
displaying the harbor and shipping and a typical
portion o.f the skyline of lower Manhattan, with
the name "New York" above. The design lends
itself admirably to reproduction either in colors, in
half-tone, in line drawing, or as a stencil.
lipBi
COPYRIGHT. 1914
THE MERCHANTS' ASSOCIATION OF NEW YORK
The emblem was announced at the dinner given
by the members' council of the Merchants' Associa-
tion for the sons o.f members at the Waldorf-
Astoria on Tuesday of this week.
The competition which resulted in the production
of the emblem was inaugurated by the Merchants'
Association several months ago. Its terms pro-
vided for a prize of $150 for the most meritorious
design, and a second prize of $50 for the design
which was judged to be next in merit.
The first prize was won by David B. Hills, of
Brooklyn. Mr. Hills is a student in the Art Stu-
dents' League of New York, and is employed by
the Iron Age. He has won several other compe-
titions.
The second prize was awarded to. Raphael Beck,
of Buffalo, an artist who holds prizes awarded to
him at several expositions.
When the contest closed 248 designs had been
submitted from all over the country. The designs
offered a great variety of treatment and of artistic
merit, some of them being only rough sketches to
serve as suggestions, while others were elaborately
worked out.
In making the award it was necessary to take
into consideration the adaptability of each design
for reproduction as a stencil, as well as for print-
ing in black and white or in colo.rs. This elimi-
nated many meritorious designs which were too
elaborate for reproduction to stencil form.
It is the intention of the association that mer-
chants and manufacturers who ship goo.ds from
New York to all parts of the country shall attach
to each package shipped a reproduction of the de-
sign in the form of a paster, stencil, tag, or in any
other form that the shipper may prefer. In this
manner the immense volume of merchandise which
goes o.ut annually from this city will advertise
New York's supremacy as a commercial center all
over the world.
The design has been copyrighted by the Mer-
chants' Association as a precautionary measure.
Permission to use it will glady be given to mer-
chants, manufacturers and others upon application
to the association.
Most other cities already have commercial em-
blems which are used for advertising purposes, but
no such emblem has heretofore been adopted by
New York.
THE TALKING MACHINE WORLD.
(tt* <tf* (tt* (fl* (SS* <tt*
fflfffff
READ your trade paper ! Get The
Talking Machine World regu-
larly— It is worth many times to
you its annual cost.
There is but one talking machine
paper covering this entire industry, and it
is admitted by all that it is of great aid to
the dealers in every part of this country.
New economic conditions make cer-
tain knowledge necessary on the part of
merchants, and in every issue of The
World there is contained educational mat-
ter, instructive service, business news and
technical articles which are worth many
times the cost of the paper.
Thousands have been benefited by
the business articles which appear in The
World, and every talking machine dealer
should receive it regularly.
The only way to do that is to pay for
it, and the cost is trifling — a little over
eight cents a month, and for that small
sum The World, with all its mine of infor-
mation, is at your service.
If you do not receive the paper regularly, just
put your dollar in an envelope and address it to the
office of the publication, and you will say that it is
the best investment that you have ever made.
Do not delay but send on your dollar now.
Recollect that your competitor is getting The
World — getting it regularly, and in it he is securing
some valuable pointers — information which places
you at a disadvantage if you do not read the paper.
Do not overlook such a valuable contributing
factor to your business success.
EDWARD LYMAN BILL
PUBLISHER
373 Fourth Avenue, New York City
THE TALKING MACHINE WORLD.
The Sales Arguments for
Edison Phonographs
were built into them by the inventor whose
name they bear.
As he incorporated each detail in the finished
instrument, adding some improvement here,
some refinement there, he was unconsciously
creating the greatest arguments that a mer-
chant ever found at his disposal.
Are you one of those merchants who sees
the wisdom of handling the kind of mer-
chandise that speaks for itself ?
INCORPORATED
59 Lakeside Ave., ORANGE, N. J.
SPECIAL— THE NATIONAL TALKING MACHINE JOBBERS' CONVE
VOL. X. No. 7.
SINGLE COPIES, 10 CENTS
PER YEAR. ONE DOLXAR
Published Each Month by Edward Lyman Bill at 373 Fourth Avenue, New York, July 15, 1914
HIS MASTERS VOICE
REG. U.S. PAT. OFF.
The best-known trade mark in the world
"The Victor talking machine's design, 'His Master's Voice/
has become a household word, and the quaint little fox terrier at
attention before the horn is familiar to more Americans than any
of the world's great masterpieces "—Collier s Weekly.
Entered at aecond-clas* matter May 2. 1905, at the pott office at New Yv.-l:, H. i , under the act of CongrcM of March », 1878.
THE TALKING MACHINE WOULD.
The Pathescope and Motion Pictures
Were the Great Features of the Jobbers' Convention at Atlantic City
The Pathescope was Demonstrated and Universally Endorsed as
The Companion Entertainer to the Talking Machine
Pathescope Motion Pictures taken of
the jobbers at the Chalfonte, on the
Boardwalk, and Tangoing on the Beach,
can be seen at the Pathescope Salon,
Aeolian Hall. Copies of this film
furnished gratuitously to Pathescope
dealers requesting them.
Phonographs and Pathescopes Combine Music and Movies
I
A heart to heart Talk with the Dealer in Talking Machines.
Wherein is suggested an opportunity for making
two sales grow where only one grew before
OU, as a Dealer in Talking-Machines, have
helped to bring to the homes of an enormous
public the opportunity of enjoying all kinds
of music, ranging from the vaudeville parody
to grand opera scores of the world's great-
est composers.
The Motion Picture has made it possible for this same
public to enjoy all kinds of acting, from poor comedy to
the master-pieces of the world's greatest dramatists, but
heretofore only in the Theatre.
Probably you have felt the competition of the Motion
Picture Show as a rival Entertainment to the Talking
Machine.
Instead of buying new machines or more records,
thousands of people, with money to spend for Enter-
tainment or Amusement, are yielding to the fascination
of the Motion Picture.
Instead of losing business by the competition of
Music and Movies, ivhy not increase your business
by their combi-
nation ?
THE PATHESCOPE
YOU CAN!!
The Talking-
Machine and the
Motion Picture
Machine should go
together and give
the owner of both
the fullest meas-
ure of Entertain-
ment and Amuse-
ment.
You, as a Talk-
ing - Machine
Dealer, are the
logical distributor
of the Home Motion Picture Machine. In Europe,
where the Art of Cinematography is far more advanced
than in this country, the great firm of Pathe - Freres
(Capital 30,000,000 Francs), has been working for years
perfecting the Pathescope.
In its simplest form it requires no electric connec-
tions whatever. The simple act of turning the handle
actuates the film, generates its own (incandescent) elec-
tric light and protects the picture in living, fascinating
motion on the screen.
Other models take current from an ordinary electric
light socket, project a larger picture, and require no
cranking.
These instruments are a marvel of mechanical con-
struction, combining a beauty of finish with a perfection
of operation that create the greatest enthusiasm and
delighted amazement wherever shown.
The use of a special, narrow-width, non-inflammable
film insures absolute safety, without fire risk, or insur-
ance restrictions. In this respect the Pathescope stands
unique and alone. The only instrument and film ap-
proved by the National Board of Fire Underwriters.
The owner of a Pathescope may exchange his Reels
as often as desired by the payment of a small fee to the
Pathescope Film Exchanges.
Progressive Dealers can readily see that a new field
of profitable opportunity awaits development.
Every customer who has bought a good Talking-
Machine, or Player-Piano, is a prospective purchaser of
a Pathescope in addition.
You don't have to develop new clients constantly
as you do in your sale of Musical Instruments. You
can commercialize the good will of your old customers
and increase their appreciation by selling them a Pathe-
scope. Double your volume of business and, without a
corresponding increase in your rent, or overhead ex-
penses, you may triple or quadruple your net profits.
Why not investigate the profitable possibilities in
owning a local Film Exchange?
For Demonstrations or Catalogue address:
Mtmastncement
The Wanamaker Stores
in New York have been appointed
Retail Distributors for the Pathescope,
where it is displayed and demonstrated in the
appropriate environment of their magnificent Talk-
ing Machine Department.
PATHESCOPE
Department 4
AEOLIAN HALL, NEW YORK
Agencies :
515 Crozer Bid*., PHILADELPHIA 622 Kittredge Bldg., DENVER
1306 Marquette Bldg., CHICAGO 613 >i Second Ave., SEATTLE
Responsible Representation desired elsewhere
The Talking Machine World
Vol. 10. No. 7. New York, July 15, 1914. Price Ten Cents
BIG COLUMBIA DEPARTMENT.
Western Fancy Dry Goods Co., Sole Distributers
for Columbia Products in Large Section of
Western Canada, Opens Separate Quarters
for Department Under Management of
Robert Shaw Assisted by Competent Staff.
(Special to The Talking Machine World.)
Winnipeg, Man., July 3. — The Western Fancy
Dry Goods Co., sole distributer for the Go.lumbia
Graphophone Co. for the provinces of Manitoba,
Saskatchewan, Alberta and British Columbia, has
made special preparations to take care of the rapid
increase in the business in that department, which
has been located in special quarters in the Gowans
Kent building, this city, and placed under the direct
management of Robert Shaw. Mr. Shaw is an
aggressive and thoroughly experienced talking
machine man and a Columbia enthusiast, and is
well known to the trade in the States owing to his
having attended several of the conventions of the
National Association of Talking Machine Jobbers.
Mr. Shaw has brought together an increased
staff of assistants and has started a live campaign
in favor of the Columbia line among the trade in
Western Canada, and in which strong letters and
bulletins are proving big factors.
VICTOR MUSIC, FOR^ DANCING. A HIT.
Exhibition of Dances to Victor Music in Store
of Southern California Music Co. Attracts
Large and Enthusiastic Crowd.
(Special to The Talking Machine World.)
Los Angeles, Cal., July 4. — Demonstrating the
practicability of the modern talking machine as a
desirable instrument for furnishing the latest
dance music, more than 300 visitors yesterday en-
joyed the exhibition given by Miss Norma Go.uld,
assisted by Erwin Volze, at the store of the South-
ern California Music Co. and declared it an un-
qualified success.
The initial exhibition proved so popular that the
company has decided to give instructions and
demonstrations each Tuesday and Friday from 2
until 4 o'clock, and invites the public to participate.
WILLSON INTERVIEW FEATURED.
The greatly increased demand for talking ma-
chines and records due to the present dancing craze
formed the subject of a lengthy and interesting
article which appeared in the New York Tribune
of June 21. A reporter for that paper visited the
headquarters of the 'Columbia Graphophone Co.,
and in a chat with H. L. Willson, assistant general
manager, he referred to the development of the
business and its varied aspects in a most compre-
hensive way. The interview was most readable
and informing to that section of the general public
which has not kept in touch with the remarkable
growth of the business of the Go.lumbia Grapho-
phone Co. and the expansion of the talking machine
business generally.
GLOBE TROTTER GRAHAM.
A line from Jake Graham, the globe trotter,
from Melbourne, Australia, says, according to his
version, the dealers in Auckland, New Zealand,
and in Melbourne lack the progressiveness of the
American and English dealers. Mr. Graham sends
kindly remembrances to all of his American
friends,
VICTROLA WITHJHE ORGAN.
Charles H. Demorest gave a novel program on
the organ in Tally's Broadway Theater in Los
Angeles, recently in which the Victrola was used
with organ accompaniment in Leoncavallo's arioso
from "I Pagliacci," sung by Caruso, and in John
McCormack's singing of Marshall's "I Hear You
Calling Us.."
SELECTING THE CHORUS GIRL.
Using the Phonograph for Tests of Voice —
How the Record Is Replacing the Army of
Stage Struck Girls in Managers' Offices.
There will be a visible decrease in the size of
the army of stage struck girls who invade Broad-
way this summer.
R. H. Burnside and Bruce Edwards, Charles
Dillingham executives, are. busy listening to a
phonograph in the Globe Theater these days. They
are picking chorus girls from records which have
been sent to them.
In order to get a wider selection than heretofore,
Mr. Dillingham recently announced that any girl
How the Artist Pictures Present Conditions.
who was ambitious or crazy to go on the stage
could go to the nearest phonograph store, make a
record of her voice, and send it, together with her
photograph to his office.
"We have discovered three remarkable voices
possessed by beautiful girls, if the photographs sub-
mitted are their own," said Mr. Burnside recently.
"We have sent for these young women, and if
they are what we think they are, they will be mem-
bers of one of our companies next fall. From the
number of records and photographs which we are
receiving, I believe we can announce a canned peach
chorus for next season."
E. BLOUT ENLARGES QUARTERS.
Prominent Victor Distributer and Dealer In-
stalls Series of Demonstration Booths in
Store Adjoining Present Quarters — Handles
High Class of Trade in His Territory.
Emanuel Blout, the prominent Victor distributer
of 2799 Broadway, New York, who does a large
and growing retail business in the exclusive resi-
dence section in which lie is located, has found it
necessary to secure the store immediately south of
his present quarters on Broadway for the housing
of additional demonstration booths to the number
of five, making twelve booths in all now in service.
The booths are enclosed in plate glass, and the
wood work is finished in a rich shade of light gray
with just enough decoration to make it attractive.
Mr. Blout enjoys a strong demand for the
higher priced types of Victrolas and the records
of the Red Seal quality from his retaircustomers.
The record racks in the basement have also been
increased in number and the facilities for handling
both machines and records greatly improved. An
automobile delivery service, with uniformed at-
tendants is also an attractive and convenient fea-
ture of the Blout system. A storage warehouse
in 110th street takes care of reserve and surplus
stocks of machines and records.
It is well to remember that a fifteen-foot di-
ameter balloon holding hundreds of thousands of
cubic feet of gas can be punctured by a> te.ft-5.ent
pocketknife.
TO HEAR OPERA STARS IN ADVANCE.
Patrons of Grand Opera in Baltimore to Listen
to Records Made by New Opera Singers Be-
fore the Season Opens in that City.
(Special to The Talking Machine World.)
Baltimore, Md., July 3. — At a conference be-
tween Bernard Ulrich, general manager of the
Chicago Grand Opera Co., and Wilbur F. Kinsey,
manager of the Lyric, last week, it was tentatively
agreed that early in the fall the patrons of the
grand opera will be invited to the assembly hall
of the Lyric to. hear the new opera stars, who will
appear here this coming winter, on the phono-
graph.
The records have never been played in America,
and both men think that the plan is a good one.
MUSIC MAKES BETTE¥RACE HORSES
Particularly Ragtime Soothes Equine Nerves,
Says Trainer Who Uses Talking Machine.
(Special to The Talking Machine World.)
Cincinnati, O., July 3. — Bill Perkins, noted
horse trainer, is a believer in music to sooth nerv-
ous racers.
Perkins is at the Latonia race course, and has
installed a talking machine in his stable. The sta-
ble hands have been working it overtime. The
trainer says there is nothing like music to quiet a
nervous horse just before it goes to the post or
returns from a race. He says the animals prefer
ragtime.
Perkins thinks he has solved a great problem.
\~i rvousness is characteristic of the thoroughbred,
something trainers have been unable to cure.
Perkins believes his idea in soothing strained
nerves with music may mean an evolution of
training methods. Already his innovation is
working wonders, he says.
DEATH OF ADEMOR M. PETIT.
(Special to The Talking Machine World.)
West Orange, N. J., July 2. — The friends of
Ademor M. Petit will be sorry to. learn of his
sudden death, which occurred in this town last
week. Mr. Petit at one time worked in the labora-
tory of Thomas A. Edison, Inc., and later con-
ducted a business in Baltimore. During the past
few years he was not connected with any concern
and carried on experimental work for the manu-
facture of talking machines. He had invented
parts of some of these machines. His inability to
sell a few recent inventions, among them a process
for manufacturing chewing gum, resulted in
periods of melancholia.
The deceased was born in Canada some forty-
eight years ago, and had made his home for about
twenty years in West Orange. Besides his widow
and daughter he is survived by two brothers and
a sister.
BUY BUILDING IN MERIDIAN.
(Special to The Talking Machine World.)
Meridian, Miss., July 3. — The A. Gressert Music
House, which handles the Victor and Edison lines
of machines and records in this territory with
great success, has just secured what is known as
the Wagner property, adjoining the Citizens' Bank
building, this city, and at the expiration of pres-
ent leases will remodel and occupy the entire build-
ing. The consideration was $21,000. The Gressert
Music House owns the property on Fifth street it
occupies at present, and which it will occupy until
the new store is ready.
SUCCESSFUL SELLING FORCE.
Says a merchant of wide experience : The suc-
cessful selling forces of to-day are made up of
men who can think and who do think, and men
who can be relied upon to do the right things at
the right time; men who are always capable of
taking advantage ,of any situation tfrat may aris&
4
THE TALKING MACHINE WORLD.
The Nation's Wisest Heads
Selected
RICHMOND, VIRGINIA
As the Fifth Regional Bank City
Make the South's largest Victor Distributors your Supply House for
VICTORS
VICTROLAS
RECORDS
and
SUPPLIES
A glance at the map will
convince you of our ad-
vantageous location for
Complete
Stock
Foreign
Records
Quick Shipments
Low Freight Rates
Early Deliveries
In addition we offer SERVICE OF
THE HIGHEST ORDER— LARGEST
STOCK TO CHOOSE FROM-UN-
LIMITED DEALER CO-OPERATION.
Place Your Orders Where
Service and Satisfaction
Go Hand-in-Hand
It means a time and money saving — it
means a better, more efficient handling of
Rush Orders — it means just what you
want, when you want it. Get busy — test us.
The South's Largest Victor Distributors
RICHMOND, VIRGINIA
THE TALKING MACHINE WORLD.
SUBSTANTIAL GAINS THE FIRST HALF OF THE YEAR
Reported by the Talking Machine Trade of San Francisco — General Outlook Most Pleas-
ing— Eilers Planning Expansion — Sherman, Clay in Spokane — Columbia Co. to Make
Records of Best Exposition Song — Interesting Budget of News from the Pacific Coast.
(Special to The Talking Machine World.)
'San Francisco, Cal., July 3. — Talking machine
interests in this city are fairly well pleased with
the outcome of the first half of the year's business.
In so.me instances the gains were hardly so large
as were anticipated at the first of the year, but
few complaints are being registered, as it is gen-
erally conceded by both wholesalers and retailers
that talking machines have held their own better
so far this year than most other lines of business,
and now things seem to be taking a turn for the
better all around, so no uneasiness is felt regarding
the prospects fo.r fall. Country trade is already
showing the effects of the harvesting of bounti-
ful crops, and activity is being resumed in all
the principal underlying industries of this sec-
tion. One effect of the rather quiet spring is that
business men generally are conducting more active
campaigns for summer trade than in former years.
Heretofore summer dullness has been accepted
as inevitable and dealers in most lines of busi-
ness, including music^ houses, have relinguished
their efforts noticeably during the vacation period,
but this year various ways and means are being
tried out to stimulate business during what is
normally the quietest period of the year. In the
talking machine quarters the extra exertion is
making itself felt, as no falling off in sales of
either records or machines has been noted the
past month. Additions and improvements of
talking machine departments continue in order
along the coast. The past month two more firms
have inaugurated extensive alterations at certain
stores, which will give talking machines consid-
erable more prominence.
Larger Department for Eilers.
Eilers Music House in this city, which has given
but little attention to talking machines in the past,
is installing a well equipped department, and is
preparing to carry a large stock, including Victor,
Columbia and Edison products. The new depart-
ment is being fitted up on the main floor of the
establishment, where four large soundproof
demonstration rooms are provided, besides gen-
eral display space. Additional space is also avail-
able on the floor above. H. P. Rothermel has
been named manager of the department. He Is
well known to the Coast trade, and particularly in
San Francisco, as this was his home until a few
years ago, when he became identified with Eilers
Music House in Portland He expects to have
his stock sufficiently complete to make a compre-
hensive showing by time the department is ready
for use, which will be in about two weeks.
Modernizing Stores Everywhere.
•Sherman, Clay & Co., Coast distributers of
Victor products, who have spent large sums of
money in the last few years modernizing their
sto.res in various Coast cities, with the result that
they have a chain of stores which would do
credit to any section of the country, are this
summer making extensive improvements in their
Spokane establishment. Heretofore they have oc-
cupied only one floor of the building in which
they are located there, but in the future they will
have the entire four-story and basement. The
plans for the alterations in the structure amount
practically to its rebuilding, and necessitates the
removal of the business to temporary quarters
while the work is in progress. All departments
will benefit by the enlargement of the store and
none more than the talking machine section. The
retail department will be located on tire ground
floor, and quarters will be fitted up in the base-
ment for the wholesale department. F. W.
Stephenson, secretary of the company, visited the
firm's interests in the Northwest the past month,
and reports conditions improving in that section.
Substantial Gain for Wiley B. Allen Co.
J. J. Black, manager of the Wiley B. Allen de-
partment, reports sales for June showing a sub-
stantial gain over the corresponding period of last
year. The demand for the smaller machines for
vacation use was a feature of the month's busi-
ness, but interest was not confined to the smaller
outfits by any means. The new models X and XI
Victrolas especially in fumed oak attracted very
favorable attention. Clarence Anrys of the sales-
force returned from the East recently after an
enjoyable trip to the markets with his father.
Frank Anrys, manager of the Allen Co. They
combined business and pleasure, attending the
national piano convention at New York, and vis-
iting various factories with which the company
does business. F. P. Corcoran and C. E. Ed-
wards spent their June vacations in the Santa
Cruz mountain district.
Visitors to Columbia Co.
The local headquarters of the Columbia Grapho-
phone Co. were visited the past month by W. E.
Henry, manager of the company's interests in
Pittsburgh, and also by Chas. A. Prince, musical
director of the Columbia Co. The latter is a
native of San Francisco, and was visiting his
5
parents and renewing acquaintances in this city.
Records of Best Exposition Song.
An announcement published recently in one of
the local daily papers has already brought many
inquiries to the office of the Columbia Grapho-
phone Co. It stated that the paper had arranged
with the Columbia Graphophone Co., through the
Pacific Coast manager, W. S. Gray, for the pro-
duction and wide circulation of records containing
the best exposition song composed by a California
writer, the details of the contest to be announced
later. Mr. Gray says there will be a substantial
prize for the winner of the contest, and he thinks
such a composition would do much to boost the
Golden State and. the exposition. In a telegram
to Mr. Gray, Geo. W. Lyle, general manager of
the Columbia Co., said: "Assure the Bulletin that
our confidence in the musical ability of California
authors is such that we pledge ourselves to make
records of and widely advertise prize-winning
song obtained through its contest."
Personals and Visitors.
C. P. LeRoy, traveling ambassador of this office
of the Columbia Graphophone Co., was married
here recently, and is now away on his honeymoon.
Wholesale Manager F. R. Anglemeier says coun-
try business is keeping up in splendid shape, and
he attributes much of the increasing interest in
talking machines to the dance records, which he
says are in demand everywhere.
Mr. Ridgeway, representing Lyon & Healy, Chi-
cago, was a recent visitor to the Coast trade.
J. E. McCracken, representing the Pacific Phon-
ograph Co., jobbers of Edison products, called on
the trade in southern California the past month,
and A. R. Pommer, head of the business, says
he was successful in lining up several new ac-
counts in that section.
HUSTLING BALTIMORE HOUSE.
Cohen & Hughes Have Developed a Thriving
Jobbing Trade.
(Special to The Talking Machine WorM.)
Baltimore, Md., July 7. — Cohen & Hughes, the
well-known Victor distributers, are splendidly
located in this city, where they have superb facili-
ties to take care of the jobbing trade. This firm
is conceded to be one o.f the most progressive in
this part of the country, and the talking machine
dealers in Baltimore and contributory territory
have found that their service is excellent. They
carry a large stock of Victor talking machines,
records and accessories of all kinds and make a
specialty of filling orders with promptness.
In Baltimore this company stands admittedly
high in business circles, and its enterprise has
always been conducted along consistent and pro-
gressive lines.
The Success of Your Talking Machine Department
Is to a large extent dependent upon the service your distributor gives you.
This admitted makes it important that you secure the best service obtainable.
AND THAT IS EASTERN SERVICE
To use it is to swear By it not At it.
May we not have the opportunity to convince you that our service is exceptional?
EASTERN TALKING MACHINE COMPANY
177 TREMONT STREET, BOSTON, MASS.
EDISON
FOR NINETEEN YEARS TALKING MACHINES EXCLUSIVELY
VICTOR
6
THE TALKING MACHINE WORLD.
OUR DISC RECORD ALBUMS
ARE THE BEST FOR VICTOR, COLUMBIA
AND ALL OTHER TALKING MACHINES
THE ONLY CONVENIENT AND SAFE WAY TO PROTECT DISC RECORDS
These Record Albums will Pay for Themselves in a Short Time by Preserving Records.
When Full the Albums are Flat and Even Like Books. They will Fit in a Library
Cabinet or Book Case, or They will Lie Flat on One Another.
For Durability, Artistic
Design and Finish, our
Albums have no equal.
They are made in the
most substantial manner
by skilled workman, and
are first-class in every
particular. We sell them
at very low prices to
meet competition.
TO DEALERS:
In reply to the many
requests we are now re-
ceiving for
RECORD ALBUMS
containing 10 pockets,
we have to say we make
Albums, containing any
number of pockets that
are wanted and to fit
all styles of Cabinets.
Write for sample and prices of our Albums, which are superior to all other?
Address NATIONAL PUBLISHING CO., 235 South American St., Philadelphia, Pa.
NEW DEPARTMENT FOR ATLANTA.
Chamberlain-Johnson-DuBose Co. Opens New
Parlors with Three Complete Lines of
Products — T. F. DeLaney in Charge.
IMMORAL RECORDS IN GERMANY.
Strong Effort Being Made to Stamp Out Evil
in That Country — Record Censors Sug-
gested as Solution of Difficulty.
BELIEVES IN JVINDOW VALUE.
How the Wallace Co., of Pittsfield, Mass.,
Features the Columbia Line Which It
Handles — Notable Artists Introduced.
(Special to The Talking Machine World.)
Atlanta, Ga., July 8. — This month witnesses
another entry into the hustling company of local
talking machine dealers.
The 'Chamberlain-Johnson-DuBose Co., one of
the oldest, largest and best-known department
stores in the South has entered the talking ma-
chine game with the same thorough method that
characterizes its business in other departments.
The firm has built five beautiful and commo-
dio.us demonstration booths at the entrance to its
furniture department on the first floor and have
stocked a full line of Columbia, Victor and Sonora
machines and records.
The new department is in charge of Thomas F.
DeLaney, formerly with the Columbia Chambers
street headquarters, and later manager o.f the talk-
ing machine department of Otto Wissner, Inc. Mr.
DeLaney is a man of broad experience and sterling
ability, and on this account, as well as by reason of
his genial personality, is making friends and good
business for his new connection.
Yes, it has been hot ; no question abo.ut that, but
not too hot for porch dances nor too hot for the
enterprising talking machine dealer to make full
capital of the public's amiable weakness in that
direction.
Every o.ne of Atlanta's six most select clubs
has its talking machine and a full supply of dance
records, and there is hardly a moment from sun-
down to midnight when they are not playing for
some dancing party, large or small. This, of
course, breeds an endless number of prospects for
the dealer, and the various departments are show-
ing almost mid-winter activity.
The German trade press has lately devoted
quite an amount of space to the immoral record
question, which is evidently much more acute on
the Continent than in this country. One of the
subjects o.f legislation in the next Parliamentary
session has reference to the suppression of im-
moral literature, and it is expected that records will
be brought within this category. In view of this
prospect the German trade has before it a sugges-
tion to institute a voluntary censure committee,
whose duty wo.uld be to adjudicate upon any new
records the character of which might be called into
question. There is some sort of law in- existence,
but it is not regarded as strong enough to meet
the case. Although the confiscation of "question-
able" records is not infrequent, they are still is-
sued, doubtless unwittingly, having regard to. the
liberal temperament of the people. The trade now
desires to avoid giving offense even to the most
puritanical sect, and the best means to this end is
the proper organization of a committee of repre-
sentative men as record censors. The Phono-
graphische Zeitschrift avers that the expenses of
such a committee would be mo.re than counterbal-
anced by the saving of the substantial costs in-
volved by the confiscation of indecent records.
It is on this very point, however, that the proposal
hangs fire, fo.r although many manufacturers rec-
ognize the advantage of it, they fear the cost of
administration. But for protection's sake the
gramophone trade is urged to solve the problem in
the way suggested.
The Wallace Co., of Pittsfield, Mass., which re-
cently arranged to, handle the products of the Co-
lumbia Graphophone Co., certainly has the correct
idea of the value of attractive window displays, as
the accompanying illustration evidences. The win-
Window Display of Wallace Co., Pittsfield.
dow shown herewith was the first display used by
the company to feature its Columbia agency, and
the excellent results achieved by the display have
encouraged the Wallace Co. to plan other original
and artistic windows for use throughout the year.
The featuring of various Columbia artists in this
window display was one of the factors that con-
tributed to the success of the windo.w, as the per-
sonal element invariably attracts attention from
passers-by, and particularly when the products are
displayed for the first time in new quarters. The
pleasing arrangement of the machines and records
in this display is well worth commendation and
notice.
It is just as hard for a man to mend his ways
as for a woman to patch up a quarrel
Judge Hand in the United States District Court
last week confirmed a composition of Edwin F.
Skinner, trading as the Schafford Album Co., 27
Walker street, New Yprk, with creditors at twenty
cents on the dollar.
Don't judge by appearances. The fellow who
indulges in hot air usually lacks steam.
SEE HOW THE JOBBERS IN THE WORLD
CAN SUPPLY YOUR WANTS.
THE TALKING MACHINE WORLD.
7
MORE NEED OF CO-OPERATION.
The Final Settlement of the Rooney Bank-
ruptcy Matter Serves to Illustrate the Value
of Creditors Co-operating with One Another
and Appointing a Receiver Who Is Interested
in the Adjustment of the Bankrupt's Affairs.
Judge Hand last week confirmed a composition
of John J. Rooney, a dealer in talking machines at
1983 Broadway, New York, with creditors at 33 1-3
cents on the dollar. The Rooney stock of ma-
chines and records was purchased from the re-
ceiver in bankruptcy some time ago by A. H.
Mayers, of 790 Ninth avenue, 'New York.
The final settlement of this bankruptcy case
serves to illustrate the value of creditors co-
operating with one another, and of appointing as
a receiver one who is actively interested in the
successful adjustment o.f the bankrupt's affairs.
In this case the principal creditors held a meeting
as soon as the bankruptcy was an established fact,
and as they realized that a business administration
would be best given by someone experienced, J.
Newcomb Blackman, president of the Blackman
Talking Machine Co., 97 Chambers street, New
York, and one of the largest creditors involved in
the bankruptcy, was appointed receiver.
Mr. Blackman immediately took hold of the
business, and conducted it for a short while in
order to find out just how matters stood. Inci-
dentally, in connection with his work as receiver,
Mr. Blackman ascertained that there were further
assets obtainable other than those outlined in the
schedule. By careful work, which was due in a
considerable measure to the co-operation of the
principal creditors, the receiver was able to get
the bankrupt to raise sufficient cash so that a com-
promise settlement was eventually obtained of
33 1-3 cents on the dollar, whereas under ordinary
conditions, with legal matters interfering, a settle-
ment of 15 per cent, would have been the maxi-
mum amount offered the creditors. Of course, it
should be considered that 'Mr. Blackman saved the
PERFECT IN
EVERY DETAIL
ARTISTIC
BUILT LIKE A WATCH
COMPACT, POWERFUL
Thousands of satisfied
users bespeak its excel-
lence.
Send 50 cents stamps
for sample. Write on
your business letter-
head only. Place reg-
ular order through your
jobber.
STANDARD GRAMAPHONE
APPLIANCE COMPANY
173 Lafayette St., New York
creditors from $600 to $700, through his detailed
knowledge of the business and by acting as re-
ceiver, as he asked no customary receiver's com-
pensation, which is usually considerable.
When interviewed by a representative of The
World regarding his connection with this case,
Mr. Blackman remarked as follows : "My expe-
rience in this case has merely confirmed what 1
have always maintained, namely, that any dealer
who is in financial troubles will find it advisable
to get in touch with his creditors, and secure their
co-operation and help, rather than hurry to the
nearest attorney, who. is not in a position to render
him the assistance that his creditors can and are
willing to offer.
"The dealer will often find that by securing the
co-operation of his creditors he will be actually
saved from bankruptcy instead of being plunged
into it by hurrying for legal help. The people
who have every reason to. help the dealer in his
financial troubles are his creditors, and even in
this particular case we could have rendered the
dealer valuable help if he had co-operated with
us long ago."
TERRITORY MUCH ENLARGED.
Columbia Store in Spokane Now Has Western
Half of Montana, Which with Eastern Wash-
ington and Northern Idaho Makes One of
Best Working Territories in the Country.
(Special to The Talking Machine World.)
Spokane, Wash., July 3. — Willis S. Storms,
local manager of the Columbia Graphophone Co.,
has just returned from a trip into Canada, where
he visited the cities of Vancouver and Victoria.
He found that while conditions in these cities are
ibelow normal the talking machine trade seems to
be exceptionally active. T. A. Switzer, managing
director of Fletcher Bros, in these cities, stated
that their business had been very satisfactory.
This firm are Columbia jobbers for British Co-
lumbia and report a big demand for the new Mig-
nonette.
In a chat with Mr. Storms, he said: "We are
preparing for the largest fall trade in our history.
George W. Lyle, general manager of the business,
has recently given us the western half of Montana,
which territory was originally handled by the
Sheuberg Drug Co.., of Livingston. With this ter-
ritory added to eastern Washington and northern
Idaho, which we now control, we have one of the
best territories in the United States in which to
operate. It is safe to say that there are probably
more goods in our line sold right in the 'State of
Montana than in any other State in the Union. I
expect to make an extended trip through Montana
the latter part of August, calling upon the trade."
The local Columbia store has placed an order
with the Curran Electric Sign Co., of Spokane,
fo.r a large electric sign, reading, "Columbia Grafo-
nolas." This will be one of the most attractive
and largest signs in the city.
MUSIC SOOTHES~mS cows.
Tunes from the Phonograph Also Make Them
Give More Milk.
(Special to The Talking Machine World.)
Middletown, N. Y., July 8. — Robert A. Har-
rat, a dairyman at Bloomingburg, near here, re-
ports that he has installed a phonograph in his
barn for use at milking time. The dairyman's ob-
ject has been to increase the flow of milk from the
cows through the playing of soothing melodies,
and he declares that the experiment has fully
equaled his expectations.
There has been a marked increase in the flow
of milk and the cows appear to fully appreciate
the music, as they are as gentle as lambs. Harrat
claims that the average increase from each cow
is about two quarts, and he believes that it will
be still larger as the season advances.
I. W. Guisinger, a well-known piano dealer of
Fayetteville, Ark., was a visitor to New York early
in the month. While here Mr. Guisinger, who
maintains a successful Victor department; ' spe'nt
some time at the headquarters of the New York
Talking Machine Co., 81 Chambers street.
Twelve Years
of Service
Giving
That's our record.
We know the
thing a dealer ap-
preciates most is
service — quick
service.
The principal
Victor dealers
throughout Ohio
"bank" on us to
give them the
goods— quick.
To be sure, at
times we are short
on goods, but who
isn't ?
What we have
you get quick.
Just let us have
that next order,
please.
The Perry B. Whitsit Co.
COLUMBUS, OHIO
THE TALKING MACHINE WORLD.
LOUIS XVI
Model A450, Circassian
Walnut, $450.00
Model A400, Mahogany,
$400.00
SHERAT
Model A275 M
hogany, li
Plain. $23 0
Permanency
Ever think how many things there are about
an Edison Phonograph associated with the idea of
permanency ?
There's the permanent diamond point that has done away forever with the bother
of changing needles. There's the Edison record, impervious to wear, practically inde-
structible, and there's the never changing efficiency of the motor. Above all, there's
the permanency of the Edison Phonograph's tone quality that makes it the constant
leader.
All these things mean the permanent enthusiasm of permanent customers. In
Model A80.
$80.00
Mahogany.
Thomas A. Edison, Ike
Model A3C, &
Model A200, Mahogany
and Oak, $200.00
cassian
$300.00
THE TALKING MACHINE WORLD.
9
RATON
\290, Ma-
y. Inlaid
quetry,
00
LOUIS XV
Model A425. Circassian
Walnut, $425.00
Model A3 75, Mahogany,
$375.00
pasmodic sales to stray purchasers there's no profit to you. You want customers
/ho will come back to you with new trade because they are convinced that the Edison
'honograph is the one instrument that they can go on enthusing over. You're after
le type of customer who shares his enthusiasm with his friends, and who's interested
i every phase of the phonograph's development.
To meet every demand of all sorts of customers it is necessary that you handle
full line of Edison Phonographs. It's no trouble to create the desire for an Edison
Ponograph. The customer who hears a few records played inevitably and instantly
cquires it. But you do not want to let that man go out of your store unsatisfied
iccause he cannot find the type of instrument that he wants at the price he
/ants to pay.
We will gladly send you the name of the nearest jobber who will tell you about
erms and prices.
Lakeside Ave., Orange, N. J.
Model B60, Oak, $60.00
Model A 1 50, Mahogany
and Oak. $150.00
10
THE TALKING MACHINE WORLt).
ervice
The past several weeks have been active at the
Victor factory in Camden on account of the Lubin
Co.. taking moving pictures of the various depart-
ments, which were shown to the dealers during
the convention. This exhibition was no doubt one
of the features of the convention.
Connor & O'Neill report their business at 103
South Twelfth street has been keeping up very
well. They are doing an exceptionally heavy re-
pair and adjustment work, which is in charge of
W. A. Sheppard, a man of wide experience.
Emil Bauer is continuing to act as special selling
agent for thhe Keen-o-Phone talking machines,
with offices at 214-18 South Twelfth street. He is
disposing of all the stock still on hand.
Manager Eckhart, o.f the Pennsylvania Talking
Machine Co., who has refurnished his private of-
fice, says he is very optimistic over the business
situation and believes he is justified in getting
ready for the biggest fall business his firm has
ever had. He has been making a flying visit among
ntelligent
VICTOR
DISTRIBUTOR
reatment
TRADE ADVANCE IN OUAKER CITY
For the Six Months of 1914 Reported by
Majority of Talking Machjne Men — Pre-
paring for Lively Fall — Wanamaker Depart-
ment Enlarged — Attend Jobbers' Convention.
(Special to The Talking Machine World.)
Philadelphia, Pa., July 9.— And still the busi-
ness in Philadelphia is showing a substantial ad-
vance. During every one of the first six months
of this year the Philadelphia dealers in talking
machines have run considerably ahead of last year.
The dealers are not so certain that this condition
will continue, although naturally they are hoping
for the best.
There is very little change in the situation here
and no new dealers have entered the field. The
firms all seem to be preparing fo.r a hot fall cam-
paign. The Edison proposition was sprung upon
the dealers pretty late in the active season, and
those who have taken that instrument are laying
low, awaiting developments.
Wanamakers have made a great improvement in
their talking machine department and have doubled
their number of booths, which brings their Louis
XIV room in the center of the department, and
which they will hereafter use as a demonstration
room for the general public. On the days follow-
ing the arrival of the new Victor records this room
is overcrowded with enthusiasts. They will not
use all of the new roo.ms they have constructed
for their talking machine department, but will de-
vote several of them to small goods, which are
now across the aisle on the same floor. They will
go more extensively into the handling of such
go.ods the coming active season. Both Manager
Comerer and J. C. Angle attended the sessions
at the Atlantic City convention this week.
All three members of the firm of H. A. Wey-
mann & Son are at Atlantic City most of the week,
and will be at Harry W. Weymann's cottage at
Chelsea. The head of the firm reports that the
talking machine business has been very active.
all of his dealers and is well satisfied with condi-
tions as he found them. Mr. Eckhart is shaping
matters so that he will be able to take a short trip
to. Europe at the end of July. One day early this
week Mr. Eckhart was in Atlantic City assisting
in the installation of the Columbia Grafonola at
"The Garden of Dances," one of the greatest
dance halls in America.
Louis Buehn has added another man, George L.
Austin, to his Edison dictating machine depart-
ment. He has done a heavy business in this de-
partment in June, having placed new machines
with the Barber Asphalt Co., the Millville, N. J.,
Manufacturing Co., H. C. Kahn, the big instalment
man ; John T. Lewis Bro.s., R. G. Dun & Co., the
Philadelphia Electric Co., the Lehigh Coal & Navi-
gation Co. and the New England Cotton Co. Like
the other firms here, Mr. Buehn notes a substan-
tial increase in his talking machine department.
During June the Strawbridge & Clothier firm
held its forty-sixth anniversary and advertised
it heavily, and in consequence it had a greatly
increased business, which affected its piano and
talking machine departments to the extent that in
the latter it sold more than double the number
of machines it did during June of a year ago,
and an even greater percentage of records.
Gimbels have their plans laid for an extensive
enlargement o.f their talking machine department
this fall.
NORTHERN OHIO DEALERS ORGANIZE.
Form Organization at Meeting Held in Cleve-
land and Elect Officers — Plan to Hold Month-
ly Meetings to Discuss Trade Promotion.
(Special to The Talking Machine World.)
Cleveland, O., July 8. — The Victor talking ma-
chine dealers of northern Ohio have organized an
association, and held their first meeting in the Ad-
vertising Club rooms at the Hollenden Hotel, June
1. There were twenty of the local dealers and
jobbers present. The following officers were
elected: 'W. G. Bowie, president, of the B. Dreh-
er's Sons Co. ; O. E. Kellogg, vice-president, of the
H. E. McMillin & Son Co. ; G. F. Smith, secretary,
o.f the Euclid Music Co., and R. W. Schirring,
treasurer, of the Caldwell Piano Co. The exec-
utive committee consists of the officers and Phillip
Dorn, of the Collister & Sayle Co.; P. J. Towell,
of the Eclipse Musical Co., and James Card, of the
W. H. Buescher & Sons Co. The association will
meet the second Monday of each month and dis-
cuss plans for the promotion and elevation of trade
interests, and for social intercourse.
Valabhdas Runchordas, of the Talking Machine
& Indian Record Co., whose main office is in Bom-
bay, India, sailed from that city recently for
Europe. It is his intention to visit Switzerland,
and from there he goes to London, Berlin, Ham-
burg and possibly New York. The Talking Ma-
chine & Indian Record Co. has built up a great
business in India, and issues a lot of literature
covering talking machines and records, which is
published in English and in the native languages.
Catisfied
SERVICE
NEW YORK CITY
THE TALKING MACHINE WORLD.
11
Columbia dealers are holding a mid-
summer Convention of their own, largely
attended by people who have money
to spend.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
CLEVELAND DEALERS ARE REPLENISHING STOCKS.
Will Not Be Caught Napping the Coming
Quite as Brisk as Previous Months — W.
for Exclusive Jobbing Business — Masters
Fall and Winter — Business, However, Not
H. Buescher & Sons Co. Lease Warerooms
of Dancing Praise the Columbia Grafonola.
(Special to The Talking Machine World.)
Cleveland, 0„ July 8. — There has been no ma-
terial change in the talking machine trade in Cleve-
land during the past mo.nth. Business was not
quite so brisk generally, but the volume was suffi-
cient to keep the dealers busy and hopefully confi-
dent. Dealers are all putting forth efforts to in-
crease business and are replenishing stocks to meet
increasing demands. While there is still some com-
plaint among Victor dealers, supplies are more
readily obtained than heretofore, and there is a
better feeling in the respect all around.
The W. H. Buescher & Sons Co. has leased a
wareroom containing 11,000 square feet of space on
Chestnut street, where an exclusive Victor jobbing
store has been opened. The new store is one block
from the present retail location. It has been fitted
up in attractive style, with special facilities for
handling the business expeditiously.
Warren L. Kellogg, traveling representative of
the Victor Co., Camden, a brother of O. E. Kellogg,
secretary of the H. E. McMillin & Son Co., was a
visitor at the store recently.
F. D. Witt, of the Witt Music Co., at Lorain
and Elyria, Columbia dealer, was a visitor at the
local Columbia store this week. He said business
was satisfactory and as good as expected at this
season of the year. The following new Columbia
dealers were scheduled at the local store the past
month: W. H. Hetrick & Co., Oak Harbor, O.;
J V. Hartel, Barberton and Wadswo.rth, O. ; Car-
nahan Music Store, Ravenna, O.
Notwithstanding the fact that weather condi-
tions have been adverse, the business of the Grafo-
nola Co. has far exceeded the expectations of Mr.
Routh, who says he believes in going after outside
business strong, and that even in the hottest
weather, when people will not stir from their
homes, they will buy if the goods are taken to
them. An auto, he says, is of great assistance in
cooling the customer off on a hot evening and put-
ting him in a frame of mind to purchase a $200
Grafonola when he contemplates an investment o.f
a $50 machine.
The Eclipse Musical Co., notwithstanding the
slowing down in business, is doing nicely in both
the wholesale and retail departments. Good sales
of Victor machines are being made.
Phil Dorn, of the Collister & ayle Co., says
business is good, considerably ahead of last year at
this season, and that the prospects are flattering.
Manager Madson, of the Columbia store, was
greatly pleased at the receipt of the following
communication, dated Pittsburgh, Pa., June 15,
1914, and addressed to the Columbia Graphophone
Co., Cleveland. It read :
'^Gentlemen : At a regular meeting of the Amer-
ican National Association Masters of Dancing, in
convention at the Hotel Statler, Cleveland, O., this
convention highly indorses and recommends the
use of Columbia Grafono.las and Columbia dance
records for the use of our members. Your records
are played in perfect dance time and their repro-
duction by your instruments enables us to enthusi-
astically indorse your product for o.ur use. Very
truly yours, The American National Association
Masters of Dancing, Thomas McDougall, Secre-
tary."
The Phonograph Co. registered the usual quota
of Edison business during the past month. Mr.
Bloom, secretary, stated trade was moving briskly,
about normal for the season. Retail dealers, he
said, were doing well all along the line.
.The H. E. McMillin & Son Co. has been making
a number of improvements in the Victrola depart-
ment during the past month, but it evidently has
not interfered with the demand for sales of Vic-
tors. Mr. Kellogg expressed himself pleased witn
the showing.
Mr. McNulty, of the Union Specialty & Plating
Co., is a very happy man these days, owing to the
fact that there is no let-up to the demand fo.r
Union talking machine specialties. He says every-
thing is running nicely, and that the factory is
kept busy continuously on its products.
Activity is manifest in the talking machine and
music department of the Bailey Co., and Mr. Fried-
lander reports some excellent sales of machines and
records during the past month.
The various members of the trade are all most
optimistic regarding the prospects for the late sum-
mer and fall, and this is the report made by T. A.
Davies, manager of the talking machine department
of William Taylor, Son & Co.; R. W. Shirring,
manager of the talking machine department of the
Caldwell Piano Co.; the Euclid Music Co., W. H.
Buescher & Sons Co. and H. M. Brainard Co.
BUYING A RECORD.
An Experience Rather Familiar to Salesmen
in the Talking Machine Store, but Which
Is Interesting to the General Public.
He rushed into, the talking machine department
of the store about 5 o'clock in the afternoon and
sand to the young woman in charge :
"My wife told me to run in here and get a 12-
inch record o,f — let me see; oh, what is it? Well,
I can't remember it. I've got it written down
somewhere. Just let me find it."
But a five minute search through his multi-
tudinous pockets failed to find a trace of his mem-
orandum, and he was mwch perturbed.
"She's got to have it to-night, too," he continued.
"Lot o.f people coming to spend the evening. Very
musical, too. They'll all want to hear this."
"Is it a song or an instrumental number?" help-
fully asked the young woman.
"Blamed if I can tell you," rasped the customer,
"and I've only ten minutes to get my car, too..
Have to wait twenty minutes if I miss that one.
Let's see. As near as I can remamber it's some-
thing about pegs. I think I'd know it if I heard
it. Pegs, I think it is. Yes, pegs. What have you
got in fresh pegs, I mean just pegs?"
The nonplussed saleswoman thought a moment
and suggested "Peg o' My Heart."
"No, that isn't it," fumed the little man, "nothin'
as sensible as that. I'd 'a' remembered that."
"Well, perhaps it's a violin solo of Paganini's."
"Nope. You're nearer, though. It's about as
crazy as that. Try again."
"Well, we have a comic number called 'Peg
Along;' could that be it?"
"Oh, no, no, no ! That isn't it. It's something
highfalutin."
"Well, it may not be peg at all. Might it not
be nail, tack, screw or tie? How about 'Thais?'"
"Nothin' do.in'. It's peg, as near as I could get
it on the paper wife wrote out for me."
After another five minutes kad been wasted the
young woman had an inspiration. She handed him
a catalog and said :
"Suppose you look over this ; you may see it."
He grabbed it out o.f her extended hand, clapped
a pair of eyeglasses upon his eyes, opened his
mouth and was soon going down the list with an
index finger. In a minute more he was pointing
to the prologue from "Pagliacci," as sung by
Scotti, and exclaiming:
"Here it is ! Here it is ! Didn't I tell you it
lo.oked something like peg? Get me one and wrap
it up, quick. How much? Here you are, even
change. Now give it to me and let me run. I'll
make that car yet. And next time wife wants
some of that dago canned stuff she can get it
herself!" — The Sun.
THE TALKING MACHINE CO.
OF TEXAS
Exclusively Wholesale
AUSTIN, TEXAS
12
THE TALKING MACHINE WORLD.
^TALKING ^
EDWARD LYMAN BILL, - - - Editor and Proprietor.
J. B. SPILLANE, Managing Editor.
Trade Representatives: Glad. Henderson, C. Chace, L. E. Bowers, B. Brittaik Wilson,
A. J. Nicklin, August J. Timpe, L M. Robinson.
Boston: John H. Wilson, 324 Washington Street.
Chicago Olllce E. P. Van Harlingen, Consumers' Building, 220 South State Street.
Henry S. Kingwill, Associate. Telephone, Wabash 5774.
London, Eng., Olllce : 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Manager.
Representatives lor Germany and Austria: Verlag Nec Sinit, Berlin C. 19, Ross-Strasse 6,
Germany. Geo. Rothgiesser, Director.
The Talking Machine World has regular correspondents located in all of the prin-
cipal cities throughout America.
Published the 15th of every month at 373 Fourth Ave., New York.
SUBSCRIPTION (including postage). United States, Mexico, $1.00 per Year; Canada,
$1.25; all other countries, $1.75.
ADVERTISEMENTS: $3.00 per inch, single column, per insertion. On quarterly or yearly
contracts a special discount is allowed. Advertising pages, $100.00.
REMITTANCES: should be made payable to Edward Lyman Bill by check or Pott Office
Money Order. 1
^"NOTICE TO ADVERTISERS. — Advertising copy should
reach this office by the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.
Long Distance Telephones — Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.
NEW YORK, JULY 15, 1914.
THE 1914 Convention of the National Association of Talking
Machine Jobbers is fully reported elsewhere in this publica-
tion, and unquestionably every member of the trade who journeyed
to Atlantic City to attend the national meet felt more than repaid
by what he heard and what he saw.
The members of the Committee of Arrangements certainly de-
serve credit for the excellent manner in which they worked out all
the details in connection with the Convention program. They over-
looked nothing which would make for the entertainment of the
delegates, and certainly a record was established which will be
difficult to overtop in future years.
The demonstration given by the Victor Talking Machine Co.
by a series of moving pictures of the different departments of the
Victor factory was a remarkable contribution to the entertainment
of the Conventionists. Never before in the history of conventions
have the selling forces of an industry been permitted to view in
detail by a series of moving pictures an entire factory organization.
At an expense of thousands of dollars the Victor directors pre-
sented an actual demonstration of the different departments of their
enterprise. Even if all of the beholders had been permitted to view
the factories individually they could hardly have gotten such a com-
prehensive idea of the entire manufacturing enterprise as was pre-
sented to them by the means of moving pictures at the Atlantic City
Convention.
There are few manufacturing firms in the world, if any, who
would have gone to such an expense in order to show the workings
of their creative department to their representatives. The Victor
Co., however, has never stopped at the cost of any enterprise which
it deemed of benefit to its factors.
The inner glimpses of the Victor factory were entertaining
and instructive, and needless to add, the social part of the Victor
entertainment was along the same generous lines which has char-
acterized the hospitality of the Victor officials on former occasions.
When you say that an entertainment was up to the Victor
grade, it means that there was nothing left undone that could have
added to the pleasure and comfort of the guests.
HERE is no denying the fact that the general business of the
country is not up to grade.
There is no denying the fact that trade in all lines is suffering,
and there is no denying the fact that this condition is not merely
psychological. You cannot supply a man with psychological busi-
ness and psychological money and help him out of a depressed
condition when he wants actual trade and hard cash.
There is no denying the fact that the people as a whole are
interested in seeing this country adjust itself to the present condi-
tions before new and possibly indigestible laws are placed upon our
statutes.
There is no denying the fact that the country as a whole will
take an optimistic view of the business future if the politicians will
only permit them an opportunity to do so.
There is no denying the fact that one of the best reasons for
optimism at the present time is found in the promise of abundant
crops.
There is no denying the fact that this condition will help im-
measurably to pump new life into the dried arteries of trade.
The wealth of the harvest fields will soon be a powerful factor
in aiding stagnant trade, but how about the talking machine busi-
ness? That is of particular interest to World readers.
Talking machine dealers certainly rank among the most fortu-
nate of all men engaged in trade, and, during the summer, which
is admittedly dull, the talking machine institutions are busy.
And why?
Because the summer hotels, camping out parties, country clubs
and yacht clubs are all purchasers of talking machines and records.
Now that all of the world is out of doors, all the world de-
mands to be entertained, and the great big national entertainer is
the talking machine.
It is surprising how the talking machine has superseded instru-
mental musicians in every way. Take the thousands of informal
dances — it is the talking machine that supplies the music rather
than some local orchestra. Now that the "the dansant" has cap-
tured the world, the talking machine comes in as its chief acces-
sory. Go out to almost any summer hotel and you will find not
merely one little dancing party, but a number during the evening,
and you will find the one source supplying the musical entertain-
ment is the talking machine.
The unusual summer activity in talking machine circles is but
a logical development of the tango spirit which has been pulsing
through all America during the winter months. This is a spirit
that the live talking machine dealers are profiting by. They realize
the strength of their position and they are improving it as they
should.
VACATION time makes the talking machine business good in
every part of the country, and there is precisely where the
men in the trade to which The World directly appeals are in an
enviable position compared with the general merchant; but this
business will not come to every man unless he improves his oppor-
tunities. That is hardly to be expected, but we are perfectly cor-
rect in saying that the talking machine dealer belongs to the trade
elect more especially this summer than during any other. Instead
of the season being a stagnant one, it should be particularly good,
and it will be if the progressive element of the trade realizes what
taking advantage of the tango, hesitation, maxixe, one-step condi-
tion means.
If every dealer would make a systematic campaign of his local
territory — figure out the number of summer hotels, boarding houses,
outdoor clubs and parties and canvass them, he would win profitable
trade in return for his efforts. Get out attractive literature to the
managers, show them how the talking machine will aid as an en-
tertainer, that it should be a feature that they cannot overlook.
Make all those points clear, not once but several times. In other
words, improve the present opportunities to the utmost. Go at the
development of summer trade with well directed effort, because to
succeed even moderately well one must concentrate, and in that
way direct results may be secured.
IT is useless to say that trade will come crowding in at your door,
even if you have a most attractive proposition. To assume
such a condition is to admit business defeat and to show incom-
petence.
The day of random effort is past. Definiteness and concen-
tration make for the elimination of useless effort.
Concentrating your efforts intelligently upon the building
up of the talking machine trade during the summer months will
insure you success. It will stamp you as an efficient business man
and show that you realize the trade possibilities of your profession.
Scan the history of the big and successful houses in this trade,
THE TALKING MACHINE WORLD.
13
or in any other trade for that matter, and you will find invariably
that they pursued a definite business policy — that they concentrated
their efforts along certain lines until they succeeded, and then moved
on to other points.
THE man who wins is the one who concentrates and who devotes
himself to his work, and does not the talking machine with
its wonderful entertainment possibilities come in as a rare trade
stimulator during vacation?
Try concentrated action on the development of your summer
trade. Get right down to brass tacks and make up your mind to
do your work well.
Succeed ! Of course, you will. But do not stop in thinking
success — work for success. Keep at it and the results will astonish
you.
Really the more one goes into the entertaining powers of the
talking machine the more admiration must be developed for it, and
right here is where salesmen could materially aid in building up
their own income earning powers — if they would place a little more
enthusiasm — ginger, if you will — into their work.
This can be accomplished by increasing their interest in the
possibilities of the talking machine, not merely as a means to
build an income for themselves, but as a means to entertain and
charm purchasers.
It truly is a marvelous creation and the more you analyze it, the
more you go into it, so much the more those essential features be-
come impressed upon our being.
Develop new trade in hot weather? Of course, yo"u can, and
plenty of it.
VERY talking machine dealer in these good old United States
-/ should read The World. Thousands of them do, and they
secure from it pointers which are of value to them.
Live advertisers know that The World is read, and that as a
business getter its power is growing all the while.
The progressive jobbers know that publicity in The World
columns pays them and it keeps their business constantly before the
dealers of their territory.
Here is a communication received from the manager of the
Little One-der Co., of Nashville, Tenn., manufacturer of a recently
perfected accessory. Under date of June 20 the manager writes
to The World:
"During the last 20 years I have spent possibly millions of
dollars in advertising in trade papers — more particularly in engi-
neering papers, steel papers and those devoted to the coal industry.
I have come across some good ones, but, speaking of trade papers,
I want to tell you that The Talking Machine World, in my opinion,
is the 'daddy' of them all.
"I got my copy last night, containing our advertisement, and,
of course, there has hardly been time for your subscribers to read
their copies and send a letter through the mails to reach here.
Notwithstanding this fact, in this morning's mail we have four
orders — which, I may say, is more than I got from all of my adver-
tising in some of the big associated magazines and in some of the
well-known weekly and monthly national magazines — the cost of
advertising in same being an approximate total of $200.
"I look upon this morning's mail as a beginning, and, if it
keeps up this way, I don't kno'w just where we will finish.
"Another thing, whereas the orders from the magazines are
from consumers who order one attachment, your orders are from
dealers who order in bulk.
"Needless to say, I want you ta continue the advertisement —
although the results are so good we do not seem to need any more
advertising.
"This letter is quite unsolicited, and if you care to use it in
advocating your magazine as the most successful medium for bring-
ing quickly to dealers the merits of a new device, you are at perfect
liberty to do so."
Get The World habit — it is good to have. J. H. Hoffay, Lon-
don, writes: "I have received four hundred replies to a single
advertisement in the May World.-'
These are just two of the many illustrations showing that The
World as a stimulating power to trade is excellent. If you are a
jobber be proud of your business, as you should be, represented
in every issue of the one paper which fairly and thoroughly repre-
sents yotir trade.
THE DITSON BUILDING AT BOSTON.
Vict
or
s
ervice
Is Supreme in
New England
Your first order will prove
this fast and complete
Machines and Records.
OLIVER DITSON COMPANY
BOSTON, MASS.
14
THE TALKING MACHINE WORLD.
We will help you
make money in 33
languages
How many foreigners are
there in your locality?
Italian, Hungarian, Ger-
man, Jewish, Bohemian,
Russian, Swedish, Polish
— or whatever their
mother- tongue
may be?
Do you realize how
anxious they are to
spend their money in
your store?
Columbia Records — a splen-
repertory in all of the
lowing languages — and a
correct catalog for each:
Arabic-Syrian
Armenian
Bohemian
Chinese
Cuban
Danish
YOU know well enough that music means ten times more to the foreigner in your town
than to the American citizen. Especially the music of his own native land — and even
more especially if it is sung by the best known artists and played by the best known
instrumentalists of his own country — names as familiar to him as your own front
door is to you.
We are now prepared not only with a remarkable series of records in 33 languages and
dialects, but with the means of getting the business for you.
Our Foreign Record Department will co-operate with you to the limit ; we can tell you
very nearly how many foreigners there are in reach of your store — and we have a pretty clear
idea of what language they speak, too. And we can tell you just how to go about bringing them
in. It's the easiest thing in the world — once you have been put in touch with them they will
come to you.
The Columbia repertory of foreign records is by far the biggest and best in every language.
Most of them were recorded in Europe, and all of them are in the pure native language or dialect.
Good business in every month of the year — no dull summer months for you if you have
this highly profitable foreign trade coming in. We can tell you how, and we can help you do it!
Finnish
French-
Canadian
Gaelic
German-Austrian
Greek
Hawaiian
Hebrew- Jewish
Hungarian
Italian-Neapolitan
Japanese
Javanese
Lithuanian
Mexican
Norwegian
Polish
Portuguese
Roumanian
Russian
Ruthenian
Scotch
Serbo-Croatian
Slavish- ( Krainer )
Slovak
Spanish
Swedish
Turkish
Welsh
Write for particulars to the Foreign Record Department
102 West Thirty-Eighth Street, New York City
Graphophone Company, Woolworth Bldg., N. Y.
THE TALKING MACHINE WORLD.
15
For every argument that might occur to you
as to the wisdom of not carrying Columbia
Grafonolas and Records along with competitive
product we will show you a letter from a
dealer who has gotten by the argument stage
and has the proof right in his bankbook.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
TRADE NEWS FROM CINCINNATI.
Cable Company Installs Victrola Department —
Leading Jobbers Report an Excellent Volume
of June Business Despite Unusually Hot
Weather — Second Hand Talking Machines
Utilized for Children's Playgrounds.
(Special to The Talking Machine World.)
Cincinnati, O., July 7. — One of the real sur-
prises of the past month was the announcement
that the Cable Company's branch in this city
would soon have a Victrola department. In fact
Wholesale Manager Summey is now looking for
an enterprising manager, and is already figuring
on letting contracts for a series o.f booths with a
view of having these ready for (business by
August 1. Some stationery, calling attention to
the new field of this piano house, has made its
appearance.
Manager Rudolph Dittrich, of the talking ma-
chine department of the Rudolph Wurlitzer Co.,
left Thursday evening for Atlantic City, to take
part in the annual meeting of the talking machine
jobbers which opened Monday. Just before leav-
ing, in speaking of the business in his depart-
ment, he said :
"The month of June being one o.f the hottest
and driest on record in Cincinnati, naturally did
not slw.w favoraWe conditions for the talking
machine trade, but even with adverse conditions
existing, we made a very creditable showing. With
the people leaving in large numbers for summer
resorts, and with the remaining number much in-
terested in planning their vacations, there was
comparatively very little opportunity of pushing
the sale of Victor goods very extensively. The
exception which the demand for small Victrolas
created modified the conditions somewhat."
The new Victrolas, Styles Nos. 10 and 11, have
been received and have made a great impression
on the trade. There is no question but what
these improvements will greatly increase the sales
of these two popular types and that they will de-
velop a field o.f their own without injuring to any
great extent the sales of Victrolas Nos. 14 and 16.
The local Columbia store reports remarkably
go.od business, both wholesale and retail, in June.
In speaking of the matter Manager Whelen said:
"When you consider that it was June, we more
than held our own and we anticipate a goo.d
summer business. We feel, considering what
others say, that we are fortunate. The dance
craze still continues and is an added stimulus to
the summer business. „ We have had especially
heavy calls for the new dance instruction records
both retail and from the dealers.
"The exclusive -engagement of Joan Sawyer,
the famous dancing star, and her Persian Garden
Orchestra brings another of the most famous
dancers of the day into association with the 'Co-
lumbia Co., and her records have created quite a
furore among the dance loving public."
Ben L. Brown, the assistant manager of the local
Columbia store, was in New York the first of the
month visiting the executive offices and making a
tour of the factory at Bridgeport.
Cliff Herdman, formerly connected with the Co-
lumbia Graphophone store in this city, but now
manager at St. Paul, Minn., spent ten days in Cin-
cinnati renewing old acquaintances. Mr. Herd-
man was always a favorite and his visit was very
much enjoyed by his former associates in the Cin-
cinnati store.
J. D. Westervelt, supervisor of Dictaphone
agencies made a flying trip to Cincinnati and left
very well satisfied with the local Dictaphone sit-
uation.
The Lyric Piano Co. enjoyed a- fairly good
business last mo.nth. The Victrola department of
the Otto Grau Piano Co. is now well established
and has proven quite a success. Mr. Strief, man-
ager of the Victrola department of the Milner
Musical Co., is disposing of all second-hand talking
machines of obsolete makes, but which are in
goo.d running condition and capable of making
good music in an original and very useful manner.
He is turning these machines over to the Board
of Park Commissioners for use in the Children's
Playgrounds. Cincinnati takes considerable pride
in her splendid parks and playgrounds. A num-
ber of the playgrounds already have piano.s and
with a talking machine furnished by the Milner
Musical Co. their equipment along the musical line
will be complete.
Business with the Milner Musical Co. has been
extremely satisfactory during the past month.
Many small outfits are being sold to campers and
to parties leaving the city for summer homes
along the Great Lakes.
THE MAN WH0JT00K ADVICE.
The Merchant Who Actually Succeeded in
Spite of the "Listen to Me Stuff."
Once upon a time (as all good fairy stories be-
gin) there was a man who actually took advice.
He was tTie joy and satisfaction of the entire
neighborhood; and whenever any gabby resident
of those parts ribbed up a lot of "now-listen-to-
rae" stuff, he knew that the man who lived in the
little gray house on the corner would eat it up and
ask for more.
The strange part of it was that after years of
advice-taking the man in the gray house kept right
on prospering. He didn't fail ; he didn't go into
the hands of a receiver; he didn't have to shoot
his life insurance into a pawnshop in order to pull
out a beefsteak, says the Whitaker Paper Co.'s
Paragraph.
So one day the Curious Guy in the middle of
the block spread his feet out, poked his finger at
the prosperous man's middle vest button, and de-
manded :
"What's your recipe?"
To which the Prosperous Man replied promptly:
"Why, I take everbody's advice. I've taken a lot
of yours, if you must know. It's hard to do,
but "
The Wise Guy shook his head. "I never knew it
to work before," said he in a whispered aside.
"But," continued the Prosperous Man, "I took
your advice and the advice of everybody else and
—coppered it — went the other way.
"Your advice is all in perfectly good condition,
stored away down cellar; any time you want it,
or any time any of my other good friends want it,
it's yours for the asking. Perfectly good, unused,
and worth exactly as much as the day it was
given to me."
Moral — But all of us don't know when to play
the red in place o.f the black !
READY REFERENCE OF GENERAL SUPPLIES
DEALERS
Send for our "Trial Proposition" on the
Regina Hexaphone — the latest and best pay-
ing popular priced coin-operated instrument
for use in public places.
211 Marbrldge Bldg.. 34th St. and Broadway, New York City
Manufacturers of Regina Music Boxes; Reginaphones ;
Coin-operated Mandolin Orchestrions; Vacuum
Cleaners and other specialties.
Mermod & Co.
505 Fifth Avenue New York
Manufacturers of
Talking Machine Supplies
Motors— Sapphire Points
Diamond Points a Specialty
Keep Your Record StocK with
Costs about $2.00 for 250 records for 50 years
Send for 20>page catalog
THE SYRACUSE WIRE WORKS,
SYRACUSE - - NEW YORK
16
THE TALKING MACHINE WORLD.
Albums for Victor, Columbia and Edison Records
We are making the most complete line of record albums on the market, including the
regular 16 or 17 pocket styles, and a new 12-pocket album, which adapts itself for use in
the new cabinets with flat shelves.
The new album for Edison disc records is made with the same care and precision and
of the same high-grade materials as our regular albums, except that it is spaced wider and
has ten pockets.
No More Scratching of Cabinets and Tables
All our albums are equipped with the new LEATHER COVERED RING PULL, which
makes the handling of the book easier than with the plain leather pull and has all the
practical advantages of the metal ring.
Write for full particulars and trade prices.
NEW YORK ALBUM & CARD CO., Inc., 23-25 Lispenard Street, New York
(Formerly New York Post Card Album Mfg. Co.)
MONTHLY TOTALS SHOW NO DULL TIMES IN ST. LOUIS
Despite Complaints in Other Lines — Collections Rather Slow, However, with Jobbing
Trade — Those Who Attended Convention — Jobbers Benefiting from Package Car Ser-
vice— Missouri Music Teachers Approve of Talking Machines — Columbia Co. News.
(Special to The Talking Machine World.)
St. Louis, Mo., July 8. — The talking machine
dealers of this community . are not complaining,
although they have been hit somewhat by the
dull business that appears to have pervaded all
lines throughout the country, but they will make
a better mark than they have in previous years in
monthly totals, which they says is abo.ut all that
they can expect. Advertising has been rather light
of late and the very unseasonable hot weather that
held this entire section of the country in such close
grip for three weeks caused a let up in the very
sharp demand for dance records. There was
the usual sharp increase in record sales for the
Fourth of July. The demand fo.r the last few
weeks has been running to rather smaller ma-
chines,
The jobbing trade reports rather slo.w collections,
but that always is the case in this country during
the season when farm work is especially heavy,
as the banks are making unusual demands be-
cause of the country's need for money. Cash
expenses keep the farmers from paying bills and
the flow of cash through the regular channels is
restricted, but the increase within a few weeks
will soon even things up.
Orders are fairly plentiful and of fair volume
despite the vacations everywhere and all jobbers
report excellent prospects for new dealers in the
early fall months.
Harry Levy, of the talking machine department
of Aeolian Hall, was not able to get east for the
Victor convention this year as he had hoped.
He is getting well settled in his new jobbing quar-
ters in the Furniture Exchange building and re-
ports that business is running smoothly under the
new arrangement.
E. C. Rauth, secretary of the Koerber-Brenner
Music Co., Victor jobbers, is planning a pleasant
trip after the Atlantic -City Convention. 'He went
from here .to Chicago to join the special car of
Northwestern jobbers, and after the conclusion of
the sessions he will join Lester Burchfield, of
Sanger Bros., of Dallas, and W. H. Reynalds, of
Mobile, and they will go to New Orleans on a non-
stop boat. Parham iWerlein, of New Orleans, is
expected to join them on this trip, and Mr. Rauth
probably will go from New Orleans to Mobile with
Mr. Reynalds fo.r a few days fishing on the Snap-
per banks near that city.
Mr. Rauth is now writing with his left hand,
much to the surprise of his associates, who declare
JUST TO REMIND YOU
THAT OUR LOCATION IS CENTRAL FOR ALL PARTS OF NEW
YORK AND BROOKLYN AND SURROUNDING TERRITORY.
OUR OFFICE AND STOCK ROOMS ARE ONLY ONE MINUTE'S
WALK FROM THE NEVINS STREET STATION OF THE SUBWAY,
AND TEN MINUTES' RIDE BY SUBWAY FROM NEW YORK CITY
HALL.
MESSENGER SERVICE TO ALL POINTS IN NEW YORK CITY.
VICTOR DISTRIBUTORS EXCLUSIVELY FOR 11 YEARS.
SERVICE EQUAL TO THE BEST.
BE AN "AMERICAN" DEALER
TELEPHONE 3762 MAIN
AMERICAN TALKING MACHINE CO.
368 LIVINGSTON ST.
BROOKLYN, N. Y.
that he writes better than he formerly did. The
change came about through a severe case of
writer's cramp which made his right hand entirely
undependable for writing, and he was forced to
learn to use his left, which he does very readily,
and reports writing co.mplete letters in long hand
by his new method.
Mr. Rauth recently has been giving considerable
attention to the movement to push the one-cent
postage bill and is meeting with a great deal of suc-
cess in organizing for this movement. He is prac-
tically a pioneer in this field.
Talking machine jobbers are among those who
are profiting largely through the package car serv-
ice recently inaugurated on the railroads out of
St. Louis through the Business Men's League, the
chief commercial organization in the city. The
service is designed to load merchandise for certain
districts in full cars to break bulk at a definite
po.int for distribution. It puts 'Nashville, Tenn.,
and some Carolina in the second day delivery
points and maps are issued showing in circles just
what way points can be reached on the second day.
The bulk breaking point usually is designated as
the beginning of the local freight run so that the
car can be taken out that day on the local freight
run and all po.ints reached the same day. It has
been thoroughly organized on all roads and for the
Southwest o.ften solid freight trains leave for a
second and third day point. The cars leave in the
evening on preferred freight runs and so seldom
miss their destination time that the result is prac-
tically an express delivery on freight platform at'
freight rate. As talking machines are seldom de-
livered from the jobbers in carlots, this gives to
them exactly the service they have been seeking
and , supplies up to a five-day service which reaches
the Coast both in the Northeast and Northwest.
It is not infrequently the case that local talking
machine jobbers ship regularly into, towns within
100 miles of other jobbers and perhaps 500 miles
from here with greater definiteness of arrival than
the near-by jobber where this service is not or-
ganized.
At the Silverstone Music 'Co. the Edison disc
machine continues to hold the entire fo.rce close to
high speed work, and they talk of jobbing business
"100 per cent, better than a year ago."
A recent caller there was J. H. Bennett, the Mis-
sourian, who recently concluded to go into the
talking machine business on the ground plan o.f
the sewing machine men of a generation ago, and
who has out a number of teams and men and some
crews working with autos selling machines into
the homes where summer boarders are, as well as
the prospero.us Ozark mountain home where board-
ers are not needed. Mr. Bennett was looking for
stock and was a liberal buyer of Edison cylinder
machines, as he confines his efforts to these ma-
chines and Columbias. He entertains no doubts as
to the success o.f his enterprise.
Miss Minnie Louise 'Sutter who, for a number
;of years, was in charge of the offices for Mr.
Silverstone, was married June 30 to W. W. Oel-
. wilier at the home of the bridegroom in Bethel,
• Conn. She resigned a month ago. The Silverstone
i
THE TALKING MACHINE WORLD.
17
Prepare for Fall Business
Increase Your Record Sales
BY PLACING THIS HANDSOME FLEXIBLE
COVER IN THE HANDS OF YOUR PATRONS
This attractive flexible cover is designed to hold the Victor or Columbia semi-
annual record catalog, and is bound in mahogany colored imitation lealher, and
lined with black silk cloth.
The price of this flexible cover is so low that it permits you to give same free
to your customers with the record catalog inclosed, thereby making a useful touvenir
and a permanent advertisement; or you may charge a nominal sum for it if you
desire. In lots of 1 00 or more, your name will be stamped on face of cover in gilt
lettering free of charge. Send 20c. in stamps for a sample cover, with special
trade prices.
NEW YORK ALBUM & CARD CO., Inc.
23-25 Lispenard Street, NEW YORK
(formerly New York Post Card Album Mfg. Co.)
force sent to the bride a congratulatory telegram
and a handsome present.
C. S. Gardner, the Edison factory representative
who has been working in this territory for six
months, has left for the East. During his stay in
this vicinity, Mr. Gardner placed Edison disc ma-
chines with more than forty dealers and became
well known to the trade and was much in demand
for straightening out sales tangles and machine
difficulties.
The Missouri Music Teachers' Association gave
the stamp of approval to talking machines, if ap-
plause is a reliable judge. W. L. Calhoun, a music
college proprietor of Carthage and Joplin, declared
in an address that approval o.f classical music was
more general than a few years ago. He declared
that the increased appreciation was due chiefly to
the influence of the talking machine and player-
piano.
"Mechanical music devices," he said, "have
put good music into the home." It is only neces-
sary for a man to hear good music for him to.
prefer it to the popular kind." The remarks were
freely applauded by the music teachers present.
Probably by the time this issue of The World
reaches its readers the Columbia Co.'s local
staff will be thoroughly settled in its new home.
There is practically nothing of the old building
left except the four walls. Floors, ceilings, roof
and all interior arrangements have been changed.
A ventilation system is installed and the interior
is being finished at this writing and then will come
new furniture, carpets, etc.
On the main floor, besides a handsome office suite
that can be enclosed or thrown open as may be the
wish, there are six demonstration booths with
record racks of easy access. The front part of
the floor will be used fo.r machine display. The
show window, larger than the two former win-
dows, is one of the handsomest on Olive street
and will admit of a splendid display. Retail Mana-
ger Duff will have desk room at one corner o.f the
display floor space. General Manager 'Reid will
have a private office and reception room at the
rear of the main floor with both the accounting
department and the order department within call
and the shipping rooms and repair departments
only a step away. Convenience, comfort and
beauty have all been considered in the new arrange-
ment. The lighting system is by the indirect sys-
tem with silver hangings for the glass bowls that
fits well into the dove and cream color scheme for
the entire room.
Of course, while these changes were being made
the departments were somewhat handicapped as to
business, but Manager Reid says the record for a
month will be a creditable one, and Retail Manager
Duffy has kept his force engaged by working on
the summer trade, which is sold chiefly away from
the store.
The entire Columbia force is looking forward,
to a seaso.n of big trade. Manager Reid talks of
the rain that came the first of the month in the
ideal season to relieve the fears in this section that
there would be no late fall crops to support the
bumper wheat crop that has been harvested.
Manager Seager, of the talking machine depart-
ment of The Vandervoort Music 'Salon, is doing
some unusual advertising work this summer. One
of his first ventures was sending a fine Victor ma-
chine to Kansas Gity on the special train for the
Elks who went there to attend the State meeting.
The B. 'P. O. E. boys fell in with the idea for
their amusement and they arranged for a "Tango
Car" which was devo.ted to music and dancing.
B. F. Martin, of the sales staff, accompanied the
car to attend to the talking machine and have gen-
eral charge of the amusement. The music made
quite an impression on members of the party.
His second move was to present a Victor ma-
chine and $200 worth of records to the museum
department of the Bo.ard of Education for the
training of teachers who care to investigate. This
part of the Board of Education work is practically
a training school for the city school teachers and
the records available for the machine are those
which fit into, the scheme of the school work and
they will be explained to the teachers who then
can carry the idea into their own work. In this
city about the only way to provide talking ma-
chines for the school is for the Patrons' Associa-
tion to buy the machines with funds which are
raised in connection with these organizations. Most
of the pianos in the schools are bought in the same
way and the teachers' wishes and expressed de-
sires have much to do with these purchases, as the
committees of the Patrons' Associations keep in
close touch with the school work.
A third innovation to the credit of Mr. Seager
is the introducing of a $200 Victrola into "Dream-
land," a popular dance hall, in the place of the
orchestra that is on duty in winter. The Victrola
is much liked because of the different character of
music that is possible for the intermissions.
The Field-Lippman Piano Stores are using the
billboards to. inform the public that in their talking
machine department the Victor, Columbia and Edi-
son Disc machines can be compared and the cus-
tomer is free to choose the one he likes the best.
The announcement is in rather unusual form, as it
is a full size, eight sheet bill and carries its message
in the fewest possible words in large, plain type,
and adds no comment and stands out well on the
large boards.
TEL=ELECTRIC CO. FALLS INTO LINE.
Arranges to Handle Talking Machines and Will
Carry the Entire Columbia Line.
The Columbia Graphophone Co.. closed a deal
last week with the Tel-Electric Co., 299 Fifth
avenue, New York, whereby this well-known piano
player house will handle the complete Columbia
line. Gilbert A. Pond, general sales manager of
the company, is well pleased with the outlook for
closing an excellent Columbia business with the
Tel-Electric clientele, and has made arrangements
to have constructed seven sound-proof demonstra-
tion rooms, which will be ready in a very short
while. The manager for this new Columbia de-
partment has not yet been selected, but will be an-
nounced next week.
ICTOR
A complete line of Victor products, from the smallest
repair part to the biggest model of machine. Every
shipment made promptly.
DISON
Cylinder goods, machines and records; full stocks and
immediate deliveries. A good popular-priced line for
most any territory.
Louis Buehn
Philadelphia
18
THE TALKING MACHINE WORLD.
SUMMER ADVERTISING CAMPAIGN IN MILWAUKEE
Is Being Carried on with Great Success — The Satisfactory Crop Outlook Means Enormous
Business in the Fall — Milwaukee System and Service Co. to Handle Edison Dictating
Machines — New Columbia Agencies — Some Striking Displays — News of Month.
(Special to The Talking Machine World.)
Milwaukee, Wis., July 9.— Milwaukee talking-
machine men believe that the excellent crop outlook
gives promise of a good future business, and every-
one is looking for a good fall trade.
There probably has not been a summer when
Milwaukee dealers have advertised so consistently
as they are doing this season. Practically all the
leading houses are running good-sized advertise-
ments in the local papers at stated intervals, and
the results which are being obtained have been en-
tirely satisfactory. One of the houses which has
been advertising especially strong is the J. B.
Bradford Piano Co., featuring the Victor line, and
officials o.f the company say that sales have held up
remarkably well.
McGreal for Congress.
Lawrence A. McGreal, formerly Edison jobber
in Milwaukee, and one of the former presidents
of the National Association of Talking Machine
Jobbers, has announced that he will be a candidate
for Congress on the Democratic ticket from the
Fifth Congressional District, comprising a portion
of the city of Milwaukee. Mr. McGreal is now
sheriff of Milwaukee County.
To Handle Edison Dictating Machines.
The Milwaukee System & Service Co. has been
organized to succeed the Tisch-Hine Co., 450 Jack-
son street, representative of the Edison dictating
machine, and will now act as distributer of this
machine for the entire State of 'Wisconsin. Of-
ficers of the new company have been elected as
follows : President, Julius Tisch ; vice-president,
William Finger; secretary and treasurer, A. B.
Cooper. William Tisch is acting as manager.
L. C. Parker, enterprising manager of the Victor
and piano departments at Gimbel Bros.' store, was
the only talking machine man in this city who. at-
tended the annual convention of the National As-
sociation of Piano Merchants held in New York
June 8, 9, 10 and 11. The Victor business at the
Gimbel store during the month of June attained a
new high mark for that month.
Takes the Victor Agency.
The Young Cash Store, at Hartford, Wis., has
taken up the agency for Victor goods in that city.
The store has arranged handsome new booths for
the demonstration of the Victor machines and is
meeting with much success in handling the line.
Paul A. Seeger, manager of the Victor depart-
ment at the Edmund Gram Music House, is espe-
cially well pleaded with the way the demand for the
large Victrolas has been maintained thus far this
season.
Enthusiastic Over Trade Outlook.
Officials of the Flanner-Hafsoos Piano House
are enthusiastic over the manner in which the
Edison disc machines are selling in Milwaukee.
The house took on the line only recently, but it
has met with a much larger business than it had
anticipated. Charles H. Schefft & Sons, 849 Third
street, carrying both the Victor and Edison goods,
and C. Niss & Sons, 697 Third street, featuring the
Edison goods, have been meeting with a brisk
business.
William Idle Succeeds Hope.
William Idle, who has been assisting William
A. Schmidt, manager of the Phonograph Co., of
Milwaukee, in locating new Edison dealers about
Wisconsin, has been made traveling wholesale
representative of the Tho.mas A. Edison Co., Inc.,
in Wisconsin and upper Michigan, succeeding
William P. Hope, who is now Edison jobber in
Kansas City. Mr. Idle is now spending his vaca-
tion at his home in the East. Mr. Idle and Mr.
Schmidt established eight new dealers on their re-
cent trip through Northern Michigan.
New Columbia Agents.
A. G. Kunde, 615 Grand avenue, Columbia jobber
and dealer, has established two* new Columbia
agencies in Milwaukee. Otto. Hausmann, who con-
ducts a retail business at 1208 Kinnickinnic avenue,
has taken on the agency for the Columbia goods
and is meeting with excellent success. Otto F.
Leidel, who opened a new retail piano store in
this city some time ago, is now featuring the. Co-
lumbia machines and records and is meeting with
a brisk business. Mr. Leidel has just moved into
first floor quarters at 879 Third street, where he is
arranging some attractive new booths. Mr.
Kunde expects to be located in his handsome new
store in the building which is being erected at
his former location, 516 Grand avenue, by Septem-
ber 1. The new store will have seven demonstra-
tion rooms and will be one of the finest retail
stores in Milwaukee.
Change of Name.
The name of the McGreal retail Victor store at
312 Grand avenue has been changed to the Backus
Victrola Shop. The final organization of the
Wisconsin Talking Machine Co., the jobber in this
State for the Victrola line, will be completed
within the near future, when officers will be
elected and other details perfected.
Victrola for Steamship Minnesota.
The Gensch-Smith Co., 730 Grand avenue, re-
cently sold a Victrola Style XIV. to the Crosby
Transportation Co., for use o the company's lake
vessel, "Minnesota," plying between Milwaukee and
Buffalo. 'Ah order for $50 worth of records ac-
companied the sale of the machine.
Striking Fourth of July Window.
J. H. Becker, Jr., manager of the Victor de-
partment of the Hoeffler Manufacturing Co., at-
tracted attention to the Hoeffler windows by a
novel Victor ante-July 4 display, bearing these
placards: "Celebrate the Fourth of July with a
Victrola ;" "Fireworks Dangerous and Don't Last
Long — A Victrola Keeps on Entertaining the Year
Around ;" "Spend a Safe and Sane Fourth — The
Victrola Plays Patriotic Music." Other interesting
window cards illuminated, showed photographs of
Alma Gluck, John McCormack and other Victor
stars, and called attention to the records by these
artists. The attractive windows, arranged by Mr.
Becker, have been a strong factor in bringing a
big business to the Hoeffler company. Manager
Becker says that trade during the month of June
was better than that experienced during April
and May.
Brieflets.
Roy J. Keith, of The Talking Machine Co., of
Chicago., and U. P. Gibbs, representing The Ru-
dolph Wurlitzer Co., recently called upon the Mil-
waukee trade.
THE EILERS TALKING MACHINE CO.
The Eilers Talking Machine Co., which was re-
cently incorporated in Seattle, Wash., with a capi-
tal stock of $25,000, is transacting a very excellent
business. The new firm is compo.sed of C. H.
Hopper, president and treasurer ; John W. Roberts,
vice-president, and Edward P. Kelly, secretary and
sales manager. They are all practical business men
and have had a long experience in the talking ma-
chine field. The company is occupying spacious
and well equipped quarters on the second floor of
the Eilers building, and all concerned are most
sanguine regarding the future of the talking ma-
chine business. The Victor, Edison and Columbia
Jines are handled.
EASY TO CRITICISE.
It is easy to sit in the sunshine
-And talk to the man in the shade;
It is easy to float in a well-trimmed boat,
And point out the place to wade.
But once we pass into the shadows,
We murmur and fret and frown,
And our length from the bank we shout for plank,
Or throw up our hands and go down.
It is easy to sit in our carriage
And counsel the man on foot;
But get down and walk, you'll change your talk,
As you feel the peg in your boot.
It is easy to tell the toiler
How best he can carry his pack;
But no one can rate a burden's weight
Until it has been on his back.
■ — The Poster.
"ANALYZING THE HUMAN VOICE."
In connection with the article on "Analyzing the
Human Voice," by Dr. Floyd S. Muckey, which
was reprinted on page 14 in The Talking Machine
World of last month by permission of the Scien-
tific American, there were several cuts used, two of
them showing a soprano solo and a tenor voice
sounding vo.wels, as they appear on Edison phono-
graph records. Through an error this fact was
omitted under the captions of these cuts, thus con-
fusing them with the illustrations and data in Dr.
Muckey's article.
Dr. Muckey desires it understood that the two
cuts were unauthorized by him and were not a
part of his original article. The extra cuts were
inserted by The World merely for the purpose of
adding to the trade interest in the article, and with
no desire to discredit Dr. Muckey or his work,
and we feel that this explanation, which we gladly
make, is due him.
To Southern Dealers
If you want to send your orders where they will be
FILLED—
If you want prompt and accurate service —
If you wish to deal with a distributor who takes
PERSONAL interest in YOUR success—
If you want your orders to go where they will be
appreciated —
If you want— in short— SATISFACTION-
SEND YOUR ORDERS TO
Reynalds Music House
W. H. REYNALDS, Prop. <
Victor Distributors Edison Cylinder Jobbers
167 Dauphin Street MOBILE, ALA.
The best-known trademark in the world
"The Victor talking machine's design, 'His Master's Voice,'
has become a household word, and the quaint little fox terrier at
attention before the horn is familiar to more Americans than any of
the world's great masterpieces." — Collier's Weekly.
The most valuable trademark in the world
Valuable to every Victor dealer — to the entire music trade.
It stands for all that is best in music. It is the mark of quality
that leads the way to music trade success; that brings with it profit
and prestige and insures continued prosperity.
"The future of our nationa
i
1. Kindergarten Games, Milwaukee, Wis.
2. Morris Dance, St. Cloud, Minn.
3. Music Appreciation, Fitchburg, Mass.
4. Folk Dancing, Weatherford, Tex.
5. Christmas Entertainment, Baltimore, Md.
6. High School hears Caruso, Temple, Tex.
7. "Study hard and the Victor will play," Seattle, Wash
8. Highland Fling, Council Bluffs, Iowa.
9. Csardas, New York City.
10. I See You, Rochester, N. Y.
11. Calisthenics, Denver, Col.
12. Butterfly Dance, Philadelphia.
13. Klapdans, Allentown, Pa.
14. Children's Games, Spokane, Wash.
15. Calisthenics, Fort Worth, Tex.
16. The Motif, Emporia, Kan.
17. Virginia Reel, Camden, N. J.
18. Eleven Nationalities, Seattle, Wash.
19. Physical Culture, Dallas, Tex.
20. May Pole Dance, Port Huron, Mich.
Just a few of the 5,0(0
Victor in a great variety <
than 1200 cities.
And this means that p
life of all these children, a>
the Victor idea right int» tr
This immense successor
only one of the big influent
greatest commercial succ
isic rests with the schools"
lildren who are using the
rs in the schools of more
:or is a part of the daily
~se children are carrying
lomes.
Victor in the schools'' is
has made the Victor the
e whole music industry.
21. Deaf girls watch teacher, Central Park, New York City.
22. Interpreting "Jewel Song" from Faust, Washington, D. C.
23. Classic Dance, Bloomington, 111.
24. Listening Lesson, Chicago, 111.
25. Calisthenics, Delaware, Ohio.
26. Elementary Class, Little Rock, Ark.
27. Opera Lecture, Athens, Tenn.
28. Wand Drill, Atlanta, Ga.
29. Melba Sings, Evanston, 111.
30. Appreciation, Brooklyn, N. Y.
31. Field Day, Tacoma, Wash.
32. Deaf Mutes hearing the Victor, Mount Airy, Philadelphia.
33. Moccasin Dance, St. Paul, Minn.
34. Little Lady of Six in Folk-Dance, Cleveland, Ohio.
35. Wand Drill, Springfield, Mo.
36. Marching — School Dismissal, Portland, Me.
37. Toothbrush Drill, Providence, R. I.
38. During Recess, Stockton, Cal.
39. Oxdansen, Berkeley, Cal.
40. Kindergarten, Cedar Rapids, Iowa.
The greatest musical industry in the world
The center of music trade activity. The dominant factor in
the prosperity of the music trade.
Its influence extends to every part of the world. Its products
have brought success to music dealers everywhere.
The growth of the immense Victor plant is co-incident
with the growth of Victor dealers. Every new addition has
carried them from one success to another still greater — and
the Victor factories and Victor business keep right on
growing.
Factory extensions, costing more than $1,500,000, are
being added this spring and summer to the Victor plant as
pictured above.
This is the Victor Company's answer to the demand for
more Victors, Victrolas and Victor Records.
THE TALKING MACHINE WORLD.
23
THE IMMACULATE SHOP AS A TRADE BOOSTER.
Have Your Store Clean to the Point of Spotlessness, Mr. Dealer, and Attract the Particular
Folks — A Few Illustrations of How Much a Spic and Span Establishment Will Aid Its
Owner in Acquiring the Most Exclusive Trade — Critical but Constructive Hints.
I do not mean to insinuate, Mr. Talker Man,
that you are not careful as to the general appear-
ance of your place of business; I am very sure
you are. The point is this: Are you careful to
the point of being what your employes may term
finical? If not, I would suggest that you acquire
the habit at once, for by so doing you will attract
a class of trade which now passes you by on its
way to. the immaculate shop up the avenue.
The immaculate shop makes a specialty of
cleanliness. From its show window to the most
inconspicuous corner of its record racks you may
search all day, if you like, and no fleck of dust or
plague-spreading fly will reward yo.ur efforts.
This place is clean !
The word "record" brings to mind an experience
of the writer along the proper channels for nar-
ration at this time, so please bear with him as
kindly as you can. He had occasion once, during
his brief career as a talking machine salesman, to.
purchase fifty records for a finical woman. Her
house, I will have you know, was famous for its
antagonism toward dirt. The most bescrubbed
cottage in Spotlesstown had nothing on her abode,
I assure yo.u.
Well, to resume, he bought the records for her
at a long-established and highly successful talking
machine store in his home town, never glimpsing
the storm clouds lifting themselves above his trade
horizon. He delivered the order in due course,
and was very much surprised to find in his morn-
ing mail a few days afterward, instead o.f the
check he expected, a letter from Mrs. S. asking
him to call and get his goods. Upon his arrival at
her home, she informed him in very strenuous
terms that she would not accept the filthy things,
and, with more force than diplomacy, accused him
of selling her a second-hand product. This ac-
cusation naturally made the writer rather sore,
for he had spent the greater part of a day pick-
ing out the selections he thought would most tickle
her fancy. Having done so, he felt that to be
treated in this absurd fashion was unpardonable,
and he told the lady so. By way of answer, she
raised a record carton from among its fellows and
blew sharply upon it. Like unto a sandstorm upon
the Sahara was the result.
"Now, young man," exclaimed the outraged cus-
tomer between coughs, "take these records back
and bring me some that are clean !"
This experience was made possible simply
through neglect on the part of the jobber in keep-
ing his stock free from dust. It put the writer in
bad with a good patron also, but at the same time
it proved beneficial, viz., thereafter when he had
an order to deliver he saw to it that the goods
were clean. They had to pass the high standard
set by Mrs. S., and that was going some.
Let us gaze into the show windo.w a moment,
Mr. Dealer. The general effect is very good. The
display is well executed and correctly set up, but
there prevails a certain lack of freshness. The
snap and ginger which the window gave out to the
passer-by when newly dressed has disappeared, and
in its place has come an air of dowdiness. Milady
is impresed with pretty things, but she demands
them freshly and daintily served. When she goes
tripping into the Cafe Dansant and orders her
lettuce sandwich and pot of tea, the lettuce must
be crisp and the napery well laundered, or Louie
is soundly scolded and made to try again. Thus
it is with your show window, Mr. Dealer, for she
will pass by your store on her way downtown
some day, and if you would have her pause and
admire, you must bedeck it in the style that will
. most attract her, which means that it must be im-
maculate as well as artistic.
Another thing that goes far toward making a
good impression along the line of cleanliness is
the careful dressing of employes. It is really
rather disgusting to do business with a talker shop
where the clerks are slovenly apparelled ; where
soiled collars, rusty footgear and dark finger nails
are the rule. I am very glad to be able to vo.uch
for the fact that this lack of attention to dress
among talking machine employes is greatly in the
minority, but it does exist, and therefore, is a
menace to trade.
Even though this condition of inelegance may
not be noticeable in your place of business, Mr.
Makes Specialty of Cleanliness.
Dealer, why not look the boys over when they
come in to-morrow, and, if there is room for im-
provement, suggest, in a fatherly manner, that
they take a few moments' mo.re time each morn-
ing in the preparation of their toilets. There is
absolutely no reason why they should take offense
at this request when they understand what it will
mean to you mutually to have the establishment
immaculate.
Oh, by the way, while upon this subject it might
be well to speak to them upon the theme of im-
maculate conversation. There is a tendency among
young clerks to prove their manliness by indulging
in remarks that are verging on the risque. I have
been in talker shops where I have listened to
stories fit only for a barroom, and, very often,
during the rendition of such a yarn there was a
lady within hearing. Is not this very wrong?
Does it not place the establishment where it is
allowed to occur upon a low plane?
I do not mean to infer that these young racon-
teurs of the risque are vicious citizens ; far from
it. They are entering the borderland of ma-
turity, when all things blase seem clever, and a
heart-to-heart talk with their bo.ss will give them
just the proper impetus in the right direction, and
if delivered at the psychological moment will cor-
rect this evil. Try it and see.
I received from a talking machine dealer the
other day a beautiful booklet. From the stand-
point of the author, the artist and the publisher it
was a triumph, but from cover to. cover it was
decorated throughout with grimy finger marks.
The hands that prepared that pamphlet for mailing
had not been on speaking terms with soap and
water for "some considerable period," as Harry
Lauder says it. Now, honestly, is it not lamenta-
ble that an artistic creation, upo.n which three
skilled minds labored with infinite success, should
be marred through the medium of a pair of dirty
hands?
Are you sure, Mr. Dealer, that your literature
is going out to your customers as clean and bright
as it comes to you from the printer or the factory?
I would look this matter up if I were you and
satisfy yourself that your advertising is as clean
as your shelves, your window, and the collars of
your clerks.
I will end this little talk about immaculate things
by telling yo.u of how great value the talking
machine has proven to the Chautauqua. The
Chautauqua of which I speak has its home in
Swarthmore, Pa., from which quaint town it sends
out to the country at large 200 branches. Each
branch gives, inside its spacious tent, clean and
highly entertaining concerts, lectures by great men
and band recitals. I was fortunate enough to be
present last week at the Mount Holly, N. J., Chau-
tauqua. It was Junior Chautauqua Day, and the
youngsters of the town were gathered together
under the wing of the superintendent and drilled
in a little play entitled "In Mother Nature's
Flower Garden." They all went through their
many parts splendidly, due to the fact that the
music supplied for the songs and dances was in
perfect tempo and rendered most melodiously.
Of course, this music was furnished by a talking
machine. A clean instrument in a clean field.
Let us see to it that the present standard is main-
tained. Howard Taylor Middleton.
"TALKER" MUSICJWHILE YOU WAIT.
How the Shoe Shining Parlors of Indian-
apolis Entertain Their Customers.
(Special to The Talking Machine World.)
Indianapolis, Ind., July 9. — Shoe shining par-
lors in Indianapolis are equipped with talking ma-
chines, and while the energetic Greek boys shine
and polish shoes the customers are entertained
with the latest music of the day. Some of the
better equipped parlors have talking machines of
which no person would need to be ashamed, while
others have the very small instruments. But
whatever the size, the music is there. The Greek
boys appear to enjoy this innovation as much as
does the customer. In one instance one of the
boys stopped work long enough to put on a new
record and then he went back to work cleaning
and shining shoes, singing and humming the tune
being played on the machine.
SIGNS UP NEW EDISON DEALERS.
(Special to The Talking Machine World.)
St. Louis, Mo., July 6. — M. L. Reynalds, travel-
ing salesman for the Silverstone Music Co., Edison
disc jobber of this city, is signing up many new
Edison dealers in southern Misso.uri and Arkansas.
Among the new Edison dealers recently enrolled
are the Hollenberg Music Co., Little Rock, Ark. ;
A. B. Carne, Pierce City, Mo. ; the Benedict-Boyce
Music Co., Galesburg, 111. ; McQueen Bros., Car-
rollto.n, Mo.; C. W. Hess, Butler, Mo.; Bush &
Carne, Dyersburg, Tenn. ; T. J. Evans, Pittsburg,
Kan.; W. H. Moreland, Jr., Metropolis, 111.; Hol-
brook. Carthage, Mo. ; H. L. Hoover, Springfield,
Mo. ; J. W. Guisinger, Fayetteville, Ark.
BE WITH THE LIVE ONES!
lVTf WF \F T") (Full name Western Victor Dealer)
• ▼ ▼ • ▼ • Let us help your Victor business by prompt and complete
shipments. Why pay exorbitant freight rates from eastern points when we have a tremendous
stock and are waiting to fill your orders ? In our fortieth year of service. Write us today.
The Knight Campbell Music Co.
Exclusive Victor Distributors
DENVER, COLORADO
24
THE TALKING MACHINE WORLD.
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
(Special to The Talking Machine World.)
Boston, Mass., July 6. — The Salem conflagration
continues to enlist the attention of the talking
machine trade, for in that $12,000,000 blaze there
were a number of machines destroyed. One, the
property of a resident of Lafayette street, was a
Columbia "Grand" but for the most part they were
the more inexpensive equipments. As far as
known, the o.nly talking machine house burned out
was that of Jacob Schare, in Lafayette street, a
Columbia dealer. Two concerns, distributers of
Edison goods, who. fortunately escaped, as they
were not in the fire zone, were the Salem Talking-
Machine Co., at 87 Central street, and W. W. Bal-
lard, of 175 Essex street. Both houses had a number
of machines out in the burned district, however.
One of the Heroes of the Fire.
■One of the hero.es of the fire was Norman
Mason, wholesale man for the Columbia Co., who
happened to be near the scene of the fire just as
the alarm was sounded. He was only a few blocks
away and, seeing the smoke, rushed to the imme-
diate vicinity and with a group of others was in-
strumental in carrying or leading several women
and children to places of safety. Mr. Mason re-
mained on the scene for nearly six hours, and
some of the scenes he witnessed, he says, it will
take a long time to forget.
Business Is Normal.
Summer business in the talking machine trade
has been about normal, and most of the orders
now come from the country or seashore homes of
city people. Some of the houses report a good call
from summer. camps, some of them camps for boys
or girls, o.f which there are many in Maine, and
others of a more private character, family camps
one might call them. As this letter is being writ-
ten many of the local managers are leaving for
the Atlantic City convention and some of the dele-
gates are looking for a busy time, and all of them
to a merry one. As most of them have been to
Atlantic City before they know just what that re-
sort has to offer.
Making Rapid Progress in Building.
Work on the changes in the building o.ccupied
by the Columbia Graphophone Co. continues to
make rapid headway, and it will be only a few
weeks before the Avery street side will be com-
pleted. Large plate glass windows will make the
long line of demonstration boo.ths among the most
attractive in the city, and the advantages for ad-
vertising will be unsurpassed. As the outside be-
gins to assume more normal conditions, similarly
is the inside of the Columbia quarters taking on a
new dress, and Manager Erisman will be all ready
for the fall business, which promises to set in un-
usually early this season.
Looking Forward to Vacations.
The camp crowd at the Eastern Talking Ma-
chine Co. is looking eagerly forward to their va-
cations at Southport, Me., where "Tisours" is al-
ways ready to welcome guests, especially as the
boys take enough o.f good things down with them
to make camp life quite bearable. Billy Fitzgerald
and Jerry Spillane will be the first to go, and Hark
Reed and Ed Welch will follow a fortnight later.
So through August there will be something doing
all the time, especially as the boys are planning to
charter a motor bo.at.
Chamberlain's Western Trip.
A. W. Chamberlain, who lately established him-
self in Boylston street, has been on a tour through
the West, taken in the interests of business. Mr.
Chamberlain has invented a talking machine de-
vice which promises to be a favorite with the trade.
He and his friend Gately, likewise widely known
in the trade, have been taking week-end trips up
to New Found Lake, N. H., where Mr. Chamber-
lain has a" cottage.
Handsome Fourth of July Window.
The window of the C. C. Harvey Co. contained
a handsome display for the Fourth of July holiday,
and in the arrangement of red, white and blue the
Victrolas played an important part. These had
been carefully arranged by Francis T. White, man-
ager of the Victor department, arid as the window
was brilliantly illuminated at evening many per-
sons stopped to enjoy the display.
Vacations at Henry F. Miller & Co.
Vacations are now in order at the Henry F. Miller
& Co. Victor department, and the first to go away
is Frank H. Jenkins, who has gone over to. New
York. Percy Baker starts the last two weeks in
August. Manager Warren Batchelder is not plan-
ning to go away, but will spend his vacation at
home, as he is expecting to entertain visitors.
Rearrangement at Steinert's.
Manager Royer, of the Arch street Victor quar-
ters of the M. 'Steinert & Sons Co., has undertaken
quite an extensive rearrangement of the Victor de-
partment, and on the ground floor new demonstra-
tion booths are being installed, which will add con-
siderably to the facilities fo.r caring for customers.
When the changes are completed there will be
four new good-sized booths leading off an aisle
which can be kept quite apart from the main room.
At the rear there will be a small chute to the floor
above so that all desired records can be sent do.wn
from the stock room without the salesman going
out to the front of the store at all. On the second
floor all the offices will be changed about, and
Manager Royer's private office will be near the
door rather than at the other end of the floor, as
is now the case.
In Charge of Lowell Branch.
Manager Royer announces that L. P. Comet,
who formerly was in charge of the Victor depart-
ment of the Steinert's New Haven, Conn., store,
has been placed in charge of the company's Lowell
establishment, and he already has entered upon his
new duties. Mr. Comet knows the talking machine
business thoroughly, and the Lowell store should
forge ahead under his supervision.
The First Batch of Vacationists.
The first four persons to leave the Eastern Talk-
ing Machine Co. for their summer vacations are
Miss Crowley, of the memorandum department;
Miss Sheehan, of the office; William Doherty, one
of the shippers, and the errand boy. One of the
additions to. the staff of the Eastern is Miss Held,
formerly with the Kahn talking machine house in
the Arcade.
Attended the Convention.
Manager Royer, of the Victor department of the
Steinert Co., and A. M. Hume, of the Hume and
Jewett piano companies attended the Atlantic City
jobbers' convention. They will later visit the Vic-
tor laboratories at Camden.
Pardee-Ellenberger New Quarters.
Manager Silliman, of the Boston quarters of the
Pardee-Ellenberger Co., can now rest easy nights,
as most of the work incident to removal to the
new quarters in Oliver street is finished. When
mention was made last month o.f the change there
were a number of small things to be done before
the. house was permanently settled, but now that
everything is just as it should be, one cannot but
marvel at the change that has come over this well-
known distributing agency, and never before in
this city were the Edison goods shown under just
such advantageous conditions as now. The main
showroom with its handsome carpet and the vari-
ous styles of Edison disc machines placed con-
veniently about the room show up unusually well,
especially when the inverted lighting system is
turned on.
TT TE FORMALLY announce the opening of our new headquarters at
' ▼ 26 Oliver Street, Boston, Mass., where we have secured greatly
increased floor space and have installed the most modern facilities for
the quick handling of Edison goods.
Special attention has been given to the shipping department, which is
of unusually large size, where will be maintained a most complete stock
of Edison Disc and Cylinder Machines and Records.
You are invited to call and inspect our new building.
The
Pardee-Ellenberger Co.
26 Oliver Street, BOSTON, MASS.
Southern New England Offices at
NEW HAVEN, CONN.
With the big demand for Edi-
son Disc Phonographs, you
should transact a big Summer
business, to say nothing of the
Fall and the years to come.
Want us to tell you how ?
Real Music
At Last
YS
THE TALKING MACHINE WORLD.
26
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
Going to Make a Record.
Billy Fitzgerald, so his friends say, is plugging
for all he is worth as the new head of the whole-
sale department of the Eastern Talking Machine
Co., and he is destined to make a record both for
himself and for the company.
Summering at Nantasket.
Harland R. Skelton, of the Edison Co.., is spend-
ing the summer at Nantasket, where he and his
family have a cottage.
Rusticating in Maine.
Guy R. Coner, of the Pardee-Ellenberger Co.,
left a few days ago for his annual vacation in
Maine; L. H. Ripley is going away this week, and
Robert C. Peck will follow soon after.
Reports Busy Times in New Haven.
W. O. Pardee, of the Pardee-Ellenberger Co., of
New Haven, when he was in town this week re-
ported that business down his way was very fair
and there was more activity noticed than in some
time. Several of the concerns in his city, he said,
are canvassing among the hotels, and with con-
siderable success, and this has led to looking into
the shore resort proposition, which promises to be
a fruitful field. Mr. Pardee instanced several cases
where small orchestras were being supplanted by
Edison disc machines, the managers having become
convinced that these equipments could furnish
greater variety than the players because of the
vocal as well as instrumental concerts they were
able to provide. In such cases where the hotel
managers have had any tro.uble with their mu-
sicians there has been prompt decision to resort to
these Edison machines, and everywhere that they
are in use they are giving much satisfaction, be-
sides furnishing a splendid medium of advertising
among the guests.
Ellenberger Motored from New Haven.
H. L. Ellenberger, of the Pardee-Ellenberger
Co., was in town with his family a few days ago,
making his headquarters while here with Manager
Silliman, the Boston manager of the company.
Mr. Ellenberger and his family motored up from
New Haven in their new car, which ran very
smoothly. Mr. Ellenberger does not get over to
Boston very often, and therefore was doubly wel-
come.
Winkelman at Atlantic City.
Henry Winkelman, manager of the Victor de-
partment of the Oliver Ditson Co., was one of
those who took a few days off fro.m business to
go to the Atlantic City convention last week. In
August Mr. Winkelman will go with his family
to Swan's Pond, Me., where they have summered
for several seasons.
AN ATTRACTIVE SUMMER WINDOW
HASSETT BUYS PEABODY STORE.
(Special to The Talking Machine World.)
Portsmouth, N. H., July 6.— Fred W. Peabody
has disposed of his store in this city to Joseph N.
Hassett, who for a number of years was manager
of Mr. Peabody's interests. Mr. Peabody was
able to build up a large business in talking ma-
chines in this city, and Mr. Hassett is not only
perfectly familiar with the business but has a host
of friends who are wishing him all kinds of good
luck in his new undertaking. The store is cen-
trally located and Mr. Hassett should be able to
push even further a business so well established.
Enthusiasm is the white heat which fuses all a
man's business qualities — ability, initiative, knowl-
edge, tact, industry and the rest — into one effective
whole.
TALKING MACHINE JOBBERS WHO AD-
VERTISE IN THE WORLD ARE LIVE ONES,
TRY THEM!
Is That Recently Arranged and Brought to
Public Notice by the Grafonola Parlors of
Boston — Has Been Highly Commended.
even in the picture. As a summer scene this win-
dow embodies every detail that should insure its
sales value, and the many machine and record sales
closed as a direct result of the display were cer-
tainly warranted by its originality.
(Special to The Talking Machine World.)
Boston, Mass., July 6. — This city has long been
known as the home of unusual window displays
in all lines of mercantile life, and in this well-de-
served praise the talking machine trade is entitled
A BIRD'S-EYE VIEW.
Took a bird's-eye view to-day, along and ov!er
the whole glad way that reaches out across the
year, and there is nothing we need fear.
The way has been a little rough, but you've kept
Grafonola Parlor's Sea
to a good-sized share. As a matter o.f fact, the
various members of the talking machine trade
have produced timely and attractive displays
throughout the year that have won the praise and
admiration of many merchants in other fields, who
expressed regret that their products did not adapt
themselves so favorably to. artistic display and ar-
rangement.
An excellent example of this progressiveness of
the local trade is shown in the window herewith,
which was designed and arranged by the Grafo-
nola Parlor, the successful Columbia representa-
tive. The timeliness and value of this display as
a magnet for summer trade is beyond doubt, while
detailed perfectio.n of the display is evident
th
sonable Window Display.
going— that's the stuff— and haven't brought your-
self to think that everything is on the "blink."
That's rigiit— and now stay on the ground, no
matter who. may come around and whisper loudly
in your ear, that this will be one awful year. Let
'em whisper, then forget it, never for a moment
let it hinder you from going on, nor hide from
you the uncloaked dawn of that glad era— overdue
— yet coming sure for us and yo.u. Even now
we're just that near it lots of folks have caught
the spirit, and are pushing back the gloom that
might choke off the coming boom. But there isn't
any danger, pass the word to friend and stranger;
tell 'em in this bird's-eye view nothing but the sky
looks blue.
MANY kinds of needles have been intro-
duced to the trade recently, made of
many materials, all launched with a view of
improving the "tone" of the talking machine
but none "make good" except to prove the
superiority and reliability of the renowned steel
needles made by
W. H. Bagshaw
LOWELL, MASS.
Our sales are constantly growing, for the steel
needle as we make it is the true, scientific factor
of tone reproduction. Bagshaw-made needles
are BEST— remember this!
Dignity is powerful. Familiarity weakens your
cause.
26
THE TALKING MACHINE WORLD.
STRINGS FOR ALL MUSICAL INSTRUMENTS
INCLUDING THE CELEBRATED DURRO STRINGS KNOWN ALL OVER THE WORLD
A MOST DESIRABLE ADDITION TO YOUR BUSINESS
OVER 250% PROFIT. REQUIRES NO SALESMAN
Our Silent Salesman String Show Case No. 6 Absolutely FREE I
Takes up very little
room. Each String is
packed in separate en-
velope, plainly marked,
and has its separate
compartment.
Any child can sell
Strings from this Case,
without errors. An
added attraction to
any store.
No. 6. The Size of the Case is 12^X16/4, and 4 inches deep.
Show Case Contains the Following Assortment of Strings for All
15 Durro E ■
10 " A..
6 " D.
6 " G.
15 Blue Ribbon E.
10 " A.
6 " " D. .
6 " " G..
Cost.
$1.25
.84
.60
.38
.45
.35
.15
15 Durro E Silk $1.12
15 Durro E Silk Cord.
12 Imperial Violin E
12 " " A
12 " D
12 " " G
1.00
$0.10
.10
.10
.20
Sell.
$0.25 each.
.25 "
.25 " "
.25 "
$0.10 each.
.10 "
.10 "
.10 "
$0.25 each.
.25 each.
$0.05 each.
.05 "
.05 "
.10 "
Total selling
price.
$3.75
2.50
1.50
1.50
$1.50
1.00
.60
.60
$3.75
3.75
$0.60
.60
Instruments :
Total selling
1.20
12 Imperial Mandolin E.
EMBuSM A.
12 '■' " D.
12 " " G.
12 Imperial Banjo 1st...
12 " " 2d....
12 " " 3d....
12 •' " 5th...
.12 " " 4th...
12 imperial Guitar E. . .
12 " " B...
12 " " G Spun
12 " " D. . .
12 " " A...
12 " " E 6th
Cost.
$0.12
.12
.22 .
.28
$0.12
.12
.12
.12
.25
$0.12
.12
.22
.28
' .35
.45
Sell.
$0.05 each.
.05 "
.10 "
.10 "
$0.05 each.
.05 "
.05 "
.05 "
.10 "
$0.05 each.
.05 "
.10 "
.10 "
.10 "
.10 "
price.
$0.60
.60
1.20
1.20
$0.60
.60
.60
.60
. 1.20
$0.60
.60
1.20
1.20
1.20
1.20
Contents of case at net WHOLESALE price cost $10.33
SELLING PRICE $36.65
Leaving you a net profit of $26.32
AND THIS HANDSOME GLASS SHOW CASE FREE!
BUEGELEISEN & JACOBSON
ORIGINATORS, NOT IMITATORS
113-115 UNIVERSITY PLACE NEW YORK
THE TALKING MACHINE WORLD.
27
Eighth Annual Convention
oflthe
National Association of Talking Machine Jobbers
Atlantic City, N. J., July 6 and 7, 1914
(Special to The Talking Machine World.)
Atlantic City, N. J., July 7. — In the matter of
full attendance and harmony the eighth annual
convention of the National Association of Talking
Machine Jobbers' which was held at the Chalfonte
Hotel yesterday will stand forth in the association's
history as the most successful annual session ever
held by the body. In regard to the attendance,
particularly, the success of the meeting was not
accidental. The officers of the association, L. C.
Wiswell, the chairman, and other members of the
arrangements committee, and Louis F. Geissler,
general manager of the Victor Talking Machine
Co., by means of his recent letter to the jobbers
urging them to attend the session, all put forth
strenuous efforts to make the gathering a notable
J. C. Roush, Retiring President.
one. The result was that seventy-four of the
eighty-five jobbing houses, now members of the
association, answered to the roll call in the meet-
ing and representatives of two other houses
reached convention headquarters on the day fol-
lowing, making the wonderful total of seventy-six
out of eighty-five members represented, or 90 per
cent. It is, indeed, rare that in any association
convention such a record is made.
Following the roll call, reading of minutes and
other preliminary business, Joseph C. Roush, presi-
dent of the association presented his report for
the year, which was as follows :
President Roush's Report.
"Since taking office, September 15, 1913, I have
deemed it necessary to call two meetings of the ex-
ecutive committee to discuss matters of importance
to the talking machine trade, the first meeting be-
ing held in Chicago, September 21, 1913, and the
second at Philadelphia, February 15, 1914. I am
happy to say that at each meeting the entire ex-
ecutive board was present. Many matters of inter-
est were discussed and Secretary Whitsit will give
complete details in his annual report.
"The work accomplished during the year has
been very gratifying to your officers, and the flour-
ishing condition of the association at the present
time is doubly pleasing in view of the fact that con-
ditions have changed wonderfully during the past
year in the talking machine industry.
"The Edison disc jobbers have formed an asso-
ciation which should be of immense value to those
handling the Edison disc line, and this has created
a condition in our membership which should tend
towards bettering our association, inasmuch as our
association now virtually consists of Victor job-
bers, this feature bringing us much closer to our
source of supply, as is shown by the tone of Gen-
eral Manager Louis F. Geissler's letter to the job-
bing trade, under date of June 20, inviting the
heads of Victor jobbing firms to be present at our
eighth annual convention.
"Your various committees have been received
by the Victor officials during the past year with
every consideration and every possible attention has
been given our various requests.
"Financially, the association is stronger than ever
and in its present form much can be expected in
betterments during the coming year.
"During my term I considered it advisable to
appoint an advisory committee to consist of all ex-
presidents still actively engaged in the jobbing of
talking machines, the junior retiring president to
be chairman, this committee to be subject to call
of the executive committee for any advice and
work deemed necessary by them. I would recom-
mend that our by-laws be amended lo make this
committee a permanent one.
"I would further recommend that our by-laws
be changed at this meeting in order that our mem-
bership be strengthened. For instance, we have a
number of jobbing firms who are jobbers in two
or more cities yet who are members of the asso-
ciation only at one point. I believe it would be
wise to amend our by-laws to read that jobbing
firms having two or more jobbing branches be ad-
mitted to membership at the regular dues of $15
per year at the home office, and $5 per year for
each branch house.
Officers of the National Talking Machine
Jobbers' Association for 1914-1915.
President — George E. Mickel, Nebraska
Cycle Co., Omaha, Neb.
Vice President — E. F. Taft, Eastern Talk-
ing Machine Co., Boston, Mass.
Secretary — E. C. Rauth, Koerber-Brenner
Music Co., St. Louis, Mo.
Treasurer — W. H. Reynalds, Reynalds
Music Co., Mobile, Ala.
"In closing, on behalf of your retiring officers,
executive committee, and myself, I wish to thank
each and every member for the courtesy and sup-
port given your officers and executive committee
during their term of office. We also wish to thank
you for your promptness in answering various com-
munications which were very important to our as-
sociation."
Next Convention City
San Francisco
President Roush, in his report before the execu-
tive committee at its final meeting on Sunday, also
suggested that the by-laws of the association be
amended as outlined, and the amendments were
adopted in the meeting unanimously.
Secretary Whitsit next presented his annual re-
port as follows :
Secretary Whitsit's Report.
"The membership of the N. A. T. M. J. Septem-
ber 15, 1913, was 108 members, composed of fifty-
nine jobbers o.f Victor goods, twenty-five jobbers
who handle both Edison and Victor, and twenty-
four jobbers who handle only the Edison product.
Since that time we have had thirteen resignations
of jobbers who were handling Edison goods only,
and your executive committee dropped from mem-
Perry B. Whitsit, Retiring Secretary.
bership nine concerns for non-payment of dues.
There have been four jobbers who have discon-
tinued business, therefore have been dropped from
membership in the association, making a total loss
of twenty-six members in the association. We have
had two new members, which makes the associa-
tion now stand at a total of eighty-four members.
"There has been collected and turned over to the
treasurer through this office the sum of $1,380.
"The executive committee since the seventh con-
vention has had two meetings, one at Chicago,
September 21, 1913, and one at Philadelphia, Feb-
ruary 15, 1914.
"Every member of the executive committee was
present at the Chicago meeting, as well as a num-
ber of other members of the association. A num-
ber of subjects of interest to the association were
acted upon at this time and a committee was ap-
pointed to confer with the Victor Co. in regard
to them.
"The following resolution was unanimously
adopted at that time:
'Resolved, That an advisory committee be
created, this committee to be made up of the ex-
presidents of the N. A. T. M. J actively engaged
in the wholesale distributing of talking machines
{Continued on page 28.)
28
THE TALKING MACHINE WORLD.
CONVENTION OF THE NATIONAL ASSOCIATION OF TALKING MACHINE JOBBERS— (Continued from page 27).
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who are members of the association in good stand-
ing, the duty of this co.mmittee being to confer
with the executive committee upon matters of
moment, the retired president each year to be-
come automatically chairman of this committee.'
"At the meeting held in Philadelphia February
15 all members of the executive co.mmittee were
present, as well as J. N. Blackman, chairman of
the advisory committee, and a number of other
members of the association."
The Treasurer's Report.
The report of the treasurer, W. H. Reynalds, was
next presented and showed that the finances of the
association were in excellent shape, with a sub-
stantial balance on hand. Every active member of
the association had paid up dues to October 1, 1914,
an excellent record.
Topics Discussed.
A number of discussions of great importance to
Victor jobbers and the trade in general were con-
sidered, among them being a discussion of the de-
sirability of charging interest on all instalment
sales. It was the consensus of opinion that the
charging of interest was fast becoming an actual
necessity and it is probable that the manufac-
turers will be asked to arrange their contracts to
provide for interest charges.
General Improvement in Stocks.
Reports from members indicated that there had
been a general improvement in the stocks of the
Victor jobbers throughout the country, though
there was still a decided shortage in certain of the
more popular records despite the tremendous in-
crease in the record output of the Victor Co. The
transfer bureau, operated at heavy expense by the
bureau, has proved a most valuable aid to the job-
bers in keeping their stocks of machines and rec-
ords balanced and in good shape by reducing much
of the surplus.
Report of Traffic Committee.
One of the interesting committee reports filed
at the meeting was that of the traffic committee,
of which L. C. Wiswell is chairman, and which
was as follows :
"It would seem that the hand of fate was es-
pecially considerate of the talking machine indus-
try during the past year, for so far as your com-
mittee can learn, no changes in the rates of trans-
portation or classification have been made, other
than the proposed 5 per cent, horizontal increase
in the freight rates on the territory east of the
Mississippi and north of the Potomac and Ohio
rivers, which proposed advance was suspended by
the Interstate Commerce Commission in November
last, and is still held in abeyance by them, nor are
any under contemplation by the various classifica-
tion committees, in fact, the condition is one of
which we should congratulate ourselves.
"Your committee received from the entire mem-
bership of the association only two complaints dur-
ing the past year, one of which concerned the
seeming overcharge on the transporting of some
record cabinets, and the other was in relation to
delays to shipments «n route from the factory to
destination. Your committee in each instance gave
the matters careful and immediate attention.
"Your committee has noted with keen interest
the hearings which were held by the Interstate
Commerce Commission, relative to the proposed 5
per cent, horizontal increase in freight rates for
the Eastern roads, and took occasion at the meet-
ing of the executive committee, which was held at
Philadelphia on February 15, to inquire of the ex-
ecutive committee as to their position relative to
this proposed increase and requested instructions.
The executive committee's opinion was that the as-
sociation take a stand in the premises affirmatively.
"It is the desire of the committee to be of genu-
ine assistance to the entire association membership
and any communications addressed to the commit-
tee with reference to delays in shipments, errors
in freight expense bills, etc., will be given prompt
and careful attention."
Mr. Wiswell and Associates Thanked.
The arrangement committee, of which L. C. Wis-
well was chairman, also presented its report, but
the success of the committee's work was too evi-
dent to make a written report necessary. The as-
THE TALKING MACHINE WORLD.
29
CONVENTION OF THE NATIONAL ASSOCIATION OF TALKING MACHINE JOBBERS— (Continued from page 28).
sociation tendered a rising vote of thanks to Mr.
Wiswell and his associates for their earnest efforts
in making the present convention a memorable one.
New Officers Elected.
Next in order came the annual election, and as a
result the following gentlemen will preside over
the destinies of the association for the ensuing
twelve months:
President, George E. Mickel, Omaha, Neb.
Vice-president, E. F. Taft, Boston, Mass.
Secretary, E. C. Rauth, St. Louis, Mo.
Treasurer, W. H. Reynalds, Mobile, Ala.
Executive committee: O. K. Houck, R. H. Mor-
ris, Parham Werlein, C. J. Schmelzer and W. O.
Crew.
Following the election the thanks of the associa-
tion was tendered to the retiring officers for their
efficient service.
E. R. Johnson Elected as Honorary Member.
In appreciation of the efforts of the Victor Co.
in furthering the work of the association in many
directions, the association, by unanimous vote,
elected Eldridge R. Johnson, president of the Vic-
W. H. Reynalds, Treasurer.
tor Co., to honorary membership in the organiza-
tion.
At the present time only eight jobbers of the Vic-
tor goods are not members of the association and
of the present membership of 85 only two con-
cerns are no.t exclusive Victor jobbers.
During the course of the meeting numerous in-
ner trade problems of importance to Victor job-
bers were taken up for discussion and action and
were referred to the incoming executive commit-
tee for what final action might be considered neces-
sary.
Next Convention in San Francisco.
At the close of the session invitations from a
number of cities were read and it was decided to
hold the next annual convention of the association
in San Francisco at a time approximating that fixed
by the National Association of Piano Merchants
for its 1915 meeting, owing to the fact that a num-
ber of the jobbers are also piano dealers and mem-
bers of the merchants' association.
The choice of San Francisco as the next meet-
ing place was made largely as a result of the
efforts of L. S. Sherman, head of the prominent
Pacific Coast music house, of Sherman, Clay &
Co., who made a trip to the convention for the
special purpose of securing the next convention
of the association for his home city. Mr. Sher-
man was armed with a letter of invitation from
the Hon. James Rolph, Jr., Mayor of San
Francisco, and also a letter from Chas. P. Moore,
president of the Panama-Pacific International Ex-
position.
Oliver Jones Sends Greetings.
While the meeting was in progress a telegram
dated Albany, N. Y., was received from Oliver
Jones, formerly credit manager for the Victor Co.,
and now in the real estate business, expressing his
George E. Mickel, President.
regret at being unable to be present at the conven-
tion and sending his best wishes to the jobbers.
The association then adopted a resolution testify-
ing to the high esteem in which Mr. Jones was
held by the jobbers, with best wishes for his success.
One Continuous Session a Success.
The announced plan of transacting the entire
business to come before the convention in one con-
tinuous session was an unqualified success. An
elaborate buffet luncheon was served in the meet-
ing to preclude any possibility of the members scat-
tering, and there was absolutely no lost motion
from the time the meeting was called to order at
9.30 a. m. until it adjourned at 3.30 p. m. The re-
sult was that the members left the meeting free
E. F. Taft, Vice-President.
to enjoy the elaborate program of entertainment
provided by both the association and the Victor Co.
Ladies Entertained.
While the jobbers were in session the ladies in
attendance at the convention were taken in auto-
mobiles to the Atlantic City Country Club, several
miles from the hotel, where they were entertained
at luncheon. After a rest at the club the party was
driven back to convention headquarters by a cir-
cuitous route, which enabled the ladies to observe
the various points of interest in and near the city.
Those Present.
Those present were W. D. Andrews, Syracuse,
N. Y., W. D. Andrews, Mrs. E. C. Babcock, Miss
Rhea McEvers ; W. D. Andrews, Buffalo, N. Y.,
C. N. Andrews, Mrs. C. N. Andrews; American
Talking Machine Co., Brooklyn, N. Y., R. H. Mor-
ris, Wm. Barker; The Aeolian Co., New York,
Miss Ruby Spaulding; Andrews Music House,
Bangor, Me., M. H. Andrews, W. G. Jordan;
Blackman Talking Machine Co., New York, J.
Newcomb Blackman, Mrs. J. Newcomb Blackman;
Emanuel Blout, New York, Mr. and Mrs. Emanuel
Blout, Misses Jeanette and Mildred Blout; Louis
Buehn, Philadelphia, Pa. ; W. H. Buescher & Sons
Co., Cleveland, O., Mr. and Mrs. W. H. Buescher,
A. H. Buescher, Mr. and Mrs. J. G. Card, Miss E.
Volk, Mr. and Mrs. MacCall ; C. Bruno & Sons
Co., New York, Chas. F. Bruno, E. G. Evans;
Cressey & Allen, Portland, Me., Frank C. Allen,
Louis W. Fickett; the Corley Co., Richmond, Va.,
F. W. Corley, Fred R. Kesney, J. W. Greenor;
E. C. Rauth, Secretary.
Cohen & Hughes, Baltimore, Md., Mr. and Mrs. Co-
hen, E. Greensf elder ; I. Davega, Jr., New York,
Mr. and Mrs. I. Davega ; C. H. Ditson & Co., New
York, Paul Carlson ; E. F. Droop & Sons Co.,
Washington, D. C, Mr. and Mrs. C. L. Houser,
Miss Jones, Carl A. Droop, W. C. Roberts; W. J.
Dyer & Bro., St. Paul, Minn., G. A. Mairs; Oliver
Ditson Co., Boston, Mass., H. A. Winkelman ; El-
mira Arms Co., Elmira, N. Y., W. O. Crew; Eclipse
Musical Co., Cleveland, O., T. H. Towell ; Eastern
Talking Machine Co., Boston, Mass., E. F. Taft;
E. F. Eisenbrandt & Sons, Baltimore, Md., C.
H. Eisenbrandt; Elyea-Austell Co., Atlanta,
Ga., Mr. and Mrs. E. N. Upshaw ; Finch &
Hahn, Albany, N. Y., Mr. Finch, Mr. Young;
Florida Talking Machine Co., Jacksonville, Fla., W.
N. Dunham ; W. F. Frederick Piano Co., Altoona,
Pa., French Nestor, W. F. Frederick; J. B. Green-
hut Co., New York, Mr. and Mrs. N. Goldfinger;
Grinnell Bros., Detroit, Mich., Mr. and Mrs. H.
Rupp, Mr. and 'Mrs. I. L. Grinnell, Miss
Grinnell ; Thos. Goggan & Bros., San An-
tonio, Tex., Fernando de Arredondo; C. J.
Heppe & Son, Philadelphia, Pa., H. E. Zieg-
ler/W. J. Elwell, F. J. Heppe; O. K. Houck Piano
Co., Memphis, Tenn., O. K. Houck; O. K. Houck
Piano Co., Little Rock, Ark., J. F. Houck; O. K.
Houck Piano Co., Nashville, Tenn., Olney Davies;
A. Hospe Co., Omaha, Neb., A. Hospe; Charles
Jacob, New York; J. W. Jenkins' Sons Music Co.,
Kansas City, Mo., Burton J. Pierce ; Knight-Camp-
bell Music Co., Denver, Col., Col. R. H. Arbenz ;
{Continued 011 page 30.)
30
THE TALKING MACHINE WORLD.
CONVENTION OF THE NATIONAL ASSOCIATION OF TALKING MACHINE JOBBERS— (Continued from page 29).
Koerber-Brenner Music Co., St. Louis, Mo., E. C.
Rauth; Landay Bros., New York, James B. Lan-
day, Max Landay ; Frederick Loeser & Co., Brooklyn,
N. Y., Mr. and Mrs. E. Paul Hamilton ; C. C. Mel-
lor Co., Pittsburgh, Pa., J.' Fisher, W. C. Dierks;
& Co., San Francisco, A. G. McCarthy, L. S. Sher-
man, C. S. Ruggles; Sanger Bros., Dallas, Tex.,
Elihu A. Sanger, Lester Burchfield; Benj. Switky,
New York, B. Switky, Geo. W. Morgan, Mr. and
Mrs. J. H. Dodin, S. Semels; Talking Machine
ton, Wilson Avenue Talking Machine Co. ; Mr. and
Mrs. D.'W. Moor, Miss A. King, Standard Grama-
phone Appliance Co.; Clement Beecroft, H. C.
Niall, Geo. A. Long Cabinet Co.; Harry Chapin
Plummer; J. T. Edling, Velvatone Wood Needle
Some of Those Who Atten
Neal, Clark & Neal Co., Buffalo, N. Y , B. E. Neal,
O. L. Neal ; New York Talking Machine Co., New
York, Mr. and Mrs. A. D. Geissler, Nebraska Cycle
Co., Omaha, Neb., Geo. E. Mickel; Price Talking
Machine Co., Newark, N. J., Mr. and Mrs. Price;
Silas E. Pearsall Co., New York, Chas. Bobzin;
Putnam-Page Co., Peoria, 111., Fred H. Putnam ;
Pennsylvania Phonograph Co., Philadelphia, Pa.,
Mr. and Mrs. John B. Miller, Mr. and Mrs. H. F.
Miller, Mr. and Mrs. P. W. Barnhill, Mr. Cope;
Reynalds Music Co., Mobile, Ala., W. H. Reynalds ;
Robert C. Rogers Co., Washington, D. C, Robert
Rogers, Mrs. J. T. O'Keefe, Miss G. F. Golden;
Standard Talking Machine Co., Pittsburgh, Pa., C.
A. Bruce, A. G. Higgins, J. C. Roush; Schmelzer
Arms Co., Kansas City, Mo., C. J. Schmelzer, A. A.
Trostler ; Stewart Talking Machine Co., Indianapo-
lis, A. M. Stewart, Geo. E. Stewart ; Sherman, Clay
ded the Convention Snapped in Front of Hotel
Co., Birmingham, Ala., Mr. Williams and daugh-
ters; Talking Machine Co., Austin, Tex., W. E.
Parker ; Talking Machine Co., Philadelphia, H. A.
Ellis; the Rudolph Wurlitzer Co., Chicago, F. A.
Siemon, E. H. Uhl ; Perry B. Whitsit Co., Colum-
bus, O., Perry B. Whitsit; the Rudolph Wurlitzer
Co., Cincinnati, O., J. H. Dietrich; Whitney^Cur-
rier Co., Toledo, O., J. G. Parmenter; W. A. Wey-
mann's Son, Philadelphia, Pa., Mr. and Mrs. A. C.
Weymann, Mr. and Mrs. H. W. Weymann, Mr.
and Mrs. Wm. A. Weymann, Mr. and Mrs. Geo.
IHuver ; the W. G. Walz Co., El Paso, Tex., G. G.
Neville ; John Wanamaker, New York, Mr. and
Mrs. Gerson ; Lyon & Healy, Chicago, L. C. Wis-
well, M. A. Healy, J. F. Bowers, G. E. Meagher;
Philip Werlein, Ltd., New Orleans, P. Werlein.
Others present at the convention festivities were
Jos. Fink, Fink Talking Machine Co. ; A. C. Fen-
Chalfonte — Photo by Prince.
Co.; E. H. Lansing and wife, Boston; M. A. Car-
pell, Herzog Art Furn. Co., Saginaw, Mich. ; M.
Mazur Mazur Piano Co., Baltimore; Chas. F. John-
son, Pooley Cabinet Co., Philadelphia ; Edw. G.
Schloss, E. Schloss & Co., New York; Mr. and
Mrs. Max Strasburg, Mr. and Mrs. W. D. Trump,
the Max Strasburg Co., Detroit; Wm. A. Condon,
Willard V. Cook, Pathescope, New York; Geo. P.
Troyer, J. R. Jones, National Publishing Co., New
York; Wm. Reiser, Stewart & Co., Baltimore; J.
B. Ogden, Lynchburg, Va. ; Mr. and Mrs. S. 0.
Wade, Wade & Wade, Chicago ; H. A. Dalley, Geo.
W. Smith & Co., Philadelphia ; S. Semels, L. Bam-
berger & Co., Newark, N. J.; B. B. Wilson, Talk-
ing Machine World; R. Montalvo, Jr., New Bruns-
wick, N. J. ; Milton Isaacs, New York ; M. B. Claus-
sen, Masterphone Corporation, New York, and
George E. Bates, New York Album & Card Co.
THE TALKING MACHINE WORLD.
31
Motion Picture Views of Victor Co.'s Plant.
Impressive Exhibition of the Process of Manufacture of Victrolas and Records From the Lumber Yard to the Shipping
Platform, Given in Atlantic City During Convention— C. G. Child Discusses Recording Problems-
Mrs. Frances E. Clark Gives Illustrated Lecture on Progress of Educational Campaign.
(Special to The Talking Machine World.)
Atlantic City, N. J., July 8. — Never before in
the talking machine trade and probably not in any
industrial field has the process of manufacture
of an article been set forth so completely and
in such detail as was the making of Victor talk-
ing machines and records when motion picture
views of each of the departments of the factory
from the lumber yards to the shipping platform
were flashed upon the screen at the Apollo Thea-
ter yesterday for the benefit of those attending
the convention of the National Association of
Talking Machine Jobbers'
The pictures required three weeks of constant
work on the part of the operators and much
careful thought and effort on the part of the
factory officials for their production, and although
the jobbers had learned through indirect channels
that the films were of an elaborate character, they
were not prepared for the magnificent and im-
pressive exhibition that was offered to them.
Beginning with the immense lumber yard, the
great piles of lumber, some as high as a four-
story house, were first shown on the screen, with
the men at work stacking newly received lum-
ber, or, preparing stock for removal to the dry-
kiln. From this point the consecutive operations
connected with the manufacture of Victrola
cabinets were shown in detail including the cutting
and carving of various parts, with scores of won-
derful automatic machines of original design
making for both speed and absolute accuracy; the
staining and finishing of the complete cabinet after
the parts had been assembled in a trifle over a
minute, and the final inspection.
Next came the pictures of motor making which
included views of the machines making all the
various parts, even to. the tiniest screws, the power-
ful presses for stamping out the spring cases and
the machinery for making the springs themselves.
The inspecting, testing and assembling of the mo-
tors was shown in a most comprehensive manner.
The pictures then lead through the various other
departments to the shipping department, where
machines were shown as they were finally in-
spected, crated, checked, and, lastly, placed in the
waiting trucks for shipment.
No detail was overlooked and every operation
was shown as actually carried on, general views
of entire departments being supplemented with
close up views of the actual operation of the vari-
ous and wonderful machines.
C. G. Child Discusses Recording Problems.
After the presentation of the views of the manu-
facturing departments as relating to the machines,
Louis F. Geissler, general manager of the Victor
Talking Machine Co., introduced Calvin G. Child,
head of the Victor recording laboratories, who
gave a most interesting summary of the problems
faced by those whose duty it is to secure the ar-
tists and select the music from which to make up
the record lists. He said :
Some years ago, we conceived the idea that the
only way to protect our business was, in the
words of the phrase which we coined at that
time, "to take it out of Coney Island." By that
I mean to give it a permanent and authentic
standing in the musical world ; to make the Vic-
tor an acknowledged musical instrument by ob-
taining for you the best music and the greatest
singers that were to be had in the world.
We have our dance craze ; we have our rag-
time craze; we have our good old summer times;
we have the days of the Banks of the Wabash,
and you know as well as we do, how short lived
most of these sudden popular crazes are, they
come as quickly as they go.
The backbone of the Victor business has been
the Red Seal work, the records and music given
to you by the great singers of the world who are
represented in the Victor catalog. It is just as
necessary for me to make the contracts and ar-
rangements for the Victor Co. with these people
interesting and profitable as it is for the Victor
Co. to give you a fair and generous profit on
the business which you are doing, and we can
only do this with your help.
The field of what is known as the bel canto
music and style of singing of the older Italian
composers grows more and more limited each year,
and we are compelled to turn to the concert field
and the concert repertoire to give our artists a
certain number of new representations each year.
It is a fact that Mme. Marcella Sembrich goes on
concert tour through the United States and fills
the theaters in which she sings, giving a won-
derful program of Brahms, Schubert, Schumann,
and that her audiences are always interested and
instructed. It is a fact that perhaps one of the
most successful concert tours in the history of
concert managers was that of Miss Geraldine
Farrar in the fall of 1913, and it is a fact that
selections of this kind when listed in the Victor
Co.'s catalogue meet with little recognition from
our dealers, and a great many come back to us
on exchange propositons.
I have in mind a little song of Mme. Schumann-
Hcink's "Die Forelle" ("The Trout") a little fish-
ing story in German. The sales on this record
have been so very small that we feel almost com-
pelled to withdraw it from the catalog; yet all
my friends who have heard this record are de-
lighted with it. Some friends from Chicago said
on hearing the record, "that brings me nearer to
Schumann-Heink than I have ever been before."
We listed quite a number of the selections
which Miss Farrar was to use from coast to
coast in her concert tour last year and the major-
ity of them have met with the usual lack of
success of concert songs listed in our catalog.
I do not know to just what cause this lack of
interest in this better music may be attributed. It
is not quite as easy to sell as "Care Nome" or the
Miserere from "II Trovatore" or the Quartet from
"Rigoletto," but as so.on as the patron becomes in-
terested in these better things, he will turn more
and more to them.
I find with much regret that quite a few of
the Victor jobbers with whom I have talked, do
not really know the monthly bulletin. It would
seem to me that with the great interests which
you have in this business, a serious study of the
monthly bulletins would be of wonderful help.
We must go on making records by our big
artists ; we must show them each year an in-
creasing royalty account for selling their records ;
royalty is the only way in which we can keep the
artists alive to the interests of the Victor Co.,
therefore, I ask you gentlemen if you will not
try and aid us in an effort to make this really
better historical music in Victor records move
faster than it is doing at present.
The profits on the Red Seal records are greater
to you than any, and we believe that a careful
study of the lieder and concert songs by your
sales people will awaken them to the possibilities
of this kind of music, and we hope that you will
see the real necessity of helping us to get better
results from this field.
The activity of the records in our Red Seal
catalog is one of the greatest importance to
the Victor business, and I hope that you gentlemen
will consider my appeal to look into the class of
music to which I have referred and see if it can-
not be handled and put before your customers
in a way that will create a greater interest in it.
There are few left of the older operas which
we have not already drawn on very heavily. The
new grand opera of to-day is largely a musical
drama with recitative work and not with the
wonderful melodies which we find in things like
"Traviata," "William Tell," "Faust" and the older
operas, but the field of the lieder and concert songs is
almost unlimited and we must draw upon it for
future work and we must not permit our artists
to become discouraged at their small sale.
I wish it were possible for you gentlemen and
you good ladies to know these great singers as
I know them. I am asked frequently: "Do you
not have all sorts of trouble with these singers?"
And I say frankly, very little. They have their
tempermental side, without which no singer can
be great; but I find them very human and I could
tell you story after story of the great singers
which would show you that they are all real
people, with a very human side, all keenly inter-
ested in what we are doing with them and anxious
above all things, to have their records just as
good as it is possible to make them.
When we first began this work, almost any-
thing was considered good enough by some of the
singers, but they -very quickly realized that if they
did not sing the very best they knew how for
their records, it reflected on them and not on the
machine, and it is quite a common thing to have
a date with one of the big singers cancelled, be-
cause while they feel that they are perfectly fit
to go through an operatic performance before an
audience in the opera house, they feel that they
are not just in condition to hand down a record
of their work to posterity.
We have had, at times, some criticism from you
gentlemen on repetition of repertoire, but I ask
you to look at your sales on such things as the
Prologo from "Pagliacci" and other popular opera-
tic numbers of this kind and I have to tell you
that when a new baritone comes and makes a
great success in "Pagliacci," we must give to you
for the friends and admirers of that singer the
"Prologo" and your sales show that this has been
a wise policy.
I thank you very much for the attention which
you have given these few remarks and I hope that
they will have the effect of calling your earnest
attention to the class of music to which I have
referred.
Views of the Recording Laboratories.
Following Mr. Child's address there were thrown
on the screen views of the recording laboratories
with six prominent members of the Victor Light
Opera Co. in the act of recording the Sextet
from "Lucia," accompanied by the Victor Sym-
phony orchestra. Next was shown the other side
of the partition with the master record in the
actual process of the making and then the record
was followed through the various details of manu-
facture from the raw material and to the placing
of the finished record in the envelope for delivery.
The exhibition wound up with pictures of over
six thousand employes of the Victor Co. leaving
the various buildings of the plant — a veritable
army of men and women of a distinctly high-type
— and finally views of General Manager Geissler
addressing the employes, and the members of the
light opera company singing the Sextet from
"Lucia" in the open.
The exhibition was opened with a short" address
by Louis F. Geissler, general manager of the Vic-
tor Co., and as the pictures were thrown on the
screen they were explained by Henry C Brown,
advertising manager of the company who, with the
assistance of the department heads, had gathered
together a great fund of valuable and interesting
information regarding the various sections of the
work. He made an excellent lecturer.
The entire exhibition was both impressive and
inspiring, showing, as it did, the inner workings
of one of the largest manufacturing industries in
the United States. It proved that the enormous
{Continued on page 32.)
32
THE TALKING MACHINE WORLD.
MOTION PICTURE VIEWS OF VICTOR CO.'S PLANT— (Continued from page 31).
business of the Victor Co. is built upon a founda-
tion of progressiveness and efficiency, although
with all the progress it has not kept pace with the
enormous increase in the demand.
Mrs. Frances E. Clark's Interesting Address.
Before the presentation of the motion pictures
Mrs. Frances E. Clark, head of the educational
department of the Victor Co., delivered an ad-
dress on the progress of the campaign to place
the Victor in the schools during the three years
she has been engaged in the work.
Mrs. Clark's address, which was illustrated
with an interesting series of slides showing the
Victor in schools in various sections of the coun-
try, was as follows :
Education is and has always been the highest
function of the State. Of what that education
shall consist has furnished material for con-
troversy in all ages, and yet, the processes of
learning, the methods of teaching, the subject
matter for instruction, have remained more stable
than any other phase of the evolution of gov-
ernment. Recent translations of ancient tablets,
buried for eons of years, give their mute testi-
mony of the learning of ancient people in the for-
gotten civilizations of Babylon and Nineveh.
In the past decade our schools have been un-
dergoing more' vital changes in the fundamental
purposes of education than has taken place in
hundreds of preceding years.
Our colleges are based squarely on the tradi-
tions of Cambridge and Oxford; our medical
and scientific schools largely on the great univer-
sities of Germany ; our law and theology on that
of ancient Rome, by way of the wonderful schools
of England.
Our high schools were but modified, miniature
colleges, and the grammar schools were forced
to adapt their courses of study to serve the high
schools in the latter's efforts to fit the entrance
requirements of the colleges.
As standards advanced, the entire cycle be-
came enslaved to pedantic courses of study, grow-
ing more and more away from the real needs
of life of a great majority of the people, and at
the worst, artificial, stilted and inadequate.
The great impetus given to industry and manu-
facture by the discovery of new methods of
making iron and steel with anthracite, the dis-
covery of gas and oil, the discovery of gold and
silver and copper and other metals in commercial
quantity, the invention of many labor-saving ma-
chines, and more than all these by the stupendous
movement of immigrants from caste ridden Eu-
rope, rushing here to better their condition, de-
manded a revolution in educational methods.
The schools were slow, frightfully slow, in re-
sponding, and so steeped were they in tradition
that not until ten or fifteen years ago did the
movement gain much headway. Then manual train-
ing was cautiously introduced, trade schools were
established, a taste of domestic science, cooking
and sewing were tried, for girls, and finally trade
schools for these as well as for boys. Finally the
whole educational world became intoxicated with
the new idea, and went literally mad with zeal
to introduce vocational training. Industrial topics
filled the program of our conventions to the ex-
clusion of other subjects. Out of it come a great
awakening in our greatest asset, agriculture. Boys
and girls' clubs were formed and two ears of
corn were made to grow where one grew before.
School gardens have taught a great art. The
agricultural schools have brought scientific farm-
ing, which, with irrigation, has transformed
millions of waste acres into homes. A healthful
respect for manual labor has come, and in all
the schools has arisen a desire to aggrandize real
knowledge of real things.
At one commencement a few weeks ago, all the
graduation exercises were concrete illustrations of
helpful things learned in the course. One girl
with tubs and modern equipment, taught how
washing should be done. One boy illustrated, with
a real pony, the care of horses — another with
block and cleaver, and a dressed veal calf, taught
the science of meat cutting. This is an improve-
ment over the "Beyond the Alps lies Italy" stage,
rnd argues well for the future.
With all this much needed reform there has
been a very grave danger of too- radical a de-
parture from time honored standards amounting
in places to a sort of moblike cry for throwing
away everything save a smattering of the sacred
three R's. Leading educators are now counseling
caution and pleading for a clinging to the cul-
tural studies that must be taught if we would
not subbordinate our schools wholly to the com-
mercial, industrial and utilitarian. A program be-
ing given this week at the National Education
Association in St. Paul has such titles as "Train-
ing For Social Responsibilities," "The Humanities,
Old and New," "Vocational Education, its
Menace," "Let Both Grow Together Until the
Harvest." Some culture for the masses we must
retain or forfeit utterly the respect of Europe's
civilization and descend to the mere money grub-
bing of which we are accused.
Next to reading and literature, music contains
more elements of culture, refinement and beauty
than any other one thing. It is universally in-
nate and touches individual and community life
in more places and in more ways than any other
one branch taught in the schools. It possesses
also remarkable powers in mental development,
quickens the imagination, stirs and controls the
emotions, and takes high rank in disciplinary,
remedial and medicinal powers.
It was not then wholly theory that led up to trie
inauguration of this nation-wide movement of us-
ing "The Victor in the Schools" but a knowledge
of conditions in the education world.
Co-incident with the recent great awakening in
music in all lines, the school people were discover-
ing that music possessed intrinsic merit — at once
cultural, delightful and strongly educational. How
to get enough of it to do any good was the prob-
lem ; sight-singing was not enough ; rote songs
were not adequate ; very occasional concerts by
local artists only isolated cases in a great desert —
and then — under Divine Providence — came the
perfection of the Victor and Victor recording of
the great music of the world which could be
brought into every school, suburban or rural — and
to the hearing of every child — not for amusement,
not for entertainment (although it is entertain-
ment of the highest order) but for a great and
vital power in education.
Lincoln once said, "You can fool some of the
people all the time, and all the people some of
the time, but you cannot fool all of the people all
of the time," and the great underlying fact which
accounts for over 1,760 cities accepting our educa-
tional plan is, that it has in it inherent truth — it is
oi real use and genuinely educational — it suits the
needs of the school people everywhere and fur-
nishes at a most opportune moment an acceptable
diversion from the industrial craze, and, happily,
one that is entirely democratic, /equally loved by
all the children of all the people.
While we have sought to furnish special records
to fit in with the special activities of the school
day, the great field lies in the realm of apprecia-
tion of- great music.
Just what is meant by appreciation of music?
It is a term being used and abused indiscrimi-
nately. Appreciation of anything means that one
understands it or can assimilate it and make it
one's own, or that one can compare things known
and relate them to the like unknown ; or to esti-
mate or judge of the merits; or to esteem and
value highly. _ To appreciate an ideal thing, to
build a vivid mental picture of things not
■ seen, or to create a tonal conception of things
not heard requires an experience in like sights
and sounds as material for evolving such ideals.
Cur ideals are mirrored in our reals. No ideal
is attained without having achieved many reals
on the way.
Aspiration is creating images of the ideal from
the materials of the real things at hand. Dr.
Winship says, "Appreciation is the real thing-
while aspiring to the ideal thing." Appreciation
is picking a bale of cotton while aspiring to "Wear
a white robe all over God's Heaven." Apprecia-
tion is building a home in a two acre lot full
of beautiful trees while aspiring to walk down
"Unter den Linden" or visit Westminster Abbey:
One person can appreciate a great painting, be-
cause he has studied balance, tone, perspective,
values and color. Another sees only a picture.
One walks through a woods and finds beauty
at every step — trees are recognized by bark, leaf,
limb — here a medicinal plant — there an orchid —
on that twig hangs an oriole's nest — in that hole
a flicker's — in that tuft of grass a flock of quails
— over on that swinging reed a red wing and on
that thistle a gold finch ; here a trillium, or May
apple, or a Judas tree, or a thorn apple. An-
other walks stumbling along, merely grateful for
shade. "A primrose by the river brim, a yellow
primrose was to him — and it was nothing more."
One walked through the electrical display at
the Buffalo Exposition and saw visions — another
thought the lights pretty. One goes into a great
machine shop and is thrilled and learns some-
thing from every bolt and screw — another is
merely annoyed at the noise.
To appreciate music, in one sense, means that
one must know enough music to be able to judge
correctly of relative values — in another sense,
that one has heard enough to have created a love
and desire for hearing more of it.
A Victor in a school, properly used and suffi-
ciently equipped with educational records, is a
".veil spring of Victor publicity, and an open
sesame to every home in the community. The
school Victor is only the Joshua who spies out
the Victorland for the whole army of people,
who hear of it through the children.
We are proud of our 1,760 cities and the thou-
sands of schools who have followed our plan.
Without any doubt six or seven million children
are now becoming Victor enthusiasts through the
schools and considering the three years of effort,
this is astonishing and most gratifying, but we
have only just begun. The great field of the
rural school is not yet touched. There are
212,000 one-room rural schools enrolling 6,700,000
children. In two or more room rural schools
there are enrolled 4,466,000. We have only nicely
started in the best of our States and cities. There
are over 525,000 schools in this country enroll-
ing 22,900,000 pupils, and we have as yet reached
but a comparatively small per cent. In 1911 there
were 10,234 public high schools and 1,781 private
high schools, enrolling 1,115,326 pupils, in every-
one of which should be a Victor. Since 1911
this number has been materially increased.
This present year there were graduated from
the elementary schools 1,600,000 pupils; from the
high or secondary schools 160,000; from the nor-
ma! schools 35,000, and from the colleges 25,000.
totaling 1,940,000. As each June sends out of
the schools a new army of graduates to take
their places in the world, each September " fills
the broken ranks with many times as many
more.
Ir addition to these schools there are evening
schools, continuation schools, business schools,
music schools, the prison and reformatory schools
and the entire list of Governmental Indian
schools, totaling 1,300,000 pupils.
Is it not plain that if 1,940,000 pupils graduat-
ing from the schools this year (and a like or
greater number next year, and the next) may,
by means of the Victor service, hear the music
of the masters during their school life, that we
shall have set in motion the greatest force ever
known in the history of the world for the build-
ing of music appreciation — a love for and work-
ing knowledge of music in all forms?
These pupils going out into life, forming homes
and furnishing the most valuable addition to our
labor quota, must, in the next ten years, form
the most vital element in our body politics, for
our schools are the melting pots which transform
all elements into our composite civilization.
If the 20,960,000 undergraduate pupils may have
the same opportunity to learn to appreciate and
know the music of all nations, in all ages, we
have an immediate audience of startling propor-
tions. Tf even 75 per cent, of all these pupils
carry this enthusiasm and much of the actual
music into the homes to three other persons,
which is the average, our audience is multiplied
to the astonishing number of 74,425,000. Here is
missionary work worthy the devotion and con-
secration of our best efforts. A missionary brings
good tidings to needy souls. The schools need
good music — we have it.
The Victor Co. is sending good music to the
children of America and through the children
to the homes. The desires, wants and needs of
the, children are the most potent appeal that can
be presented to fathers and mothers, relatives and
all lovers of children. The Master knew this
when he said, "And a little child shall lead them."
Victor music in the hearts and on the lips of
the children of America is not only the highest
possible endorsement from a commercial stand-
point, but it is far more and infinitely higher than
that. It is our power for good under God's hands
for the betterment of the race to each life
touched. "The Victor in the Schools" brings
"Light in dark places," carries joy, delight, and
happiness to the children of whom Dickens said:
They are idols of heart and of household;
They are angels of God in disguise;
His sunlight still sleeps in their tresses;
His glory still gleams in their eyes.
Oh those truants from home and from heaven,
They have made me more manly and mild.
And I know now how Jesus could liken
The kingdom of Go4 to a child.
THE TALKING MACHINE WORLD.
33
Annual Banquet of The Jobbers' Association
Held at Barnay's Restaurant, Atlantic City, on July 7, Was a Notable Affair— Over Two Hundred Jobbers and Guests
Present— Addresses Made by Louis F. Geissler, Col, Edward Lyman Bill and Congressman McCoy.
(Special to The Talking Machine World.)
Atlantic City, N. J., July 8. — The annual ban-
quet of the National Association of Talking Ma-
chine Jobbers, for which elaborate preparations
had been made, was held at Barnay's Restaurant
last night and was particularly notable for the
large attendance, over 200 jobbers and their guests
being present. The committee had worked hard
to make the banquet a success, and despite certain
drawbacks due to the service offered achieved its
purpose in a most satisfactory degree.
The menu was presented in a most attractive
form in a folder of sky blue, printed in dark blue
and silver ; a most effective combination. The
dinner proper was carried on amidst general jol-
lification. Burton J. Pierce and his famous "Angel
Chorus" to the number of thirteen occupied a large
round table in the center of the room and made
themselves heard at the slightest excuse. The
banqueter who did not make an effort to add to
the general joyousness was mighty lonesome.
Following the lighting of the cigars, James F.
Bowers was introduced as toastmaster by Joseph
C. Roush, the retiring president, and proceeded to
attend to the duties of his office in his well-known
and inimitable manner, first paying a most grace-
ful compliment to the many ladies present, and
thus insuring respect and attention.
The toastmaster introduced as the first speaker
Louis F. Geissler, general manager of the Victor
Talking Machine Co., who was received with
tumultous applause by the assembled diners and
who said :
Louis F. Geissler's Address.
I express my appreciation of the honor of being
again requested to address your association.
This is the eighth consecutive year that this
compliment has been paid me as the representa-
tive of my company, and, as the years have rolled
by, the members of your association and your
families have grown closer and closer to me and
entered into my business life, until you have pre-
empted the recesses of a very friendly heart.
In consequence of the frequent and pleasant
meetings with your committees, and our distribu-
ters in person, it becomes increasingly difficult to
hit upon a subject for discussion here that has
not already received attention at such meetings,
and I will refrain from recapitulating statements
made at past annual banquets, as it seems to me
that I have covered in past talks all the main
points of our own company's organization and
its condition as well as the patent field in its
generalities as far as you would be interested.
I have also, from time to time, appealed to you
for co-operation and assistance in defending your
own and our position in the fields of patents and
commercial methods and I may say that, with
very few exceptions, we have to thank you for
the heartiest response.
Improved Methods of Merchandising.
We are, moreover, thankful to-day for the very
evident disposition on the part of dealers and
merchants generally throughout America to take
a prominent and assertive position in the ranks
of those merchants committed to broad, decent
and fair methods of merchandising.
Since your last annual meeting, we have passed
through one of the most crucial tests in our his-
tory; I refer to the unsettlement and doubt rela-
tive to the maintenance of the one price system
as engendered by recent court decisions and agi-
tations, which happily have almost disappeared
and our dealers have gone on their way, with the
least possible inconvenience to their business, en-
dorsing and showing thereby the utmost confi-
dence in the newly adopted distributing methods
of our company.
No one can expect uninterrupted and unquali-
fied success in any enterprise or undertaking-
there will always be ups and downs — but, during
this time, there has been no toleration of the
degrading practices of price cutting nor will such
practices, in the future, become more than a pass-
ing incident in the history of the art.
A Prophecy That Was Fulfilled.
I would like to quote one of the opening para-
graphs of my talk to you last year at Niagara
Falls, touching on the business conditions then
existent. I said, that :
"While probably few of you have been affected
and some sections of the United States are ab-
solutely free, there is no doubt that taken in its
entirety, i. e., including the field of industrial
securities, there is a declining tendency noticeable
in total business results. However, the continuous
and increasing demand of ninety-five million popu-
Louis F. Geissler.
lation in this country, to say nothing of our won-
derfully increasing export trade, is always suffi-
cient to make certain a vast volume of business
for the merchant and manufacturer."
Notwithstanding the demonstrated truth of that
statement of a year ago, you all know how we
have been blessed with a peculiar success, not only
during the last half of 1913 but the first half of
1914; but, to claim that business conditions at
the present time are generally satisfactory would
be foolish.
There are several and various causes for busi-
ness depression apparent to us all, but every man
of business experience and thought realizes that
it is only a question of time when we shall see
a decided improvement and this country will again
surpass her past records for prosperity. Evidence
accumulates that nature is this year determined to
compensate us for the afflictions or deficiencies of
business or politics.
Your ever increasing success — which is re-
flected in our own — at times when other industries
are not prosperous, is inconceivable to outsiders,
and, in some cases, has aroused a spirit of jealous
envy.
The failure of imitators and usurpers to success-
fully detract from your success must be apparent
on all sides. The "bigness" of your success has
been, and will continue to be, the magnet to
draw the attacks of pigmies.
The "big things" that our Government has ac-
complished and the big things that private citi-
zens have achieved were once the glory of Amer-
ica and have been our boast.
It is an easy matter to find people who will
whack and hammer the prosperity of the success-
ful. Few people realize how interwoven are the
interests of all.
A Mania for Littleness.
The recent proposal of one of our senators that
no corporation in any line of business should be
allowed more than a specified capital is character-
istic of the mania for littleness which has seized
on the legislators, but, when the destinies of
nations are determined by most colossal inter-
national trade wars, who shall and how can we
restrict the assets of American giants without re-
spect to the enormous resources of their com-
petitors; it would conduce only to America's
downfall, for there is no place for pigmies in a
war of titans.
Roosevelt remarked but a few days since — and
I hope his sentiment may be a plank in the plat-
form of any winning party : "That we must en-
courage honest business and allow that business
concentration which will give the power necessary
to serve. This policy of the encouragement of
decent business is as important to the welfare of
our people as is our other policy of effective war-
fare against corrupt and unfair business."
Size and strength are, however, by no means
synonymous ; sad is the lot of the giant in busi-
ness who lacks the strength to bear the burden
of his size.
Abraham S. Hewitt once remarked that "Many
large combinations carried within themselves the
seeds of suicide." He referred particularly to
abuse of power to control output and prices, and,
through the unfortunate history of great business
concerns which have unduly expanded within the
last generation, this fact has been frequently
illustrated.
Fortunately for us, and our constituents, there
are no entangling alliances, no combinations or
understandings with competitors to hamper us in
an expansion with which we hope to successfully
cope.
I should like to take this opportunity to im-
press upon the minds of my merchant auditors,
in connection with the laudable ambition to do
a big business, that all important — but recently
hackneyed — phrase of "Safety First" — "Safety
First."
For Permanent and Healthful Increase.
The Victor Co. is very anxious to go on in-
creasing its business, but along permanent and
healthful lines — through certain mediums and a
certain quality of concerns, which are, in a great
measure, a guarantee of permanent success.
Relative to expansion, it may be that even we
do not appreciate nor grasp the possibilities of
expansion in the talking machine trade, but, at
least, we have been proof against allurements and
blandishments on dozens of occasions where our
goods have been sought in enormous quantities
by those whom we considered undesirable repre-
sentatives.
We have inveighed against inordinate expansion
on the part of those with more enterprise and
imagination than cool judgment and capital.
We quite naturally desire our distributers and
dealers to continue successfully in their present
expansions ; but — "Safety First" — not a permanent
dollar is to be gained by dangerous accounts. Your
own bad debts and your own overstocked dealers
are our liabilities ; we would pay, in the end, by
a decreasing business and loss of enthusiasm for
our wares. We do not consider a machine nor
a record really sold until it has reached the hands
of the consumer.
On the Subject of Credits.
Your credit department is either one of your
•most expert salesmen or a serious drag upon
your business.
(Continued on page 34.)
34
THE TALKING MACHINE WORLD.
BANQUET OF THE NATIONAL ASSOCIATION OF TALKING MACHINE JOBBERS— (Continued from page 33.)
I would not for a moment create the im-
pression— I would not dare to talk on this sub-
ject if I thought to create an atmosphere of ultra-
conservatism. I plead for extensions of credit,
with judgment; for a credit that can safely be ex-
tended, not meaning to coldbloodedly extend or .
restrict credit on a mercantile report — I mean
to suggest most careful personal investigation of
your debtors by your credit man.
The fact is, our business lends itself peculiar-
iy to extensive credits and more especially on the
part of those who are dealing in talking machines
exclusively — practically, those dealers must fail in
business to cause you loss and this is not a fre-
quent occurrence and will not be unless they fail
to exercise proper business judgment and precau-
tion by limiting their credits and enforcing their
collections.
You are not doing the overambitious young
merchant a kindness by encouraging him to go
too far beyond his capital or immediate good
prospects for business ; you would be spoiling
your customers and you would soon have them
in an unhealthy and hopeless condition, harassed
by a financial condition that detracts from their
efficiency as a salesman.
* * # *
In those of you who retail largely, there lurks
a germ which I fear — I refer more especially to
the piano and instalment houses.
I know just how easy it is for a concern,
habituated to piano instalments, to attempt or in-
cline to apply piano reasoning and financing to
the Victor or Victrola business.
I beg of you to see that your Victrola depart-
ment stands on its own feet ; that the small per-
centages of piano payments are not applied to
your Victrola department — it is not necessary;
your customers do not expect it, and, in some'
cases, it will quickly consume your capital, and
stop healthy progress if you persist in it.
If each of you would make up your mind to
let the "other fellow" have the undesirable busi-
ness, the undesirable business would disappear.
I was once told by a senior partner that
"There are plenty of good people in this world to
sell goods to without going after lame ducks."
This is absolutely true.
A Lesson from the Piano Men.
You all have had experience with piano sales-
men who seem to be totally unfit to talk to any-
body that can afford to pay over $6 a month on a
piano and who always meet with the utmost suc-
cess in reducing a $20 a month prospect to a $10
a month payment and then exult over their doubt-
ful success.
You all know that there are peddlers by the
thousand who could never think higher than 25
cents a week payment on a rug or a clock — don't
employ that kind.
The Victor Co. does not propose to finance that
kind of a distributer and the distributer should
not, and cannot (if the prescribed Victor credit
terms are conscientiously complied with) carry
that kind of a dealer. Your aim and ours must
be to so conduct our business as to conduce
to the longevity thereof— to reiterate— "Safety
First."
Forming Dealers' Association.
I am pleased to note that my suggestion of
last year that "You form and encourage to be
formed dealers' associations in the respective
cities" has been acted upon to some extent.
The talking machine trade people are a friendly
people — generally more friendly than many other
lines of competition— and the spirit of fraternity
and courtesy, one to another, will change the en-
tire atmosphere, remove damaging and cutthroat
competition, and, if this association effort is per-
sisted in, there can be established, through it, in
each city a spirit of friendly, though active, com-
petition and a confidence and candor as gratify-
ing as that which we can flatter ourselves exists
between us here.
I will not attempt to make promises or proph-
ecies at this time relative to Victor goods nor
Victor improvements or innovations. I have
nothing sensational to spring — I will only state,
generally, that our laboratories are as busy and
enterprising as ever. You will have new goods
or improvements as rapidly as we think you can
healthfully digest or take care of them.
We shall continue our efforts to justify your
confidence in us and our policies, and I beg for
your continued interested assistance in carrying
them out in every detail.
I beg that you will not be sidetracked or at-
tracted by seemingly profitable "side lines" of a
James F. Bowers, Toastmaster.
claptrap character. You are directly attacking
your own interests as well as ours by such.
In closing, I desire to contgratulate your as-
sociation on this wonderful convention; you have
attracted this year many faces unfamiliar to
previous conventions, and I hope you will all re-
turn to your homes feeling that you have done
yourselves and the manufacturers much good by
your visit.
The next speaker was Col. Edward Lyman Bill,
editor of The Talking Machine World, who spoke
as follows:
Col. Edward Lyman Bill's Speech.
Caruso, a link in the artistic chain with which
you are all familiar, was motoring in the country
recently when his car broke down in the midst of
a severe storm, and while the chauffeur was re-
pairing it he entered a farmhouse to get warmed
up a bit. He chatted with the farmer before the
wood stove in the kitchen, when the latter asked
him his name and he told him it was Caruso.. At
that he threw up both his hands. "Caruso,"
he exclaimed, "Robin-
son Caruso, the great
traveler ! Little did I
expect ever to see a
man like you in this
'ere humble kitchen."
Even the farmer was
a link.
Link by link the
chain of business suc-
cess is forged, and it
is of the utmost ne-
cessity that each link
be strengthened in
_ every possible way, be-
Edward Lyman Bill. , ,
' cause, should there be
a weak link, when the crucial moment comes the
chain is parted, and to repair it may mean ma-
terial Iqss. It may mean a serious setback while
the machinery is halted undergoing repairs.
Chains should foe constructed with a careful
avoidance of weak links, because when the stress
and strain comes a sad collapse may occur.
A great link in the business chain is the manu-
facturer, the one who produces. This link should
be strqngly welded and should be composed of
forces which will stand any strain, for if a weak-
ness occurs in the producing link then disaster is
bound to follow.
In the talking machine trade the manufacturing
links have been composed of elements which have
withstood the strain and wear to which industrial
and commercial usage subjects them.
Another important link is the jobber — the inter-
mediate link between the manufacturer and the
dealer. The jobbers are dealing with large in-
terests, and it is necessary that their link be com-
posed of fine metal capable of standing terrific
strain.
Then the next link is the retailer, the man who
sells to the ultimate consumer. This link in the
business chain is brought into the most intimate
contact with o.ur purchasing public. It is perhaps
more delicately susceptible to public sentiment
than any other composing the chain. It is a link
which easily gathers a big accumulation of griev-
ances, and it is too close, perhaps, to the consum-
ing masses to ever be wholly removed from them.
Another important link is advertising; the
power that creates demand; the power that ac-
quaints the public with what man has accomplished
in the special fields of human endeavor; the power
that makes the industrial world move on. This is
a chain that creates vast aggregate buying po.wer,
and, I may add, that it was not long ago when
this power constituted an exceedingly weak link in
the chain, by reason of the dishonest methods
adopted by some national advertisers.
If it be criminal for salesman to, lie and to
deceive one man in trying to close one sale, is
not the advertising man or the publisher equally
criminal when he spreads that lie before the con-
fiding eyes of millions of Americans? But hap-
pily that link has been strengthened and some of
the men who years ago were putting forth mis-
leading, dangero.us and lying advertisements have
now materially changed their policies.
The people are entitled to protection, and ad-
vertising is too vast a power — too noble a calling,
to suffer from the misdeeds of the few.
In the old days trickery and deceit in retailing
was aided and encouraged by fraudulent methods
of publicity, but as in everything else the world
had to be educated. It has been a slow process,
but no one can deny that within the past ten
years marvelous steps have been taken which
makes merchandising better and advertising cleaner
in all lines. We see these conditions reflected in
the publicity world, in the link in the chain in
which I am specially interested.
There are plenty of papers that will not accept
questionable advertising, or advertising in which
there is an element of do.ubt as to the ability of
the advertiser to live up to the statements made
in his announcement. In other words, the adver-
tising pages of the big publicity mediums reflect
honesty in merchandising in a greater degree than
ever before. Hence it means, as a natural se-
quence, that out of these conditions there should
come price standardization.
Now, unless there be fixed prices, what is the
real object of manufacturing institutions spending
millions of dollars to create a trade-mark value
in the homes of purchasers? If advertised articles
can be cut and slashed according to the whims of
the price-cutter, then why advertise to reach the
public because everyone knows that price-cutting
has no other effect than the lowering of the stand-
ard of values, and surely the individual o.r corpo-
ration whose money is invested in a manufactur-
ing enterprise has the right to say what the public
shall pay for their articles. Surely the public will
not pay more than an article is worth and continue
to purchase it.
The manufacturer's rights should be respected,
and when one price is established generally by
manufacturers, the unscrupulous merchant will be
forced to abandon his plan o.f substituting cheap
atid inferior articles for the standard. In this
way the producer will be a stronger link in the
chain, for he will secure in a larger degree his
rights as a maker, and the retail link will be
THE TALKING MACHINE WORLD.
35
BANQUET OF THE NATIONAL ASSOCIATION OF TALKING MACHINE JOBBERS— (Continued from page 34).
strengthened because it will have a guarantee of
protection in so far as price and quality are con-
cerned, and the whole system of bartering and
haggling, which almost amounts to a battle of
wits, will tie done away with.
The Supreme Court, by a hardly understandable
decision, has stated that the maker of a national-
ized product has no right to say how much the
retailer shall ask the public for it, and yet the
Government compels the railways to maintain one
price for afl, and wo.uld not this provision prevent
the manufacturer of trade-marked articles from
doing the same thing which the Government ex-
acts from the railroads?
With a standard trade-marked article the small
dealer can meet in successful competition the large
trade organization which has millions of assets,
and yet cannot offer a standardized article at a
less price than the small dealer who may occupy
an o.bscure position in a great city.
The trade-mark is the rainbow of trade — with-
out it modern advertising could not exist, and one
of the great links in the business chain would be
materially weakened. There could be no stand-
ardization of values and prices — no profit assur-
ance for the future.
With a trade-marked article, a goo.d merchant
is always able to cope successfully with unfair
competition and he is assured of a continuity of
profits to a degree not deemed possible through
any other means.
And so, we are all links in the great business
chain, and we should remember that the chain is
no stronger than its weakest link.
George D. Ornstein Arouses Enthusiasm.
The toastmaster next called upon Geo. D. Orn-
stein, manager of salesmen for the Victor Talking
Machine Co., who was enthusiastically received by
the assembled jobbers, who took the occasion to
show their great respect both for Mr. Ornstcin's
personal characteristics and his ability in his
chosen field.
L. S. Sherman's Address.
Mr. Ornstein delivered a short talk in a happy
vein and was followed by L. S. Sherman, of
Sherman, Clay & Co., San Francisco, who gave
some interesting reminiscences of the manner in
which Mr. Geissler first became connected with the
talking machine end of the business while em-
ployed by Sherman, Clay & Co. and cast his lot in
a new field to meet with the success that has at-
tended his efforts.
Mr. Sherman told of the employ of Mr. Geissler
to take charge of the small goods department of
his house nearly a quarter of a century ago, and
said regarding subsequent happenings : "In the
very infancy of the talking machine industry, even
before it had fairly started in this country, to use
a Frenchman's expression, a wholesale liquor
dealer came to me in the 'garbage of a gentleman,'
stating that a sample talking machine had been
sent out to him from New York with the request
that his house take on the representation of it or
place it with some responsible concern.
"As it was claimed to be a musical instrument
he came to see me.
"If we were to take it on I realized that it
should be handled by our small goods department,
so I took the gentleman to Mr. Geissler's office.
"From the result of that interview the sample
was sent us to inspect. The machine told some
funny stories and made an attempt at being
musical.
"A sample order was placed, soon followed by
many others, and we became fully launched in the
talking machine business. The business at the
factory end was poorly handled. I believe they
tried to run the factory from the lawyer's offices,
where most of the stock was owned.
"The principal owners wanted us to buy some
of the stock. There seemed to be signs of ap-
proaching disintegration that gave no hope for
future permanency with them.
"Mr. Geissler was so dissatisfied with existing"
conditions that he came East to thoroughly canvass
the situation.
"The result of that trip was that Mr. Geissler
decided to cast our lot with Mr. Johnson and Mr.
Douglass; the wisdom of that throw has long since
been verified.
"I do not have to tell you the history of the
talking machine business since Mr. Johnson and
his associates entered the talking machine arena,
for you all know of the foes they have vanquished
and of the victories they have achieved.
"When .Mr. Douglass' health became impaired,
necessitating his taking a complete rest, the Victor
Co. needed a big man to fill a big position ; they
complimented our house in placing their choice
upon our most important man.
"Mr. Geissler was an honored director and
officer in our corporation; he resigned his position
with us to assume the great responsibilities which
now devolve upon him.
"You can now appreciate the importance of the
little ad I wrote more than twenty-five years ago
and its present influence upon the talking machine
industry in transferring Mr. Geissler from the
Doman Music Co., of Nashville, Tenn., to the
responsible position he now occupies with the Vic-
tor Co. All credit to him for the transfer."
F. K. Dolbeer Well Received.
Frank K. Dolbeer, who recently joined the
forces of the Victor Co. as credit manager, was
next introduced and was accorded a hearty re-
ception by his many friends among the guests. Mr.
Dolbeer expressed his appreciation of the honor
paid him in a graceful manner.
Walter I. McCoy Discusses Price Maintenance.
The final speaker was Congressman Walter I.
McCoy, of the Ninth New Jersey District, who
delivered a lengthy address on the subject of un-
fair competition and who dwelt at some length on
the question of price fixing. Mr. McCoy explained
the Sherman law and its aim and objects in a broad
way, and cited a number of decisions of the Fed-
eral courts in some of the best known cases tried
under that law, including the Standard Oil and the
tobacco cases. He outlined just what the law was
designed to accomplish. In the matter of price
fixings Mr. McCoy said in part:
The court, as you know, has in several cases
passed upon the question adversely to the right
to control resale prices. Your contention is that
under certain circumstances and surrounded by
proper safeguards the fixing of resale prices, es-
pecially if it is accompanied by standardization of
prices, is an economically sound proposition which,
put into operation, will in the end and on the
whole result to the benefit of the consumer, and so
far as I am concerned I believe that your conten-
tion is sound. I do not propose to elaborate the
arguments which to my mind lead to this con-
clusion. 1 have heard them made so ably before
the Committee on the Judiciary of the House of
Representatives by persons whose competency to
make them is based on large experience and deep
study, and whose arguments I know you have read,
so that I should be simply carrying coals to New-
castle if I were to attempt to go into that parti-
ular part of the discussion.
Selfishness Behind Price Cutting.
I have been satisfied by those arguments that
many of those who indulge in price cutting do so
solely for their own selfish purposes ; that they have
not the slightest desire to serve the public by giv-
ing them good value at a low price; that in using
standard and largely advertised goods as leaders
at cut prices they are morally, if not legally, taking
another man's property for their own benefit with-
out any return for its use; that in the long run the
net result of these unfair methods will be to de-
prive the community of its power to purchase some
standard articles bearing a good reputation at any
price at all, and in many other instances to put
communities, especially small ones, to great in-
convenience through their inability to have such
articles at hand where they can easily be purchased,
thereby forcing them to do business with non-resi-
dent dealers. I believe that many other evils re-
sult from these unfair practices, but, as I say, you
know them better than I do.
Is there any ground for hope that the Supreme
Court, in view of these considerations, may change
its view as to price fixing? Very little, I should
say, notwithstanding that, as I have stated, it has
apparently left to itself by its opinions on the
Sherman act the power largely to guide a develop-
ment of the law as though there were no statute;
and, of course, courts have been known to reverse
their previous decisions.
It is strange that it is possible for a man to part
with the good will of his business and to agree
legally not to compete with the purchaser of it
while, on the other hand, a man may not sell the
product of his business, but may not protect the
good will of it by making a reasonable contract as
to that product — the man who is going out of
business may protect another, but the man who
stays in business may not protect himself though
injuring no one.
Remedy in Legislation.
If I am right you are left to legislation for your
remedy, and it will probably have to be legislation
like the Stevens bill directly establishing your right
to fix prices, for it is not likely, that any bill
creating a trade commission will for the present
at least give you relief, though the bill entitled
"Act to Create a Federal Trade Commission" pro-
poses to make unfair competition unlawful. The
Sherman law will still be in your way.
You have before you a hard task and you might
better admit it, however clear to your minds is the
justice of your contention. Legislative sentiment
is against you to-day, I feel certain, and so per-
haps is public sentiment — at any rate, the majority
of members of Congress whom I have talked to
have that belief. If public sentiment is against
you you will have to change it. If, in addition to
that fact, Congressional sentiment is hostile, you
will have to demonstrate to Congress through the
public as well as by hearing that none of "the evils
which led to the public outcry against monopolies
and the final denial of the power to make them"
are likely to result from legalized price fixing.
Those evils are stated by the Supreme Court as
appears from one of my previous quotations, to be
(1) injury to the public; (2) limitation of pro-
duction; (3) deterioration in quality, demonstrate
not only that none of these evils come from price
fixing, but show affirmatively that the very op-
posite is the case and you will succeed especially if
you can demonstrate further that if you are not
given, the right which you seek, the practice of
retail distribution as now prevailing may be seri-
ously curtailed if not wiped out and a retail mon-
opoly established in its stead.
How the Stevens' Bill Will Help.
As I read the Stevens bill, which undertakes to
give you the right which you want to have, it suc-
cessfully guards against the evils which were
enumerated in the Standard Oil case, for it gives
you nothing if you have any monopoly or control
of the market for articles belonging to the same
general class of merchandise as that in which
you are dealing; or if you have even so much as
an "understanding" with a competitor in regard
to prices, and it is the possibility that such under-
standings can be more easily arrived at if you
have the power to fix prices, which is used as one
of the strongest arguments against your conten-
tions. The provision in the bill for a standard
and publicly announced price will go a long way,
I believe, in bringing public sentiment to your side
of the proposition.
It has occurred to me to suggest that maybe
you will have to accept a provision which will pro-
vide that the prices fixed for any article shall be
reasonable. Of course, the objection which is im-
mediately raised to such a proposition is that it
will lead to uncertainty and litigation, but the fear
of unreasonable prices is one of the things that
have stood in your way so far as Congress is con-
cerned, and, in fact, is the very fear which leads
to the enactment of the Sherman law, namely, that
under monopoly or partial monopoly prices are
raised to an unreasonable height.
The only people who can be flattered by telling
them they are clever are those who aren't.
PROGESSIVE JOBBERS ADVERTISE IN
THE TALKING MACHINE WORLD. CON-
SULT THEIR ANNOUNCEMENTS.
THE TALKING MACHINE WORLD.
37
The Victor Co.'s Royal Entertainment.
Members of Jobbers' Association Taken to Philadelphia as Guests of the Company for an Entire Day of Festivities-
Attended Interesting Baseball Game and See the Champion Athletics— Brilliant Banquet and Enter-
tainment on Roof Gardens of Bellevue-Stratford Completes Enjoyable Day.
(Special to The Talking Machine World.)
Philadelphia, Pa., July 9. — The word "royally"
has been used on many occasions to describe hap-
penings of particular splendor, but the word has
seldom been used with greater accuracy than in de-
scribing the manner in which the Victor Talking
Machine Co. entertained the members of the Na-
tional Association of Talking Machine Jobbers and
their families who were the all-day guests of the
company yesterday.
From the time the jobbers and their families
boarded the special train at Atlantic City at ll
a. m. until they left for their respective homes this
morning, every detail had been planned for them
and .set forth in a cleverly conceived time-table,
illustrated with humorous sketches and which pro-
vided for every hour in the day. There was noth-
ing left to guesswork. When the guests of the
company arrived at the P>ellevue-Stratford Hotel
they found rooms assigned to them and their bag-
gage carefully placed therein as the result of fore-
thought of the Victor officials, and other carefully
thought arrangements for their comfort and peace
of mind were in evidence throughout the day.
Upon arrival at the hotel an elaborate buffJt
luncheon ,was served in the Clover Room, a lunch-
eon thoroughly delightful in every detail. The
party next entered automobiles, over fifty of them,
flying the Victor pennant with the famous dog
prominent thereon and started for Shibe I 'ark,
where the famous Philadelphia Athletics of the
American League and world's champions for l!M">,
were scheduled to cross bats with the Detroit
Tigers and face the peerless Ty Cobb. A large sec-
tion of the upper grandstand of the park had been
reserved for the Victor Co. guests, and a large
fign running across the front of the stand pro-
claimed the fact with the Victor dog, highly mag-
nified in profile board, prominent in the center.
Before and during the game the jobbers were
entertained by the playing of the Victor M'litary
Band, which made its first appearance in public on
that occasion. As the lively music was rendered
between the innings, visitors kept time with the
music by waving the Victor pennants with which
each one had been provided, and the general effect
was most beautiful.
That baseball is the national game was never
more thoroughly demonstrated than by the jobbers.
Men from Maine and Texas, from Tlinois and
Florida, vied with each other rooting for one or
the other of the teams and in giving advice to the
players in the recognized manner. The Athletics
cleaned up with a score of 3 to 0, probably in
honor of their distinguished guests, and immedi-
ately after the game the party was whisked back
to the hotel to prepare for the elaborate entertain-
ment of the evening.
It is probable that never before in the history
of the trade has there been such a brilliant ban-
quet tendered to its members, for the famous fa-
cilities of the Bellevue-Stratford were drawn up-
on to provide dinner and service measuring up to
the exacting demands of those in charge of the
arrangements, though the dinner itself was but a
section of the program. Each guest found at his
or her plate a beautifully engraved menu and pro-
gram in book form and for the ladies there were
also provided handsome bourpiets of flowers. The
menu was as follows :
Clover Club Cocktails
Crab Meat Flakes Cocktails
Consomme Bellevue, Whipped Cream on top
Relishes
Salted Almonds Pecan Nuts Celery
Barsac Oliyes
Boned Brook Trout, Saute Meuniere
Cucumber Salad, Pink Dressing
Moet & Chandon White Seal — Cup
Filet Mignon, Oriental
Young Lima Beans
Kirschwasser Sherbet
Cold Pressed Rouen Duckling in Jelly
Hearts of Lettuce Salad
Coupe aux Peches, St. Jacques
Flutes Macaroons
Cigarettes Cigars Liqueurs
Special Coffee
During the banquet the diners were entertained
by a vaudeville bill of exceptional excellence, sup-
plied by professionals of reputation in the "big time"
and who included Walter C. Kelly, "The Virginia
Judge," and one of the most popular nionologists
on. the stage ; "The Five Seminary Girls" ; Mile.
Meserau, Parisienne danseuse ; several comedy and
cabaret acts and other features of high class, in-
c'uding selections by the Neapolitans, a capable
quintet of instrumentalists and singers.
Cablegram from Eldridge R. Johnson.
Just as the guests were seated Louis F. Geissler,
general manager of the Victor Co., read the fol-
lowing cablegram from Eldridge R. Johnson, presi-
dent of the company, who is at present in London :
"The' Victor Co. has now reached the enviable
position when it has the right to expect the re-
spect and confidence of the trade. Tell our guests
that my greatest ambition is for the Victor Co.
to maintain that position and to continue the pros-
perity of all concerned with it in Victor policies by
fair dealing. I congratulate you, the Victor organ-
ization and jobbers, on a splendid half year. Our
business will prosper as we deserve it."
Mr. Johnson's message was received with great
enthusiasm by the jobbers, and the following an-
swer was cabled from the banquet hall to Mr.
Johnson :
"E. R. Johnson, Gramophone Co., London :
"From the dinner table at the Bellevue-Strat-
ford, the National Association of Talking Machine
Jobbers sends to you best felicitations, and wishes
for your continued good health and prosperity.
"George E. Mickel, President."
(Continued on page 38.)
View of the Banquet Hall on the Bellevue-Stratford Roof Garden When the Victor Program Was Being Carried Out and Mile. Meserau Was on the
Stage. In the Center of the Room Will Be Seen the Neapolitan Orchestra Which Was Taken from New York for This Special Occasion,
38
THE TALKING MACHINE WORLD.
THE VICTOR CO.'S ROYAL ENTERTAINMENT— (Continued from page 37).
Mr. Geissler then welcomed the guests of the eve-
ning in an eloquent manner, a welcome which the
many members of the Victor organization sup-
ported by arising.
Edward Lyman Bill, for the guests, next pro-
posed a toast of appreciation to Mr. Geissler, which
was drunk standing and amid great enthusiasm.
Exhibition Dancing Interests.
Following the banquet proper, the guests re-
paired to the Dome Room of the hotel, where
Holton Herr, the distinguished dancer and his
partner. Miss Janet Mcllwaine, with a corps of as-
sistants, demonstrated the modern dances for the
edification of the jobbers. A most interesting fea-
ture of this section of the entertainment was the
exhibition dancing of Henry C. Brown, Jr., son of
the advertising manager of the Victor Co., who,
with his graceful partner, rank close to the top
among the amateur dancers of the country.
The guests then took the floor and gave them-
selves up to the enjoyment of the art of Terpsi-
chore until the early morning hours.
An Elaborate Entertainment.
The elaborate character of the entertainment, the
machine-like precision with which the program was
carried out, and the brilliancy of the whole affair
will long remain fresh in the memories of those
who enjoyed the privilege of being present.
The success of arrangements was due largely to
the untiring efforts of Henry C. Brown, the popu-
lar advertising manager of the company, who was
here, there and everywhere throughout the day and
evening to see that there was no hitch in the plans.
Mr. Brown had the assistance of F. K. Dolbeer,
Ernest John, C. K. Bennett and other members of
the Victor staff in looking after the comfort of the
guests.
The spirit of camaraderie existing between the
company officials and their distributers was never
more forcibly illustrated than during the entire
entertainment. It was a fitting climax to what is
universally acknowledged to have been the best con-
vention ever held by the talking machine men.
The Guests of the Victor Co.
The guests of the Victor Co. and the officials of
the company who acted as hosts included Frank C.
Allen, M. H. Andrews, Mr. and Mrs. C. N. An-
drews, VV. D. Andrews, J. C. Angle, R. H. Arbenz,
Wallis F. Armstrong, A. W. Atkinson, Mrs. E. C.
Babcock, Wm. H. Barker, Mr. and Mrs. T. W.
Barnhill, Harry Beach, C. K. Bennett, Edward Ly-
man Bill, Mr. and Mrs. J. N. Blackman, E. P.
Bliss, Mr. Blount, Mr. and Mrs. Emanuel Blount,
Chas. Bobzin, J. F. Bowers, Mr. and Mrs. H. C.
Brown, H. C. Brown, Jr. ; C. A. Brown, Miss Edi-
tha Wells Brown, C. A. Bruce, C. F. Bruno, Louis
Buehn, A. H. Buescher, Mr. and Mrs. W. H.
Buescher, Miss Frances Bullard, Lester Burchfield,
Mr. and Mrs. I. F. Burton, Mr. and Mrs. J. G. Card,
Paul Carlson, C. G. Child, Mrs. Frances Elliot Clark,
the Misses Cohn, L. W. Collings, D. P. Comerer,
B. B. Cope, F. W. Corley, W. O. Crew, Mr. and
Mrs. T. Davega, S. B. Davega, Olney Davies, Fer-
nando DeArredondo, Mr. and Mrs. Albert Deisin-
ger, W. C. Dierks, J. H. Dietrich, E. J. Dingley, Mr.
and Mrs. F. K. Dolbeer, Miss Edna Dolbeer, Miss
Dreschler, Mr. and Mrs. Dodin, Carl A. Droop,
W. N. Dunham, C. H. Eisehbrandt, W. F. Eitler,
Mr. and Mrs. Harry Ellis, W. J. Elwell, E. G.
Evans, Lewis W. Fickett, Mr. Finch, J. Fisher, J.
Frawley, W. F. Frederick, R. L. Freeman, Mr. and
Mrs. W. B. Fulg'hum, Louis F. Geissler, Mr. and
Mrs. A. D. Geissler, Mr. and Mrs. L. J. Gerson,
Miss G. F. Golden, Mr. and Mrs. N. Goldfinger, J.
W. Greener, E. Greenfelder, H. E. Green, Tom
Green, I. L. Grinnell, Miss Grinnell, Mrs. Grinnell,
C. K. Haddon, Mr. and Mrs. E. Paul Hamilton,
Marquette A. Healy, A. G. Higgins, Mr. and Mrs.
E. E. Hippie, Wm. Hooley, Henry Horton, A. Hos-
pe, J. F. Houck, O. K. Houck, Mr. and Mrs. C. L.
Howser, A. M. Hume, Mr. and Mrs. Geo. Huver,
Ernest John, W. G. Jordan, E. I. Kern, F. R. Kess-
nich, E. T. Kieffer, J. B. Landay, Max Landay, Mrs.
Lowenstein, Geo. Lyons, Mr. and Mrs. MacCall, J.
S. MacDonald, G. A. Mairs, W. L. Marshall, A. G.
McCarthy, Hon. Walter I. McCoy, Miss Rhea Mc-
Evers, J. E. Meagher, Geo. E. Mickell, Mr. and Mrs.
John B. Miller, Mr. and Mrs. H. F. Miller, Mr. and
Mrs. D. P. Mitchell, R. Montalvo, Geo. W. Morgan,
R. H. Morris, Billy Murray, H. H. Murray, B. E.
Neal, O. L. Neal, French Nestor, G. G. Neville, Mr.
and Mrs. C. H. North, H. Nugent, Will Oakland,
Mrs. J. T. O'Keefe, Mr. and Mrs. Geo. D. Ornstein,
Dan O'Neil, W. E. Parker, J. J. Parmenter, Burton
J. Pierce, Steve Porter, Clarence Price, Mr. and Mrs.
M. G. Price, Fred H. Putnam, E. C. Rauth. W. H.
Reynalds, W. G. Roberts, Robt. C. Rogers, J. C.
Roush, S. H. Rous, Belford G. Royal, Miss Ethel
Royal, Miss Ruth Royal, Mrs. Belford G. Royal,
Herbert L. Royer, C. S. Ruggles, Mr. and Mrs.
Harry Rupp, C. J. Schmelzer, H. J. Shartle, L. S.
Sherman, Fred A. Siemon, Mr. and Mrs. E. K.
Smith, Mr. and Mrs, I. Son Cohn, Miss Spaulding,
Miss Ruby Spaulding, Mr. and Mrs. W. J. Staats,
A. M. Stewart, Max Strassburg, Mrs. Strassburg,
Benj. Switky, E. F. Taft, T. H. Towell, A. A.
Trostler, E. H. Uhl, Mr. and Mrs. E. N. Upshaw,
Mr. Van Winkle, Miss Ethel Vogt, Miss Watkins,
Parham Werlein, Mr. and Mrs. Albert C. Weymann,
Mr. and Mrs. H. W. Weymann, Mr. and Mrs. Wm.
A. Weymann, Perry B. Whitsit, Mr. Williams, the
Misses Williams, B. B. Wilson, H. A. Winkelman,
L. C. Wiswell, Howard Wurlitzer, Raymond Wur-
litzer, Mr. Wurtle, Mr. Young, H. E. Ziegler.
* * * *
Talking machine jobbers who visited New York
- on their way home to their respective cities were
,loud in their expressions of appreciation of the
really magnificent reception given them by the Vic-
tor Co. — something absolutely unique in its way.
and conducted in a manner so perfect and satis-
factory as to show the extreme care with which
everything had been handled in preparation for this
event. It only goes to show that when the Victor
Co. does anything in a public way it does it well.
PROGRESSIVE JOBBERS ADVERTISE IN
THE TALKING MACHINE WORLD. CON-
SULT THEIR ANNOUNCEMENTS. ,
Yours For Better Victor Service!
COHEN <f HUGHES, Inc.
Victor Distributors
BALTIMORE, MARYLAND
WHEN YOUR LOCAL DEALER IS JUST OUT— TRY US— WE CAN SUPPLY YOU !
WE MAKE A SPECIALTY
of carrying
A COMPLETE STOCK
of the
SPECIAL FINISHES
in All Styles of
VICTROL AS
SYSTEMATIC DAILY
RECORD ORDERING
By our daily ordering of records from
the factory, and anticipating our wants
for 90 days on advance sales, we have
now an almost COMPLETE STOCK.
A visit to our enormous wholesale record
rooms, where the immense complete stock
is carried, will make good our assertion.
The profit made on one record
which you cannot secure from
your local jobber will not only
keep your trade, but your profit
on this one record will pay the
freight on the entire shipment.
YOURS FOR BETTER VICTOR SERVICE
We ship by Parcel Post, Express, Freight and Boat, which is exceptionally low from Baltimore, and often less
than shorter distance to you by rail.
ORDERS SHIPPED COMPLETE DAY RECEIVED
No Order Too Large or Too Small Order Blanks on Application
COHEN & HUGHES, Inc., Baltimore, md.
Kindly Mention The Talking Machine World.
THE TALKING MACHINE WORLD.
39
Convention Snap Shots and Impressions.
0. K. Houck, of Memphis — there is only one O.
K., so further details are unnecessary — arrived late
on Sunday at Atlantic City, N. J., with his brother
Jesse Houck and Olney Davies, and feeling fit for
a strenuous session.
Mr. Houck, who is the Big Mastiff of the An-
cient and Effervescent Order of the Yellow Dog,
came to the convention with the paraphernalia
for conducting the initiation of candidates into the
noble order, and was busy every minute of the day
initiating classes of candidates gathered together by
Big Mastiff Houck Conferring the Yellow Dog
Degree Upon an Enthusiastic Class.
squads of willing workers. No one was overlooked,
from Louis F. Geissler and other Victor officials,
down to the hotel staff. Mr. Geissler's speech in
German dialect after his initiation on the train
bound for Philadelphia should be preserved in the
archives of the order for all time. It was a classic.
B'g Mastiff Houck explains the objects of the
order to the candidates as follows :
"This is a little social order founded on friend-
ship, fidelity and fun, fun being the potent Factor
of the degree.
"We call it the Yellow Dog. You might wonder
why we would call such a magnificent ordtr as this
(lie Yellow Dog, but fidelity also cuts a part in this
order, and there is nothing in this world so faith-
ful to his master as a little yellow dog.
"You can kick him ami cuff him around and
starve him to death, and yet he is willing to lay at
Houck and His Yellow Dog.
your feet and guard you while you sleep; hence we
take that name for our noble order. It matters
not where your trave's may lead, you will find
Yellow Dogs, and when you find one you will have
found a friend."
This is followed by the secret work of the order,
much appreciated by those who can answer to the
hailing sign of the Yellow Dog. Mr. Houck's work
was the hit of the convention.
O. K. Houck, just to be remembered, brought with
him and distributed nearly a hundred huge nickel-
plated keys to the city of Memphis, each tied with
a red ribbon and bearing the name of the O. K.
Houck Piano Co. The keys were tried, but failed
to open any of the refreshment parlors of Atlantic
City until after midnight on Sunday, when the
doors were opened to the thirsty hordes.
tions of the country. Several of the jobbers are
particularly anxious to show the pictures to their
dealers, even if the public is not invited, believing
that the immensity of the Victor Co. plant and its
efficiency, to say nothing of the army of high-class
workers employed and shown as they march from
the buildings, will serve to leave a strong impres-
sion on the dealer and arouse his enthusiasm over
Victor goods.
One of the jobbers to receive a particularly cor-
dial reception was L. S. Sherman, head of Sherman,
Clay & Co., and dean of the music trade on the Pa-
cific Coast. Mr. Sherman made the trip for the
fixed purpose of getting the next convention of the
association for his own city, and his letters from
the Mayor of San Francisco, from the Director-
General of the Panama-Pacific Exposition, and oth-
er officials, coupled with his own eloquence, won the
convention for the Exposition City without a dis-
senting vote.
Mr. Sherman dec'ares that, although the distance
is calculated to frighten some of the jobbers, the
The distinguished gentleman
Sherman of San Francisco. At his right is H. C. llrown.
Advertising Manager of the Victor Co. Just behind Mr.
Brown stands Andrew McCarthy, of Sherman, Clay & Co.,
San Francisco.
fact remains that, with the special inducements of-
fered by the railroads and hotels during the period
of the Exposition, the cost of attending the conven-
tion will be surprisingly low and the presence of at-
tractions of world-wide importance made the
spring of 1915 a most favorable time for visiting
the Pacific Coast. Mr. Sherman came armed with
folders, rate sheets and other printed arguments in
support of his contention, but he won his victory
without being compelled to use them. "San Fran-
cisco Bound" is the watchword of the association
for the coming year.
The Lone Star State was particularly well rep-
resented at the convention this year, and the show-
ing should convince the trade of the interest that
the Texans are taking in the talking machine busi-
ness. Those who registered included G. G. Neville,
Four Long-Horns from Texas.
Left to right: Lester Burchfield, Sanger Bros., Dallas;
W. IS. Parker, Talking Machine Co., of Texas, Austin;
C. G. Neville, W. G. Walz Co., El Paso and Fernando de
Arredondo, Thos. Goggan & Bros, San Antonio.
with the \V. G. VValz Co., El Paso; Elihu A. San-
ger and Lester Burchfield, of Sanger Bros., Dallas ;
F. De Arredondo, with Thomas Goggan & Bro.,
San Antonio, and W. E. Parker, with the Talking
Midline Co.. of Austin, Tex. All the Texans were
O
the
Wade and Mrs. Wade Watching
Sights at Atlantic City.
enthusiastic over the conditions and the outlook in
their State, with its immense territory and con-
stantly increasing growing population.
If the various jobbers have their way, the films
showing in detail the manufacture of Victrolas and
records will be shown before audiences in all sec-
Left to right: Fred A. Siemon, Raymond Wur'itztr, Branson M. DeCou, W. A. Condon, C. S.
Kuggles, Marquette A. Healy and C. J. Schmelzer Enjoying the Briny Deep.
Among the officials and representatives of the
Victor Co. who attended the convention or looked
after the comfort of the visiting jobbers in Phil-
adelphia, were Louis
F. Geissler, general
manager; Charles K.
Haddon, vice-presi-
dent and treasurer ;
Walter J. Staats,
comptroller; Belford
G. Royal ; Henry C.
Brown, advertising
manager; Frank K.
Dolbeer, credit man-
ager; W. B. Fulg-
hum ; George D. Orn-
stein, manager of
salesmen; Ernest
John, C. K. Bennett,
E. E. Hippie, Jr. ;
H. A. Beach, C. H.
(Continued on
page 41.)
40
THE TALKING MACHINE WORLD.
m
Khaki Moving Cover Showing How Two
Machines May Be Carried With Ease
By a Single Messenger.
The Lansing Khaki Moving Cover
Did You See It at the Convention of Talking Machine
Jobbers at Atlantic City?
All Who Examined This Special Creation Were Quick
To See Its Dollar Saving Power and Dollar Earning
Power To Their Business.
The Lansing device is not only unique and original in every essential,
but it provides talking machine dealers with a device which simplifies the
delivery of talking machines and saves the cabinets from injuries which
might come through careless handling in the way .of varnish scratches and
bruises.
A word of description in this connection: The outside of the Lansing
Moving Cover is made of Government Khaki and the inside lining of cotton
flannel. Four thicknesses of heavy felt are used for interlining, and all of
these are firmly quilted in order to provide uniform thickness and durability.
The large coverings have heavy straps passing underneath the machine ter-
minating in handles half way up the sides, which are held closed in by heavy
horizontal stays. This distributes
the weight entirely upon the
straps, there being no weight
whatever upon either the machine
or the cover.
These covers are made to fit
all of the different talking ma-
chine models, and they effectually
protect against scratches or other
damage in transit, and the covers
have been found invaluable in
Arrangement of Straps on ICliakl IVljving Cover Show-
ing a Practical Demonstration of Use of
Straps Going Upstairs.
The Lansing Khaki Covers
can be so easily adjusted that
there is a large saving in time
over the ordinary method,
which, of course, means money
as well.
The durability of these
covers will be apparent to all.
The sendee which they will
render with reasonabfe care
will be long, no matter how
hard the usage to which they
are exposed. With the Lans-
ing Cover the machine is ef-
fectually protected from wet
and cold weather, dust,
scratches, bruises, finger prints,
etc., which makes possible the
delivery, of machines in the homes of purchasers in as perfect, condition
as when taken from the warerooms, thereby pleasing the customer.
It has four sides and a top especially for lettering.
No other covering is necessary, hence a large saving is made in time
and material that would otherwise be used — also in expense of repairing
and repolishing.
The manufacturer has such confidence in this product, and its aid to
talking machine men everywhere, that he will send these covers on approval
to interested parties. Covers so ordered may be returned at once to the fac-
tory if not found satisfactory.
The fullest information given concerning prices upon application.
E. H. LANSING
Manufacturer
611 Washington St. Boston, Mass.
making deliveries.
A description of this product
diardly suffices to convey to the
mind of the reader just what it
means to talking machine men.
It saves much time in preparing
machines for local delivery, and
it prevents them from receiving
any damage in transit through
scratches or bruises. It saves
money in doing completely away
with paper and all wrapping
material.
Lansing Khaki Moving Cover. Showing Ease of
Adjustment.
THE TALKING MACHINE WORLD.
41
CONVENTION SNAP-SHOTS AND IMPRESSIONS— (Continued from page 39).
North, Thomas F. Green, Howard Shartle, Jas.
E. Corneal, B. M. De Cou and others. Will Oak-
land, Steve Porter and several other recording
artists were present at the banquet.
Through the efforts of L. C. Wiswell, chairman
of the arrangements committee, a number of the
Western distributers assembled in Chicago and
L. C. Wiswell.
came to the conventions in a body, leaving Chicago
on a special car attached to the Manhattan Limited
of the Pennsylvania Road on Saturday morning
and arriving in Atlantic City on Sunday morning.
The party included C. J. Schmelzer, Kansas City,
Mo.; A. A. Trostler, Kansas City, Mo.; L. Burch-
field, Dallas, Tex.; A. Hospe, Omaha, Neb.; G. E.
Mickel, Omaha, Neb. ; B. J. Pierce, Kansas City,
Mo.; W. H. Reynalds, Mobile, Ala.; E. C. Rauth,
St. Louis, Mo. ; Geo. Mairs, St. Paul, Minn. ; Fred.
Seimon, Chicago, 111. ; Mr. and Mrs. S, O. Wade, Chi-
cago, 111.; J. E. Meagher, Chicago, 111.; Robt. Fen-
ton, Chicago, 111. ; Fred. Putnam, Peoria, 111. ; L. C.
Wiswell, Chicago, 111. At Pittsburgh the party was
joined by J. C. Roush, president of the association;
Perry B. Whitsit, F. C. Bruce and T. H. Towell.
The trip was a thorough success in every way,
Putting the "O. K." on the Landay Bros.
James B. Landay (left), Max Landay (right), O. K. Houek,
(center).
though some of those on the train arrived a trifle
red-eyed from lack of sleep. The car was well
stocked with the materials essential to keeping dust
and cinders out of the throat and the time-tried
prescriptions were in considerable demand. Play-
ing cards and swapping drummers' yarns served to
pass the time pleasantly.
When Mr. Wiswell's small son' placed a package
of "sparklers" in his grip to insure his daddy en-
joying a pleasant July Fourth celebration, the little
■fellow did not realize the trouble he was stirring
up. A member of the
Chicago party, who shall
be nameless for this
occasion, retired early
on the train and was
deep in the arms of
Morpheus when Lester
Burchfield lit a sparkler
and held it in the berth.
The slumbering one
awoke to see the berth
filled with fiery stars,
and yelled "Fire!" and
reached for the emerg-
ency cord simultane-
ously. It was some time
before the atmosphere
of the car got back to
normal.
was L. S. Sherman, who had never met with the
talking machine men before. Mr. Sherman was not
only impressed with the harmony existing in the
association ranks, but was particularly interested in
James and Max Lan-
day, the Landay Bros.,
of New York, for the first time attended the conven-
tion together and mingled with the crowd on every
occasion. The convention was somewhat new to
James Landay, but Max took his brother over the
ropes at a fast clip and saw to it that there was
no lonesomeness.
Group of Ladies Ready for Auto Trip.
Photo by .Prince.
Victor H. Rapke. the former jobber, who was
elected mascot of the association some years ago,
Victor H. Rapke in Argumentative Mood.
was very much on hand at Atlantic City and was
full of information regarding the developments of
the trade and how things are and should be done.
Mr. Rapke, who is at present in the automobile
business, is shown in the accompanying snapshot
just settling a discussion regarding conditions in
some of the horn factories of days long past. Every-
body knows Victor, 'cause he doesn't hide his light
under a bushel.
A goodly group of travel-stained conventioners
held a "death watch" in the hotel parlors until mid-
night Sunday when, it then being Monday, the
thirst parlors could open for a short time. At the
stroke the crowd hustled out, only to discover that
a party who had been sitting on the curb, waiting,
had gotten the first table.
One of the most enthus
the exhibition of the Victor Co. and the abundant
information regarding rnanufacturing and selling-
problems supplied to the jobbers by the department
heads and other members of the Victor organiza-
tion. Mr. Sherman stated that, though he had been
in the talking machine business since its infancy,
he had gained much new and valuable knowledge
of trade matters during his stay at the convention.
Only two of the jobbers traveled to the conven-
tion city in their automobiles, they being Emanuel
Mr. and Mrs. Emanuel Blout on the Boardwalk.
Blout, of New York City, who was accompanied by-
Mrs. Blout and the two Misses Blout; and Benj.
Switky, of New York, who brought down with
him Mr. and Mrs. J. H. Dodin and George W.
Morgan. Both gentlemen loaned their cars to the
committee for taking the ladies on the auto trip
to the Country Club on Monday.
Lester Burchfield as usual came to the conven-
tion with so many new tricks in his trunk there
was hardly room for his clothes. A musical clothes
brush was only one of a number of nerve destroy-
ers.
Autos Ready to Leave Hotel for Country Club.
E. N. Upshaw, of the Elyea-Austell Co., Atlan-
ta, is possessed of a "Rebel yell" which was prob-
ably handed down from the last generation, but has
(Continued on page 44.)
42
THE TALKING MACHINE WORLD.
Another
Conti
r I BE held right here and now,
A You are the membership, the of]
Just one topic for discussion: jSl
out into more general merchandising
Well, what about it?
Was any question of equal impcta
Atlantic City?
You are a merchant, dealing in im
yourself down to a restricted one-Ik
people want if there is money in it.
Suppose you had been "in" on the three-montl^
the dance furor first and Columbia dealers were ma
fore any one else could touch it.
Somebody is buying a huge and increasing oupw
ing no other make of records, and thousands of thei
you a good clear slant on how near home those goo
People who come in through your door and infbt <
those others who have your business sized up from p
as well have as not. Those people won't come in a c
precisely what they have been doing right along, gcs
of talking machine product, and to them that's as g(
There are so many things to tell you about W
stricted line that we would like to be asked to lay ttaj
So we take this occasion to suggest that yoiwi
Geo. W. Lye,
Columbia Graph
Woolworth M
THE TALKING MACHINE WORLD.
43
ng Machine
ition
| and all the committees.
the talking machine dealer broaden
handle all lines that are in demand?"
to you brought up for discussion at
1 instruments. You should not hold
:ialty trade, but carry whatever the
3ia lead on dance records for instance? We saw
dcy turn-over every week for a good long time be-
alumbia machines and records — some of them buy-
Columbia records certainly half of the time. Have
spending customers are ?
lumbia records are really nothing to judge by. It's
e, whom you never see, whose trade you might just
force you to supply them — they will continue to do
re else. They know that you handle only one line
irectory of where not to buy.
easons for handling a general line instead of a re-
e you.
certain live information to
ral Manager
hone Company
, New York
44
THE TALKING MACHINE WORLD.
CONVENTION SNAP-SHOTS AND IMPRESSIONS— (Continued from page 41).
lost none of its force. Mr. Upshaw brought the
yell with him to the convention and insisted upon
letting it loose when-
ever the bands or
orchestras played
"Dixie," and w h i c h
was very frequent. If
the Upshaw yell had
been with Lee, the late
unpleasantness m i g h t
have ended differently.
As though the ses-
sions of the conven-
tions and the entertain-
ments in connection
therewith did not fur-
nish enough excite-
ment, those visitors
having rooms on the
ocean side of the hotel
were awakened on Benj. Switky Always
Tuesday morning by Spic and Span,
cries coming from the water, and saw a thrilling
rescue of two drowning men by a trio of hotel
porters before the regular lifeguards were on
C. K. Bennett, of the Victor Co. Taking an
Order for a Carload of Needles from G. A.
Mairs, of W. J. Dyer & Bro., St. Paul.
duty. Several of the talking machine men also
had unpleasant experiences with the heavy under-
tow, though not sufficiently serious to require
rescuing by the guards.
Fernando De Arredondo was particularly inter-
ested in the convention and things generally in the
East. Mr. Arredondo is a native of San Antonio
and until his trip to Atlantic City had never been
beyond the borders of his native State, and found
much during the journey to demand his attention.
One of the features of the ball game that
appealed particularly to many of the visitors was
the parade of the "bleacherites" after the game.
The crowd from the open stand crossing the
View Across the Ball Field After the Game
Closed.
field in the sun gave an excellent idea of what
constitutes a crowd of fans. The accompanying
snapshot was taken from the Victor Co.'s section
of the stand while the guests were waiting for
the crowd to pass out before proceeding to the
automobiles waiting for them.
York, one of the veterans of the trade, was early
on the ground greeting old friends and exchang-
ing reminiscences of the former days when the
Victor clog was a pup. Mr. Bobzin is full of in-
formation regarding trade conditions that is
based on a long and broad experience.
To all intents and purposes James F. Bowers'
annual job as toastmaster at the banquets of the
association will last just about as long as Mr.
Bowers is willing to favor the jobbers with ex-
tracts from his rich fund of wit and humor, a
wit which has a distinctly Celtic touch to it and
is therefore never lacking in point. One jobber
dubbed Mr. Bowers the "toastmaster laureate" of
the association which phrase describes his stand-
ing in perfection. Incidentally Mr. Bowers' ready
wit and ability to put things clearly has saved
more than one situation in the meeting room dur-
ing business sessions.
THE EXHIBITS AT THE JOBBERS' CONVENTION.
There were a number of manufacturers of ac-
cessories, cabinets, needles, etc., who had exhibits
in the various rooms of the Chalfonte and other
hotels during the convention though an arrange-
ment between the hotel, and the association barred
exhibits in the public rooms and corridors as was
formerly the case.
Among those who had displays at the Chalfonte
was Clement Beecroft, of Philadelphia, represent-
ing the Long Cabinet Co. The various popular
models of Long cabinets for the leading makes of
machines were exhibited and the jobbers who were
not already familiar with the quality of the Long
cabinets were generally impressed. Mr. Beecroft
also represented the well-known Bagshaw needles
and other specialties at the convention.
J. T. Edling, held of the Velvatone Wood
Needle Co., Kansas City, Mo., was early on the
ground with samples of the Velvatone needles
for the purpose of demonstrating them before the
jobbers. Mr. Edling also showed the process of
manufacturing the needles from the time the lum-
ber was first sawn until the finished needle came
from the hardening solution. It is the claim
of the company that by giving the needle a quarter
turn after each reproduction ten or more records
may be played without changing the needle.
M. A. Carpell, representing the Herzog Art Furni-
ture Co., was also on hand with a cabinet exhibit,
which included a new style revolving cabinet.
M. B. Claussen, of the Masterphone Corporation,
New York, was also on hand for the purpose of
demonstrating the Masterphone for the benefit of
those few jobbers not already familiar with the
merits of this device in the improvement of tone.
Among the album manufacturers who displayed
their wares at the convention were George P.
Troyer and J. R. Jones of the National Publishing
Co., New York. They met with considerable suc-
cess in featuring their various styles of albums for
disc records.
George A. Bates, of the New York Card and
Album Co., New York, was also present at the
convention and met several jobbers there by ap-
pointment though he had no exhibit.
D. W. Moor, representing the Standard Grama-
phone Appliance Co., New York, was early on the
ground for the purpose of acquainting the jobbers
with the virtues of the Standard Co.'s line of
specialties including the Standard Automatic Stop,
Standard Fibre Needle Cutter and the Standard
Record Cleaner. He was kept very busy.
S. O. Wade, of Wade & Wade, Chicago, manu-
facturers of the well-known fibre needle cutter
which has won such success in the trade, was
present at the convention on a hand-shanking rather
than a selling trip.
One of the most interesting of the exhibits not
at the Chalfonte was that of the Pathescope, which
was exhibited at Haddon Hall. The Pathescope
machines, both electric and hand models, were
demonstrated almost constantly before interested
talking machine men. There were numerous fea-
tures connected with the machine that jnade a
strong appeal to the conventioners, one of them
being the film exchange proposition and the abil-
ity of the machine owner to purchase a special
motion picture camera and take their own pictures.
The exhibit was in charge of Willard V. Cook and
W. A. Condon.
KHAKI MOVING COVERS
For Talking Machines Displayed by E. H.
Lansing During Convention Attract Atten-
tion— A Genuine Convenience.
Charles Bobzin, of the Silas Pearsall Co., New
Among the prominent exhibits at Atlantic City
during the jobbers' convention was the display of
E. H. Lansing, 611 Washington street, Boston,
Mass., manufacturer of khaki moving covers for
talking machines, which are designed for the con-
venient and safe carriage of talking machines ,and
other musical instruments. In the delivery of these
instruments, it frequently happens that the highly
polished surfaces of the cabinet work is scratched,
which not only mars the appearance of the instru-
ment but causes a repair bill that is liab'e to total
more than the cost of one cover, to say nothing
of the uncertainty of matching the damaged spot
with the balance of the varnished surface. Lans-
ing covers protect machines from rain, snow, dust,
extreme cold or heat, as well as from scratches,
bruises, finger prints and other damage.
Lansing khaki covers are made in two styles,
one for the dealer and the other for home use,
both of which are sold under the unconditional
guarantee of absolute satisfaction or money re-
funded.
The outside of Lansing covers is made of Gov-
ernment khaki and the inside lining of cotton
flannel. Four thicknesses of heavy felt are used
for interlining and all is firmly quilted to keep it
of uniform thickness and durability. The straps
are heavy (three-ply) webbing and are not riveted
to the cover but held in place by tapes. Patent
buckles are used. The foregoing covers the de-
scription of the covers designed for commercial
SEE HOW THE JOBBERS IN THE WORLD
CAN SUPPLY YOUR WANTS.
purposes while the home covers are made of cot-
ton flannel, print, felt, rubber, mackintosh, etc.,
the prices of the latter runing from 50 cents to $3.
Mr. Lansing was personally in charge of his At-
lantic City display, and the booth was visited by
not alone the delegates but by many other people,
to whom the value of the Lansing cover was ap-
parent without much discussion on his part, and
he took a number of orders for all the styles of
covers that he manufactures.
OUR
VICTOR
SERVICE
IS SAFE
PROMPT
EFFICIENT
We safeguard our patrons' every
interest. Try us next time. Mail
orders receive prompt attention.
ELM1RA ARMS CO.
117 MAIN ST., ELMIRA, N. Y.
THE TALKING MACHINE WORLD.
45
Columbia Double-Disc Records A-5542,
A-5531, A-5549, A-5494— a lew One-steps
anr! Hesitations that a majority of
Columbia dealers are finding hard to
keep in stock.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
NEW EDISON ARTISTS
To Make Their Debut in the Edison Blue
Amberol List for September.
Three prominent artists will make their debut
in the Thomas A. Edison Blue Amberol list for
September. The trio is headed by Alessandro
Liberatti, the distinguished bandmaster and cornet
A. Liberati. F. Martin
soloist, who has been touring the United States
with great success for the past thirty-six years.
In the September list Liberati's Band is repre-
sented by "The March of the Inland Tribes," "La
Mia Speranza Waltz" and "The Suffragettes
March." These compositions of Liberatti arc
played by his band with a finish and charm that
is inspiring. The instrumentation of the band is
admirable for recording purpo.ses.
Frederic Martin, who will make his debut in
September with the Edison talent, is a- basso of
international fame, having appeared with all the
leading orchestras and musical festivals through-
out the country. He has a large and noble voice,
rich in quality and well controlled, notable, more-
over, for a wide range. Mr. Martin, who' is basso
of the Fifth Avenue Presbyterian Church Quar-
tet, sings that notable song of Schubert's, "The
Wanderer."
Last but not least comes Samuel Gardner, a
clever young violinist,
who made his debut last
year in New York. He
is a pupil of Franz
K n c i s e 1 , and one in
whom he has taken a
great interest. Although
born in Russia, he is es-
sentially an American
product. Comparatively a
youngster, he plays like
a veteran, as is evidenced
in his rendition of
Dvorak's exceedingly
popular "Humoresque."
There is authority,
charm and perfection in
his playing that will make his records popular.
FURNISHES FUNERAL MUSIC.
(Special to The Talking Machine World.)
Newton, Ia., July 9. — An Edison disc phono-
graph furnished the music at a funeral in this
city last week. The music had been overlooked
until next to the last minute and the local talent
in this, town was both mediocre and scarce.
Accordingly an Edison disc phonograph was used
to play "Lead Kindly Light," "In the Sweet Bye
and Bye," and "One Sweetly Solemn Thought."
The substitution was pronounced highly appropri-
ate bv the mourners.
TO HANDLE COLUMBIA LINE.
The Columbia Graphophone Co. closed arrange-
ments this week with the New Jersey Piano Co.,
Plainfield, N. J., whereby this well-known piano
concern will handle a complete line of Columbia
products and feature them in an extensive pub-
licity and selling campaign.
S. Gardner.
EX GOVERNOR DOUGLAS A BUYER.
Among the Victor sales to noted people by the
Oliver Ditson Co., Boston, Mass., was a machine
to Ex-Gov. Wm. L. Douglas, who, in addition to
his public life, is a well-known shoe manufacturer.
A TRIO OF NOTABLES.
Edward D. Easton, president of the Columbia
Graphophone Co., accompanied by H. L. Willson,
assistant general manager of the company, and
Senator William E. Johnson, a prominent cap-
tain of industry, sailed recently on the steamer
"Imperator" for a four weeks' trip abroad, visit-
ing England and Continental Europe.
TALKING MACHINE JOBBERS WHO AD-
VERTISE IN THE WORLD ARE LIVE ONES,
TRY THEM!
C. E. GOODWIN TO EUROPE.
C. E. Goodwin, of The Phonograph Co., Chicago,
is visiting Europe on his annual vacation, ex-
pecting to return in about one month.
The Silas E. Pearsall Company
Were first in the field as
Jobbers of Victor Products to believe in the Supremacy of the Victor
and are referred to as the house where VICTOR GOODS may be found when
a shortage exists. Many dealers have been placed upon our books during the
past strenuous six months.
Come in under our wing. We need you to help maintain Our Standard.
We
Specialize
Foreign Rec-
ords, Recor
Cabinets, Needles,
Needle Cutters, Auto
stops, Corrugated Board
lontainers and Envelopes
It will pay you to enter into correspondence.
SILAS E. PEARSALL COMPANY
VICTOR DISTRIBUTORS
18 West Forty-Sixth Street
OUR
MOTTO
Correctness
and Despatch.
(Near Fifth Avenue)
NEW YORK
46
THE TALKING MACHINE WORLD.
A Practical RECORD System
FOR. DEALERS
The New Tamaco Stock Record Rack
$31.50
Capacity 1000 Records Price
Mahogany and White Enamel
Write for circular describing this record rack — it has new features —
you'll be interested.
OUR new Record Stock System Pamphlet is ready. This
system shows you which are the big, live sellers in
your record stock — shows you just how many you have
sold during the past month or year of any number, enables
you to order without fear of overstocking— prevents an
accumulation of slow selling records, and the loss of profits .
by not having records your customer wants. It shows
your exact investment and turnover— is a perpetual inven-
tory and automatically reorders — is simple and inexpensive
to install and operate.
You 'II be interested in our Summer Sales Ideas, too.
THE TALKING MACHINE COMPANY
12 North Michigan Avenue
Chicago, Illinois
m
wruv-
S3
THE TALKING MACHINE WORLD.
47
From Our Chicago Headquarters
1£.
P. VAN HARLINGEN, Manager
HENRY S. KING WILL, Associate
World Office
Consumers' Bldg., 220 South State St., Chicago
- • Telephone: Wabash 5774
(Special to The Talking Machine VVorld.)
Chicago, III., July 0. — The talking machine men
arc not complaining about dull times, and every-
where throughout this specially favored section ot
the country crop reports are excellent, and they
tend to give a new life and impetus to business.
A number of our we'l-known local talking ma-
chine men have been aosent attending the national
convention of Talking Machine Jobbers at Atlantic-
City. J. F. Bowers has never missed a meeting since
he was instrumental in founding the organization
at Buffalo, and this year Marquette Healy has paid
his first visit to the national meet of talking ma-
chine men, and no doubt he will be impressed with
what he sees and hears at Atlantic City.
Edward H. Uhl, local manager of the Wurlitzer
interests, and Mr. Siemon, as well as S. O. Wade
and Mrs. Wade, journeyed down to enjoy the
cooling breezes o.f the favorite Eastern resort
during convention week.
While chatting with the talking machine men
locally, one is more and more convinced that the
talking machine trade is one of the very few which
is enjoying prosperity, and of course with the big
crops which we seem reasonably sure of securing
now, there will be a greater demand than ever
before upon the manufacturing resources of the
industry.
The talking machine trade has grown some since
its inception and is continuing to go forward by
leaps and bounds. The conditions surrounding it
were never better than to-day, and one delightful
thing about the trade is that there has been no
price cutting and slashing. Pick up the papers
containing the advertisements. They are always
of the appealing, educational character rather than
of price cutting. How much better it would be
if some of these methods were engrafted upon
the piano business. It would be refreshing in-
deed to turn to papers containing announcements
of pianos and find that the intent of the advertiser
was to interest purchasers on the basis of supply-
ing them with useful, necessary and valuable home
accessories rather than to catch them on a price
baiting proposition.
Certainly, there are arguments everywhere for
standardized prices and the fixed price principle
must commend itself to merchants everywhere, be-
cause it will do away with price hagg'ing very
materially.
Safeguarding Deferred Payment Contracts.
The attention of the Chicago Association of
Credit Men has been called to the necessity of
some legal action to safeguard merchandise sold
on deferred payment contracts. The party push-
ing the move is the Moneyweight Scale Co. It
sells its scales on deferred monthly payments and
finds that the only protection it has against the
attaching creditor or a court action is the filing of
a chattel mortgage. Of course, when a chattel
mortage is given it must be by the o.wner of the
article, so that it becomes necessary, to have com-
plete protection, to pass the ownership with the
first payment and then take back a chattel mort-
gage for the deferred payments. The making and
recording of the mortgage is expensive, unnecessarily
so, the makers of the scale contend. They believe
that the same end would be attained and even
greater security afforded the seller if a law were
placed on the statute books by which the contract
of sate could be made a matter of record.
This matter is one that deeply interests the music
trade of Illinois, where a majority of the instru-
ments are sold on contracts of sale providing for
payments extending through a term of many
months, during which almost anything is likely to
happen. The piano dealers have tried to secure
such a law several times, and have also tried to
secure a modification of the chattel mortgage act
which would permit of their being acknowledged
before a notary instead of going before the munic-
ipal court. In both cases the attempt was futile.
A law similar to that asked for in Illinois is in
force in New York State, and there seems no good
reason why the same rule should not prevail in
this State. As it is, the seller of a piano or talk-
ing machine, unless he goes to the trouble and
expense of taking a chattel mortgage and record-
ing it, is at the mercy of an insolvent buyer. The
bankruptcy courts positively refuse to recognize
these sales, and the contract has been declared of
no effect as against an innocent purchaser of the
instrument so that some such action as urged by
the Moneyweight Scale Co. would be very wel-
come ; and now that the music dealers are re-
inforced by lines other than their own they may
be able to secure some action. The Credit Men's
Association has the matter before the legislative
committee, of which Mr. Whitlock, of Belding
Bros. Co., is the chairman.
At the W. W. Kimball Co. Mr. Blanchard said :
"You can put this company down as heartily in
favor of any legitimate effort to accomplish the
above reform in relation to the recording of con-
tracts of sale. I, personally, worked for this object
in previous attempts and amaware of the obstacles
that the measure had to pass in the Legislature.
It may be that present conditions will make it
easier to do something. At any rate we should
try and have the united support of all parties who
will be benefited by the proposed change in the
law. It is useless for individuals to try and ac-
complish anything."
At Lyon & Healy's the credit department was
very strongly in favor of some such move or any
move that would give safety. "The bankruptcy
courts absolutely refuse to allow claims under a
sale contract, and all we can do is file our claim
with the other creditors for the unpaid balance and
see the piano or Victrola that is really our property
included in the assets of the bankrupt. We heartiiy
hope that the attempt will succeed."
Mr. Whitlock, chairman of the legislative com-
mittee of the Chicago Association of Credit Men,
is receiving co-operation of a number of members
of the music trade throughout the State. Those
wishing to co-operate are invited to communicate
with him.
Big Columbia Record Sales.
Charles F. Baer, local manager of the Colum-
bia Graphophone Co., reports that the past month
has shown an excellent sales record with a par-
ticularly heavy business in the record department.
Sales of the Columbia records have been mount-
ing steadily in the past thirty days and have shown
what a wonderful impetus the liberal Colum-
bia advertising has created. Sales of the medium-
priced machines for use in summer homes are
also marked, and in this the Columbia advertising
department must also be thanked. Mr. Baer re-
turned to his offices from a three weeks' motor-
ing trip to tke East in excellent health and well
prepared for a heavy fall business.
W. C. Fuhri, district manager of the Columbia
interests, is on a three weeks' vacation at Spring
Lake, Mich., and is enjoying boating and fishing.
A. J. Tucker, who is in charge of the whole-
sale order department, is confined to his home by
a serious illness that his physicians fear may de-
velop into typhoid fever.
Increases Capital Stock.
The Phonograph Co., local Edison jobber, has
(Continued on page 49.)
THE WADE-™ WADE
The WADE embodies the right principle, worked out through long experience. It is simple, durable and accurate. It trims the
needle at an angle resulting in the best tone. The WADE cutters are ma de of the best steel and are absolutely guaranteed.
The Wade
Fibre
Needle
Cutter No. Z
The WADE is
the most economical
cutter. It has a self-
acting stop, which
prevents waste and
enables one to get
from 12 to 15 per-
fect playing points.
No. 2 has a double
action, making it
especially easy to.
operate and afford-
ing the most power-
ful cut of any tool
made. No. 1 is a
very popular cutter
which has given ex-
cellent service.
The Wade
Fibre
Needle
Cutter No. 1
Order from your regular Dis-
tributoi — we sell to Jobbers only
RETAIL PRICES — No. 1, $1.50; No. 2, $2.00
WADE & WADE,
380
PHON
CHI
7 La
E, DOU
CAG
ke Ave.
GLAS 8108
O, ILL.
48
THE TALKING MACHINE WORLD.
Satisfy Your Customers!
Send Your Record Orders to
us. Our Record Stock is now
95% COMPLETE
CHICAGO
THE TALKING MACHINE WORLD.
49
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 47).
recorded an increase of the capital stock from
$•50,000 to $100,000. The increase was necessitated
because of the greatly enlarged business that 'the
company is doing.
Personals and Visitors.
Some recent visitors to the local trade were
F. R. Pancoast, Hastings, 111. ;• Herman Marks, Em-
mettsburg, la.; C. B. Tousley, Fort Atkinson, Wis.,
and W. H. Hale, manager of the Victor depart-
ment of G. W. Wheelock & Co., South Bend, Ind.
Other talking machine men visiting the Great
Central Market were H. G. Power, of the Taylor
Carpet Co., Indianapolis, Ind. ; L. C. Peck, of the
Peck Hardware Co., Berlin, Wis., and Mrs. Weise,
of Bradford Weise & Co., of Waverly, 111.
Mr. and Mrs. Fulton De Forest spent a part
of their honeymoon at Chicago during the past
month and called at the offices of the Talking
Machine Co.
Guy Miller, T. J. Miller & Sons, piano and talk-
ing machine dealers of Dixon, III, was a visitor
to the Lyon & Healy offices this week.
E. S. Wilson, of the Wilson Music House, was
also a caller at the big Wabash avenue institution,
motoring in from Oshkosh, Wis., where his busi-
ness is located.
George Israel, formerly buyer of talking ma-
chine department of Hillman's, has taken charge
of the same department at Rothschild's succeed-
ing Harry Solomon, who now has charge of
other departments. Mr. Pric'e, formerly of Grand
Rapids and Detroit, Mich., has been selected to
take direct charge of the talker department.
J. Stanislanis, Thirty-second and Halsted streets,
prominent Lithuanian music dealer, has just placed
a large order for Victor goods and will cater
ch'.efly to the Lithuanian trade.
Mr. Davies, manager talking machine depart-
ment of John Taylor & Sons, Cleveland, O., was
in Chicago during the month. Mis firm is making
Albert M. Mansfield, Eastern representative for
Lyon & Healy, was a recent visitor to Chicago.
George C. Jewel, Rhinelander, Wis., was a vis-
iting dealer this month.
S. M. Ladd, of Morrison, 111., and John Dahlin,
St. Charles, 111., were Edison dealers in Chicago
recently.
A. D. Wayne, retail manager of the Edison Co.,
is on a vacation at Fox Lake, 111.
W. C. Motershead, assistant advertising man-
ager of Lyon & Healy, is spending a two weeks'
vacation at one of the Wisconsin lakes.
Edmiston's Ingenuity.
H. E. Edmiston, retail manager of the F. G.
Smith Piano Co., was seized with a brilliant idea
the other day and proceeded to put in into execu-
tion. A Columbia Grafonola sign representing a
stage where a young man -and a pretty girl are
dancing to the music of the Grafonola was placed
in the window. The sign was not intended to
be an illuminated one, but Mr. Edmiston, in a
few minutes, rigged up an electric lighting ar-
rangement which gave the sign the most realis-
tic appearance and which, in the late hours of
the night, stood out in the Wabash avenue dark-
ness like a cameo. As late as 11 o'clock, passers-
by were stopping to admire the display and read-
ing the prices of the various instruments in the
window.
Reasons for His Faith.
Arthur Soudek, manager of the American Kling-
sor Works, reports that dealers all over the coun-
try are preparing for a big fall business. Mr.
Soudek said to The World : "I base my belief on
the big demand we are receiving for our needles,
and when calls for such an accessory come in so
heavily at this time of year it would seem that
the dealers themselves believe that 1914 and 1915
will break all records. The remarkable response
to our announcement in The World last month has
satisfied me that there is a big demand for needles
suited to the requirements of the different kinds
of records. The fact that the Klingsor needles
can "be used with either the Victor, the Edison or
the Columbia machines is another point in favor
of the dealer who handles our product as every
owner of a machine, no matter what kind, is a
prospect."
HOW LYON & HEALY UTILIZE WINDOW DISPLAY SPACE.
Window Trim Connecting Vacation Season wi
Enjoyment of Camping Enhanced by Music —
(Special to The Talking "Machine World.)
Chicago, 111., July 9. — About this time of the
year thousands of city dwellers, both business
men and those not so busy, are thinking of the
delights of the North woods, are overhauling their
camp equipment, replacing that which has served
its time, eliminating those articles which have
been proven unnecessary and adding those new
devices that experience has proven will be of
value and add to the pleasure of the trip.
Aware of this fact, Lyon & Healy have so deco-
th the Victrola Which Has Won High Praise-
-Suggestions for Dealer with Small Window.
well-pitched tent beside one of those clear North-
ern brooks, the backlog glowing and the fire blaz-
ing fitfully, the clear, crisp air fragrant with the
odor of the forests and through the trees the stars
glowing and sparkling with the brilliancy peculiar
to those Northern woods, and then think of listen-
ing under such conditions to Tito's Serenade or
the sextet from Lucia or the voices of the great
singers, with all the beauty and haunting melody
of their greatest successes. Would this be a little
bit of all right?
Clever Window Display Made by
extensive improvements in his department.
Otto F. Leidel, formerly at 875 Third street,
Milwaukee, has opened a new and very commo-
dious ground floor store at 881 Third street in
that city. Mr. Leidel features the Columbia line.
Robert Fenton, of the Wilson Avenue Talking-
Machine Co., was one of those present at the
jobbers' convention at Atlantic City.
J. E. Meagher, Lyon & Healy traveler in Wis-
consin, was in the city for a short stay and re-
ports excellent business prospects.
Archie Mathias, talking machine dealer of
Minneapolis, passed through Chicago on his way
to Pittsburgh and Columbus. Mr. Mathias made
the trip of automobile.
Miss Steel, expert saleswoman of the W. W.
Kimball forces, is taking advantage of the dull
season to take a vacation.
Ellis B. Hansen, head window dresser for the
Wurlitzer stores, suffered considerable anxiety re-
cently because of the serious illness of his wife.
Mrs. Hansen is now much better.
Lyon & Healy and Devoted to the Victrola, Which Is a Model in Every Respect.
rated their great front display window that it sug-
gests most emphatically the necessity of including
in the outfit fo.r this season is a portable Victrola.
And could there be a better suggestion? Take a
The photo herewith will help you understand
this window display. To the right of the scene is
the tent. On a stump before the tent is the Vic-
(Contiinied on page 50.)
"KLINGSOR" Talking Machine NEEDLES
(MADE IIM GERMANY)
ARE THE BEST ON THE MARKET
10 STYLES
Write for Samples and Prices to the
AMERICAN KLINGSOR WORKS
1316-18 North American Building
CHICAGO
50
THE TALKING MACHINE WORLD.
Better Make Your Cabinet
Plans Now.
Don't let the Summer weather make you forget about Fall. Fall
always means "rush" and "work." Summer is a good time to
"think." Better plan to make this a big Salter Cabinet year — and
place your orders early, because an ounce of preparation means a
pound of profits.
We have Cabinets suited to
EDISON
VICTOR and
COLUMBIA Machin
es
Salter's Patent Felt-Lined Shelf Cabinets
Are One of the Institutions of the
Industry. They Are Standard.
They harmonize perfectly and are built so as to appear as one.
PLACE ORDERS EARLY.
SALTER MFG. CO.
339 North Oakley Boulevard
CHICAGO
trola, which commands the attention of the lady
of the party. Her son restrains a dog, while to the
left the man of the party is engaged in casting
the fly. The background shows a Northern forest
and the foreground is trimmed to represent a
glade with a brook running through the fore-
ground. This brook is the great attraction, and
all the more because it contains a number of genu-
ine brook tro.ut from Michigan. The running
water and the fish gliding about as if thoroughly
at home in their environment make this the most
interesting part of the scene to many spectators.
This very attractive window picture is the wo.rk
of W. J. Stewart, the window trimmer for Lyon
& Healy. The large size of the display space in
this window makes such work possible as this
window and that of a year ago, when a full-sized
electric launch was shown in motion, 'the party on
board listening to the music o.f a Victrola.
There are few windows that could reproduce
this set scene in its entirety, but there are many
that could use motives from it. For example, that
portion of the scene showing the tent flap with
the Victrola on a stump could be easily set. . If
the figures were not available the display would
be suggestive and accomplish its purpose with
only the tent and the Victrola. A still smaller
window could be made from the idea by showing
a tent directly across the back, making the end
of the tent the background for the window. In
the foreground could be placed a stump or log of
woo.d, either being usually obtainable. On this
place the Victrola. The floor of the window
should be covered with some imitation of grass
unless the window trimmer wishes to be very
realistic, in which case a flooring of sod might be
used. But in this case, as in most o.ther cases of
stage work, the imitation will be found to look
more life-like than the real article. Trim the
sides and top with branches of trees with plenty
of green leaves, add anything that can be had in
the shape of stuffed wild animals, and the trick
is done.
A companion scene would be a representation
of a campfire at night, the fire burnt lo.w and the
figures shown lying down, wrapped in their
blankets. No figures would really be needed, as
the blankets could be arranged around piles of
cloth or any substance that could be shaped to
represent the outline of a human figure. The fire
is easily represented by making a pile of partly
burnt sticks and ashes against a backlog and
under the pile placing an electric light with a red
bulb. This can be made to. glow from the center
of the campfire in a very realistic fashion.
In all cases appropriate window cards would
make the lesson plain by announcing that you
could supply portable Viotrolas to vacationists im-
mediately or whenever wanted. Another card
would call attention to your stock of records.
Standard" Record Cleaner
Price, 50 Cents, List
Patented June 2, 1914.
ARTISTIC AND ATTRACTIVE
Grips the record surface and
clings as if on rails.
Extended brush area cleans rec-
ord with one sweeping circuit.
Send 10 cents in stamps for a sample cleaner. Write on your busi-
ness letter head only. Place regular orders through your jobber.
STANDARD GRAMAPHONE APPLIANCE CO.
173 LAFAYETTE STREET, NEW YORK
Write today for our new catalogue giving
you rock bottom prices of our specialties.
Springs for any kind
of Talking Machines
No doubt you will find it interesting.
EMIL RIEDEL
Sachsische Sagen- u. Federstahlwaren-
Fabrik.
Chemnitz-Gablenz, P. 0. Box 10, Germany
THE TALKING MACHINE WORLD.
51
YEAR'S CROPS OF RECORD VALUE. WANTS BUSINESS PHONOGRAPHS. THE CORTELLA TALKING PICTURE CO.
Wheat, Corn, Oats, and Barley Worth the
Stupendous Total of $3,418,000,000 — Prom-
ise 5,210,000,000 Bushels — Corn Crop Will
Be a Larger One Than Usual, Government
Reports Show, with Wheat a Bumper.
(Special to The Talking Machine World.)
Washington, D. C, July 8. — It will be joyful
news to talking machine men and to all lines of
trade that the four leading American cereal crops
this year will cross the 5,000,000,000-bushel mark
for the first time, which an approximate increase
of $'200,000,000 in value over the average produc-
tion and price for the last five years.
This staggering fact is contained in to-day's an-
nouncement by the Crop Reporting Board of the
Department of Agriculture, forecasting the 1914
crop of wheat, corn, oats and barley. The fore-
cast is based on the condition of the crops on July
1 as reported by the correspondents of the Gov-
ernment throughout the country.
The total crop of wheat, corn, barley and oats is
expected to amount to 5,210,000,000 bushels. The
five-year average production of these crops from
1909 to 1913 was 4,777,000,000 bushels. On the
basis of the prices per bushel actually prevailing
for these products on July 1 the estimated crop of
wheat, corn, barley and oats this year will be worth
$3,418,000,000. On the basis of the average price
for the last five years, $3,218,000,000. The aggre-
gate of these crops will be 433,000,000 bushels above
the five-year average production.
The most valuable of these crops this year will
be corn. The forecast is 2,868,000,000 bushels.
The price of corn on July 1 was 75.5 cents a bushel,
giving this crop an approximate value of $2,151,-
000,000. The corn crop forecast is expected to ex-
ceed the five-year average by 100,000,000 bushels,
and its value would correspondingly exceed the
average annual value by $283,000,000.
The forecast for winter wheat is 655,000,000
bushels, as compared with the annual average pro-
duction for five years of 523,561,000 bushels. On
the basis of the July 1 price of 76.9 cents a bushel,
the crop will be worth $503,095,000. This year's
crop, on the basis of July 1 prices, will be worth
only $1,186,000 more than the annual average crop
for the past five years.
The forecast for spring wheat is 275,000,000
bushels compared with an annual average of 239,-
819,000 bushels. This year's crop is expected to be
worth about $209,000,000 on the basis of the July
1 price of 76.9 cents a bushel.
' The forecast for the oat crop is 1,201,000,000
bushels compared with an average production of
1,121,768,000 bushels a year during the last five
years. At the July 1 price, 38.8 cents a bushel, this
year's crop is expected to be worth $456,380,000 as
compared with $504,450,000, which represents the
average value of our oat crop for the last five
years.
The forecast for barley is 211,000,000 bushels, as
' compared with 178,189,000 bushels on the average
for five years. Barley was worth 47.5 cents a
bushel on July 1. On that basis this year's crop
will be worth $99,170,000.
VICTROLA XVI. BEING FEATURED.
The Victor Talking Machine Co. sent out to
its dealers this week an attractive summer folder
featuring the Victrola XVI, which retails at $200,
as a machine particularly adaptable for dancing
purposes. The company also mailed one of these
folders to every summer hotel, yacht club and
country club in the United States, in order that
Victor dealers might reap the fullest possible bene-
fits from this wide field of summer prospects.
H. A. Yerkes, manager of the Columbia Co.'s
wholesale department, left last week for his
summer vacation, which he will spend, as usual,
at his old home in Washington, D. C.
The secretary of a prominent and progressive
wholesale hardware house in the United Kingdom
has manifested an interest in securing the agency
for a phonographic machine for registering dic-
tated correspondence, etc. No machine of this
type have as yet made their appearance in the
district, which has a population of over 1,000,000,
and includes a number of good sized cities.
(Special to The Talking Machine World.)
Dover, Del., July 7.— The Cortella Talking Pic-
ture Co. filed a certificate of incorporation this
week with the Secretary of State to manufacture
talking machines. The capital is given at $300,000,
and the incorporators are : A. Antonelli, W. T.
Jones and H. L. Tourney, Philadelphia, Pa.
GREATEST OF EDUCATORS.
The talking machine is the greatest of all edu-
cators. It puts the artisan on speaking terms with
the great composers. Humanity at large enjoy
their masterpieces — a pleasure formerly confined
to a favored few among professional musicians.
NEW NOISE PRODUCING MACHINE.
(Special to The Talking Machine World.)
Cheboygan, Mich., July 7. — W. A. Rideout, Jr.,
is erecting a factory in which to manufacture a
French noise producing machine to be used in
theaters, imitating all sorts of noises and operated
by a system of keys similar to those of a piano.
TALKING MACHINE JOBBERS WHO AD-
VERTISE IN THE WORLD ARE LIVE ONES,
TRY THEM!
The "CiCTi CM" Record Sectional Unit
= WViL/Cll ana filing System
IS A BIG SUCCESS!
Popular demand for this ideal record filing system has made it necessary to
double the order with the factory. Illustration shows 10 section outfit (3,000
record capacity) all sections dust proof. Springs in each compartment, posi-
tively keeps records from warping.
GETS ANY RECORD IN 4 SECONDS
By the use of adjustable numerical signals Class (Color) Signals show you
every similar record in stock. Without referring to catalog they indicate all
Modern Dance records, Sacred Songs, etc. Also marks "slow-sellers" and "cut-
outs" and prevents reordering. You can attach these signals 1 a second.
Each section has a capacity of 300 records. Finished to match your interior.
Condenses stock, saving time and space and increases sales to pleased customers
because of speedy record service, filed in a dignified system.
Finding, Filing and Re-ordering in one-half the usual time.
WRITE FOR DESCRIPTIVE BOOKLET,
naming your jobber. If he has secured the agency they can be shipped direct
to you and billed by him.
Guaranteed as
represented.
J. B. OGDEN, Lynchburg, Va.
"Puts Any Record in your hand in 4 seconds."
52
fHE TALKING MACHINE WORLD.
The number of talking machine dealers
who restrict their business to one line
of product alone is becoming less by
every mail.
{Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
TO BOOM OUR FOREIGN TRADE.
New Downtown Club Organized, of Which
James A. Farrell, President of United States
Steel Corporation, Is President — To Develop
Interest in Foreign Markets for American
Goods — Prminent Men Interested.
For the accommodation of those engaged in or
devoted to the development of American foreign
trade a new downtown club has been organized in
New York, to be known as India House.
At a recent meeting of a number of persons in-
terested in this project, James A. Farrell, president
of the United States Steel Corporation, was elected
president; J. P. Grace, president of W. R. Grace
& Co., treasurer, and Willard Straight, o,f J. P.
Morgan & Co., secretary. Alba B. Johnson, pres-
ident of the Baldwin Locomotive Works, Philadel-
phia; Edward N. Hurley, president of the Ma-
chine Co. of Chicago, and James R. Morse, of the
American Trading- Co., were elected vice-presi-
dents.
The three-story building at No. 1 Hanover
square, long occupied by W. R. Grace & Co., and
formerly the New York Cotton Exchange, has
been leased and is now being remodeled ~nd deco-
rated in harmony with the early traditions of the
United States, which it is the purpose of the club
to perpetuate. The membership will be national
in character.
The organization committee consists of promi-
nent men in New York, Philadelphia and Chicago.
The organization will be promptly completed and
it is expected that the club will be opened on
November 15.
Mortimer D. Easton, son of President Edward
D. Easton and advertising manager of the Dicta-
phone, arrived in New York recently on the steamer
"Hamburg," accompanied by Mrs. Mortimer D._
Easton. Mr. and Mrs. Easton had spent their
honeymoon' abroad, visiting during the past six
weeks all the leading countries on the Continent.
Mr. Easton also spent some time at the Dictaphone
headquarters in London.
AN ENTHUSIASTIC LETTER.
The Boston branch of the Columbia Graphophone
Co. received last week the following interesting
letter from Don S. Ferguson, Beachmont, a prom-
inent dancing instructor, who is the owner of a
"Mignonette" machine and practically every dance
record in the Columbia library :
"I received my graphophone in good condition
and desire to thank you for the promptness in
delivery. While acknowledging receipt of machine,
I take pleasure in extending my appreciation for the
splendid results obtained by the use of this instru-
ment. There is nothing more worthy to receive
than praise that originates from complete satis-
faction. You are the 'receiver of my congratula-
tions upon the product you are now marketing for
dance records. My pupils and myself are unani-
mous in the opinion that they cannot be excelled.
The tempo is perfect, the music inspiring, the
tone inviting; three essentials for modern dancing.
May our future relation? continue in accordance.
(Signed) Don S. Ferguson."
LONG CABINETS
Have Many Friends
A splendid line of well
made, elegantly finished,
Record and Player Roll
Cabinets.
Prices and printed matter
for the asking.
D65, D66, D67.
FOR VI., VIII., and IX. VICTROLAS.
Mahogany, Fumed Oak, G. O. and W. O.
D32
Mahogany, Fumed Oak, G. O. and W. O.
Will Hold All Machines.
THE GEO. A. LONG CABINET CO., Hanover, Pa.
Address CLEMENT BEECROFT, Sal|es Manager
309 W. Susquehanna Avenue, Philadelphia
THE TALKING MACHINE WORLD.
53
PHDNE: W0RTH-25l3-25l't
July 15th, 1914.
TO VICTOR dealers:
Between now and Fall, PROGRESSIVE VICTOR
DEALERS will try and IMPROVE THEIR SERVICE and thus
BE PREPARED for INCREASED BUSINESS during the coming
season .
They will study the methods of others, SUC-
CESSFUL m their line, and will PROFIT accordingly.
PROGRESSIVE DEALERS are also realizing that
they must study the METHODS OF ALL JOBBERS- -TEST
their SERVICE--be sure they have the EXPERIENCE,
ORGANIZATION and CAPITAL to meet demands at ALL
times .
The steady, healthy growth of this Company
is the result of "BLACKMAN SERVICE" and it enters
every transaction.
If you are not a "BLACKMAN DEALER", we
extend you a cordial invitation to become one and
IMPROVE YOUR SERVICE.
Yours truly,
BLACKMAN TALKING MACHINE CO.
\
54
THE TALKING MACHINE WORLD.
CARRY LARGE STOCK OF GOODS
In Their Spacious Quarters at 351-353 Fourth
Avenue, New York, C. Bruno & Son, Inc.,
Carry an Extensive Line of Victor Talking
Machines and Records for Ready Shipment
to Their Dealers in Territory They Control.
It is interesting to note the service extended by
C. Bruno & Son, Inc., Victor distributors, 351-353
Fourth avenue, New York. The accompanying
Showing Section of C. Bruno & Son, Inc.,
illustration showing a portion of the record rooms
gives an idea of the large stock carried. In addi-
tion to handling a large amount of merchandise,
the company make a specialty of prompt shipment,
it being their custom to, forward goods on the
same day that the order is received.
The record racks, the ends of which may be
seen in the photograph showing a section of the
record stock room, extend a considerable distance
to the left a*s well as in the direction shown in the
pho.tograph, and these racks have a very large
storage capacity. The records on the counter are
being prepared for shipment to dealers. By main-
taining an adequate stock it is possible to be of
the greatest assistance to the dealer.
A visit to the rooms showing a part of
the machine stock clearly indicates the volume o.f
goods constantly carried by this house. Not only
is a large stock carried here, but additional stor-
age facilities are secured in a warehouse in an-
other section of the city. For the convenience of
visiting dealers, the company maintains a display
room on the Fourth avenue and Twenty-sixth
street corner of their premises, where a complete
line of Victor machines is on exhibition.
The Victor department o.f 'C. Bruno & Son, Inc.,
is under the direct charge of Charles F. Bruno,
one of the officers of the corporation. Mr. Bruno
devotes his entire time
to the promotion of
this particular depart-
ment, the merchandis-
ing of Victor goods
being not alone a hob-
by with him, but a fea-
ture of the business
that has secured his in-
terest for many years.
Frequently dealers go
to him for counsel and
advice on business
problems which al-
ways receive his care-
ful attention. \
The House of Bruno,
which has been -estab-
lished for 80 years, the
cornerstone of w h i c h
was laid in 1834, is a
monument to a success-
ful business policy that
is enjoyed by but few
concerns. Its stand-
ing in the musical mer-
chandise field is high.
One of the most
forceful and helpful
policies of this house
is its exclusive whole-
sale plan, which never
interferes with any re-
tail sale of a merchant,
wherever that mer-
Record Stock Room. chant may be located.
NEW USE FOR RECORDS.
"I've found a new use for those phonograph
records yo.u bought last week and which cost such
a lot of money," said his wife, according to the
San Francisco Chronicle.
"How clever you are!" he exclaimed. "What is
your latest?"
"In the first place," she began, "I hold a skein
of wool over my arm, tie one end of the wo.ol on
a reel, place the reel on the graphophone pin and
then start the machine. The wool is wound up in
no time."
PROGRESSIVE JOBBERS ADVERTISE IN
THE TALKING MACHINE WORLD. CON-
SULT THEIR ANNOUNCEMENTS.
The fond husband gasped in admiration.
"But that is not all," she continued. "To.-mor-
row I shall place a little bath brick on one end of
the records, start the gramophone, and so clean
the knives."
He is still gasping.
INCORPORATED.
The Hutz Automatic Phonograph Co., of Brook-
lyn, N. Y., was incorporated this week with a
capital stock of $25,000 for the purpose of manu-
facturing and retailing musical instruments. Those
interested are M. and H. Hutz and H. T. Reeb.
'Twould be great if people, when they want to
air their views, could hang them on the clothes-
line in the backyard, as they do an old coat.
TALKING MACHINE JOBBERS WHO AD-
VERTISE IN THE WORLD ARE LIVE ONES,
TRY THEM!
FOR SALE
For
Sale — Very cheap to quick buyer, 60 Edison
Fire-
sides
25 Standards, 10 Homes, all good order.
2,000
Blue
Amberol KecoVds run of catalogue. Address
care
The Talking Machine World, 373 Fourth
Ave.,
New
York City.
POSITION WANTED
Position Wanted— By live salesman, capable of being
manager; 10 years' experience in talking machines and
pianos; am at present manager of El Paso firm carry-
ing the New Edison Disc. Address "C," care The
Talking Machine World, 373 Fourth Ave., New York
City.
MANAGER WANTED
An experienced and capable phonograph man to qualify
as manager of a jobbing and retail proposition. Edison
Disc and Cylinder line. Address application to
"Smith," care The Talking Machine World, 373
Fourth Ave., New York City.
MANAGER WANTED
Splendid opportunity for talking machine manager with
one thousand dollars to invest in department, in one of
the best departmet stores in Middle West. Policy of
store requires investment for department managers.
Address "J. 114," care The Talking Machine World,
220 So. State St., Chicago, 111.
OPEN FOR ENGAGEMENT
Talking machine man with 15 years' experience, whole-
sale and retail, would like to connect with an apprecia-
tive concern; satisfactory references assured. Ad-
dress "J. J. J.," care The Talking Machine World, 373
Fourth Ave., New York City.
WANTED
Manager for Victor-Victrola Department ;
state age and experience ; all applications
treated confidentially if desired. Address The
Cable Co., 137 W. 4th St., Cincinnati, Ohio.
TRITON MOTORS
Spring may be
replaced
within a few
seconds.
Noiseless Movements
Simplicity — Perfection
Can be wound
while instrument is
playing.
Quantity Price 75c, F. O. B. N. Y.
TRITON PHONOGRAPH CO
41 UNION SQUARE, NEW YORK
Samples
SENT UPON REQUEST $1.25
EACH, CHECK WITH ORDER
WINDER
REGULATOR
STARTER
The Triton Phonograph
Retails at $10.00
This macliine gives you a chance to make a lot of money.
Plays any needle disc record. Solidly built. Beautiful tone.
Send for wholesale prices. Sample $10.00.
THE TALKING MACHINE WORLD.
55
TRADE CHANGE IN 50 YEARS.
Vast Growth of Exports Over Imports in the
Last Half Century — Some Interesting Fig-
ures Set Forth That Are Worth Study.
The annual report on the commerce and navi-
gation of the United States in the fiscal year 1913,
just issued by the Bureau of Foreign and Domes-
tic Commerce, reveals conditions of trade and in-
dustry in marked contrast with those prevailing in
earlier years.
In a total trade of $4,279,000,000 last year, ex-
ports exceeded imports by $653,000,000, while at
the middle of the last century, as shown by earlier
reports of the series, imports were largely in ex-
cess of exports. Then imports of manufactures
were more than five times the exports thereof,
while in 1913 exports of manufactures were more
than six times the imports of like classes. Mean-
while manufactured articles have largely replaced
farm products and raw materials, except cotton, as
the leading articles contributing to the export trade.
Only in the carrying trade has the United States
lost ground in the last half century. In 1850, for
example, 70 per cent, of the foreign commerce was
carried in American bottoms, while last year 80
per cent, was carried in foreign bottoms.
Additional interest attaches to the 1913 report,
entitled "Commerce and Navigation of the United
States,". by reason of the fact that it contains the
final statistical exhibit of the commerce handled
at individual ports, many of which, under the re-
organization effective July 1 last, lost their iden-
tity and are now included in rearranged customs
districts bearing general titles, such as Massachu-
setts, Michigan and St. Lawrence. The continued
relative advance in importance of the Southern
ports is strikingly brought out in the report.
While New York still holds a pre-eminent posi-
tion, having handled $2,000,000,000 of the $4,500,-
000,000 worth of merchandise making up our for-
eign trade, Galveston has rapidly gained and is
easily the second port of the country. OMier
Southern ports and certain of those on the Ca-
nadian border and Pacific Coast are also growing
rapidly in commercial importance. New Orleans
is the third-port, Boston fourth, Philadelphia fifth,
Baltimore sixth, San Francsico seventh, the Puget
Sound ports eighth and Buffalo ninth, closely fol-
lowed by Detroit.
Customs revenues last year aggregated $313,-
000,000, and particulars regarding over 3,000
classes, varying in importance from such great
groups as cotton laces, embroideries, etc., which
paid $22,000,000 in duties, to snowshoes, paying
$633,000,000.
NO INSIDE DISCOUNTS.
Printers' Ink Comments on a Recent Action of
the Victor Talking Machine Co. and Tells
Why It Came Into Being.
The July 9 issue of Printers' Ink contained an
interesting article by one of the staff writers, rela-
tive to the new rule which the Victor Talking Ma-
chine Co. has inaugurated, whereby all discounts to
employes and stockholders are abolished. This ar-
ticle reads as follows :
"Along with the increasing sentiment against the
quantity discount has come a feeling that the grant-
ing of 'inside' discounts to employes, stockholders,
etc., is likewise a danger to fair-trade principles. Es-
pecially among concerns which try to maintain re-
sale prices, it is coming to be recognized that any
variation from the principle of treating every buyer
exactly alike as regards price is a mistake in pol-
icy.
"That the situation has become acute in some
quarters may be surmised from a new ruling just
announced by the Victor Talking Machine Co., to
the effect that henceforth 'not an officer, director or
stockholder of the Victor Co. can secure a Victor
or a record at less than full list royalty.' Simul-
taneously with the announcement of this ruling,
which is declared to 'conserve the real interests of
our distributers and dealers,' there has gone forth
from the general offices of the company at Camden
a notice to all wholesalers and retailers handling
Victor goods that reads as follows : 'We shall con-
strue it a violation of our license agreement if any
discounts whatever from the full license royalty
upon Victor machines, records or other patented ap-
purtenances are given to any member of your firm,
officer, director or stockholder of a corporation, or
employe of either.'
Why the Victor Co. Changed Its Policy.
"Formerly the Victor Co. did not raise any ob-
jections to the trade giving complimentary discount
to legitimate employes, and the Victor Co. followed
this practice with the 6,000 workmen in its manu-
facturing plant. The circumstances which led to
the present radical change of policy may not be
without significance for advertisers and manufac-
turers who are marketing specialties of wide popu-
lar appeal. It has all come about from the fact that
various department stores throughout the country
took advantage of the Victor Co.'s leniency in this
regard to inaugurate what practically amounted to
a cut-price campaign. The offer of a ten per cent,
discount was made openly in the pay envelopes of
all the department-store employes, and the possi-
bilities of this wholesale shaving of prices — there
being 50,000 department-store employes in New
York City alone— aroused the Victor Co. to action.
"The matter would be serious enough if the loss
to manufacturers and distributers through the ad-
vantage taken of the ten per cent, discount were
confined to legitimate employes and the relatives
that they might endeavor to favor openly or surrep-
titiously. However, manufacturers, who have stud-
ied the situation say that it has a yet more serious
side in that employes have been tempted in not a
few instances to split the discount with compara-
tive strangers' who desire to purchase the goods and
who contract to buy them through an employe, in
order to save a fraction of the list price — say five
per cent., while the employe retains five per cent,
for conducting the transaction."
PROGESSIVE JOBBERS ADVERTISE IN
THE TALKING MACHINE WORLD. CON-
SULT THEIR ANNOUNCEMENTS.
Flexible Star
Needle
"One Plays
Twelve"
The complete attachment — simple,
quick and easy to handle.
Complete descriptive folder
mailed on request.
THE right hand illustration shows the Flexible
Star Needle and Holder in proper position
on a disc record. It can be easily applied
to any sound-box having- a screw fastening to hold
the needle.
TO APPLY
To apply the needle holder, insert the shank
into the needle opening in the same way as an
ordinary pin and tighten the screw firmly.
TO CHANGE NEEDLES
The illustration at the left shows the clamp-nut
open in position to change Star Needle. The
needle is placed over stud as indicated. The
clamp-nut is dropped down over stud and tight-
ened firmly.
AFTER PLAYING
After playing a record to bring - a new point
into position, the crank-handle is turned one
revolution.
Price — Complete Set
Needle holder and 300 points. . .$3.00
Extra points, package of 300... 1.00
FLEXIBLE STAR NEEDLE CO.
701 Commercial Building
2056 East Fourth Street
CLEVELAND, OHIO
56
THE TALKING MACHINE WORLD.
REMODEL "TALKER" QUARTERS.
Rosenblatt Piano Co., Bristol, Tenn., Installs
New Soundproof Booths and Makes Other
Improvements of Importance.
(Special to The Talking Machine World.)
Bristol, Tenn., July 6.— The Rosenblatt Piano
Co., of this city, which handles the products of the
Victor Talking Machine Co., has just completed
a number of changes in its Victor department
which greatly enhance the attractiveness and facil-
ities of this division of its business. Oscar Sim-
mons, well known in the local talking machine
trade, is manager of the Victor business of the
Rosenblatt Piano Co. and to date has achieved a
well-deserved success.
Among the improvements introduced by the com-
pany in its Victor department is the construction
of three sound-proof demonstration rooms for the
convenience of its patrons. This is especially note-
worthy as showing the rapid strides that the Vic-
tor products are achieving in the smaller cities of
the South, in company with the larger trade cen-
ters. As recently as two years ago sound-proof
demonstration rooms in a city the size of Bristol
were practically unheard of, but to-day they can
be found in small towns from coast to coast.
IMPORTANT TESTIMONIAL.
Another important addition to its valuable col-
lection of testimonials on behalf of Columbia dance
products was received the other day by the Co-
lumbia Co. from Morgan D. Stern, head of the
modern dance society study bearing his name at
Broadway and Fifty-seventh street, New York.
Mr. Stern, who is prominent throughout the East
as an authority on the present dances, writes as
follows :
"Kindly place on record my order for an addi-
tional 'Dengozo' matchiche record. The perfect
rhythm and beautiful tone which this record pos-
sesses, aside from its greater length and lower
price, places it superior to any other matchiche
record so far produced — in fact, all Columbia
dance records embody the one important require-
ment toward perfection — namely, accurate time.
The Columbia dance records are in continual use in
all my studios, both in private and class instruc-
tion. For the latter purpose I consider them
preferable to other musical instruments. Yours
very truly, (Signed) Morgan D. Stern."
CHARTERED TO DO BUSINESS.
The M. G. H. Corporation has been chartered
under the laws of New Jersey to engage in the
phonograph business. The capital stock o.f the
new concern is $500,000 and the incorporators are
J. T. Magee, B. McCall and A. J. Stobbart.
TO MAKE LOW PRICED MACHINE.
It is reported that a company is being organized
in Chicago for the manufacture of a talking ma-
chine that will retail for from $5 to $10, and
which is said by the promoters to be a remark-
ably serviceable instrument. Records will be made
to fit it that are but a few inches in diameter.
When you get to the store in the morning be
sure that you look and feel like work. If you
don't feel that way there is something the matter.
SEE HOW THE JOBBERS IN THE WORLD
CAN SUPPLY YOUR WANTS.
OUR SILENT SALESMAN ASSORTMENTS
A Place for Everything and Everything in Its Place
These Handsome Glass Show Cases
ABSOLUTELY FREE !
Size 5" x 12".
Contents of Bridge Assortment No. 1
doz. No. 705
" ■ 706
" - 708
" " 708%
709
11
Bridges $0.15
25
25
40
50
. 1.00
doz. No.
12 Bridges.
18
1205
1206
1305
1306
Sells for - . - - $20.40
Net Cost to You - - $6.05
Your Net Profit $14.35
.$1.20
. 1.50
. .15
. .25
. .15
. .25
$6.05
Contents of Mandolin Pick Assortment No. 3
6 doz. No. 7
4 " " lV2
1 gr. " 100
4 doz. B. & J.
3 " No. 6
3 " " 8V2
Picks $0.04 $0.24
" 04 .16
" .50
" 10 .40
" 20 .60
" 22 .66
doz. No.
25
31
1
51P
10V2
46
Picks $0.25 $0.76
" 25 .50
.20
.40
.35
.16
Sells for
Net Cost to You
$3^00
$6.64
Your Net Profit $29.36
Contents of Tailpiece Assortment No. 4
V2 doz. No. 710 Tailpieces $0.75 $0.38 V2 doz. No. 100 Tailpieces
V2 " "712 " 1.00 .50 % " " 710%
V2 " " 714 " ..... 1.20 .60
% "
176
Sells for
Net Cost
2.50 1.25
$3.00
.75
% " " 7ioy2 ... .75
24 pieces Tail Gut 01
to You
$14.40
$4.85
.60
1.20
.70
.32
$6.64
$1.50
.19
.19
.24
$4.85
Your Net Profit -------- $9.55
Contents of Peg and Mute Assortment No. 5
doz.
No. 730 Pegs
" 731 "
" 1 "
2 "
" 444 "
" 730% Size
" 730% "
Sells for
Net Cost to You
$0.36
.36
$0.36
V2 doz. No.
746 Mutes
$0.90
.50
1 " "
743 "
30
.50
1 " "
745 "
40
.60
1 "
755 "
70
.90
1 "
748 "
1.40
.18
. 1 " "
762 "
.... 1.00
.18
$2L70
$7.92
$7.92
Your Net Profit - - $13.78
And a Handsome Glass Show Case ABSOLUTELY FREE!
You Can Carry a Complete Line of Musical Sundries in a Space
20 Inches by 12 Inches, with an Average Profit of 200 to 250%.
BUEGELEISEN & JACOBSON
113-115 UNIVERSITY PL., NEW YORK
"DURRO, N. Y.," Will Reach Us
The Columbia automatic stop. The most accurate automatic
stop made and the easiest to operate.
Gun Metal, $2.00 list. Nickel Plated, $2.50 list. Gold Plated,
$3.00 list.
May be adjusted to both Columbia and Victor disc machines.
Order from any Columbia Distributor.
THE TALKING MACHINE WORLD.
57
The Columbia Grafonola "Mignonette"—
$100— has been designed and built with
a view to providing the best quality for
$100 that this Company— or any other
company— has ever produced, and it is
proving itself all that.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
PLEASED WITH JTRADE PROSPECTS.
Indianapolis Surprised at Summer Activity —
Cultivating Canoe Trade — Piano Houses
Take on Victor Line — News of the Month.
(Special to The Talking Machine World.)
Indianapolis, Ind., July 9. — Indianapolis talking
machine dealers assert they are surprised at the
manner in which the talking machine business is
holding up during the hot weather. None of them
C. J. HEPPE & SON
VICTOR
Distributors
1117=1119 Chestnut Street
PHILADELPHIA, PA.
PHONOGRAPHISCHE
ZEITSCHRIFT
BERLIN C. 19, GERMANY
The oldest and most up-to-
date trade paper covering the
talking machine line published in
the German Language.
PUBLISHED WEEKLY. FOUNDED 1900
Circulates all over the world.
SPECIAL EXPORT NUMBERS
appear in four different languages at
regular intervals.
Subscriptions for this talking ma-
chine publication 10 Marks yearly.
Sample copies sent free.
is comp!aining of business conditions. All are
predicting that they will have more trade this fall
than ever before.
A. W. Moos, manager of the local store of the
Columbia Graphophone Co., has a salesman in H.
M. Wright who believes in going to the river for
business. Air. Wright has created a great deal of
favorable comment, and, what is more important,
has been making a large number of sales by equip-
ping a canoe with a Columbia Grafonola. The
canoe is painted red. On the end of the canoe,
in silver leafing, is the name "Columbia Grafonola."
The craft flies two flags — the American flag and
a Columbia pennant. Concerts are given by Mr.
Wright every 'Saturday afternoon and evening. As
a result nearly every canoe on the river at River-
side Park is equipped with a talking machine.
Mr. Wright also has designed an attractive mid-
summer window. A real Indian wigwam, sur-
rounded by real grass — which Mr. Wright sprinkles
each day, and several rabbits make up the window
display. Back of the wigwam is an old-fashioned
rail fence. On a stump is a Columbia talking ma-
chine. Hundreds of passers-by pause at the win-
dow every day.
"Business is holding up good," said Mr. Roos
in discussing business conditions. "The prospects
are that it will continue to be good all summer."
George W. Lyle, general manager of the Co-
lumbia Graphophone Co., visited the Indianapolis
branch recently.
Alexander M. Stewart, and his son, George Stew-
art, both of the Stewart Talking Machine Co., have
left Indiana for an extended trip through the East.
They expect to attend the convention at Atlantic
•City. They will visit a number of the Eastern
cities before returning.
The installation of Victor talking machine de-
partments by the Pearson Piano Co. and the Peo-
ple's Outfitting Co. is announced by the Stewart
Talking Machine Co., through whom these com-
panies will get their Victor goods.
The Pearson Piano Co. is planning extensive im-
provements, and when the company's building has
been remodeled the talking machine department
will have adequate quarters on the first flopr. The
People's Outfitting Co. also will make room for a
special talking machine department. Both will
handle the entire Victor line.
"Business conditions are fine," said W. S. Bar-
ringer, manager of the Stewart Talking Machine
Co. "We placed our expectations away up and
they are now being fulfilled ahead o.f what we
expected."
To add to the efficiency of the Stewart Talking-
Machine Co. a motor truck for rapid service has
been bought by the company. The company will
use this truck in addition to a large horse truck.
The Kipp-Link Phonograph Co., which handles
the Edison line of talking machines, reports good
business conditions for the time of the year. Wal-
ter E. Kipp left Indianapolis recently on a visit
to. the Edison factory.
Some people have so little confidence in them-
selves that they really don't think they could plan
a house better than the architect.
UNION No. 1
Patent No. 776-672, others pending.
PRICES:
Gold plated, Nickel or oxidized . . $2.50.
4- Easy Sellers —
PRICE.
Gold plated, nickel
or oxidized. .. .$1.00
THE upper illustration
shows UNION No.
i, for playing Columbia
and Victor records on Ed-
ison Machines. UNION
No. i contains the
UNION Modifier feature-
The second - illustration
shows the UNION Modi-
fier, a quick-selling device,
giving Edison, Victor and
Columbia owners absolute
control over the volume
of sound.
UNION
SPECIALTIES
AT the right
is the new
UNION Sound
Box, just out,
taking Fibre or
any make of
needle. It is the
latest improve-
ment in sound
r e p r o duction,
and fits all Disc
Machines.
The UNION
Needle Box
shown below
fills another
long-felt want.
Write to-day for descriptive folders and
prices on these four easy-selling specialties.
All persons selling' goods infring-
ing1 our patents are liable to
suit for such ingringement.
The Union Specialty and Plating Co.
409 Prospect Ave., N. W. Cleveland, Ohio
UNION NEEDLE USUAL
BOX for DISCOUNT
Edison TO
Machine. DEALERS
PRICES:
$4.00.
Gold plated,
Nickel, or
oxidized,
PROGRESSIVE JOBBERS ADVERTISE IN
THE TALKING MACHINE WORLD. CON-
SULT THEIR ANNOUNCEMENTS.
PRICE:
Finished in
Mahogany, Circas-
sian Walnut or Fumed
Oak, any finish, 50c.
58
THE TALKING MACHINE WORLD.
The VELV ATONE talking machine needles can be used on all disc records. Perfect
music with the VELVATONE — no scratching. Jobbers and dealers who have seen and heard
them are enthusiastic over their merits. Get in your order now; be on the right side of the
needle argument. It will help you to sell talking machines by making them more popular.
One needle will play a number of records by simply turning the needle ONE-QUARTER
way round after playing each record.
VELVATONE NEEDLES are easy
and convenient to use, and you add
^ff.ffi/fc/ffi " a great deal to the enjoyment you
^ Y^VsT***^ now derive from your instrument.
The tone is soft and sweet, and just
the proper volume for the home. It
is possible that in the first trial you may not obtain the best results, as it is necessary to play
the records over a few times with VELVATONE NEEDLES, as they will lubricate and polish
the grooves of the record. The production will then be clear and smooth, and the RECORDS
will last indefinitely.
One Velvatone Needle Will Play A Surprising Number of Records
The Chemical process with which VELVATONE WOOD NEEDLES are treated contains an
oily substance, which acts as a Lubri-
cant, and thus polishes and smooths
the grooves of the record to a great ^^Ytl-Vctfc n&
extent each time the record is played. ^ C*"^*****^
Write for Jobbers' discounts.
Instructions for Using Velvatone Wood Needles — Self Sharpening
Place the needle in the sound box in the same manner as an ordinary steel needle, then, in order to avoid
injuring the point of the needle, place it carefully into the groove of the revolving record; let the needle remain in
the same position in the sound box as long as it will reproduce perfectly. When it is necessary to change the needle
do not throw it away, but turn it one-quarter way round and it will reproduce as clearly as at first. This can be
repeated a number of times before the needle is worn out.
The number of records that can be played with a single VELVATONE NEEDLE depends upon the condition
of the record.
Before perfect results are obtained with some records it may be necessary to play them over several times
with a VELVATONE NEEDLE.
Jobbers who heard the VELVATONE at the Atlantic City Convention were surprised at
the wonderful effects produced, and they placed goodly orders for them.
Do likewise — do it now, and quicken your business pulse.
50c. Per Package of 100
Liberal discounts to Jobbers. Full information given upon application
MANUFACTURED ONLY BY THE
VELVATONE WOOD NEEDLE CO.
KANSAS CITY, MO., U. S. A.
THE TALKING MACHINE WORLD.
59
THE PATHESCOPE WITH WANAMAKER EDUCATORS KEENLY INTERESTED
The Great New York Department Store to Es-
tablish Pathescope Salon to Demonstrate
This Amazingly Successful Machine — Pathe-
scope Exchange of Philadelphia Organized.
In the Talking Machine at Their Annual Con-
vention in St. Paul — New Building, Per-
haps, for Lawrence H. Lucker in St. Paul
for His Edison Interests — News of Month.
It was announced this week at the offices of the
Pathescope, 27 West Fo.rty-second street, New
York, that arrangements had been completed with
John Wanamaker, New York, whereby this promi-
nent department store would establish a Pathescope
USES
e.ooo
,n use -
Pathescope Booth at the Moving Picture Exposition.
salon to demonstrate this successful machine. declinin
Louis J. Gerson, manager of the Wanamaker talk-
ing machine departments has carefully investigated
the merits of the Pathescope and is enthusiastic
over its future in this country. Mr. Gerson is
planning to visit the factory of Path? Freres, Paris,
this summer on his trip abroad.
'When seen by a representative of The World,
an official of the Pathescope remarked as follows
regarding the firm's progress: "The Pathescope
Exchange of Philadelphia, organized solely to.
market the Pathescope in southeastern Pennsyl-
vania and southern New Jersey, has just received
its first order of over fifty instruments and suffi-
cient films to conduct a film exchange for their
owners. One of their initial transactions was a
sale of ten instruments and 16,000 feet of film to. a
prominent Philadelphia industrial concern.
"One of our recent sales from this office was a
motor-driven instrument for the Indian school at
Sitka, Alaska. The purchase was made by the
Presbyterian Mission, which supports the institu-
tion and which has also arranged for monthly
service of new films to be supplied regularly from
the New York Pathescope Exchange.
"Our booth at the recent Expositio.n of the Mov-
ing Picture Art at Grand Central Palace, New
York, was a decided success. This was partly on
account of the smooth operation of our instruments
and very largely because, after the first few days,
every other motion picture machine o.n the first
floor was stopped by the insurance authorities. On
account of its approval by the National Board of
Fire Underwriters the Pathescope was allowed to
continue its exhibition without interruption."
(Special to The Talking Machine World.)
Minneapolis and St. Paul, Minn., July 8.—
Twelve thousand teachers assembled in St. Paul
for the fifty-third annual convention of the
Natio.nal Education Association have put the talk-
ing machine dealers of the twin
cities on their mettle to engage the
hungry - eyed, information - seeking
pedagogues. The Victor Co. went
right into the camp of the teachers
with an educational exhibit in the
National Guard Armory, where all
the teachers registered and where
the book publishers and school-sup-
ply dea'ers had their exhibits.
Educators realize the tremendous
benefits obtained by the intelligent
use of talking machines, and the time
will come when every school, in
addition to its piano and stere-
■ opticon, also will have a high-class
phonograph, and the present con-
vention is likely to give a greater
impetus to the movement than its
predecessors. While the Victor is
the only house to get right in to the
inner camp, the other houses,
through local dealers, are making
strong appeals to the teachers through
window displays and newspaper ad-
vertising.
The Columbia is making a big card
of its Grafonola Mobile, which can
be trundled from one room to an-
other on its rubber-tired wheels in
a moment and without any disturb-
ance. That the device will appeal to
principals of large schools is quite
natural.
P. P. Claxton. the United States
Commissioner of Education, while
to commit the Government wholly to
the use of mechanical devices as aids in teach-
ing and entertaining, said that his bureau work-
ers had made considerable study of phonographs
and stereopticons, and while there had as yet
been no official report as to their investigation it
is well known, he said, that both can be made
useful under intelligent admilnistra'tion.
F. A. Westerfeld, superintendent of Dictaphone
agents of the Columbia Co.., was in the Twin Cities
last week. He stated that the dictaphone was
growing in popularity among lawyers and others
having large correspondence, and nowhere more
rapidly than in the Middle West. Every up-to-
date office, even a small one, in time will have
an arrangement as part of the necessary furnish-
ings of the office. T. A. Lowrey, traveling auditor
of the company, has also been through the North-
west, and it is believed that he found the branch
houses doing well.
It is reported in St. Paul that Laurence H.
Lucker has obtained the triangular building at
Sixth and St. Peter streets, St. Paul, for his pro-
posed Edison sho.p. The location is in the heart
of what is expected to be the new department
store district, while the building itself hardly could
be improved upon for display purposes, as it has a
conspicuous position and ample street frontage.
No public announcements have appeared, but there
is no question but that Mr. Lucker will put
through his plans.
General trade has resolved itself to midsummer
conditions. The record trade keeps up among the
lake resorters, but the sale of machines is not
especially brisk. Still it is as good as last year,
and with many dealers a whole lot better.
A CLEVER FILING CABINET.
The Ogden Invention Captures Good Orders
from the Trade.
J. B. Ogden, Lynchburg, Va., had one of his
new patented record filing cabinets at the Chal-
fonte, which was greatly admired by visiting job-
ber at the Atlantic City convention. As a result
of the interest which it created, Mr. Ogden took
back a substantial number of orders with him.
The Ogden record cabinet enables the dealer
to place his hands on any record in stock most
quickly. It is equipped with a spring in each
compartment that holds all records in an upright
position regardless of quantity of records filed
and keeps them from warping. It has a simple
adjustable signal system which makes quick filing
possible and enables the salesman to locate a
record immediately. It requires but small space
and has a large record capacity. These cabinets
are made on the sectional unit system. The
record capacity of these cabinets is unusually large
and dealers would do well to write to Mr. Ogden
for full particulars. He has a special proposi-
tion for jobbers.
The fellow who is always forgetting himself has
no right to kick when he is forgotten.
It may be a lofty ambition to hitch your wagon
to a star, but it is safer to drop your anchor in
the mud.
TALKING MACHINE JOBBERS WHO AD-
VERTISE IN THE WORLD ARE LIVE ONES,
TRY THEM!
Service That's Profitable
The VICTOR Machines and Records That
Yon WANT WHEN You Want Them.
Stocks That Meet the Demands of the Dealers
Without Disappointment.
Shipping Facilities That Insure Promptness
ACTIONS— NOT PROMISES
That's BLOUT SERVICE
EMANUEL BLOUT
Victor Distributor
2795-2799 BROADWAY (At 108th Street,) NEW YORK
60
THE TALKING MACHINE WORLD.
TRADE IN NEW YORK RUNNING AHEAD OF LAST SUMMER.
Jobbers and Dealers Now Placing Their Orcters for Expected Fall Trade — No Evidences of
the Slightest Business Depression in the Reports of Local Members of the Industry —
Sales to Yacht Owners — Noteworthy Speed Record of Weil-Known Sales Manager.
The mos't important topic of discussion the past
month among talking machine dealers has been the
marked contrast of their business to general mer-
cantile affairs. It is indeed gratifying to visit the
various dealers and find that, with practically no
exceptions, their business during the month just
closed showed a substantial increase over the cor-
responding period of last year.
To the business man in other mercantile lines
this optimism is a great surprise, as general condi-
tions the past month have been very poor and un-
settled. The Claflin failure was a bomb-shell in
all lines of business throughout the country, and
particularly affected New York industrial condi-
tions. Notwithstanding this unrest, however, talk-
ing machine distributers and dealers in this terri-
tory are emphatic in declaring that their business
the past three months has been entirely satisfac-
tory, and that their trade as a whole gives every
indication of breaking all previous records by the
end of the year.
The local talking machine trade has been an im-
portant factor in newspaper advertising the past,
few weeks. The advent of vacation time, with the
consequent demand for dance records and small
machines, impressed the dealers with the fact that
their advertising in the newspapers would be both
timely and effective, and accordingly, good-sized
advertisemen'ts featuring machines, records and
service were inserted at frequent intervals and pro-
duced excellent results.
The record problem has steadily improved, and
at the present time there is scarcely a ripple of
complaint among the distributers or dealers re-
garding record shortage. The factories are to be
congratulated on this excellent situation, as the
record demand has been tremendous and beyond
all expectation. The increased facilities provided
by the manufacturers and the efficiency of their
sales organizations have been very important fac-
tors in handling this phenomenal record trade.
Business Better Than Normal.
"Our June business was much better than nor-
mal," said J. Newcomb Blackman, president of the
Blackman Talking Machine Co., 97 Chambers
street, New York, Victor and Edison cylinder
jobber, "because stocks have been so low that
factory shipments are coming through much better
than heretofore. This, of course, produces con-
siderable business for the jobbers and dealers who
are sto.cking up at the present time. I believe that .
the dealers also realize that it is a good, safe plan
for them, and to their advantage, to put in ma-
chine and record stock now, and carry a larger
stock than usual for this year's fall trade.
"Summer business so far has been somewhat
better than ordinarily, due in a considerable meas-
ure to the continuance of the dance craze. Talking
machines are being taken away to summer resorts
by their owners for dancing purposes, which also
stimulates the demand for the regular catalog rec-
ords. On the whole, the talking machine business
seems to be in remarkable contrast with general
business, which is dull and psychologically poor,
consequently the talking machine business must be
in turn psychologically better than other lines of
business, all of which would tend to the belief
that psychology is a friend of the talking machine
business."
I. DAVEGA, Jr.
125 WEST 125th STREET, NEW YORK
Victor Distributor
PROMPT AND ACCURATE SERVICE
DEALERS: Write for our Victor
Pennant. Sent with our compliments.
Reports Gain of 50 Per Cent.
''We showed a gain of over 50 per cent, in our
last month's business, as compared with June,
1913," remarked R. F. Bolton, manager of the
Columbia Graphophone Co.'s wholesale headquar-
ters, 89 Chambers street, New York. "This gain
is doubly pleasing when the general business de-
pression is taken into mind. Collections have been
very satisfactory, everything considered, and the
outlook is decidedly encouraging. The most im-
portant phase of our business in June was the
steady demand for the higher priced machines as
compared with last June, when the cheaper ma-
chines were more in demand."
Demonstrations Attract Trade.
"Our daily demonstrations have pro.ven very
successful," said H. 'N. Purdy, manager of the
Edison disc department of Hardman, Peck & Co.,
433 Fifth avenue, the prominent piano house, "and
we believe they have contributed materially to the
excellent June business which we closed in both
Edison disc machines and records. As a matter
of fact, our sales totals last month exceeded our
expectations, and for a summer month were really
fine. The Edison disc records are meeting with a
ready sale and winning the admiration of all our
clients."
A Remarkable Achievement.
Apropos of the recent disastrous fire which al-
most cleaned out the New York Talking Machine
Co., Victor distributer, as noted in detail in another
section of this paper, some idea of the tremendous
labor involved in replacing the company's stock
may be gathered f ro.m the following incident : V.
W. Moody, sales manager of the company, as soon
as the temporary quarters at 77 Reade street had
been rented the day after the fire, started, with the
help of several men from the Victor factory, to re-
order the company's record stock, which had been
practically destroyed in its entirety, and to. replace
the 1,500 machines, which had also been ruined by
fire and water. The reordering of the machines
presented a comparatively easy problem, as a defi-
nite order of the machine number and the style of
finish was sufficient. The Victor records could not
be ordered in that way, however, as every one of
the 5,000 records in the Victor catalog required in-
dividual consideration.
It was on this day and night job that Mr. Moody
was busily engaged on Thursday morning in com-
pany with the factory men when he received a
long-distance telephone call from Philadelphia re-
questing his presence there that afternoon to give
testimony . in- a certain case before the court. At
11 :35 Mr. Moody and his three co-workers left
the company's headquarters, and at 12 o'clock were
on their way to Philadelphia. A table was pro-
vided for their use in the dining car, and they
continued working until the train reached the
"Quaker City" at 1.50. In ten more minutes Mr.
Moody was on the witness stand, and, after finish-
ing his testimony, crossed the Delaware River at
the other end of Philadelphia and rejoined the
factory men at Camden, N. J., at '4.10, which, we
may remark, is some traveling.
Columbia Trade Active in New York.
H. A. Yerkes, wholesale manager of the Colum-
bia Co., in a chat with The World, remarked on
the excellent reports which are being sent him by
all the new dealers who have recently opened
Columbia departments in local territory. The ag-
gressive and high-class methods which these deal-
ers have used to secure machine and record busi-
ness have produced excellent results, as evidenced
in the letters Mr. Yerkes is receiving. The en-
larged Columbia department at the F. G. Smith
store, 335 Fifth avenue, is achieving noteworthy
success under the management of Hayward Cleve-
land, one of the veterans and best-known men in
the trade. The Columbia departments in the
Kranich & Bach store, Co.wperthwait stores and
Christman Sons' piano house are all gaining new
patrons with pleasing regularity.
Sales to Yacht Owners.
A. N. Struck, manager of the Edison department
of the Tower Manufacturing & Novelty Co., 326
Broadway, New York, has been making energetic
efforts to develop his trade in specialized fields.
Discussing this phase of the Edison business, Mr.
Struck remarked as follows: "During the past
few weeks we have sold four $250 Edison disc
machines to owners of private yachts who are
planning to leave on extended summer cruises.
These purchasers, who include prominent business
men and financiers, are enthusiastic regarding the
tonal qualities of the Edison disc machines and
reco.rds, and I expect to close several other ma-
chine sales to yacht owners within the next few
days. The $250 machine is the most popular seller
with all our trade, who consider it the ideal ma-
chine from all standpoints."
MICA PRODUCTION LARGE.
North Carolina Yields More Than Half of
Country's Output.
(Special to The Talking Machine World.)
Washington, D. C, July 3. — Mica, which is
used to such good purpose in the talking machine
field, is found in crystals ranging from small ones
to those several feet across. Crystals two feet
in diameter are not uncommon. The value of
the mica produced in the United States in 1913
was $436,060, North Carolina contributing $267,-
913. The total value of the output in 1913 was
$104,164 greater than in 1912 and was the largest
ever reported. The production of sheet mica as
reported to the United States Geological Survey
amounted to 1,700,677 pounds, valued at $353,517,
compared with 845,483 pounds, valued at $282,823,
in 1912. The production of scrap mica in 1913
amounted to 5,322 tons, valued at $82,543, com-
pared with 3,226 tons, valued at $49,073, in 1912.
The survey has just issued its annual report
on the production of mica, by Douglas B. Ster-
rett, but in addition to the statistics of produc-
tion, markets, etc., this report contains an inter-
esting statement of the mode of occurrence of
mica and the kinds of rocks in which it is found,
methods of prospecting and mining, and treat-
ment of the product for market, as well as the
economic uses of the various kinds of mica.
INCORPORATED IN DELAWARE.
(Special to The Talking Machine World.)
Dover, Del., July 6. — The Cortella Talking Pic-
ture Machine Co. this week filed a certificate of
incorporation with the Secretary of State to en-
gage in the manufacture of talking machines. The
capital is given as $300,000, and the incorporators
are A. Antonelli, W. T. Jones and H. L. Touray,
Philadelphia, Pa.
VICTOR FOR^CHURCH USE.
The Talking Machine Co., of Philadelphia,
Victor representative, recently furnished the large
congregation of the Bethany Evangelical Lutheran
Church with an excellent concert of hymns and
sacred music.
It is just as well, when you bottle your wrath,
to throw away the corkscrew.
TALKING MACHINE JOBBERS WHO AD-
VERTISE IN THE WORLD ARE LIVE ONES.
TRY THEM!
NAME PLATES
9 DECALCOMAN I E
Why not apply
"a transfer
nameplate on -
MVSyour talking*/
1 machine cabined C
WRITE FOR SAMPLES
AND PRICES.
SKETCHES
FREE
GEO. A. SMITH €fCO.,Nc
74 CORTLANDT ST., N .V.
THE TALKING MACHINE WORLD.
61
J
Enlightening The
Talking Machine World
Our Service— Victor Service.
If it is a physical possibility to fill
an order complete— we will do it.
You will appreciate our Service—
our ability to help.
We ship from Maine to San Fran- \
cisco— no matter where you are
located.
If you are ever short
of goods— wire us
If
-''■-Ms
IIP
1 ■ V
fifes
New York Talking Machine Co.
81 Chambers Street,
New York
"T i H IMW
62
THE TALKING MACHINE WORLD.
Note^
The increasing Columbia business you
are missing ought to make you nervous.
(Reprinted from last year's Convention number. That increase has multiplied
since, and by the same token that nervousness of yours can hardly be improving much.)
JVote<
(IVrite for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
THE CORLEY SERVICE APPRECIATED.
Splendid Enterprise Built Up by Progressive
Richmond Jobbers — Conducting a Business
Over a Large Territory — Attribute Success
to the Service Given to Customers.
(Special to The Talking Machine World.)
Richmond, Va., July 8. — Mention of Richmond
conjures up visions of an historic past, rich in memo-
ries of bygone days when all the South acclaimed
it the logical location for its capital. It is not,
however, of the glories of the past that we have to
three years, until to-day the annual business will
approximate a quarter-million dollars! This de-
partment is under the direct supervision of Frank
W. Corley as general manager, assisted 'by Fredk.
Kessnich, wholesale manager, and a very capable
and efficient force of assistants. Hardly a town
or village in the entire South is too remote to
receive the benefits of the 'Corley Co.'s Victor
service, and the territory is practically bounded
by the Gulf Stream, thousands of dollars' worth
of goods being shipped annually to New Orleans
■and even further points. It is a striking com-
service. Particular attention is paid to the ex-
ploitation of the latest and most popular num-
bers of the foreign records, and a stock suffi-
cient to fill any order at a moment's notice is al-
ways carried in the record vaults of the company.
Ano.ther feature worthy of mention adopted for
the benefit of their customers is that wherein sug-
gestions for advertising and advertising literature
prepared to meet the individual requirements of
the customer are designed gratis by the Corley
Co.'s advertising department and furnished freely
upon request. The success of the Corley Co. in
the jobbing line has been marked
and emphatic, and it shows what
splendid results may be attained
from a business built on efficient
service.
Part of the Vaults of the Corley Co., Richmond, Va.
do with in this article, but of the tremendous com-
mercial activities of the present day in general
and the wonderful expansion in the Victor de-
partment of the Corley Co.. in particular. In the
ten years since this department was established
the growth has been phenomenally great, exceed-
ing even the wildest dreams of its founders, forg-
ing ahead by leaps and bounds from year to year,
actually doubling the sales for each of the past
mentary on the business sagacity of the Southern
dealers that they have been quick to grasp the
manifest advantages of dealing through this pro-
gressive house, for the admirable location insures
quick deliveries, low freight rates and excellent
shipping facilities, and a complete stock of
"Everything the Victor Co. makes." makes
a combination of irresistible attractiveness,
and doubtless explains the success of Corley
No Talking Machine Is Complete
Without An Automatic Stop
STANDARD AUTOMATIC STOP
The Most Perfect Automatic Stop Made
NICKEL FINISH $2.00
GOLD FINISH $3.00
Thousands of our Automatic Stops in use over a period of two years, giving satisfac-
tion, silently testify to the excellence of these devices.
Send 25 cents stamps for sample. Write on your business letterhead only. Place
regular orders through your jobber.
STANDARD GRAMAPHONE APPLIANCE CO.,
173 Lafayette St.
NEW YORK
MARYLAND FRAUD AD
LAW.
Comprehensive Measure Against
Misleading Statement Just
Passed in That State.
(Special to The Talking Machine World.)
Baltimore, Md., July 6. — One of
the most drastic laws against mis-
leading and scheme advertising put
in effect in any of the States up to
the present time was recently
passed by the Maryland Legisla-
ture and has the hearty endorse-
ment of the majority of the piano
men of this city, who have run in-
to competition with considerable
piano advertising of a sensational nature for some
time past. This law reads :
"Any person, firm, corporation or association
who or which in a newspaper, circular or form let-
ter or other publication published in this State wil-
fully or knowingly makes or disseminates any
statement or asservation of fact concerning the
quality, the quantity, the iralue, the metho.d of pro-
duction or manufacture or the reason for the price
of his or their merchandise or the manner or
source or the possession of awards, prizes or dis-
tinctio.n conferring a gain on such merchandise, or
the motive or purpose of a sale, intended to give
the appearance of an offer advantageous to the
purchaser which is false and fraudulent, shall be
guilty of a misdemeanor."
Violations of the new law are punishable by
fines of not less than $25 or more than $100 for
each offense.
"TALKER" MUSIC ON TRAINS.
Talking machines furnish novel amusement on
transcontinental trains of the Union Pacific &
Northwestern Railroads, where the passengers
dance up and down the cleared buffet and dining
cars to the merry strains of the latest Victor
tango records as played on the Victrola.
TALKING MACHINE JOBBERS WHO AD-
VERTISE IN THE WORLD ARE LIVE ONES,
TRY THEM!
THE TALKING MACHINE WORLD.
63
TAKES ON THE COLUMBIA LINE.
The Scheon Music Co., Who Recently Took on
This Line Reports Encouraging Business —
Schroeder Piano Co. Doing Well in Talk-
ing Machines — Henry's Taken Over by A. J.
Meyer — Kaufmann Bros.' Big Victrola Busi-
ness— Other Pittsburgh Happenings.
(Special to The Talking Machine World.)
Pittsburgh, Pa., July 9. — The Schoen Music
Co., 119 Federal street, North Side, has taken on
the Columbia line and reports a very encouraging
business. One of the large show windows has
been given over to an effective display of ma-
chines and records and is attracting much atten-
tion. Mr. Schoen says that the sales of records
have been unusually high during the past few
weeks. The Schoen Music Co. has heretofore
confined its business almost exclusively to pianos.
The new talking machine department of the
Schroeder Piano Co. has far excelled all expecta-
tions by its business for the first month of its
existance and the outlook is very promising. The
sales of $200 machines are reported as having
been especially good. The Columbia line is be-
ing handled exclusively. Miss H. R. Dunn, who
is so successfully managing the department, is
planning to leave soon on a three weeks' vacation
trip, most of which she will spend on the Great
Lakes.
H. N. Rudderow, manager of the Kaufmann
Bros. Victrola department, states that business
has been very good especially during the past two
or three weeks. The two outside salesmen are
handling some very good trade, and the inside
salesforce has been increased by the addition of
another saleslady. Mr. Rudderow reports that the
new style Victrolas are meeting with a very favor-
able reception.- Since the beginning of the camp-
ing and vacation season a large space of the
eleventh floor just off of the Victrola and piano
department has been given over to a realistic
camping scene with the Victrola camp outfit in
use. Tents, hammocks, canoes and the in-
despensible Victrola are shown in the environ-
ment of an ideal camp among the woods and
hills. The exhibit is one of the finest and most
pretentious of its kind ever shown here.
Henry's, 614 Penn avenue, in the last week of
June was taken over by A. J. Meyer who is now
almost sole owner, although the company still
remains a corporation with several others holding
a small amount of the stock. E. A. Grau has
retired from the business and is contemplating en-
tering some other line. Mr. Henry, who now
resides in California, sold his interests in the firm
to Mr. Meyer about three years ago. The name
of Henry's is being retained, however, on account
of the prestige acquired by the old firm of Powers
& Henry, which was one of the pioneer talking
machine houses of Pittsburgh. Mr. Meyer is very
sanguine over the outlook of the Victrola busi-
ness and reports that there has recently been a
marked increase in both inquiries and sales.
Among Pittsburghers attending the national con-
vention of the Talking Machine Jobbers' Associa-
tion at Atlantic City, are J. C. Roush, of the
Standard Talking Machine Co., and French Nestor,
manager of the W. F. Frederick Co.'s stores.
Mr. Harned, of the W. F. Frederick Co.'s Victro-
la department, reports that for the first six months
of 1914 a gain of 90 per cent, has been made over
the sales of the same period of last year. Camp
outfits are being featured with splendid success.
SOME BALTIMORE BRIEFLETS.
Convention Attracts Some Balti moreans — Droop
Enlarges Store — Business Is of Fair Volume
— Vacations Now Under Way at All Stores.
(Special to The Talking Machine World.)
Baltimore, Ma, July 9. — Most of the Victor job-
bers are in Atlantic City this week attending the
convention, but despite this fact, reports at the
various stores indicate that the summer months
are having little effect upon the sales. Business
has been keeping up in good shape and many sub-
stantial sales have been placed on the books. These
include a number of the high-priced machines of
the various makes.
W. C. Roberts, of E. F. Droop & Sons Co., and
Joseph Fink, of the Fink Talking Machine Co.,
are among those taking in the Atlantic City con-
vention. Before leaving for the seashore both of
them reported that they had a very satisfactory
June with regard to sales of machines and records.
The store of E. F. Droop & Sons Co. has been
greatly improved and enlarged during the month
so that the firm now has twice as much room as
it had formerly. The offices have been placed in
the rear where the new addition was made and
the salesrooms are in the front and have been
doubled in capacity.
F. A. Dennison, manager of the local branch of
the Columbia Graphophone Co., is away on his
vacation for two weeks. Mr. Dennison is spend-
ing his time at Rehobeth Beach, Del. Reports at
the store show that June was likewise an excellent
month for the Columbia trade.
Reports from H. R. Eisenbrandt Sons show that
this firm enjoyed the fruits of a good June trade
and that indications point to a duplication of the
good results during the present month. This firm
handles the Victor lines.
The Kunkel Piano Co., which also handles the
Victor line, is playing up the talking machine
business very elaborately and with good results.
The firm has a very neat Victor window display
this month.
The Sanders & Stayman Co., Inc., which handles
both the Victor and Columbia lines, announces that
both ends of the business have been quite pros-
perous during June.
BURGLARS DESTROY STOCK.
A band o.f motor-car thieves visited Yonkers
and robbed several residences and a number of
stores last week. Among the stores visited was
that of the Yonkers Talking Machine Co., where
little was taken but considerable property wantonly
destroyed.
TALKING MACHINE JOBBERS WHO AD-
VERTISE IN THE WORLD ARE LIVE ONES.
TRY THEM!
GOOD SERVICE
Easy to promise — but does your jobber MAKE GOOD
during the ELEVENTH HOUR RUSH?
Does he WHOLESALE ONLY, or is he a retailing jobber?
WE GUARANTEE FILLING ORDERS FROM OUR
REGULAR DEALERS THIS FALL— COMPLETE ON
THE DATES SPECIFIED— but to obtain our service
YOU SHOULD BE ONE OF OUR REGULAR
DEALERS if you expect to get this special service.
EVERY ORDER SHIPPED TO YOU
THE DAY IT IS RECEIVED BY US.
STANDARD TALKING MACHINE COMPANY
We are wholesalers only — Victors Exclusively
800-802 PENN AVENUE PITTSBURGH, PENNA.
64
THE TALKING MACHINE WORLD.
We have enough big news for Columbia
dealers this Fall to make them think that
their best months heretofore were only
promises.
(Write for "Music Money," a book "full of meat" for those Columbia GrapllOphOIie Company
dealers interested in quick and frequent turnover of capital.) Woolworttl Building, New York
SOME INTERESTING CUSTOMERS I HAVE MET
As Told by Benj. Switky, the Prominent Victor Distributer of New York — The Necessity
of Studying Human Nature with a View to Reading the Minds of Customers, Illus-
trated by Some Actual Experiences — A Great Diversity of Desires to Be Catered To.
If the boss isn't looking, I would like to whisper
something into the ear of his salesman, to the
effect that he is getting, over and above his salary,
a certain compensation or advantage not nomi-
nated in the bond. I hope not to be taken too
seriously when I point out the fact that a salesman
in a talking machine store has a beautiful oppor-
tunity to study psychology without going to col-
lege and without paying any tuition fee.
Psychology is the study o.f the mind. It is
recognized as a distinct branch of science. It has
to do with observation of the workings of the
human brain — whether normal or abnormal —
marking the deviations, the conscious and sub-
conscious impressions made on the brain, and the
subsequent thoughts and actions.
"But what has all this to do with selling rec-
ords?" you may ask. A great deal. Every sales-
man depends on his "instinct" in handling his
customer. He sizes up the clothes, deportment
and features of the prospective buyer. Whether
demonstrating the line of machines or playing
records, the salesman tries to read the tho.ugh.ts
of his customer. He watches his expression to
learn what class of music he prefers. He tries to
impress his own thoughts on the mind of his
customer, so that he will buy a higher priced ma-
chine or decide to take home certain reco.rds which
the salesman feels sure his customer should buy.
All this mental work involves psychology.
The better the salesman the more proficient is
his ability to read his customer's mind ; and I
don't know of any business that yields a better
opportunity to study psychology — or human nature,
as it is sometimes expressed. But no matter how
expert the judgment, it often goes wrong.
An Aristocratic Buyer Misjudged.
I once waited on "a lady of quality." She was
recommended by a customer of mine, with whom
she made an appointment to meet at my store, to.
buy a Victor. She arrived in grand style, with
carriage and pair, liveried coachman and footman,
and all the trappings that accompany a grande
dame living on Fifth avenue, right off Central
Park, New York City. At that time our best
machine was the Victor VI. Without deigning
to examine the machine, she wanted to kno.w if
that was the best made. Likewise we had to as-
sure her that there was not likely to be a better
one marketed in the near future.
Then came the selection of records. By all
means she wanted all the fine records that her
friend suggested. In addition she must have the
expensive Red Seals which she had heard around
the homes of her many friends. After that I got
the shock o.f my life when she beckoned to me
with her lorgnette that I should step closer. With
a most engaging smile she asked me sort of con-
fidentially, "Have you got anything in the way of
a real nice, refined coon song?" When she heard
"Nigger Loves His Possum" she was delighted.
After that I made up a special collection of coon
songs, ragtime music, minstrels, etc., which she
kept as her very own. The others were intended
for company only.
Real Lovers of Music.
New York is a wonderful city — wonderful be-
cause of its extremes. The superlative in every-
thing abounds here. The greatest wealth and the
most abject poverty; hundreds of amusement
palaces catering to the gay, and hundreds of ill-
smelling lo.dging houses patronized by the mis-
erable ; awe-inspiring skyscrapers rubbing elbows
with two-story shanties. Likewise, it is nothing
unusual to be selling records to a millionaire in
one booth and to a collarless mechanic on the
other side of the partition. The former may be
selecting tangos and trots to help him in his
dancing lessons, whereas the other wants the
heavenly kind of music, the kind that will help
him to forget his troubles for the time being.
One o.f my most appreciative customers was an
Italian tailor. He and his wife would call regu-
larly on Saturday on their way home from the
cloak shop where they were both employed, of
which there are many in the vicinity of Fifth
avenue below Twenty-third street. They always
carried with them a thumbworn catalog in which
they had marked off the records bought to date,
as well as those they intended to own just as
quickly as their meager earnings would permit.
After listening to two or three selections they
would choose one and assure me that they meant
to buy the others also — but not to-day. Every
Saturday for nearly two years they would spend
two or three dollars — rarely four — for a new
record.
I shall never forget the ecstacy with which they
listened to the seven-dollar Sextet. I played it
for them on several different occasions just to
give them a treat. At last they fell. The tempta-
tion was too great. The wife's birthday was near
at hand, and they decided to. buy it on my sugges-
tion that they could pay for it in two or three
payments.
It is a well-known fact that Caruso's voice is to
be heard floating through more than one open
window any summer's evening or Sunday in Mul-
berry street or Elizabeth street.
The Educational Value of the Talking Machine.
About two years ago a gentleman and a little
girl came into the store. It was just before Christ-
mas. They had spent the greater part of the day
"rubbering" in the department stores, enjoying the
holiday exhibits and decorations for which this
class of stores is famous, particularly in the
metropolis. It seems that this little girl coaxed
her father to enter the sto,re under the pretext that
she felt tired, and possibly because the big leather
upholstered armchairs looked so inviting.
It just happened that there was a lull in busi-
ness, so I offered to play for them a record or
two by way of diversion. Turning to the gentle-
man, I inquired whether there was any particular
selection that he would like to hear.
"Me? No, thanks. I wouldn't give one of them
things house room !" was the reply.
"Wouldn't you like to hear something nice?"
I inquired of the girl, nothing daunted. "We have
some nice records for children. There's 'The
Tin Gee Gee,' or a laughing song by Harry Lauder,
or a funny story by Uncle Josh."
"Oh, no," she answered, "my favorite is the
'Barcarolle,' " and she hummed the air from the
"Tales o.f Hoffman."
"My girl has outgrown all that baby trash,"
chimed in the father, proudly.
There was my cue, and I followed it up. First,
I complimented him on the fine home training that
his little girl showed. Then I argued with him
that in justice to the child it was his duty to pro-
vide her with a Victrola ; that, being susceptible
to good music, she should be surro.unded with
every possible musical influence that would aid in
educating and refining the child. I pointed out to
him the fact that the girl evinced decided talent
musically and that he should lose no time in ob-
taining for her a piano teacher. This suggestion
delighted the girl.
But the interesting part of my story is not only
that the thought-seed sown in the father's mind
took root, but in addition to her music lessons, he
surprised her one year later with a Victrola as a
Christmas present to aid her in her studies. And,
what is mo.re, the father finds pleasure and com-
fort in listening to the Victrola.
Parental interest and pride in their offspring is
the most vulnerable spot in the armor of indiffer-
ence which the salesman often is called on to
combat.
If we but knew how many machines are bought
just for the sake of the children we would make
it o,ur business to cater still more to the little
ones. "Suffer little children to come unto me" is
a teaching that is as good and true for us to-day
as it was when Christ uttered it. And the con-
version of the parents from a state of indifference
to the state o.f music lovers has been the mission
of the talking machine. Oliver Goldsmith ex-
presses the thought beautifully in one of his
works, when he says, "And those who came to
scoff remained to pray."
Customers That Don't Want What They Want.
"I want a funny record fo.r a child," declared a
lady one day, as she seated herself prepared to
listen. I played six records, each of different
ANDREWS MUSIC
HOUSE CO.
98 Main Street
BANGOR. MAINE
VICTOR DISTRIBUTERS
THE TALKING MACHINE WORLD.
65
character, but all that I thought would surely
please any child. Not even the slightest sign of
approval could I get from the lady. I was com-
mencing to size her up as a time-killer. I'll admit
that my patience was well-nigh exhausted. How-
ever, I thought I would stick to it just a record or
two longer.
"What is that record being played over in that
other booth?" she inquired.
"That, madam, is Liszt's "Hungarian Rhapsody,' "
I replied.
"Beautiful ! I want that by all means."
After I had sold her about $10 worth, all classic
music, I still tried to learn why she could not de-
cide on a record for the baby.
"Well, you see, while I wanted to get a record
especially for the baby, I realized that it would be
played all day long and that we would be obliged
to listen to it — and I just couldn't stand it!"
Helping the Customer to Select Records.
Tt is surprising to no.tice how abnormally some
people can behave while choosing records. I have
known otherwise good-natured customers to. tax
the patience of the salesman, have him play a
dozen or more of the finest and best selling rec-
ords, find nothing that appeals to them, and finally,
from sheer desperation, select a record just to.
repay us for our trouble.
It was not because of any cussedness, or mean-
ness of spirit, or economy of purse. They would
gladly buy if they could be suited. The fault lies
in the fact that they have no. musical taste or
judgment. Fearful of the criticisms of the folks
at home, they feel helpless, vacillating, undecided.
It requires the dominating judgment of the sales-
man to force upon them the good records, assur-
ing them and convincing them that after several
hearings the records will surely appeal to them
more stro.ngly.
Every salesman can recall from experience
making sales of certain selections which were re-
jected on first hearing one day and bought on
second hearing another day. While this fact may
occasionally be attributed to the difference in the
buyer's mood or disposition on the two different
occasions, it is more likely that the second playing
pleased because the customer became more familiar
with the music by repetition.
It is a well-known fact that familiar music sells
more readily. While there are certain composi-
tions that are so striking and so abstrusively goocf
or catchy that they appeal instantly to the average
listener, there are, on the other hand, many beau-
tiful compositions, particularly among the classics,
which must be heard several times to be appre-
ciated.
Why Certain Records Sell Readily.
Such compositions as the "Anvil Chorus,"
"Toreador Song," Intermezzo from "Cavallcria
Rusticana" and the "Merry Widow Waltz" are
ready sellers for one of two reasons: either be-
cause the selection is a familiar one, or, as in the
case of the "Merry Widow Waltz," because the
melody is sing-song, very simple and oft-repeated
from start to. finish of the record. These selec-
tions are grasped by even the weakest of musical
brains.
On the other hand, selections such as "The
Angelus," from "Sweethearts;" "Merry Wives of
Windsor Overture," "Song of the Soul," "Le Nil"
— all of them beautiful compositions — do not sell
so, readily because they must first filter or perco-
late through the average brain. On the first hear-
ing such music does not usually quicken the pulse
sufficiently nor stir the hearer into decisive action.
It is good salesmanship to play over such selec-
tions a second time for the customer.
We must try to reason o.ut and appreciate the
workings of the customer's brain, so as to be able
to help him to arrive at a decision in the selection
of records. The gratitude of the buyer will well
repay the salesman. He will feel that nowhere
else could he receive such goo.d treatment.
I hope that I have made clear to the reader the
benefit, pleasure and self-culture that falls "to his
lot as the result of intelligent intercourse with
the many different specimens of humanity that
circulate in every talking machine store wherever
located.
THERE is a world of
support and profit to
the dealer in this policy
of ours.
We are here to serve you
only, without exception, and
thus our efforts are entirely
and continually applied to
that purpose.
An adequate stock, com-
plete and modern equip-
ment, and a superior
organization make it pos-
sible for us to serve you
well and that is the result
we strive for and attain.
C. Bruno & Son, Inc.
ESTABLISHED 1834
Victor Distributors
Musical Instruments
351-353 Fourth Avenue
(From 25th to 26th Street)
NEW YORK
66
THE TALKING MACHINE WORLD.
A PROFITABLE SIDE LINE.
Many Talking Machine Dealers Realize the
Possibilities That Exist for the Promotion
of a Successful Musical Merchandise Busi-
ness, but There Are Others Who Overlook
This Fact — Importance of Getting in Touch
with Buegeleisen & Jacobson and the Ad-
vantages Therefrom Interestingly Set Forth.
"I am certain that if talking machine dealers
throughout the country fully realized the possibil-
ities that exist for the development of the musical
merchandise business there would be very few
dealers indeed who would not be carrying suffi-
cient stocks of musical instrument strings and the
smaller wares to take care of the demands of
their trade," said Samuel Buegeleisen, head of the
prominent musical merchandise house of Buegel-
eisen & Jacobson, 113 University place, New
York, and one of the best informed men in the
industry.
"There was a time, and not so long ago, that
talking machine dealers who contemplated han-
The Durro String Pouch.
dling small goods as a part of their business were
confronted with the problem of securing addi-
tional floor space, experienced sales people and
other incidental requirements which would soon
eat up all the profits. The question of room was
a particularly troublesome one, and many talking
machine dealers, who would otherwise have ar-
ranged to handle lines of musical merchandise,
were deterred from so doing because of a lack of
sufficient floor space and disinclination to increase
their rent.
"Realizing this condition, we labored for some
time to perfect a series of dealer helps and
articles which would occupy a minimum amount
of room in the dealer's establishment, practically
act 'as silent salesmen, and contain sufficient mer-
chandise to give the dealer an adequate stock to
cater to the needs of his patrons. Our 'Silent
Salesmen' glass show cases solved this problem,
as these practical display cases permit the dealer
to carry a full line of up-to-date small goods,
show them to the best possible advantage, and all
in a space five by twelve inches. These glass
show cases can be placed on top of each other,
and in every way are well worth the attention
of the live-wire talking machine dealer.
"We carry quite a number of these 'Silent
Salesmen' show cases in stock, and particularly
feature those cases displaying the violin bridge
assortment, clarionet pad assortment, mandolin
pick assortment, violin tail-piece and tail gut as-
sortment, violin peg and mute assortment. The
merchandise contained in these glass show cases
is of first class quality, and so priced that the
dealer may secure an excellent profit from its
sale. The glass show cases are furnished free of
charge with the various assortments.
"In presenting our No. 6 show case, which is
an attractive cabinet designed to 'display strings
for all instruments, we believe that we have per-
fected an article that the talking machine dealer
can use to splendid advantage. The importance
of the string business is generally recognized, but
the dealer has heretofore found it difficult to
secure enough of the right stock and was often
at a loss just how to display it. Our string cab-
inet occupies very little room, measuring actually
12% inches by 16% inches and 4 inches in depth.
In this very small space the dealer can display as-
sortments of strings for the violin, mandolin,
banjo and guitar. This handsome show case is
also furnished free of charge with the strings, and
I may say that the strings furnished with this
cabinet are fully guaranteed in every detail.
"We are constantly aiming to introduce novelties
that will help dealers close sales and increase their
profits, one of the most recent of which is our
'Durro' string pouch. This pouch has been on the
market a short while, but has already won the ap-
proval of our trade throughout the country. It is .
of practical value to the violinist, and we are in-
cluding it without charge with the orders, for the
Durro strings contained in the pouch."
WIRELESS MUSIC 200 MILES.
Strains from a Gramophone Picked Up by a
Ship at Sea.
Strains from a gramophone playing "The Merry
•Widow Waltz" and "God Save the King" were
heard lately by wireless in the Nelson Line
steamship "Highland Scot" during a voyage from
London to Buenos Aires by the third officer. The
boat was passing Vigo at the time, and afterward
it was found that the ship from which the wire-
less came was a private yacht 200 miles away.
Mr. Marconi, commenting on this report, said :
"They were probably experimenting with a
gramophone and a wireless telephone transmitter
abroad the private yacht. Tunes are transmitted
and caught up in this way. I never heard of
its being done over such a long distance, but it
is quite possible. Gramophone tunes have been
sent by wireless telephony from Marconi House
to my house at Fawley, near Southampton."
Talking Ma-
chines, Typewriters, Phono.
graphs, Adding Machines, Cash
Registers, Guns and Tools and all
Polished Instruments. THE FI-
NEST OIL MADE. It absolutely
prevents rust. NYOIL now cold
everywhere by all hardware and
sporting goods men. Large bottle
(cheaper to buy) 25c; trial size, 1 0c
WM. F. NYE, New Bedford, Man.
^ For polishing ™
varnished woodwork it is
extremely satisfactory. No oil is so clean.
Ask your watch repairer whose
oil he uses on your watch.
WALZ'S VICTROLA SIGN
In El Paso, Tex., Is Attracting Attention —
Is Imposing and Well Arranged.
(Special to The Talking Machine World.)
El Paso, Tex., July 6.— The W. G. Walz Co., the
prominent talking machine establishment of this
city, has recently erected a very imposing electric
sign devoted to the exploitation of the Victor talk-
VICTOR
VICTROLAS
W.G.WAU
COMPANY
415. ' [ T05500. TtWtSASlO»A5*l°° , rlliWt»
Imposing Victrola Electric Sign.
ing machine, a small cut of which appears here-
with. As may be judged, the sign is a very large
one and very effectively arranged, so that it never
fails to attract the attention of the public. The
Walz Co. reports a very large business in the talk-
ing machine field, and with the excellent crop pros-
pects throughout its territory looks for a very
large volume of trade the coming fall and' winter.
TALKING MACHINE JOBBERS WHO AD-
VERTISE IN THE WORLD ARE LIVE ONES.
TRY THEM!
All the music — and nothing else.
PATENTED MAY. 1914. By A. S. B. LITTLE
Our slogan: "Please thy neigh-
bor as well as thyself."
THE
"LITTLE ONE-DER"
ATTACHMENT
It fits Victor and Columbia
Machines and Records.
Place it in the needle-holder and
insert needle in the orifice.
Modify and clarify the music.
Play old favorite records now
discarded because of the scratches.
Agents Wanted.
You must act quickly to secure
territory.
Uses standard needles.
Eliminates the scratch and scrape
noises in new or old records.
Retails for $1.00.
Low prices to dealers in lots of
fifty.
THE LITTLE ONE-DER CO., Calvin Ave., Nashville, Tennessee Get literature and send for sample.
THE TALKING MACHINE WORLD.
67
The Unusual Attractiveness of the Victor Plant.
A Tour of the Factories is an Inspiration and a Revelation — A Million and a Half of Money to be Expended in New
Productive Facilities —An Industrial Organization in Which Everything Moves With Mathematical
Precision— The Work Conducted Under the Most Favorable Conditions.
Visualize upon the little insert illustration
shown in the upper right hand corner of the scene
■depicted below, then halt a moment to survey the
wonderful array of factories pictured underneath it.
What a view of industrial expansion is shown
here ! Can there be a better illustration of the
marvelous — almost miraculous — development of a
■business within a brief period o.f time?
This illustrates in concrete form what the forces
behind the Victor enterprise have accomplished
A tour of the Victor plant is an education in
itself, and no one can inspect the productive de-
partments of this enterprise without departing
with a greater admiration than ever before for
the industry itself. One must feel a new p'ride in
the talking machine industry, a new inspiration to
carry on the work in relation thereto, and yet the
gro.wth of this immense business is reflected in
the corresponding growth of Victor dealers.
Every time new additions are made it means, nec-
statement will give some idea o.f the system and
exactness necessary in every department in order
to successfully utilize such a vast working force,
avoiding congestion or delay at any point, every
department moving on in perfect harmony, so
that there is no deviating from the fixed rules
throughout the entire factory organization. This
system is in evidence straight down to the ship-
ping department, where the crating of Victrolas
shows that every departmental system has been
The Immen
since 1898, and surely, as one surveys this mag-
nificient array of buildings devoted to the creation
of Victor products, one would think that a halt —
a breathing space — might be indulged in by the
creative departments ; but no, there is no halting —
that word is not in the Victor vocabulary.
In the illustration, where the numbers "18" and
"19" appear, will shortly be erected a magnificent
administration building which will contain the gen-
eral offices of the company. This will cost $50,000.
Then, if we trace down the picture toward the
river, we locate ground where shortly space will
be devoted to the enormously increasing present
factory facilities of the Victor Co. In brief, there
will be during the next twelve months a million
and a half of money spent on factory betterments
by this corporation. That fact alone emphasizes
the resources of the Victor Co.. and its desire to
fill the orders which are constantly pouring in upon
it for machines and records.
Thus, by a study of the factory panorama, it
will be seen how the little acorn planted in 1898
has grown into a mighty industrial oak who.se
branches are constantly extending their sheltering
influence to all parts of the world.
One should not pass by this illustration without
careful study, and talking machine representa-
tives in every part of the world should feel a thrill
of pride in having an organization with such im-
mense resources behind them.
A study of this picture should be supplemented
by a visit to the Victor plant, because all the de-
scriptive matter which might be written fails to
give an adequate impression of the tremendous
Victor manufacturing resources. It is easy to
say o.n paper, "Acres and acres of floor space de-
voted to the production of machines and records,"
but yet that statement slips off the tongue easily
without perhaps conveying the proper impression
to the mind of the reader.
se Plant of the Victor Talking Machine Co., Camde
essarily, to jobbers and dealers, a vaster outlet for
Victor products. In other words, greater pros-
perity for Victor representatives everywhere.
At Camden one can go through Victor buildings
where, for hundreds of feet, nothing can be seen
but an endless row of men and machinery busily
engaged in carrying on detailed work, and on and
on through acres of floor space until the brain is
appalled at the magnitude of the enterprise.
Every part is moving in such complete harmony
with every other part. To tell the story of the
operations would require a volume in itself, but
there is in every department the same rhythmic
movement, the same exactness and thoroughness
which wins the admiration of all beholders.
In each department there are special features
which are of great interest, and this becomes in-
tensified as the visitor moves on through the several
buildings.
•One thing that must particularly impress sight-
seers in the Victor factories is the splendid sani-
tary conditions under which the operatives
work. In all of the ibuildings every point which
makes for health advance has been considered,
so that there is splendid light and ventilation af-
forded on each floor. Even in the motor working
rooms, where under ordinary conditions there
would be an accumulation of metal dust, all of this
is taken care of by exhaust pipes which render
the air pure and clear.
There is probably not a factory in the world
where there has been greater care and attention
given to the healthful condition of operatives
than in the Victor plant. Perfect light and air
are factors in keeping up the highest grade of
efficiency on the part of the workmen, and when
we consider what an army of men enters the
Victor factories each day the importance of this
environment will be made clear. Over six thou-
sand operatives constitute the Victor army. That
n, N. J.
figured out in the most exacting and painstaking
manner.
It would be difficult to tell which factory depart-
ment possesses the greatest interest for the sight-
seer. All in turn possess charm and attractive
power which is maintained right through to the
finish, where the speed and exactness with which the
Victrolas are crated and shipped is a revelation to
the uninformed.
SEE HOW THE JOBBERS IN THE WORLD
CAN SUPPLY YOUR WANTS.
Victor
Distributors
Edison Cylinder
Jobbers
Penn Phonograph Co.
17 SOUTH NINTH STREET
Opposite Post Office PHI LA., PA.
68
THE TALKING MACHINE WORLD.
NEW RECORD DISPLAY STAND
Put Out by the Local Headquarters of Columbia
Graphophone Co. Has Made Quite a Hit with
Dealers Who Find It a Most Effective Means
of Attracting the Attitude of the Public.
"The success of our new record display stand
has exceeded all our expectations," said R. F.
Bolton, manager of the wholesale headquarters
of the Columbia Graphophone Co., 89 Chambers
street, New York. "Although we have not given
this stand any publicity aside from our salesmen
carrying a sample stand with them on their trips,
we have received orders for the stand and the
record slips from all parts of our territory, and
even from the adjoining States.
"Our dealers appreciate the fact that an attract-
ive display of the month's new records cannot fail
to. be commented pn very favorably by their pros-
pects, customers and passers-by, and the high-grade
character of this display has served to make it a
prime favorite. 'We furnish the stand and the
record slips to our trade at a cost of 75 cents a
month for a period of six months."
TRIUMPH FOR MARRIED MEN.
Great Combat on the Ball Field Between the
Single and the Married Men of the New
York Talking Machine Co. Results in Vic-
tory for the Latter — Game Aroused a Great
Deal of Enthusiasm — Some "Star" Work.
An event o.f unusual interest was staged on
Saturday, June 13, when the married men of the
New York Talking Machine Co., 81 Chambers
street, New York, Victor distributer, engaged in
combat on the ball field with the single men of
that company. This game is an annual affair,
and invariably proves exciting and even thrilling.
This year's game was no exception, for after a
hard-fought match, replete with sensational
catches and fierce batting rallies, the married men
emerged victors with the long end o.f a 11 to 9
score. This victory upset all traditions and prece-
dents, as the bachelor contingent had confidently
expected to "walk away" with the game.
The game was played on diamond No. 3 at Van
Cortlandt Park, New York, and the weather con-
ditions were ideal, the temperature being just right
to. make for the comfort and convenience of the
players and the spectators. After preliminary
practice had occupied the attention of tne "fans"
for a short while the following line-ups for the
two teams were announced : Married men — Davin,
left field; Hamlidge, right field; Bieling, second
base; Moffatt, third base; Moody, center field;
Owens J. Doty, first base; Beers, shortstop; Ar-
thur D. Geissler, pitcher; Heimberger, catcher;
Single men — Radke, left field; Graham, right
field ; Turner, second base ; Dansinger, third base ;
Pyatt, center field; Howells, first base; Miller,
shortstop; M. Owens, pitcher; Slattery, catcher.
Messrs. Kingston and Reevis, representing the
benedicts and the bachelors, respectively, were an-
nounced as the official umpires for the pastime.
The first inning proved an easy one for both
teams, Davin of the married men missing a sure
hit through a remarkable catch by Turner. A. D.
Geissler, pitching for the benedicts, was invincible
in this inning, only three men facing him. The
second inning, however, was the occasion of some
old fashioned slugging on the part of the married
men, seven runs crossing the rubber through clean
hitting, coupled with a brace of errors ; Davin of
the married contingent sending in three runs and
scoring himself on a hit which should have been
an "out," or at best a single, but was fumbled and
badly handled by the bachelors' infield.
In nowise dismayed or daunted by this terrific
batting spree, the single men turned their entire
attention to the game for the next few innings,
and Pitcher Owens refused to let the married
men add to their already imposing total. In the
meanwhile the "singles" were batting the ball at
a merry clip, and when the smoke subsided at the
end o.f the seventh inning the bachelors had the
game in hand by a score of 8 to 7, and to all ap-
pearances had plenty of reserve force for the
next two innings. Home runs by Miller and
Howells featured the heavy artillery batting dur-
ing these "joy fests" on the part of the single men.
In the eighth inning a triple play, that rarity of
baseball, was pulled off by the bachelors when
the married men had three on bases and seemed
on the sure road to victory. The ninth inning
opened with the score still 8 to 7 in favor of the
single men, and with strong resolution evidenced
in their every motion, the married men prepared
to place the game where they believed it justly be-
longed— in their victory column. Sales Manager
Moody, the first man up, to, the great surprise of
himself, his friends and the fans, tripled to deep
center. Doty followed with a double, scoring Mr.
My, but the Benedicts Felt Joyful.
Moody, and Beers worked Pitcher Owens for a
pass. With the score tied and two on the bags,
Pitcher A. D. Geissler faced the opposing pitcher
with confidence and grim determination. With the
grand stand imploring him to send in the winning
runs, Mr. Geissler's college baseball training came
to the fore, and a hot liner which no one could
touch sent two runs across the plate and enabled
Connolly, who was running for Mr. Geissler, to
also, score, giving the married men a total score of
11. In their half of the ninth the single men tried
hard to pull the game out of the fire, but fell just
a little short, being only able to score a single run
before Radke ended the game by striking out.
The grand stand was filled with the wives,
friends and children of the company's employes,
among those rooting for the married men being
the following: Mrs. A. D. Geissler, Mrs. V. M.
Moody, Mrs. John Owens, Mrs. Doty and Mrs.
Donovan. All the young lady employes of the
company, it is needless to say, were enthusiastic
rooters for the single men's nine.
GRANT DRAWBACK ALLOWANCE.
The Treasury Department has granted to the
Sonora Phonograph Corporation, of New York, a
drawback allowance on phonographs manufactured
with the use of imported motors, sound-boxes,
tone-arms and automatic stops.
George Brown, Jr., has opened a talking machine
store in Hissboro, 111. He will handle Columbia
and Edison machines and records, and use auto-
mobiles for covering a wide territory.
Many a man is so small that even his own opinion
of himself doesn't fit him.
TALKING MACHINE JOBBERS WHO AD-
VERTISE IN THE WORLD ARE LIVE ONES.
TRY THEM!
It holds 20 records, which are readily accessible for instant use. A convenient
index shows just where each record is. Notice how the case swings open so the
repertoire is displayed. It is constructed along different lines, being reinforced at
the bottom with a nickel-plated metal support to keep the records in position.
Keeps Valuable Records Under Lock and Key
Try a sample of each, 10" and 12". If not satisfactory you may return them.
Include record numbers you need and perhaps you want a particular model
Victrola, which you are unable to get elsewhere. We have every model in stock.
Our shipping facilities are the best; thirteen lines of Railroad and five Express
companies ; also boat lines on the Great Lakes.
By sending us your order you have two of the largest jobbing stocks at your
service. • -
W. D. ANDREWS Buffalo, N. Y.
THE TALKING MACHINE WORLD.
69
2 GRESHAM BUILDING, BASI NGH ALL STREET E. C, LONDON, W. LIONEL STURDY, MANAGER.
Comparatively Good Trade Showing Maintained
During Dull Months — Plenty of Time for
Vacations and Plans for New Conquests —
Chappell & Co. Copyright Action Creates
Comment — Ramifications of New Copyright
Law Being Disclosed — Utility Trading Co.
Representing Favorite Record Co. — Recently
Formed Understanding Among German Talk-
ing Machine Manufacturers Not Working
Along Satisfactory Lines — Hoffay's New
Gramophone — Cupid Buys at Columbia
Headquarters — Conditions with Lindstrom.
(Special to The Talking Machine Wor.j.)
London, E. 'C, England, July 5. — Considering
that business generally is not overbright, the lead-
ing gramophone companies are to be congratulated
upon the comparatively goo.d trade showing main-
tained during the past month. It is, of course, an
ever-green subject of discussion why the average
dealer will persist in regarding summer trade pros-
pects with indifference when proof in many direc-
tions is available to show that with persistent ef-
fort fairly good business is po.ssible, and were it
not for this apathy, at least the belief exists in
manufacturing quarters, there would be eliminated
the chief cause for much of the unilluminating ex-
planations anent so-called seasons. Be that as it
may, at the moment we can but deplore this, ab-
sence of intelligent interest and neglect of the
hundred and one channels of prospective sales
which the summer months furnish the enterprising
minority of retailers who laugh at rising tempera-
tures and pursue their work unswervingly. To
pass on, I find during a round of the trade the
majority of firms are by no means busy. It is not,
therefore, surprising that gramophone men should
be studying timetables and making preparations for
a vacation. Several are already on holiday, enjoy-
ing themselves at the seaside, on the breezy mo.ors
or where fancy leads.
The copyright action between 'Chappell & Co.,
Ltd., and the Columbia Graphophone Co. continues
to excite great interest in gramophone circles,
chiefly on account of the defendant's intention to.
appeal against the lower court's decision. In this
Justice Neville ruled that to orchestrate a copy-
right song in place of its original pianoforte ac-
companiment for purpo.ses of recording was an in-
fringement of the copyright in that it was not a
"reasonable adaptation" within the meaning of the
act. The result of the appeal will therefore be
awaited with keen interest, since the point at issue
is of vital importance to all makers of records.
For purposes of accompaniment the chosen in-
strument or instruments must be those calculated
as most suitable in the production of good records.
In recording with the pianoforte many difficulties
arise, more so than with other instruments, and
as sales to. a large extent depend upon the produc-
tion of successful records, it is perhaps only natural
that the pianoforte is not so widely used as one
might wish for recording song accompaniments.
Having regard to the action mentioned above,
it is rather significant, ho.wever, that an increasing
number of records bear accompaniments with a
piano in place of the usual orchestral setting. The
latter is still regarded by manufacturers as the
more desirable for record-making purposes, al-
though one cannot really criticise the copyright
owner's right to indicate in what manner his work
shall be offered in record form to the public. It
may be mentioned, however, that many copyright
owners leave record makers free to choose the kind
of accompaniment most successful for recording.
An instance of the new order of things is found
in the latest Zonophone list, which contains no less
than six vocal records with pianoforte accompani-
ment, as against two with orchestra.
Power of New Copyright Act.
The full scope and power of the copyright act
is gradually being disclosed by new claims almost
every month. The latest is brought to light by
Performing Rights, Ltd., recently established in the
interests of British composers. It has started right
in for the collection of fees from musicians per-
forming at theaters, hotels, restaurants, kinema
shows, seaside pavilions, etc. Controlling a num-
ber of big hotels, the Midland Railway Co. has
made a contract for a yearly payment in respect of
performances by hotel orchestras of the works of
members of the society. The amount is said to
reach three figures. To a newspaper reporter Mr.
Towle, the manager of the Midland Co.'s hotels,
said on the subject: "We think ourselves not too
well treated, as our performances seem to us
hardly performances of music for gain; but, of
course, there is a legal point involved, which it
would be long and costly to fight, so it seemed
simpler to agree to the demand."
For the other side, P. Sarpy, secretary of Per-
forming Rights, Ltd., said : "We are only getting
for British musicians and publishers what foreign
musicians have had for years past. England has
been the only country where music makers were
not organized for the purpose. Not all composers
have joined us yet; but it is, I think, only a matter
of time; already Paul Rubens, Lionel Monckton,
Hermann Lohr, Howard Talbot, Hermann Finck
and Archibald Joyce are members.
"I don't think there is any likelihood of the
work of these popular composers being dropped
because a fee is chargeable on performances.
"The fees will be strictly graduated in propor-
tion to the size and importance of the establish-
ment. We are exercising a legal right which has
been in abeyance."
Favorite Record Co. Appoints Agent.
Some few months ago the Favorite Record Co.
announced its intention to retire from this market
and place its interests in the hands of an approved
agent. The plan is now fait accompli, the new
agent being the Utility Trading Co., of 21 Paper
street, London, E. C. As representing the talking
machine press of two continents, your correspond-
ent was given some exclusive particulars of this
departure at an interview with Mr. Gilbery, one
of the directors of the Utility Co., who., by the
way, has been actively interested in the gramo-
phone business for some time past. Indeed Mr.
Gilbery is an enthusiast, and, in common with his
partner, Mr. Hessel, possesses unqualified confi-
dence in the Favorite records and instruments, the
market for which, it may be mentioned, is an ex-
panding one in all directions. Said Mr. Gilbery:
"Yes, we have been appointed sole sales agents of
the Favorite goods for the United Kingdom. At
the same time we shall not lose sight of the
colonial market, which is quite open to us as selling
agents. The present prices, i.e. 10-inch Is. 6d. ; 12-
inch, 2s. 6d., remain unaltered. Of special interest,
however, is the fact that all our new records will
be recorded in England, and in future pressed at
the Beka factory in Hertford, so that the Favorite
record will be entirely of British manufacture."
Upon the policy of the company Mr. Gilbery said
it would encourage a good class of trade and had
in course of preparation for issue in August a fine
de luxe list of titles by leading Continental vocal-
ists and popular instrumentalists ; this being quite
apart from the ordinary issues, which would total
not less than twenty-four new titles each month
regularly. "We are out to fulfil all orders
promptly," continued my informant, "and with
that end in view have equipped our premises to
hold enormous stocks of records, in addition to
machines. Furthermore, we will follow this up
by aiding dealers all we possibly can by the pro-
vision of good publicity literature, as a sample of
which I may mention our new catalog, printed in
three-color illustrations throughout." Another
matter of important trade interest mentioned by
Mr. Gilbery was his company's plans to cater for
the cheap record business by the issuance of a
10-inch double disc at the competitive price ot
one shilling retail. This is expected to be ready
within a few weeks, and further details' as to
name, etc., will then be announced.
Finally, I would take this opportunity of con-
veying to the Utility Trading Co. The World's
hearty good wishes for the complete success of its
new undertaking.
Chappell & Co., Ltd., vs. the Columbia Co.
In the Chancery Division on June 19 Justice
Neville had again before him the test action
brought by Chappell & Co., Ltd., song and music
publishers, of Bond street, to restrain the Columbia
Graphophone Co. from infringing their copyright
in a song called "Where My Caravan Has Rested."
On May 19 His Lordship held that there had
been infringement by the defendants, and granted
plaintiffs an injunction. The matter now came up
on a motion by the plaintiffs to vary the minutes
of the judgment.
Mr. Jenkins, K.C. (for plaintiffs), said that in
addition to the paper MSS. and band parts, the
defendants had in their possession or control cer-
tain records made from these copies of plaintiffs'
song. These, he submitted, were equally an in-
fringement, and were restrained by the injunc-
tion, and the delivery up followed as a matter of
course. They presumed on their pleadings that
they would get everything that could be called a
copy, and therefore did not specifically ask for the
delivery up of the records. That was what they
wanted now. The defendants had served notice of
appeal, and it was common ground that it was
likely to go to the House of Lords. Therefore
they should like to have the point decided, as they
desired to know where they were.
His Lordship — Ho.w can I decide it when it was
never put to me?
Mr. Jenkins admitted that the actual relief to be
given was never on record.
His Lordship — I cannot rehear it.
Mr. Jenkins — You can have it put in the paper
for reargument. The point was not present to
our minds.
His Lordship — If a thing has escaped the atten-
tion of the Court, you cannot have it put in by
asking to vary the minutes. It must be set down
for rehearing, unless you are agreed.
Gore Brown, K.C. (for defendants), said he
wanted to consider the point. The plaintiffs never
asked for an injunction restraining defendants
from continuing the use of their records, but o.nly
copies of the MSS.
His Lordship — No, it was not considered.
Gore Brown — No case was made out for it.
. His Lordship said he thought the po.int should
be decided, and he would have the case put down
for the point to be tried on a motion to amend
the pleadings.
The matter was again argued on Tuesday, June
23, and in the result His Lordship said he thought
that the records ought to be delivered up to. be de-
stroyed under the circumstances of this case. It
seemed to him that the records were the product
of a wrongful act, and that as such they could not
be retained by the defendants. That he thought it
was just as equitable to-day as before the act of
1911, but having regard to the fact that this was a
test case he was of opinion that it would be better
if the records were delivered into the hands of the
plaintiffs' solicitors, to be held by them pending
the result of the appeal.
Trouble Among German Combination.
The recently formed convention of German
gramophone manufacturers, particulars of which
have been published in our columns, is reported to
be meeting with considerable opposition from firms
outside the compact and from certain wholesalers
and dealers. There is a possibility of a rival or-
ganization coming into existence for the purpose
of combatting the growing influence of the conven-
(Contimted on page 70.)
70
THE TALKING MACHINE WORLD.
FROM OUR LONDON HEADQUARTERS— (Continued from page 69).
tion houses, and in addition certain concessions
from the latter are demanded by the German
Dealers' Association, which recently met to con-
sider the convention agreement. The Hamburg
section wants to know whether or not its members
may handle Pathe products if Pathe Freres decide
to remain outside the convention. Dealers who
have in stock records other than those of the con-
vention manufacturers seek to have them ex-
changed, one for one, for any of the latter's make
on October 1. In addition, other minor requests
are put forward by the dealers' association mem-
bers in North Germany, to which the convention
will doubtless reply in due course. Following the
Hamburg discussion a general meeting of the asso-
ciation resolved that members would be ill-advised
to. sign the convention agreement in its present
form. At this meeting considerable dissatisfaction
with the convention in general was apparent. *" It
remains to be seen what attitude manufacturers
will now adopt in the face of this undoubtedly
serious opposition.
J. Hoffay's Gramophone.
Pending the christening of J. Hoffay's new
gramophone, the title applied to it pro tem., i. e.
"The World's Musical Instrument," is becoming so
familiar as almost to convince us that it should
remain a permanent one. In any case we believe
the description will continue as subsidiary to the
chosen title. This latter we hope to announce in
our next issue, when do.ubtless we shall also be in
a position to satisfy the interest of our readers the
world over by the publication of detailed particu-
lars of this much-debated instrument. We are as-
sured it is not the inventor's fault that a certain
amount of secrecy is observed regarding its exact
principle of construction and_ the method whereby
such marvelously natural tone quality is possible,
but the fact is that, pending the complete accept-
ance of the several patents covering this instrument,
it is perhaps t^nly natural that Mr. Hoffay should
adopt this means of safeguarding his interests.
From all parts of the globe inquiries have reached
him through his announcements in this trade news-
paper, and as one might reasonably expect, Mr.
Hoffay is anxious to publish definite particulars
at the earliest possible moment.
At a second private demonstration o.f "The
World's Musical Instrument" on June 11 I was
agreeably surprised to note an improvement upon
the first test of its tonal quality, wonderfully pure
and faithful as that was in strength and detail.
Questioned upon this, Mr. Hoffay laughingly ad-
mitted that he had made what he was pleased to
describe as some little adjustments, but he re-
mained severely mute as to. their nature. Anyway,
in its present shape I am of opinion the instrument
will cause not a little astonishment in gramophone
circles that such close alignment to art from the
merely mechanical is not only possible but is fait
accompli in Mr. Hoffay's invention. I write in no
spirit o.f exaggeration, the opinion set forth here
being the result of my own observation at the
two demonstrations given me of this new gramo-
phone.
Of the financial, manufacturing and sales ar-
rangements, Mr. Hoffay informed me that every-
thing is shaping out as he wo.uld wish, good prog-
ress having been registered in all departments.
New Companies Incorporated.
Blum & Co., Ltd., gramophone manufacturers ;
capital, £50,000. Registered office: 220 Old street,
London, E. C. Dictators, Ltd., manufacturers of
dictating machines; capital, £5,000. Office: 14 Red
Lion Court, Fleet street, London, E. C.
Sound Transmitted Long Distance.
The strains of a gramophone were recently heard
by a steamship when passing Vigo, and upon sub-
sequent inquiry the officials found that the sound
was transmitted by wireless from a private yacht
over 200 miles away. Commenting on this report,
ISignor Marconi is stated to have said : "They
were probably experimenting with a gramophone
and a wireless telephone transmitter on board the
private yacht. Tunes are transmitted and caught
up in this way. I have never heard of it being
done over such a long distance, but of course it
is really quite feasible. From Marconi House in
the Strand I have sent gramophone tunes by wire-
less, telephony to my house at Fawley, near (South-
ampton."
Not the Fault of the Columbia C6i
An unusually interesting item of news reaches
me this month from the Columbia Co., which takes
pardonable pride in announcing that no less than
seven members of its staff contemplate marriage
this year. With unerring aim Cupid has dispatched
many arrows, but surely never so many in one
comparatively little trading community as this. It
pleases us mightily, and we hasten to extend to all
the happy ones right hearty felicitations and gen-
eral good wishes for their future prosperity and
happiness. The full list is as follows: The Misses
Maud Schindel, Hetty Durrant, Rose Greenland
H. Moorby Smith, A. E. Norman, Sidney Hulme
and D. O. Jeffery.
Advertising Summer Records.
"Hot Sellers for the Hot Weather" is the slogan
used by the British Zonophone Co.. descriptive of
its excellent program of vocal and instrumental
records for July. The description is well justified
by the general high quality of the records in ques-
tion, which bear a wide variety of suitable music
by artists whose reputation alone is quite sufficient
to insure a big demand for their record contribu-
tions.
Carl Lindstrom's Good Report.
At the general meeting of Carl Lindstrom, A.G.,
at which, by the way, a dividend of 15 per cent,
was approved, the chairman gave voice to some
significant words regarding the fluctuations of rec-
ord prices. To check this the bo.ard had decided
to join the Deutsche Grammophon, A.G., and other
principal makers, in the convention. - With the
same object in view they had absorbed the business
of Dr. Griinbaum & Thomas, embracing the taking
over of the Favorite concern, Linden, Hanover,
and arrangements now carried out would, in the
opinion of the board, eliminate any necessity for
further amalgamations. It is common property
that the Lindstrom people now control a big pro-
(Co'ntimted on page 72.)
To T.M. the King and
Quean of Spain
To H.M. the King
of Sweden
To H.H. the Khedive
of Egypt
To H.M. the King
of Italy
66
— the trade-mark
throughout the
that is recognised
world as the
Hall-mark of Quality
To H.M. the Shall
of Persia
AUSTRIA: Oesterr. Grammophon — Gesellscbaft.
m. b. H., 8, Krugerstrasse, Vienna.
BELGIUM: Cie. Franchise du Gramophone, 51.
Avenue de la Porte de Hal. Brussels.
DENMARK : Skandinavisk Grammophon- A ktiesel-
^ skab. Frihavnen, Copenhagen.
FRANCE: Cie. Francaise du Gramophone, 115
boulevard Richard Lenoir, Place de la Repub-
lique, Paris.
GERMANY : Deutsche Grammophon-Aktien-
gesellschaft, 35. Ritterstrasse. Berlin, S42.
HOLLAND : American Import Co.. 22a. Amsierd,
Veerkade, The Hague.
HUNGARY: The Gramophone Co.. Ltd, IV.
Kossuth Laios-Utcza 8. Budapest.
SPAIN : Cia. Francesa del Gramophone. 56, Balmes,
Barcelona.
SWEDEN : Skandinaviska Grammophon- Aktie-
bolaget, 52, Appelbergsgatan. Stockholm.
RUSSIA: The Gramophone Co.. Ltd.. 45. Nevaky
Prospect. St. Petersburg ; 9, Golovinsky Prospect
Tiflis ; 30. Novia Svit Warsaw.
EGYPT: The Gramophone Co*. Ltd.. 13. Rne
Stamboul. Alexandria ; Rue Mousky, Cairo.
EAST AFRICA: Bayley & U 8 Beira,
Lourenzo Marques.
SOUTH AFRICA t Darter & Sou, Adderley St>
Cape Town ; Mackay Bros.. Rissik Street
Johannesburg ;
Mackay Bros. & McMahoo, 443. West Street
Durban ; . ,
Ivan H. Haarburger. Maitland St., Bloemfonteia.
INDIA : The Gramophone Co.. Ltd.. 139.Balliaghatta
Road. Calcutta: 7, Bell Lane, Fort, Bombay.
AUSTRALIA : The Gramophone Co^ LtcL,
Hoffnungs Chambers. Pitt Street Sydney.
GREAT BRITAIN : The Gramophone Cow Ltd.
21, City Road. London, E.C
By Appointment
To H.M. Queen Alexandra
Great Britain :
The Gramophone Company
Ltd
2 1 City Road
London EC
THE TALKING MACHINE WORLD.
71
[Patents Granted or Pending the World Over.]
"The Worlds Musical Instrument
PLAYS to equal perfection every disc record ever made,
band, instrumental, orchestras, string organizations,
tenor, baritone or bass; soprano, mezzo or con-
tralto— irrespective of the make of the record
or "cut" of same.
PLAYS Columbia, Edison, His Master's Voice (Victor),
Marathon, etc., records without additional attach-
ments or change of sound boxes.
PLAYS to suit the small room or the large hall (without
additional attachments or closing "doors") and its
tone is absolutely the same in every case.
BRINGS independence and more profits to dealers.
BRINGS increase of record sales to all manufacturers.
SOON READY
J. HOFFAY
67 Egerton Gardens, South Kensington, London, England
72
THE TALKING MACHINE WORLD.
"MIRACLES HAPPEN EVERY DAY"
That is what an old Philosopher said, and it is certainly true in our case.
The Miracle we have perpetrated is in producing Gramophones
and Records in such extraordinarily marvellous qualities and at such
astounding low prices as to compel Talking Machine men to say
emphatically that we "have wrought a miracle."
For instance, we can supply a Gramophone with an Oak Case,
measuring about 1 3 x 1 3 x &/i inches high, with Tapered Tone Arm,
a Crackerjack Sound Box, 10-inch Turn Table, and a Motor to run
one 12-inch Record good, for the low price of $2.50. Further, we
give a year's unequivocal guarantee with each. We have other ma-
chines which cost more money, and they're all of "Top-Notch" value.
The charm of the Gramophone or Talking Machine is in the
variety of Records which one can obtain. Now let us send you some
of our Double-Sided 10-inch "DIPLOMA" or "PIONEER"
Records, which regularly sell here for 3 7 J/2 cents each. Our price to
you is a terrific cut on that. Or, if you can give a big enough order,
we will make you records with your own label thereon.
We make and sell everything for the Talking Machine Factor
or Dealer, so why not write us now and get our Record Lists and
Illustrated Catalogue of Machines. Don't pay fancy prices. Don't
pay for Expired Patents. Don't pay for Names. Just pay for the
goods and the intrinsic value of them. Our goods sell all the time
just as well as the much-boosted ones, because Talking Machines,
Tvhen all is said and done, "Speak f°r Themselves."
WRITE RIGHT NOW
BLUM & COMPANY, LIMITED
Manufacturers
Offices and Showrooms: 220 OLD STREET (Corner of City Road), LONDON, ENGLAND
Cables: Blumogram, London. \ 5°48 (
Codes: A. B. C, 4th Edition, Western Union, Reuters, Liebers. ] 5049
London Wall.
FROM OUR LONDON HEADQUARTERS— (Continued from page 70).
portion of the record trade on the Continent, and
one may reasonably expect that this fact, in con-
junction with the policy of the manufacturers'
convention, will go, far to regulate prices and place
the gramophone trade in Germany , on a healthier
footing.
Records by International Artists.
A grand list of new records by international
artists is announced by "His Master's Voice"
Co. The list makes a timely appearance,
coinciding as it does with the performances of
these famous singers in London. Melba, Caruso,
Chaliapin, Frieda Hempel, Destinn, Amato, Mar-
tinelli, Kirkby Lunn, in addition to Titta Ruffo
and Ciccolini, contribute to the list some really
exquisite records which all operatic lovers should
not fail to hear.
Records of "The Passing Show."
The latest London revue, "The Passing Show,"
now being played at the Palace Theater, offers
many attractive numbers, which "His Master's
Voice" Co. was quick to appreciate as good ma-
terial for recording. Seven fine records is the re-
sult, two orchestral, one by the Light Opera Com-
pany, one by Basil Hallam, two by Miss Elsie
Janis, and last, but no.t least, one as a duet by
these popular vocalists. It is said that the Palace
authorities doubted whether Miss Elsie Janis' big
American salary could be made "good" here. The
public decided, and that American salary has been
paid very willingly ever since she captivated her
first audience.
Good Business Report.
Brown Bros., Ltd., the big cycle and gramophone
manufacturing house on Great Eastern street, this
city, announce particulars of their balance sheet,
which discloses a very healthy condition as regards
last year's trading. The report is as follows :
"After making provision for depreciation of lease-
holds and fixtures, the profit for the year to De-
cember 19, 1913, is £26,938. It is proposed to. pay
a dividend of 7% per cent., free of tax, on the
ordinary shares, to place £5,000 to reserve, (making
it £50,000), and to allocate £306 to depreciation of
investments, to, bring them to market value, carry-
ing forward £15,618, against £15,429 brought in."
To Introduce New Record.
The "Ajax" is a new record to be placed on this
market at the retail price of one shilling. It is
10-inch double-sided, and will sell under fixed price
maintenance conditions. The first list comprises
some 350 records, and new supplements will be
issued regularly each month.
"Casse-Noisette" Suite on Columbia.
A special supplement announces the issue of four
Go.lumbia-Rena 12-inch records, comprising the
complete "Casse-Noisette" Suite of Tschaikowsky.
With its invariable rule of "doing the thing prop-
erly," the Columbia has issued the Suite in an
artistic album containing an art print of the com-
poser and details of the numbers making up the
Suite. The 'Suite is a collection of the pieces writ-
ten for the fairy scenes, and consequently abounds
in light and delicate melodies in keeping with the
fairy setting. It contains eight distinct numbers :
1. Miniature Overture. 2. Marche. 3. Dance of
the Sugar-Plum Fairy. 4. Russian Dance, "Tre-
pak." 5. Danse Arabe. 6. Chinese Dance. 7.
Danse des Mirlitons (reed-pipes). 8. Valse des
Fleurs.
These Columbia records were specially recorded
by the justly famed orchestra of the Palace
Theater, London, and conducted by Hermann
Finck, the composer of "In the Shadows," etc.,
who. has done so much to raise the standard of
music in London variety theaters.
Budget of New Records.
Leo Ornstein, the nineteen-year-old pianist who
attained quite some notice in London during the
past two months, has made a record of two piano
Classics, Grieg's "Butterfly" and Poldini's
"Marche Mignonne." These are in the Co.lumbia-
Rena 10-inch record list this month.
Charles W. Clark, the prominent American bari-
tone, is another newcomer in the Columbia list,
having made records of two sacred numbers for
the Columbia De Luxe series. Alice Zeppilli is
also represented in the Columbia list this month,
coincident with her appearance at Covent Garden.
The Columbia Supplementary List for July in
its design makes an interesting departure, the two-
color illustration on the cover depicting a scene
from "Parsifal," and thus pertinently drawing at-
tention to the two records of the opera which lead
off this list. These records, by the way, have been
especially recorded by the Milan Symphony Or-
chestra, under Maestro Romani, and, coming at a
time when "Parsifal" has met with renewed suc-
cess at Covent Garden, make an opportune appeal.
It is interesting to observe that the writer of the
descriptive notes concerning these new Columbia
issues remarks that " 'Parsifal,' to be appreciated
musically, must be approached with a mind free
to receive impressions, its moods and mo.tives are
so varied, yet withal so clearly defined, that, heard
in a receptive spirit, the music cannot fail to make
a profound impression."
A remarkable record of two splendid grand opera
choruses finds a place among the Columbia-Rena
10-inch records this month — the "Soldiers' Chorus"
from "Faust," and "Lombardi," Pilgrim's Chorus.
"The Cinema Star" is the title of the new play
by Jean Gilbert at the Shaftesbury Theater. Its
original title is "Kinokonigin," which, when pro-
duced in America, was changed to "Queen of the
Movies." It is from the "Queen of the Movies"
that two vocal selections appearing on the Colum-
bia-Rena July list are quo.ted. One of them, "In
the Night," we already know here instrumentally,
it having been a very popular orchestral selection
for some months past, but this is, we believe, the
first vocal record of the charming air. he other,
"Oh, Cecilia," is a vocal setting of a ~.-ight and
jingly one-step tune.
H. Lane Wilson's third record is listed in the
Columbia-Rena July Supplement, and his com-
manding voice will be highly appreciated both in
the fine character song, "Brian of Glenaar," and
the old English air "Twankydillo."
THE TALKING MACHINE WORLD.
73
RECOVERS RAPIDLY FROM THE EFFECT OF BIG FIRE.
The New York Talking Machine Co., with Indomitable Energy and Enterprise, Conquers
Damage Caused by Great Fire Which Visited It on Chambers Street, June 21 —
Shipments Being Made in Regular Order — Will Get Back to Old Home Shortly.
A fire which started at 4 p. m. Sunday,
June 21, and lasted for nearly two hours de-
stroyed over 170,000 Victor reco.rds and about
1,500 Victrolas and Victor machines which were
stored in the basement and sub-basement of the
New York Talking Machine Co., 81 Chambers
street, New York, one of the largest Victor dis-
tributers in the country, The fire was one of the
wickedest that the New Vo.rk firemen have en-
countered for some time, and the fumes of various
poisonous substances and leaking gas overcame
nineteen fire fighters, who were restored to con-
sciousness through the use of the pulmo.tor and
other modern appliances. No lives were lost in the
fire, which, it is thought, was started through de-
fective insulation. Both the company's stock and
the building it occupied are fully covered by in-
surance.
The New York Talking Machine Co. occupied
the store floor, basement and sub-basement of the
building at 81 Chambers street, all three floors
running through to 63 Reade street. The store
floor was devoted to the company's executive and
sales offices, while the lo.wer floors contained the
stock, shipping and repair departments. The com-
pany also utilized as a warehouse for additional
stock a floor in the building at 77 Reade street.
The length of the floors, together with the in-
flammable nature of the stock, handicapped the
firemen from the very start of the fire, and the
damage wrought by water exceeded that caused
by the flames. The lower floors were completely
destroyed, while the store floor was considerably
damaged and the demonstration booths flooded
with water.
Arthur D. Geissler, vice-president and manag-
ing director ; G. T. Williams, manager, and V. W.
Moody, sales manager of the company, were ad-
vised of the fire as soon as it started, and were
on the scene before the firemen had it under con-
trol. Together with other members of the sales
and office staffs they labored indefatigably thro.ugh
the greater part of the night, and on Monday
morning announced that they had secured tem-
porary quarters at 77 Reade street, where they
would be doing business before the close of the day.
All of the books, stock records and accounting
paraphernalia had escaped the ravages of the fire,
and were removed at once to the new quarters.
With indomitable energy the officers and staff
worked incessantly putting the new offices in shape
by Tuesday morning. Shipments of machines and
records were started at once and have continued
since that time. The company's surplus stock at
77 Reade street was a salvation, and Vice-Presi-
dent Geissler availed himself of some o.f the hearty
offers of assistance which were extended to him
by Victor distributers in all parts of the country,
who sent telegrams offering all possible help as
soon as they learned of the fire.
The July records were sent out to the com-
pany's dealers on schedule time, and the aggres-
siveness of the staff is well exemplified in the
hustling activity that is now apparent in the Reade
street quarters.
The record stock is rapidly being replaced, and
at the present writing is almost as large as it
was before the fire. Machine shipments are being
received daily, and, in short, the company has re-
covered- -with exceptional rapidity from a fire
which would dishearten the most optimistic busi-
ness man.
The space now occupied by the company in-
cludes the store floor, cellar, sub-cellar, third and
fourth floors of the building at 77 Reade street
and lofts in buildings at 63 Reade street and 9
Murray street. A portion of the executive staff
and the showrooms remain at 81 Chambers
street, the home of the company, where a force
of workmen are working day and night to re-
move the wreckage from the three floors.
When seen by a representative of The World
the day after the fire Mr. Geissler said : "This fire
has been, of course, -a severe blow, but we are
now making shipments from our temporary quarters
and can assure our dealers that our service will
continue without interruption. We have already
started to rebuild the floors which were destroyed,
although we do not expect to be back in our
building for the next few weeks. Shipments
of records and machines are being received daily,
and the assistance offered us by Victor jobbers
throughout the country is greatly appreciated.
"Our safes and records all remained intact, and
we are utilizing every possible means to give our
dealers the prompt service to which they are ac-
customed. Our surplus stock at 77 Reade street
has enabled us to continue shipments with only a
few hours' interruption, and we wish to thank
our dealers for their hearty co-operation."
BUILDING UP A LARGE BUSINESS.
(Special to The Talking Machine World.)
Indianapolis, Ind., July 6. — One of the ag-
gressive representatives of the Victor lines, which
gets its goods through the jobbing house of the
Stewart Talking Machine Co.., is the Holloway-
Wright Co., of New Castle, Ind. This company's
main line is furniture, but the talking machine line
is not neglected. Instead, the Holloway-Wright
Co. figures that in pushing the talking machine
line it not only increases its sales in that line, but
gets customers for its other lines. The company
has been arranging very fine Victor windows.
NEW OFFICE BUILDING FOR VICTOR CO.
The Victor Talking Machine Co. has just had
plans prepared for the erection of an eight-story
office building, 75x150 feet, which will house the
executive offices and clerical departments of the
company's business. The new office building is
expected to cost in excess of $50,000.
The New Brighton Talking Machine Co. is the
title of a new concern in Beaver Falls, Pa.
Triumphon Co., Ltd., Berlin, S. W. 47/5
Established 1884
Manufacturers
OI All Accessories
Such as
Motors, Soundboxes, Tone Arms
Complete Talking Machines
APPLY FOR CATALOGUES
Pirrnln is a com"
rittuiu piete Talk-
in'; Machine. Easily
to be carried like a
portmanteau. Most
suitable for picnic or
rover parties in sum-
mer, and easily car-
ried to social gather-
ings in winter. Plays
12-inch records. Is not
a toy. Weight with-
out records, ouly 5
kg. Measurements: 11
xlii 24x7)4 inches.
Special Motors
HYDRA SYSTEM
.Single a n d double
spring, six different
models. Are the only
existing construction
which allows the ex-
changing Of the spring
and spring case with-
out taking the motor
out of the cabinet.
After loosening one
nut, a child is able to
replace any defective
spring or springbox
within 20 seconds.
A Great
Business Opportunity
Are you looking for op-
portunities to increase your
net profits?
Are you interested in lines
which blend satisfactorily
with talking machines which
will add materially to your-
business success?
If you are, we can help
you, and the sooner you get
in communication with us
the more rapidly your profits
will accumulate.
Do you realize how splen-
didly pianos and player-
pianos blend with talking
machines?
We have created one of the
largest manufacturing enter-
prises in the world in a short
space of time, and we have
done it through the delivery
of values.
We are in a position,
through our unexcelled fac-
tory facilities, to supply you
with pianos and player-pianos
at prices which will enable
you to make splendid profits.
Our instruments are relia-
ble in every particular, and
our prices will appeal to
people of moderate means.
Let us take up this subject
with you.
It will pay jrou!
H. P. NELSON
COMPANY
Makers of Grands, Uprights and
Player-Pianos
North Kedzie, North Sawyer, West Chicago Aves.
and C, M. and St. Paul R. R., CHICAGO.
74
THE TALKING MACHINE WORLD.
If by any chance you haven't heard the
four Columbia Instruction Records,
you've missed something.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Wool worth Building, New York
MAKING THE STEEL NEEDLE ARM.
An unusual photograph is shown herewith, de-
picting the process of making the steel needle
arm used on the products of the Columbia Grapho-
phone Co. As explained by operations, this photo-
graph shows the following :
holes and tapping for the needle-holding screw.
5. Shows the broaching for the triangular hole
for the fibre needle.
6. Shows the rough polishing and grinding.
7. Shows the finishing, polishing and buffing.
8. Shows threading oa small end of arm for
nuts that hold the diaphragm.
Evolution of the Columbia Steel Needle Arm.
1. Shows first operation to form needle holder
end under drop press.
2. Shows second forming which completes the
outline of the needle arm under the drop press.
3. Shows the third operation in trimming press,
cutting away all surplus metal.
9. Shows the. bluing and lacquering of the fin-
ished part.
EDISON LINE WITH MILLER BROS.
Thomas A. Edison, Inc., closed arrangements
last week with Miller Bros., 726 Columbus ave-
4. Shows fourth operation of drilling the four nue, New York, whereby this well known and sue-
Special
Send for a package of our Improved Half -Tone and Loud
Tone Needles in New Style Envelopes.
If you want to advertise yourself, we
will put your own name or trade-mark
on the envelopes, or will pack in
Puritone envelopes.
Quality Guaranteed
The Best Needles mean profit and
satisfaction.
If you want to sell 1,000 Needles at a time instead of 100, use
the "Dean-packed" Needles. Five boxes of 200 each, Extra
Loud, Loud, Opera, Medium and Soft packed in a carton. The
best package and fastest seller on the market. Write for samples.
JOHN M. DEAN, CORP.
Talking Machine Needle Manufacturers
PUTNAM, CONN.
cessful piano house will open a new department
for the exclusive presentation of Edison disc prod-
ucts. This department is now practically com-
pleted and includes all modern perfections for the
comfort and convenience of patrons. Miller Bros,
but recently moved into new quarters, which give
them increased space and facilities for handling
their fast growing business.
TWO YEARS J)F PROGRESS.
Thos. W. Kirkman, Manager of the Standard
Gramaphone Co., Tells of Growth in Popu-
larity of Various "Standard" Specialties.
"It is now two years since we first introduced
our automatic stops at the Atlantic City conven-
tion," said Thomas W. Kirkman, manager of the
Standard Gramaphone Appliance Co., 173 Lafay-
ette street, New York. "The automatic stop that
we introduced at that time was the well-known
'Simplex,' and the practical nature of this stop
was an important factor in its emphatic success.
During the past two. years the market for auto-
matic stops has steadily increased, and to fill the
demand that exists for automatic stops at a nomi-
nal price we perfected our ''Standard' stop, which
is every bit as effective as our 'Simplex,' and
which, in the short time it has been on the market,
has achieved country-wide popularity.
"About a year ago we decided to market o.ur
'Standard' fibre needle cutter, which we had had
in course of perfection and manufacture for nearly
a year. The labor and expense we had bestowed
on the preliminary details of this cutter practically
insured the success of this accessory, and the sales
of this cutter have grown so rapidly that we are
no.w devoting a separate department of our busi-
ness solely to its manufacture. We have a special
department where every cutter is tested by actu-
ally taking a number of cuts on a fibre needle.
"The most gratifying feature of our business the
past few months, however, was the remarkably
cordial reception accorded our 'Standard' record
cleaner, as the orders received for this cleaner
have been so heavy that we have been obliged
to run two presses constantly to handle the demand.
"As we consider this convention a second anni-
versary, we wish to thank the trade for its gen-
erous and hearty co.-operation and appreciated
patronage during the past two years."
Mr. Kirkman also remarked that the company
had recently consummated a deal to double its
available manufacturing space by leasing another
entire floor in its present location.
UNIQUE CABINET EFFECT.
The Victrola section of the New York store of
John Wanamaker, Eighth street and Astor place,
introduced something new this month in the nature
of a Victrola on wheels, designed especially for
summer use. This unique combination consists
of a Victrola IX, which retails at $50, with a wheel
cabinet that permits of the convenient moving of
the Victrola from one part of the house to the
other. The cabinet portion of the arrangement
contains racks for the usual number of records.
The complete wheel-cabinet retails at $75.
THE TALKING MACHINE WORLD.
75
HIGHER RANGE OF PRICES PREVAILS IN DETROIT
For All Makes of Talking Machines — The Demand Now Is from $100 Up — June Trade
Somewhat Slow in Detroit — Special Store for Hudson Co. — Bayley Discusses Sales-
manship of Pianos and Talking Machines — Looking Forward to a Large Fall Trade.
(Special to The Talking Machine World.)
Detroit, Mich., July 8. — June was not a very
good month for the talking machine business in
Detroit. In fact, it was the dullest summer month
in a long time. This was somewhat of a surprise,
fo.r generally Detroit is a good summer town for
the business, because talking machines are in de-
mand for yachts and boats of all kinds and for
the thousands of summer cottages which are estab-
lished on lakes, islands and rivers within a radius
of thirty or forty miles from the city.
There is no reason for the slackening, for busi-
ness in the city is goo.d. Real estate is booming,
new business buildings, hotels and factories are
being erected, including a doubling of the"already
mammoth Ford plant, and residences by the thou-
sand are being built. Contracts indicate an even
more active month in July. All this makes jobs
for workingmen and business for commercial en-
terprises of all kinds. So. the falling off in talk-
ing machine sales is regarded as but momentary,
and due to the inexplicable "luck" which causes
short periods of dulness in any line of business
occasionally, always to be followed by greater
activity than ever. As a matter of fact, business
is not bad — simply not as good as it has been in
o.ther summers.
That confidence in the situation is unshaken is
evidenced by the fact that the largest houses al-
ready are looking forward to the fall trade, and
providing for it by placing big orders with jobbers
for early delivery. One house paid spot cash, in
the first week in July, for $10,000 worth of Vic-
tro.las for delivery this month. The same house
is placing orders with other jobbers.
Range of Prices Working Higher.
The range of prices seems to be working higher
than ever. The fashionable demand now is from
$100 up. A year ago it was from $75 up, and
two years ago the $50 styles marked the dividing
line between the active machines and those only
desultorily sold. The answer seems to. be that a
better class of people, that is, a better-off finan-
cially class, than ever are buying them. They
want the finest cases as well as the finest tone.
This class of trade augments the record sales
materially, for talking machine owners who have
wealth do not hesitate to select liberally o.f the
new catalogs. If in doubt, they take it, and if
they don't like it particularly they throw it away.
Several weeks ago a wealthy Victrola owner pur-
chased a big bunch of records. A daughter en-
tertained a party of young people with them. As
she finished playing them she laid them on top o.f
a steam radiator, where they remained all night.
In the morning they were warped out of shape.
So pater bought another cargo. Of course, the
dealer didn't mourn, particularly.
'Whereas a few years ago wealthy people would
not have a phonograph in their basements, or
anywhere else, now they are placing them in their
front parlors, and entertaining their most honored
guests with them," said this dealer. "The talk-
ing machines are becoming more and more edu-
cational. The fact that classical records of the
best standard can be obtained at any time .is
weaning people from ragtime. After they have
been accustomed to the best music they decline
to listen to ragtime at all. In these days people
of refined tastes cannot get away from the sound
of ragtime altogether, no matter how hard they
try. It is heard -on the streets, in ho.tels, in parks
and summer resorts and in theaters. Educated
people detest most of it. The talking machines
give them their own selection of good music.
Moreover, the talkers educate them more and
more to prefer the good music. The records
render the good music properly. People know
that it is properly rendered, and accept the rendi-
tions as a standard of excellence. People of edu-
cation like this excellence, and people who desire
to. acquire musical education want it to teach them.
That is why trade trends continually to higher
levels."
Attending the Jobbers' Convention.
Harry Rupp, manager of the talking machine
department of Grinnell Bros., and Max iStrasburg,
of the Max Strasburg Co., are in the East in at-
tendance at the annual convention of the talking
machine jobbers at Atlantic City. Mr. Strasburg
is en tour in a motor car. He traveled by boat
to. Buffalo, then took to the motor roads. Besides
Atlantic City he will visit Philadelphia and Wash-
ington. He will be gone a month. Mrs. Stras-
burg is with him. When Mr. Strasburg was man-
ager at Grinnell Bros, a few years ago he was
a member of the association, and he is now
anxious to renew old acquaintances for a day or
two.
Important J. L. Hudson Co. Move.
The talking machine department of the J. L.
Hudson Co.. will be in a separate building with
the pianos again next year instead of on certain
floors of the main building. The Hudson Co.
has acquired another building especially to house
its music trade departments, it having been de-
cided that this would be more appropriate and
better business than losing the individual identity
of the sto.re in a much larger establishment.
As a matter of fact, the piano and talking ma-
chine business of the company is very large.
Standing by itself, its magnitude is instantly ap-
parent to all, and prestige in accordance with its
merit is conceded it. But merged with a great
general store its magnitude is lost.
Also, a ground floor location and show win-
do,ws are now generally recognized as indispensa-
ble. This is especially so of small trade, and in
the talking machine business the sale of records is
a very large item. People want to buy them
handily. If one store has them on upper floors
and another on the ground floor, the latter will
get the trade. To a large extent the same is true
o.f the talking machines themselves. If a nice talk-
ing machine is displayed in a window, and the
people who are attracted by it can just step inside
and see a lot more of them and hear them without
trouble, they are much more apt to buy.
The building is five stories in height, has thirty
feet frontage on Woodward avenue, in the very
best location, and will be fitted up regardless o.f
expense. The talking machine business is recog-
nized by the company as a most profitable enter-
prise, and every facility will be provided for its
efficient transaction.
Bayley Discusses Edison Phonograph Addition.
Frank J. Bayley, who recently added the Edison
line of talking machines to his piano business, is
rapidly becoming proficient in his new line of
salesmanship. "It's easier than selling piano.s," he
remarked. "While there isn't as much profit in a
single deal, we make more deals, and in propor-
tion to the amount involved we get much better
terms. Consequently it does not require so large
an investment to make a given profit. Then, it
adds variety to the business. Every piano house
ought to have the talkers on hand. Often we find
that people who come in for the purpose of buy-
ing a piano cannot find exactly what they want,
either in price or instrument, and we interest them
in the talking machines and make a sale. It is
business we would have lost entirely without the
phonographs. I sometimes wonder why I failed
to consider this long ago, and did business so
many years without them."
INTRODUCE TWO NEW ALBUMS.
The New York Album & Card Co. Tells of
Latest Addition to Its Line — Report an Ex-
cellent Demand for Its Various Products.
The New York Album & Card Co., Inc., 23 Lis-
penard street, 'New York, the well-known manu-
facturer of talking machine record albums, has
just added two new albums to its already com-
prehensive line which should prove valuable addi-
tions. These new albums consist o.f a new 12-
pocket album which is particularly adapted for
use in the new cabinets with flat shelves and an
album for holding Edison disc records. This lat-
ter style is made like the regular albums turned
out by this company, except that it is spaced wider
and has ten pockets. Both of these new albums
have won praise from all of the company's cus-
tomers, who predict a splendid sale for them.
George Bates, secretary of the company, stated
in a chat with The World that the various prod-
ucts manufactured by the New York Album &
Card Co. are meeting with pleasing success
throughout the country, notwithstanding the gen-
eral business depression. Mr. Bates remarked on
the widespread popularity of the company's flexible
cover designed to hold the semi-annual record
catalogs, which, he states, is one of the most
successful articles the company has yet introduced.
BE WITH THE LIVE ONES!
Beka Records
IN ALL LANGUAGES OF THE WORLD
High grade selections in
German, English, Italian, Spanish, Portuguese, French, Swedish, Slavonic, Ruthenian, Danish, Norwegian,
Russian, Polish, Hungarian, Bohemian, Rumanian, Tschechisch, Croatian, Servian, Hebrew, Turkish, Persian,
Arabic, Chinese, Malay, Japanese and seventeen different Indian dialects.
The cheapest and best machine on the market for $2.50 upward
BEKA -RECORD AKT. GES., Berlin, S. O. 36 (Germany)
CATALOGUE IN FOUR LANGUAGES SENT FREE ON REQUEST
76
THE TALKING MACHINE WORLD.
LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS
(Special lo The Talking Machine World.)
Washington, D. C., July 8. — Phonograph. —
Alexander N. Pierman, Newark, N. J. Assignor to
New Jersey Patent Co., West Orange, N. J. Pat-
ent No. 1,097,989.
This invention relates to phonographs and allied
talking machines and particularly to improvements
in the lever which carries the reproducer ball or
point. In the reproduction of sounds by means of
a phonograph it is of the utmost importance that
the vibrations imparted to the stylus in its travel
over the minute undulations of the record surface
be faithfully transmitted to the diaphragm without
any change whatever due to foreign causes, such,
for example, as lost motion. Since the extreme
width of the record groove in the standard phono-
graph record cylinder is not over one one-hun-
dredth of an inch and it does not exceed in depth
one one-thousandth of' an inch, it is evident that
the slightest lost motion will affect very seriously
the reproduction of sound, and this is the more
true because it is the practice in instruments of
this type to amplify the vibrations of the stylus
which are imparted to the diaphragm which results
also in multiplying any lost motion which may be
present. This amplification is usually accomplished
by mounting the reproducing ball or point on the
shorter arm of a pivoted lever the opposite and
longer arm whereof is connected to the diaphragm.
In this art the reproducing ball or point is often
termed the reproducing stylus, and for conveni-
ence of , reference the lever carrying the same is
hereinafter called the stylus lever.
It is the object of this invention to provide a
stylus lever for the phonograph so constructed that
all possibility of lost motion due to the pivoting of
the said lever in its support shall be overcome.
In order that the invention may be fully under-
stood, attention is directed to the accompanying
drawing wherein the same reference numerals are
applied uniformly to the same parts, and in which
Fig. 1 is a view in side elevation of a phonograph
reproducer equipped with this improvement, and
Figs. 2, 3 and 4 are sectional detail views, Fig. 2
being taken on the line 2—2 of Fig. 3 and Fig. 3
being taken on the line 3 — 3 of Fig. 2.
Attachment for Sound-Reproducing Instru-
ments, Sylvain Dayan, Montreal, Quebec, Can.
Patent No. 1,095,195,
This invention relates to attachments for sound-
reproducing machines, and more particularly for
gramophones of a type similar to the Victor.
The object of the invention is to provide a
jointed tube adapted to be inserted between the
sound box and go.ose neck, so that the sound box
may be suitably adjusted to use either steel or
sapphire needles.
A further object is to provide a device of this
character which will not require to be removed
each time a change is made from steel to sapphire
needles.
There are several important recognized prin-
ciples in connection, with so.und reproduction which
must be thoroughly understood before the full im-
portance of L the present invention becomes ap-
parent. First it must be understood that the dis-
posing of the diaphragm or sound box, whatever
the character of the needles used is dependent upon
the nature of the record groove, whether vertically
undulatory or laterally undulatory, that when using
either steel or sapphire needles, the best results are
obtained when the needles are arranged at an angle
o.f approximately forty-five degrees to the record .
groove, that the arc of movement of the needle
shcrtrrd pass through the 'axis of 'rotation of the
record. In other words, a line drawn through the
axis of rotatio.n of the tone arm and the needle
point should be at all times substantially tangent
to the grooves of the sound record. The drag of
the moving record on a properly placed needle has
absolutely no tendency to, move it either toward or
away from the record center and therefore the
needle presses equally against each side of the
record groove. If, however, the needle is placed
on the opposite side of the record axis from the
tone arm axis, the needle will drag against the
inner walls o.f the record grooves and be uncertain
in action. The pressure of the needle, however,
upon the groove walls when the needle is located
between the record and tone arm axes is the same
for the same distance from the axis, but in op-
posite direction.
This invention consists in providing a flexible
tube made of relatively revoluble sections connected
by elbows adapted to be permanently inserted be-
tween the goose neck and sound box, so that the
sound box may be arranged in any position and
the needle adjusted to any angle for playing with
either steel or sapphire needles, and may be ad-
justed either inside or outside of the record center,
so that the needle will press against one side or
the other of the record grooves to overcome een*
trifugal forge and to porrect any skipping tendency.
In the drawings which illustrate the. invention
Fig. 1 is a side elevation of the device in. operative
position, showing in full lines the adjustment for
using a sapphire needle, and in dotted lines the
adjustment for using a steel needle. Fig. 2 is a
plan view corresponding to Fig. 1. Figs. 3 and 4
are front elevations of slightly modified forms of
the device.
Talking Machine. — Giuseppe di Stanislao,
Camden, N. J. Patent No. 1,095,747.
This invention has for its object to provide a
device in which the different supports, the horn, a
number of records and other accessories used in
the playing of a talking machine may be held in
the casing and cover thereof, making a relatively
small compact package, permitting the same to be
readily transported from place to place in a single
covering.
A further object of the invention is to provide
a collapsible bracket o.r support for the horn which
may be readily placed in the drawer of the casing
or cabinet.
A further object of the invention is to provide
an adjustable rest for the smaller end of the horn
in order that the reproducer may be held out of
tJh.t. r»\
apart and telescoped one in the other within the
co.ver of the cabinet. •''!.;
Figure 1 is a side elevation of the improved
talking machine, the cover of the cabinet being
removed and showing the horn engaging the rest.
Fig. 2, a side elevation of the horn support or
bracket, a portion thereof being broken away to
clearly illustrate the construction. Fig. 3, a similar
view at right angles to Fig. 2. Fig. 4, a side eleva-
tion of the hinged or
pivot number for mount-
ing the horn upon the
bracket. Fig. 5, an edge
view thereof. Fig. 6, a
vertical sectional view
of the cabinet and cover
thereon, showing the
horn in said cover and
illustrating the position
of the different parts
when the machine is
ready for transportation.
Fig. 7, a side elevation of
the horn disconnected
and having portions
thereof broken away to
clearly illustrate the co.n-
stru:tion. Fig. 8, a
vertical sectional view of a portion of the cabi;
net, showing an edge view of the rest. Fig. 9, a
similar view illustrating the front elevation of the
rest, and Fig. 10, a perspective view of one form
of cover or carrying case.
Talking Machine. — Eugene Earl Norton,
Bridgeport, Conn., assignor to James Albert Whit-
man, New York. Patent No. 1,095,225.
This invention relates to talking machines, and
especially to propelling devices for the sound boxes
thereof.
The invention is distinguished by a propelling
device for disc records, having up and down cuts.
The records are distinguished from the zig-zag
records, where the variations are in horizontal
planes, while the records for which this invention
is applicable have surfaces inclined to horizontal
contact with the record disc or turn table while
the needles are being changed or when the ma-
chine is not being played.
Another object of the invention is to produce- a
sectional horn, the sections of which may be taken
planes. The sounds with this device are produced
by the contact of the needle point with said in-
clined surfaces, and the mechanism of the inven-
tion propels the point across the horizontal plane
of the records.
The invention also relates to means for rotating
and instantly starting or stopping the disc carrying
the disc record.
In the accompanying drawings Fig. 1 shows a
top plan view of the invention, Fig. 2 represents
an . enlarged partial section of Fig. 1 on the line
2, Fig. 3 is similar to Fig. 2 with some of the'
elements in a changed position, Fig. 4 is a partial
section as on the line 4, 4 of Fig. 2, Fig. 5 is an
enlarged right-hand view of Fig. 1 with a portion
of its case broken away, Fig. 6 shows a left-hand
view of Fig. 5, Fig. 7 represents a left-hand view
of Fig. 6 with the case broken away, and Fig. 8'
shows a section of Fig. 7 on the line 8, 8.
Graphophone. — John A. Weser, New York, N. '
Y. Patent No. 1,100,107. -
It has been proposed to control the operation of
THE TALKING MACHINE WORLD.
77:
LATEST PATENTS RELATING TO TALKING MACHINES— (Continued from page 7S).
a graphophone by means acting automatically and
in proper sequence whereby the proper starting and
stopping thereof is effected and different records
successively placed in operative position. Such
means have usually been mechanically connected
to the actuating mechanism of the disc turn table,
and once the device was set in motion various con-
trolling devices had to perform their respective
functions before a different record could be placed
in position and the parts reset. Further, in these
prior devices it was not possible to repeat a portion
of the composition on the particular record in op-
erative position. The transfer of records in such
arrangements has usually been effected by the
bodily movement of suitable frame supports there-
for, and the means to effect the movement of the
frames when desired have necessarily been too
complicated and delicate for general use and did
not admit of the application of 'the devices to any
graphophone. Further, the control mechanisms
have never been so related to each other and to a
common source of power that those movements
which should properly be co.-ordinated and yet in-
dependent of other sequential control movements
could be initiated independently. Neither has any
arrangement been provided to permit the operations
of a graphophone to. be controlled from a distance
by an attendant.
Accordingly, it is an object of this invention to
overcome the disadvantages hitherto encountered
in automatically controlled graphophones and to
provide a machine which shall be of comparatively
simple construction, substantial in its nature, of
relatively few moving parts, inexpensive to manu-
facture, invariable in its operation, susceptible of
contro.l at all stages of its operation and at a dis-
tance, and generally of a character which shall
commend itself to users of all classes.
■A further object is to construct the controlling
devices so that they may be readily attached to any
graphophone without altering materially the con-
struction of the latter.
In accordance with the invention, several records
may be placed in superposed position on the turn
table of the graphophone, after which the prime
mover therefor may be started. By an inde-
pendent source of power and a pneumatic control
disposed at any desired place the sound box, to-
gether with the needle, may be lowered to operative
position in engagement with the disc, whereupon
the composition thereof will be rendered. When
desired, other pneumatically controlled devices may
be set in motion to lift the needle from the record
and permit the sound box to be returned to a pre-
determined starting position ; the rotatio.n of the
turn table stopped ; the uppermost record removed
from its position on the turn table, thus bringing
the record immediately thereunder into operative
position ; the turn table released to permit its fur-
ther rotation, and the sound box and needle low-
ered to engage operatively the uppermost record,
after which the operations above outlined are re-
peated or mo.dified at the will of the operator until
the lowermost record has been removed from the
turn table.
In the embodiment herein illustrated the several
control devices are actuated pneumatically, a
switch being provided at any desired place between
the source of power and the several independent
pneumatic controlling devices, whereby the latter
are set in operation at will.
Further improvements will appear as this de-
scription proceeds, among which may here be men-
tioned the means for controlling the volume of
sound to regulate the expression, means to insure
automatically the return of the sound box to any
desired predetermined position with respect to the
record and a multiple needle holding device for
the sound box.
The invention will be more fully described with
reference to the accompanying drawings, in which
Fig. 1 is a view in plan of a graphophone em-
bodying the present invention and showing certain
of the pneumatic controlling devices, the latter
being in the normal position immediately prior to
the rotation o.f the turn table. Fig. 2 is a sec-
tional view taken on the plane indicated by the line
2 — 2 of Fig. - 1 looking in the direction of the
arrows. Fig. 3 is a diagrammatic view of the sev-
eral control devices, showing their connections to
the common pneumatic control through the switch,
which is located at any desired place and adapted
to be manually operated to set in motion any one
of the series of pneumatic controls. Fig. 4 is an
enlarged detail view in side elevation of a frag-
ment of the sound box, showing the pneumatic
control device for raising and lowering the same.
Fig. 5 is a view in end elevation of the bellows
shown in Fig. 4 and illustrating the automatically
actuated valve connected thereto and operable to
Kg- 1-
FJ3.2.
place o.ne of the independent control devices under
the influence of the master bellows. Fig. 6 is a
plan view of the bellows shown in Fig. 4, illus-
trating in dotted lines the independent connections
thereto from the .master bellows. Fig. 7 is a view
taken on the plane indicated by the line 7 — 7 of
Fig. 6. Fig. 8 is a detail view partially in section
of an adjustable stop whereby the return of the
sound box to a predetermined starting position is
insured. Fig. 9 is a fragmentary view showing the
relation of the record changing means to the rec-
ords. Fig. 10 is a fragmentary view in plan of the
devices shown in Fig. 9. Fig. 11 is a fragmentary
view in side elevation o.f the two bellows con-
trolling respectively the starting and stopping of
the turn table, the parts being shown in released
position. Fig. 12 is a fragmentary view in end
elevation of the devices shown in Fig. 11. Fig. 13
is a view in plan of the controlling switch, which
may be located at any desired place and connected
thro.ugh suitable tubing to the master bellows and
the several pneumatic controls. Fig. 14 is a view
in side elevation thereof. Fig. 15 is a view taken
on the plane indicated by the line 15 — 15 of Fig. 13
and looking in the direction of the arrows. Figs.
16 and 17 are detail views of an improved multiple
needle-holder. Figs. 18 and 19 are detail views of
a modified form of multiple needle-holder. Fig.
20 is a view in plan of the master bellows illus-
trated in Fig. 3.
Talking Machine. — Graham W. Brogan, Mount
Vernon, N. Y. Patent No. 1,099,913.
In so.und producing machines, such as those com-
monly called "talking machines," "graphophones,"
and the like, it has been customary to manually
apply and remove each sound record or . disc for
each musical composition, speech, or the like, to
be rendered, entailing considerable pauses in the
continuity of rendition of the pieces required by the
time necessarily consumed in removing and replac-
ing the records.
The o.bject of this invention is to provide means
to support one upon another a series of sound 1
records for discs, and to automatically apply, one
after another, the records o.r discs in position for
co-operation with the pin of the soundbox, and
to automatically cause the required movement of
the soundbox to and from the records or discs
after the latter have been successively placed in
position for rotation,- whereby when a series of
superposed records have been placed in the ma-
chine, and the driving mechanism is started, the
musical compositions, speeches or the like, will be
rendered from said records one after another,
without requiring the machine to be stopped until
all of such records have been used.
In carrying out this invention there is provided
in a sound producing machine having any suitable
means for supporting and rotating sound records
or discs and the sound box to coact therewith,
means to support a series or plurality of super-
posed records or discs, means to lower and raise
said records and to separate from the series the
lowermost record and deposit it upon the record
or records that have been used upon the record
rotating devices, and means to cause the sound box
to be raised and moved away from the records
that have been used, and to be moved back o.ver
and lowered toward the new record that has been
deposited for use, whereby the records may be
used successively with the sound box while the
machine continues to operate.
Fig. 1 is a side elevation o.f a talking machine
embodying this invention ; Fig. 2 is an end view
of Fig. 1, looking from the right-hand side, parts
being removed, and showing the parts .in the play-
ing position ; Fig. 3 is a cross-section substantially
on the line 3, 3, in Fig. 1 ; Figs. 4, 5 and 6 are de-
tail views illustrating, in different positions, the
dog for separating and depositing one after an-
other the superposed records or discs; Fig. 7 is a
side elevation illustrating the parts in the positions
assumed when the records are lowered to depo.sit
an unused record in position for use, parts being
omitted; Fig. 8 is a plan view of Fig. 7; Fig. & is
a section substantially on the line, 9, 9 in Fig. 7,
and Fig. 10 is an end view showing the parts in
the position illustrated in Fig. 7, parts being re-
moved; Fig. 11 is an enlarged section on the plane
of the line 11, 11 in Fig. 1; Fig. 12 is a similar
view on the line 12, 12 in Fig. 1, and Fig. 13 is a
detail view of part of the sound pin operating
device.
GOOD CHEER CONVEYOR.
The Williams Phonograph Co., of Pueblo, Col.,
possesses an energetic salesman in J. D. Williams
who has operated a "Phonograph Wagon" through
the snow-bound farmlands simply to keep the
farmers supplied with blue amberols.
TALKING MACHINE JOBBERS WHO AD-
VERTISE IN THE WORLD ARE LIVE ONES.
TRY THEM!
78
THE TALKING MACHINE WORLD.
RECORD BULLETINS FOR AUGUST, 1914
COLUMBIA GRAPHOPHONE CO.
SYMPHONY DOUBLE DISC RECORDS.
A5565 Le Prophete (Meyerbeer). "Ah, mon fils" (Oh,
my son). Contralto solo in French with orch.
Ottilie Metzger
Samson and Delilah (Saint-Saens). "Amour
viens aider ma faiblesse" (Love lend me thine
aid). Contralto silo in French with orch
Ottilie Metzger
A5570 II Trovatore (Verdi). "Tempest of the Heart."
Baritone solo in English with orch
Louis Kreidler
Un Ballo in Maschera (Verdi). "Tis Thou
Hast Sullied," Baritone solo in English with
orch Louis Kreidler
A5571 Serenata (Tosti). Soprano solo in Italian with
orch Carolina White
L'Ultima Canzone (The Last Song) (Tosti). So-
prano solo in Italian with orch
Carolina White
BLUE-LABEL DOUBLE DISC RECORDS.
Four Dance Instruction Records.
A1540 Columbia Modern Dance Instruction Record —
The Maxixe 10
Florence Maxixe 10
A1541 Columbia Modern Dance Instruction Record —
The Tango 10
El Farrista — Tango , 10
A1542 Columbia Modern Dance Instruction Record —
The One-step 10
Good-bye Broadway — One-step 10
A1543 Columbia Modern Dance Instruction Record—
The Hesitation 10
Columbian Hesitation Waltz 10
A1546 The Mountains (Gladden)
Williams College Glee Club
The Royal Purple (Bartlett), and Come, Fill
Your Glasses Up (Sousa)
Williams College Mandolin Club
A5374 Love Has Wings, from "Sari" (Kalman). So-
prano and Tenor duet, orch. accomp
Grace Kerns and Chas. W. Harrison
Love's Own Sweet Song, from "Sari" (Kalman).
Soprano and Tenor duet with orch. accomp...
Grace Kerns and Chas. W. Harrison
DOUBLE DISC RECORDS.
A1548 Columbia, the Gem of the Ocean (Shaw). With
orch accomp Columbia Stellar Quartet
Medley of American War Songs (Arr by Mau-
rice Smith.) Prince's Band
A1538 Rain Song (Cook). Sung by the Afro-American
Folk- Song Singers 10
Swing Along (Cook). Song by me Afro- Ameri-
can Folk-song Singers 10
A1539 Medley of Harry Lauder Songs (Lauder)
Prince's Orchestra
Moonlight Waltz (Holmes) . .Prince's Orchestra
A1545 Mystic Shrine March (Bond) Prince's Band
Marche Turque (Over the Hot Sands) (Ellen-
berg) Prince's Band
A5568 Jesus, Refuge of My Soul (Martyn). Orch. ac-
comp Columbia Stellar Quartet
What a Saviour (Bliss). Baritone solo, orch.
accomp Andrea Sarto
TWO PAVLOWA DANCES.
(Recorded Exactly as Danced by this Internationally Famous
Dancer.)
A5566 Pavlowa Gavotte (The Glow Worm) (Lincke).
Prince's Orchestra 12
Love's Melody (Daniderff). Waltz Hesitation.
Prince's Band 12
A5567 Pavlowa (Air de Ballet) (Bendix)..
Prince's Orchestra 12
Kathlyn (Smith). Waltz-Hesitation
Prince's Band 12
A5572 Joan Waltz-Hesitation (Sawyer)
Joan Sawyer's Persian Garden Orchestra 12
Bregeiro (Rio Brazilian Maxixe) (Nazareth)...
Joan Sawyer's Persian Garden Orchestra 12
Latest Dances Recorded Under Supervision of G. Hepburn
Wilson.
A5573 Patriotic Medley (Bernstein). One-step
Prince's Band 12
La Brulante (Winne). One-step. Prince's Band. 12
A5575 "Sympathy" Waltz from "The Firefly" (Friml).
Waltz-Hesitation Prince's Band 12
Moon Winks (Stevens). Three-step
Prince's Band. 12
A5576 Who Paid the Rent For Mrs. Rip Van Winkle?
(Bryan and Fischer). One-step
Prince's Band.
The Walla-Walla Man (Bennett). One-step
Prince's Band.
Mid-Siwnmer Song Hits.
A1552 When You're All Dressed Up and No Place to
Go (Hein). Baritone solo, orch. accomp
William Halley
Good-bye, Broadway (Bernstein). Baritone solo,
with orch. accomp
Ed. Morton and Peerless Quartet
A1551 You can Tango, You Can Trot, Dear, But Be
Sure and Hesitate (Von Tilzer). Soprano
solo, orch. accomp Ada Jones
Do They Love It? (Abrahams). Baritone solo,
orch. accomp William Halley
A1550 Mootching Along (Gilbert and Muir). Baritone
and Tenor duet, orch. accomp
Arthur Collins and Byron G. Harlan
They Had to Swim Back to Shore (Von Tilzer).
Soprano and Tenor duet, orch. accomp
Ada Jones and Billy VVatkins
A1547 Gone Are the Days ( Z"). Tenor solo, orch.
accomp Charles Harrison
I'm Coming Back to Dixie and You (Lyons,
Yosco and Mullane). With orch. accomp...
Peerless Quartet
A1553 My Love Would Fill a Thousand Hearts (Helf).
Counter-tenor solo, with orch. accomp
Manuel Romain
When You Play in the Game of Love (Feist).
Tenor solo, orch. accomp. . .Geo. W. Ballard
A1549 You Planted a Rose in the Garden of Love
(Ball). Tenor solo orch. accomp. .Henry Burr
Over the Alpine Mountains (Fischer). Tenor
duet, with orch accomp
Albert Campbell (first), Henry Burr (second)
12
12
12
12
10
10
12
12
10
10
12
12
10
10
10
10
10
10
10
10
10
] II
VICTOR TALKING MACHINE CO.
No. Size,
17592 The Moorish ("Maurice") Glide — One-step (Gus
Haenschen) Victor Military Band
They're on Their Way to Mexico — One-step (Irv-
ing Berlin; arr. by Wm. Schulz)
Victor Military Band
17595 Valse June — Hesitation (Lionel Baxter)
Victor Military Band
Love's Hesitation Waltz, from "The Beauty
Shop" (Charles Gebest) .. Victor Military Band
35S83 Passing of Salome — Waltz Hesitation (Joyce) . .
Victor Military Band
Barcarolle — Waltz Hesitation, from "Tales of
Hoffman" (Of fenbach) .. Victor Military Band
35384 Camp Meeting Band Melody One-step (Gilbert-
Muir) Victor Military Band
I Love the Ladies Medley One-step
Victor Military Band
TWO ^iORE STANDARD NUMBERS BY "PIETRO"
35367 Rigoletto Quartet (Verdi) (Accordeon)
Pietro Diero
Light Cavalry Overture (Suppe) (Accordeon)...
Pietro Diero
CATCHY SONG HITS OF THE MONTH.
17f )0 The Rose of the Mountain Trail (Jack Caddigan-
Jas. A. Brennan) Peerless Quartet
Alice of Old Vincennes (I Love ifou) (Keithley-
Thompson) Henry Burr
17591 When it's Moonlight on the Alamo (Alfred
Bryan-Fred Fischer) Peerless Quartet
Do You Remember? (Earl Carroll-Music by
"Z") Frederick Wheeler
17500 I Love the Ladies (Clarke-Schwartz;) . .Will Halley
By the Beautiful Sea (Harold Atteridge-Harry
Carroll) Heidelberg Quintet
17594 When You Play the Game of Love (Joe Good-
win-Al Piantadosi) Edna Brown-J. F. Harrison
Off with the Old Love, On with the Ne\v?Bal-
lard Macdonald-Harry Carroll)
Albert Campbell-Henrv Burr
17599 They're On Their Way to Mexico (Irving Berlin)
Heidelberg Quintet with v v ill Oakland
Across the Rio Grande (Graff, Jr.-Reed-Ball) . .
Heidelberg Quintet with Will Oakland
NEW RECORDS BY THE TOLLEFSEN TRIO AND
THE FLORENTINE PLAYERS.
17600 Serenade (Dirgo) (Violin-'cello-flute-harp)
Florentine Quartet
At the Brook (Rene de Boisdeffre, Op. 52) (Vio-
lin-'cello-flute-harp) Tollefsen Trio
GEMS FROM TWO NEW MUSICAL PLAYS
35385 Gems from "Follies of 1914" (Buck-Stamper-Ho-
bart-Hubbell) Victor Light Opera Co.
Gems from "Iole" (R. W. Chambers-Wm. F.
Peters) Victor Light Opera Co.
BLUE LABEL RECORDS.
45056 Old Black Joe (Stephen Foster) . .Christine Miller
Come Out, Mr. Sunshine (Frank Stanton-Paul
Bliss) Christine Miller
RED SEAL RECORDS FOR AUGUSi".
89077 Masked Ball (Ballo in Maschera) ("La rivedra
nell' estasi"— I Shall Behold Her) (ActI)
CVerdi) In Italian. With Metropolitan Opera
Chorus. G. Setti, director; orch. conducted by
by G. ScOgnamiglio)
Caruso, Hempel, Rothier," De Segurola
88486 Cristoforo Colombo — Aman lassu le stelle (Our
Love is Like the Stars). Baritone Solo in
Italian. (Franchetti) Titta Ruffo
88465 Manella Mia. (V. Valente) Tenor Solo
Enrico Caruso
88498 Good-Night (Folk Song) (Do Bru Noc, Ma
Misla!) from "Twenty Bohemian Folk Songs"
(Translated and compiled by Rev. Vincent
Pisek, D.D.) Soprano and Baritone duet in
Bohemian Emmy Destinn and Dinh Gilly
64411 Beautiful Isle of Somewhere. Tenor solo in
English. (Mrs. J. B. Pounds- J. S. Fearis)
Evan Williams
74357 (a) Bouree (J. S. Bach); (b) Menuett (C. W. von
Gluck). Violin solos, piano accomp. by George
Falkenstein .Maud Powell
87198 Rock of Ages (Words by Rev. A. M. Toplady,
tune by Dr. Thomas Hastings) Soprano and
Contralto duet Alma Gluck-Louise Homer
74346 Good-bye (Tosti) Tenor solo in English
Tohn McCormack
NEW EDUCATIONAL RECORDS.
17569 Over the Summer Sea from "Rigoletto" (Verdi)
(from "School Song Book" — C. C. Birchard
& Co.) Raymond Dixon
The Blacksmith (Mozart) (from "School Song
Book"— C. C. Birchard & Co.)
Reinald Werrenrath
17596 1— Blowing Bubbles; 2— Pit-a-Pat; 3— The Sailor.
Piano accomp. (from "Songs of Child World,
No. 1") (Riley-Gaynor) Elsie Baker
1 — See-Saw; 2 — The Giants; 3 — Froggies' Swim-
ming School (Piano accomp.) (from "Songs
of Child World, No. 1") (Riley-Gaynor)
Elsie Baker
17597 Rory O'More (Samuel Lover) .. Raymond Dixon
The Girl I Left Behind Me (Samuel Lover)
Raymond Dixon
35378 The Bear Story, that Alex Yist Maked Up His
Own Se'f (Part I) (James Whitcomb Riley)
Harry E. Humphrey
The Bear Story (Part II) (James Whitcomb
Riley) Harry E. Humphrey
10
12
10
10
12
12
12
12
12
12
10
12
10
10
10
10
EDISON TALKING MACHINE CO.
CONCERT LIST.
28195 Faust— All Hail, Thou Dwelling Lowly ! (Gounod)
Tenor solo, orch. accomp Paul Althousc
28196 Tannhauser — The Evening Star (Richard Wag-
ner). Baritone solo, orch. accomp. .Thos. Chalmers
REGULAR LIST.
2355 Favorite Airs from "Olivette" (Edmond Audran)
Orch. accomp Edison Light Opera Co,
2356 A Real Moving Picture from Life (Harry Von
Tilzer). Tenor solo, orch. accomp
Walter Van Brunt
2357
2358
2359
2360
2361
2362
2363
2364
2365
2366
2367
2368
2369
2370
2371
2372
2373
2374
2375
2376
2377
2378
2379
2380
2381
2382
2383
2384
On the Banks of the Brandywine (Anatol Fried-
land) Tenor solo, orch. accomp Eugene Emmet
Beauty's Eyes. (F. Paolo Tosti) Baritone solo,
orch. accomp Arthur Blight
Will o' the Wisp— Polka (J. S. Cox). Piccolo
solo, orch. accomp
, Henry Heidelberg and Eugene C. Rose
While They were Dancing Around (James V.
Monaco). Tenor solo, orch. accomp
Irving Kaufman
The Whistling Coquette (Joe Belmont). Whist-
ling and singing, introducing Joe Belmont,
orch. accomp Ada Jones and Billy Murray
Sunshine and Rain (Jacques Blumenthal) Con-
tralto solo, orch. accomp. .. Mildred Howson Hartley
Springtime (Erna Troostwyk) Violin solo, piano
accomp riendrika Troostwyk
Do You Remember? Tenor solo, orch. accomp.
Irving Gillette
Hark! Hark! My Soul (John B. Dykes). Sa-
cred solo, orch. accomp Edison Mixed Quartet
You Broke My Hetart, to Pass the Time Away
(Joe Goodwin) Tenor solo, orch. accomp
Manuel Romain
On the High Alps (Ludwig Andre) Violin, 'cello,
flute and harp. ..Venetian Instrumental Quartet
A Perfect Day (Jacobs-Bond) Mixed voices,
orch. accomp Metropolitan Quartet
That Reuben Tango Huskin' Bee (Bert Grant)
Rube song, orch. accomp Byron G. Harlan
Looking This Way (J. W. Van De Venter) So-
prano and contralto, orch. accomp
Elizabeth Spencer and E. Eleanor Patterson
Kathlyn — Waltz Hesitation (Lee Orean Smith)
For Dancing National Promenade Band
Harmony Bay (Terry Sherman) Tenor duet,
orch. accomp. A. H. Campbell and Irving Gillette
Happy Tho' Married (Duprez) Monolog.Fred Duprez
Amapa Maxixe — Tango Brazilian (J. Storoni)
For dancing National Promenade Band
This Is the Life (Irving Berlin). Tenor solo,
orch. accomp Billy Murray and Chorus
Three for Jack (W. H. Squire). Baritone solo,,
orcn. accomp Edwin Swain
Down Home Rag — One-step (Wilber C. Sweat-
man). Banjo, piano and drum Van Eps Trio
Me and Mandy Lee (Kerry Mills) Orch. accomp.
Arthur Collins and Byron G. Harlan
Who Paid the Rent for Mrs. Rip Van Winkle
Medley — Turkey Trot. For dancing
National Promenade Band
Stick to Your Mother, Tom. Counter-tenor solo,
orch accomp Will Oakland and Chorus
Ballet Music from "William Tell" (Rossini)
Edison Concert Band
Whistling Pete. Vaudeville Sketch
Billy Golden and Joe Hughes
Baby Mine (A. Johnston). Soprano solo, orch.
accomp Elizabeth Spencei
Buck Dance Medley (Kimmble). Accordeon,
piano accomp John Kimmble
PHONOGRAPH CO^QF THE ORANGES.
(Special to The Talking Machine World.)
Trenton, N. J., June 22. — The Phonograph Co.
of the Oranges, with headquarters at East Orange,
N. J., filed a certificate of incorporation this week
with the Secretary of State. The capital is given
as $10,000, and the incorporators are W. L. Eckert,
R. J. Bolan and W. A. Hardy.
THE EDISONAT CLINICS.
Among the many uses which have been devised
for the Edison phonograph is one proposed by a
prominent London hospital surgeon to record the
characteristic changes in the voice — sounds which
mark the presence and progress of a variety of
diseases. The whoop of the whooping cough and
the intervening cries of the little patient; and also
the hoarse utterances of those suffering from acute
or chronic diseases o.f the throat or lungs were
successfully reproduced.
This new application of the phonograph to the
purposes of diagnostic and chemical instruction
will revolutionize chemical teaching in medical
colleges.
CHEMISCHE
FABRIK
E. SAUERLANDT bel Apolda i. Th., Germany
The largest manufacturing plant in the world devoted exclusively to the
manufacture of Master- Waxes and Master-Blanks for
Gramophone and Phonograph Recording
3.1. M—w.r.r .f Wax «p.» the best recording material for Berliner- eul .
WHY MAX LANDAY IS JOYOUS.
Max Landay, the popular Victor distributer, is
receiving the congratulations o.f his many friends
in the trade upon the arrival at the Landay domi-
cile on June 5 of Donald Malcolm Landay, weight
seven pounds. Mr. Landay, Jr., is already giving
indications of rivaling in tonal volume the leading
operatic artists in the Victor library.
60 YEARS'
EXPERIENCE
Patents
I HADE ivi H«r\a
Designs
Copyrights Ac.
Anyone sending a sketch and description may
qulck'y ascertain our opinion free whether an
Invention Is probably patentable. Communica-
tions strictly confidential. HANDBOOK on Patents
sent free. Oldest agency for seourlng patents.
Patents taken through Munn & Co. receive
tpecial notice, wllhout obarge. In the
Scientific American.
A handsomely Illustrated weekly.
Largest olr-
Terms, f3 a
culatlon of any sclentiflo journal,
year: four months, $L Sold by all newsdealers,
MUNN & Co.381Bro'dw'^New Yort
Branch OAce* 626 V 8t» Washington. Do 5t
THE TALKING MACHINE WORLD.
Leading Jobbers of Tal&ing Machines in America
VICTOR JOBBERS Exclusively
What you want always in stock
400 Fifth Avenue
27 W. 34th Street
563 Fifth Aweni
193 W. 424 Stre«
me }
.rJeet [ New York
reet )
1866
t;
1914
VICTOR
DISTRIBUTERS
VICTORS EXCLUSIVELY
Wt make a specialty of getting the order
out on time — every time.
The Rudolph Wurlitzer Co.
CINCINNATI and CHICAGO
Two point! of supply; ordtr from the nearer.
CHASE & WEST otsmm%
IOWA
Machines
Records
Cabinets
Victor
EvnytUif
in stock AM
the tint.
WHOLESALE TO IOWA TRADE
Saul us your name ami address and we will mail you
paatpaid complete illustrated catalogues, giving detailed
iiJormaHon concerning all Victor products. Showing the
various styles ol Victor Machines, Lt ol all Victor Records,
the enters line ol Victor Cabinets. Repair Parts and all Ao-
asssories. Dealers, let us help you build a Victor businasi.
If
PEBBY B. WHITsTIT L. M. WKLLER
PERSY B. WHITSIT CO.,
Ha South BI«h Street. Colnmbu. onto.
nXiv:»: JOBBERS
OLIVER
D I T S O N
COMPANY
BOSTON
Lursat VICTOR T.IIeWc
MMsfaiM Distributes* Ent
of Oikftso.
Creator! of "Tta Fastest Victor
Seme." Let as tail res man
W. J. DYER & BRO.
Saint Paul, Minn.
VICTOR & EDISON
Distributers
Quick Service for all points in the North-
west. Machines, Records, Supplies.
VICTOR DEALERS
TRY US FIRST
Wf carry the Lara eat Stock of VICTROLAS. REC-
ORDS and CABINETS of any Distributor in thai
THE OORLEY COMPANY, Richmond, Va.
Where Dealers May Secure
COLUMBIA
Product
Ready, Full Stocks, and Prompt Deliveries
from Convenient Shipping Center* all
over the United States.
Distributors
Atlanta, Ga., Columbia Graphopbone Co.. 183
Peacbtree St.
Baltimore, Bid., Columbia Grapbopbone Co.. 808-
307 North Howard St.
OlrmlnKliam, Ala., Columbia Grapbopbone Co..
1818 Third Ave.
Boston, Mass., Columbia Graphopbone Co., 174
Tremont St.
Buffalo, N. Y., Columbia Grapbopbone Co., 622
Main St.
Chicago' 111., Columbia Grapbopbone Co., 14 N.
Michigan Ave,
Cincinnati, O., Columbia Qraphophons Co., 117-
11U W. Fourth ATI'.
Cleveland, O., Columbia Grapbopbone Co., 1375
Euclid Ave.
Dallus, Tex., Southwest..-™ Talking Machine Co.,
1403 Main St.
Denver, Colo., Colombia 8tores Co.. 606-807 Six-
teenth St.
Detroit, Mich.. Columbia Graphopbone Co., 114
Broadway.
Kl I'aso, Tex., Southwestern Talklug Machine Co.,
Mtaiiton and Texas Sts.
Hartford, Conn., Columbln Graphopbone Co., 719
Main St.
Indianapolis, Ind., Colombia Grapbopbone Co..
27 N. lVnusylrunia St.
Kansas City, Mo., Columbia Graphopbone Co.,
1112 Grand Are.
Lincoln, Sebr., The Grafonola Company. 1036
0 St.
Livingston, Mont., Scbenber Drag Co.
Los Angeles, Cel., Columbia Graphophone Co.,
420-422 S. Broadway.
Louisville, Ky„ Columbia Grapbopbone Co., 428
South Fourth St.
Milwaukee, Wis., Albert G. Kuude, 816 Grand
Are.
Minneapolis, Minn., Columbia Graphopbone Co.,
424 Nicollet Are.
New Haven, Conn., Columbia Grapbopbone Co.,
28 Cburch St.
New Orleans, La., Columbia Graphophone Co..
933 Canal St.
New York City, Columbia Grapbopbone Co., 89
Chambera St.
Philadelphia, I'a., Pennsylvania Talking Macs.
Co.. 1109 Chestnut St.
Plttnhargh, Pn.. Columbia Grapbopbone Co., 810
Bessemer Building.
Portland, Me., Columbia Graphophona Co.. SB*
Congress St.
Portland, Ore., Columbia Graphophone Co., 871
Washington St.; BUer* Music House.
Providence, It. I., Columbia Graphophone Co.,
' 119 Weatmlnster St.
Rochester, IT. Y.. The Grafonola Company, 23
Clinton Ave., Pouth..
Sacramento, CaL, Kirk, Geary tt Co.
Salt Lake City, Utah, Davnee-Beebe Music Co.,
48 Main St.
San Francisco, CaL, Columbia Grapbopbone Co.,
834 Sutter 8t
Seattle, Wash., Columbia Graphophone Co-, 1811
First Ave.; Ellers Music House, 3d and Unlver-
alty Sts.
Spokane, Wash., Columbia Graphophone Co., 818
Sprague Ave.
Springfield. Mass., Columbia Graphopbone Co..
174 Worthington St
St. Louis. Mo., Columbia Graphopbone Co.. 1008
Olive St.
St. Panl. Minn., Columbia Graphopbone Co., 17
East Sixth St.
Tampa, Fla., Tampa Hardware Co.
Terre Haute, Ind., 640 Wabash Ave.
Toledo, O., Columbia Grapbopbone Co., 229 Supe-
rior St.
Washington, D. C, Columbia Graphopbone Co.,
1210 G St.. N. W. I, -
DEALERS WANTED— Exclusive selling right*
given where we sre not actively represented.
Write for particulars to the Columbia Graphophone
Co.. Wholesale Department, Woolworth Building,
New York.
Headquarters for Canada:
Columbia Graphophone Co., 363-5-7 Sorauren Ave.
Toronto, Ont.
SANGER BROTHERS
Dallas, Texas
VICTOR
Distributers
"We ship the same day."
Southern Victor Dealers
Largest Stock VICTROLAS and RECORDS.
Prompt Shipment and Lots Freight Rates.
WALTER D. MOSES & CO.
Oldest Music House in Virginia or North Carolina.
RICHMOND, VA.
Edison Phonograph Distributors
for the SOUTHWEST
All Foreign Records in Stock
Houston Phonograph Gx, H?S£Es N-
f
NEW ENGLAND
JOBBING HEADQUARTERS
EDISON AND VICTOR
Ms. chinos, Rstcorcfe svzvd Supplies.
THE EASTERN TALKING MACHINE CO.
177 Trement Street BOSTON. MASS.
PACIFIC COAST "SSffSlv-
Victor Talking Machines re&&dS
STEIN WAY PIANOS-LYON & HEALY
"OWN MAKE" BAND INSTRUMENTS
San Francisco Portland
Let Angeles
Sherman, Clay & Co, %S£T
The Chicago
Edison Jobber
The perfection of Musical
Instruments— THE EDISON
diamond disc PHONOGRAPH
—with EDISON double disc
records.
THE PERFECTION OF
SERVICE— Our Service.
The Perfection of adver-
tising for the dealer — Our
plan.
The Phonograph Company
229 So. Wabash Ave.
CHICAGO
Every Jobber in this country should be represented in
this department. The cost is slight and the advantage is
great. Be sure and have your card in the August List.
v* . if;-, li
THE TALKING MACHINE WORLD.
When you handle the full line of Edison
Phonographs you are making for yourself
a permanent trade among permanent Edison
enthusiasts.
They are the customers who return to you
with their friends and with constantly re-
newed interest in the progress of Edison
development.
You do not want to let that sort of customer
leave your store unsatisfied because he can-
not find the sort of Edison that he wants.
INCORPORATED
59 Lakeside Ave., ORANGE, N. J.
VOL. X. No. 8.
SINGLE COPIES. 10 CENTS
PER YEAR, ONE OOIXAR
Published Each Month by Edward Lyman Bill at 373 Fourth Avenue, New York, August 15, 1914
A Corner of the Music Room
in the White House
Photo copyright by Waldon Fawcett, Washington. IV C.
Permission for reproduction granted to Victor Talking Machine Co.. Camden. N. J.
Entered as second-class matter May t, 1905, at the post office at New York. N. Y.. aader the act of Concrete of March t, 187*.
THE TALKING MACHINE WORLD.
Leading' Jobbers of Talhing Machines in America
SERVICE FIRST
EXCLUSIVE VICTOR JOBBERS
WHOLESALE ONLY
Standard Talking Machine Co.
PITTSBURGH, PA.
1856
urn
1914
VICTOR
DISTRIBUTERS
VICTORS EXCLUSIVELY
We make a specialty of getting the order
out on time — every time.
The Rudolph Wurlitzer Co.
CINCINNATI and CHICAGO
Two points of supply; order from the nearer.
CHASE & WEST
DES MOINES
IOWA
Machines
Records
Cabinets
Victor
Everything
in stock ail
the time.
WHOLESALE TO IOWA TRADE
Send us your name and address and we will mail you
postpaid complete illustrated catalogues, giving detailed
inlormation concerning all Victor products. Showing the
various styles ol Victor Machines, list ol all Victor Records,
the entire line ol Victor Cabinets, Repair Paris and all Ac-
cessories. Dealers, let us help you build a Victor business.
PEBBT B. WHITSIT
L. M. WELLKR
PERRY B. WHITSIT CO.,
31S South High Street, Colmmbu. Onto.
mi. JOBBERS
Kdlsaa
Phonograph
and
Viator Talking
Maohlnos
• ad Rao o r d •
OLIVER
DITSON
COMPANY
BOSTON
Largest VICTOR Talking
Machine Distributors East
of Chicago.
Creators of "The Fastest Victor
Service." Let ns tell too more
about oor service.
W. J. DYER & BRO.
Saint Paul, Minn.
VICTOR & EDISON
Distributers
Quick Service for all points in the North-
west. Machines, Records, Supplies.
Southern Victor Dealers
Largest Stock VICTROLAS and RECORDS.
Prompt Shipment and Low Freight Rates.
WALTER D. MOSES & CO.
Oldest Music House in Virginia or Noith Carolina.
RICHMOND, VA.
Where Dealers May Secure
COLUMBIA
Product
Ready, Full Stocks, and Prompt Deliveries
from Convenient Shipping Center* all
over the United State*.
Distributors
Atlanta, Ga., Columbia Graphophone Co., 133
Peacbtree St.
Baltimore, Md., Columbia Graphopbone Co., 306-
307 North Howard St.
Birmingham., Ala., Columbia Graphopbone Co.,
1818 Third Ave.
Boston, Mass.. Columbia Graphopbone Co.. 174
Tremont St.
Buffalo. N. Y„ Columbia Graphophone Co., 622
Main St.
Chicago* 111., Columbia Graphophone Co., 14 N.
Michigan Ave.
Cincinnati, O., Columbia Graphophone Co., 117-
119 W. Fourth Ave.
Cleveland, O., Columbia Graphophone Co., 1375
Euclid Ave.
Dallas. Tex., Southwestern Talking Machine Co.,
1403 Main St.
Denver, Colo., Columbia Stores Co.. 505-607 Six-
teenth St.
Detroit, Mich., Colombia Graphopbone Co., 114
Broadway.
El Paso, Tex., Southwestern Talking Machine Co.,
Stautou and Texas Sts.
Hartford, Conn., Columbia Graphophone Co., 719
Main St.
Indianapolis, Ind., Columbia Graphophone Co.,
27 N. Pennsylvania St.
Kansas City, Mo., Columbia Graphophone Co.,
1112 Grand Ave.
Lincoln, Nebr., The Grafonola Company, 1036
O St.
Livingston, Mont., Scheuber Drug Co.
Los Angeles, Cat., Columbia Graphophone Co.,
420-422 S. Broadway.
Louisville, Ky., Columbia Graphopbone Co., 425
South Fourth St.
Milwaukee, Wis., Albert G. Kunde, 516 Grand
Ave.
Minneapolis, Minn., Columbia Graphophone Co.,
424 Nicollet Ave.
Sew Haven, Conn., Columbia Graphophone Co.,
25 Church St.
New Orleans, La., Columbia Graphopbone Co.,
933 Canal St.
New York City, Columbia Graphophone Co., 89
Chambers St.
Philadelphia, Pa., Pennsylvania Talking Maeb.
Co.. 1109 Chestnut St.
Pittsburgh, Pa., Columbia Graphophone Co., 810
Bessemer Building.
Portland, Me., Columbia Graphophone Co., 660
Congress St.
Portland, Ore., Columbia Graphophone Co., 371
Washington St.; Eilera Music House.
Providence, R. I., Columbia Graphophone Co.,
119 Westminster St.
Rochester, N. Y.. The Grafonola Company, 23
Clinton Ave., Fouth..
Sacramento, Cal., Kirk, Geary & Co.
Salt Lake City, Utah, Daynes-Beebe Music Co.,
45 Main St.
San Francisco, Cal., Columbia Graphophone Co.,
334 Sutter St,
Seattle, Wash., Columbia Graphophone Co., 1311
First Ave.; Eilers Music House, 3d and univer-
sity Sts.
Spokane, Wash., Columbia Graphophone Co., 818
Sprague Ave.
Springfield. Mass., Columbia Graphophone Co.,
174 Worthington St
St. Louis, Mo., Columbia Graphophone Co., 1008
Olive St.
St. Paul. Minn,, Columbia Graphophone Co., 17
East Sixth St.
Tampa. Fla., Tampa Hardware Co.
Terre Haute, Ind., 640 Wabash Ave.
Toledo, O., Columbia Graphopbone Co., 229 Supe-
rior St.
Washington, D. C Columbia Graphophone Co..
1210 G St.. N. W.
DEALERS WANTED — Exclusive selling rig/kts
given where we are not actively represented.
Write for particulars to the Columbia Graphophone
Co., Wholesale Department, Woolvtorth Building.
New York.
Headquarters (or Canada:
Columbia Graphophone Co., 363-5-7 Sorauren Ave.
Toronto, Ont.
Every Jobber in this country should be
represented in this department. The cost
is slight and the advantage is great. Be sure
and have your card in the September Li*t.
VICTOR JOBBERS Exclusively
What you want always in stock
427 Fifth Avenue
27 W. 34th Street
563 Fifth Aveni
153 W. 42d Street
■ ue \
.ueeet [ New York
reet )
SANGER BROTHERS
Dallas, Texas
VICTOR
Distributers
"We ship the same day."
Edison Phonograph Distributors
for the SOUTHWEST
All Foreign Records in Stock
Houston Phonograph Co., H°^IS5N-
NEW ENGLAND
JOBBING HEADQUARTERS
EDISON AND VICTOR
Machine* Records and Supplies.
THE EASTERN TALKING MACHINE CO.
177 Tr.ro.nl Str..t BOSTON, MASS.
PACIFIC COAST Dfil?S?'
Victor Talking Machines records
STEINWAY P1ANOS-LYON & HEALY
"OWN MAKE" BAND INSTRUMENTS
Sherman, Clay & Co. Oakland las Angeles
The Chicago
Edison Jobber
The perfection of Musical
Instruments— THE EDISON
diamond disc PHONOGRAPH
—with EDISON double disc
records.
THE PERFECTION OF
SERVICE— Our Service.
The Perfection of adver-
tising for the dealer — Our
plan.
The Phonograph Company
229 So. Wabash Ave. CHICAGO
I
1 he 1 alking Machine World
Vol. 10. No. 8.
BUSINESS AND THEEUROPEAN WARS.
The Effect on Our Industries Will Temporarily
Be Bad — But Disturbed Conditions May Be
Followed by Domestic Activity and Merchant
Marine Development to Handle Exports.
In discussing the effects of the European wars on
business in this country the financial expert of the
New York Times on Sunday said the fact that it
would have a profound and lasting effect on the
principal industries of the country was everywhere
conceded. War on a large scale between the na-
tions in Europe which manufacture for the world's
markets would curtail, if not destroy for the time
being, their export trade. There is only one nation
that could take that trade, and that is the United
States. This country would export less raw cotton
and more cotton goods. The same would be true
of other fabrics as well as of manufactures of
metal, and, of course, foodstuffs. Means would be
discovered or created to attend to the carrying of
exports where they were needed. Temporarily, at
least, this country would show a tremendous ex-
pansion of foreign trade, and the same causes
would prevent the importation of many things that
in ordinary times come from abroad. American
manufacturers would not only monopolize the
domestic field, but would go far toward doing the
same in many of the foreign ones as well. The
only check would be in the things which would be
declared to be contraband of war. And, even as to
the latter, there would be many venturesome enough
tc take chances.
All of this would stimulate hugely the produc-
tiveness of factories and workshops and give em-
ployment to labor in vast volume. It would also
result in articles of American manufacture being
introduced, and put to use in many countries, where
the products of foreign origin are now the vogue.
Comp!
Geo. E. Mickel, president of the National Asso-
ciation of Talking Machine Jobbers, has just an-
nounced his appointments for the various commit-
tees for the ensuing year, as follows :
Executive Committee. — O. K. Houck, O. K.
Houck Piano Co., Memphis, Tenn. ; R. H. Morris,
American Talking Machine Co., Brooklyn, N. Y.;
C. J. Schmelzer, Schmelzer Arms Co., Kansas City,
Mo. ; W. O. Crew, Elmira Arms Co., Elmira, N. Y. ;
P. Werlein, Philip Werlein, Ltd., New Orleans,
La., and officers.
Advisory Committee. — J. C. Roush, chairman,
Standard Talking Machine Co., Pittsburgh, Pa. ;
J. F. Bowers, Lyon & Healy, Chicago, 111.; P. B.
Whitsit, Perry B. Whitsit Co., Columbus, O. ; J.
N. Blackmail, Blackman Talking Machine Co., New
York City.
Membership Committee. — O. K. Houck, chair-
man, O. K. Houck Piano Co., Memphis, Tenn.;
L. Burchfield. .Sanger Bros.. Dallas, Tex. ; M. Lan-
day, Landay Bros., New York City ; F. A. Sie-
mnn, Rudolph vVurlitzer Co., Chicago, 111.; F. Nes-
tor, W. F. Frederick Piano Co., Altoona, Pa.
Legislative Committee. — J. F. Bowers, chairman,
Lyon & Healy, Chicago, 111.; C. Droop, E. F. Droop
& Sons, Baltimore, Md. ; L. H. Clement, Whitney
Currier Co., Toledo, O. ; F. W. Corley, the Corley
Co., Richmond, Va. ; J. C. Roush, Standard Talk-
ing Machine Co., Pittsburgh, Pa.
Traffic Committee. — L. C. Wiswell, chairman,
Lyon & Healy, Chicago, 111. ; B. L. Crew, Philips &
Crew, Atlanta, Ga.; C. A. Mairs, W. J. Dyer &
Bro., St. Paul, Minn. ; B. J. Pierce, J. W. Jenkins'
Sons Music Co., Kansas City, Mo. ; H. L. Royer,
M. Steinert & Sons Co., Boston, Mass.
Press Committee.— J. C. Roush, chairman, Stand-
ard Talking Machine Co., Pittsburgh, Pa.; P. B.
Whitsit, Perry B. Whitsit Co., Columbus. O. ; T.
H. Towell, Eclipse Musical Co., Cleveland, O. ; R.
Rogers, Robert C Rogers Co., Washington, D. C. ;
New York, August 15, 1914.
The persons in such countries would become ac-
customed to the American things and familiar with
their merits, and would continue the use of them
thereafter. In other words, there would be a con-
stant demand created for the American goods that
would result in a permanent increase of the export
trade. This would show itself with regard to the
nations of South America as well as those of the
Orient, the Far East and Africa. Ultimately, of
course, war of the kind would hurt trade with the
countries engaged in it, because of the reduced
purchasing power of the peoples caused by the
strife and the ruinous taxation that would follow.
CHAS. F. THAYERJBECOMES MANAGER
Of the New Columbia Department of the Tel-
Electric Co., New York City.
Charles F. Thayer has been appointed manager
o.f the new Columbia department in the ware-
rooms of the Tel-Electric Co., 299 Fifth avenue,
New York. This department will "probably be
ready for formal opening in a week or two, and
in the meantime a number of sound-proof demon-
stration booths are being erected and every pos-
sible detail being embodied in the decorations and
furnishings to conduce to the comfort and con-
venience of visitors to the department.
Mr. Thayer is well known in the local trade
having been connected with the Columbia
Graphophone Co. for the past three years
in various sales capacities. His first Co-
lumbia connection was under the capable
guidance of Hayward Cleveland, the veteran
Columbia retail manager. Mr. Thayer also accom-
panied Frank R. Robertson, the noted travelogue
lecturer, on a country-wide tour with the Columbia
product, and subsequently joined the sales depart-
ment of the Columbia educational division.
e Job-
A. M. Stewart, Stewart Talking Machine Co., In-
dianapolis, Ind.
Grievance Committee. — E. F. Taft, chairman,
Eastern Talking Machine Co., Boston, Mass.; C.
H. Eisenbrandt, E. F. Eisenbrandt & Sons, Balti-
more, Md. ; H. W. Weymann, W. A. Weymann's
Son, Philadelphia, Pa. : F. H. Putnam, Putnam
Page Co., Peoria, 111. ; B. N. Neal, Neal, Clark &
Neal, Buffalo, N. Y.
Resolution Committee. — R. H. Morris, American
Talking Machine Co., Brooklyn, N. Y. ; L. Buehn,
Louis Buehn, Philadelphia, Pa. ; H. A. Winkelman,
Oliver Ditson Co., Boston, Mass.; W. N. Dunham,
Florida Talking Machine Co., Jacksonville, Fla. ;
C. N. Andrews, W. D. Andrews, Buffalo, N. Y.
Arrangement Committee. — A. G. McCarthy,
chairman, Sherman Clay & Co., San Francisco,
Cal. L. S. Sherman. Sherman Clay & Co., San Fran-
cisco, Cal. ; C. S. Ruggles, Sherman Clay & Co.,
Los Angeles, Cal. ; A. A. Trostler, Schmelzer Arms
Co., Kansas City, Mo.; B. Switky, Benj. Switzky,
New York City.
In sending out this list J. C. Roush, chairman of
the press committee, mentions that plans already
are being prepared for the 1915 convention to be
held at San Francisco. Many special features in
connection therewith will be outlined in an early
issue of The World. It is expected that a great
many members of the association will take in this
trip to the convention and the Panama-Pacific Ex-
position, accompanied by their friends and some
of their largest dealers.
The officers of the association elected at the con-
vention in Atlantic City for 1914-1915 are George
E. Mickel, president, Nebraska Cycle Co., Omaha,
Neb.; Elton F. Taft, vice-president, Eastern Talk-
ing Machine Co., Boston, Mass.; Edwin C. Rauth,
secretary, Koerber Brenner Music Co., St. Louis,
Mo. ; William H. Reynalds, treasurer, Reynalds
Music House, Mobile, Ala.
Price Ten Cents
EFFECTIVE CAMP WINDOW DISPLAY
Made by the Ross P. Curtice Co., of Lincoln,
Neb., Wins the Highest Praise — How It Was
Prepared Explained for Benefit of the Trade.
(Special to The Talking Machine World.)
Lincoln, Neb., August ' 8.— A very attractive
camp window display recently made by the Ross
P. Curtice Co., Victor jobbers, of this city, made a
tremendous sensation, and through the interest it
accentuated well repaid those interested in its con-
struction. In telling of its construction C. W.
Long, for the Curtice Co.. said :
"The 'grass' we made out of excelsior dyed
green with green aniline mixed with water; the
campfire was made to glow in a very realistic man-
ner by placing a red globe under the red cloth,
which was mounted over wire netting to hold it
up; the globe we placed in a shade and laid it on
Ross P. Curtice Co.'s Attractive Window.
a mirror so that the light was reflected, and the
window had a border of red lights all around it,
so that it had an excellent appearance from the
outside, and by placing twigs over the fire the
leaves and branches diffused the light so that the
fire was 'almost' real.
"The accompanying photograph was taken at
2 o'clock in the morning so that there would be no
reflection from the street lights, and was made
with the aid of 2,250 watt lights, with a twenty-
minute exposure. The crowds that were around
the window certainly repaid us, and many com-
ments were heard about it, especially the coffee
pot, which we beat almost out of shape and black-
ened with a candle so as to give it a 'used' ap-
pearance."
THE ELECTRICDISC-STOP CO.
The Electric Disc-Stop Co., of Monroe. N. Y.,
filed a certificate of incorporation this month with
the Secretary of State at Albany, N. Y., to manu-
facture talking-machine accessories. The capital
is given as $6,000 and the incorporators are S. V.
Dowling, F. B. Knowlton and D. \. Cashin.
TRAVELING IN WISCONSIN.
William Ide, who was formerly associated with
the Phonograph Co.. of Milwaukee, Wis., Edison
distributors, has been appointed traveling whole-
sale representative for Thomas A. Edison, Inc., in
Wisconsin and upper Michigan, succeeding Wm. P.
Hope, who is now Edison jobber at Kansas City,
Mo. r"
PRESIDENT GEO. E. MICKEL APPOINTS COMMITTEES.
ete Roster of Official Committees of the National' Association of Talking Machin
bers Just Announced — Representative Trade Members on Lists.
THE TALKING MACHINE WORLD.
PANAMA CANAL WILL HELP PACIFIC COAST MERCHANTS
This Method of Shipping from the East Will Effect a Great Saving in Freight Rates —
San Francisco Pleased at Its Selection for Next Jobbers' Convention — The Phono-
graph Co.'s New Store to Open This Month — News of the Month Worth Recording.
(Special to The Talking Machine World.)
San Francisco, Cal., August 5— Vacations
have about gone the rounds at the various music
establishments here, and the forces are in goo.d
trim to begin fall campaigns. City schools opened
the last week in July, bringing many families home
from the country, which naturally acts as a stim-
ulus to business in practically all lines. For this
reason most of the business houses arrange their
vacations to coincide pretty closely with' the school
vacations, and the reopening of schools is the
signal for resumption of regular duties all round.
In the talking machine quarters no time will be lost
during the remainder of the year. Business kept
up fairly well even when the vacation season was
at its height, and all indications point to a good
fall. Particular attention is now being called to
the new records which were placed on the market
while certain patrons were out of town, and the
record sections are quite busy. Dealers and dis-
tributers of musical instruments generally are 1
looking forward with considerable interest to the
opening of the Panama Canal for commerce about
the middle of August, as the new method of ship-
ment will mean a great saving to Coast interests
receiving goods from the Atlantic seaboard.
Pleased at Selection of San Francisco.
, The local trade is elated over the selection of
San Francisco as the next meeting place for the
annual convention of the National Talking Ma-
chine Jobbers' Association. Every effort will be
exerted by the trade to make the session a big-
success, and with the added attractions of the ex-
position, a large attendance is expected.
Sherman, Clay & Co. were well represented at
the national convention last month, L. S. Sherman,
Andrew G. McCarthy and Chas. S. Ruggles at-
tending, all having gone East for that purpose ex-
clusively. Naturally they and their houses are
especially gratified at the recognition given their
city. Mr. Sherman came home directly after the
festivities at Atlantic City were over, but Messrs.
McCarthy and Ruggles remained over a few days
to, visit the factory of the Victor Talking Machine
Co. Mr. McCarthy, who is treasurer of Sherman,
Clay & Co., gives his personal attention to the
Victor department of the business, and Mr.
Ruggles is manager of the company's Victor dis-
tributing branch at Los Angeles. Upon their re-
turn to headquarters they pronounced the conven-
tion a big success in every particular, and spoke
enthusiastically over the hospitality extended to
the delegates by the Victor Co. Sherman, Clay &
Co. have just completed the redecoration of their
first floors and windows and are celebrating the
end of their renovations by a fine display of Vic-
tor goods and high class pianos and players.
Peter Bacigalupi, Jr., Retires.
The tendency in the local trade for some time
has been toward additions and expansions, but the
order of things has been reversed this month by
the announcement from Peter Bacigalupi, Jr., that
he is retiring from the talking machine business
immediately. In fact, he has already vacated the
old quarters on the second floor of the Douglas
building, 908 Market street, and moved the re-
mainder of his stock to a smaller room in the same
building. The name of Bacigalupi has long been
identified with the talking machine trade of this
city, the business having been conducted under
the name of Bacigalupi & Son to date, although
the father and son divided their interests about
two years ago, Peter, Jr., as he is generally known,
taking the talking machines, and Mr. Bacigalupi,
Sr., assuming full charge of the electric pianos
and Edison dictating machine parts of the busi-
ness. In the talking machine department a retail
and jobbing business in Victor and Edison prod-
ucts was conducted. Peter, Jr., has not announced
future plans, but his retirement does not affect his
father's business.
Columbia Co. News.
W. S. Gray, district manager of the Columbia
Graphophone Co., spent most of the past month
away on vacation. He and Mrs. Gray enjoyed a
pleasant outing at Lake Tahoe. It was the first
real vacation Mr. Gray had taken in about five
years and he made the most of it, returning to
work with renewed vigor and optimism. F. R.
Anglemeier, wholesale manager at the local Co-
lumbia warerooms, is spending two weeks in
Sonoma County. During his absence C. J. Moore,
traveling ambassador for the establishment, is
keeping up his end of the work.
The contest for an exposition song, which was
announced .by the Bulletin a few weeks ago, is now
open and full details will be announced shortly.
The assurance of the Columbia Graphophone Co.,
through Pacific Coast Manager W. S. Gray, that
the song will be made into a record and will be
published by Jos. W. Stern & Co., of New York,
has aroused much interest in the contest even at
this early date.
Formal Opening of Phonograph Co.
The Phonograph Co., of San Francisco, ex-
pects to hold its formal opening in the new Edison
shop on Geary street early in August. The re-
modeling of the premises is rapidly nearing com-
pletion and some of the stock is being moved from
the old location on Post street, where the business
was conducted under the name of Babson Bros.
■Te new place has been fitted up in first class
shape and increased business is anticipated by
Manager J. S. Baley in the new location. He re-
ports a good July business in spite of the atten-
tion given to preparations for moving, and with
the improved facilities and more desirable location
he considers prospects bright for fall trade.
Morgan Resigns.
J. J. Morgan has resigned his position with the
Emporium as manager of the talking machine
department. General Manager A. A. Schell, of the
Emporium music sections, says each month so far
this year has shown an increase over the corre-
sponding period of last year in the talking machine
section, where Columbia goods are handled ex-
clusively.
Pacific Phonograph Co. Plans.
R. A. Pommer, head of the Pacific Phonograph
Co., has resumed his duties incumbent upon his
business after a vacation at Lake Tahoe. J. E.
McCracken, traveler for the company, spent sev-
eral weeks in southern California and secured sev-
eral new accounts in that section. He returned to
San Francisco a few days ago, and is now estab-
lishing his bride in a home here, having been mar-
ried just before leaving for the South. Arrange-
ments have been made with Edw. Borgum to
represent the Pacific Co. in the southern part of
the State, with headquarters in Los Angeles. He
was formerly with the Southern California Music
Co., of that city. Mr. Pommer reports a better
business for July than for June.
Manager J. J. Black, of the Wiley B. Allen
talking machine department, says the demand for
dance records continues a potent factor in the busi-
ness, and the new style No. XI. Victor Victrola is
the favored machine.
FAVORITE WITH SCHOOL CHILDREN.
(Special to The Talking Machine World.)
Steubenville, O., August 3. — At a recent outing
given the pupils of the Washington School of
this city, a Columbia "Favorite" machine played
a prominent part in the day's festivities. The
school owns this machine and a goodly number of
records, which were purchased from the National
Talking Machine Co. after the energetic sales ef-
forts of Lambert Friedl, the company's manager.
The school-children danced to the music of the
"Favorite," and evidently thoroughly enjoyed and
appreciated the various records.
Opportunity has knocked at many a man's dcor
v. hen he was down at the corner saying, "Here's
good luck."
The Success of Your Talking Machine Department
Is to a large extent dependent upon the service your distributor gives you.
This admitted makes it important that you secure the best service obtainable.
AND THAT IS EASTERN SERVICE
To use it is to swear By it not At it.
May we not have the opportunity to convince you that our service is exceptional?
EASTERN TALKING MACHINE COMPANY
177 TREMONT STREET, BOSTON, MASS.
EDISON
FOR NINETEEN YEARS TALKING MACHINES EXCLUSIVELY
VICTOR
THE TALKING MACHINE WORLD.
5
No other concern furnishes its dealers with so much free advertising matter as
the Victor.
These " selling helps," combined with our extensive national advertising, insure
the success of Victor dealers.
They enable every dealer to get the greatest possible amount of Victor business.
Victor Talking Machine Co., Camden, N. J., U.S. A.
Berliner Gramophone Co., Montreal, Canadian Distributors.
6
THE TALKING MACHINE WORLD.
OUR DISC RECORD ALBUMS
ARE THE BEST FOR VICTOR, COLUMBIA
AND ALL OTHER TALKING MACHINES
THE ONLY CONVENIENT AND SAFE WAY TO PROTECT DISC RECORDS
These Record Albums will Pay for Themselves in a Short Time by Preserving Records.
When Full the Albums are Flat and Even Like Books. They will Fit in a Library
Cabinet or Book Case, or They will Lie Flat on One Another.
For Durability, Artistic
Design and Finish, our
Albums have no equal.
They are made in the
most substantial . manner
by skilled workman, and
are first-class in every
particular. We sell them
at very low prices to
meet competition.
TO DEALERS:
In reply to the many
requests we are now re-
ceiving for
RECORD ALBUMS
containing 10 pockets,
we have to say we make
Albums, containing any
number of pockets that
are wanted and to fit
all styles of Cabinets.
Write for sample and prices of our Albums, which are superior to all other?
Address NATIONAL PUBLISHING CO., 235 South American St., Philadelphia, Pa.
KIPP=LINK CO.'S STREET PARADE
Makes Indianapolis "Sit Up and Take Notice"
When Twenty-two Drays of Edison Phono-
graphs Paraded the Streets Recently — Only
a Partial Shipment — Columbia Business for
July 50 Per Cent. Better Than Last Year.
(Special to The Talking Machine World.)
Indianapolis, Ind., August 9. — Indianapolis
literally "sat up and took notice" a few days ago
when the Kipp-Link Phonograph Co., 345 Massa-
chusetts avenue, jobbers for the Edison disc phono-
graphs, put on a parade in the streets of In-
dianapolis the equal of which probably was never
seen before in this city.
Passers-by on the downtown streets, seeing a
dray loaded down with boxes, glanced at it for a
moment and then looked in another direction. Then
they happened to look again and they paused and
wondered. There was not one dray, but twenty-two
drays, all loaded to the "brim."
The drays were appropriately decorated with
placards announcing that in the boxes on the
twenty-two drays were boxes containing the first
partial shipment of Edison disc phonographs to
the Kipp-Link Phonograph Co. The procession
w nearly two blocks long and it passed through
all of the downtown streets and finally proceeded
to the Kipp-Link warehouse. The entire ship-
ment, valued at $50,000 by Walter E. Kipp, presi-
dent and general manager of the Kipp-Link Co.,
was brought from the freight house to the ware-
house in the remarkably short time of five hours.
Enthusiasm was rampant in the vicinity of the
Kipp-Link house for a few hours after the ship-
ment had arrived. Persons who had seen the
parade came in to inquire about the Edison goods.
Mr. Kipp said the shipment just received repre-
sents approximately one-fourth of the goods which
have been ordered for the fall trade by the Kipp-
Link Co.
"We have been working every night for the last
two weeks preparing for fall business," said Mr.
Kipp. "While business is not flourishing in this hot
weather, the indications are Mat we will have an
extraordinarily large business this fall. Reports
from our dealers in this part of the country point
to that end. There is every reason to count on
good business this fall, and we are preparing to
meet all demands."
Business conditions in the talking machine line
have not been flourishing, but still business has
been fairly good. A. W. Roos, manager of the
local Columbia Graphophone Co.'s store, says an
examination of his records shows that business in
July was 50 per cent, better this year than it was
a year ago in the same month. Mr. Roos is also
counting on rushing business early this fall. He
says the indications are that business in his line will
be especially good.
The Stewart Talking Machine Co., jobbers for
the Victor machines, reports good business condi-
tions and is preparing for a .large fall trade.
The Carlin Music Co., 23 North Pennsylvania
street, has put in a line of Crescent talking ma-
chines. It is claimed that all disc talking machine
records can be played by this machine.
THE SALESMANOR THE CONCERN.
How the Personal Friendship of the Dealer and
Salesman Can Be Utilized as an Advertising
Asset for Their Establishments.
Salesmen as a rule are not life fixtures with a
manufacturer. They are very apt to be here to-day
and with some competitor to-morrow. For this
reason many concerns hesitate to help the sales-
man build personal good will by the use of per-
sonal letters, which might make it easier for him
to carry a string of customers with him when he
leaves. For the same reason it is also the prac-
tice of some to circularize their dealers with this
object in view, emphasizing the fact that the serv-
ice and co-operation they are receiving comes from
the company and not the salesman. Yet it is ob-
vious that the personal friendship of dealer and
salesman is an advertising asset too great to over-
look.
Commenting on this idea, Printers' Ink proceeds
to tell about one method of constructing a letter
so as to cash in on a salesman's personal ac-
quaintanceship, and yet making it strictly a com-
pany appeal, illustrated in the following letter used
by the Parry Manufacturing Co., Indianapolis.
Ind. :
"Mr. Brown, who calls on the Massachusetts
trade, feels that in pursuing your sales activities
you cannot afford to. overlook features that have
made our line the hardest hitting and most liberal
money making proposition now before the local
dealer. He suggests the following reasons why:
"Our * * * line is the very line you are going
to. need. It meets your wants, maintains your cus-
tom and makes you money. It is a lie that stands
out pre-eminently in Massachusetts to-day because
of its peculiar adaptability to the specific trade
conditions, and Mr. Brown is convinced that you
are the logical dealer in Blank to handle it."
Here one has a good example o.f getting the per-
sonal element into the letter without submerging
the company. The value of the introduction of
the salesman's name is the more apparent if con-
sidered with the name omitted. This little personal
touch makes all the difference in the world— it
takes the letter o.ut of the circular class and puts
it into the letter class.
NARROW ESCAPE FROM FIRE.
The lumber yards of the Victor Talking Ma-
chine Co., Camden, N. J., had a narrow escape
from fire at the foot of Market street recently,
causing damage to the amount of $10,000; The
firemen battled for nearly four hours with the
flames before they were subdued.
PROGRESSIVE JOBBERS ADVERTISING
IN THE TALKING MACHINE WORLD. CON-
SULT THEIR ANNOUNCEMENTS.
THE TALKING MACHINE WORLD.
T
Victrola IV, $15
Oak
Victrola VI, $25
Oak
Victrola VIII, $40
Oak
Victrola IX, $50
Mahogany or oak
To the public, "Victrola" means the
world's best music.
To the music dealer it means all that —
and more. It is the very foundation of music
trade success.
Victor Talking Machine Co.
Camden, N. J., U. S. A.
Berliner Gramophone Co., Montreal, Canadian Distributors.
Always use Victor Machines with Victor Records and
Victor ' Needles — the combination. There is no other
way to get the unequaled Victor tone.
Victrola X, $75
Mahogany or oak
Victrola XI, $100
Mahogany or oak
Victrola XIV, $150
Mahogany or oak
Victrola XVI, $200
Mahogany or oak
8
THE TALKING MACHINE WORLD.
FEATURING NATIONALLY ADVERTISED GOODS
Notable Exhibition Made by J. L. Hudson Co. of Detroit — Victor Display of Significance
and Attracts Great Attention — Columbia Graphophone Co. and Other Concerns Look
for Immense Trade This Fall — European War Will Not Hurt as Much as Expected.
(Special to The Talking Machine World.)
Detroit, Mich., August 9. — Victor talking ma-
chines formed a part of a noteworthy exhibition in
Detroit during the last two weeks of July — a man-
ufacturers' exposition of nationally advertised
goods held by the J. L. Hudson Co. The object
was to make the citizens of Detroit familiar with
the mercantile establishment at which could be ob-
tained the lines of goods which are advertised
throughout the country by means of the magazines
and other publications of country-wide circulation
and prestige. Only manufacturers who do national
advertising were invited to participate and, space
being comparatively limited, though the store is a
city and State indicates that the coming fall and
winter season will be by far the best the trade ever
has known. The branch house of the Columbia
Graphophone Co. has several new accounts lined up
in Detroit to be opened in September, and inquiries
from the smaller cities of the State have been so
encouraging that S. E. Lind, assistant manager, will
make a personal trip through lower Michigan with-
in a few weeks to take up the good business that
has been offered.
Advices received from present representatives of
the company indicate that many of them will use a
great many more machines this year than they
formerly have. It is in the small towns that the
of the greatly increased production of the fac-
tories, there is likely to be a shortage again next
December, because of the greatly increased demand.
If we are just playing even now, what may we ex-
pect when the real activity comes ?"
Detroit dealers are not much perturbed by the
war in Europe. It is likely to abstract from 10,000
to 20,000 men from Detroit's citizenship, but the
bulk of the foreigners called away are not of the
buying kind. Their departure may cause a short-
age of labor in the city, but it will give more work
to Americans, at better pay, and the Americans
will spend more money, and spend it right at home,
whereas the foreigners, most of them, spend but
little and send the bulk of their earnings to Europe.
They are not valuable citizens for that reason.
They live as cheaply as they can, thousands of them
in absolute squalor, recent investigations have de-
veloped. In the way of business they produce
nothing, because they consume hardly anything
except food. Even their food is of the cheapest
kind. The money they earn, therefore, does not
help make business for anybody. Detroit business
men will not be a bit sorry to see a big decrease
in population if that is the class to leave.
Max Strasburg, of the Max Strasburg Co., has
returned from an automobile tour of several thou-
sand miles through the East. He took in the talk-
ing machine jobbers' convention at Atlantic City
for a while, meeting old friends, then went on to
Philadelphia and Washington. Mr. Strasburg is
the most optimistic of all the talking machine deal-
ers in Detroit. He never has known really dull
times since he established his store three years ago.
The visitor does not need to be informed of this,
for always there is at least one customer in the
store, and generally several ; sometimes a crowd.
TRADE IN AUSTR1A=HUNGARY.
In a commercial review of Austria-Hungary, pub-
lished in the July 28 issue of the Daily Consular
and Trade Reports, Consul General Charles Denby,
stationed at Vienna, Austria, refers to the piano
situation in that empire as follows :
"The piano trade is almost German, the Ameri-
can imports being noticeable only in pianos (small
upright pianos) and reed organs, and in the trade
in these goods no great figure was reached."
The official figures in this article show that
Austria-Hungary exported to the United States
musical instruments to the value of $173,457 in
1912 as compared with $200,244 in 1913. It is also
stated that Austria-Hungary imported phonographs
valued at $1,000,000 direct from Germany in 1912,
while from the United States the importation of
phonographs valued only $3,600. The consul gen-
eral remarks, however, that a large proportion of
the imports of phonographs from Germany are
undoubtedly American goods.
Display of Victors in the J.
very large one, not more than one line of any
kind of goods could be accommodated. As a line
must be drawn somewhere, it was decided to limit
the number of manufacturers participating to 100,
this including all kinds of articles from pianos to
tooth powders.
The most important articles were exhibited both
in the salesrooms and in the show windows. The
accompanying photograph shows the Victor ex-
hibit in one of the windows.
The exposition was a large success and will be
repeated next year, though it will not be held until
September. In September the natural autumn
quickening of trade will bring many more people
to the store than in July, and there will be more
national advertising to be interested in. Talking
machines are so widely and consistently advertised
that the exposition was of particular benefit to this
line of merchandise.
Inquiry from talking machine dealers of both
L. Hudson Co. Window.
effects of the big crops will be felt first. The
farmers already are beginning to spend their
money, though they will not be over-active in this
way until they get a rest from harvesting. Life
with them, in the late summer, is "just one darn
crop after another."
Grinnell Bros., Victor jobbers, are having similar
experiences. Dealers from a wide range of ter-
ritory are planning to lay in big stocks for the fall
trade. Unsolicited orders and inquiries have come
from several States some distance away, and in
greater numbers from Ohio, Indiana and Michi-
gan, which Grinnell Bros, cover quite thoroughly.
"We haven't been able to accumulate any large
stock, though we have tried," said Harry Rupp,
manager of the talking machine department of
Grinnell's. "We are constantly short of the $25,
$75 and $150 styles. We do not get any too many
of the other styles. They seem to go out as fast
as they come in. The indications are that in spite
rThe DIXSON Pledge,
is to see that our clientele has a better service than ever — setting a new standard in
Victor jobbing deliveries. The demands of alert Victor dealers — the kind that grow
— are many and varied, and we furnish the "first-aid" in every instance.
We believe this year's Victor business will be of tremendous proportions, and it will
pay you to have
The Fastest Victor Service
which is a requisite in this hustling age. We possess the largest stocks, the best organi-
zation and most up-to-date equipment in the Eastern half of the country.
This overs Victor machines, records and supplies of every kind.
Will you let us tell you more about Ditson co-operation? A postal gets this
information !
■OLIVER DITSON CO., Boston, Mass.-
THE TALKING MACHINE WORLD.
9
With every German and Russian and Austrian
and Servian and Belgian and Frenchman in this
country breathing battle and oozing patriotism,
the completeness of the Columbia foreign record
catalogues, is a boon to every dealer who can
reach a foreign colony.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
CINCINNATI TRADE^ RATHER QUIET
For the Past Month Owing to the Absence of
People at Summer Homes — Outlook for Fall
Is Exceptionally Good and This Is the Re-
port of Leading Houses — News of the Month.
(Special to The Talking Machine World.)
Cincinnati, O., August 9. — Generally speaking,
business was quiet in the talking machine field dur-
ing July. This was due to the average dulness and
the absence from the city of the best record buy-
ers. Business was practically confined to records,
the volume of sales for the month being fairly
good. This might be said to be due to the manner
in which the attaches of the various houses are
keeping in to.uch with their clients.
The Sheriff's office next Saturday morning will
offer at auction, under foreclosure proceedings, the
home of John Arnold, former Elm street dealer,
who left the city earlier in the year. The disposal
of his ho.me in Hyde Park will mark his actual
passing away fro,m the local field. Mr. Arnold is
now supposed to be in Denver.
Manager Dittrich, of the Rudolph Wurlitzer Co.,
in discussing business for the past month, said :
"The month of July, in spite of the general busi-
ness conditions, showed a very satisfactory increase
o.ver last year. The last two weeks were especially
good, and at the present time we are enjoying a big
demand for Victor goods, both wholesale and re-
tail. As usual, our fall shipments were ordered
well in advance. We are now storing Victrolas so
as to be better able to meet the demand when the
rush for orders will begin and when the stock will
not be so plentiful.
"From reports reaching us through our repre-
sentatives, and also from correspondence and or-
ders from o.ur wholesale trade, we gather that con-
ditions are exceptionally good. The talking ma-
chine dealer is surely in a position 'all by himself,'
as he is enjoying a most active trade at the time of
year when the product would be considered as out
of season, and the best period of the year will
shortly be reached without any intermediate dull
period. The new styles, No. 10 and No. 11, have made
a most favorable impression, and these two popular
styles will undoubtedly enjoy even greater popularity
than heretofore. The fumed oaks, No. 9 and No. 10,
have taken this part of the country by storm, and
our estimate, although we made it very large, was
not miscalculated. We have already booked a
number of orders for fall delivery, and every day
NAME- PLATES
DECALCOMAN IE
^4;
fwKy not apply
trans/er
liS* k IS&feV- .nameplale on ^
>'i@itSiBL>9EI?
WRITE FOR SAMPLES
AND PRICES.
SKETCHES
FREE
is adding to the number. The go.od prospects are
especially appreciated at this time because of the
probability of a plentiful supply.
"In our retail department we never before were
holding so many orders for fall delivery, and our
files never held so many prospective purchasers at
this time of the year. The fall business will un-
doubtedly be a record-breaker."
When approached on business conditions, Man-
ager Whelen of the local Columbia store, said :
"Despite the fact, the inevitable fact, that business
is bad, I must say that we have held our own and
made a slight increase over the same period of last
year. The 'dance craze' has to. a certain extent
held up the retail end, and dealers throughout the
territory do not appear to be discouraged in any
way, in fact, talk very optimistic of the summer
business so far and are very enthusiastic about the
fall prospects."
No one has been engaged as yet to. take charge
of the Victrola department of the Cable Com-
pany, which will be in operation before the end of
this month. Mr. Summey hoped to have this de-
partment ready by last Saturday. His goods have
reached the city, but there has been a delay in put-
ting up the booths as well as getting the right kind
of a man for handling the work.
The record wants was the feature of the Lyric
Co.'s business during July, according to Manager
Ahaus.
RETURNS TO ITS OLD HOME.
The New York Talking Machine Co. Again at
81 Chambers Street — Many Improvements
Installed — Great Achievement in Handling
Business While in Temporary Quarters.
GEO. A.SMITH &CX).,nc
74- CORTLANDT ST., N .V.
The New York Talking Machine Co., Victor
distributer, which had been occupying temporary
quarters at 77 Reade street, New York, since its
disastrous fire on June 21, moved back this week
to its building at 81 Chambers street. Workmen
are still engaged in removing all traces of the con-
flagration at this latter address, although the prog-
ress that has been made in the past five weeks is
really remarkable.
In order to give its patrons every possible con-
venience, the New York Talking Machine Co. took
advantage of the incidental renovating and re-
modeling to make several changes in the equip-
ment of their warerooms which should prove of
value to visiting dealers. One of these improve-
ments is the construction of additional demonstra-
tion booths for the use of the company's dealers.
These booths are being built along somewhat novel
lines, and when completed will be as soundproof
as human ingenuity can make them. The new
booths will give the warerooms an equipment of
ten rooms, all furnished and arranged in a digni-
fied, tasteful fashion.
The basement and sub-basement at 81 Chambers
street, which were practically destroyed by the fire,
have practically regained their normal appearance,
and Sales Manager Moody, assisted by a corps of
assistants, is busily engaged in refilling the thou-
sands of stock bins. According to present plans,
the company will retain its auxiliary stock rooms
in several buildings nearby, as it has in the past.
When it is considered that the New York Talk-
ing Machine Co. did not cease its shipments for a
single day after the fire destroyed its stock of
170,000 records and 1,500 machines, some idea of
the efficiency and calibre of its sales organization
may be gleaned.
The fire, as a matter of fact, had not been halted
in its ruinous course when Vice-President Geissler
secured temporary quarters for the executive and
sales departments. Since June 22 the company's
business has been conducted at these quarters with
thoroughness and dispatch, and Manager Williams
and Sales Manager Moody have worked indefatig-
ably to give the dealers every possible co-operation
in the face of terrific handicaps.
Habit is a master of man's own making, but
one he serves with unconscious zeal. An organ-
ized or trained mind is the best of masters. It
cannot be defined. It is progressive and expand-
ing. A' complete description to-day would not
apply to the mind of to-morrow.
PERFECT IN
EVERY DETAIL
ARTISTIC
BUILT LIKE A WATCH
COMPACT, POWERFUL
Thousands of satisfied
users bespeak its excel-
lence.
Send 50 cents stamps
for sample. Write on
your business letter-
head only. Place reg-
ular order through your
jobber.
STANDARD GRAMAPHONE
APPLIANCE COMPANY
173 Lafayette St., New York
10
THE TALKING MACHINE WORLD.
RECORD LIBRARY OVERFLOWS
SALTER FELT-LINED CABINET No. 20
ARE CAUSING A BIG DEMAND FOR
ADDITIONAL FILING FACILITIES
Such calls can best be met with the Salter (Style 20)
Cabinet.
This Cabinet was designed to be used in conjunction
with the EDISON disc phonographs, but it made such a
tremendous hit that we were obliged almost immediately
to construct it also for COLUMBIA and VICTOR records,
of which it holds 159. It holds 132 EDISON records. Our
catalog shows it in detail.
THIS CABINET OFFERS SOME BIG SALES-
MAKING OPPORTUNITIES. JUST FIGURE
OUT ITS POSSIBILITIES IN YOUR OWN CASE
N. B. — Orders for your Fall cabinet stock will receive
the most complete attention if sent in now. Don't delay.
SALTER'S FELT-LINED CABINETS ARE
STANDARD IN THE INDUSTRY
Salter Mfg. Co.
CHICAGO
337-43 N. Oakley Blvd.
PHILADELPHIA TRADE PLANS FOR IMMENSE BUSINESS.
War Troubles Abroad Do Not Daunt Quaker City Trade, Which Is Enlarging and Making
More Attractive Its Talking Machine Quarters Preparing for an Immense Fall Busi-
ness— New Office Building for the Victor Co. Now Under Way — News of the Month.
(Special to The Talking Machine World.)
Philadelphia, Pa., August 8. — The talking ma-
chine business in Philadelphia has been very much
better in the month of July that it was in 1913, and
as every month of this year thus far has shown a
good substantial increase it is easy to be seen how-
well satisfied the dealers should be, and they ap-
parently are. At houses where the piano business
has been running slightly behind last year they have
been forging ahead on talking machines and the
outlook is most promising for a continuation of
the same conditions during the remainder of the
year.
Several of the firms are making extensive im-
provements in their stores, getting them in shape
for the fall and winter business. The Talking Ma-
chine Co. has taken the second floor of the build-
ing at 143 South Broad street and is having a wide
stairway installed from the first floor to the second.
This will practically double its space. It will have
two private hearing rooms on the first floor and
the appearance of the place will be very much im-
proved. A fourth store will shortly be opened at
Forty-second street and Lancaster avenue. This
will give the firm four locations that are wide apart
and yet in densely populated sections.
H. A. Weymann & Sons are having the entire
first floor of the store repapered and repainted.
This includes the talking machine department. It
will be bright and attractive when finished. They
have been doing a splendid business all through
July, especially in their wholesale department,
where the circulars they have sent out urging the ■
trade to order early have had the effect desired,
and to-day they have more than double the amount
of advance business over last year. Of the Wey-
mann sales force the following have been away on
vacations: Malcolm Fox, J. W. Walsh and Mau-
rice Luckenbach. Mr. and Mrs. William A. Wey-
mann and their daughter, Miss Helen Weymann,
are summering at Wildwood.
C. J. Heppe & Sons have added at least a third
more record racks to' their already extensive de-
partment in the wholesale section. Manager El-
well notes that the business is much better than
last year and he is of the opinion that the trade
will enjoy an excellent fall and winter business.
The Pennsylvania Talking Machine Co., the
headquarters for the Columbia in Philadelphia, is
having the interior of its store entirely redecorated
and is otherwise making the place more attractive
than ever before. Its business all summer has been
showing wonderful gains and if the present ratio
is kept up it will not surprise the management if
they gain nearly 100 per cent, over last year. Jo-
seph Patrick Murphy, for a long time head floor
man at the Pennsylvania company, was married on
June 10. The announcement came somewhat sud-
denly, for the rumor that Joe was to be married
had been in the air off and on for the past two
years. He has taken his bride to a dove cote in
Germantown. Walter L. Eckhart, manager of the
Pennsylvania company, will spend several weeks
at Atlantic City this month. Business interests in
that city have brought about this decision to spend
his holidays at Philadelphia's popular resort.
G. F. Wuertle, of the Gimbel Bros, talking ma-
chine department, is responsible for the statement
that they have run way ahead every month of the
current year. Mr. Wuertle will take his vacation
the second and third week in August. A. Carabine
has just returned from his vacation, which was
spent in New York State and at and near his old
home in Meriden, Conn.
John Wanamaker has completed the improve-
ments in his talking machine department, and I
doubt whether there is a finer department in the
United States. Additional hearing space is rep-
resented in twelve rooms, which are built about
the large concert hall in which will be given, dur-
ing the fall and winter, the most remarkable series
of recitals ever heard in this city. The V;c or will
be exploited, and artists will play with the machine
showing its great breadth as an entertainer.
The trade here is generally pleased with the
prospects of the Victor Co. adopting the proposed
clause in its contract that interest be charged on
deferred payments. This, they all feel, is the only
sure way of securing the relief so much desired,
for a Victor suggestion is always carried out to
the letter.
The Edison dealers, Messrs. Burkhart & Blake,
who have fine warerooms at Eleventh and Walnut
streets, contemplate the addition of an extra hear-
ing room shortly. They have enjoyed a very good
business all summer and have been doggedly keep-
ing at it and their success has been far beyond their
expectations. They believe the public is going to
recogni7e the marvelous clarity of tone of the Edi-
son this fall and that that instrument is going to
forge right ahead.
The great office building which is being erected
for the Victor Talking Machine Co. is now we'll
under way, and when completed will cost $500,000.
Activity continues unimpaired at the Victor works,
although there is much talk of some of the em- ,j
ployes who were born in Europe going off to
fight for their Fatherlands. This is rather doubt-
ful now in view of the fact that the consuls of
the various countries claim they cannot transport
the men abroad. This, of course, will keep those
who had proposed fighting for their country at
their work.
Among the incorporations filed with the Secre-
tary of State at Delaware this week was that of
the Symphony Instrument Co., with the object of
manufacturing phonographs and other musical in-
struments ; capital $250,000. The incorporators are :
F. R. Hansell, Philadelphia, Pa., G. H. B. Martin
and D. T. Vennel, Camden, N. J.
Saint Louis is
at your door!
THIS map shows just how long it takes a freight
shipment to reach you from our COMPLETE
Victor Stock in Saint Louis.
Every day in the year over twelve hundred " Pack-
age" cars leave Saint Louis with small freight ship-
ments— and these cars arrive at their break- bulk
destinations ON SCHEDULE!
Each circle on the map represents one day from
Saint Louis by "Package" car.
Express and parcel post shipments from Saint
Louis travel faster, of course. But the map shows that
Saint Louis is at your door even on a freight basis.
And so you see, our COMPLETE Victor Stock
is at your door!
Koerber - Brenner Company
Victor Distributors
Saint Louis
Harry G. Koerber
President & Treasurer
Edwin C. Rauth
Vice-President & Secretary
The BIG Victor Stock
is in Saint Louis!
HERE, at the very center of the
country is a Victor stock so big
that we easily fill a large part of the
orders other jobbers are short on.
So high a percentage of such orders
are filled by us that we now SOLICIT
the "short" orders your regular jobber
can't fill.
We couldn't solicit such business if we were not
prepared to take care of it! But we ARE prepared.
We have the one BIG Victor Stock — Records,
Machines and Accessories — and if anybody in
America has what you want and can't get from your
regular jobber, we are that house.
Send US your "Short" orders.
Buy your Victor goods from whomsoever you will
— but when you get a letter of regret, just send us
the short items and we'll fill them mighty quick.
All over the country, the big dealers now depend
upon us for this sort of service. And we're glad to
get the business. Just send us the orders your reg-
ular Victor Jobber can't fill.
Koerber - Brenner Company
Victor Distributors
Saint Louis
Harry G. Koerber
President & Treasurer
Edwin C. Rauth
Vice-President & Secretary
THE TALKING MACHINE WORLD.
11
THE TRADE OUTLOOK NEVER BETTER IN MILWAUKEE.
Crop Conditions and General Spirit of the People Indicate That Talking Machines and
Records Will Be in Great Demand This Fall — Plans of the Badger Talking Machine
Co. — Summer Advertising — Leading Jobbers Report Business Expansion.
(Special to The Talking Machine World.)
Milwaukee, Wis., August 10.— Plans for a big
fall trade are being made by Milwaukee jobbers
and retailers and there is every indication that
these preparations will net be made in vain. Job-
bers say that dealers all over the State have rather
light stocks of both machines and records on hand,
and that more active buying will start at any time.
Just at present dealers are inclined to buy only
for their immediate needs, 'but even this trade is
amounting to a considerable total, according to job-
bers. The outlook was never better than it is at the
present time. A bumper crop is being harvested
in Wisconsin and surrounding States, and this is
naturally going a long way toward increasing gen-
eral confidence. The corn crop seems to be in ex-
cellent condition all over the State, and this will
go a long way in furthering prosperity. Industrial
conditions in Milwaukee are showing steady im-
provement. Most of the large machinery manufac-
turing plants are now operating from 65 to 80
per cent, of their normal capacity, which is a de-
cided improvement over conditions which existed
a couple of months ago.
Promotion for Paul A. Seeger.
Paul A. Seeger, manager of the Victrola depart-
ment of the Edmund Gram Piano House, is slated
for the first vice-presidency of the Edmund Gram
Piano Co., the successor to the Gram-Richtsteig
Piano Co., and operating the factory which is man-
ufacturing the Edmund Gram pianos and players
at Winnebago and Eleventh streets. The stock-
holders of the company will meet within the near
future and complete the organization of the con-
cern by the election of officers. Mr. Seeger is now
enjoying a vacation of two weeks' duration with
nis family and other relatives at Sister Bay, Wis.,
a well-known summer resort on Lake Michigan.
Good Sales of Edison Disc Phonographs.
Officials of the Flanner-Hafsoos Music House,
417 Broadway, have been making some good sales
of the Edison disc phonograph, even during the
hot summer months. Both Eric Hatsoos and Flor-
ian.F. Flanner, members of the firm, are enthusi-
astic regarding the possibilities to be derived from
the talking machine line, and are encouraging
their salesmen to push this business in connection
with the piano trade.
Continue Advertising Campaign.
Most of the Milwaukee talking machine houses
have been continuing the campaign of advertising
which was started earlier in the season in the ef-
fort to keep business up to the normal mark, de-
spite the hot weather and the depression in some
lines. The J. B. Bradford Piano Co., the Edmund
Gram Piano House, Gimbel Bros., and the Boston
store, all featuring the Victor line; the Flanner-
Hafsoos Music House, the Charles H. Schefft &
Sons, and the Edison Shop, handling the Edison
goods, and A. G. Kunde, carrying the Columbia,
have been carrying on a persistent campaign of
advertising in the Milwaukee papers which has
been bringing results.
Another Piano House to Handle Talkers.
It is rumored that another of the large down-
town piano houses is seriously considering the plan
of taking on the agency for a well-known line of
talking machines. Those piano houses which have
added a talking machine line have been meeting
with such success that it has been encouraging
other houses to follow the same plan.
Victrola Music for Picnic.
One of the most popular features of the annual
picnic of the employes of the Espenhain depart-
ment store in Milwaukee recently, was a Victrola
furnished by John H. Becker, Jr., manager of the
Victor department of the HoefHer Manufacturing
Co. Mr. Becker was formerly manager of the Vic-
tor department at the Espenhain store, when this
department was in operation, and it had always
been his custom to furnish a Victrola for the va-
rious gatherings of the store employes.
Using Street Car Advertising.
The George H. Eichholz 'Co., featuring the Vic-
tor line, at 542 Twelfth street, has been securing
wide publicity and has been doubling its business
as a result of the campaign of street car advertis-
ing which it is carrying on. An attractively writ-
ten card, bearing the pictures of both members of
the firm and a Victrola, is to be found in nearly
every car in Milwaukee.
Advertising Pays.
Persistent advertising, combined with unusual
personal efforts, is bringing C. W. Abbott, man-
ager of the Victor department at the Boston store,
a business which is showing a decided gain over
the summer months of 1913.
Badger Talking Machine Co. in Charge.
The Wisconsin Talking Machine Co., formerly
jobber for the Victor line and the former Mc-
Greal retail store, one of the well-known down-
town Victor shops in Milwaukee, were taken over
last month by the Badger Talking Machine Co.,
launched with a capital stock of $50,000 by George
F. Ruez, of Ishpeming, Mich., Samuel W. Gold-
smith and Harry A. Goldsmith. The jobbing busi-
ness is being conducted under the name of the
Badger Talking Machine Co.; and the retail store,
at 312 Grand avenue, under the name of the Bad-
ger Victrola Shop. George F. Ruez has been
elected president ; Samuel W. Goldsmith, vice-
president, and Harry A. Goldsmith, secretary.
The jobbing and retail business had been pur-
chased only recently by C. M. Backus, of Chicago,
from Mrs. Edward Yockey, formerly Miss Ger-
trude F. Gannon, but Mr. Backus decided to con-
fine his attention to his real estate and loan busi-
ness in Chicago and so disposed of his talking
machine interests. The change places the business
in the hands of three most enterprising and
capable young men. S. W. Goldsmith, who wilt
have general charge of the jobbing business, is
well known in the Wisconsin trade, having traveled
over the field for the Victor Talking Machine Co.
for several years. Both H. A. Goldsmith and
George F. Ruez have been engaged in the broker-
age business. H. A. Goldsmith will pay particular
attention to the retail store, but will also assist in
the general management of the jobbing business.
Mr. Ruez, the president of the company, will move
to Milwaukee within the near future and will take
an active interest in the business.
Harry R. Fitzpatrick, formerly manager of the
Wisconsin Talking Machine Co., who made a host
of friends in Milwaukee and about Wisconsin dur-
ing the years that he was engaged in the jobbing
business, has gone with his wife to Philadelphia,
his former home. He will either resume his posi-
tion of traveler for the Victor Co., a position which
he formerly filled before coming to Milwaukee,
or will become a Victor jobber at some po'mt.
Adding Many New Dealers to List.
William A. Schmidt, general manager of the
Phonograph Co., of Milwaukee, jobber in Wiscon-
sin and Upper Michigan, has been making good
use of the summer months to establish new Edi-
son disc dealers all over his territory. The Edi-
son line has been' in good demand for this season
of the year, and Mr. Schmidt is confident that the
coming fall trade will establish a new high mark.
Mr. Schmidt expects to leave on his vacation dur-
ing the latter part of August. William Idle,
traveling wholesale representative in Wisconsin
and northern Michigan, has returned from his
vacation spent at his home near the Edison fac-
tory in the East, and is again on the job.
ISummer Trade Ahead of Last Year.
The Gensch-Smith Co., 730 Grand avenue, fea-
turing the Victor line, has not been experiencing
any of the usual summer dulness, as sales made
during July and August have been more than
double those of a year ago.
EDISON DISC LINE IN BIRMINGHAM.
(Special to The Talking Machine World.)
Birmingham, Ala., August 7. — One of the most
recent of the prominent houses in this vicinity to
take on the Edison disc line is the large depart-
ment store in this city of Foreman, Joseph & Loeb,
which sent its initial order this week. This store,
which is one of the finest in the South, has an at-
tractive department for the display of Edison disc
products and has already closed quite a number of
important machine and record sales. Their account
is being taken care of by the Silverstone Music
■Co., St. Louis, Mo., well-known Edison distributor.
According to the latest advices received in the
East, quite a large number of progressive dealers
in California have arranged to handle the Edison
disc line. This fertile field is receiving the careful
attention of "boosters" of the Edison disc product,
with the result that new accounts are being signed
up regularly. Among the most recent are the fol-
lowing: Wilson Music Co., Pasadena; Merle &
Son, Escondido ; William Torkington S\ Son, San
Andreas ; John Breuner Co., Sacramento.
^SECRET*/
jrueSoundj
Elbert Hubbard, writing in the July
issue of "The Fra," says of the Little
One-Der attachment for talking ma-
chines : "It restores lost chords and
takes the wreck out of records." This
is only one of the many very strong
endorsements we have received for our
patent needle holder (shock absorber)
from the hundreds of delighted owners
of talking machines. A $10,000 man
writes that he is able to play, perfectly
with the Little One-Der attachment
records io years old.
Here is a "Little Hint" for the
dealer: In addition to trying out a
sample on your own perfect demon-
strating machine, using perfect new
records, and getting demonstrations of
the fine color-value, ask your custom-
ers to bring in their old records.
You will thus make a sale of an at-
tachment and yourself get enthusiastic
over our patent.
You will bring old customers into
your store to investigate, and it is a
simple matter then to get them to try
out some of the new records. Result,
sale of a Little One-Der and of several
new records.
Another way to sell attachments, if
you cannot induce all your customers
to come in for a demonstration, offer
to send one out to the home for trial.
We guarantee you will make a sale
every time.
Write for 2 or 3 dozen attachments,
which we will send on approval. At
the end of 30 days return those you
have not sold, and we will not charge
you for them. Our introductory price
on this trial offer is 60c. each, and you
retail for $1. Special price on quan-
tities.
Sole Maker
A. S. B. LITTLE
Nashville, Tennessee
12
THE TALKING MACHINE WORLD.
SHERAIJf
Model A27
hogany, il
Plain, $2i
Think About Your Different Kinds Cf
Customers As Well As Your Line
Look at the goods you carry through other people's eyes.
Don't try to fit your customer to your line.
Sell the line that fits all your customers.
Ed ison Phonographs
DIAMOND DUZ
and AMBEROL/S
give you all the different kinds of phonographs which you need for all your different ijl
tomers. They give your customers so unequalled a variety in Types, Models, Designs if
Prices that their choice can never hesitate between the Edison and some other phonogr^
—it concentrates instantly on the Edison Line because its very size tells them that soe
where in that great line is the phonograph that i/iep want.
Model A80,
$80.00
Mahogany,
Thomas A. Edison, I
Model A200, Mahogany
and OaJt, $200.00
THE TALKING MACHINE WORLD.
iren Customers Whom You Can Sell Right Away
,e seven will buy Edison Phonographs from you right off ihe reel — and each one
buy for a different reason. These seven buyers are:
rhe one who wants no bothering with needles.
rhe one who wants all the original music, overtones as well as fundamental tones,
rhe one who wants long playing records,
rhe one who wants records that the children won't break,
rhe one who wants steady speed and steady pitch.
rhe one who wants the only phonograph whose tone is suited to outdoors,
rhe one who wants his cabinet to match his indoor furnishings.
3u want each of these seven customers to bring in seven more, and each of those
ring in still another seven, then you want the full Edison Line. Get in touch with
learest jobber. Write us for his name now — to-day.
-akeside Ave., Orange, N. J. Model B6o. oak, $60.00
14
THE TALKING MACHINE WORLD.
^TALKING ^
EDWARD LYMAN BILL, - - - Editor and Proprietor.
J. B. SPILLANE, Managing Editor.
Trade Representatives: Glad. Henderson, C. Chace, L. E. Bowers, B. Brittain Wilson,
A. J. Nicklin, August J. Timpe, L. M. Robinson.
Boston: John H. Wilson, 324 Washington Street
Chicago Olllce E. P. Van Harlingen, Consumers' Building, 220 South State Street.
Henry S. Kingwill, Associate. Telephone, Wabash 5774.
London, Eng., Olllce : 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Manager.
Representatives tor Germany and Austria: Verlag Nec Sinit, Berlin C. 19, Ross-Strasse 6,
Germany. Geo. Rothgiesser, Director.
The Talking Machine World has regular correspondents located in all of the prin-
cipal cities throughout America.
Published the 15th of every month at 373 Fourth Ave., New York.
SUBSCRIPTION (including postage), United States, Mexico, $1.00 per Year; Canada,
$1.25; all other countries, $1.76.
ADVERTISEMENTS : $3.00 per inch, single column, per insertion. On quarterly or yearly
contracts a special discount is allowed. Advertising pages, $100.00.
REMITTANCES: should be made payable to Edward Lyman Bill by check or Post Office
Money Order.
NOTICE TO ADVERTISERS. — Advertising copy should
reach this office by the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.
Long Distance Telephones — Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.
NEW YORK, AUGUST 15, 1914.
BANNER crop products, now practically assured, are aiding
business everywhere. Americans, almost to a man, are
anxious to go ahead, and it would seem that the reports which
indicate a record-breaking wheat yield, a good corn crop and a
generous yield of all others would help along business very
materially, and should do away in a large degree, if not com-
pletely, with the business gloom which has depressed the country
during the past few months.
Certainly every business man in every part of the country,
in every trade, should be interested in doing his utmost to get
the gloom and grouch out of his particular locality. In other
words, to get men out of the pessimistic rut, for the more we
talk hard times or the effect of European wars the more we em-
phasize them and the longer they will remain with us.
Now why not discuss the other side? Why not emphasize
the fact that the natural resources of this country are greater
than ever?
Why not emphasize the fact that the crops, which promise
to be most abundant, will add from ten to twelve billions to the
wealth of the nation? Whether it is ten or twelve it does not
matter, because a billion is a tidy sum.
Why not emphasize the fact that the business men who
create the industrial wealth of the country were never so men-
tally equipped before in their lives?
Why not emphasize the fact that they are ready to increase
their business and increase their sales in every possible way?
The President says that the depression in business is
"merely psychological." Call it what you will, but let us get
out of the state of mind whereby we emphasize business depres-
sion in such a prominent way.
The great essential in everything is confidence; and it is
confidence in the management of the great industrial affairs
which makes for success, and public sentiment based on the
confidence of the American nation to do things will loom up
larger and stronger than any men or set of men who may be
placed temporarily in charge of the political destinies of the
nation. Therefore, instead of talking depression, and going
around with bowed heads and sorrowful tones, why not empha-
size the big resources of the country?
Why not go at business with a gingery touch which makes
for success?
THE talking machine trade has been particularly fortunate
over any other line which we may mention. Possibly this
may be due to the dance wave which has swept over the entire
country.
Be that as it may, the fact remains that the talking machine
industry has been peculiarly blessed, not only during 1913 but
the first half of the present year as well. Business has been
ever increasing even when other industries have been declining.
Of course, this cannot forever go on unless the general con-
ditions be prosperous as well, because every industry is in more
or less sympathetic relation with every other industry; and
while our lawmakers are evidently not in touch with the neces-
sities of the business interests of the country, yet it is not prob- ■
able that the great force of public opinion will fail to influence
the lawmakers of the land.
The talking machine men have been blessed in many ways,
and there is no reason why there should be any influence injected
which should detract in any way from the stability of trade. '
There is no good reason why dealers should announce in
the daily papers that a talking machine can be purchased for
so many cents a day. It has the effect on the public mind to
cheapen the talking machine, and that is the very thing the
men who are directly interested in its future should avoid. The
talking machine should not be cheapened, and to our minds the
public should not be encouraged in the belief that talking
machines can be purchased for a mere trifle per day. Better a
mighty sight to educate the public to the fact that talking
machines are on a dignified plane and not upon a bargain basis.
They are sold on strict business principles — sold at their real
value and at fixed prices, and there is no reason why ridiculous
monthly payments should be accepted when machines are sold
on the deferred payment plan.
There is no good reason why interest clauses should not be
inserted in every talking machine lease.
Simply why?
Because it is good business. It is healthy and it is keeping
business up in a dignified manner, where it should ever remain.
TRADE stability should be encouraged by every talking
machine association in the land, and dealers in the great
cities should form local talking machine associations. These
could be extended in territorial area, so that practically all of the
trade might be gathered together with local associations cover-
ing the entire country.
In this way many matters of interest could be discussed and
business principles which make for permanent betterment would
be rigidly adhered to.
There are some men who need education.
No doubt about that ; and in order to secure the dollar of
to-day they would be willing to sacrifice the dollar and a half
of to-morrow.
After all, business in every line can be built only through a
process of education.
When the attention of men is drawn to a variety of ways
in which a product may be successfully exploited they see it in a
different way, and there is where the influence of local associa-
tions comes in. It not only generates a healthful and more
friendly spirit, but it makes men see the necessity of buttressing
their business future about with all of the strength possible.
RICE maintenance has been the sheet anchor of the talking
machine trade.
The Supreme Court, by a decision hardly understandable to
the lay mind, has said that the maker of a nationalized product
has no right to say how much the retailer shall ask the public
for it, and yet the Government compels the railways to main-
tain one price for all, and would not this provision prevent the
manufacturer of a trade-marked article from doing the same
thing which the Government exacts from the railroads?
With a standard trade-marked article the small dealer can
meet in successful competition the large merchant who has
millions of assets and who cannot offer a standardized article
at a less price than the little fellow who may occupy some small
store in close proximity to his great competitor.
Congressman McCoy stated before the talking machine men
at Atlantic City, while discussing the Stevens bill, that the be-
lievers in fixed prices would probably have to accept a provision
THE TALKING MACHINE WORLD.
15
which provides that prices fixed for any article shall be reason-
able, and he said that fear of unreasonable prices is one of the
things that has influenced Congress thus far. In fact, he added,
that under monopoly, or partial monopoly, prices are raised to
an unreasonable height.
We can hardly say that the correctness of this assertion is
borne out by trade history.
In any line fixed prices for national products have not
brought about unreasonable prices, and so far as we are able to
determine fixed prices are not brought about by unreasonable
pricings.
NATURALLY, we are interested in the permanent success of
the line to which The Talking Machine World directly
appeals; but if price maintenance were not right in principle it
would not appeal to the talking machine trade any more than to
any other. It is, however, a protection to the public against dis-
honest prices, and that one point seems to have been overlooked
"by the enemies of price control in Congress.
The American people will not pay more than an article is
worth for a very long time, and no manufacturer can succeed in
his enterprise by asking a price which exceeds the actual worth
of the product offered and expect to remain long in business.
Trade expansion and trade stability are materially aided
through a fixity of prices.
Much must be brought about by the power of education.
The public has been educated to the belief that fixed price?
on various products has meant a standard of values, and the
public expects to secure value for every dollar expended.
In the Clayton bill it is proposed to deprive manufacturers
of all products, patented included, of the power to fix prices on
the articles created by them. This clause appears in the bill
which is popularly known as the administration measure, and
which has powerful forces behind it.
STIMULATING BUSINESS BY 'PHONE.
Personal Equation Can Be Brought Into Play
Even by Long Distance Use of Voice — How
and When to Use This Form of Approach.
One of the most successful salesmen we know
uses the telephone for an hour or more every day.
And we are disposed to think that this method
which proves so successful in his case might he
followed by others to excellent advantage, says
the Voice of the Victor. When a record customer
begins to show signs of cooling off there is no
better way of reawakening interest. The telephone-
offers the best possible substitute for a personal
visit because all the enthusiasm, the good will and
the magnetism that the tones of the voice convey
can be conveyed over the telephone. In other
words, it is vastly easier to introduce the personal
equation over the 'phone than by letter or any
other such method, and every salesman realizes
the va'ue of the personal equation in business.
Not long ago a Connecticut merchant, with this
very idea in view, provided each of his salesmen
with a separate telephone and a separate order
table, putting in an exchange so that customers
could immediately be put in touch with the man
with whom they were accustomed to do business.
It is one thing to call up a store and complain
that goods delivered were something less than
satisfactory, but it is quite another thing to be
able to reprove the man who was directly respon-
sible. There is more satisfaction in it and it does
more good — moreover, a feeling of mutual trust
is developed more quickly than in any other way.
The direct contact of individuals diminishes the
likelihood of error, because personal tastes and
personal abilities are more clearly understood.
Like everything else, salesmanship by telephone
may be overdone — it can, indeed, become offensive,
and then more harm than good will result. Call
up half a dozen people haphazard and try to get
an order and you will more than likely find that
your efforts instead of being appreciated quite pos-
sibly will produce the opposite effect.
There must be a reason for telephoning, and the
tactful salesman uses his brains in finding a' num-
ber of suitable reasons. Having done that, the rest
is comparatively easy.
It will occur to anyone, for instance, to call up
some good record customer with a weakness for
violin records and say : "By the way, Mrs. Blank,
there's an exquisite record of the 'Largo' out this
month by Fritz Kreisler. His interpretation is as
big as the music itself, and of Course plenty of
tone and the clean precision that the man is
famous for. I want you to hear it."
That's one reason — one opening wedge for a
nice little order — and there are plenty of others.
You learn that one of your Victrola prospects
is about to give a dinner, and you will run small
risk of giving offense if you telephone and say:
"It occurred to me that you might like your Vic-
trola in time for your dinner. Suppose you let
me send it up."
On rainy days, when most people are likely to
feel a trifle blue, you may be sure that the sug-
gestion of a few new dance records will not be
taken amiss. Watch out for every little occasion
and make use of it.
This sort of thing is possible only when the
salesman regards his customers as business friends
and makes a point of keeping in touch with their
varied interests. The man who never sees and
never thinks of a customer after the store door has
closed behind that customer had better leave tele-
phone salesmanship alone. To be more exact, he
had better leave salesmanship alone.
Lansing Khaki Moving Cover. Showing Ease of
Adjustment.
Arrangement of Straps on Khaki Moving Cover Show-
ing Use of Straps Going Upstairs.
No More Dust, Scratches, Bruises
or Finger Prints
on your talking machines, either in stock or in delivering, for the Lansing
method of protection keeps the finish of machines in perfect condition. These
covers fit all makes of machines, and the straps on the outside of the covers
facilitate the work of delivering. Clothe your machines with the
Moving
Cover
Lansing Khaki
and don't deliver them "naked."
scratches and other marks, and
your store to the house without
Description
Made of Government khaki, lined
on inside with cotton flannel. In-
terlined with four thicknesses of
heavy felt, firmly and evenly
quilted. Furnished with straps
and handles to facilitate carrying.
Made strongly for durability.
Saves time and expense of polishing, fixing
enables a perfect-finish machine to go from
a mar. Protection in cold and hot weather,
too. Place for your name and address on
the outside. Price very low and sold on the
"satisfaction or money refunded" basis.
Send for booklet and prices. Better in-
clude a request for a sample cover, too.
E. H. LANSING
611 WASHINGTON STREET, BOSTON, MASS.
16
THE TALKING MACHINE WORLD.
ervice
fectively. A twelve-inch record by John McCor-
mack is played entirely through, the Victrola giving
every prominent part in the act. C. H. Denslow,
the progressive o.utside salesman of the Eclipse, has
just returned from an automobile trip to Pennsyl-
vania. He says black bass fishing where he was is
fine, and that after drinking about a barrel of Cam-
bridge Spring water he feels fine and in good con-
dition to tackle the big fall business which we all
expect to do.
Mr. Morton, manager o.f the talking machine de-
partment of the Brainard Piano Co., says that al-
though business is at present rather quiet, it will
undoubtedly be very good the coming fall. He
says they are making sales of machines daily and
have a good record trade, while the piano sales
round out a most satisfactory business.
An "Ideal Garden Exposition" has been an at-
traction here for several days. The' Columbia Co.
has installed a graphophone, and with a select list
of records entertains the crowds daily.
ntelligent
VICTOR
DISTRIBUTOR
reatment
TRADE SITUATIONJN CLEVELAND.
August Opened Propitiously and Gradually In-
creasing Demand for Talking Machines and
Records Is in Evidence at the Principal
Houses — Talking Machine Used for Variety
of Purposes — News of the Month.
(Special to The Talking Machine World.)
Cleveland, O., August 8 — The close of last
month was a rather quiet one in the talking ma-
chine trade, although the aggregate volume of busi-
ness was large, covering all types of machines and
records. August has opened rather more propi-
tiously and trade was somewhat improved during
the past week, but is considerably less than normal
at this season of the year. A gradually increasing
demand is no.ted by the wholesale dealers, accentu- -
ated by the recent establishment of an exclusive
Victor distributing store, and both the retailers
and wholesalers are well stocked with machines,
cabinets and records and are in excellent position
to meet every requirement of the trade.
Good fortune is .favoring the farmers of Ohio,
this year, and their prosperity will largely redound
to the talking machine trade.
A great many of the lower priced machines have
been sold this season to excursionists on the lake
boats, to. the camps and numerous lake shore re-
sorts. Added to this demand for machines there
has been large sales of records, which materially
improved conditions.
Business at the Columbia Graphophone Co.'s
sto.re is moving along conservatively, although with
a fairly good volume of trade. Mr. Madson, man-
ager, said reports received from dealers through-
out this section, especially in the farming districts,
are -very favorable. All the dealers, he said, are
exceptionally enthusiastic over the prospects of a
big fall trade.
Conditions with the Eclipse Musical Co. are re-
ported favorable. Mr. Lane,, manager, said : "Vaca-
tionists are returning with renewed energy for the
fall campaign. A Victrola furnished by the Eclipse
is being used at a local theater this week very ef-
company's large piano business, results in a very
satisfactory situation.
The W. H. Buescher & Sons Co. has installed
a complete line of Victor goods at the new whole-
sale store on Chestnut street and is already doing
a thriving business.
The Phonograph Co. reports business satisfac-
tory in the entire line of Edison goods, Mr. Blom,
manager, said trade was quite as good as he had
reason to expect, and that Edison instruments and
records were growing in favor, as the daily sales
demonstrated.
The other dealers in the city are doing their full
quota o.f business and hopefully looking forward to
a large fall increase.
POINTERS FROM MANCHESTER, ENG.
The United States Consul There Tells How
Talking Machines and Records Can Be
Profitably Introduced in That Territory.
In a very interesting article published in the July
9 issue of the Daily- Consular and Trade Reports,
Consul W. Henry Robertson, stationed at Man-
chester, England, calls attention to the fact that
talking machines and talking machine records could
be profitably introduced in this prosperous district.
Referring to Manchester as a market for Ameri-
can goods, the Consul remarked as follows : "The
Manchester consular district, with its tremendous
population of well-paid consumers, should be one
of the best markets in the world for American
products, especially when the similarity of Ameri-
can and European tastes is considered. During the
last year this consulate has endeavored to show
many excellent openings for articles here that are
not being properly pushed at present. In some
cases these articles could be readily sold directly
here, while in others they could best be marketed
through general selling agencies in London. But
the chief point is that they are in demand and that
they can be disposed of at competitive prices, es-
pecially if sent through the cheaper and more di-
rect route of the Manchester Ship Canal."
The Grafonola Co., which succeeded to. the retail
business of the Columbia Co., is sailing on the high
tide of prosperity. "Business," said Mr. Routh,
manager, "during July was greatly on the increase
over that of a year ago, and the outlook for August
is even better. I find that when you can get sales-
men interested in looking for and working up fu-
ture business, as well as taking care of to-day's
sales, one need not worry o.ver to-morrow's sales.
I have heard salesmen, having a fit of the blues,
say, 'I wish I knew where I could sell an instru-
ment,' when within an hour's time, on the phone,
he could get two or three good orders, and if he
had been keeping the phone ho.t in his spare mo-
ments he would not be lamenting his lack of pros-
pects. I attribute our increase in business to a
great extent to the liberal use of the telephone in
spare moments of our entire sales force."
Improvement in business within the past two.
weeks at the B. Dreher's Sons Co. is reported Dy
Mr. Bowie, manager of the talking machine de-
partment. The talking machine trade, with the
THE TALKING MACHINE WOULD.
1?
A fall and winter season of unparalleled
commercial activity is already in sight.
For those dealers still inclined to linger
over the Columbia proposition there
never was a worse time to hesitate.
Come right in.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
BLACKMAN ENJOYS OUTING.
Eleven Days' Automobile Trip Through the
Berkshires and White Mountains Source of
Pleasure — Stores Energy for Fall Campaign.
J. Newcomb Blackman, president of the Black-
man Talking Machine Co., 97 Chambers street,
New York, Victor and Edison cylinder distributer,
returned to his desk last week after an eleven days'
automobile trip through the Berkshire hills,
Between Manchester and Lake Sunapee, N. H.
covering the routes and territory of what is fa-
miliarly known as the "Ideal Tour" for. automo-
bilists. This tour takes the visitor over a thousand
miles of the best highways in New England and
through sections which are noted far and near for
their beautiful scenery.
Mr. Blackman, who was accompanied by Mrs.
Blackman and their son
Albert, made the trip in
his new six-cylinder 19.14
model "Buick," which
gave him perfect service
from start to finish. All
of the ordinary hills were
'climbed at high gear,
and the smooth running
of the car was a source
of great pleasure to the
party.
While on this tour Mr.
Blackman played his first
Blackman Party at game o{ golf, turning in
Franconia Notch, N. H. a very creditable card on
the Poland Springs Links. Judging from his en-
thusiastic reports and his expressed admiration for
the fame, Mr. Blackman will be an ardent golfist
in a very short while. The trip on the whole was a
most pleasant one, and Mr. Blackman returned to
his office with a store of accumulated energy and
optimism to co.mbat the exigencies of 'the fall and
winter seasons.
DISC PHONOGRAPH FOR ELKS' LODGE.
The G. B. Baker Piano Lo., of Ottumwa, la..
Edison disc representative, has reported the sale
of a $250 Edison disc phonograph to the Elks
lodge o,f that progressive and hustling city. This
sale adds another lo.dge of this famous organiza-
tion to the ranks of Edison disc phonograph own-
ers, as quite a number of sales have been closed
of expensive disc models to local Elks lodges.
ADVERTISING DURING "BAD TIMES."
Writer in Printers' Ink Points Out How Prom-
inent Advertisers Increase Appropriations
During Times of Depression.
Referring to the way in which national adver-
tisers have handled advertising problems in times
of financial depressions or panics, a writer in
a recent issue of Printers' Ink commented thus
on the policies of the Victor Talking Machine Co.. :
"You may remember how Hart Schaffner &
Marx, instead of "cutting down expenses" that
year, opened the advertising throttle wide — and
their timid competitors paid in the sales they
lost and H. S. & M. got.
"The Victor Talking Machine Co. met the sit-
uation similarly.
" 'Just to emphasize our own belief in the effi-
ciency of good advertising, let me recall a little
incident that happened during the financial scare
of 1907,' said Advertising Manager H. C. Brown
at the Baltimore Convention.
" 'With the executive board of our company I
sat at a little table in the office of our advertising
agents discussing ways and means of meeting the
emergency that threatened serious curtailment in
the sales of many established lines of merchan-
dise, and, following the suggestion of one of
our officers, $287,000 was added to the regular
appropriation and made immediately available for
extending our magazine advertising.
" 'The wisdom of this move was absolutely proven
when the Victor Co. held its sales up through
those panicky times and went into 1908 facing a
demand far in excess of our factory capacity.
" 'This extra appropriation has since continued
available for each year's advertising, and the re-
sults gathered each year, by which the value of
our advertising is measured, will Undoubtedly see
it increased before any part of ft is taken away.'
"Mr. Brown might have added that in 1907 and
1908 the Victor Co. paid its usual 7 per cent, divi-
dends on its $500,000 preferred, and its usual 6
per cent, on its $5,000,000 common stock. Also he
might have mentioned that in 1912 the Victor
Co. paid 7 per cent, on its preferred, and began
paying 20 per cent, on its common — and, in ad-
dition, had $3,655,260 undivided profits.
"Do you think this would have happened if the
Victor Co. had rushed to cover and canceled
evervthing. I don't."
EDISON FOR WM. JENNINGS BRYAN.
Secretary of State Writes Enthusiastically on
the Merits of the Edison Disc Phonograph in
a Letter to the McKee Instrument Co.
(Special to The Talking Machine World.)
Washington, D. C.,' August 7. — The MoKee In-
strument Co., of this city, successful Edison disc
representative, recently closed a sale of unusual
importance and prestige when it sold a handsome
$450 model Edison disc phonograph to William
Jennings Bryan, Secretary of State.
Secretary Bryan stopped in at the show-rooms
of the McKee Instrument Co. a few weeks since,
and after listening to two records was so well
pleased with the tonal qualities of the Edison disc
product that he instructed the company to send
an Edison disc phonograph to his residence pend-
ing his final decision as to its purchase. Notwith-
standing that the Secretary of State has had
momentous matters for consideration ever since
he entered the Cabinet, he evidently found a little
spare time to listen to the phonograph, for he
purchased it and a generous supply of records.
Secretary Bryan's delight with his phonograph is
outlined in the following letter he recently sent
to the McKee Instrument Co. :
"I have been enjoying the Edison disc phono-
graph long enough to be sure that I shall like it,
and from your list of records we have selected
a number that please us very much. I am not
surprised that there is an ever-increasing demand
for these instruments. They give to families, at
small cost, the best there is in music, and are a
real and permanent addition to the amusements
of the masses."
PROGRESSIVE JOBBERS ADVERTISE
IN THE TALKING MACHINE WORLD. CON-
SULT THEIR ANNOUCEMENTS.
No Talking Machine Is Complete
Without An Automatic Stop
STANDARD AUTOMATIC STOP
The Most Perfect Automatic Stop Made
NICKEL FINISH $2.00
GOLD FINISH $3.00
Thousands of our Automatic Stops in use over a period of two years, giving satisfac-
tion, silently testify to the excellence of these devices.
Send 25 cents stamps for sample. Write on your business letterhead only. Place
regular orders through your johber.
STANDARD GRAMAPH0NE APPLIANCE CO., 1,3 La,aye"e st
NEW YORK
18
THE TALKING MACHINE WORLD.
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
(Special to The Talking Machine World.)
Boston, Mass., August 9— Business up to the
first of the month has been much better in the
talking machine stores than one would expect ; in
fact, it sho.wed a marked improvement over last
summer. There has been a surprising demand
from shore and country, and this despite the fact
that the resorts have not been so liberally patron-
ized as formerly. Since the first of the month,
however, there has been a little falling off, due,
as is the case with many other branches of trade
and industry, to the scare occasioned by the
declaration of war and the consequent fear of a
money stringency. Now that there is a better feel-
ing growing as to the safety of the monetary
question on this side there is likely to be a general
resumption of business, momentarily suspended.
In anticipation of big business, many houses are
considerably enlarging their facilities.
Need of a Local Organization.
Harry Rosen, the hustling School street talk-
ing machine dealer, is anxious to see some so.rt
of an organization effected among the dealers and
salesmen of the city, for he believes that great
good could come through having a clo.ser co-
operation among the trade. Mr. Rosen has talked
this matter over with a number of "the boys," and
they are all agreed that much could be gained
through a solidifying of interests such as is done
among so many business men, those allied with
some single industry ; practically all trades have
their own organizations, and the Boston Music
Trade Association and the Boston Music Pub-
lishers' Aso.ciation may be cited as types of organ-
izations whose members are allied to musical in-
terests. "And why not the talking machine busi-
ness?" asks Mr. Rosen. Mr. Rosen believes that
there is much yet to be learned about the business
and a general exchange of ideas might prove of
benefit all around. One of the especial needs, he
thinks, is a more comprehensive knowledge of
salesmanship, and he thinks there would be more
of a future for a class of men who have just about
remained stationary for years simply because they
have not taken the trouble to know the business
better, to. study human nature, and thoroughly un-
derstand the fine art of properly selling goods.
Then, again, a good organization could serve as a
clearing house, and it could be in possession o.f a
central bureau where dealers, without each making
a personal investigation on his own account, could
learn of the standing of tho.se who might wish to
do business with them, how they stood in their
■■■
accounts, whether they were good pay or slow
pay, and so on. It is Mr. Ro.sen's hope that in the
early fall some such movement may take definite
shape; and it would be well, he believes, to first
assemble a group of leading men in the business
to informally discuss the feasibility of the plan.
Then later a meeting of all dealers and salesmen
could be called.
Columbia Changes Near Completion.
The changes in the Columbia Phonograph 'Co.'s
Boston store, made necesary by the continuation
of Avery street into Tremont street, are nearly
completed, and in a few weeks, by September 1,
probably, the large number of patrons will find
welcome in an almo.st completely new establish-
ment. Already the side of the building has been
rebuilt and all the windows along the Avery street
side are in place and, as previously mentioned, this
will give ample light and will afford a splendid
opportunity for advertising. The location under
its new conditions will be an admirable one to at-
tract people. All the demonstration booths are
to be rebuilt and will be only eight feet high, and
this will give a free circulation of air across the
whole top of the first floor, and the sashes will
be pivoted so the various rooms can be thrown in
together if needed. There will be the inverted
system of lighting. The tone of the wareroo.ms
will be Franch gray. Manager Erisman has
worked exceedingly hard to make this one of the
handsomest and best arranged talking machine
establishments in the city.
Completes 1,400 Mile Automobile Trip.
Manager Royer, of the Arch street Victor head-
quarters o.f the M. Steinert & Sons Co., has just
completed a 1,400 mile automobile trip into Can-
ada, and he had as his guests a group of his
faithful sales force, who enjoyed the trip quite as
much as the hospitable host. With Mr. Royer
were Frank Cunningham, Perley White and
Charles Morrill, all o.f the Victor department, and
a fifth one of the party was a relative of Mr.
Royer's. The party was gone eight days, and the
route lay through Keene, N. H. ; Rutland and Bur-
lington, Vt, to Montreal and Sorel, Canada, where
Mr.- Royer's wife is spending the summer. The
return route was by way of Burlington, skirting-
Lake Champlain, St. Johnsbury, into the White
Mountains, on to Bretton Woods and back to
Boston. Much of the trip was over superb ro.ads,
and the famous King's Highway was found to be
all that is claimed for it. Later, when Mrs. Royer
decides to come home, Mr. Royer will again take
his Paige-Detroit car up to Canada, and the two
will motor back leisurelly.
Pardee-Ellenberger Co. Vacations.
Manager Silliman, of the Pardee-Ellenberger
Co.'s Boston establishment, says that the demand
for the Edison disc outfits has been surprisingly
large fo.r midsummer and July proved an unusual
month, the business from all of New England
during that time quite surprising everyone con-
nected with the office. Mr. Silliman has not been
away on a vacation as yet, but probably will plan
to get off toward the end of the month. His son,
H. H. Silliman, who will enter Harvard this fall,
is spending the summer giving Edison disc re-
citals at a number of the summer hotels, and what
an Edison machine can do has been ably demon-
strated by him at Watch Hill, Block Island,
Jamestown and Narragansett Pier. Young Mr.
Silliman has certain traits, bo.th of social and
business worth, that should make him valuable
to the Edison people.
Chickering Add the Edison Line.
Manager W. W. Longfellow, of the talking ma-
chine department of Chickering & Sons, in Tre-
mont street, which has been confined to Victor
outfits, has taken on a line of Edison disc ma-
chines, and already there has been considerable
of an inquiry for them. The quarters at Chick-
ering's at the rear of the second floor are quiet
and exclusive, and thus one is able to have a
demonstration of the machines under the best
possible conditions. Manager Longfellow has laid
in a large stock, so a customer has plenty of styles
from which to make a selection.
In the meantime, in order to prepare for the
expected large business this coming fall, the quar-
ters are being considerably enlarged and three
handsome bo.oths are now in course of construc-
tion. These will be as soundproof as thick plate
glass and walls lined with hair and paper can
make them. Manager Longfellow has postponed
his vacation so as to see the improvements com-
pleted before starting away. He will go. to East
Dennis, on Cape Cod. His brother, Ralph W.
Longfellow, who is with him, has just returned
from East Harwich.
Dudley Takes Columbia Line for Three Stores.
Manager Erisman reports that H.. H. Dudley,
who conducts a chain of stores at Brockton, Whit-
man and Bridgewater, has become interested in
the Columbia proposition, and he has equipped
all of his establishments with a large line. Davis
Bi others, of 683 Washington street, who also
EDISON DIAMOND DISC PHONOGRAPHS
Are conceded to be the greatest sound reproducing machines ever made and
the country is going wild about them. You ought to have this line
in your store and if you will write to
THE PARDEE-ELLENBERGER CO., Inc.
Boston, Mass.
New Haven, Conn.
you will secure the complete information re-
garding the qualities of this line and our
plan for laying out your depart-
ment for the general promotion
of business that will eventual-
ly mean a whole lot nf
profits for you.
Send for this
data to ^
day.
Real Music
At Last
Real Music
At Last
THE TALKING MACHINE WORLD.
19
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
conduct stores at Providence, Lawrence and other
places, have become Columbia enthusiasts, says
Manager Erisman, and they have taken on a large
assortment of outfits. Manager Erisman states
that the July business of his store was 62 per cent,
greater than July of last year.
Expects Big Fall Business.
The Eastern Talking Machine Co. is getting
ready for a big fall business and is engaged in in-
stalling on the third floor a new retail department
for Victor goods. The department will be fin-
ished and furnished in good taste, and some of
the Eastern's competent staff will be on hand to
look aftpr the wants of customers.
To Move to More Central Section.
The Imperial Phonograph Co,., now located in
Doane street, reports that thus far business has
proved excellent. The company feels that its lo-
cation could be bettered, especially as larger quar-
ters are needed, and in a few weeks it will move
to a building more in the central part of the busi-
ness section, probably in Devonshire street. The
company says that it has been able to interest quite
a number of dealers in its proposition and that
its machines are in many homes in and around
Boston.
With the Vacationists.
Billy Fitzgerald and Elton Taft, Jr., son of the
manager of the Eastern Co., are on their vacation
at "Camp Tisours," at Southport, Me.. In a week's
time Mark Reed and Ed Welch will go to the
Maine camp, a place where the quartet has been
for several years. John Maguire, of the same
house, is in New Hampshire.
Manager White, of the Victor department of
the C. C. Harvey Co., is taking a few weeks away
from business. Chester J. Sylvester, who looks
well after the interests of the talking machine de-
partment of C. E. Osgood & Co.'s large depart-
ment store, is spending his vacation with his wife
up in New Hampshire.
The traveling staff of the Pardee-Ellenberger
Co.. is thus distributed at this time : Robert C.
Peck is in New Hampshire, after having spent his
vacation pleasantly at Virginia Beach ; L. H. Rip-
ley is making a special trip to Vermont and will
take his vacation in September, and Guy R. Coner
lias just returned from Southport, Me., and is
again "on the job."
Distinguished Visitors.
George W. "Lyle, the general manager of the
Columbia Co., and Walter Eckhardt, the Philadel-
phia manager of the same company, were in Bos-
ton a short time ago. and spent considerable time
looking over the changes which are being made
under Manager Erisman's supervision. Mr. Eck-
hardt is making some changes in his Philadelphia
store, and he was able to get some valuable
"points" while here.
Fred Erisman, assistant manager of the Co-
lumbia Co., left to-day with his wife for a fort-
night's vacation at Bethlehem, N. FL
Giving Series of Recitals.
Harland R. Skelto.n, of the Edison Co., is giv-
ing a series of recitals down along Cape Cod, and
his fine demonstrations of the Edison disc ma-
chines have drawn crowds of people nightly to
the hotels.
FELL IN LOVE WITH THE VICTOR DOG.
A Humorous Incident Which Occurred Recently
at the Warerooms of the Kraft, Bates &
Spencer Co. of Boston.
(Special to The Talking Machine World.)
Boston, Mass., August 6. — The salesmen on the
wareroom floor of the Kraft, Bates & Spencer Co.,
of this city are still laughing over a humorous in-
cident that occurred in the store last month. Tt
seems that a lady, accompanied by a little girl,
entered the company's store to select a player-
piano. During the time that the prospective pur-
chaser was discussing terms, prices, etc.. with one-
of the floor men, her diminutive daughter managed
to lose herself thoroughly and adequately. Persist-
ent search of every corner and nook in the ware-
rooms failed to give up any sign of the lost "little
lady" till finally the mother and the salesman, on
the point of distraction, went outside the store to
look up and down Boylston street. To his surprise
Fairbanks & Son, who handle the Columbia line
in Natick, Mass., have just reported the sale of
four Leader Grafonolas to the schools of that
city as follows : One each to the Nathan Rise
School, the Wilson School, the Bacon School and
the Nathan Goodnow School. This is good work
the salesman observed a number of spectators look-
ing in the front window and smiling broadly, and
further investigation revealed the fact that the lit-
tle girl was perched on a pile of Victor records in
the front window, -while bestowing ardent affection
upon one of the standard Victor trade-marks — a
clean, white Victor papier-mache dog.
on the part of Messrs. Fairbanks & Son and in-
dicates that they are alive to opportunities lying
in the educational end of the Grafonola business.
There are three species of smiles : smiles, grins
and leers. Don't get 'em mixed.
The Finish of Needles
is an important step and you will notice that all Bagshaw-
made Needles have a glossy steel look — just as if each
needle were like a Damascus sword. This comes from
our special process of polishing, which although costing
more, gives Bagshaw-made Needles the prominence in
the talking machine world that is justified by the
superiority of our needles.
W. H. Bagshaw
LOWELL, MASS.
Established 1870 Pioneer Needle Maker
WILMOT BUYS EDISON DISC PHONOGRAPHS BY CARLOAD
How Citizens of Fall River, Mass., Realized That the Edison Disc Phonograph Had Arrived
When W. D. Wilmot Held a Parade in Connection with a Big Shipment.
Everyone in Fall River, Mass., knows Wilmot, the rear of the car being one of the Edison $250
the phonograph man, so when it came to pass that models.
his business increased so rapidly that he began Following this, he leased six big furniture vans
buying the new Edison diamond disc phonographs and loaded each one to within a few pounds of
in carload lots, naturally he took special pride in the carrying weight guarantee given by the van
Carload of Edison Diamond Disc Phonographs with Fall River Boat as Background.
showing the citizens of that community how fast
the sale of these goods is going.. So when the first
car arrived — Wilmot says more are coming — he
backed it up against the Fall River boat to give
it "atmosphere" and had a photograph taken of it.
Brother Wilmot is seen driving the motor car, in
makers, put big signs on each one and paraded
them all over the city. That they caused a hit is
the least that can be said about them — the sales
of Edison phonographs tells the story. Truly W.
D. Wilmot is one of the live wires in the phono-
graph game.
2i)
THE TALKING MACHINE WORLD.
NEW QUARTERS OF THE PARDEE-ELLENBERGER CO.
Every Modern Facility Adopted in New Home at 26 Oliver Street, Boston, for the Rapid
Handling of Growing Business of This Company — Have Area Four Times as Large as
Late Quarters in Batterymach Street — Are Jobbers of Edison Goods Exclusively.
(Special to The Talking Machine World.) Silliman was placed in charge. His only orders
Boston, Mass., August 9. — Although the accom- from the chiefs, W. O. Pardee and H. L. Ellen-
panying illustrations give a comprehensive idea of berger, was to "show New England dealers that
Photograph No. 1 gives the outside glance at the
building, while photograph No. 2 gives a glimpse
of the main offices, where you are received cordially
by one of the young lady Edison boosters, who re-
lieves you of your orders.
In photograph No. 3 is seen the special display
and reception room for use of visiting dealers, and
a part of the immense stock room for both Edison
cylinder and disc merchandise is seen in photograph
No. 4.
No. 1. Exterior of Pardee-Ellenberger Building.
No. 2. Gen
the beautiful new quarters of the Pardee-Ellen-
berger Co., Inc., 26 Oliver street, still one should
visit them to see for himself that every modern
facility has been adopted in the new building of this
company, so that its clients may be served in the
best possible way.
When the company took over an old-established
Guy R. Coner
Salesman
F. T. Keeney
Salesman
Edison business here and put Boston on the map
as an energetic exclusive Edison house by creating
a Boston store at 66 Batterymarch street, F. H.
good profits could be made by exploiting Edison
goods,'' and it came to pass as the weeks rolled by
that new dealers crept into the fold ; that the busi-
ness gradually extended and increased so that at
the Batterymarch quarters everyone was rubbing-
elbows with his neighbor and the stock of goods
grew so fast that the store couldn't accommo-
date them.
After due con-
sideration, 26 Oli-
ver street was se-
lected as the fu-
ture home of the
company. The
area is four times
as large ; the main
entrance is on Oli-
ver street, the
back door on Bat-
terymarch street —
almost across the
street from the
old homestead — so
that freight is re-
ceived and deliv-
ered at one door
exclusively.
Everything is on
the ground floor
at present — "at
present" being put
in because the P-E
organization i s
bound to grow —
interior being finished in Circassian wal-
nut with harmonious decorations that pre-
sent the appearance of a banking - quarters.
eral Offices of the Pardee-Ellenberger Co.
These photographs show to just what extensive
scope the business of the Pardee-Ellenberger Co.,
Inc., has grown, and it was all accomplished by the
highest quality of service. Service goes far beyond
the bare exchange of merchandise for money, and
is very vital for the development of "big business"
to use the term.
In connection with this article it is fitting to show
the executive staff of the Pardee-Ellenberger Co.,
Inc., Boston, Mass., and New Haven, Conn., com-
prising W. O. Pardee, president and treasurer ; H.
H. Ellenberger, secretary; F. H. Silliman, manager
Boston offices, and Guy R. Coner, F. T. Keeney, R.
C. Peck and F. H. Ripley — four high grade pur-
veyors of P-E service.
INCORPORATED.
The Colonial Talking Machine Co., of Roches-
ter, was incorporated with the Secretary of State
at Albany, N. Y., recently with a capital stock
of $10,000. The parties interested are H. B. How-
ard, R. C. Cash and L. Weyranch.
H. Ripley
Salesman
A woman whose husband had quite unexpect-
edly made a lot of money returned from a trip to
Europe and was besieged by friends who wanted
to know about her experiences. "I've been all
over the world," said the good lady; "I've seen all
the al frescoes in them Dago chapels and pitchers
of kings and pheasants in every city in Eurupp
and the World's Fair; but to my mind there ain't
anything in the art line that can touch that piece
by Millet they call the Los Angeles."
A man is apt to think his latest good resolution
is the best he ever broke.
No. 4. Section of the Immense Stock Floor,
No. 3. One of the Reception Rooms.
THE TALKING MACHINE WORLD.
21
Already 109000 Columbia dealers— and
more than enough business to go round:
that's what this coming fall and winter
look like. If you're not getting your
share of it already, better come in on
it quickly.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolwortb Building, New York
SOME ECHOES OF THE RECENT JOBBERS' CONVENTION
Benj. Switky, the Prominent Victor Distributer, Sets Forth His Impressions of Important
and Interesting Happenings in and Out of the Session — Lesson Set Forth by Motion
Picture Exhibition — Some Remarks on Loyalty — Record Problems and Solutions.
The Talking Machine World for July reported
fully and conscientiously the doings of the recent
jobbers' convention, but withal there is more to be
said about the jobbers' association and the work
and benefits of convention attendance. Replete
with business and social features, there was plenty
of opportunity for educational observation as well
as the stimulating and beneficial effect of inter-
change of thoughts and ideas outside of the busi-
ness meetings. It is impossible to draw a line of
demarcation, separating the business from the so-
cial intercourse.
The member who attends in order to learn
and profit, who goes in a receptive mood, is sure
to draw inspiration lrom the most unexpected
source and at the least expected time.
Traveling with Eyes and Ears Open.
I have been asked by certain friends in the trade
to tell them something of what I saw and heard at
the convention ; and, strange as it may sound, one
of my questioners was himself present at the con-
vention.
To begin with, I would point out the fact that
no two travelers see the same sights nor hear the
same sounds, even though they be seated side by
side, making the same journey. This is because
of the personal equation. One's mind, eyes, and
cars must be attuned responsively in order to re-
ceive vibrations in harmony with surrounding
sights and sounds.
Tf you go to a convention in a receptive mood
it is like being seated forward in a train. You see
things as they approach. You have the advantage
of an advance view, a side view, and, if interested,
you may turn around and look backward.
If you go to a convention in a negative or an
indifferent spirit, it is like traveling seated back-
ward. You don't see things until they are past
and the mental grasp is weak and deficient.
The Moving Picture Exhibit.
To me the most interesting feature of the con-
vention program was the exhibition prepared for
the jobbers and guests by the Victor Company,
in the form of an educational moving picture show.
To say that they deserve unstinted praise for their
enterprise and disregard of expense would be to
lack appreciation of the value of the exhibit. Those
pictures should be shown in every city of the
United States. Every dealer, every employe, even
a great percentage of the public, would be grateful
tor the opportunity of seeing them. As an edu-
cational force, their worth cannot be overestimated.
Besides, think of their advertising value !
The exhibit reproduced in every detail the proc-
esses and problems of manufacture.
The silent pictures spoke eloquently !
■ They answered many questions and complaints
which I and others have from time to time asked
and written about.
All the explanations arid excuses given by the
factory as to the record shortage were not half so
convincing as the ocular demonstration and proofs
offered by the pictures. After seeing the special
machinery required to do the work of grinding
and mixing the record material ; after seeing the
presses, the care and time required to press each
record, as well as the buffing; after noticing the
skill required of each operative to insure an
acceptable product, one ceases to wonder why
the factory has been unable to cope with the ex-
traordinary demands made on it for records.
After seeing all this, one is not inclined to be so
harsh in criticising them and demanding that they
install more presses and take on more help forth-
with to take care of the demand.
One realizes that the problems of manufactur-
ing are colossal. It is not merely a matter of
doubling the number of presses and hiring enough
help to man them. It lakes time to break in new
help to do skilled work.
Furthermore, of what use are additional presses
and operatives if the grinding and mixing equip-
ment are unable to furnish the additional quantity
of record material needed for pressing?
And of what use is the machinery if there is no
space for its installation? This means that new
buildings are needed. At this point we must stop
and admit that the Victor Company has been erect-
ing buildings as fast as possible.
Therefore we must be patient. It is good to be
»«satisfied ; but let us not be dissatisfied.
All of which points to the moral that most criti-
cism and fault-finding are the direct result of ig-
norance of conditions.
Loyalty to the Manufacturer.
We would also point out to the manufacturer
the fact that complaint or criticism, even though
based on ignorance, is not unfair. In the absence
of proper explanation as to causes, it is but natural
that men who are devoting their lives and for-
tunes to the business should complain or question
the wisdom of policies that affect them vitally.
To answer "We are doing the best we can,"
should be, but is not always, a good and sufficient
reply. To accept it as satisfactory requires a loyal-
ty of an unusually high (?) order.
I question the real value of such loyalty.
There are two kinds of loyalty: The first is
to accept every visitation in a "Thy-will-be-done"
spirit; to accept every order and every policy as
emanating from an infallible source. The other
kind of loyalty is the one that seeks by criticism,
by suggestion and by well-founded complaint, to
improve conditions; it obeys orders intelligently,
not passively. Analytical loyalty is neither social-
istic nor anarchistic so long as it keeps within the
bounds of patriotism and works for the common
welfare along constructive lines.
Prevention and Distribution of Surplus Records.
To return to the moving picture exhibit.
As I watched the work of pressing records and
recalled the discomfort and Joss suffered during
the past season because of the shortage, it made
my heart ache as 1 thought of the tens of thou-
sands of records (up-to-date selections) listed as
surplus stock by the different jobbers — records that
had been pressed during the period of acutest
shortage.
It seemed to me that there was something wrong
somewhere. There ought to be a way of regulat-
ing the output of the pressing plant so as to supply
first those selections which are needed the most.
The Transfer Bureau does noble work in dis-
tributing the surplus stock — taking away what one
does not want and shipping it to the jobber that
needs it.
Great as is the work of distributing surplus, it
would be an even greater accomplishment to pre-
vent surplus.
While the accumulation of surplus stock is not
altogether avoidable, most of it is avoidable. The
process is so simple as to seem ridiculous. The
only difficulty is in getting the co-operation of
those who control the situation.
If we cannot increase the output of the pressing
plant, we can regulate its work so as to give the
greatest benefit.
During April, May and June, when the factory
was confining itself mostly to shipping quantities
of the newest selections, jobbers were piling up
surplus record stock at an unprecedented pace.
Had the factory been in closer personal touch
with their jobbers and dealers — the men behind
the counters — they could have served them better.
It was a mistake of judgment to presume that
it meant better service to press and ship 500 of
one selection than to work on 100 each of five
different selections.
Giving the preference to those selections ordered
in the greatest quantity tended to delay indefinitely
the shipping of small orders for minor selections;
hence the demoralization of the jobber's stock of
catalog numbers.
The uncertainty of obtaining duplicate shipments
within a reasonable time encouraged jobbers to
place excessive initial orders. A condition of
frenzied plunging was created, with the result that
thousands of records were pressed and shipped
that were destined to remain unsold for a long
time, to the detriment of other selections which
could have been pressed and would have found a
ready sale because they were sadly needed.
Should the same policy be pursued this fall, we
may expect an even greater demoralization in the
record service.
The factory should encourage conservative
ordering. This can be brought about by assuring
the jobbers that repeat orders will be filled prompt-
ly. Under no circumstances should the first ship-
ment of an order be held up for four weeks — or
longer. As surely as this is done orders will be
piled in without regard to actual requirements.
Surplus will accumulate; business will suffer, and
it will waste the energies and resources of factory,
jobber and dealer.
('Next month there will appear Part II. of
Echoes of the Recent Jobbers' Association Con-
vention, using as a text one or two casual remarks
made by fellow jobbers on the Boardwalk.)
22
THE TALKING MACHINE WORLD.
TALKING MACHINE DEALERS OF ST. LOUIS ORGANIZE.
How an Association Was Organized and Successfully Developed — Platform on Which It Is
Conducted — A. C. Thiebes, of the Thiebes Piano Co. Is President — Punishment for
Those Who Break the Rules — Those Who Registered as Members of the Association.
(Special to The Talking Machine World.)
St. Louis, Mo, August 12. — The Associated
Talking Machine Dealers of St. Louis, with prac-
tically every dealer in the city as a member, is
already making its force felt in the trade and the
members are enthusiastic over the work they have
planned through this organization.
The association was organized at a meeting
called by Manager Fred A. Niemoeller, of the As-
sociated Retail Merchants of St. Louis, and he
aided materially in the organization work. The
first plan was that the talking machine dealers
should become a part of the associated retailers,
but certain changes must be made in the by-laws
of the larger association to permit this, and such
changes cannot be made at present because so
many of the directors of the retailers are out of
the city. In the meantime the talking machine
dealers will carry on their work with the asso-
ciation, of which A. C. Thiebes, of the Thiebes
Piano Co., is president ; Val Reis, of the Val Reis
Piano Co., secretary, and A. P. Lyon, of Stix,
Baer & Fuller, treasurer.
The organization meetings were about the most
educative sessions the St. Louis talking machine
dealers ever have enjoyed. They were very frank in
their statements to each other and one confessed
that of more than $500 worth of records he had
sent to one customer for approval in six months
he had sold less than 7 per cent. Others told how
they had been fooled into eliminating interest
charges through reports of terms offered by rival
houses, and these rivals were frank enough to ad-
mit the charges in some cases, but they pleaded
not guilty in enough instances to show that the
customers had misled them in the matter of terms.
The main points in the platform of the new as-
sociation will be : Ten per cent, down on all in-
struments, but no cash payment to be less than
$5 ; records sent on approval can be kept but
forty-eight hours and at least 25 per cent, must
be retained or customer loses approval privilege ;
on new sale at least 25 per cent, of record bill
must be cash; interest shall be charged on all de-
ferred payments. No action has been taken on
the thirty-day free trial of machines, but that is
becoming a smaller evil daily because the houses
are being imposed upon by so many persons who
want machines for only a limited time, such as
during the convalescence of an invalid, while they
have company for a series of entertainments and
then they return them.
The first public appearance of the Associated
Talking Machine Dealers was in notices placed in
all packages of records sent on approval. These
notices "were printed without reference to any
house, but were signed by the association and
stated the terms of approval service.
There was some complaint during the first two
weeks that some members were violating the spirit
of the agreement, although complying with the
text. The complaints were against offers to prob-
able purchasers of small machines. An initial
payment of less than $5 was offered, provided the
customer paid for all records. The required initial
payment is $5 on the machine and 25 per cent, of
the record bill. If case was required for all rec-
ords, it was easy to make the initial payment the
amount of the required first payment, but stating
it the other way was a salesman's trick. It is
for such cases as these that the affiliation with
the retailers is sought, as it is believed that an
official outside of the trade and as well trained
in complaints as Manager Niemoeller, of the re-
tailers, could better police the selling situation than
a tradesman whose competitors would be sus-
picious of his motives.
The organization was effected with excellent
spirit, and dealers in all three lines joined hands
in their efforts to get together and all became lead-
ers. The downtown men were much surprised at
the attendance of outside district men, and con-
siderable time was required to introduce the deal-
ers, as this was the first general meeting and all
were surprised at the number present. The East
St. Louis dealers are joining in the work.
The following are members of the association,
and other dealers have applications on file :
Firm. Representative and Address.
Aeolian Company — Wm. H. Alfring, 1004 Olive St.
Corcordia Music Co. — John D. Barthel. 912 Pine St.
Columbia Phonograph Co. — I. W. Reed. 1008 Olive St.
Uavies Bros. — W. P. Davies, 621 N. Vandeventer St.
Dinmore Piano Co. — Carl Brueggeman, 3565 Olive St.
1'a'Tous-Barr D. G. Co. — James Campion, 6th and Olive Sts.
Field-Lippman Piano Co. — Chas. F. Lippman, 1114 Olive St.
Home Phonograph Co. — Fred Schanzle, Jr.. 1807 S. B'way.
Koerber-Brenner Co. — E. C. Rauth, 1508 Washington St.
Lehman Piano House. — Fred Lehman, East St. Louis.
Vrneel-Tubbesing Music Co. — A. F. Mengel, 4300 Olive St.
Scruggs- Vandervoorts-Barney — R. A. Seager, 10th & Olive Sts.
Silverstone Music Co. — M. Silverstone, 1124 Olive St.
Stix-P>aer-Fuller D. G. Co. — A. P. Lyons, 6th & Washington.
Thiebes Piano Co. — A. C. Thiebes, 1006 Olive St.
Val Reis Piano Co.— Val A. Reis. 1005 Olive St.
///ft
(L
It holds 20 records, which are readily accessible for instant use. A convenient
index shows just where each record is. Notice how the case swings open so the
repertoire is displayed. It is constructed along different lines, being reinforced at
the bottom with a nickel-plated metal support to keep the records in position.
Keeps Valuable Records Under Lock and Key
Try a sample of each, 10" and 12". If not satisfactory you may return them.
Include record numbers you need and perhaps you want a particular model
Victrola, which you are unable to get elsewhere. We have every model in stock.
Our shipping facilities are the best; thirteen lines of Railroad and five Express
companies; also boat lines on the Great Lakes.
By sending us your order you have two of the largest jobbing stocks at your
service.
W. D. ANDREWS
Buffalo, N. Y.
Talking Ma-
chines, Typewriters, Phono-
graphs, Adding ( Machines, Cash
Registers, Guns and Tools and all
Polished Instruments. THE FI-
NEST OIL MADE. It absolutely
presents rust. NYOIL now sold
everywhere by all hardware and
sporting goods men. Large bottle
(cheaper to buy) 25c; trial size, 10c.
WM. F. NYE, New Bedford, Maes.
^ For polishing ™
varnished woodwork it is
extremely satisfactory. No oil is so clean.
Ask your watch repairer whose
oil he uses on your watch.
NO MARRING OR SCRATCHING
Possible When Delivering or Moving Talking
Machines When the Lansing Khaki Moving
Cover Is Used — An Admirable Device.
After a talking machine is sold in a retail store
the next problem is to get it from the store to the
home without danger
of scratching or mar-
ring the highly pol-
ished surfaces, and to
do so at the least pos-
sible expense.
This was the
thought in the mind
of E. H. Lansing, 611
Washington street,
Boston, Mass., when
he designed the Lan-
sing Khaki moving
cover, this being a
cover that slips over
ShowsConvenientHandling.the machine, and by
the use of straps two men can easily take the larger
sized models and deliver them quickly. By the use
of the Lansing cover the smaller sized machines
can be delivered by messenger boy at a small cost.
The accompanying illustration shows Mr. Lan-
sing and an assistant picking up one of the large
types of Victor talking machines.
The outside of the Lansing moving cover is
made of Government khaki, the inside being lined
with cotton flannel. Four thicknesses of heavy felt
are used for interlining, all being firmly quilted
to a uniform thickness.
The straps passing underneath the machine ter-
minate in handles half way up the side, which are
held in by heavy horizontal stays. This distributes
the weight entirely upon the straps, there being no
weight upon either the machine or the cover.
Mr. Lansing reports a large demand for these
covers from dealers all over the country who ap-
preciate its value.
BUSY TIMES IN KANSAS CITY, MO.
Frazier-LoBello Music Co. Report Big Demand
for Edison Phonographs in Its Territory.
(Special to The Talking Machine World.)
Kansas City, Mo., August 6.— The Frazier-Lo-
Bello Music Co., of this city, successful piano
house, which recently arranged to handle the Edi-
son disc line, reports the closing of a very pleasing
business with its new line, which, it states, is work-
ing in perfect co-operation with their piano and
player-piano business. The first week, that the
rompany had the Edison disc products in its ware-
rooms it sold five phonographs, two of these being
$200 models and one a $250 instrument. Sales
Manager Ware is delighted with the favorable im-
pression that the Edison disc products are making
with his patrons.
THE TALKING MACHINE WORLD.
23
LOOK FOR BIGGER BUSINESS THE COMING FALL
In Los Angeles and Southern California — C. S. Ruggles Delighted with Eastern Trip —
Managers of Leading Houses Are Optimistic — Electric Tablet System for Barker
Bros. — Talking Machine Men Are All Most Optimistic Over the General Outlook.
(Special to The Talking Machine World.)
Los Angeles, Cal., August 5. — The so-called
"wave of depression" seems to have dealt lightly
with o.ur beautiful City of the Angels, at least so
think we of the talking machine busines.
From reports of all jobbers and retail dealers
busines is still on the increase and the prospects
for bigger business this -fall are good. No place
in the world do people seem to get as much en-
joyment from their machines as here in Southern
California, where the climatic conditions admit of
impromptu concerts out of doors as well as in.
Charles S. Ruggles, local manager for Sherman,
Clay & Co., has just returned from a delightful
trip to the eastern coast. Mr. Ruggles took in
the big convention, where he met many friends
and made a great many more. He says he was
treated royally by everyone and had the time of his
life. He visited the Victor factory at Camden.
During his absence the business was capably man-
aged by William Campbell, his able assistant, who
will not take his vacation until next September.
O. A. Lo.vejoy, head of the wholesale talking
machine department of the Southern California
Music Co., has just returned from a three Weeks'
sojourn in the mountains. He claims he will have
to work nights to clean up the Edison business
that has accumulated during his absence.
A. Graham Cook, of the Birkel Music Co.., re-
ports a fine business the last two months, espe-
cially in the large model Victrolas. They are
redecorating thair demonstrating rooms and when
finished will have one of the really beautiful talk-
ing machine departments in Southern California.
Guy Pooler, of the Birkel Music Co., is enjoy-
ing a two weeks' vacation at the present time.
C. R. Wilson, president of the Wilson Music
Co., 180 East Colorado street, Pasadena, is putting
in three mo.dern soundproof ventilated demon-
strating rooms to take care of his large and grow-
ing business.
The Carlton Music Co., of Long Beach, Cal.,
has adopted a novel way of advertising its talk-
ing machine business. Mr. Carlton has secured
the services of a small boy and a go.at, and has
built an attractive sandwich sign containing Vic-
tor, Edison and Columbia posters. This slips over
the boy's head and rests on his wagon, and he and
the goat do the rest by parading up and do.wn the
main streets of Long Beach.
V. B. Chatten, recently connected with the Mu-
sical Record Co., on South Broadway, has joined
the forces of the Carlton Music Co., o.f Long
Beach, for the summer.
J. W. Booth, manager of the talking machine
department for Barker Bros., has just returned
from an Eastern visit, and is quite enthusiastic
over the Edison disc. While in the East he had
the good fortune to meet Mr. Edison during his
visit to the factory. In the near future Mr. Booth
intends installing the electric tablet system in all
record booths and demonstrating rooms. Any
salesman wishing a' record from the stock ropm
has merely to write the number on the tablet,
which in turn registers it on a duplicate tablet for
the stock clerk, who immediately brings the record
to him, thus making only one trip instead of two..
R. E. Daynes, of the Barker Bros, force, re-
cently sold two Columbia Grafonola Regents the.
same day, thereby demonstrating the popularity
o.f that Columbia model.
F. S. Allen, proprietor of the Musical ' Record
Shop, has a very unique window display cf
dancing figures run by three talking machines.
By an ingenious arrangement of mirrors the
number of figures is multiplied many times. An
advertisement of this kind never fails to, attract
and brings many prospects into the store.
T. T. Gardner, of Gardena, Cal., one of our
new dealers, says he is doing a fine business in
Victor, Columbia and Edison cylinder. His terri-
tory is located between Los Angeles and the
beaches, and he is building up a fine trade.
Miss Alice Brown, manager of the talking ma-
chine department at Baxter & Northrup's, has just
returned from San Francisco, where she spent
her vacation. She is a very optimistic young lady
and predicts a big increase from no.w on in both
Columbia and Victor sales.
R. S. Odell, formerly with the F. G. Smith
Music Co., of St. Louis, Mo., is now with Baxter
Northrup, and is delighted with California.
The Southern California Music Co.. is redeco-
rating its extensive talking machine department.
By the addition of two more rooms, formerly used
by the piano department, it now has eighteen
demonstrating roo.ms, occupying the entire third
floor.
R. E. Wolfinger, in charge of the talking ma-
chine department at the Wiley B. Allen Co., re-
ports a brisk trade in the Victor line, especially in
the larger Victrolas.
The Andrews Talking Machine Co. has enjoyed
its share of the summer trade, and is expecting to.
keep busy from now until the holidays.
W. F. Stidham, who is in charge of the Colum-
bia Graphophone Co., wholesale, of Los Angeles,
is very much pleased at the way Columbia goods
are moving, especially the grands, a great many
of which have been installed in the best homes in
Southern California. He reports several new
agencies in the near-by towns.
HEARD FROMJN LONDON.
Arthur D. Geissler, vice-president and managing
director of the New York Talking Machine Co.,
Victor distributer, who sailed for Europe last
month, has advised his office that, according to
present plans, he will sail for home on the 19th of
this month. During the wars abroad Mr. Geiss-
ler has been marooned in London, from which he
expects to sail.
Motion Picture Dancing Lessons
At Home! With the Pathescope
THIS IS ONLY ONE OF THE MANY DELIGHTS THAT THIS SAFE, SIMPLE, AND PER-
FECT MOTION PICTURE MACHINE CAN BRING TO ANY HOME THAT OWNS ONE
THE Pathescope is an extremely simple and
compact, yet essentially practical Motion
Picture Machine for use in the Home, School,
Club, etc. It is not a diminutive model of the
large professional machine, but a startlingly original
design of projector, which in its simplest form is
entirely self-contained, and requires no wiring, no
electric connections, no equipment of any kind, but
an ordinary table on which to set the machine.
By a remarkably ingenious arrangement, the
simple action of turning the handle actuates the
film, generates its own (incandescent) electric light,
and projects the pictures in living, fascinating
motion upon the screen.
For Demonstrations or Catalogue Address:
PATHE S CO RE
Dept. 5, Aeolian Hall New York
AGENCIES: 515 Crozer Bldg., Philadelphia 1101 F St., Washington 507 American Bidg., Baltimore
459 Washington St., Buffalo 108 6th St , Pittsburgh 622 Kittredge Bldg. , Denver 1516 3d Ave., Seattle
RESPONSIBLE REPRESENTATION DESIRED ELSEWHERE
The First Safe, Simple and Perfect
Home Motion Picture Machine.
Complete with 4-foot Screen and all Accessories -
$150
An exceptional opportunity for Talking Machine Dealers to add a PATHESCOPE DEPARTMENT and
FILM EXCHANGE, or for Enterprising Men with some capital to establish a Permanent and Profitable Business
of their own. Write for Agents' Circular.
24
THE TALKING MACHINE WORLD.
NEW YORK TRADE DISCUSSES EUROPEAN WAR.
The Effect on Business in the Metropolis and Throughout the Country Naturally Interests
— Business Up to Expectations According to Leading Members of the Trade — Op-
timistic Over the Outlook — New Edison Shop Near Completion — Other Timely News.
The most discussed topic in the local talking
machine trade the past two weeks, as in all other
lines of mercantile life, has been the frightful war
now raging in Europe. Manufacturers, jobbers
and dealers are carefully weighing all the pros
and cons of the situation to the best o.f their abil-
ity, and the consensus of opinion seems to be that
the war will not disturb the talking machine in-
dustry as a whole, but, on the contrary, may act as
an additional tonic to increased business. Quite a
number of the jobbers and dealers have members
of their families or business staffs abroad at the
present time, and the cables received have been
reassuring in every case.
The European War and Business.
The most tangible effect of the European dis-
turbances to date in connection with local business
has been the marked increase in the demand for
foreign records, particularly those selections
recorded in the mother tongues of the warring
nations. In certain sections of the city the dealers
are unable to supply the orders they are receiving
for patriotic selections in foreign languages, and
should the war be protracted this demand is cer-
tain to increase by leaps and bounds.
New York is generally acknowledged to be the
cosmopolitan city of the world, it being an oft-
expressed axiom that in the boundaries of Greater
New York there are residing more people of cer-
tain nationalities than are left in the home coun-
tries. This is, of course, an exaggeration, but
well illustrates the magnitude of New York's
foreign population. A large proportion of this
population is available for solicitation as talking
machine record prospects, and as the latest ad-
vices indicate that the reservists of several of the
foreign countries will not be able to leave this
country to go to the front, patriotism for the
fatherland will undoubtedly be at high pitch dur-
ing the course of the deplorable catastrophe
abroad, and patriotic selections will be purchased
for many homes throughout the land.
All of the manufacturers have European factories
and branches, which will necessarily suffer materi-
ally from the effects of the war. Although no official
announcements have yet been made, it is highly
probable that some of these factories, if not all
of them, will be obliged to shut down indefinitely.
Aside from the fact that shipping is at a standstill
throughout Europe, a considerable proportion of
the workmen have departed for the front, with
no likelihood of their places being filled before the
close of the war. In times of peace the closing of
the European factories by the manufacturers for
any length of time would necesitate the plants in
this country diverting a certain part of their out-
put for shipment abroad, but as there is no de-
mand for talking machines and records in Europe
at the present time, and as foreign shipping has
practically ceased, the European market will await
the close of the war and the resumption of the
factories on a normal basis.
Month's Business Up to Expectations.
In local circles business the past month has
been fully up to expectations, and in the majority
of instances showed a gain over last year. In the
minds of many of the jobbers and dealers August
is not expected to be quite as good as last year,
this opinion probably being influenced by the un-
settled conditions prevailing throughout the world.
In any event, the first two weeks of the month
have been generally satisfactory, slight losses
being reported by some o.f the dealers and corre-
sponding increases by others.
New Edison Shop Nearing Completion.
The new home of Thomas A. Edison, Inc., at
473 Fifth avenue, New York, is rapidly nearing
completion, and all indications point to. its being
ready for occupancy early next month. The ex-
terior of the building is attracting the attention
of all passers-by on Fifth avenue, who pronounce
the decorations as being unusually artistic and
pleasing for a commercial structure. The color
scheme is gold and white, and when finished both
the interior and exterior promise to be representa-
tive of modern perfection in building construction.
The location of the new Edison Shop, as the
building will be termed, is ideal, facing the New
York Public Library and is in the heart of the best
retail district of New York. The block between
Fortieth and Forty-first streets, where the build-
ing is situated, is considered by many business
men as the best business street along Fifth ave-
nue, and the opening of the Edison Shop will be
awaited with interest by the trade.
Collections Good with Columbia Co.
"Collectio.ns have been very good for this time
of the year," said R. F. Bolton, manager of the
wholesale headquarters of the Columbia Co., at 89
Chambers street, New -York, "and to my great
surprise are comparatively better than July of
1913, notwithstanding the business depression
since the first of the year. Our dealers report a
steady demand for our product, particularly in the
larger machines, while the call for dance records
continues to keep up at an amazing pace. The
outlook as a whole for the next few months is
decidedly encouraging, and I fail to see how the
terrible wars in Europe can injure local busines."
Optimistic Over Business Outlook.
J. Newcomb Blackman, president of the Black-
man Talking Machine Co., 97 Chambers street,
well-known Victor distributer, anent condi-
tions, said as follows : "Our business for the
past month shows a very nice increase over last
year, and the first three months of our fiscal
year — May, June and July — have been very satis-
factory, showing gains o.ver the corresponding
months of 1913. I feel very optimistic regarding
the immediate business outlook, and base this op-
timism on the fact that our country has been
running on lo.w gear so long that it is about ready
for good business. The wars abroad should not
injure business in this country to any appreciable
extent, and eventually will work to our benefit.
If exports are held up prices will be lo.wered, for
this country will be obliged to absorb not only
its natural consumption but an extra amount of
vast proportions. On the other hand, if the for-
eign wars result in increased exports of food-
stuffs, and prices are comparatively higher, busy
factories and busy people will offset this. I
believe that the legislation which we have had has
put this country in a po.sition to conserve its
financial resources if it takes advantage of the
opportunities presented."
"July Business Surprising," Says Purdy.
"July business was surprising in many respects,"
said H. N. Purdy, manager of the Edison disc
department in the prominent piano house of
Hardman, Peck & Co., 433 Fifth avenue, New
York. "We had expected that trade would slow
up considerably with the advent of very warm
weather, and were therefore unprepared for the
steady call for machines and records which we
experienced the entire month of July. Record
trade was especially strong, while our sales of the
higher priced Edison disc phonographs maintained
the high average we have had since this depart-
ment first opened. In addition to selling several
of the $250 models to prominent yacht owners,
we have just placed two o.f these machines in
boat club houses in near-by cities, where they are
being used for dancing purposes with great suc-
cess."
Columbia Concentration on Summer Trade.
The many local representatives of the Columbia
Graphophone Co. have been concentrating their
activities the past months o.n the development of
timely summer business, paying particular atten-
tion to the sale of smaller machines for bunga-
lows, summer camps, etc., and leaving no stone un-
turned to build up their record sales. The results
of this campaign have been gratifying to all the
dealers, who. state that the popular "Favorite"
and the new "Jewel" machines have been sold
to vacationists in resorts throughout New York
State for entertainment during vacation time.
The new dance records recently issued by the Co-
lumbia Co. and placed o.n sale this month are
creating a furore with the patrons of the local
trade, according to the reports the dealers arc
sending headquarters.
Feeling Quite "At Home."
Back in their former quarters and feeling per
fectly at home, the New York Talking Machine
Co., 81 Chambers street, New York, Victor dis-
tributer, has resumed its creative work for the
assistance of its dealers, and the officials are busy
planning new helps for the coming fall. In the
meantime business is going steadily forward,
and notwithstanding the well-nigh insurmount-
able handicaps under which the company has
worked since its disastrous fire on June 21,
Sales Manager Moody reports a gain of 25 to 33%
per cent, for the month o.f July, as compared with
last year. This is a truly remarkable record and
one which looms up still more impressive when
it is considered that last July . was a record-
breaker.
Completes New Co-operative Idea.
When a representative of The Wo.rld visited
the company's headquarters last week Mr. Moody
was busily engaged in the completion of a new co-
operative idea which will be used in connection with
the co.mpany's stock system of racks, bags and
stock envelopes. Mr. Moody has perfected a plan
whereby the dealer may use colored labels which,
when placed in various positions on the envelope,
signify vital points concerning this record, such
as over-stock, good selection, quick seller, etc. To
further carry out the value of this plan, colors
have been designed to denote various styles of
records. For example, white signifies sacred,
green is comic, black is bands, red is choruses,
etc. Other divisions which have a separate color
are male quartets, instrumental novelties, vaude-
ville sketches, orchestras, popular songs, etc. When
the label is of a smaller size, a foreign record of a
certain language is signified. It is planned to send
these signal sets out with the company's regular
stock o.utfit, besides furnishing them free of
charge with all large orders for the New York
Co.'s stock envelopes.
Landay Improvements.
Landay Bros., the well-known Victor distribu-
ters, are making numerous improvements to their
warerooms at 563 Fifth avenue, New Yo.rk, which
will considerably increase their stock facilities.
Additional demonstration rooms are being con-
structed on the main floor and new stock rooms on
the sub-floor.
PAYS TRIBUTE TO THE "TALKER."
(Special to The Talking Machine World.)
Norwood, O., August 8.— D. S. Tarbell, a Victor
enthusiast of this city, who is the owner of an ex-
ceptionally large library of Victor records, recently
issued a new personal catalog, in which he pays
a tribute to the Victor products in a "foreword" as
follows :
"I have printed this book, just a very, very few
copies, for my own particular, individual gratifica-
tion, and yet, at one and the same time, have not
been unmindful o.f the opportunity it may give
me — through the acceptance of the invitation it
carries to 'come and hear' — to add a bit to the en-
joyment of those I especially like because of the
fact that their ideas, or their lives, at least in
part, run in my groove.
"The boo.k comes into existence as a sort of
observance of the thing which has so generously
contributed to my life — in the morning, starting
many a wrong day right; in the evening, furnish-
ing a welcome diversion ; and in the dead, lone-
some hours of the night, when sleep refuses . its
good offices, bringing that peace and comfort and
rest that neither gold nor silver can buy in any
other way. Therefore, am I grateful.
"D. S. T."
Many a deckle-edged, rough-finished man has a
better fibre than his evenly enameled rival..
SEE HOW THE JOBBERS IN THE WORLD
CAN SUPPLY YOUR WANTS.
THE TALKING MACHINE WORLD.
Do not M ^
lburltocord Stock run down
YOUR Success Depends on Two Things:
—Knowing What Your Trade Wants
—And Keeping it in Stock
Now toward the end of the busy season
don't let your stock run out. Keep ahead
of the demand. Send us your orders.
And special rush, "customers - waiting'9
orders — don't risk sending them to a jobber
whose Victor stock is not complete. Any
Victor article you order from us we can ship
within a few hours of the receipt of the order.
Order Now — a Post Card Does It
NEW YORK TALKING MACHINE COMPANY
81 Chambers Street, New York
- — . > ■■ " • ""• 1 "■
26
THE TALKING MACHINE WOkLft.
$17.50 to $500— that gives you $482.50
worth of price variety in the Columbia
Catalogue of Columbia Instruments: and
there's good going every step of the
way from one end to the other.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Wool worth Building, New York
THE CHOICEOF WORDS
An Important Consideration in the Prepara-
tion of Advertising Copy.
Printers' Ink, the well-known advertising maga-
zine, has been carrying a discussion in its editorial
pages of the value of one-part or one-syllable words
as compared with longer words in the preparation
of advertising copy. One of the recent communi-
cations in this discussion was sent the magazine
by W. G. Armstrong, of the Worcester Pressed
Steel Co., Worcester, Mass., and reads as follows :
"Re article in July 9 Printers' Ink, 'Words the
Public Wants,' by F. R. Feland.
"Mr. Feland's article interested me, and reminded
me of a piece of copy by George P. Metzger for
the Columbia Graphophone Co. Here it is :
"Here's the whole story — both ends of it.
"Your end of it : You get started the first minute
you are ready — no waiting for anybody. You keep
it up steadily or work at it off and on as the case
may be. You can talk full speed or as slowly as
you like. You can correct yourself and repeat
as often as you care to. In the meantime your
typist is typewriting all day long — no part of the
day given to note taking. If you have much dic-
tating to do, she will have a good lot of letters al-
ready written and ready to sign before you get
through dictating.
"Your typist's end of it : She reads your words,
not her notes of your words. She is sure to en-
joy her work better because she doesn't have to stop
and wait every time you stop and think. She
gets what you said, just as you said it. She can
make you repeat forty times if she needs to.
"In this article there are 168 words; 137 one
part, twenty-five two part, and only six three part.
"In my letters I try to use simple English — just
plain Anglo-Saxon — but it is surely hard not to get
lazy sometimes and let the big words work for me.''
Several members of the executive staff of the
Columbia Co. are sporting expensive Panama hats
— hats that are 'way beyond the five or ten dollar
class — through the generosity of E. F. Sause, of
the export department, who recently returned from
South America with the hats as souvenirs.
Large Retail Chain Stores |
Require Talking
Machine
Managers
Aggressive Talking Machine dealer (Victor) with
chain of stores in East and Middle West, will have
openings for several high class Talking Machine
Managers September 1. Only men of real initiative,
thorough experience and good character will be
considered. Exceptional opportunity.
Applications held in strict confidence.
Address Box 650, care of
THE TALKING MACHINE WORLD
373 Fourth Avenue, New York
PATHESCOPE SALON IN THE JOHN WANAMAKER STORE.
Amid Artistic Environment the Pathescope Is Shown to Crowds of Interested People at the
Great Wanamaker Emporium in New York.
The Pathescope salon in the John Wanamaker
store in New York is attracting crowds of inter-
ested spectators daily, and the store's success witn
the Pathescope is very pleasing to all concerned.
The Pathescope is demonstrated in ideal surround-
ings, as shown by the accompanying illustration,
Wanamaker Auditorium a motion picture exhibi-
tion of five reels selected from the beautiful Pathe-
scope photo-dramatic reproduction of Victor
Hugo's deathless masterpiece, "Les Miserables."
This is the same production arranged for the
Pathescope which entertained thousands of people
The Pathescope Salon in the John Wanamaker Store in New York.
and the splendid publicity that the Wanamaker
store is using on behalf of the Pathescope is in
accord with the high standards of this institution.
In conjunction with the demonstration of the
Pathescope there is being given between the musical
numbers of the regular afternoon concerts in the
the past winter at Carnegie Lyceum, New York.
The unique character of this entertainment, which
is under the direction of Alexander Russell, con-
cert director at Wanamaker's, and the perfect satis-
faction rendered by the Pathescope have made
these performances unusually successful.
AN INTERESTING LETTER.
The Columbia Co. received this week the fol-
lowing interesting letter frorn a prominent dancing
instructor of New Rochelle, N. Y., in praise of
Columbia dance product :
"I have the most successful school of modern
dancing in New Rochelle, and I want to tell yo.u
that your records have been a big factor in build-
ing up that success. My patrons prefer them — -in
fact many of them are insisting on them. You
know by the time a pupil has had a couple of les-
sons or so he begins to know what he wants in
music, and it is naturally to my profit to let him
have it. It is, I think, a significant fact that prac-
tically every one of the records in big demand is
a Columbia double-disc record. Very truly yours,
(Signed) Hazel Townsend."
STILL THEY WANT TO VOTE.
"There is a lady in this city," says E. A. Sanger,
of Sanger Bros., Dallas, Tex., "who has a Vic-
trola, and she played the 'Lucia' sextet for a
friend of hers one day when her friend called on
her. After playing the above mentioned record,
she said to her guest : 'There is one particular
record which I certainly want to get some day,
but it is more expensive than I can afford at the
present time, namely, the "Rigoletto" quartet,
which costs $6.' Her guest, who also had a Vic-
trola, answered her: 'I have the "Rigoletto" quar-
tet at home, but it o.nly cost $1.25; perhaps the
reason I secured it for $1.25 instead of $6 is be-
cause mine is sung by only two voices instead of
four.' "
And such things happen every day.
THE TALKING MACHINE WORLD.
27
NEW SOUND DISTRIBUTING DEVICE. PITTSBURGH TRADE IN GOOD SHAPE.
Tones of the World's Greatest Artists Dis-
tributed Over a Large Area by Means of a
Boy's Unique Invention — Some Details Re-
garding the New Loud Telephone — Experts
Enthuse Over Possibilities.
(Special to The Talking Machine World.)
Los Angeles, Cal., August 5. — By the genius of
two high school boys of this city the city will be
enabled at a nominal cost to give to the public
arias from the grand operas by the world's great-
est artists. Their invention, a loud-speaking tele-
phone, has just been perfected at the country
home of Judge Charles Silent, near Glendora.
The boys are Earl Hanson, aged twenty, of 2534
Fourth avenue, and Harold Silent, seventeen-year-
old grandson of the Judge.
Their "central station" is the roomy country
home of the Judge, from which the boys flood
•.villi melody the charming little groves and grot-
toes that surround the Rancho, Los Alisco.
The invention, credit for which belongs to Han-
son, has been worked out by the boys together.
For several years they have been studying elec-
tricity and applying it, and only recently have per-
fected the system whereby the voice of one person
or the music from an instrument is carried in pow-
erful volume to any part of the hundreds of acres
surrounding the home.
Success was achieved by abandoning attempts
to force one transmitter of a telephone to do
more than has been demonstrated to be possible.
They have devised a system of their own in col-
lecting and distributing sound similar to. the one
employed by electric power companies. They
generate a tremendous volume, which through
their transformer is collected for transmission
over a double wire the same as the ordinary tele-
phone. Thus the sound is carried to be turned
loose in as many places as desired. They made
their first experiment with a phonograph. A large
number of transmitters collect the tones and carry
them to the transformer, which sends them wher-
ever needed. The volume attainable is unlimited.
Also Dictograph Device.
The boys' loud telephone can also be used as a
dictograph, so that while music in romantic cor-
ners of the woodlands might be inspiring to lovers
it might also be dangerous fo.r them to whisper
endearments, as the slightest sound would be
rushed back to the central station, to be distributed
wherever the operator might desire.
Experts who have seen the wonderful invention
of the lads are very enthusiastic concerning it, and
predict a great future for it. The boys are ex-
perimenting with a wireless telephone, and expect
to be able to get the same results as over the wire.
Judge Silent is one of their greatest admirers and
thoroughly enjoys the beautiful concerts the boys
give him from the tree tops. The Judge is in
hopes that it will be possible to hold municipal
concerts in all the city parks through one central
station.
ROSEN'S UNIQUE AND EFFECTIVE AD.
(Special to The Talking Machine World.)
Boston, Mass., August 8. — Local newspapers
recently announced the opening of the new store
of Harry Rosen, the live-wire dealer, at 246
Huntington avenue, in the following interesting
manner :
"Perhaps there is nothing that pleases Harry
Rosen, whose store at 3 School street has long
been popular with the music-loving public, more
than to anno.unce the opening of his new talking
machine parlors at 246 Huntington avenue. Mr.
Rosen has built up an ever-increasing patronage
by fair dealing and courteous treatment to all.
From a small stock of machines and records, only
a few years ago, he has made rapid strides, and
it no.w takes a number of clerks and four times
the room formerly required to handle his patrons.
Among the many innovations to be found there
will be a music library with its wealth of informa-
tion concerning composers and their music."
PROGRESSIVE JOBBERS ADVERTISE IN
THE TALKING MACHINE WORLD. CON-
SULT THEIR ANNOUNCEMENTS.
Buehn Phonograph Co. Reports Substantial
Business Increase During July — Good Record
Made by Kaufmann Bros. Department — New
Dealers Announced — Visitors of the Month.
(Special to The Talking Machine World.)
Pittsburgh, Pa., August 10.— J. A. Phelps, man-
ager of the Boggs & Buhl Victrola department,
has just returned from a two weeks' vacation
spent at Dayton, O. The Ohio city is Mr. Phelps'
"old home," and a restful visit spent among old
friends and amid old memories constitute, in Mr.
Phelps' opinion, the best sort of a vacation. Busi-
ness with the Victrola department of the big store
has been fair. Buying has not been as brisk as it
might be, but in view of the time of the year little
complaint can be made.
Business with the Buehn Phonograph Co., Inc.,
713 Penn avenue, has been particularly brisk this
season. July was an exceptionally good month,
the business during that month" being 50 per cent,
greater than the same month in 1913, according
to Mr. Buehn. In order to take care of this extra
business and to keep up the average a news sales-
man, for the western Pennsylvania territory has
been secured in the person of C. S. Gardner, who
has already started out on his premier trip. Mr.
Gardner was formerly connected with the Edison
factory and is a well versed salesman of the
Edison machines.
The Buehn Co. has also within the past month
established connections with several more dealers
in western Pennsylvania. These include W. A.
Kulp, of Braddock, Pa.; rt. G. Koch, of Oil City,
Pa., and Half Bros., of Homestead, Pa.
The good business of the past month is attributed
by Mr. Buehn to the exceptionally good record
service that has been put in force by the Edison
people. The new weekly listing has been perhaps
the greatest factor in boosting business, and much
new trade can be traced directly to this service.
H. N. Rudderow, manager of the Victrola de-
partment of Kaufmann Bros., has brought the busi-
ness up to an apex this month when a record of
the best business for the past four months was
established. The buying has centered chiefly on
machines, and record buying has fallen off to a
certain extent. Sales of the new records are good,
but as machine buying has forged so far ahead,
the record end has been somewhat eclipsed.
Visitors to the trade during the past month in-
cluded T. B. Windsor, of Tarentum, and C. R.
Kerr, of Sisterville, W. Va.
COLUMBIA CO. WHOLESALE TRADE.
"Our business is keeping up very well for this
time of the year," said H. A. Yerkes, wholesale
manager of the Columbia Graphophone Co.., who
returned to his desk last week after a fortnight's
rest. "As a matter of fact, we are enjoying quite
a spurt at the present time, and the outlook for
fall trade is distinctly encouraging. All types of
machines are going well, with dance records in
particularly heavy demand."
THAT IS THE "BOY SCOUTS" MOTTO
It should be every LIVE VICTOR DEALER'S MOTTO
to "BE PREPARED" for the coming FALL and
HOLIDAY Season.
"TO BECOME A
BLACKMAN DEALER
IS TO
BE PREPARED
99
(BLACKMAN)
Prepare to become a "BLACKMAN DEALER" by
sending a few trial orders. "BLACKMAN SERVICE"
will hold you.
BLACKMAN TALKING MACHINE GO,
J. NEWCOMB BLACKMAN, Pres.
97 CHAMBERS ST., NEW YORK ^J^.
28
THE TALKING MACHINE WORLD.
The "Eclipse"— $25
The Grafonola "Baby Regent"— $100
The Grafonola "Jewel" — $35
The Grafonola "Mignonette" — $100
The Grafonola "Favorite" — $50
The Grafonola "Colonial" — $150
Our Oppo
To-day the United Stategjoi
only important nation at pe; e
we peace, but a vast measie
prosperity is surely indicated)'
ports from our great crop-prli
The countries of Euro
produce.
But they cannot cease to oh
Their demands for food, il
not abate. It is imperative tv
be supplied; it is clear that tls I
to do a large share of the siipl
This means that the ver |
of money that this country n *i
return for imports from Eut)
sity remain in this country. I
an appreciable proportion of i
day which the present Eurcc
must come into this countrj r
commodities which we alone
It behooves the Americi
solidly ; to meet the present b
with steady industry undisti 1
reasonless perturbation.
The promptness and effiif
The Grafonola "Leader" — $75
The Grafonola "Nonpareil" — $150
(Wie fo
deafrs inl
THE TALKING MACHINE WORLD.
29
The Grafonola "Regent"— $200
taken by the Government and the big business
men of this country ensure the financial stability
of the United States.
It is for the business men of America to avail
themselves to the utmost of their temporary ex-
altation to the leadership of the world's produc-
tion marts.
The slight, though generally declared, depres-
sion of the Summer must inevitably give way to
a Fall and Winter season of tremendous activity
and proportionate prosperity wherein all those
engaged in legitimate commerce will participate
directly or indirectly, and whence, therefore, we
in the talking machine trade will reap our full
share of the resultant profit.
Columbia dealers will continue to receive the
full support of the Columbia producing, distrib-
uting and advertising organization.
You talking machine dealers know very well
indeed that your business depends on your cus-
tomer's pocket just as much as on the quality and
variety of the goods you offer.
The dealer who carries Columbia product
knows that he has the one grade of quality all
the time; and he has the further comforting
knowledge that he has something to match up in
price with pretty well every pocket that is brought
into his store.
Mie Company
uilding. New York
v" a book full of meat for those
and frequent turnover of capital.)
The Grafonola "De Luxe"— $200
The Columbia Grafonola "Grand"— $500
THE TALKING MACHINE WORLD.
MAKING A BAND RECORD FOR THE PHONOGRAPH.
In Its Publication for Bandsmen the R. S. Williams Sons Co., of Toronto, Sets Forth Some
of the Difficulties Experienced in Securing a Satisfactory Record of Band Music —
Some of the Factors That Enter Into the Art of Recording Interestingly Explained.
The R. S. Williams & Sons Co., Ltd., of To-
ronto, distributer in Canada for the Edison prod-
ucts, issues a bright little paper called The Cana-
dian Bandsman. In a recent number it printed an
illustrated article on the making of band records
for the phonograph, which is of such general
trade interest that it is here given :
"It requires much skill to make a good band
record for the phonograph. An outsider usually
has the impression that a satisfactory band record
is easily obtained by a band playing a tune over
once or twice. But the fact is that it requires ten
or twelve or even more playings to get a record
that will pass muster. These repetitions are nec-
essary in order to get the record properly balanced,
for while a good recording department knows
I . I
Increase Your Sales
1UTERE are two quick-
selling specialities
that appeal to your cus-
tomers :
UNION
TALKING MACHINE
SPECIALTIES
UNION No. 2 (upper il-
lustration) plays Edison
Records on Victor Ma-
chines. No alteration is
necessary. Price, gold-
plated $9.00, nickel, $8.00,
with Diamond Point.
UNION No. 3 (lower il-
lustration) plays Edison
Records on Columbia Ma-
chines without altering
machine in any way.
Price, gold-plated $9.00,
nickel $8.00, with Dia-
mond Point. Sapphire
Point, $1.50 less.
Liberal discount to
jobbers and dealers
The Union Specialty & Plating Co.
409 Prospect Ave., N. W. Cleveland, Ohio
pretty nearly how the several bandsmen should be
arranged before a recording horn, yet individual
playing varies in force and clearness, in resonance
and in good recording properties. To. determine
how to balance all these so as to produce a record
that will give right value to all the instruments
played is a high art, and one that is not acquired
by an offhand playing.
"To begin with, the men selected to play in a
band before a recording horn are all picked musi-
cians— they are the very best the metropolis fur-
nishes. This is very important, for it is a well-
known fact that the slightest error made while
playing in a concert, for instance, would pass off
instantly with hardly any notice except by a very
attentive bandmaster. But if the slightest error
is made before a recording horn the band must
start all over again. For this reason accurate
playing must be secured regardless of expense.
Each , and every musician must be a soloist in his
particular line. He must be expert in handling his
instrument and as free as possible from manner-
isms in playing.
The laboratory in which the records of the
Edison Phonograph Co. does its recording is lo-
cated o.n the eighteenth floor of a New York City
a skyscraper. Here quarters have been specially
built for the band, where they can make all the
noise they want to without disturbing other tenants
of the building. Even so high up in the air, their
playing, is heard seven, eight or ten blocks away,
and often it is a conundrum to pedestrians where
the band is located.
"The record on which the sounds are recorded
is known as a master record. Usually two mas-
ters are secured of any playing so as to insure
against any defect in one or. the other, as well as
to provide for possible contingencies in the manu-
facturing pro.cess to follow.
"The horn used to record band music is consid-
erably larger than the horn used for other kinds
of recording". It is about forty-eight inches long and
the large opening about eighteen inches in diame-
ter. This horn is placed in a horizontal po.sition
about four feet from the floor, and the bass in-
struments, such as tubas, are placed at a distance
of three to five feet from the horn; the altos about
seven feet ; the trombones about eight feet, and
raised about two feet from the floor, so that they
will focus the recording horn properly. Cornets
are placed between trombones at a distance from
eight to nine feet. The piccolos have a position
between two and three feet from the horn, and
the clarinets are raised two or three feet from
the floor and lined up in two rows, one on each
side of the horn, blowing across. The snare drums
are placed two or three feet away, and are never
allowed to play except when they have a solo part.
Bass drums and cymbals should never be used,
as they have a tendency to fog the record.
"After the artists are arranged in this position
a number of recorders are selected and the band
is made to play a small part of the record to each
one. The results are then carefully inspected and
the best records selected. A record is then made
the full length and again carefully inspected and
listened to in order to see that the band is prop-
erly balanced. It is very important that one in-
strument should not overbalance another. This
is where the experience in band recording is very
valuable. The diagram below will give the posi-
tions, and they will be of special interest to bands-
men.
"After two good master records are made they
are carefully placed within a special tube lined
with cotton felt, ends sealed up and sent to the '
factory to be duplicated. These master mo.lds
are handled and preserved with extreme care.
They are used only to make sub-master molds and
then put in a vault fo.r safe keeping. All the
records used for commercial purposes are made
from the sub-masters, and in case any accident
happens to. £ sub-master (as is sometimes the case)
0© ©0
®
third horns
1G, 20 — Second and third
cornets
19, 21 — First and second
trombones
22 — Brass trombone
Diagram Showing Position of Each Instrument
in Making a Band Record.
1 — Piccolo 12 — Drum
2— Oboe 13, 14, 15 — First, second and
3 — E flat clarinet
4, o, 7— Solo clarinets
(i — Second clarinet
y — Third clarinet
9 — First clarinet
10 — Baritone
11 — Tuba
resort is made to one of the original master rec-
ords and another sub-master made from it.
"The process of making the records after a
master record is obtained is another story to.o long
to tell here.
"Many famous bands and orchestras have been
recorded from the phonograph. Sousa's Band,
Pryor's Band, the New York Military Band, High-
landers' Bagpipe Band, Bohumir Kryl's Band,
National Military Band, Edison. Concert Band,
United States Marine Band, National Promenade
Band, and many others have all made several ex-
cellent records on the phonograph.
"It is possible for any band to make records of
their playing before the recording ho.rn of the
phonograph and obtain excellent results. They
need a good Edison phonograph, some blank wax
records especially made for recording purposes,
and a special recording horn. The same arrange-
ment as outlined below for positions before the
horn should be observed. If it is impossible to
elevate the men as described, the different relations
of the instruments can usually be made by having
the tubas and altos sit down and the cornets,
trombones and clarinets stand up. Considerable
practice will be necessary, however, before a good
"Standard" Record Cleaner
ARTISTIC AND ATTRACTIVE
Grips the record surface
clings as if on rails.
and
Price, 50 Cents, List
Patented June 2, 1914.
Extended brush area cleans rec-
ord with one sweeping circuit.
Send 10 cents in stamps for a sample cleaner. Write on your busi-
ness letter head only. Place regular orders through your jobber.
STANDARD GRAMAPHONE APPLIANCE CO.
173 LAFAYETTE STREET, NEW YORK
THE TALKING MACHINE WORLD.
31
record can be obtained, and much care and patience
will be needed to test results as the recording is
being done. When the knack of proper positions,
proper blending of instruments and careful, ac-
curate playing is secured the results will be highly
encouraging and satisfactory. Such a record
ought to have a value in educating those who, as
amateurs, wish to bring their band playing up to
the best." ■
EXTENDING SPHERE OF ACTION.
Koerber-Brenner Co. Combining Complete Stock
and Quick Transportation Arguments in
Latest Business — Show St. Louis as a Busi-
ness Center in Most Artistic Supplement.
The Koerber-Brenner Co., the prominent Victor
distributer of St. Louis, Mo., is carrying on a strong
campaign of business expansion and calling the at-
tention of dealers and prospective dealers in Victor
goods in the Middle West territory to the quick de-
liveries that can be made by freight, and at a
consequently low price in that section.
The special supplement of the Koerber-Brenner
Co., appearing in another section of The World
this month, shows a map of the United States with
the approximate distances "package car" freight can
be transported' from St. Louis in from one to five
days, which means that even quicker deliveries may
be made, when required, by express and parcel post.
The Koerber-Brenner Co. calls attention to its
large stocks of both machines and records, but
its campaign is also interesting in indicating to
what extent the business of the country is facilitated
by the modern transportation systems, and how a
live concern is prepared to take advantage of such
systems to extend its sphere of activity.
HERE'S A NEW "TEASER."
A clever "teaser" campaign was recently car-
ried out by the S. Hamilton Co., Pittsburgh. On
one page a two-inch letter "V" appeared, on
another page the letter "E," on still another the
letter "C." On the following page in the 'same
space, and in the same position at the bottom of
the page was this message : 'Coming V-E-C Trip-
lets Next Week."
When the teaser ads had been used for a week,
a 400-line advertisement announced that the
"V-E-C" Triplets had arrived." The "V" stood
for "Master Victor Vec." the "E" for "Master
Edison Vec," and the "C" for "Miss Columbia
Vec." The message was that these little people
had come to minister to the musical wants of the
people.
• The ad read : "They bring go.od cheer, happiness,
laughter; they will speak for you, sing for you,
play for you. They will help educate your chil-
dren ; they will bring more laughter and sunshine
into your life than all other triplets put together."
The large copy was illustrated with a motor
truck carrying the three little characters described
in the advertisement. The advertiser safd that he
was very well satisfied with the results o,f this
copy because it created widespread comment and
accomplished the publicity results for which it
was intended. — Printers' Ink.
STILL IN EUROPE.
Edward N. Burns, vice-president an manager
of the" export department of the Columbia Co.,
and G. .C. Jell, chairman of the record committee,
who sailed for Europe late in July are among the
thousands of Americans marooned somewhere in
the war zone.
Geo. C. Selzer, vice-president of Harger & Blish,
Des Moines, la., was a recent visitor to Boston
in the course of a Great Lakes tour and was en-
tertained by F. H. Sillman, manager of the Bos-
ton office of the Pardee-Ellenberger Co.
Looking inward gives you mental strabismus, a
peevish personality and an ingrowing disposition.
Look out.
SEE HOW THE JOBBERS IN THE WORLD
CAN SUPPLY YOUR WANTS.
The " OGDEN "
Sectional Record Cabinet, Filing and Sales System-
a Wonder— The Best Yet!
-Proves
Advantages of the
"OGDEN" that you
Can't Ignore . . .
Saves time, space and money !
Dust-proof — warp-proof —
visible.
Complete sales system keeps
track of what you sell and
what you need.
Built of properly seasoned,
heavy timber — guaranteed
never to warp — will last a
lifetime.
Enables you to put your hand
on any desired record in 4
seconds.
Durable springs in each com-
partment hold records up-
right and positively prevent
warping.
Sectional feature provides for
any size business — 300 tn
6,000 records.
Accessory drawer in sanitary
base equipped with perfect,
automatic re-order system.
Movable, numerical signals
. show every record instantly
and permit stock to be re-
arranged in a few minutes
without relabeling.
Numerical signals locate every
record — class signals show
Songs, Quartettes, Bands,
Dance Records, etc., without
reference to title or number.
Money promptly refunded if
not satisfactory in every
way.
Exhibited at the Atlantic City Conven-
tion and pronounced the best and most
satisfactory filing system ever offered.
Superior in every particular to all other
filing systems. Aside from the filing
system, the accessory drawer in sanitary
base is equipped with automatic re-order-
ing system.
Explanation of Cut
"A" is a partition showing the double springs
that hold the records upright and prevent
warping. "B" is a numerical divider and
signal that tells you where any record desired
is located. This signal is movable, and once
your cabinet is arranged it stays arranged,
regardless of increase or decrease in stock —
no change of labels required. "C" is a sales
system envelope that keeps a complete record
of sales and automatic inventory, showing the
profitable sellers and when to cut out "slow
sellers." The magnifying glass shows the
method of using the signal system.
Jobbers are enthusiastic! Write
for descriptive price list and
give name of your nearest jobber
J. B. OGDEN
Lynchburg - - Va.
"Puts any Record in Your Hands in 4 Seconds"
32
THE TALKING MACHINE WORLD.
Different buyers have different excheq-
uers; that's why price variety is as
important as quality product.
The Columbia dealer always has both.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.}
Columbia Graphophone Company
Woolworth Building, New York
CO OPERATING WITH THE DEALER.
The Little One-Der Co. Supply Striking Colored
Signs and Lantern Slides to Aid Dealer in
Interesting Public in This Specialty.
PROGRESS ISJTHE KEYNOTE
Of the Business and Policy of I. Davega Who
Has Built Up a Great Business in Harlem —
His Assistants Have Greatly Aided Him.
The Little One-Der Co., Nashville", Term., re-
ports an increasing interest in its device for clari-
fying the tone of records, and reports that, in re-
sponse to its advertisement in The World, it has
received orders from Canada, Hawaii, Bermuda,
Buenos Aires and Mexico. While this shows the
wide field covered by The World, it also empha-
Slide for Featuring the One-Der Sou
sizes the interest in the products of this company.
One of the effective means of bringing the Lit-
tle One-Der device to the attention of the general
public is the illustration (in black and white)
which is reproduced herewith. Of course it must
be understood that the full effect of this illustra-
tion can only be obtained in the colored' signs and
lantern slides provided by the Little One-Der Co.,
and which, with the dealer's name inserted, forms
an excellent means of publicity for the local dealer
handling this specialty when featured through the
local moving picture house.
A good liar doesn't weaken in the midst of a
tale simply because his listener looks incredulous.
He opens the muffler and goes ahead.
I. DAVEGA, Jr.
125 WEST 125th STREET, NEW YORK
Victor Distributor
PROMPT AND ACCURATE SERVICE
DEALERS: Write for our Victor
Pennant. Sent with our compliments.
No. 125 West 125th street, New York City, isn't
a hard number to remember. It's the site of a
great big talking machine and sporting goods store;
it also is the uptown agency for Ford automobiles,
the latter being sold with the same exertion that
rs consumed in the sale of a fishing reel. But this
isn't an automobile story, so we'll shift to Victor
and Edison goods and'
tell about the house of I.
Davega, Jr., Inc., which
has handled talking ma-
chines for many years,
not only having the job-
bing rights for Victor
and Edison cylinder
products, but maintain-
ing a retail department
that for size and effi-
ciency is an object les-
son for dealers who like
to see modern merchan-
dising of these goods.
I Davega, the presi-
dent, started in the hard-
ware business in 1880.
A man who works hard
is bound to succeed, and'
Mr. Davega worked. He
added kodaks, bicycles,
sporting goods, and
when talking machines
came into vogue be
nd Reproducer. ...... , ,
' helped introduce these
to the public. As the, business grew he had to
get more space and to-day the present big store
is a worthy testimonial to his efforts. It's big
enough to be termed' a "large" store, few stores
on that busy thoroughfare equaling it in size.
The talking machine, department, wholesale and
retail, is under the direction of Manager Schwartz,
and, possessing direct experience in the retailing
of these goods, this organization is able to show
a dealer just how to sell the goods efficiently, and
as a rule a dealer trained by Davega is a success-
ful one.
Although Mr. Davega keeps an active line on his
many affairs, still the business is too large to be a
"one man" affair, and the general executive work
falls upon the shoulders of J. Florian, who is the
business manager. Mr. Florian plans business
moves like a man playing checkers, with a view to
driving his work rather than to let the work drive
him, and this systematic planning enables him to
accomplish a wonderful amount of work. Every
detail is closely watched by him, which explains
why the business runs so smoothly.
Abram Davega, son of I. Davega, who is vice-
president of the corporation, is being trained under
the guidance of his father, and on account of his
marked ability he is making a record for himself.
WHAT IS ADVERTISING?
A Definition That Won the Prize Offered by
the Pompeian Co.
As the result of a prize contest announced by the
Pompeian Co., for the best definition of advertis-
ing, Walter I. Hamburger, of Hochschild, Kohn
& Co., Baltimore, was awarded the prize of $25
for the following definition :
"Advertising — the force which enables the mod-
ern business man to disregard the distance between
himself and his prospective customers.
"The force which gives him a million eloquent
tongues with which to tell his business story to
the world.
"The force which enables him to create new de-
sires and to point out new ways of supplying old
needs.
"The force which, properly directed, will make
a worthy business prosper, but which no matter
how cleverly applied, cannot give prominence to
an enterprise founded on falsehood.
"The force by which, a business may be built or
wrecked, and which, in the last analysis, brings to
him who uses it just that measure of success that
his efforts deserve.
"Advertising — the force which has transformed
the parlor melodeon into a pianola, the cracker bar-
rel into an Inner Seal package, the crane over the
hearth into a fireless cooker, and everything else
in the world in like degree."
NEW COLUMBIA_DISPLAY SIGN.
The advertising department of the Columbia Co.
now has ready for the trade a new muslin display
sign measuring 10 feet in length by 3 feet in
width. The sign embodies numerous improve-
ments over the first sign of this nature introduced
by the company some time ago. The well-known
Columbia trade-mark is prominently displayed and
a cut of the new "Favorite" lends additional
strength to. the sign. The color scheme is blue
and gold on a white background. It is quite at-
tractive.
A MELBA ANECDOTE.
Madame Melba is fond of telling a curious story
of her school days at the High School at Mazawat-
tee, which foreshadowed her success on the lyric
stage. On her arrival at the school with several
other newcomers, the head mistress asked, "Which
of you is Nellie Mitchell?" and the future prima
donna replied with ungrammatical emphasis, "Me,
me." As a result she was at- once nicknamed "Mi-
mi," in accurate anticipation of her ultimate iden-
tification with the heroine of Puccini's opera.
SEE HOW THE JOBBERS IN THE WORLD
CAN SUPPLY YOUR WANTS.
"By recent report, two new Metropolitan boxhold-
ers are paying $200,000 each to enter the Golden
Horseshoe this year," says the New York Sun. Only
two other transfers of parterre boxes are recalled
since the owning company was formed a generation
ago. In those cases $100,000 was the price. The
original investment was $30,000 for each of the
thirty-five shares. Broadway's biggest theater has
thus appreciated in value from $1,000,000 in 1883 to
$7,000,000 now."
_.
THE TALKING MACHINE WORLD.
33
"TALKERS" IN CHAUTAUQUA CIRCUIT.
Educational Value of the Talking Machine
Recognized in the Broadest Kind of Way.
The educational department of the Victor Talk-
ing Machine Co. recently called the attention of its
trade to the marked progress that the Victor prod-
ucts have achieved in the activities of the Chautau-
qua circuit. It was pointed out that numerous
directors of the Chautauqua had recognized the
value of the folk-dance records issued by. the Vic-
tor Co. and had recommended them for use in
over 500 cities under the auspices of both the
regular and junior Chautauquas.
Referring to the individual activities of the mem-
bers of its educational department, this Chautau-
qua article remarked in part as follows :
"Then there are the Chautauquas themselves. In
Minneapolis the State University has given an ex-
tension tour of Chautauquas in twenty-four towns,
employing some of their best talent. One of the
features of the tour has been a daily lecture on
'The Message of Music Illustrated by the Vic-
trola,' given by our William H. Nolan and Leroy
C. Case. In Pennsylvania and New Jersey our
Harold D. Smith and Branson M. DeCou will give
a similar course of lectures on the Junior's Eastern
circuit.
"Our lecturers have engagements in some fifty
of the large summer schools in normals and uni-
versities. A part of the force will' hold a Victor
demonstration at the National Education Associa-
tion in St. Paul, while Mrs. Clark will be speaking
before the National Catholic Educational Associa-
tion at Atlantic City.
"Our Miss Ada G. Jordan has just appeared on
the program of the Northwestern Music Teachers'
Association at Portland, Ore. ; Mr. DeCou is man-
aging demonstrations at the New York State Music
Teachers' Association at Saratoga Springs, and
William H. Nolan is showing the Y. M. C. A. sec-
retaries how to use the Victor in their summer
camp at Lake Geneva, Wis."
PROVES VALUE 0F~RECIT ALS.
Haddorff Music House of Des Moines Adopts
Plan Long Advocated by The World.
(Special tu The Talking Machine World.)
Des Moines, Ia., August 7.— The Haddorff
Music House, of this city, is instituting a novel
idea to instroduce new Victor records which is
meeting with marked success. On the 28th of
each month, when the new records for the follow-
ing month are ready for announcement, the com-
pany sends out a postal to all its 'clients and pro-
spective patrons inviting them to be present at a
recital of advanced Victor records. The postal
states that the recital will be held at Haddorff
Hall, Ninth and Walnut streets, and the recipients
are invited to bring along their friends. It is sug-
gested that there are plenty of fans in the recital
hall with which to keep cool, and refreshments are
served. To date 'the plan has resulted in the clos-
ing of many record sales v hich might otherwise
have been lo.st to the house.
LATEST P^fRAjT OF SLEZAK.
Famous Tenor Shown in Unconventional Pose
at His Home in Europe.
One often hears of
temperamental artists
getting "up in the air,"
but it is rare to see a
prominent artist in ex-
actly the reverse posi-
tion. The accompanying
unconventional snapshot
of Slezak, the famous
tenor, whose records on
the Columbia have prov-
en so popular, was taken
at his home in Europe,
and shows how the
singer spends his period
of rest. Not being a
dancer, the picture is in-
teresting only as show-
ing Slezak upside down.
NEW EDISON ARTISTS
To Be Represented in the October List Are
Dan Beddoe, the Famous Tenor, and Red-
ferne Hollinshead — Both Artists Are Repre-
sented by Some Admirable Records.
Two new artists, both singers of national fame,
will make their debut in the list of concert records
to be issued by Thomas A. Edison, Inc., in Oc-
Dan Beddoe. R. Hollinshead.
tober. The first artist is Dan Beddoe, widely
known in the concert and oratorio field as a tenor
of distinction. He has a voice of unusual charm,
range and quality, which he uses like a true artist.
His number for the cylinder list for October con-
sists of that ever popular duet, "Home to Our
Mountains," from "II Trovatore," which he sings
with Margaret Keyes, a contralto, who is also
widely known and appreciated for her charming
personality and beautiful quality of voice. The
two voices combine beautifully.
The second artist in evidence is Redferne Hol-
linshead, a newcomer among Edison artists, who
has a voice of excellent range and sweet timbre.
He is represented by two numbers, the Buzzi Pec-
cia "Lolita," a typical Spanish serenade, and Tos-
ti's "Parted," a love song which is sung with sin-
cerity and pathos.
GIVES CONCERTJN CHURCH HALL.
(Special to The Talking Machine World.)
New Castle, Del.. August 7. — E. E. Bridgewa-
ter, successful Victor dealer in this city, is utilizing
various progressive modes of publicity to develop
and increase his already profitable clientele. One
of his most recent ideas was the giving of a suc-
cessful Victrola concert in the lecture room of
the Presbyterian church before an appreciative
audience.
LIVELY BUSINESSJN TWIN CITIES.
Difficult to Get Enough Stock in Certain
Lines Is the Claim of Dealers — Big Edison
Parade Attracts Attention — July Good Month
for Columbia — General News of Interest.
(Special to The Talking Machine World.)
Minneapolis and St. Paul, Minn., August 8. —
"We are selling Victor talking machines and rec-
ords so rapidly that the factory cannot supply us
with goods fast enough to satisfy the hungry de-
mand," pathetically complains David M. Dyer, of
the old house of W. J. Dyer & Bro. "We had
an excellent trade all through July, but regret
to say that we were unable to fill all the orders.
It feels something like losing real money to be
without goods that have been ordered, but I
guess we will have to grin and bear it. Other
Victrola stores like Foster & Waldo, the Talk-
ing Machine Co., relate identical tales of their
woes, but the story is not a new one and hence
not particularly interesting.
An Edison parade was one of the features of
the Minneapolis week in musical circles. The Min-
nesota Phonograph Co. received seven carloads of
Edison goods Tuesday (August 4) and be-
cause it was the biggest shipment of its kind into
the Northwest, Laurence H. Lucker, president of
the company, hired a band, also twenty-seven
motor trucks and vans and had a parade. It was
a most effective bit of advertising, for many spec-
tators remarked that they did not suppose that
there were so many talking machines in the world,
and the appearance of twenty-seven trucks and
vans loaded to the limit with phonographs made
them stop and think. The Edison shop in St. Paul
is a certainty and will be located at one of the
most commanding retail corners in the entire city,
but of this more later.
July was a much better month than June for
the Columbia stores in Minneapolis and St. Paul,
and the month likewise showed a substantial in-
crease over the business of June, 1913. Except
that everybody is happy and the Columbia rapidly
is growing in popularity, the local managers, not
even C. P. Herdman, of the St. Paul store, have
much to say this week.
W hile bankers are showing some anxiety over
the war situation, the merchants generally are not
worrying. They are quite sure that there will be
no serious interruptions to the business prosperity
that has been heading this way for several
months.
Lots of failures can be traced to the belief that
other people are not quite as smart as we are.
ICTOR
A complete line of Victor products, from the smallest
repair part to the biggest model of machine. Every
shipment made promptly.
DISON
Cylinder goods, machines and records ; full stocks and
immediate deliveries. A good popular-priced line for
most any territory.
Louis Buehn
Philadelphia
34
THE TALKING MACHINE WORLD.
Don't let the scare-mongers hobble your
hopes. Crops are good; money is sound;
European cash is coming this way and
it looks like the biggest Fall and Winter
in history.
(Write for "Music Money," a book "fall of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woo J worth Building, New York
HERZ VICTROLA DEPARTMENT
Just Opened in Terre Haute, Under the Man-
agement of Chester I. Abelowitz, Is Ad-
mirably Fitted Up to Handle Large Trade.
(Special to The Talking Machine World.)
Terre Haute, Ind., August 11. — The new Vic-
trola department of the A. Herz department store
in this city was opened to-day under the manage-
ment of Chester I. Abelowitz. Mr. Abelowitz has
had about fifteen years' experience in the talking
machine business, starting at the time the Victor
was first introduced to the public, when he was
New Victrola Department in Store of A. Herz.
connected with this line in the East. About two
years ago Mr. Abelowitz was sent to Buffalo,
where he was placed in charge of the Victor de-
partment of the J. N. Adams Co., and remained
there four months. At the end of this time he was
sent to take charge of the Root Dry Goods Store
Co. at Terre Haute, where he remained until his
recent change to manager of the Victor depart-
ment for the Herz store.
It is said that Mr. Abelowitz has a most re-
markable memory for both the names and num-
AGENTS WANTED
We have still some choice territory open for exclu-
sive selling rights on Little One-Der attachments (pat-
ented). Splendid side line for energetic young man.
No money required. We supply 12 attachments and
you pay when you get your money and send for new
supply. Demonstration at customer's home means a
sure sale every time. Will play any record using
steel needle. Big profits, quick returns. A. C. B.
Little, Nashville, Nenn.
PARTNER WANTED
Increasing demand for a new patent requires most
of my time, and I want a live active managing partner,
capable of handling wealthy Red Seal trade; business
paying fine all summer; wealthy city 01 35,000 and I
have three-quarters of all the talking machine trade —
Victor and Edison. Address "Partner," care the
Talking Machine World, 373 Fourth Ave., New York.
bers o.f Victor records, and that if you give him
the name he will give you the number, or mention
the number, and he will tell you the name of almost
any record in the Victor catalog. This is a wonder-
ful accomplishment when the fact that the Victor
catalog contains several thousand records is taken
into consideration.
The Victrola department is on the fourth floor
•of the Herz store and is equipped with soundproof
booths corresponding with the other fixtures in the
store.
The Terre Haute Sunday Star advertised the
opening of the new department in part as follows:
"Terre Haute first
saw a 'talking machine'
in the old Dowling Hall
many years ago. An ad-
mission fee of 10 cents
was charged for the
privilege of inspecting
the wonderful inven-
tion, a crude machine,
turned by hand, and
producing more or less
unsatisfactory tone and
voice effects by means
of foil records. To-
morrow Terre Haute is
to have the chance of
seeing a new and com-
plete stock of Victrolas,
the remarkable sound-
recording, sound - pro-
ducing instruments that
had their inspiration in
the poor little 'talking
machine' of thirty years
Terre Haute, Ind. ao.Q ~
"The Victrola of to-day brings direct to you —
into your own home — the music of the world; the
wonderful vo.ices of Caruso and Melba and Tet-
razzini and other stars of grand opera; the in-
strumental music of Kubelik and Mischa Elman
and Paderewski, and others that are holding audi-
ences spell-bound wherever they appear ; the
comic, sentimental and popular songs o.f the day
sung by men and women of pleasing voice and
wide reputation; the music of the master bands
of the world, concerts by famous orchestras, dance
music that will set your foo.t busy at beating an
accompaniment — songs and music from every
quarter of the globe, German, Greek. Yiddish,
Chinese, and records in various other tongues.
All yours in the secluded comfort of yo.ur own
home, for the mere shifting of a rubber disc, the
changing of a little steel needle and the turn of a
lever. And you will not tire of the music, for
every month brings a fresh supply of excellent
records — a long list for you to choose from at
small expense. It is this opportunity to renew
your selection of records every month that keeps
the Victrola ever new and ever pleasing.
With so little to be proud of, it is hard to see
what makes the weather vane.
LOVING CUP FOR MISS McQRATH.
Popular Young Lady in Executive Office of
Columbia Co. Displays Her Terpsichorean
Ability and Secures Handsome Prize.
Miss C. McGrath, one of the most popular
young ladies in the executive offices of the Colum-
bia Graphophone Co., in the
Woolworth building, who
transcribes most of the ex-
cellent copy turned out by
the company's advertising
department, is evidently as
proficient with her toes as
with her fingers, which is
paying the former quite a
compliment.
Miss McGrath returned
Miss McGrath. from her annnual vaca-
tion last week, wearing under her arm an impos-
ing looking quart mug of solid silver. On closer
investigation it was revealed that this utensil was
in reality a very handsome loving-cup suitably
engraved with an inscription proclaiming the fact
that Miss McGrath had won the cup for her per-
fect tango dancing at Lake Hopatcong, N. J.,
after she and her partner had outdistanced all
competitors. Miss McGrath is bearing her honors
modestly and attributing her terpsichorean pro-
ficiency to the perfect rhythm of Columbia dance
records, which she utilizes for practice purposes.
Some men are like roosters — they crow pretty
well, but when it comes to work, they let others
do it.
We live and learn, but those who live fastest
don't always learn most.
SEE HOW THE JOBBERS IN THE WORLD
CAN SUPPLY YOUR WANTS.
Write today for our new catalogue giving
you rock bottom prices of our specialties.
Springs for any kind
of Talking Machines
No doubt you will find it Interesting.
EMIL RIEDEL
Sachsische Sagen- u. Federstahlwaren-
Fabrik.
Chemnitz- Gablenz, P. 0. Box 10, Germany
THE TALKING MACHINE WORLD.
35
NOTABLE TRADE IMPROVEMENT REPORTED IN ST. LOUIS
Business Slump Appears to Have Passed By — Higher-Priced Machines Have Many Ad-
mirers— Columbia Manager in the East — Eighteen Columbia Machines for Children's
Playgrounds — Home from the Convention — Recent Trade Visitors of Record.
(Special to The Talking Machine World.)
St. Louis, Mo., August 11. — The talking ma-
chine trade, which has been of fair volume during
the summer, has been greatly improved since the
beginning of the last week in July, according to
dealers here. The relief from the extremly hot
weather that was so depressing during the early
summer apparently revived the spirits of the talk-
ing machine users and a spirited demand for
records began at once and an improved machine
trade within a few days later.
A local dealer ran over his machine contracts,
railing amounts, for The World correspondent.
Despite the fact that his advertising recently has
been pushing machines at $50 and less, he has as
many $200 contracts in his list as $15 ones and a
large percentage more at $50 and above than be-
low $50. This, despite the fact that several of
the machines were especially for summer home
use. This ratio probably is true of all the dealers,
as they say that the very cheap machines now
are purchased only for special occasions.
Jobbers say the outlook for fall trade is ex-
cellent and that advance orders being received are
for excellent totals.
Harry Levy, of the Aeolian Co., has not' been
able to take his vacation as yet, and he declares
that the fall trade has begun in such form that he
is doubtful of getting away.
Manager Irby W. Reid, of the Columbia ware-
rooms, is in the East at this writing, combining
pleasure and vacation on an extended trip. He
is expected to return to his desk about the middle
of the month. Charles R. Sa'mon, manager of
the local wholesale department, is occupying Mr.
Reid's office during his absence and directing the
affairs of the local trade. The last reports from
Mr. Reid were that he had spent several days at
the factory and had been the guest of President
Easton, at Areola, N. J., for a week and that
he was going to tour the Eastern stores and see
how Columbias are handled there and pick up any
suggestions he could to push the trade in St. Louis.
Mr. Salmon said that the trade had been ex-
cellent since the newly decorated and furnished
store had been placed in shipshape and that
especially had improvement been noted" in the
retail record sales in the last two weeks. The
wholesale trade, he said, had been very good and
the fall outlook is excellent indeed.
Retail Manager Durry is ' taking a good deal
of satisfaction in an order for eighteen machines
delivered to the children's playgrounds. The fact
that this sale was made to Miss Charlotte Rum-
bold, a municipal officer who governs the play-
grounds, was especially pleasing to him. Only
48 records were sent out with the machines, but
that was because Miss Rumbold did not have
the time to go farther through the list. She ex-
pects to buy many more records as soon as she
has the opportunity. The machines will be handled
by the playground instructors, all of whom are city
school teachers who accept this work as summer
employment and the records used are all of an
educational nature. The folk dance records are
especially popular with the children. Mr. Duffy
regards this sale as an especially helpful one
toward promoting the use of the talking machines
in the schools, for the parents visit the playgrounds
frequently and become more familiar with the work
there than during the school season.
In making her purchases Miss Rumbold was
confronted with the necessity of making a small
appropriation go as far as possible. After care-
ful consideration she decided to economize by buy-
ing single, low priced machines and she explained
that the trouble of winding up the machine would
be the least of the instructor's troubles, as there
were plenty of willing workers on the playgrounds.
Returning from the convention Edwin C. Rauth,
secretary of the Koerber-Brenner Co., St. Louis; W.
H. Reynalds, of the Reynalds Music House, -Mo-
bile, Ala., and Lester Burchfield, of Sanger Bros.,
Dallas, Tex., took a sea trip. They went from
New York to New Orleans on Southern Pacific
steamer "Protius" and claim that for landlubbers
their sea legs worked very well. Secretary Rauth
says that nearly all the men on board were ini-
tiated into the order of the "Yellow Dog" and
that during the trip a very successful badger fight
was pulled off, a gentleman from Canada, whose
name will not be mentioned, taking the principal
part— risking his life in dragging the "vicious
badger" from his lair.
Air. Rauth says that since his return business
has been very good indeed — many orders for fall
deliveries being on file — and that conditions seem
'o be improving daily.
Mr. Rauth was elected secretary of the Job-
bers' National Association for the coining year and
is busily engaged in getting his work lined up.
Many matters of considerable importance not only
to the jobbers but to the trade will call for active
work on Mr. Rauth's part. His complete fami-
liarity with the talking machine business and with
selling problems in general will make him a very
valuable man in the position which the asso-
ciation has so wisely tendered to him.
At the Silverstone Music Co. store everybody
is busy preparing for the changes that are to
be made during August, which already have been
mentioned in The World and include a concert hall
that will seat forty or more persons and will be
on the ground floor and easy of access and open
for auditors at all times in addition to the stated
concerts for the promotion of machine and record
sales. They are quite anxious to get the work
done by early fall so that the exploitation of the
weekly record list can be begun and the fact
impressed upon the public that there are new
Edison disc records each week.
A. C. Ireton, sales manager' for Thos. A. Edi-
son, Inc., was a recent visitor. He came to
get acquainted and to talk over fall business,
and, of course, to write the fall order, and Mr.
Silverstone talked in three and five carload ship-
ment lots of his needs. Mr. Ireton brought the
news that Story & Clark had signed for the sales
of Edison disc machines in their thirteen retail
piano stores and he left the $5,000 order for the
the St. Louis store with Mr. Silverstone while he
was here. It so happens that there is an Edison
'obber in each of the Story & Clark towns, so
thirteen jobbers get a nice order each from the
deal.
E. S. Hemenway, of Alexandria, La., president
of the Alexandria Furniture Co., and one of the
long distance customers of the Silverstone Co.
for Edison discs, was a recent visitor at the store
and he remained over a few days to see how re-
tail trade is handled here. Another notable visi-
tor was Eugene Zimmerman, president of the
Peoria, 111., Phonograph Co., Edison cylinder job-
bers but Edison disc customers of the Silverstone
Co. Mr. Zimmerman reports an excellent trade
for the high priced machines in this thriving city.
J. E. Bennett, of Sullivan, Mo., who is selling-
Edison cylinder and Columbia machines in the
Ozark mountain foothills, like sewing machines
used to be exploited, was a recent visitor to this
city. Air. Bennett started his crews out in wagons
and automobiles to test the efficiency of each ve-
hicle. Now he has stopped the autos, as he says
experience proves that the rapid travel over the
country roads is too much for the talking ma-
chines and he will stick to the wagons. His busi-
ness is proving very successful, he says.
J. A. Carter, of Mexico, Mo., has been installed
as manager of the wholesale department of the
Silverstone Music Co.
A recent Silverstone feat in the advertising line
that caused considerable talk followed the use of
a half page ad by a cigarette company headed:
"Mr. Edison Made a Mistake." The ad was an
attractive one, and, of course, referred to the in-
ventor's recent condemnation of cigarettes. Mr.
Silverstone, the next Sunday, used a half page
wide space with the same sort of display line and
announced "Mr. Edison Makes no Mistakes."
Then his ad plunged into the fact that Mr. Edi-
son had announced that he had put certain quali-
ties into talking machines that previously had
been overlooked and that experience had shown
that he was right in his statements beyond dis-
pute. Not a word was said about cigarettes in
the ad.
THE SOUND REPRODUCTION CO.
The Sound Reproduction Co. was incorporated
last week by the Secretary of State, Albany, N. Y.,
to engage in the manufacture of reproducing ma-
clr'nes. The incorporators are A. Joseph Geist.
H. C. Burinstein and H. W. Hess, and the capital
is placed at $5,000.
Thomas A. Edison, Inc., recently filed in-
junction proceedings against the Trafford Music
Co., of Mason City, la. The Edison Co. claims
that the Trafford people have removed the Edi-
son identifications and then offered its machines
for sale, in spite of the fact that the Chalmers
Music Co. has sole selling rights in that city.
READY REFERENCE OF GENERAL SUPPLIES
DEALERS
Send for our "Trial Proposition" on the
Regina Hexaphone — the latest and best pay-
ing popular priced coin-operated instrument
for use in public places. ,
211 Marbrldge BIdg.. 34th St. and Broadway, New York City
Manufacturers of Regina Music Boxes; Reginaphones;
Coin-operated Mandolin Orchestrions; Vacuum
Cleaners and other specialties.
Mermod & Co.
505 Fifth Avenue New York
Manufacturers of
Talking Machine Supplies
Motors— Sapphire Points
Diamond Points a Specialty
Keep Your Record Stock with
Costs about $2.00 for 250 records for 50 years
Send for 20-page catalog
THE SYRACUSE WIRE WORKS,
SYRACUSE . . NEW YORK
36
THE TALKING MACHINE WORLD.
oppose — - MR. DEALER
your uisi
Suppose— you
until he sends
hasn't got it.
have to wait
the factory
>y the time they send it to
and he sends it to you —
Your customer has forgotten
he ever ordered it—
You've Lost Your Customer
lave \ h : Largest and Most Complete
Victor Stock in the World
A Record of 99.3% Orders Filled
Send us your rush orders—//" it's in
the Victor Catalog — We've got it.
Order now — be prepared to meet
your demand—
Don't risk losing an order.
An Order Filled Means a Satisfied Customer
THE TALKING MACHINE COMPANY
12 North Michigan Avenue : : : Chicago, Illinois
If it's in the
Victor Catalog
We've got it
s .
. — ^ M
THE TALKING MACHINE WORLD.
37
From Our Chicago Headquarters
E. P. VAN HARLINGEN, Manager
HENRY S. KINGWILL, Associate
World Office
Consumers' Bldg., 220 South State St., Chicago
Telephone: Wabash 5774
(Special to The Talking Machine World.)
Chicago, III., August 8. — The local talking ma-
chine trade is much interested in the fate of sev-
eral of its members who were so unfortunate as
to be caught in the chaos caused by the European
wars.
Paul Healy, president of Lyon & Healy, is lost
somewhere in Europe, but whether in France,
Germany or England the officials of the company
have been unable to find out. A. D. Geissler, head
of the Talking Machine Co., is in Europe some-
where and his exact whereabouts also are un-
known. Henry Babson, of Babson Bros., and his
wife are 'believed to be in London, but no word
has been heard from him. C. E. Goodwin, head
of the Phonograph Co., arrived in this country
from France just in time. Had he attempted to
leave two or three days later he would have found
ic impossible.
Miss Caldwell, of the Talking Machine Shops,
is one of a party which is reported by the dailies
to have arrived safely in London after suffering
considerable inconveniences in getting out of
France. Several dealers of Chicago and contigu-
ous territory are also known to be in various parts
of the Old World, and in almost every case it has
been impossible to get in touch with them.
But little effect is expected to be shown in the
coming season because of the war and any slight
depression that may be resultant will, in the opin-
ion of the local jobbers, be more than offset by
the tremendous crops and general conditions that
are assured us.
Talking machine men, in company with other
members of the general music trade, are planning
an aggressive campaign in South America during
the coming year. It is generally agreed that the
United States never had a better opportunity to
compete with Germany and introduce our prod-
ucts into the great southern continent than at the
present time, and if we can convince South Amer-
icans of the quality of our goods and the advan-
tages of doing business with us, it is thought that
the business can be held permanently.
One of the dailies has suggested that many of
the artists who do considerable recording work
may be obliged to devote their services to their
various countries. Titta Ruffo, whose income as
a singer is said to be almost a quarter of a million
a year, may be compelled to fight for six dollars
a month in the Italian army. Enrico Caruso, it
is also suggested, may be called upon to shoulder
a gun. In addition to these there are a number
of singers of other countries who may, because
of the strict military requirements of their va-
rious countries, be compelled to join in the work
of war. A local dealer deprecated the idea,
saying that Italy, France and Germany appreciate
these men too much to risk their loss by placing
them on the firing line, although they may be called
upon to serve their countries in different ways.
Talking Machine Man to Marry.
L. E. Noble, assistant manager of the wholesale
talking machine department of the Wurlitzer Co.,
will be married September 1 to Miss Helen Jack-
son. The young couple will enjoy an extended
honeymoon and will take up their residence on
the South Side. Congratulations!
Big Wade Business in the East.
S. O. Wade, head of Wade & Wade, manufac-
turers of fibre needle cutters, arrived home from
the convention held at Atlantic City and the trip
which followed it, much pleased with the conven-
tion and the treatment received from Eastern job-
bers afterward.
"The convention itself was a most interesting
one," said Mr. Wade, "and in my case the busi-
ness done was more than satisfactory. I also re-
ceived numerous big orders for our cutters after-
ward when I called upon the jobbers in various
Eastern cities. We are anticipating a fine fall
and do not believe that the war scare will seri-
ously affect . the talking machine trade of this
country."
Demand for Filing Cabinets.
Manager Mortenson, of the Salter Manufactur-
ing Co., reports that present indications would
show one of the most prosperous fall seasons
the company has ever enjoyed.
"A particularly noticeable aspect of the trade
during the past month has been in the unusual
demand for filing cabinets," said Mr. Mortenson.
"Owners of talking machines are beginning to
take a serious interest in their libraries and, with
the additional fact that the average library is rap-
idly increasing, it is no wonder that dealers are
receiving a call for record filing facilities."
Some Visiting Dealers.
Ray Bannon, of Morris. 111. ; J. Lowenstein, of
Valparaiso, Ind., and Mr. Wilkinson, of the Wil-
kinson Piano Co., of Joliet, 111., were visiting deal-
ers of the week.
Stimulating Musical Interest.
A perusal of a number of newspapers from all
over the country show that a very live interest, is'
being taken in community music. There are more
band concerts than ever before in the parks, and
there are many concerts, free for the public, in the
social centers and small park auditoriums even
in the winter in the large cities. This is all of im-
mense import to the talking machine trade, and
anything that has "the effect of stimulating interest
in music and especially in the better class of music
serves to increase the sales of pianos, player-
pianos, small goods and talking machines. The
interest in things musical is growing with special
rapidity in the Middle West. In view of all this
it is rather surprising to find that musical instru-
ment dealers are comparatively seldom discovered
doing their very best to further such plans. They
should be supporters of the artistically musical in
their vicinity. They should organize musical as-
sociations of various kinds and secure appearances
of noted vocal and music instrumental artists. Of
course there are some dealers of whom nothing
can be complained in this regard, but as a mat-
ter of fact there are not near so many who realize
the close connection between the arousing of mu-
sical interest and the enhancement of their business
as you would expect to find. This is almost in-
credible, but it is absolutely true. Furthermore,
it is just as true of the large centers as it is of the
small cities and towns.
Move to Enlarged Store.
Tresch, Fearn & Co. are removing their business
five doors south of their present location at 130
North Fifth avenue. The removal brings with it
many advantages, principally in the way of space
in the new quarters, which offers three times as
much loom as the old. Five large booths of sound-
proof construction have been erected under the
direction of Mr. Fearn, who has at last had an
opportunity to work out his own ideas of what
sound-proof construction should be. Mr. Fearn's
plan embodies an air space of about two inches
surrounded on either side by two thicknesses of
heavily pressed felt. The felt is in turn reinforced
by wood, and over the wood there is laid an at-
tractively finished beaver board laid out in panels
and trimmed in mahogany. Each booth is taste-
fully furnished and is large enough to accommo-
date three or four different styles of machines.
The booths are illuminated in brilliant fashion,
while the store itself is lit with large clusters of
(Continued on page 39.)
THE WADE-™ EK-lflE WADE
The WADE embodies the right principle, worked out through long experience. It is simple, durable and accurate. It trims the
needle at an angle resulting in the best tone. The WADE cutters are made of the best steel and are absolutely guaranteed.
The Wade
Fibre
Needle
Cutter No. Z
The WADE is
the most economical
cutter. It has a self-
acting stop, which
prevents waste and
enables one to get
from 12 to 15 per-
fect playing points.
No. 2 has a double
action, making it
especially easy to.
operate and afford-
ing the most power-
ful cut of any tool
made. No. 1 is a
very popular cutter
which has given ex-
cellent service.
The Wade
Fibre
Needle
Cutter No
RETAIL PRICES-No. 1, $1.50; No. 2, $2.00
Order from your regular Dis-
tributor—we sell to Jobbers only
WADE & WADE,
3807 La
PHONE, DOU
CHICAG
ke Ave.
GLAS 8108
O, ILL.
38
THE TALKING MACHINE WORLD.
TWO NECESSARY
TALKING MACHINE ACCESSORIES
The Lyon & Healy Fibre Needle Cutter and
The Dustless Record Cleaner
Over 50,000 Satisfied Users of the Lyon & Healy Fibre Needle Cutters!
Is not that enough to convince you that you ought not wait another minute before writ-
ing for our liberal terms of discount and a supply of the Lyon & Healy Fibre Needle Cutters?
The wonderful success of the Lyon & Healy Fibre Needle Cutter is due to the following
facts:
The blades are made of the finest grade of tool steel, properly tempered; the upper blade
is pivoted above and back of the cutting edge of the lower blade. It is held in place by a
very high tensioned spring to insure correct leverage and a perfect point at every cutting.
The cutter is fitted with a guide that prevents the cutting away of too much of the needle
and also has a receptacle that receives all the waste. It is very simple and easy to operate
and, with ordinary usage, should last indefinitely without sharpening.
This cutter is invaluable to all users of the Fibre Needle, as a needle may be used twelve
to fifteen times where one of the cutters is in use.
We give our absolute guarantee with every
cutter sold.
RETAIL PRICE $1.50
■G>> Pro. fltiniiari fv .
The everlasting Dustless Record Cleaner
is an article that every Victrola owner should
have.
It . is made from carefully selected Wool
Skin with the Wool cut short.
It polishes, cleans, prolongs the life of
records and makes them look like new. Will positively not scratch the records
RETAIL PRICE 15 CENTS
FRONT VIEW
BACK VIEW
DON'T WAIT
SEND US
YOUR ORDER
TO-DAY
CHICAGO
LIBERAL
DISCOUNT
TO THE
TRADE
THE TALKING MACHINE WORLD.
39
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 37).
SPENDS HONEYMOON TRIP ON STREET CAR.
Columbia Grafonola Furnishes Music for a Novel Stunt in the Matter of Up-to-Date After Mar-
riage Celebration Which Has Won Much Notice for All Concerned.
powerful electric lights. These lights, because of
the construction of the bulb and the fact that it
is filled with a gas, furnishes a soft, very brilliant
flood of light. A large basement is a part of the
new establishment, and in it there will be located
a commodious salesroom and a large space for
the storage of records. Mr. Fearn promises that
the system of record storage and filing will be the
last word in that direction. Tresch, Fearn & Co.
are one of the few dealers in Chicago who handle
the Victor, Edison and Columbia lines.
Brings Out New Record Cabinet.
James I. Lyons, Chicago's pioneer talking ma-
chine dealer, has designed and is putting on the
market a cabinet that is especially fitted to the
storage of Edison Amberol records. The cabinet
is finished in various woods and contains five
drawers, each capable of holding thirty-six cylin-
der records in their boxes. Provision is made for
setting an Edison machine upon the top of the
cabinet, and as the cylinders are placed in the
drawer with the titles on the boxes facing upward,
it is but the work of a second to select the record
desired. M'r. Lyons is receiving numerous in-
quiries regarding this much needed cabinet.
Personals and Visitors.
Miss Mary M. Cockrell, of the Talking Machine
Shops, is on a two weeks trip to Niagara Falls.
Manager Cullom, of the talking machine depart-
ment of the W. W. Kimball Co., has returned
from a vacation at Roscommon, Mich.
John Greene, buyer of the Victrola department
of the Young & Chaffee Co., .of Grand Rapids,
Mich., was a visitor to rhe office of the Talking
Machine Co.
Mr. Brodt, of Stewart Bros., Columbus, O.,
was also a visitor to the local trade. He reported
a satisfactory business and said that considerable
trade was attracted to the store following a novel
demonstration of the new dances that were pre-
sented in the show windows of the establishment.
Some of the juvenile pupils of a local academy
were secured who were glad to furnish their serv-
ices at a reasonable cost.
Among a number of other prominent dealers
who visited the Great Central Market recently were
George H. Mee, of Faribault, Minn.; Mr. Siegler,
of Foster's Picture Shop, Lafayette, Ind., and R.
M. Rhodes, president of the Rhodes Furniture Co.,
of Memphis, Tenn.
R. A. Seager, manager of the Victrola depart-
ment of Scruggs, Vandervoort & Barney, St. Louis,
Mo., was a visitor to the local trade.
E. A. Moore, in charge of the piano and Vic-
trola department of the Pelletier Co., Sioux City,
la., was a visitor to Chicago recently.
A. G. Kunde, Milwaukee Columbia representa-
tive, was in Chicago for a short stay a few days
ago.
R. L. Du Bois, assistant manager of The Pho-
nograph Co., left shortly after the return of C. E.
Goodwin on a two weeks trip to Green Bay, Wis.
F. A. Copeland, Edison dealer of Elgin, 111., was
a visitor to the offices of the Phonograph Co., as
was also Charles Dahlen, of St. Charles, 111.
A visiting Edison dealer of Chesterton, Ind., was
J. B. Lundberg.
W. F. Standke, New Orleans manager of the
Columbia Giaphophone Co., visited the city re-
cently. Mr. Standke reported that business in the
Southern States was very good, with every pros-
pect for a record-breaking fall.
Honeymooners Visit Us.
B. M. Buck and his bride, of Lansing, Midi.,
were visitors to Chicago recently. The Newlyweds
were entertained by G. P. Ellis, of the Talking
Machine. Co., who informed us confidentially that
while here the groom displayed much interest in
the lady ice skaters at the College Inn, which al-
most caused a family row.
Open New Department.
C. I. Abelowitz has been appointed manager of
the new Victrola department of A. Herg, Terre
Haute, Ind., which concern operates the largest de-
partment store in that city. . Mr. Abelowitz was
in Chicago recently for the purpose of placing his
initial order with the Talking M'achine Co., and
announced that he was opening a first class de-
(Special to The Talking Machine World.)
Chicago, III., August 11.— When George E. Stod-
dard, author and playwright, wrote the book of
"The Elopers" he did not realize that in a short
time he, too, would be eloping. Certainly he did
not realize that his honeymoon trip would be
made in a street car, with his friends dancing the
tango and hesitation to the music of a talking
machine. But so it was.
Shortly after the first performance, Mr. Stod-
dard met a very pretty member of the chorus,
who appealed to him as no other woman ever had.
partment, equipped with new booths and furnished
in the latest fashion. The opening of the depart-
ment was set for the early part of this month.
Prophesies Big Fall Business.
W. C. Fuhri, district manager of the Columbia
Graphophone Co., returned a short time ago from
an enjoyable vacation spent at Pine Lake, Mich.
Mr. Fuhri returned to find reports coming from
all sections of the Middle West, indicating that this
fall is to be a most favorable one to the talking
machine trade.
C. F. Baer, local Columbia manager, also was
most optimistic about prospects for the coming
season, and upon returning from a trip through
Iowa, said to The World : "Crops are in excellent
shape in every part that I visited. Factories are
starting up and business will be in full blast by
early fall. Railroad companies are loosening up
in their expenditures, and some of them are push-
ing construction and development work hard.
From the present outlook I think that the coming
fall will be a big one for us."
Mr. Baer added that while the war in Europe
would injure this country greatly in some respects,
it would also be the means of opening up old fac-
tories and perhaps permanently reviving some of
phone Co., had been invited to be present and fur-
nish the music. They did so with the aid of a
Columbia "Favorite" Grafonola and a few Colum-
bia records, such as "Puppchen" and "Dreaming."
A half dozen of the company could dance quite
comfortably at a time, and in the accompanying
picture we see two of the leading -women, Miss
Sylvia De Frankie (on the left) and Miss Olga
De Baugh (on the right) dancing with the two
comedians, Mr. Dunlay and Mr. Kelso, respectively.
Miss Kennedy is seated at the left of the picture.
The "Herald Movies" man discovered the party
the industries that suffered from the reduced
tariff.
Satisfactory L. & H. Business.
L. C. Wiswell, manager of the talking machine
department of Lyon & Healy, tells The World that
while business was quiet, as is the custom at this
time of year, the month of July showed a very
satisfactory business both in the wholesale and re-
tail departments over the corresponding months of
last year. Mr. Wiswell was greatly pleased with
the convention held at Atlantic City, and spoke
very highly of the entertainment given by the Vic-
tor Co. to the visiting jobbers.
Mr. Wiswell leaves shortly on a cruise through
the Great Lakes, and will go as far as Buffalo.
He will be accompanied by his wife and four chil-
dren.
Almost all of the Lyon & Healy travelers are
returning from their various vacations. E. P.
Bliss, the Michigan traveler, returning from a trip
to Jamaica ; H. R. Smith, the Illinois traveler, re-
turning from two weeks in the Catskills, where
he said he discovered the man who paid the rent
for Mrs. Rip Van Winkle, and J. B. Ryde, re-
turning from Michigan. W. P. Roach, who handles
(Continued on page 40.)
Dancing the Tango to Col
He proposed and was accepted, but his endeavors
to keep the news from the other members of the
company did not meet with success, and Miss
Frances Kennedy, singing comedienne and star of
the show, invited the newly weds to a mysterious
party to be given at Thirty-ninth street and Cot-
tage Grove avenue, where the blushing bride and
groom found Miss Kennedy and the other mem-
bers of the company awaiting them at the car
barns. The completed assemblage was hustled into
a private Cottage Grove avenue car and the honey-
moon was begun.
W. W. Parsons, local manager of the Dictaphone
Co., and Mr. Winter, of the Columbia Grapho-
mbia Music on Street Car.
shortly after it started and took pictures of this
remarkable elopement, which were later shown
through the medium of the movie shows to over
half a million people of Chicago. We are in-
debted to the r'Herald Movies" for this clipping
from their film.
Mr. Parsons and Mr. Winters are to be con-
gratulated upon getting in on this, for they secured
for their company some very desirable publicity
and enjoyed a very pleasant time themselves.
"We experienced no trouble in operating the
machine," said Mr. Parsons, "for the roadbed was
good and, though the car swayed considerably at
times, the 'Favorite' worked to perfection."
40
THE TALKING MACHINE WORLD.
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 39).
the Chicago business, enjoyed a vacation in Iowa.
Victor Lecturer Here.
L. C. Case, lecturer of the educational depart-
ment of the Victor Talking Machine Co., spent the
past two weeks in Chicago. Mr. Case was busily
engaged while here in demonstrating the educa-
tional value and instructive possibilities in all
phases of musical work to a large number of sum-
mer school classes.
Roy J. Keith Had Great Vacation.
Bronzed with the sun and wind and looking the
picture of good health, Roy J. Keith, sales man-
ager o.f the Talking Machine Co., returned this
week from what he characterized as the "best va-
cation I have ever had." And judging from the
photographs that he brought back with him, it
must have been a most enjoyable outing.
"We were away up on the northern — the Cana-
Keith with Prizes of Vacation.
dian — shore of Lake Superior, up where almost
the only people that we saw were a few Indians
and traders. Arriving at Michipicoten, four of us
chartered a fishing tug which carried us to
Michipicoten Island. Here we unpacked our out-
fits, and after enjoying the island for a while
paddled to the shore of Superior, sorne twenty
miles in. From this point we slowly worked our
way back to Michipicoten, 125 miles away, fishing
at the mouths of six rivers. We were in two
canoes and did nio.st of our paddling at night,
when the breeze had died down. We hugged the
shore pretty closely, for at times we ran into
rough weather and on a few occasions we were
unable to put out at all. We had some excellent
luck fishing and caught some brook trout, such as
those shown in the picture, that fairly melted in
our mouths. This particular string averaged two
pounds."
Western Pathescope Business Increasing.
iFramcis Reno; Chicago representative of the
Pathescope Sales Co., 1306 Marquette building,
reports to The World that the Continental wars
will not interfere in the slightest with the conduct
of their business and the supplying of dealers with
stock. "We have very large stocks of both ma-
chines and films in this country," said Mr. Reno,
"more than sufficient, I believe, to last us through
the war. Films are manufactured by wo.men in
the big factory near Paris, and they have not been
obliged to leave their work. Present indications
are that steamships will be running again soon
between France and this country, and this of
course brings matters back to normal. We are
doing a very goo.d business with talking machine
dealers in this section, and already a large number
of those who have taken on the line are coming
back with reorders. The talking machine dealer
is peculiarly adapted to handle our line and is
rapidly finding it out."
Mr. Reno showed the Pathescope and its uses to
an admiring attendance at the recent Downers
Grove (111.) Chautauqua. M. M. Blackman, of
the talking machine department of Lyon & Healy,
made the arrangements with Mr. Reno.
Talking Machine Travelers Return.
Traveling salesmen of the Talking Machine
Co., of Chicago, are now, with one or two excep-
tions, back from their various outings. George
Cheatle, traveling sales manager, and his wife,
spent some time on a ranch at Folsom, Cal. Mr.
Cheatle has once more resumed his travels on the
sunny coast. D. C. Preston, Wisconsin traveler,
and his bride have returned from a month's vaca-
tion spent at Clear Lake, la. E. L. Barker en-
joyed his summer's rest at a Michigan summer
resort. Mr. Barker travels in Illinois and In-
diana. H. L. Flentye, city salesman, is at present
at the sanitarium at Battle Creek, Mich., recover-
ing from an illness that unfortunately attacked
him just as' he started o.n his vacation.
L. C. Parker, manager of the piano department
of Gimbel Bros., is reported here to have left for
Sturgeon Bay, Wis., where his father is ill.
Up in the Air.
The accompanying photograph shows the mem-
bers of the Victrola department of the Stewart
Dry Goods Co., of Louisville, Ky., as they were
snapped while on the roof of the company's estab-
lishment one day not very long ago. The photo-
graph shows only nine people, but in the busy
months the force is increased to about fifteen. The
department is under the management of L. M.
Knickerbocker, who has at his disposal an excel-
lent salesroom and a large record room. The sales-
room is fitted with five sound-proof booths con-
structed of reinforced plate glass. The depart-
inception. Under the management of Mr. Knick-
erbocker the department lias continued to expand,
and at the present rate the coming fall season will
necessitate a force much larger than the company
has been obliged to use before.
"Summer Sales Ideas."
That is the title of a most efficient little sym-
posium of ideas for the creation of summer sales
that has been issued by the Talking Machine Co.
under the direction of Sales Manager Roy J.
Keith.
The booklet is made up of nine sheets, each
sheet bringing out in detail some method of ap-
proaching prospective custo.mers that can be well
handled during the summer season. Typical let-
ters are suggested, as well as supplementary and
follow-up matter. The possibilities of hotels and
summer resorts are particularly dwelt upon and
methods for presenting demonstration dancing ex-
hibitions are explained.
Big Chicago Industries Rumored.
There are numerous rumors in the trade that
refuse to be downed anent the establishment in
Chicago of two large factories for the production
of talking machines. Both are said to be backed
financially by large Western corporations who see
big opportunities for handsome returns on some
idle capital in this business. It is also stated on
good authority that a plant for the manufacture
of records is soon to be established here and that
the machinery to be used in a new pro.cess of
record making is already contracted for.
CONDITIONS IN CUBA
Are Generally Satisfactory, Says E. E. Robin-
son of the Export Department of the Co-
lumbia Co. — Robins & Co.'s Good Business.
Members of Victrola Department Stewart
ment was opened in June, 1913, and with the force
cf five people, was G. P. Ellis, who is now con-
nected with the Talking Machine Co., Victor job-
bers of Chicago. The department was success-
ful from the first, Mr. Ellis instituting ideas which
were the cause of an increased business from their
E. E. Robinson, the well-known globe-trotting
representative of the export department of the
Columbia Graphophone Co., returned to New York
this week after a month's trip to Cuba. Mr. Rob-
inson was accompanied on this trip by Clyde Emer-
son, of the Columbia record laboratories, and a
veteran of the talking
machine industry :
"Business conditions
in Cuba are generally
satisfactory in view of
the unsettled state of
affairs throughout the
world," said Mr. Rob-
inson in a chat with
The Review. "The
sugar crop was un-
usually good, but the
decline of the tobacco
crop proved a disap-
pointment to business
men in Cuba. The
outlook is encouraging,
however, in practically
all lines of business.
"Our representatives
in Cuba, Frank G. Rob-
bins & Co., are closing
an excellent business,
both in machines and
records. Their progressive and energetic sales
methods and extensive advertising campaign are
well calculated to produce far-reaching results.
While in Cuba on this trip we secured quite a num-
ber of records by well-known artists and prominent
orchestras."
Dry Goods Co.
The Columbia automatic stop. The most accurate automatic
stop made and the easiest to operate.
Gun Metal, $2.00 list. Nickel Plated, $2.50 list. Gold Plated,
$3.00 list.
May be adjusted to both Columbia and Victor disc machines.
Order from any Columbia Distributor.
THE TALKING MACHINE WORLD.
41
TERRITORIAL LINES FOR JOBBER AND DEALER.
An Interesting Presentation of an Important Subject by H. H. Blish, Secretary and Treas-
urer of Harger & Blish of Des Moines, la., and President of the Edison Disc Jobbers'
Association — His Viewpoint of This Situation Is Both He'pful and Timely.
One of the greatest handicaps that the jobber
has been working under in the past, in the mind
of the writer, has been the difficulty in engaging
the attention of firms of recognized standing as
to the permanency of the proposition and the
stability of the line. They point out, and with
justice too, that anybody who can scrape up
enough to buy three machines and 100 records
can get into the game, only to find later on that
B. M. Harger,
President.
the same degree of salesmanship must be used to
dispose of them as ^s required of any other line
of merchandise. The dealer by reason of his in-
competency, loses interest and wants his money,
which, more times than otherwise leads to price
cutting on the side, and in doing so, completely
discourages the good dealer who has spent freely
of his time and money in placing the proposition
on a safe and sane basis. In arguing the question
recently with a large dealer who was spending in
advertising, a large percentage of his earnings
from that department, said "what inducement is
there in it for me to carry the amount of money
that I have in these goods and to continue doing
so, working by day in demonstration at the store,
and by night in the lodge, school room or home,
only to find that by my activity, later on, I have
excited the envy and cupidity of some competitor,
who finds the field that I have been engaged in
tilling, looking so good that when I should be
harvesting the results of my labor, he steps in with
an inconsequential purchase of three machines and
shares with me the results of my effort." There
is no question but that there is little incentive to
first-class dealers carrying complete stocks unless
this protection is afforded them.
I have, for a long time, advocated definite and
positive territorial lines for both jobber and dealer
as the best solution of this question. While this
need not involve necessarily an exclusive sale pro-
position in the literal sense, he can be given to
understand that no solicitation for business will
be tolerated in his prescribed field. I would go
even further than this and require that any dea'er
receiving an order from outside the territory al-
lotted to him, should be required to split with
the dealer from whose territory the order came.
The Vose Piano Co., of Boston, has been working
this plan for years, to the entire satisfaction of
all concerned. The automobile industry absolutely
prohibits a sale in outside territory under penalty
of forfeiture of contract. While right in the
family we have a precedent in the dictating ma-
chine department requiring all work done strictly
within territorial lines. The carrying out of such
a proposition would tend greatly to lessen the
number of dealers and jobbers but would get men
into the business who would feel justified in carry-
ing large stocks and would stand ready and willing
to spend whatever sum in reason, was necessary to
get results. They want to feel that their invest-
ment is stable and that the risks now being run
by reason of the kind of competition with which
they have to contend, is done away with.
The jobbers territory should be prescribed in
the same way, by placing a jobber in complete
control of all the business within a prescribed
field. He being on the ground, is in a far better posi-
tion than anyone else to decide as to the desirabil-
ity of an applicant. By holding the jobber to a strict
account of his territory for development, it is up
to that jobber to either improve it or relinquish
that field. Most important of all is the question
of credits which would be entirely solved were
territorial lines placed around the jobber, and,
in this, the factory is as much a beneficiary as is
the jobber.
We all know of the kind of trade that gets in
to the limit with one jobber, then tries jobber
number two and three, until each have credit tied
up exceeding many times the dealer's ability to
pay — then a settlement of 30 or 40 cents on the
dollar. A dealer knowing that he must pay his
local jobber or get out of the business, will see
to it that his standing on the books is all that the
credit man desires. The jobber, when he lines up
the right sort of representation in his field, can
afford to extend every bit of help financially within
the range of his ability, as well as with the help
that his salesmen can render, without feeling that
just as soon as he has developed a customer worth
while, he loses him to some other jobber through
the personality, possibly, of some first-class sales-
man, and all of his days and nights spent in de-
veloping that dealer is lost.
If a jobber in automobiles wants to buy Ford
cars, there is only one place to go. Same way for
the jobber in buying Edison machines. Why not
the same condition for the dealer. You may argue
that it doesn't seem fair or good
business to ask a dealer to buy of a
jobber if the service rendered is in-
adequate or if possibly the jobber
may, at the time, be temporarily out
of the goods desired. In this regard,
I would put it up to the next nearest
jobber to fill the order immediately,
charging the jobber from whose ter-
ritory the order came, the dealer's
discount. He thereby secures the
profit that he is entitled to by reason
of his having the goods, and the job-
ber who first secured the order is
penalized the profit by reason of his
failure to supply the order promptly,
and in addition carries the account.
This, he should prefer doing, for it
prevents a good customer from get-
ting on another jobber's books, and
keeps the credit standing of the deal-
er wholly within his hands.
To sum up, I would say that there
are altogether too many small stocks
in the field and we can never interest capital to the
extent that we should, until they can be given a
definite and defined territory to work in, and be
made to feel that in due time all the results of
their efforts will revert to them and to them alone.
PARLOR PROVES ATTRACTION.
J. E. Crayton & Co., of Charlotte, N. C, who
recently added to their line the new Edison dia-
mond disc phonograph, have found it necessary to
install a handsome parlor or hall for the enter-
tainment of the music lovers of that city. It is
proving a very popular attraction.
LONG CABINETS
HAVE MANY FRIENDS
D65, D66, D67.
FOR VI., VIII., and IX. VICTROLAS.
Mahogany, Fumed Oak, G. 0. and W. O.
A splendid line of well made,
elegantly finished, Record and
Player Roll Cabinets.
Prices and -printed matter for the asking.
Kindly anticipate your requirements for
Fall, naming dates for shipments.
The Geo. A. Long Cabinet Co.
Hanover, Pa.
Address Clement BeeCrof t, Sales Manager
309 W. Susquehanna Avenue, Philadelphia
42
THE TALKING MACHINE WORLD.
The dealer who carries Columbia product
knows that he has one grade of quality
all the time: also he has the comforting
knowledge that the range of prices gives
him something to match up with every
variety of pocket that is brought into
his store.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
NEW QUARTERS IN DALLAS, TEX.
Southwestern Talking Machine Co. Occupying
Handsome Home in Heart of Retail District.
Upon the occasion of his recent visit to the
New York headquarters of the Columbia Graph-
ophone Co. last month, Rafael Cabanas, president
of the Mexican Phonograph Co., Genl., Mexico
City, Mex., and the Southwestern Talking Ma-
gives maximum shipping and freight efficiency.
Before taking possession, the company constructed
an entirely new exterior and interior, and as it
now stands, the building is one of the show places
of the Dallas retail district. There are three hand-
somely furnished demonstration booths on the main
floor of the- warerooms, and the walls are finished
in green and gold with the ceiling in ivory and bur-
lap wainscoting. The indirect system of lighting
adds to the dignified appearance of the warerooms.
New Warerooms of the Southwestern
chine Co., Dallas and El Paso, Texas, both ex-
clusive Columbia distributers, gave an interesting
account of the new home that the latter is now
occupying in Dallas, its headquarters.
Situated at 1011 Elm street, this new building is
in the heart of the retail piano and talking machine
district, and easily accessible to the best class of
retail trade. The building runs clear back to Pa-
cific street, where a railroad siding at the ' door
Talking Machine Co., Dallas, Tex.
The new warerooms of the Southwestern Talk-
ing Machine Co. have been Visited by many of the
city's prominent artists, while the auditorium has
already been the scene of several excellent con-
certs given by successful local clubs and societies.
R. R. bouders is the capable manager of this
company, while A. B. Giles, who directs the pub-
licity and advertising has been an important factor
in the company's pronounced success.
DEMONSTRATED EDISON DISC RECORD AN ESSENTIAL JHOME REQUISITE
(Special to The Talking Machine World.) Is the Dome Record Case Made by W. D. An-
Topeka, Kan., August 4.— The Santa Fe Watch drews of Buffalo— Popular with Users.
Co., Edison disc representative in this city, recently
gave an unusual and successful demonstration of
the Edison disc product before the Topeka Cook-
ing School. A formal program of representative
disc selections was arranged for the occasion, and
at its close additional records were played for the
edification -of the audience, which was delighted
with the tonal beauties of the Edison disc machine
and records.
VICTROLA WITH_THE ORGAN.
Charles H. Demorest gave a novel program on
the organ in Tally's Broadway Theater in Los
Angeles, recently in which the Victrola was used
with organ accompaniment in Leoncavallo's arioso
from "I Pagliacci," sung by Caruso, and in John
McCormack's singing of Marshall's "I Hear You
Calling Me."
One of the strong selling specialties in the talk-
ing machine trade is the Dome Record Case made
by W. D. Andrews, Buffalo, N. Y. This case
holds 20 records, accessible for instant use, and
by following the index die owner can find 'just
where each record is. Built strongly, with a
nickel-plated metal support to keep records in posi-
tion, its durability is unquestioned. Another fea-
ture is its lock, which enables the owner of a ma-
chine to keep valuable records from promiscuous
use. Furnished in ten and twelve-inch record sizes.
As the trade knows, W. H. Andrews is a Victor
jobber who prides himself upon his good service,
not only from the stock standpoint but for facili-
ties. He has thirteen lines of railroads and five
express companies assisting him, as well as boat
lines on the Great Lakes. One of his specialties is
furnishing records in Dome Record Cases.
PHILADELPHIANS ON THE SEA.
Talking Machine Men from Snellenberg & Co.
the Guests of E. G. Evans, of C. Bruno &
Son, Inc., on a Fishing Trip Outside Sandy
Hook — Some Happenings of Interest.
R. B. Cope, E. W. Eisenhart, W. C. Stiver, Jr.,
and Wm. S. Irwin, of the talking machine depart-
ment of N. Snellenberg & Co., Philadelphia,
motored to New York recently, where they
were the guests of E. G. Evans, of C. Bruno &
Son, Inc., 353 Fourth avenue, New York, the
musical merchandise jobbers.
With his usual hospitality, Mr. Evans invited
the party to a fishing trip on his motor yacht, and
with a "properly loaded" boat the party struck the
sea just outside of Sandy Hook. A fair sea was
running, so the story goes, and the semi-circular
rail stunts of Bro. Cope would do justice to any
acrobat of Barnum's circus, reliability and speed
being the chief points of merit. But the other
members were pulling in sea bass and fluke by the
(thousands, hundreds) — take your choice as you
read — in any event, totaling a very good score.
Evans, it seems, has a special map of the fishing
grounds.
The party got back to the landing successfully,
and about 12 o'clock at night started to motor
back to Philadelphia. In an hour they were caught
by the big thunder and lightning storm, but this
time they toured through the water without the
use of "Mothersills."
INCORPORATED.
The Hutz Automatic Phonograph Co., of
Brooklyn, N. Y., was incorporated this week with
a capital stock of $25,000 for the purpose of manu-
facturing and retailing musical instruments. Those
interested are M. and H. Hutz, and H. T. Reeb.
PH0N0GRAPHISCHE
ZEITSCHRIFT
BERLIN C. 19, GERMANY
The oldest and most up-to-
date trade paper covering the
talking machine line published in
the German Language.
PUBLISHED WEEKLY. FOUNDED 1900
Circulates all over the world.
SPECIAL EXPORT NUMBERS
appear in four different languages at
regular intervals.
Subscriptions for this talking ma-
chine publication 10 Marks yearly.
Sample copies sent free.
THE TALKING MACHINE WORLD.
43
2 GRESHAM BUILDING, BASINGH ALL STREET E. C., LONDON, W. LIONEL STURDY, MANAGER.
Slack Season in the Gramophone Trade —
War on the Continent Causes Concern —
Unprofitable Trading in the Wholesale Field
Brings About Chaotic Conditions — Co-opera-
tion Among Manufacturers Necessary — Per-
forming Rights Society Has Its Troubles —
German Manufacturers Revise Agreement —
New Gramophone Introduced — Interesting
Lists of Records Issued — His Master's Voice
Co. Publicity — Larger Quarters for Reynolds
— New Models for Blum Models — The Trade
Situation in Germany — News of the Month.
(Special to The Talking Machine World.)
London, E. C, August 6. — General business re-
turns published recently go to show that the slack
period is upon us, and it is not therefore surpris-
ing to receive adverse reports concerning gramo-
phone trade conditions from even the chief centers
of industry. Home affairs are quite satisfactory
if one excepts the tendency of the Irish Home
Rule impasse to disorganize trade, but the for-
eign outlook at the moment of writing is naturally
causing some little concern to all seriously minded
men. What the position will be when these lines
appear in print one would be foolish to predict.
The European situation is, nevertheless, by no
means reassuring, though it is generally felt that
things will so far adjust themselves as to dispel
the war clouds which now darken the horizon.
In the retail field trade is not over healthy. Re-
ports indicate that fair sales are resulting from
the featuring of portable hornless instruments, but
little trade is .being done in other models. Manu-
facturers and wholesale houses are,- however, quite
busy in booking orders from dealers for the com-
ing season's new models and quite a number of
firms have already established stock rooms in the
large towns. The activity is as yet mainly con-
fined to travellers and the result of their efforts
will be early apparent in increase of staffs and
general speeding-up at the various factories.
A brief survey of the gramophone trade situation
is, however, of unsatisfactory prospect from the
viewpoint of its present internal chaotic state.
Those who follow the trend of events foretell
something in the nature of an upheaval within the
near future. On the existing basis of unprofitable
trading, in which not a few firms are unhappily
engaged, matters cannot continue indefinitely. Since
last September when the cheap record war com-
menced, the situation has developed perceptively in
the only direction one could reasonably anticipate.
The commercially unsound nature of this class
of trade, quite apart from its destructive effect on
the sales of higher-priced products, has, unfortun-
ately, compelled three or four firms already to
seek sanctuary in Carey street, the destination of
all involved within the meshes of financial dif-
ficulty, or otherwise to seek oblivion by choice
rather than jeopardize their credit. Party from
necessity and other reasons arising from the ef-
fects of lowered record rates, the probability is
that two or three more firms will close down be-
fore the season commences. 'Competition has its
limits, although such an outcome is perhaps more
the result of the price-war than competitive condi-
tions, keen as they, undoubtedly, are. Again, the
grouping of several continental manufacturers will
exert a big influence on British record trade this
season. Certain forces are at work across the
channel, and it is known that preparations for a
stronger onslaught on this market must soon
crystallize into activity. In this regard some in-
teresting announcements may shortly be expected.
Meantime, the worst attributes of sordid com-
merce continue to exercise sway, and handicapped
by these elements of retardation the' gramophone
trade has to work out its salvation. Progress may
be, in fact is, slow, for it is the lack of under-
standing, the setting up of false pride and the
encouragement of isolated action that obscures the
light of common sense, and temporarily, at least,
holds up that which must eventually develop from
the present chaotic state — co-operation among
manufacturers for the mutual protection of general
interests, among which the most important is the
regulation of prices. The trade must, ultimately,
emerge triumphant, but far better an immediate
reorganization of existing forces than a continu-
ance of this financially exhausting and com-
mercially detrimental policy.
Comments on Judicial Decision.
The subjoined comments on the judicial decision
in the recent copyright case between Chappell &
Co., Ltd., music publishers, etc., and the Columbia
Graphophone Co., are from the Author newspaper,
and will be perused with much interest:
"We do not claim to know the motives of
Chappell & Co. in taking this action, but the
effect of the judgment delivered will not, so
far as we can see, be to help composers who are
anxious that their works should be reproduced
mechanically.
"In effect it amounts to this, that a composer may
assign his mechanical instrument rights to the pub-
lisher, who may, if he chooses, make it almost im-
possible for the mechanical instrument trade to
take up the work.
"The publisher — if the composer foolishly allows
him to hold the copyright — has only to refuse to
allow the reproducer to make the manuscript
orchestral accompaniment which is necessary for
the manufacture of the record.
"We believe that Chappell & Co. are now
engaged in the manufacture and sale of contrivances
for the mechanical reproduction of music, and if
they have succeeded by this action in abolishing
the competition of their rival, we hope that com-
posers will be wise enough to see that they get for
the transfer of their rights to Messrs. Chappell
something much more substantial than the fees laid
down in the act. These fees were fixed by the
legislature as representing what — rightly or wrong-
ly, we think wrongly — was regarded as a fair re-
turn from the mechanical instrument trade for the
use of the composer's work. It must be remem-
bered, however, that they were not fixed as a fair
return for the exclusive use by any one firm."
The New Disc Recorder.
The new disc recorder which has been marketed
here under the title of the Plantor Home Recorder
is meeting with a phenomenal success, due as much
to its simplicity as to the provision of flexible
cardboard discs having a fine wax surface where-
on to record, thereby eliminating the need of ex-
pensive blanks and shaving apparatus. The discs
will take up to about one thousand words, and
their cost is -but 2s. 6d. per dozen. Leading whole-
sale houses now stock the Plantor device, and great
interest is evinced in it by the trade generally.
Another Copyright Suit.
Another summons under the copyright act was
heard at a London police court recently when
Ray Duskwick, a gramophone dealer of Wardour
street, London, had to answer to having unlaw-
fully sold an infringing copy of "Across the
Meadows," a work in which copyright exists.
Evidence having been given by the composer.
Percy S. Robinson, and Boosey & Co. that
neither had given authority for a gramophone
record to be taken of the work in question, de-
fendant disclaimed knowledge that she was break-
ing the law, as she bought the records - from a
wholesale dealer in the ordinary way of business.
The London agent of the Turmaline Record Co.,
Berlin, the makers of the record, said about last
March he engaged Mr. Robinson to play this
particular dance, and paid him for so doing. He
understood that permission to make a record was
then given. Royalty stamps had been purchased
from Messrs. Boosey, but there was no stamp on
the record in question. The magistrate imposed
a penalty of 40s. with 10 guineas costs.
German Decision Upset.
After practically declaring the Eufon patent
on hornless machines void, the German patent
officials have had their decision upset by the Ger-
man High Court. According to a contemporary
the patent is of great importance.
Performing Rights Society Meets Opposition.
The recently established Performing Rights So-
ciety, of which I wrote last month, is meeting
with considerable opposition from a number of
influential publishers and composers, who take the
view that as the popularity of their works is often
dependent to a large extent upon their frequent
performance all over the country, they should not
attempt to place restrictions upon artists desirous
of singing or playing the work.
It is further argued that as a form of adver-
tisement the composer receives full value by .
means of royalties payable on sales, and to place
a premium on this freely given publicity is ob-
viously contrary to business ethics. The situation
would seem to call for co-operation among ar-
tists with a view to the protection of their in-
terests. I have received intimation from several
large publishers condemning the incidence of this
society and its objects, with the further advice
that no charge will be made for the performance
of any works they control. Some very interesting
views upon this much debated society are given
by eminent publishers and composers in a leading
London newspaper which has devoted several
columns to this purpose. The gist of the corre-
spondence would seem to indicate that great di-
vergence of opinion prevails in musical circles
regarding the wisdom of charging artists for the
public performance of copyright works. Compari-
son, too, is drawn between conditions in this
country and particularly the continent, where sheet
music sales are but a fraction of those in the
United Kingdom. It is argued that the Perform-
ing Rights Society's legal right to make a charge
for performance is quite outweighed by the pub-
lisher's (or composer's) dependence upon promi-
nent artists to popularize works which in the
majority of cases would otherwise not attain com-
mercial value. It is surely against sound business
principals, but opinion prevails in responsible quar-
1 ters that the society will eventually win the battle
now in operation.
Revision of German Convention Agreement.
As from July 1st when the convention came in-
to force officially, dealers who have not or do not
sign the agreement will be refused supplies of
records made by convention manufacturers or sold
wholesale by those factors who are signatory to
the convention terms. A considerable body of
retailers dissent from the principle of the scheme
altogether, but for protective reasons have been
persuaded to sign the agreement. Others of more
independent spirit carry their oppositon so far as an
absolute refusal to participate in what they term
a trust. Whether or not there is reasonable ground
for this attitude time alone can determine, but the
fact remains, rightly or wrongly, that many look
'upon the convention with great misgiving. Owing
to the distrust and opposition which the manufac-
facturers' proposals met with in retail circles, it
became necessary to embody some important
changes in the first agreement ratified by the con-
vention. For instance the various German dealer's
associations demanded the right and freedom to
continue the sale of Pathe discs notwithstand-
ing that Pathe Freres remain out of the con-
vention. Permission to sell these records was
therefore given to convention factors and dealers
until July 1, 1915, providing that they maintain
list prices. The time for disposal of stocks of
non-convention records is extended from October
to December 31, buf no modification of the
original arrangement regarding exchanges of worn-
out records can be made. On the question of sell-
(Continued on page 44.)
44
THE TALKING MACHINE WORLD.
FROM OUR LONDON HEADQUARTERS— (Continued from page 43).
ing records to the staff of convention firms, it is
expressly laid down that manufacturers must not
extend this usual privilege except in the month
of December. The limit is twenty-five records,
and this only on the understanding that such
records bearing a "not for sale" label are for the
purchasers' own use or for Xmas presents. It is
further agreed that all fines for breaches of the
convention agreement shall be disposed by the
German Talking Machine Dealers' Association,
and after making other provision for arbitration
in disputes, etc., the document embodying the fore-
going modifications of the original proposals closes
with a plea for co-operation on the part of the
dealers' own society.
Various opinions obtained and published by the
Phonographische Zeitschrift lead to the belief that
among manufacturers at any rate the convention
scheme finds favor.
On the retail sign the modified agreement it is
said has met with the practical support and ap-
proval of about three-fifths of the trade. The final
success of this German convention scheme has, natur-
ally, awakened great interest among British gramo-
phone traders, but so far the example has not
materially encouraged our manufacturers to do
likewise. There has been some' talk about it, and
in theory the convention plan is approved — for Ger-
many!— but the time is considered inexpedient for
any like attempt to be made in London.
New Gramophone Submitted.
A first model of an entirely new gramophone
of the interior horn, or so-called hornless type,
was recently submitted to my inspection, and a
brief description of it will, I think, appeal to
all those having the interests and progress of the
gramophone industry at heart. It is the invention
of W. D. Sternberg, of 19 Gity Road, London, and
is well-named the "Sterno-phone." In outward ap-
pearance it very closely resembles that of an
ordinary hornless instrument. One realizes the
comparative difference upon examination. There
is no open front or horn, the sound-amp'.ifying
chamber being situated at the back. Delivered
direct from the tone-arm into this chamber the
sound passes upward and is deflected from the lid
which acts as a sound-board. The tone is thus
evenly distributed at the right angle in all direc-
tions. But perhaps the most ingenious feature of
interest is an interior device by means of which
the trouble of starting and stopping the instru-
ment is embodied in one action. Pending accept-
ance of patents I am unable to describe this equip-
ment in detail, saving what it accomplishes. To
play a record one has only to insert the needle,
the rest is done automatically by simply closing
the lid. This operation brings the sound-box into
the correct position and starts the motor revolving
at full speed almost before the lid is quite closed
down. When played through, the sound arm is
lifted and the motor stopped by just opening
the lid. That, in brief, conveys some idea — I ad-
mit, an inadequate one — of this undoubtedly novel,
yet withal practical invention. A future occasion
may furnish me with an opportunity of fully de-
scribing the Sterno-phone, which, I believe, it is
Mr. Sternberg's intention to place on the market
at an early date. Few have as yet seen this new
gramophone, but those who speak, of it as repre-
senting a decided advance both in construction and
tonal qualities over that of its confrere.
Zonophone Records of Merit.
A goodly program of music just suitable for
prevailing tastes is this month' (August) offered by
the British Zonophone Co., with whom Colonial
dealers should get into touch. The list under
mention embraces a wealth of good selections
contributed by London's most popular instru-
mental and vocal artists — the Black Diamond Band,
Sydney Coltham, Peter Dawson, Florrie Forde,
and Harry Fay among others. Altogether, a list
of undisputed merit !
Discusses Edison Disc Records.
At a recent meeting of the North London
Talking Machine Society, the president, Henry
Seymour, demonstrated some Edison disc records
and ventured upon a description of their cut,
material, and the proccess of manufacture. He
said the material, if not actually celluloid, was of
a celluloid nature resembling that used in the
Amberol record. The cut was 150 to the inch.
He had tested the records under fair conditions
and found they gave the best results under a re-
producer of 2V2 inches in diameter (using a dia-
mond point) fitted to the arm of an ordinary
gramophone at an angle of 45 degrees or there-
abouts. Mr. Seymour spoke very highly of the
quality of these records, which he said repre-
sented the dawn of a new era, and set a standard
to which all manufacturers would be compelled
to work. The records were afterward played
through, and for three hours the members of
the society, all enthusiasts, sat entranced. It was
generally conceded that Mr. Edison had solved
the problem of mechanical music, and absolutely
eliminated all objections, which any one could
hold against the gramophone. Altogether, it was
a delighted audience (there were many prominent
gramophone men present) which, finally, but very
reluctantly, turned toward home.
Jack Johnson at the Recording Horn.
The boxing champion has created many
records, and by means of a record, of- another
kind, tells the story of how he has been able to
do it. Johnson is apparently fond of music, at
least, if the many hours spent at the Edison Bell
West End Depot listening to records is any cri-
terion. It was on one of these occasions that he
received an invitation from J. E. Hough to make
what will perhaps prove a more permanent record
than those of pugilistic renown. Taking advan-
tage of an early opportunity, Johnson, in com-
pany with his wife, made a direct journey from
Paris to the Edison Bell recording laboratory and
duly accomplished the object of his visit. The
record is, doubtless, by this time on sale.
Osborne Believes in Advertising.
Notwithstanding that this is the generally
chosen period- when dealers regard expenditure
upon advertising as useless, Thos. Edens Osborne,
of Belfast, continues to make attractive use of
(Continued on page 46.)
To T.M. the King and
Quean of Spain
To H.M. the King
of Sweden
To H.H. the Khedive
of Egypt
To H.M. the King
of Italy
To H.M. the Shah
— the trade-mark that is recognised
throughout the world as the
Hall-mark of Quality
AUSTRIA: Oesterr. Grammophon — Getellschaft.
m. b* H., 8, Krugers trapse. Vienna.
BELGIUM: Cie. Franchise du Gramophone, 51,
Avenue de la Porte de Hal, Brussels.
DENMARK : Skandinavisk Gram mop hon- Aktietel-
skab, Frihavnen, Copenhagen.
FRANCE: Cie. Francaise du Gramophone, 115
Boulevard Richard Lenoir, Place de la Repub-
lique, Paris.
GERMANY : Deutsche Grammophon-Aktien-
gesellschaft, 35, Ritterstrasse. Berlin, S42.
HOLLAND: American Import Co., 22a, Amstefd.
Veerkade, The Hague.
HUNGARY: The Gramophone Co.. LtcL IV.
Kossuth Lajos-Utcza 8. Budapest.
SPAIN : Cia. Francesa del Gramophone, 56, Balmet,
Barcelona.
SWEDEN : Skandinaviska Grammophon- Aktie-
bolaget, 52, Appelbergsgatan, Stockholm.
RUSSIA: The Gramophone Co.. Ltd.. 45. Norsky
Prospect. St. Petersburg; 9, Golovinsky Prospect
Ti fl is ; 30, Novia Svit, Warsaw.
EGYPT: The Gramophone Co-, Ltd.. 13. Rm
Stamboul. Alexandria ; Rue Mousky, Cairo.
EAST AFRICA: Bayley & Co.. 8 Boira.
Lourenzo Marques*
SOUTH AFRICA i Dartor * Sons. Adderley Su
Cape Town; Mackay Bros., Rissik Street,
Johannesburg ;
Mackay Bros. & McMabon, 443. West Street
Durban ;
Ivan H. Haarburger. Maitland St., Bloemfonton.
INDIA : The Gramophone Co.. Ltd.,l39,Balliaghatta
Road, Calcutta ; 7, Bell Lane, Fori, Bombay.
AUSTRALIA : The Gramophone Co- Ltd,
Hofmungs Chambers, Pitt Street Sydney.
GREAT BRITAIN: The Gramophone Co* Ltd.
21. City Road, London, E.C
By Appointment
To H.M. Queen Alexandra
Great Britain :
The Gramophone Company
Ltd
21 City Road
London EC
THE TALKING MACHINE WORLD.
45
"The World's Musical Instrument
PLAYS to equal perfection every disc record ever made,
band, instrumental, orchestras, string organizations,
tenor, baritone or bass; soprano, mezzo or con-
tralto— irrespective of the make of the record
or "cut" of same.
PLAYS Columbia, Edison, His Master's Voice (Victor),
Marathon, etc., records without additional attach-
ments or change of sound boxes.
PLAYS to suit the small room or the large hall (without
additional attachments or closing "doors") and its
tone is absolutely the same in every case.
BRINGS independence and more profits to dealers.
BRINGS increase of record sales to all manufacturers.
SOON READY
J0 H OF FAY
67 Egerton Gardens, South Kensington, London, England
46
THE TALKING MACHINE WORLD.
"MIRACLES HAPPEN EVERY DAY"
In the last issue of this journal we kind of
proved it, so "nuff said" — BUT just take
a note that we can supply Gramophones,
made in such a way that all the trouble
has been left out of them, at from $2.50
each. We sold 20,000 at this price last
year in this market alone.
As for Records — Needle Cut — 10 inch
double sided, made with the finest "stock"
in the world — we can quote you prices f. o.
b. London or otherwise, at your option —
that no other firm — never mind how big
they are — can approach. Try us and write
right now for eye opener quotations.
BLUM & COMPANY, LIMITED
Manufacturers
Offices and Showrooms: 220 OLD STREET (Corner of City Road), LONDON, ENGLAND
Cables: Blumogram, London. t 5048 j T , TIT „
, -_ _ . t-.j-.l- T„ j. tt • tj j. t • -u Phones^ } London Wall.
Codes : A. B. C„ 4th Edition, Western Union, Reuters, Liebers. j 5049 \
FROM OUR LONDON HEADQUARTERS — (Continued from page 44).
local organs for the purpose of stimulating a
wider appreciation of the gramophone as "a de-
lightful relief from the monotony and quietude of
life in the country." This from Ulster is almost
too good! Even rural life in Ireland one would
have thought to be exciting, these days of polit-
ical'strife. Still, there is doubtless value in music
that tends to soothe savage breasts, only Mr.
Osborne is too shy to admit it.
Joking apart, our Belfast friend is more than
faithful in his belief in the value of publicity,
especially under the circumstances which exist in
Ireland to-day.
A Great August List.
An advance copy of the August "H. M. V." list
at hand, reveals a master mind at work in the
choice selection of records itemized thereon. It
is an aggregation of charming musical items, all
of first-class merit, and sufficiently comprehensive
to suit' a variety of taste, be it gay or otherwise.
This fine program commences with two 12-inch
discs bearing Beethoven's "Fifth Symphony" —
Finale, Part III. and IV., which completes the
set covering the whole of this magnificent and
truly noble work. Mention should be made that
the Berlin Philharmonic Orchestra under the baton
of Herr Arthur Nikisch, is again responsible for
a fine performance on both records. Among vio-
linists of the fair sex, the pre-eminence of Miss
Marie Hall is, if anything, enhanced by a piece
of splendid bowing in her rendition of "Canzonet-
ta, op. 6" (d'Ambrosio), which, as a solo, ranks
among the best yet issued on record. A humor-
ous number in the vocal section is "Souvenirs,"
composed and rendered by Tom Clare, and those
who favor concert parties will enjoy the "Great-
Grandmamma" record by the Crampton Party.
There is also the Minster Singers in a medley of
"Sea Songs," and the Light Opera Company who
present some gems from "The Night Bird." The
ballad section is throughout good, and the full list
coupled with that of the double-sided selections
(omitting titles mentioned above) is as follows:
Twelve-inch, double-sided — "Sizihetta," serenade
(Von Blon), and "Turkish Idyll" (S. V. Hays),
Band of H. M. Coldstream Guards ; "Peg o' My
Heart," one-step or turkey trot (Fischer), and
"Horse Trot," one-step or turkey trot (Davies),
Metropolitan Band ; "Two Little Dances, a la
Minuette, a la Gavotti" (Finck), and "Valse
Joyeuse" (Finck), Mayfair Orchestra; "A Tango
Dream" (Maxwell), and "Smiles, Then Kisses,"
valse (Ancliffe), Jacobs and his Trocadero
Orchestra.
Ten-inch, double-sided. — '"Colonel Bogey," march
(Alford), and "Youth and Vigor," march (Lanten-
schlager), Band of H. M. Coldstream Guards.
Twelve-inch, single-sided. — "Speak" (Tosti),
Hubert Eisdell, tenor; "Spring's Awakening"
(Sanderson), Miss Evelyn Harding, soprano;
"Somber Woods" (Lully, Arr. by A. L.), Robert
Radford, bass; "Joe, the Gipsy" (Batten), Harry
Dearth, bass.
Ten-inch, single-sided. — "Genevieve" (Tucker),
John McCormack, tenor; "Das Wandern" (Schu-
bert), Sir George Henschel, bass; "Just," (Brad-
ford), Miss Alice Lakin, contralto; "Our Land of
Dreams" (Thompson), Miss Gertie Dickeson, so-
prano.
Some Striking Publicity.
In accordance with a prearranged plan of cam-
paign for the summer months, His Master's Voice
Co. lead the way in regards to newspaper publicity,
some striking full page and half double-column
spaces having been taken recently in the chief or-
gans of the press. I have it on good authority
that the result is highly satisfactory, sales this
last month or so when, be it noted, even general
business eases up, proving that this expenditure is
well justified. The company's agents have enjoyed
the full benefit of the scheme, for inquiries are,
as usual, tabulated and passed on to the dealer
or dealers from whose locality they emanate.
New Companies Incorporated.
Diamond Disc Record Co., Ltd. Capital, £200.
Office : 81 City Road, London, E. C.
National Gramophone Co. (1914) Ltd., trust
deed to secure £6,000 third debenture stock,
charged on certain inventions and patents and the
company's undertaking and property, present and
future, including uncalled capital, subject to first
mortgage debentures and such second debenture
stock outstanding. Trustees : J. V. E. Taylor,
41 King William street, Strand, W. C, and F.
Adler, Throgmorton street, London, E. C.
The Man of Many Parts.
W. H. Reynolds, of above fame, announces that
expansion of business compels larger premises.
He has, therefore, removed from Great Eastern
street, and Hinton road, to a centralized ware-
house at 45 City road, London, until lately in oc-
cupation by The Favorite Record Co. In con-
versation with the writer, Mr. Reynolds made the
claim that he now stocks over one thousand parts
and accessories for different makes of instruments.
An interesting reference to the time, not far
ahead, when wireless telephony for commercial
purposes will be possible, is made in the report
presented by the directors of the Marconi Co. at
the annual meeting. Rapid progress, says the
board, has been made in the development of wire-
less telephone apparatus, and the company has
recently introduced a practical and commercial
set for moderate distances. Further important
developments are proceeding, and it is contem-
plated that apparatus will shortly be available for
the transmission of speech over considerable dis-
tances. Signor Marconi himself states that he
expects to be able to telephone by wireless to
New York before the end of the year.
A Remarkable Age.
To be sure this is a marvellous age. Commer-
cial enterprise and science have contributed to the
establishment of a complete wireless installation
on a traveler's motor van, enabling him to com-
municate immediately at any time of the day
with his firm — the Ardath Tobacco Co., of Lon-
don. The equipment has a radius of twenty
miles. The method adopted for completing the
THE TALKING MACHINE WORLD.
47
FROM OUR LONDON HEADQUARTERS — (Continued from page 46).
circuit and making "an earth" is by dropping a
metal chain on to metallic manholes, on drains,
or by trailing the chain in water. Wonderful !
Trade Conditions in Germany.
Some indication of trade conditions in Germany
is found in the fact that one of the principal
record companies, i. e., the Kalliope Aktiengesell-
schaft made a loss of over one million marks on
last year's trading. The actual amount is given
as 1,051,852 marks. This is very obviously a most
serious matter, especially having in mind that the
company's capital is but 1,470,000 marks. An
affiliated concern, the Anker Phonogram Co., has
paid its way and will continue trading, although
it is a heavy creditor of the Kalliope firm. At
the moment of writing it has been decided that
both concerns shall continue trading subject to
the voting result of the creditors who will meet
to discuss the pros and cons fully.
The Linguaphone System.
The. gramophone as an aid to the study of for-
eign tongues is being brought into prominence by
Blum & Co., Ltd., 220 Old street, London, E. C,
who have issued a series of French and German
records on what' is known as the Linguaphone
System. This is a simplified method whereby
with the aid of specially prepared text-books the
student is able to follow the words and sentences
on the record and repeat them frequently until
perfect pronounciation is assured.
Announce New Models.
Blum & Co.'s new gramophone models for the
coming season have now been submitted to the
leading factors and we understand they have been
much approved and are considered to be a dis-
tinct advance in construction. The cases and tone
arms are of new design and said to be practically
frictionless.. The motors have been brought right
up-to-date and brass to brass small gears have
been entirely eliminated. Messrs. Blum state they
are using their unbreakable springs which gave
such unqualified satisfaction last season. These
springs are made of French steel and tempered
by a new process. They cost twice as much as
ordinary springs, but that is counterbalanced by
the confidence which their use inspires in the
dealer and customer.
Messrs. Blum's hornless machines are all of
new design, and although some of them sell to
the factor at less than $3, they give a loud,
clear and resonant reproduction. They are turn-
ing out over 70,000 of these small hornless ma-
chines for one house abroad. Messrs. Blum say,
'Give us quantities and we will figure with any
house in the trade."
Over a Hundred Melodies in Medley Form.
Two of the most interesting records of the sea-
son give the presentation by Columbia of a new
copyright arrangement of over a hundred melo-
dies, under the name of "Tangled Tunes." The
tunes so tangled, include classical, operatic and
popular excerpts, strung together in irresistibly
fascinating, and in many cases, amusing sequence.
Thus, we have the first part opening with "Rule.
Britannia," dropped straight into "Three Blind
Mice," which again breaks into "The Mistle-
toe Bough," and so on, every melody being dis-
tinct and easily recognizable — a clever collection
arranged by Albert W. Ketelbey.
To make these records of additional interest,
the list of melodies so introduced has been re-
arranged in alphabetical order instead of in the
sequence in which they occur in the records. This
has been done for two reasons — one to provide the
purchasers with the novel and interesting task of
testing their knowledge of music by arranging
them in their proper order, the other to afford
an opportunity for a novel prize competition.
For this latter purpose, too, twelve of the most
familiar airs in the records have been omitted
from the printed list — three from each of the
four parts — so that the hearer of the records has
the additional task of supplying the omissions.
This, however, is easy, for the airs so omitted
are, we are informed, as well known as "God
Save the King."
The Columbia Co. announces the first recordings
this month of Miss Rosini Buckmann, soprano of
the grand opera season at Covent Garden. Her
representation includes the "Black Bird" and the
"Fairy Pipers." Other records of interest are
the Barcarolle from "The Tales of Hoffmann"
as a duet, sung by Andrea de Segurolla, basso,
and Mme. de Pasquali, soprano ; the waltz song
from the musical play, "Adele," which is issued
as a 10-inch Columbia Rena record, and the mu-
sical hits from the play to be had- in a 12-inch
record in the same list.
"Queen of the Movies," one-step and the two
vocal numbers, "In the Night" and "Oh, Cecilia,"
are also proving big sellers. Will Oakland, the
well-known counter-tenor is back on the Colum-
bia list this month and his singing of "The Lass
From County Mayo" and "You Can't Make Me
Stop Loving You" made a Columbia Rena record
of great merit.
A great Wagnerian soprano in one of the great-
est of all Wagnerian roles — that is a fitting de-
scription of the new record by O'ive Fremstad
issued in the Columbia grand opera series this
month. A continuous demand for more excerpts
from her heroic Wagnerian roles has induced
Mme. Fremstad to record the beautiful "Liebes-
tod" from "Tristan and Isolde" an opera which
this artist has made peculiarly her own. With
this superb number has been combined Verdi's
famous old aria, the one surviving air from "Don
Carlos."
JAKE GRAHAM "ATTHE OLD STAND "
In Business Harness After a Remarkable Trip
Around the World — Tells of the Extent of
His Travels Which Have Been the Subject
of Much Comment in the Liverpool Papers.
(Special to The Talking Machine World.)
Liverpool, Eng., August 3.— Jake Graham, the
prominent gramophone man, of 74-76 Renshaw
street, who has just returned home after a trip
around the world, has been interviewed and
"written up" by the newspaper men in the local
papers at considerable length, who have found in
him a veritable mine of information. In the
course of a chat with The World representative
he said :
"I arrived home after my wanderings and
wonderings in strange countries, which com-
menced at Southampton just over twelve months
ago; New York, my first stop, where I got in
touch with the heads of our trade, also visiting the
Victor, Columbia and Edison factories, and get-
ting information first hand, which will be of great
benefit to me. Now I've returned to manage my
business here. I've got my back to the wall and
the old flag will fly higher than ever, though,
I must say, I'd love to return to America (some-
where warm) and handle the talker, because I see
enormous possibilities your way that don't and
cannot exist here.
"After spending about two months in New York
and district I went right through the States to
■ the New York of the West, 'Seattle,' stopping
and visiting on my way, Niagara, Buffalo, Chicago,
St. Paul, Yellowstone Park, etc. After doing
Seattle, a place where the natives seem to have
heaps of energy and everything was very pros-
perous, I went on to Victoria, which was typically
English ; then on to Vancouver, where I made
great chums and friends, especially with Mr.
Switzer, of Fletcher Bros., who treated me like a
brother. Then on to my goal, Honolulu, where I
stayed for nearly seven months, and where I had
many interesting experiences, one in which I
nearly lost my life, being lost up the mountains
(having to make my bed up a tree), but which
ended (much of my experience as an athlete)
eventually in my getting out of the terrible fix I
was in. Then I went on to the Fiji Islands, Suva
being most interesting to me, and on to New
Zealand (Auckland), then on to Sydney, Mel-
bourne, Adelaide, Fremantle. I then journeyed
to Ceylon (Colombo), Aden (Oh, what a gray,
dry spot it is) ; Suez, on through the canal to
Port Said, to Messina, Marseilles, Gibraltar,
Tangiers, and on to Plymouth for London, to
visit my friends in the trade; and on to Liverpool
to tackle my business again, where I'm sure my
customers are jolly pleased to see me. Things
have improved since my return, and I'm looking
forward to the biggest season (so called, no need
to be a season trade) in the history of my affairs,
and for the trade generally."
During his visit to New Zealand Mr. Graham
met his brother, who is connected with a large
piano house in that city. Needless to say, the
meeting was a joyful one.
Many queer expressions of praise fo.r the talking
machine reach the dealer. "Since we got our Vic-
trola I find the children awake when I get home
and dinner is usually late," is a testimonial re-
ceived from a New York manufacturer.
Perhaps more men would go to church if they
had to sneak , in through a side door.
"RENO,
THE MAIM OF MANY PARTS"
"The only man in the world who
can supply you with one part — or
any number of parts for any Talking
machine ever made from
■ Adam to Edison.- Roosevelt.
64 Page Catalogue Yours for Asking
W. H. REYNOLDS, Ltd.
** KNOTA SLEPE"
London, England
48
THE TALKING MACHINE WORLD.
WHO SAID TEXAS WAS NOT RIGHT UP TO DATE?
Proof Adduced That It Is in the Enterprise Manifested by the Gunst Piano Co.'s Exploitation
of the Victrola and Public Display of Dancing Which Interested Thousands.
(Special to The Talking Machine World.)
Corpus Christi, Tex., August 3. — New Yorkers
must not get away with the idea that Texas is
not up to date. Thanks to the Victrola, this State
is keeping quite in line with terpsichorean devel-
opments, and this was forcefully and pleasingly
NEW PLAN FOR DISC DISTRIBUTION.
Thos. A. Edison, Inc., Announces New Plan
for Distributing Disc Records Which Has
Many Merits That Will Appeal to the Trade.
Thomas A. Edison, Inc., announced to its trade
this week a new plan for the distribution of Edi-
son disc records which should prove considerably
superior to the present plan of distribution. This
plan was submitted some time ago to Thomas A.
Edison, Inc., by the executive committee of the
Edison Disc Jobbers' Association, who gave the
company every assurance of the jobbers' and deal-
parade the float was stopped at the -street cross-
ings, the latest dances on the Victrola started and
an exhibit given of the latest dances for the edi-
fication and education of the crowds looking on,
thus demonstrating the fitness of the Victrola for
dance purposes. Needless to say, the float attracted
ers' co-operation if the plan is accepted by the
company.
As formally announced by the company, the
new plan presents the following important points :
"We discontinue at once the present method of
infrequently listing records in supplements. In-
stead, we shall begin to manufacture and ship
weekly supplements of six records. The records
will be numbered in the usual way.
"Under the new plan there will be no constant
and universal date on which the records are to go
on sale. Instead, an entirely new arrangement has
been adopted by which the supplements are to be
released for sale by States. This is the way of
it; when each jobber receives his shipment he
immediately wires to the factory a notice of the
fact. When all jobbers doing substantial business
in any one State have been heard from, the date
for mailing supplements and placing the records
on sale in that State will be wired by factory to
each of such jobbers. In this way the factory, as
far as possible, will endeavor to prevent encroach-
ments upon territory and unfair advantage being
taken by one jobber of another. When the jobber
fills the dealer's weekly supplement order for new
disc records he will invariably accompany the
same with a communication containing the follow-
ing : 'The date on which Thomas A. Edison, Inc.,
authorized these records to go on sale in the State
of is (here date will be in-
serted). They must not be displayed, demon-
strated, offered for sale or sold before 8 a. m. of
that day.'
"Dealers will be required to observe this
strictly.
"It is understood that the factory is not to be
held to a hard and fast obligation to continue to
supply six new records each week. It may some-
times be necessary to run over, ' say, ten days or
more in getting out a particular supplement of six
records, but the weekly schedule will be resumed
in such instances as soon as possible."
The company states further that there are many
advantages incidental to the new plan of distribu-
tion, most important of which are the following :
"It insures an immediate and continuous flow of
absolutely new records and in satisfactory quanti-
ties with which to attract the interest of the pros-
pective customer and retain the good will and in-
valuable 'boost' of the old. The listing of a new
record practically every day is a strong talking
point. The weekly lists of new records give the
dealers a great opening for newspaper advertising
and show window placarding.
"It contributes to the rapid building of a rep-
resentative catalog.
"It enables the factory to list timely, popular
selections and place them in the hands of the
trade when the wave of their popularity is on the
rise. Fully two months' time will be gained in
this way, and no jobber will receive an advantage
over another, as is the case under the present
scheme, where a selection may have lost its popu-
larity in some sections of the country by the time
it is listed — although still popular in other sec-
tions.
"It does not confine the factory to an announced,
cataloged supplement, in manufacturing which un-
foreseen delays may present themselves to the
common disadvantage of all concerned.
"It makes it possible for the factory to reincor-
porate in a weekly supplement selections that have
taken on a new spurt of popularity or on whicE
the demand has greatly exceeded the original or-
ders ; as also may selections that we have been
unable to supply and that are now temporarily
withdrawn."
TAXING COMMERCIAL TRAVELERS.
Taxes Imposed by South American Countries
on Traveling Men Are Far from Being Pro-
hibitive to the Average Exporter.
Taxes imposed by South American countries- on
commercial travelers are far from being prohibi-
tive to the average exporter. While various license
fees are prescribed by law in those countries, their
purpose, as explained in a report just issued by the
Bureau of Foreign and Domestic Commerce of
the Department of Commerce, is chiefly to pre-
vent unfair competition with local concerns, which
are themselves subject to similar taxes. By asso-
ciating himself with some local house, the traveler
may obtain exemption from all but a few o.f the
more moderate taxes. The rates of license fees
and the conditions under which samples may be
temporarily admitted free of duty in practically
all the countries of South America are shown in
the report, entitled "Commercial Travelers and
Samples in South America" (Tariff Series No,
19A), copies of which may be purchased for five
cents each from the Superintendent of Documents,
Government Printing Office.
Special
Send for a package of our Improved Half-Tone and Loud
Tone Needles in New Style Envelopes.
If you want to advertise yourself, we
will put your own name or trade-mark
on the envelopes, or will pack in
Puritone envelopes.
Quality Guaranteed
The Best Needles mean profit and
satisfaction.
If you want to sell 1,000 Needles at a time instead of 100, use
the "Dean-packed" Needles. Five boxes of 200 each, Extra
Loud, Loud, Opera, Medium and Soft packed in a carton. The
best package and fastest seller on the market. Write for samples.
JOHN M. DEAN, CORP.
Talking Machine Needle Manufacturers
PUTNAM, CONN.
x & vanJsm
Public Exhibit of Dancing to Music of the Victor.
a great deal of attention and stimulated the pa-
triotic enthusiasm immeasurably.
The Gunst Piano Co.'s idea was original and
striking, and they are certainly entitled to credit
for those emphasizing the merits of the Victrola
for dancing purposes so effectively.
demonstrated in the display made by the Gunst
Piano Co. during the Fourth of July celebration
in this city.
As may be seen from the illustration, the Vic-
trola was used on the float, and two professional
dancers engaged for the occasion. During the
THE TALKING MACHINE WORLD.
49
PLAYING THAT FIRST RECORD.
Find the One Piece of Music That Means More
to Your Prospect Than Any Other and the
Deal Will Be Made Then and There.
When you have a Victor or Victrola prospect
up to the point when he wants to hear the instru-
ment, let him choose the first record you play;
in fact, make him choose it. To come "pretty
close" is not coming close enough.
Music is a curious thing. It makes a more
direct appeal to the emotions than any other thing
in the world. The tremendous descending chords
of the Chopin funeral march bring home the poig-
nancy of death more vividly than any other ele-
ment in the most impressive funeral service. The
vivacity of a well-written, well-played piece of rag-
time will tickle the feet and good humor of the
most inveterate grouch. Not literature, not art,
not even the breezy clatter of a sympathetic friend,
can so subtly and so swiftly lift us from one con-
dition of mind to another. If you doubt it play
"Dixie," and then for contrast sake play the "Un-
"inished Symphony," and you will realize that the
music itself can make a much more powerful ap-
peal than the most skilfully chosen phrases at your
command.
There is always some one favorite piece — some
musical composition which is laden with associa-
tion either grave or gay for every single indi-
vidual except the few, the very few persons who
r.re tone deaf, says 'The Voice of the Victor."
That is a point which no good salesman should
i verlook. Take a little time or a lot of time, but
beep at it as diplomatically as you know how, and
don't play anything for that customer until you
are sure the thing you are to play means some-
thing to him.
A very frequent mistake and a very natural one
is to play the things which appeal to you. Don't
do it. Carry a list in your mind which has little
or nothing to do with your own musical taste,
but which contains the best known things from
hymn tunes to symphonies, and make your cus-
tomer choose for himself.
He is likely enough to say, "Yes, play that!" by
the time you have suggested half a dozen, but if
you watch him closely you will find that he says
it in a perfunctory sort of way. Keep on sug-
gesting. Before you get very far you will see his
eyes brighten at the name of some record. Eager-
ness will take the place of casual interest. It will
show in his eyes, in the tone of his voice and his
quickened gestures. Then you have it. Play that
record and see that there is no interruption. If
you are in a demonstrating booth, use a half-tone
needle. It will be easy enough to show him later,
how much volume can be developed, but for that
first playing sacrifice everything to smoothness and
melody. Usually it is a mistake to use a big needle
in the restricted space of a demonstrating booth.
The selection may be a hymn tune, a band piece,
a violin solo, a dance, an opera number, a sym-
phony, or what not. That is unimportant, if, for
a few moments you give that man a glimpse of
half-forgotten joys or sorrows, for, as a writer
in The Voice of The Victor says, in those few
moments the Victrola will have been changed by
the swift alchemy of imagination from a merely
beautiful piece of cabinet work to the essence of
thing? hoped for in the past or dreamed of in
the future.
EDISON FIELD DAY ENJOYED
By the Employes and Officials of Thos. A. Edi-
son, Inc. — More Than 2,500 Present — Thos.
A. Edison Honorary Referee.
Thomas A. Edison and a group of the officials of
his several manufacturing interests directed the
sports and games attendant to Edison Field Day,
which was held recently at Olympic Park, Irving-
ton, N. J., a suburb of Newark, N. J. This day
is a banner one for the employes of the Edison
plants, and the attendance this year was a record-
breaker, more than 2,500 persons being present.
The invited guests embraced employes from the
Edison factories at Orange, N. J. ; Silver Lake,
N. J. ; those of the Edison Bronx Studio, and of
the Edison Portland Cement Co., Stewartsville,
N. J.
Mr. Edison acted as honorary referee at the
many hotly contested games and pitched the first
ball in the Edison league baseball game, which was
won by the Edison Bronx Studio from the office
employes of the Orange factory by a score of
10 to 7.
One of the added attractions to the meet was
a trotting race between horses driven by C. H.
Wilson, vice-president and general manager of the
Edison interests, and William Maxwell, second
vice-president. Mr. Wilson won the last two heats
after a close finish.
DOUBLE=DISC RECORD CATALOG.
The Semi-Annual Catalog Issued by the Co-
lumbia Graphophone Co. Is Imposing in
Size and in the Character of Its Contents —
Admirably Produced Typographically.
The Columbia Graphophone Co. has just issued
its regular semi-annual double disc record catalog,
which is considerably bulkier than the preceding
edition and contains 464 pages. There are 1,720
double disc records listed, which, together with a
few single discs, give a total of about 3,500 musical
selections in the new Columbia book.
A number of new artists are presented in this
catalog, a few of the most important ones being
Maggie Teyte, Miss Margaret Woodrow Wilson,
Oscar Seagle, Charles Clark and Louis Kreidler.
These artists had not recorded any selections prior
to their engagements with the Columbia Co.
The indexing and cross-indexing is simpler and
more complete than ever before. A number of
minor improvements are embodied in the indexing
arrangements, conducing to the maximum conveni-
ence of the dealers and their patrons. Apart from
the actual list of titles there is considerable in-
formation concerning artists and composers that is
well worth the attention of users of the book. It
is well printed on good paper and strongly bound
together.
Never be so well satisfied with your work that
you can't see how it might be improved.
An Added Line That Will
Make You Money
The H. P. Nelson Small Grand
The talking machine dealer can carry a small stock of pianos
to the greatest advantage because he is the possessor of certain
natural facilities that, of themselves, bring him sales.
The profits on a piano sale are large. The expense of carrying
a few instruments is almost negligible and their sales come oftener
than you, perhaps, think.
Our line of uprights, players and grands is especially adaptable
to the wants of the talking machine dealer who to a certain extent
relies upon the instrument to sell itself. We have built up a
tremendous business upon our policy of giving the greatest return
for the least money and the value of our products is so apparent
that even those least acquainted with pianos are instantly aware
of their worth.
Get our special proposition to you
H. P. NELSON COMPANY
816 N. Kedzie Avenue, CHICAGO
50
THE TALKING MACHINE WORLD.
Not that we relish depending on other
folks' calamities for our own good for-
tunes, but this European war certainly is
the most active trade tonic that ever hap-
pened to those talking machine dealers
who are carrying Columbia foreign
records.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
TRADE CONDITIONS IN BALTIMORE. DAHLBERQ TALKING MACHINE CO.
Satisfactory Reports Made by Talking Ma-
chine Dealers — Showing for Past Month
Above Average — Vacations Much in Evi-
dence at Principal Houses — News of Month.
(Special to The Talking Machine World.)
Baltimore, Md., August 8— While the warm
weather and other matters that have held the
center of the public attention during July have
naturally had the effect of cutting down the volume
of business done in that month as compared with
previous months, the showings made by the vari-
ous dealers as a whole were very satisfactory to
all concerned. The month as a whole showed up
better than July of 1913, and the dealers are very
confident that the war or no other cause is going
to have any bad effect on the trade during the com-
ing fall and winter. They are still mapping out
plans to break all previous records.
Manager S. A. Dennison, of the local branch
store of the Columbia Graphophone Co., has re-
turned from Rehobeth Beach, Del., where he spent
a most delightful vacation. Mr. Dennison reports
a number of good sales of machines and records
during July, including higher priced machines.
Manager W. C. Roberts, of the E. F. Droop
& Sons Co., has gone to Atlantic City for two weeks
after closing out a very satisfactory July with the
Victor and Edison machines and records. A num-
ber of Victrolas were disposed of during the
month, while demands for high priced records
came in very strong.
Joseph Fink, proprietor of the Fink Phonograph
Co., reports a very substantial month with the
Victor and Columbia lines. Mr. Fink is preparing
to spend his vacation at Atlantic City for a rest
in order to tune up for the coming fall and winter
campaign.
The Victor line also went off well at the store
of H. R. Eisenbrandt, which handles this line.
The sales were rather substantial for July and
high priced records were very much sought after.
At the store of the Sanders & Stayman Co.,
Inc., it was reported that the Columbia and Victor
lines came in for their shares of the profits during
July and indications are for a fine fall and winter
trade. Manager Holmes, who has charge of the
piano and talking machine departments for Gom-
Is a Progressive House Which Believes in High
Class Advertising and Gets Results — Handles
the Columbia Line with Marked Success.
(Special to The Talking Machine World.)
Montgomery, Ala., Aug. 7. — One of the suc-
cessful talking machine stores in the South is the
company closing a constantly increasing business.
As will be seen by the accompanying illustra-
tion/the Dahlberg Talking Machine Co. thoroughly
appreciates the sales value of attractively furnished
wareroo.ms, and the atmosphere of comfort which
is apparent even in this photograph is character-
istic of the entire warerooms.
The company handles the complete Columbia
line, making a specialty of developing the trade in
View of Attractive Showrooms of Dahlberg
Dahlberg Talking Machine Co., of this city. This
house is a consistent advertiser in the local news-
papers, which, coupled with energetic sales ef-
forts along progressive lines, has resulted in the
Talking Machine Co., Montgomery, Ala.
the higher priced Columbia machines. In the pic-
ture, reading from left to right, are seen E. W.
Dahlberg, manager;' Miss Clara Patterson, secret
tary ; M. T. Ansley, assistant manager.
precht & Benesch, reports a good business for
July with the Victor line, which the firm handles.
Prospects also point to a good demand all during
the fall and winter.
Some ad writers put so much "punch" in their
copy that the Reader is knocked out.
Make your show windows work.
Triumphon Co., Ltd., Berlin, S. W. 47/5
Established 1884
Manufacturers
Ol All Accessories
Such as
Motors, Soundboxes, Tone Arms
Complete Talking Machines
APPLY FOR CATALOGUES
Piccolo is a com"
r ilium plete Talk.
ing Machine. Easily
to be carried like a
portmanteau. Most
suitable for picnic or
rover parties in sum-
mer, and easily car-
ried to social gather-
ings in winter. Plays
12-inch records. Is not
a toy. Weight with-
out records, only 5
kg. Measurements: 11
xl3J4x7^ inches.
Special Motors
HYDRA SYSTEM
Single and double
spring, six different
models. Are the only
existing construction
which allows the ex-
changing of the spring
and spring case with-
out taking the motor
out of the cabinet.
After loosening one
nut, a child is able to
replace any defective
spring or springbox
within 20 seconds.
A PROFITABLE SIDELINE.
One of the side lines with which many talking
machine dealers are making money are Icy-Hot
bottles, made by the Icy-Hot Bottle Co., 122 West
Second street, Cincinnati, O. A new catalog of
these bottles has just been issued, which illustrates
and describes the complete line of bottles, pitchers,
carafes and other styles made by the company, giv-
ing a comprehensive idea as to the scope of these
products. Icy-Hot bottles are guaranteed to keep
water steaming hot for twenty-four hours or icy
cold three days, regardless of outside temperature,
and talking machine men give them a leading posi-
tion under the heading of "valuable side lines," for
they are sellers.
PROF. DE CHAUVENET PRAISES DISC.
Having recently heard the "Overture from Mig-
non" on the new Edison disc phonograph, I became
so enthusiastic over the perfection of the music that
I cannot refrain from writing the actual fact that
the record was clearer and more vividly realistic to
me than an actual rendition which I chanced to hear
at the Opera Comique at Paris last September. I
wish the Edison disc continued appreciation for its
grand work. — Paul De Chauvenet, dean of the De
Chauvenet Conservatory of Music, Los Angeles, Cal.
THE TALKING MACHINE WORLD.
51
THE BUSINESS BU1ID1NG POSSIBILITIES OF A RAINY DAY.
Some Pertinent Comments Which Demonstrate the Fact That Even Stormy Weather May
Be Turned to Good Account by the Progressive Talking Machine Dealer — Some Hints
in This Connection That May Prove Valuable and Stimulating.
I know a talker man who has added greatly to
his list of customers by specializing along the lines
of rainy day concerts. He tells me that the more
tempestuous the weather, the better the results,
and that he has actually reached the stage where
he prays for a storm. What do you know about
that? His methods of straining dollars from rain
drops are somewhat unique, and I'm going to tell
you about them : He gathers together a catalog of
hotels, cottages and private homes at some resort
not too far distant from his city embodying the
names of owners and regular guests. When a
stormy day comes along during the vacation sea-
son he sends out his salesmen laden with talking
machines and a very carefully selected repertoire
of records. These salesmen are particularly well
trained in their profession — they are artists,
diplomats and gentlemen.
Now, Mr. Dealer, accompany me for a few
moments, if you will be so kind, to a stuffy hotel
exchange, or, if you'd rather, out upon a crowded
cottage veranda, with nothing on earth to do but
listen to the monotonous patter of the rain and say
unkind things concerning the beastly elements. A
very rotten environment, is it not? However, upon
this particular occasion, just as we have reached
the superlative degree of gloom, and are about to
get in touch with the clerk regarding the next train
to town, we descry a mackintoshed figure swagger-
ing up the drive in company with two carrying cases
and a sunny smile. We scent a change for the bet-
ter and, temporarily at least, withhold our requests
for timetables.
He enters into our midst with a buoyant stride
and bearing the best of news, to wit.: He has been
sent to us to stamp out the prevailing epidemic of
blues with good music. There follows a perfectly
delightful talking machine concert which proves so
entertaining that all thoughts of the deluge without
arc cast aside, and for two enchanting hours we
bask in the sunshine of the world's best humor
and melody. At the end of the concert everyone is
in a most receptive mood, of course, and the gentle-
man, who has been so very kind to us, takes ad-
vantage of this fact to pass around his literature,
at the same time giving us a concise and interesting
lecture upon the advantages to be derived from
owning a good talker outfit. He then proceeds to
book orders and, believe me, he books them, too.
My friend, the dealer, assures me that as a busi-
ness building proposition the rainy day concert at
the summer hotel is eminently successful.
I will not dwell upon the tango craze, except to
remark that if at the end of an entertainment
the audience expresses a wish to indulge in the
hesitation, trot or one-step, the operator should be
in a position, not only to play the correct music for
the various steps, but to fill the role of dancing
master as well. If your salesman can introduce a
new clutch or dip while among the dance-mad folk
at the summer resort, he will at once become the
most popular man about the place, and that means
orders, does it not? If you do not believe that this
is treu, just ask a sweet young debutante, summering
at Hainesport-on-the-Rancocas, if she has danced
the camel amble, and if she hasn't behold her face
ablaze with the flame of desire, and listen attentively
while she pleads with you to teach her. You can
take it from me that the dispenser of talking ma-
chines who is also a good tango instructor will
prove himself a "bear" at any place where people
with leisure on their hands congregate in the good
old summertime.
This dealer friend of mine carries his rainy day
campaign into the homes of his would-be cus-
Shopping on a Rainy Day.
turners also. He achieves success somewhat as
follows: When a regular customer — we will call
him Smith — drops in to purchase new records, or
to ask advice upon some subject relating to talking
machines, the dealer asks for the names of Smith's
friends who have talkers, and also of those who
have not, but who have expressed themselves as
pleased with concerts they have heard at Smith's
home. This accomplished, when a nice wet day
comes along, Smith's acquaintances are called upon
by a courteous salesman who makes himself very
agreeable, playing records, making notes of the
selections that are liked best, for future reference,
and probably giving a few dancing lessons.
This salesman makes it plainly understood .at
the outset that there will be no obligation to pur-
chase connected with his visit, explaining that <he
house he represents has inaugurated a series of
sunshine concerts for rainy days. He explains
further that it is the idea of his firm to banish
gloom and to advertise its wares simultaneously.
This little preachment gives the impression that
there is a good opportunity, absolutely devoid of
strings, to get something for nothing, and they
snap at it like a famished trout at a fly.
Having gained the undivided attention of his
hearers, he carries through the same sort of pro-
gram as described previously in this article, making
a pronounced hit and obtaining many prospects
and some orders.
In his store, too, this dealer pushes the rainy
day concert idea to the limit. He tells the public
through the medium of an appropriate and care-
fully thought out window display how cozy his
store is while the storm beats down outside, and
that for everyone who calls will be played records
positively guaranteed to bring sunshine into the
heart despite the inclement weather.
There are hundreds of records, Mr. Dealer, par-
ticularly well adapted to rainy day rendition. Such
artists as Harry Lauder, Cal. Stewart, Steve
Porter, Collins & Harlan, Golden & Hughes and
a horde of others have the ability to make one
forget everything, but how to laugh uproariously.
Hence these are the fellows to introduce to the
folks who come to see you when the spray flies
against the windows, when the pavements are
aglitter with moisture, and the gutters are run-
ning brooks.
When the public gets to hear of the place that
makes a specialty of rainy day concerts it will
take advantage of the opportunity to spend a
pleasant hour. Bad weather has a tendency to
breed pessimism, and if a chap feels blue as well
as wet, he is in pretty bad shape. When he finds
that by a visit to your cheer factory he can receive
a free injection of optimism for the asking, he'll
come all right, and eventually he will take a talk-
ing machine outfit away with him, too ; you see if
he don't. He'll want to be optimistic at home as
well as abroad, and a talker with a few really
funny records is the greatest antidote for gloom
that ever happened. Would you believe it? I
have been in talking machine shops on rainy days
when everyone from the boss down to the errand
boy was grouchy to a terrible extent. If you
asked them about it they would answer in surly
fashion: "This d weather's killing business."
As a matter of fact, I had an experience similar
to the above just the other day in the good old
Quaker town of Philadelphia. I told them to cheer
up and read the August World, hinting that they
might find a cure for their malady within its
covers. Here's hoping that this article may help
some.
Candidly, now, Mr. Dealer, do you not think
there is something in the idea of rainy day con-
certs? Have you not found that business is prac-
tically at a standstill when the weather is bad?
Of course, you have, and the remedy is before
you. Make your store attractive and home-like,
speak about it to the people through your adver-
tising and your window, inviting them to come
and listen to. some sunshine records 'til the clouds
roll by. You will find that they will be only too
glad to avail themselves of your courteous invita-
tion. If they come once and enjoy themseves
sufficiently, it is a cinch they'll come again ; yes,
and bring others with them, which means for you
a steadily increasing business — but why continue;
I've said enough. Let it rain !
Howard Taylor Middleton.
Beka Records
IN ALL LANGUAGES OF THE WORLD
High grade selections in
German, English, Italian, Spanish, Portuguese, French, Swedish, Slavonic, Ruthenian, Danish, Norwegian
Russian, Polish, Hungarian, Bohemian, Rumanian, Tschechisch, Croatian, Servian, Hebrew, Turkish, Persian,
Arabic, Chinese, Malay, Japanese and seventeen different Indian dialects.
The cheapest and best machine on the market for $2.50 upward
BEKA -RECORD AKT. GES., Berlin, S. O. 36 (Germany)
CATALOGUE IN FOUR LANGUAGES SENT FREE ON REQUEST
52
THE TALKING MACHINE WORLD.
LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS
(Special to The Talking Machine World.)
Washington, D. C.j August 8. — Talking Ma-
chine.— Thomas H. Macdonald, Bridgeport,
Conn., assignor to the Americajh Graphophone
Co., same place. Patent No. 1,099,928.
The object of this invention is to produce a so-
called "hornless" talking machine, o,r machine with
inclosed horn. More particularly, the invention
consists of the compact and efficient arrangement
FJg.1
of the various parts without sacrificing the effi-
ciency of the machine or the quality of its repro-
duction of so.unds.
In the drawings Fig. 1 is a vertical section taken
longitudinally through the middle of the sound
conveyor or "horn." Fig. 2 is a plan view of the
machine, with the motor and the cover or lid of
the cabinet removed, and Fig. 3 is a front eleva-
tion partly broken away.
Dictation Graphophone. — Thomas H. Macdon-
ald, Bridgeport, Conn., assignor to the American
Graphophone Co., same place. Patent No.
1,100,024:
This invention relates to talking machines em-
ployed for dictation purposes, where both a re-
corder and a reproducer are required, and where
it is also desirable at times to throw the parts out
of gear while the motor is still running. It has
been proposed to locate the recording stylus and
the reproducing stylus upon a diaphragm common
to both, and then, by shifting the position of the
diaphragm, bring either of the two styluses into
play. But entirely satisfactory results are not ob-
tained in such constructions for two reasons : In
the first place, other things being equal, and within
reasonable limits, the lighter the recording device
the more sensitive it is, and the better it will
record; whereas a reproducing device acts better
the heavier it is. In the second place, a recorder
should have the vertical play necessary to adjust
itself to any unintentional eccentricity of the blank
cylinder, but should not have any lateral play;
whereas the reproducer should have not only the
vertical play, but also sufficient lateral play to en-
able it to track the helical record groove of the
sound record. It has also been proposed to have
two "speakers" interchangeable upon the machine,
one a recorder and the other a reproducer, in order
to provide the two differing qualities just men-
tioned.
It is the object of the present invention to pro-
vide in a single construction a "speaker" that is
capable of ready adjustment into each one of
three positions (1) where it becomes a compara-
tively light recorder having vertical play but no
lateral play; (2) where it becomes a comparatively
heavy reproducer having both lateral and also
vertical play, and (3) where it is neutral.
The invention consists, then, of the speaker car-
rying the recording stylus and the reproducing
stylus upon a common diaphragm, in combination
with the ordinary "start-and-stop" mechanism and
suitable attachments and connecting devices by
. which the adjustments above referred to may be
accomplished.
Fig. 1 is a vertical section through the parts
upon an ordinary graphophone or other talking
machine, showing the "speaker" in its inoperative
or "neutral" position ; Fig. 2 is a similar view,
showing the device adjusted to become a "re-
corder ;" Fig. 3 is a similar view, showing the de-
vice adjusted to become a "reproducer," and Fig.
4 is a substantially horizontal section taken through
the speaker and its connecting parts.
Cabineted Graphophone. — William C. Fuhri,
Chicago, 111., assignor to the American Grapho-
phone Co., Bridgeport, Conn. Patent No. 1,099,353.
This invention relates to an improved "cabineted
graphophone," that is, the combination of a grapho-
phone and an ornamental and useful casing or
cabinet which contains and completely incloses
the former,
The object of the invention is to. provide an
article which is in itself serviceable as an attractive
piece of furniture, yet at the same time constitutes
a self-contained talking machine of superior
quality.
Although cabineted talking machines have been
known and used, yet the present invention is a
marked improvement over all such prior machines
known to the inventor, in utility and attractiveness
of appearance as an article of furniture and with-
out any sacrifice of acoustical properties as a talk-
ing machine, besides providing ready access for
oiling or cleaning the mechanical parts, repairing
them, etc.
Broadly stated, the invention comprises the com-
bining of a graphophone in operative relation with
a so-called library table, which latter may be de-
fined as of inverted U-shape with flat top.
The invention comprises further the utilization
of the two cubical portions o.f the library table, one
beneath each end thereof, to support and give
rigidity to the upper horizontally elongated casing
which contains the talking machine, and also to
provide between themselves the knee space which
adapts the article for use as a library table.
The invention comprises further the utilization
to the fullest extent of the available spaces in
said library table, for suitably locating the sound
reproducing and sound conveying parts and the
motor mechanism of the graphophone, and for
storing a supply of sound records, etc.
The invention further comprises a movable sup-
port for the graphophone, for giving ready access
to the sound reproducing parts arid to the mecha-
nism, for oiling, repairs or the like, while normally
incasing and protecting said parts. And, finally,
the invention comprises the combinations of the
foregoing features and also the various details of
construction, location and arrangement of the sev-
eral parts, as hereinafter more particularly set
forth and claimed.
In these drawings Fig. 1 is a vertical section,
taken longitudinally through the cabineted grapho-
phone; Fig. 2 is a plan view, the lid being open to
expose the turntable of the graphophone; Fig. 3
is an elevation, viewed from one end of the table,
the motor being represented as raised for inspec-
tion (from the other side) ; Fig. 4 is a perspective,
viewed from the opposite end of the table.
Graphophone and Talking Machine. — Karl A.
Mauser, Leipzig, Germany, assignor to Polyphon-
Musikwerke Aktiengesellschaft, of Wahren, near
Leipzig, Germany. Patent No. 1,099,458.
This invention has reference to talking ma-
chines, phonographs, graphophones and the like,
which are provided with a horn for the purpose
of amplifying the sound. These sound amplifying
horns occupy more space than the talking machine
itself. If, however, the sound amplifying horn is
located within the casing of the machine then the
amplification of the sound is greatly reduced be-
cause the opening of the horn likewise must be
greatly reduced to find room within the casing.
These contrivances further have the disadvantage
that the sound is strongly co.nveyed solely in the
direction in which the horn is placed.
It is the purpose of the present invention to
avoid the above described deficiencies and to pro-
duce a talking machine with a sound amplifier
within the casing that conveys sound in all direc-
tions. This has been primarily attained by arrang-
ing the amplifying device within the casing so that
its opening is at the top and by placing the motor
or part of same within or before the opening of
said amplifier.
Fig, 1 illustrates in side elevation partly in
section a sound recording and reproducing device
which embo.dies in desirable form the present im-
provements. Fig. 2 is a plan view of the same.
Fig. 3 is an elevation partly in section of an appa-
ratus in which the record support is shown to be
arranged before the opening of an amplifier. Fig.
4 is a side elevation and Fig. 5 a top plan view
showing a modified form of sound amplifying
device.
Phonograph Reproducer. — Thomas A. Edison,
Llewellyn Park, West Orange, N. J., assignor to
New Jersey Patent Co., same place. Patent No.
1,099,346.
This invention relates to phonograph repro-
ducers, and has for its object the provision of an
improved mounting for the stylus lever in order
that the same may have great freedom of move-
ment in tracking the grooves of the sound record.
More particularly, the object o.f the invention is
to provide a mounting for the stylus lever whereby
the latter may rock in its own Vertical plane about
a pivot, as the stylus tracks the record groove
while at the same time the lever may rock in a
transverse direction to enable the stylus to follow
the contour of the record groove with greater fa-
cility. The requirement of great facility of move-
ment of the stylus lever both in a direction parallel
to and transverse, to the reco.rd groove is particu-
larly important in the case of a record having 200
threads or a greater number of threads per inch,
owing to the thin walls between the record
grooves which might be broken down or jumped
across by a stylus, the parts moving with which
have considerable inertia, and owing to the char-
acter of the record grooves generally. Accord-
ingly, a member is provided which bears upon the
THE TALKING MACHINE WORLD.
53
LATEST PATENTS RELATING TO TALKING MACHINES— (Continued from page 52).
upper surface of the stylus lever to constitute a
fulcrum for the latter, the co-operating surfaces
of the pivot member and the lever being so formed
as to. permit a limited rolling movement between
the same in a plane transverse to the stylus lever.
Preferably, the stylus lever is formed on its upper
side with a convexed surface co-operating with the
surface of the pivot member, which latter is prefer-
ably mounted for rotation to reduce friction.
Fig. 1 is a central vertical section through a re-
producer equipped with the invention. Fig. 2 is a
bottom view thereof, and Figs. 3 and 4 represent
in perspective the rotatable pivot member and
stylus lever adapted to coact therewith.
Phonograph Reproducer. — Thomas A. Edison,
Llewellyn Park, West Orange, N. J., assignor to
the New Jersey Patent Co., same place. Patent
No. 1,099,347.
This invention relates to phonograph repro-
ducers, and has for its object the provision of a
mounting for the stylus lever and connections be-
tween the same and the diaphragm, whereby the
stylus may have great freedom of movement in
tracking the grooves of the record.
More particularly, the object of this invention
is to provide a connection between the stylus lever
and the diaphragm or other sound reproducing
vibratory means, whereby the free movement of
the stylus lever in a lateral direction while the
stylus is tracking the record will not be impeded.
In the type of reproducer well known in the art,
the tail of the stylus lever is connected to the cen-
ter of the diaphragm by a link which is ordinarily
a piece of wire which must have a certain amount
of stiffness. When the stylus, in tracking the
record groove, is caused to move laterally by the
undulations thereof, the stylus lever can only
swing in a lateral direction by bending or twisting
the connecting link. This imposes resistance to
the movement of the stylus lever, and likewise,
the link is apt to be twisted or the diaphragm put
under undesirable stress. This improvement is de-
signed to obviate this by providing a connection
between the tail of the stylus lever and the link,
whereby the link will be allowed to maintain its
vertical position during lateral movement of the
stylus lever, while at the same time the up and
down movement of the lever resulting from the
tracking of the stylus over the bottom of the
sound groove is transmitted unimpaired to the
diaphragm. This is accomplished by means of a
member interposed between the stylus lever and
the link, which member is pivoted to swing in a
lateral plane during lateral movement of the stylus
lever. Preferably, this member is pivoted at one
end upon a pin which occupies a vertical plane
through the tail of the stylus lever, the member
being connected at its other end to the lower end
of the link.
The stylus lever is pivotally mounted in a man-
ner to allow considerable freedom of movement
in a plane transverse to the record groove, where-
by that facility of movement of the stylus lever
which is particularly important in the case of the
tracking of a record having 200 threads or a
greater number of threads per inch is attained.
Fig. 1 is a central vertical section through a re-
producer equipped with this invention, certain
parts being shown in side elevation, and Fig. 2 is
a botto.m plan view thereof.
Phonograph Reproducer. — Thomas A. Edison,
Llewellyn Park, West Orange, N. J., assignor to
the. New Jersey Patent - Co., same place. Patent
No. 1,099,348.
■ This invention relates to phonograph repro-
ducers, and has for its objects the provision of
means whereby an impro.ved volume and quality
of reproduction may be obtained with the use of a
floating weight of the same or less weight than
that used at present, the weight being so mounted
and constructed that the fulcrum of the stylus
lever may be placed nearer to the stylus than would
otherwise be possible without greatly increasing
the weight impo.sed upon the stylus to hold it
down to its work and consequently wearing the
record to a degree which would be prohibitive in
the case of records made of the usual composi-
tions. By thus rendering possible an increased
leverage for the stylus a greater amplification is
obtained.
In the experiments, using a phonograph repro-
ducer having the stylus lever pivoted in the usual
manner from a floating weight pivoted in the
manner well known in the ant, the inventor at-
tempted to increase the loudness of the reproduc-
tion by moving the pivoted point of the stylus
lever nearer to the stylus, whereby the amount of
amplification of the sound vibration should be in-
creased, and consequently the loudness of the re-
production. On increasing the ratio, of the lever-
age of the stylus lever beyond a certain point,
however, it was found that the reproduction did
not increase in volume because of the increased
work imposed upon the stylus and the consequent
tendency to lift the floating weight. To overcome
this difficulty, a construction embodying the sub-
ject matter of this application was designed, in
which the reaction of the pivot of the stylus lever
due to the lifting of the stylus by the undulations
of the record groove is exerted chiefly in a plane
occupied by both the stylus lever pivot and the
floating weight pivot, so that this thrust or reac-
tion,, being exerted against the immovable floating
weight pivot, has but little tendency to lift the
weight. The construction is such, however, that
eccentricities in the record will lift the floating
weight in order that the diaphragm shall not be
affected by these irregularities.
In order that this invention may be more clearly
understood, attention is hereby directed to the ac-
companying drawings, illustrating a preferred
Mr-?
form thereof, in which Fig. 1 is a central vertical
section through a reproducer equipped with the in-
vention, certain parts being shown in side eleva-
tion. Fig. 2 is a bottom plan view thereof, and
Fig. 3 is a partial sectional and elevational view
similar to Fig. 1, illustrating a modification of the
invention.
Dictaphone. — Thomas H. Macdonald (de-
ceased), late of Bridgeport, Conn., by Sophie B.
Macdo.nald, executrix, same place, assignor to the
American Graphophone Co., same place. Patent
No. 1,100,755.
This invention relates to graphophones or talk-
ing machines, primarily the type intended for both
recording and reproducing and commonly known
as "dictaphones" or "commercial machines," which
type employs a single diaphragm with two styli
(one for recording and the other for reproducing) .
Heretofore it has been
supposed that a reproducer
should bear upon the rec-
ord tablet with a pressure
greater than that necessary
or desirable in a recorder ;
therefore, with this end in
view, various means have
been provided whereby ad-
ditional weight may be ap-
plied when the reproduciing
stylus is in operative en-
gagement with the record groove, and remaved
when the recording stylus is in operative rela-
tion with the record tablet.
One feature of the present invention is the elimi-
nation of this additional weight or pressure. An-
other feature is the provision of improved means
for preventing lateral play during the recording
operation, while permitting lateral play during the
reproducing operation.
In the drawing, 1 indicates the cylindrical sound
record, or the blank cylinder, carried on the usual
rotating mandrel.
Needle Changing Device. — Thomas H. Price
and Harry R. Wheeldon, Lake Charles, La. Patent
No. 1,100,910.
This invention relates to needle changing devices
for graphophones and has for its object the pro-
duction of an efficient automatic means whereby
the needle may be automatically removed from
the reproducer and another needle automatically
replaced therefor.
Another object of this invention is the produc-
tion of a needle magazine which may be attached
to any desired machine for the purpose of supply-
ing needles to the reproducer.
Fig. 1 is a top plan view of the graphophone,
showing the device applied thereto. Fig. 2 is a
perspective view of the magazine applied to the
graphophone. Fig. 3 is a longitudinal section of
the magazine. Fig. 4 is a transverse section taken
on line 4 — 1 of Fig. 2. Fig. 5 is a detail perspective
of the needle carrying portion of the reproducer.
Fig. 6 is a side view of the opposite side of the
medle carrying portion of the reproducer. Fig.
7 is a transverse section taken thro.ugh the needle
engaging portion. Fig. 8 is a detail perspective
of the needle retaining or engaging cam.
WRITES INTERESTING LETTER.
The Columbia Co. received this week another in-
teresting epistle in praise of its dance product,
this latest testimonial being sent by Prof. L. Lin-
denberg, a prominent dance instructor of Mil-
waukee, Wis., and foremost in many organizations
devoted to the extension of dancing appreciations.
Prof. Lindenberg writes as follows:
"Knowing that you are always pleased to learn
of the success your machines give, I take great
pleasure in expressing my entire satisfaction in
your dance records. I use them on an average of
fourteen hours per day and would not be without
one for treble the price. The Columbia machine
is a blessing to the dancing instructor, and I can-
not see how anyone in this line can endeavor to get
along without one. Cordially, (Signed) L. Lin-
denberg."
60 YEARS'
EXPERIENCE
Patents
I RADE
Designs
Copyrights &c.
Anyone sending a sfcet ch and description may
qulek'y ascertain our opinion free whether an
Invention is probably patentable. Communica-
tions strictly confidential. HANDBOOK on Patents
sent free. Oldest agency for securing patents.
Patents taken through Muun & Co. receive
special notice, without charge, in the
Scientific American.
A handsomely Illustrated weekly. Largest cir-
culatlon of any scientlflo Journal. Terms, »3 a
year ; four months, $L Sold by all newsdealers.
WIUNN & Co1_36,Broadway New York
111 W ■«■■ *?* T- Jor TT> Qi TXT Kington T> C\
Branch Office, 626 F SU Washington, B0 G»
54
THE TALKING MACHINE WORLD.
RECORD BULLETINS FOR SEPTEMBER, 1914
Too Much Ginger (Daly).
Mona Lisa (Platzmann).
VICTOR TALKjNQ^ MACHINE CO.
NEW DANCE RECORDS
No. Size.
17607 Bregeiro Tango — Maxixe (Ernesto Nazareth) . .
Conrad's Society Orchestra 10
Mexe e Remexe — Maxixe (M. Sarrablo)
Conrad's Society Orchestra 10
35391 Come On Over Here — Combination One-step and
Waltz Hesitation (Kollo-Christine)
Conrad's Society Orchestra 12
Sur La Riviera — One-step (Including Le Long du
Missouri) (Bertal-Ronn)
Conrad's Society Orchestra 12
35393 All He Does is Follow Them Around Medley —
One-step Victor Military Band 12
Something Seems Tingle-Ingle-Ing Medley — One-
step, from ""High Jinks". .Victor Military Band 12
17547 A Little Love, A Little Kiss — Waltz Hesitation
(Un uel d'amour) (Lao Sihsu)) for dancing
(60 bars per minute) Victor Military Band 10
Little Gray Home in the West — Waltz Hesitation
(Hermann Lbhr) For dancing (60 bars per
minute) Victor Military Band 10
17616 Old Cremorne — Waltz Hesitation (Le Vieux Jar-
din) (Gordon Davson) For dancing (60 bars
per minute) Victor Military Band
Valse Noble Hesitation (Eugene C. Lesser) * or
dancing (60 bars per minute)
Victor Military Band 10
17615 By the Beautiful Sea Medley — One^step
Victor Military Band 10
Sit Down, You're Rocking the Boat Medley —
One-step Victor Military Band 10
POPULAR SONG LIST.
17561 He's Working in the Movies Now (Williams-
Bryan-Lodge) Billy Murray 10
They Don't Hesitate Any More (Puck-Kalmar-
Leslie) Irving Kaufman 10
17602 On the Shores of Italy (Al Piantadosi-Jack
Glogau) Albert Campbell-Henry Burr 10
Harmony Bay (J.- Brandon Walsh-Terry Sher-
man) Heidelberg Quintet 10
17604 Kiss Me Again (I Like It) (Fleta Jan Brown)
Helen Clark-Henry Burr 10
Where Can I Meet You To-night? (Farren-
Lange) Ada Jones-Billy Murray 10
17605 Don't Go Away (Milt Feiber-Jess-Feiber) . .
Heidelberg Quintet 10
The 20th Century Rag (Clark-Leslie-Abrahams).
Billy Murray 10
17610 Eagle Rock, from "Passing Show of 1914 '
(Harold R. Atteridge-Harry Carroll) ........
Collins and Harlan 10
My Croony Melody (E. P. Goetz-Joe Goodwin).
Collins and Harlan 10
TWO RAG NUMBERS BY FELIX ARNDT.
17608 Hacienda— The Society Tango (Paul Riese)
(Piano Solo) Felix Arndt 10
Desecration Rag (A Classic Nightmare) (Piano
Solo) Felix Arndt 10
TWO DESCRIPTIVE BAND NUMBERS.
35392 Carovana Tripolina (A Passing Caravan in Trip-
oli) (Vessella) Vessella's Italian Band 12
Through the Panama Canal — Descriptive Fantasy
(J. Louis von der Mehden, Jr.)
Victor Military Band 12
TWO NUMBERS BY THE VAN EPS TRIO.
17601 Chinese Picnic and Oriental Dance Medley —
One-step Van Eps Trio 10
Notoriety Rag — One-step (Kathryn L. Widner)
Van Eps Trio 10
NEW RECORDS OF TWO INSTRUMENTAL GEMS.
35342 Traumerei (Reverie) (Schumann, Op. 15, No. 7)
(Violoncello Solo with orch.)Rosario Bourdon 12
Hearts and Flowers — Intermezzo (Tobani, Op.
245) (Violin-flute, 'cello-harp)
Florentine Quartet 12
TWO NEW "SUMMER HITS" SONG MEDLEYS.
35394 Gems from "Passing Show of 1914" (H. At-
teridge-H. Carroll Victor Light Opera Co. 12
Broadway Favorites ....Victor Light Opera Co. 12
60121
70104
89081
88480
8S460
88487
88484
74383
74403
74402
64410
64424
BLUE LABEL RECORDS.
Aida — Celeste Aida (Heavenly Aida) (Act I.)
(Verdi.) (Tenor Solo with orch.) In Italian.
Paul Althouse
Standchen (Serenade) (Schubert) (Tenor Solo
with orch.) In German Paul Reimers
When It's Night-time Down in Burgundy (Alfred
Bryan-Henman Paley). Baritone Solo
George McFarlane
Same as His Father was Before Him (Terry-
Wells-Lauder) (Song) Harry Lauder
R&D SEAL RECORDS.
La Traviata — Imponete (Now Command Me)
(Act II) (Verdi.) Soprano and Baritone Duet
in Italian. .Frieda Hempel and Pasquale Amato
La Paloma (The Dove). (Yradier/ Soprano
Solo in Spanish Lucrezia Bori
Warum? (Fantasiestucke opus 12, No. 3 (Piano
Solo (R. Schumann) .. .Ignace Jan Paderewski
Stabat Mater — Cupus animam (Through His
Wounded Side) (Rossini) Tenor Solo........
Enrico Caruso
Tosca — Vissi d'arte e d'amore (Love and Music)
(Act II) (Puccini) Soprano Solo in Italian.
Emmy Uestinn
Tosca — Te Deum (Finale Act I) (Puccini) Bari-
tone Solo in Italian. Pasquale Amato
Ave Maria (Schubert) Tenor Solo in English
accomp. by Fritz Kreisler, violin and Vincent
O'Brien on piano ..John McCormack
Liuba's Air, from "The Czar's Bride" ("Czar-
skaia nevesta") (Rimsky-Korsakoff ) Soprano
solo in German Alma Gluck
Samson — Total Eclipse — "No Sun! No Moon!"
(Handel) Tenor Solo in English. Evan Williams
Valse Triste (Opus 44) (Jean Sibelius) Violin
accomp. by George Falkenstein on piano
Maud Powell
Manon Lescaut — Donna non vidi mai (Never Did
I Behold) (Act I) (Puccini) Tenor Solo in
Italian Giovanni Martinelli
Who Knows? (Paul Lawrence Dunbar-Ernest
R. Ball) Tenor Solo in English. .J. McCormack
12
12
12
12
NEW EDUCATIONAL RECORDS.
We are this year celebrating the One Hundredth Birth-
day of "The Star Spangled Banner" Sept. 14. 1814-1914),
and it is hoped that these records, made from the authorized
version by band and chorus, may assist in making the cele-
bration truly National.
17578 America (Dr. S. F. Smith-Henry Carey) (Ar-
ranged by the Music Section National Edu-
cation Association) Victor Mixed Chorus. 10
The Red, White and Blue (Timothy Dwight-
David T. Shaw) (Arr. Music Section, N. E.
Assocn.) Victor Mixed Chorus 10
17579 The Star Spangled Banner (Francis Scott Key)
(Arr. Music Section, N. E. Assocn.)
Victor Mixed Chorus -10
Hail Columbia (Joseph Hopkinson-Prof. Phile)
(Arr. Music Section, N. E. Assocn)
Victor Mixed Chorus. 10
17580 America (Henry Carey) (Arr. Music Section,
N. E. Assocn Victor Military Band 10
The Red, White and Blue (David T. Shaw) (Arr.
Music Section, N. E. Assocn)
Victor Military Band 10
17581 The Star Spangled Banner (Francis Scott Key)
(Arr. Music Section, N. E. Assocn)
Victor Military Band 10
Hail Columbia (Prof. Phile) (Arr. Music Sec-
tion, N. E. Assocn) Victor Military Band 10
17583 Dixie — 1. Banjo, tambourine, clappers; 2. Drum
and piccolo; 3. Full band .. Victory Mil. Band 10
Yankee jJoodle — 1. Violin (as jig — old version, ;
2. Fife and drum; 3. Full band ■
Victor Military Band 10
17582 Battle Cry of Freedom (Geo. F. Root) (Revised
version) Raymond Dixon 10
Song of a Thousand Years (Henry C. Work)
Raymond Dixon 10
AMERICAN MUSIC HISTORY SERIES.
17611 1. White Dog Song; 2. Grass Dance (Blackfee't
Tribe) Glacier Park Indians 10
Medicine Song (Blackfeet Tribe)
"Glacier Park Indians 10
TWO FAMOUS HISTORICAL SPEECHES.
35377 Lincoln's Gettysburg Address — delivered at the
dedication of the Gettysburg Battlefield as a
Soldiers' Cemetery, November, 1863
Harry E. Humphrey 12
Give Me Liberty, or Give Me Death! — Patrick
Henry's Speech in the Virginia Convention of
1775 Harry E. Humphrey 12
MARCHES PLAYED FOR SCHOOL MARCHING.
35389 The Stars and Stripes Forever March (John
Philip Sousa) Arthur Pryor's Band 12
El Capitan March (John Philip jousaj
Arthur Pryor's Band 12
17566 Hey Baloo (Burns-Schumann) from "Twenty
Song Classics," C. C. Birchard & Co
Elsie Baker 10
The Little Dustman (Brahms) from "Twenty
Song Classics," C. C. Birchard & Co
Elsie Baker 10
COLUMBIA GRAPHOPHONE CO.
A5577
A5580
36908
A1558
A1544
A1554
A1556
A1559
A1560
S7518
A5579
SYMPHONY DOUBLE DISC RECORDS.
Down in the Forest (Ronald) Soprano Solo, with
orch. accomp., in English Maggie Teyte
Believe Me If All Those Endearing Young
Charms (Moore) Soprano Solo, orch. accomp.
in English Maggie Teyte
La Forza Del Destino (Verdi). "In This Solemn
Hour.'' Tenor and Baritone Duet, orch. ac-
comp. in English
Morgan Kingston and Louis Kreidler
Samson and Delilah (Saint-Saens). Samson's
Prayer. Tenor Solo, orch accomp., in English.
Morgan Kingston
O Dolce Concento (Mozart-Dronet). Soprano
Solo, orch accomp., in Italian
Bernice de Pasquali
Rigoletto (verdi). "Caro Nome" (Dearest
Name). Soprano Solo, orch. accomp., in Ital-
ian Bernice de Pasquali
SYMPHONY SINGLE DISC RECORD.
Humoreske (Dvorak). Violin Solo..Eugen Ysaye
BLUE-LABEL DOUBLE-DISC RECORD.
Exhortation (A Negro Sermon) (Cook) Tenor
Solo, orch. accomp Reed Miller
Uncle Rome (Homer). Bass Solo, orch. accomp.
Frank Croxton
DOUBLE-DISC RECORDS.
Hello, Bill (Elk Song) (Heisler) Orch. accomp.
Peerless Quartet
Auld Lang Syne Prince's Band
Imitations of the Mocking Bird. Whistling Solo.
Sherman Sherry Powell
Listening to the Mocking Bird (Winner). Whist-
ling Solo, orch. accomp Joe Belmont
Threads of Gold (Fili d'Oro) (Buongiovanni)
Berkes Bela Orchestra
Valse Conversation (Maxstatt)
Berkes Bela Orchestra
Medley of Sea Chanties (Smith). OtcIi. accomp.
Peerless Quartet
Medley of Reels, Jigs and Hornpipes (Arr. by
Smith.) Violin, with orch. accomp
Walter Biedermann
Autumn Dreams (Valse Brillante) (Zimmer-
man). Trombone Solo, band accomp
Leo Zimmerman
Twinkling Star Polka (Smith). Piccolo and xylo-
phone, orch. accomp
Marshall Lufsky and Howard Kopp
LTnlucky Mose. Vaudeville sketch
Billy Golden and Joe Hughes
I'se Gwine Back to Arkansas. Vaudeville sketch.
Billy Golden and Joe Hughes
Violet Mazurka from the "Wildflower Suite"
(Hagar) Prince's Band
Golden Rod Galop, from the "Wildflower Suite,"
(Hager) Prince's Band
DANCE HITS OF THE MONTH.
Recording Supervised by G. Hepburn Wilson.
Brazilian Dreams (Dixon). Maxixe
Prince's Band
10
12
12
CHEMISCHE
FABRIK
E.
SAUERLANDT bei Apolda i. Th., Germany
The largest manufacturing plant in the world devoted exclusively to the
manufacture of Master-Waxes and Master-Blanks for
Gramophone and Phonograph Recording
Sole Manufacturer of Wax "P." the best recording material for Berliner- cut .
One-step
Prince's Band
Hesitation Waltz...
Prince's Band
Rose of the Mountain Trail (Caddigan and Bren-
nan). One-step Prince's Band
A5582 By the Beautiful Sea (Carroll). One-step
Prince's Band
That's a Plenty (Pollack). (jne-step
Prince's Band
A5583 Jungle Jambouree (Smith). One-step. Violin
and piano duet. .. .Albert and Monroe Jockers
Dorothy Waltzes (Rodenbeck). Violin and -uano
duet Albert and Monroe Jockers
A5584 Cecile (McKee). Hesitation Waltz
Princa's Band
On with the Dance (Smith). Hesitation-Waltz-
Trot Prince's Band..
SONG HITS.
A1557 You're Here and I'm Here (Kern) Baritone
Solo, orch. accomp Ed. Morton
The Walla Walla Man (Bennett). Orch. accomp.
Peerless Quartet
A1561 Just for To-night (Cobb). Contralto Solo, orch.
accomp .... Clara Morster and Peerless Quartet
Rose of the Glen (Costello and Helf) Counter-
tenor solo, orch. accomp Manuel i<omain
A1562 If I Had You (Berlin). Tenor Solo, orch. ac-
comp Henry Burr
When Did You Write to Mother Last? (Harris)
Tenor Solo, orch. accomp Henry Burr
A1563 All He Does Is Follow Them Around (Abra-
hams). Baritone Solo, orch. accomp
William Halley
By the Beautiful Sea (Carroll). Soprano and
Tenor Duet, orch. accomp
Ada Jones and Billy Watkins
A1564 Don't Go Away (Feiber.) Orch. accomp
Peerless Quartet
Some Day You'll Know Who Loves You (Ben-
nett). Contralto Solo, orch. accomp
Elida Morris
.A1565 They're On Their Way to Mexico (Berlin). Bari-
tone Solo, orch accomp William Halley
He Was Always Fooling Around ( Jerome-breen-
berg) Baritone Solo, orch. accomp
William Halley
10
28197
28198
28199
2385
2386
2387
2388
2389
2390
2391
2392
2393
2394
2395
2396
2397
2398
2399
2400
2401
2402
2403
2404
2405
2406
2407
2408
2409
2410
2411
2412
2413
2414
THOMAS A. EDISON, INC.
CONCERT LIST.
Trovatore — Miserere (Verdi) Soprano and Tenor
Duet, orch. accomp
Anna Case, Paul Althouse and Male Chorus
Martha — None so rare (M'appari) (Flotow)
Tenor Solo, orch. accomp Paul Althouse
Pescatori di Perle — Mi par d'udir ancora (Bizet)
Tenor Solo in Italian '. .Aristodemo Giorgini
REGULAR LIST.
Aeroplane Dip — Waltz Hesitation (Arthur Pryor)
For dancing National Promenade Band
Mary, You're a Little Bit Old-Fashioned (Mar-
shall) Tenor, orch accomp Walter Van Brunt
Recessional (Kipling — de Koven) Sacred, orch.
accomp Edison Mixed Quartet
The Rose .of the Mountain Trail (Vocal obligate
by Clementine de Vere) (Brennan) Baritone
Solo, orch. accomp Vernon Archibald
Grand Valse de Concert (Mattei) Reed only....
Edison Concert Band
Everybody Loves My Girl (Ayer) Tenor So.o,
orch accomp. Irving Kaufman
If They'd Only Move Old Ireland Over Here
(Frank Gillen) Tenor Solo, orch. accomp
Edward M. Favor' and Chorus
All on Account of You (Solman) Tenor Solo.
orch. accomp Irving Gillette
Hearts and Flowers (Tobani)
Venetian Instrumental Quartet
'Twas in September — The Beauty Shop (Hein)
Conversational duet, orch. accomp
Ada Jones and Billy Murray
When You Play in the Game of Love (Pianta-
dosi) Tenor Solo, orch. accomp. . .Manuel Romain
The Blue Jav and the Thrush (Belmont) Singing
and whistling, orch. accomp. .Harlan and Belmont
This is the Life Medley — Turkey Trot. For
dancing National Promenade Band
In the Palace of Dreams (Friedman) Contralto
and Tenor Duet, orch. accomp
Helen Clark and Emory B. Randolph
Kentucky Babe (Geibel) Male voices, orch. ac-
comp Manhattan Quartet
Lorena (Webster) Mixed voices, orch. accomp...
Metropolitan Quartet
The Dorothy Three-Step (Lampe)) For dancing.
National Promenade Band
Over the Alpine Mountains (Fischer) Tenor duet,
orch. accomp A. H. Campbell and I. Gillette
The Wanderer (Schubert) Basso, orcli. accomp...
FYederic Martin
Something Seems Tingle-ingleing — Hieh Jinks
(Friml) Tenor Solo, orch. accomp... W. Van Brunt
Humoreske (Dvorak) Violin Solo, piano accomp.
Samuel Gardner
He'd Push It Along (Abrahams) Comic song,
orch. accomp Edward Meeker
Castle House Rag One-Step (Europe) for danc-
ing National Promenade Band
Mootching Along (Muir) Orch. accomp....'...
Arthur Collins and Byron G. Harlan
Bedtime at the Zoo (Monckton) Comic Song.
orch. accomp Ada Jones
By the Dear, Old River Rhine (Morse) Tenor
Duet, orch. accomp.. .A. H. Campbell and I. Gillette
Patrol Comique (Hindley)
American Standard Orchestra
March of the Inland Tribes Liberati's Band
Suffragettes March (Liberati) Liberati's Band
La Mia Speranza Valse (Liberati) .... Liberati's Band
WRESTLING WITH ENGLISH.
Sir Frederic Cowen, the eminent English com-
poser, in his recent book of reminiscences entitled,
"My Art and My Friends," has collected a wealth
of interesting anecdotes relating to the many
famous people with whom he has come in con-
tact. Here is a gem about Hans Richter, which,
if not authentic, has at least been compounded by
some one who knew the famous man's dry sense
of humor and his perpetual wrestlings with the
English language. Once on going into a booking
office Richter said : "I vant two tickets to ■ >
vun for me to come back and vun for my wife
not to come back."
THE TALKING MACHINE WORLD.
$<ft* (St*
MP MP
READ your trade paper! Get The
Talking Machine World regu-
larly— It is worth many times to
you its annual cost.
There is but one talking machine
paper covering this entire industry, and it
is admitted by all that it is of great aid to
the dealers in every part of this country.
New economic conditions make cer-
tain knowledge necessary on the part of
merchants, and in every issue of The
World there is contained educational mat-
ter, instructive service, business news and
technical articles which are worth many
times the cost of the paper.
Thousands have been benefited by
the business articles which appear in The
World, and every talking machine dealer
should receive it regularly.
The only way to do that is to pay for
it, and the cost is trifling — a little over
eight cents a month, and for that small
sum The World, with all its mine of infor-
mation, is at your service.
If you do not receive the paper regularly, just
put your dollar in an envelope and address it to the
office of the publication, and you will say that it is
the best investment that you have ever made.
Do not delay but send on your dollar now.
Recollect that your competitor is getting The
World — getting it regularly, and in it he is securing
some valuable pointers — information which places
you at a disadvantage if you do not read the paper.
Do not overlook such a valuable contributing
factor to your business success.
EDWARD LYMAN BILL
PUBLISHER
373 Fourth Avenue, New York City
■MHMKt!
THE TALKING MACHINE WORLD.
!
"Tell him what he
wants to hear"
"Sell him what he
wants to buy"
These two basic selling rules
were old when the world
was young. You use them
with the utmost freedom in
selling the full Edison Line
because of its tremendous
variety of talking points.
No matter what your cus-
tomer's tastes, you can
always find some Edison
superiority he's been wanting
to hear about and so you
can always sell him what
he wants to buy.
a€di
INCORPORATED
59 Lakeside Ave., ORANGE, N. J.
Edison Disc
and Cylinder
Phonographs
I
■I
VOL. X. No. 9.
single: copies, 10 cents
per year, one dollar
Published Each Month by Edward Lyman Bill at 373 Fourth Avenue, New York, September 15, 1914
Victrola m XVI, $200
Mahogany or lif oak
The instrument by which the value of
all musical instruments is measured
IIS MASTERS Y0
m
Entered as second-class matter May 2, 1905, at the post office at Ni
X. V., under the act of Congress of March 2, 1S79.
THE TALKING MACHINE WORLD.
DEATH TO STEEL NEEDLES
THE SONORA JEWEL MULTI-PLAYING NEEDLE
A RELIABLE a»d IMPROVED SUBSTITUTE
MARKS
The Beginning of the End of the Steel Needle
BECAUSE IT
Eliminates the necessity of changing after each playing,
Plays on all makes of disc phonographs,
Improves on the tone-quality of the record,
Reduces to a minimum the scratch and any imperfections which may exist,
Increases the life of the record,
Gives new life to used records,
Permits different tone volumes without the aid of other attachments, and
Is guaranteed for three months.
PATENTS PENDING.
PRICE, $1.00
Five years ago the Sonora Phonograph Co. introduced the first perpetual Jewel Disc Record made in the United States. Since that time,
by continual efforts, wonderful improvements have been made. Encouraged by the success of this record and the needle used thereon,
and realizing the trouble, annoyance and damage which the use of steel needles causes to disc records, we have now perfected this Jewel
"'hich eliminates the necessity of changing after every record and still does not injure the delicate grooves of the record, as the use
Needle, which eliminates the necessity o
of the steel needle does, and at the same time greatly improves on the tone.
All owners of talking machines dislike the requirement of changing the needle after each playing
and the SONORA JEWEL MULTI-PLAYING NEEDLE will be welcomed by them all.
Every owner of a talking machine will want one or more of these needles, and with the SONORA
JEWEL MULTI-PLAYING NEEDLE it will be " Once a User, Always a User."
We want dealers in every city to handle this needle. Be first in introducing it in your
city and have the advantage over your competitors. Exclusive representation granted.
Write for descriptive circular, also new catalogue of phonographs and prices to
SONORA PHONOGRAPH CORPORATION, Mfrs.
57 READE STREET, NEW YORK
GEO. E. BRIGHTSON, Pres.
(The attention of our Legal Department will be called to any individual, firm or
corporation wilfully making false statements regarding the merits of this needle.)
mm
The Talking Machine World
Vol. 10. No. 9.
New York, September J 5, 19 \ 4.
Price Ten Cents
NEW USE FOR TALKING MACHINE. TWENTY=FIVE YEARS OF SERVICE. ACQUIRES MUSICAL KNOWLEDGE.
Humanitarian of St. Louis Uses Victrola for
Entertainment of Homeless Cats and Dogs
and Demonstrates Plan for Reporter.
(Special to The Talking Machine World.)
St. Louis, Mo., September 8. — Miss Lillie Nagel,
a practical humanitarian of this city, has found a
new use for a talking machine. The newspaper
printing her interview called it a Victrola, and so
it must have been that machine.
Miss Nagel is locally famous as conducting a
home for stray dogs and cats in the best resi-
dence district of the city. All of the neighbors
know that if a stray bothers them the place to send
it is to Miss Nagel's home, where it is fed and
doctored until in fine condition, when she finds a
home for it. Recently she was named in a trust
deed to superintend the construction of a dog and
cat charity hospital. A newspaper reporter went
out to learn of her plans, and he found Miss
Nagel enthusiastic over the discovery that cats and
dogs appreciated music.
"Isn't it fine that I have made this discovery
just as we are going to build the hospital?" she
exclaimed, "for we will have a music room in the
new building and to it will come the cats and dogs
for enjoyment as their favorite numbers are
played, for they all do not like the same sort of
music."
Then Miss Nagel took the reporter into the
house and put on a Caruso record to show that
some of the forty or more stray dogs on the prem-
ises would dance to it and otherwise show their
appreciation. Next she put on some soft and low
music and called attention to other cats and dogs.
A third trial was for ragtime, and some other ani-
mals showed their appreciation sufficient to con-
vince Miss Nagel, if not the reporter, that they
liked the tune. Then she explained the plans for
the music room in the hospital. Now all live talk-
ing machine dealers can advertise their wares for
cats' and dogs' entertainment and refer to Miss
Nagel.
Mr. and Mrs. Frank Dorian Guests of Honor
at Dinner Given by Mr. and Mrs. Easton to
Celebrate Mr. Dorian's 25th Year of Service
with the Columbia Graphophone Co.
Mr. and Mrs. Frank Dorian were the guests of
honor at a dinner given on September 3 at the
Areola Country Club, Ar-
eola, N. J., by Mr. and
Mrs. Edward D. Easton
to celebrate the comple-
tion of Mr. Dorian's
twenty-fifth year in the
service of the Columbia
Graphophone Co. Others
present at the dinner were
George W. Lyle, general
manager of the Columbia
Co.; Mr. and Mrs. C. W.
Woddrop and Mr. and
Frank Dorian. Mrs Mortimer D.
Mr. Dorian entered the service of the company
as a lad of nineteen in Washington, D. C. He was
at that time a typewriter operator of extraordinary
ability. He served for some years in minor capaci-
ties, afterwards became private secretary to Mr.
Easton, then Baltimore manager, Washington man-
ager and later general manager of the company,
from which position he was in 1897 transferred to
Europe as the general manager of the company's
business there. He had his headquarters for three
years in Paris and for nine years in London and
then returned to the United States and took charge
of the Dictaphone, of which he is now manager.
He has been signally successful in all his undertak-
ings and has a host of friends throughout the
world who admire his personality, business acumen
and sterling character.
In view of Mr. Dorian's youthful appearance it
is hard for his friends to realize that, with the ex-
ception of President Easton, he is the oldest living
employe in continuous service with the Columbia
Graphophone Co.
THAT BAD CHECK GAME AGAIN. NEW DEPARTMENT FOR MILWAUKEE.
Ray Bros., Louisville, Ky., Nearly Lose $300
Victor Outfit on Bad Check Transaction.
(Special to The Talking Machine World.)
Louisville, Ky., September 8. — Ray Bros., who
handle a large Victor business here, had a narrow
escape from being swindled on a bad check last
week. A man visited the company's store and
selected a $250 Victrola and about $50 worth of
records, for which he tendered a check that he
had made out in the presence of the clerk. He
advised that the bank be communicated with in
order to establish the value of the check, and
that fact drew the salesman off his guard. The
bank was called up, however, before the goods
were shipped and the check was declared no good.
It was learned that the man with the check was
somewhat irrational and had made a practice of
distributing worthless checks among tradesmen
apparently without a desire to profit by the
scheme.
Victrola Section to Be Feature of New Building
Now Being Erected by Edward Schuster &
Co.'s Great Department House in That City.
(Special to The Talking Machine World.)
Milwaukee, Wis., September 8— Edward
Schuster & Co., operating large and successful de-
partment stores at Third and Garfield and Twelfth
and Vliet streets, will install a Victor talking ma-
chine department in the new department store
which it is erecting on the south side, and which
will be opened some time in October. The Schus-
ter concern has met with such success in handling
the Victor line at its two present stores that it
made arrangements several months ago to carry
the line at its new store. The company recently
installed piano departments in its stores, which
are in charge of Mr. .Marks, formerly well known
in St. Louis.
BEN L. BROWNNOW MANAGER.
Ben L. Brown, formerly assistant manager of
the Cincinnati store of the Columbia Graphophone
Co., has been promoted to the management of the
Louisville, Ky., store of that company, succeeding
D. S. Ramsdell, and took up his new duties on
September 1.
W. E. DEWELL MAKES A CHANGE.
W. E. Dewell, who established and for some time
was manager of the successful Edison phonograph
department of Martin & Co., Sioux City, Iowa,
recently severed that connection to take charge of
the phonograph sales department of the Huse Pub-
lishing Co., Norfolk, Neb.
ENLARGES VICTOR DEPARTMENT.
The West Music House, one of the oldest
music houses in Joliet, 111., has recently remod-
eled its quarters to make room for new demon-
strating booths in the Victor talking machine
department.
PROMOTED TO MANAGER.
Walter G. Young, a salesman in the Victrola
department of the Stewart Dry Goods Co. store,
Louisville, Ky., has been appointed manager of
the department, to succeed L. M. Knickerbocker.
How the Talking Machine Has Brought Opera
and the Best Class of Music Into the Homes
of the Every Day People in the Country as
Well as City — "Ain't No More Country."
It has well been said that there is no longer any
"country." In other words, country folks have
become so citified, so up-to-date with their auto-
mobiles, their telephones and talking machines and
latest styles of dress, that the old time distinctions
between the people of the city and country are
gradually diminishing.
Through the medium of the talking machine all
the latest music now finds its way into the homes
of the farmers, and they discuss the latest operas
with as much interest as if they had seen and heard
them. All of this makes for culture and progress,
and it shows what an uplifting factor is the talk-
ing machine. This apropos the following clipping,
which we take from the "Office Window" depart-
ment of the Evening Mail:
."A little girl of five or six years, out at Tucka-
hoe, astonished a company of people the other day
by singing several operatic selections as she played
about the floor. Perfectly unconscious, she
warbled the most complicated airs with her almost
baby voice, accompanying them with a queer jumble
of words, which were a sort of childish reflection
of the words that really belong to them. "Why,
the child is singing grand opera !" someone ex-
claimed. But why should she not sing grand opera?
She had heard it on the phonograph ever since she
was born. Possessing a musical ear and a voice as
a gift of nature, the oftrepeated songs of the
phonograph had easily effected a lodgment in her
memory, and she sang them as a matter of course.
"Probably there are many children like her. The
Office Window man has heard a farm boy, away
up in Vermont, whistling operatic airs with great
fluency. They had come to his ears, too, through
the little machine that nightly filled the home sit-
ting room with its thin, metallic notes. Now and
then a child is born with a talent for music. Such
a child will pick up opera from a phonograph as
readily as it picks up the ordinary phrases of
speech from its companions.
"What will be the effect of the phonograph on
the musical cultivation of the American people?
Undoubtedly it will spread the knowledge of the
mechanism of music. It will take time to tell
whether it will increase the musical taste of the
people, upon which, and upon which only, a real
national music must be founded."
COOPERATING WITH MANUFACTURER
A clean shaven, quiet looking fellow standing
on the outskirts of the gathering when the discus-
sion started, worked his way in and said every
month his store sent out at least 3,000 distinctive
circulars; these were in addition to statements and
invoices. There is not a week that goes by that he
does not get some returns from circulars sent out
in the manner described. The circulars cost one
cent each. The talking machine dealer who does
not take advantage of the manufacturer's advertis-
ing matter sent out is certainly slow. They adver-
tise the things that customers want to know about.
If the circulars are short and pithy, and get into
the hands of the ladies, they will bring results.
The man who is on the winning side is most apt
to preach the triumph of right.
MILWAUKEE HOUSE CHANGES NAME.
(Special to The Talking Machine World.)
Milwaukee, Wis., September 8. — The Hoeffler
Manufacturing Co., 306 West Water street, which
has maintained a large and flourishing Victor de-
partment for several years and has carried on a
large business in a general line of automatic mu-
sical instruments, has filed an amendment to its
articles of incorporation, changing its name to the
Hoeffler Piano Co. The Hoeffler house took up
the agency for a well-known line of pianos about
the first of the year.
4
THE TALKING MACHINE WORLD.
FALL TRADE OPENING UP WELL IN MILWAUKEE.
War Disturbance Has Little Effect on Business in That City, Is Report — Dealers Ordering
Very Freely as Result of Good Crop Outlook — Anti-Tuberculosis Association Wants
Records — Badger Talking Machine Co. Succeeds — General Trade News of Interest.
(Special to The Talking Machine World.)
Milwaukee, Wis., September 8.— The disqueting
effect of the European war does not seem to be
having any adverse influence on the talking ma-
chine business in Milwaukee or about Wisconsin.
Jobbers and dealers say that the fall trade is open-
ing up very satisfactorily and that there is every
indication of a good business being received from
now until after the holiday season.
The fact of the matter is that the war is doing
much to improve general business in Milwaukee,
and this is reacting with favor upon the talking
machine trade. Milwaukee and Wisconsin manu-
facturers recently held a big meeting in Milwaukee
to discuss the possibilities of an increased export
trade, especially in South America, now that Ger-
many is forced to withdraw some of her attentions
from that country. A committee was appointed
and general plans made to further the export trade
in South America. The result has been that there
has been increased activity in many lines.
Jobbers say that dealers about the State have
been ordering rather freely in both machines and
records. Stocks in dealers' hands have not been
large during the summer, and now it is necessary
to order for the fall trade. Conditions about the
State are especially favorable at this time. A
bumper grain crop has been threshed and is being
sold at record-breaking prices, resulting from the
European war, and the outlook for the corn crop
was never better. Farmers and dealers in the
smaller cities and towns about the State seem to
be prosperous, and this ought to result in a good
business.
Appeal for Used Records.
The Wisconsin Anti-Tuberculosis Association,
with headquarters in Milwaukee, has appealed to
the citizens of Milwaukee to donate any old talk-
ing machine records which they may have to the
patients of the Milwaukee County Tuberculosis
Sanatorium. A. G. Kunde, well-known Columbia
jobber and dealer, 615 Grand avenue, won public
approval some months ago by presenting the tuber-
culosis patients with a Columbia machine after a
portion of the sanatorium had been destroyed by
fire and the only available talking machine had
been lost. Only a few records are owned by the
institution, however, and the board of trustees of
the sanatorium cannot well afford to spend money
at this time for new records, so the Anti-Tubercu-
losis Association suggests that a gift of records
would do much to brighten the existence of the
inmates.
Mrs. J. H. Becker on Road to Recovery.
Mrs. J. H. Becker, wife of the enterprising
manager of the Victor department of the Hoeffler
Piano Co., 306-308 West Water street, is slowly
recovering from the effects of a serious operation
recently performed at one of the Milwaukee hos-
pitals. Mrs. Becker has been ill for more than a
month and her life was despaired of at one time.
Record Sales Unusually Good.
Record sales at the Hoeffler Piano Co.'s store
have been unusually good of late, largely as a
result of an interesting advertising and publicity
campaign conducted by J. H. Becker, Jr., manager
of the Victor department at the store. Mr. Becker
arranged a large number of attractive show cards
for his windows, made up of the title pages from
the sheet music of various record selections, on
which was printed the number of the particular
record carrying the piece in question. This
scheme did much to increase record sales, aided
by the plan of printing some of the leading rec-
ord titles on the outside of the regular mailing
list envelopes. Mr. Becker reports that since the
European war began the sale of the Victor rec-
ord, "Die Wacht Am Rhine," No. 16,423, has at-
tained a new high mark. This is not to be won-
dered at, in view of our large German population.
Visitors from Chicago.
Roy J. Keith and D. C. Prescott, both of the
Talking Machine Co., of Chicago, recently called
upon the Milwaukee trade. Both were optimistic
regarding the fall outlook.
H. R. Fitzpatrick to Travel for Victor Co.
Wisconsin talking machine dealers are well
pleased over the fact that Harry R. Fitzpatrick,
who served for several years as manager of the
Wisconsin Talking Machine Co., the predecessor
of the Badger Talking Machine Co., Victor jobber
in Milwaukee and Wisconsin, has been appointed
traveling representative of the Victor Talking
Machine Co. in Wisconsin, Illinois and northern
Michigan, succeeding S. W. Goldsmith, vice-presi-
dent of the Badger Talking Machine Co., who
traveled over this territory for eight years. Mr.
Fitzpatrick made a host of friends among Wis-
consin dealers while engaged in the jobbing busi-
ness who are wishing him success in his new
position. Mr. Fitzpatrick formerly traveled for
:be Victor Co. before coming to Milwaukee sev-
eral years ago. He will make his headquarters in
Milwaukee.
Large Types of Machines in Demand.
Paul A. Seeger, manager of the Victor depart-
ment of the Edmund Gram Piano House, reports
that the demand for the large type of Victrolas is
unusually good at this time. Mr. Seeger and his
family recently returned from a three weeks' vaca-
tion spent at Sister Bay, Wis.
H. H. Schwenker, traveling repair man of the
Victor Talking Machine Co., spent a few days
in Milwaukee recently, making his headquarters
at the office and warerooms of the Badger Talking
Machine Co., jobbers in Wisconsin and upper
Michigan for the Victor line.
New Concern Starts Off Well.
The new Badger Talking Machine Co., suc-
cessor to the Wisconsin Talking Machine Co. as
jobber in Wisconsin and nothern Michigan for
the Victor line, experienced an unusually good
business during the first month of its existence.
P.oth S. W. Goldsmith, vice-president, and Harry
A. Goldsmith, secretary-treasurer, report that the
utlook is bright for a big fall trade.
'Wisconsin dealers are buying exceptionally
well," said S. W. Goldsmith, "and I am confi-
dent that the Victor will meet with a big business
in this State this fall. We have located several
new Victor dealers in our territory during the
past month. I have just returned from a busi-
ness trip to Minneapolis and St. Paul, and con-
ditions in the Northwest are favorable."
George F. Ruez, president of the Badger Talk-
ing Machine Co., has moved to Milwaukee from
Ishpeming, Mich., and will now devote his entire
time to the jobbing business.
F. H. Hochmuth in New Quarters.
F. H. Hochmuth, one of Milwaukee's well-
known music dealers, who has been engaged in
business at 311 Chestnut street for many years,
moved into a handsome new building at 347 Third
street soon after September 1, where he has
broadened his business in several lines. Mr.
Hochmuth has ' secured the retail agency for the
Victor line of goods and is displaying them in
specially arranged quarters in his new building.
A new piano department has also been installed.
New Edison Disc Dealers.
Several Edison disc dealers have been placed in
Wisconsin and nothern Michigan during the past
month, according to William A. Schmidt, general
manager of the Phonograph Co., of Milwaukee,
jobber in this territory for the Edison line. Good
retail sales are being made at the Edison Shop,
213-215 Second street.
To Move Into New Quarters.
A. G. Kunde, Columbia jobber and retailer, 615
Grand avenue, hopes to be able to move into his
new quarters at the new Miller building at the
corner of Grand avenue and Fifth street by Sep-
tember 15. The new structure has been erected
on the site of the building formerly occupied by
Mr. Kunde, who will have his former address,
516 Grand avenue.
The Success of Your Talking Machine Department
Is to a large extent dependent upon the service your distributor gives you.
This admitted makes it important that you secure the best service obtainable.
AND THAT IS EASTERN SERVICE
To use it is to swear By it not At it.
May we not have the opportunity to convince you that our service is exceptional?
EASTERN TALKING MACHINE COMPANY
177 TREMONT STREET, BOSTON, MASS.
EDISON
FOR NINETEEN YEARS TALKING MACHINES EXCLUSIVELY
VICTOR
THE MUSIC TRADE REVIEW
5
Victrola IV, $15
Oak
Victrola X, $75
Mahogany or oak
Victrola VIII, $40
Oak
Victrola XVI, $200
Mahogany or oak
Success in the music trade is measured by the
Victrola.
The dealers who are the most successful are those
most of the opportunities the Victrola
who make the
offers them.
Victor Talking Machine Co., Camden, N. J., U. S. A.
Berliner Gramophone Co-, Montreal, Canadian Distributors.
Always use Victor Machines with Victor Records and Victor Needles —
the combination. There is no other way to get the unequaled Victor tone.
Albany, N. Y Finch & Hahn.
Altoona, Pa W. F. Frederick Piano Co.
Atlanta, Ga Elyea-Austell Co.
Phillips & Crew Co.
Austin, Tex The Talking Machine Co., of
Texas.
Baltimore, Md Cohen & Hughes, Inc.
E. F. Droop & Sons Co.
H. R. Eisenbrandt Sons.
Bangor, Me Andrews Music House Co.
Birmingham, Ala Talking Machine Co.
Boston, Mass Oliver Ditson Co.
The Eastern Talking Machine
Co.
M. Steinert & Sons Co.
Brooklyn, N. Y American Talking Machine Co.
Buffalo, N. Y W. D. Andrews.
Neal, Clark & Neal Co.
Burlington, Vt American Phonograph Co.
Butte, Mont Orton Brothers.
Chicago, III Lyon & Healy.
The Talking Machine Co.
The Rudolph Wurlitzer Co.
Cincinnati, O The Rudolph Wurlitzer Co.
Cleveland, O The W. H. Buescher & Sons Co.
The Collister & Sayle Co.
The Eclipse Musical Co.
Columbus, O Perry B. Whitsit Co.
Dallas, Tex Sanger Bros.
Denver, Colo The Hext Music Co.
The Knight-Campbell Music Co.
Des Moines, la Chase & West Talking Mach. Co
Mickel Bros Co-
■ ■ ■ Victor Distributors==
Detroit, Mich Grinnell Bros.
Elmlra, N. Y Elmira Arms Co.
El Paso, Tex W. G. Walz Co.
Galveston, Tex Thos. Goggan & Bros.
Honolulu, T. H Bergstrom Music Co., Ltd.
Indianapolis, Ind Stewart Talking Machine Co.
Jacksonville, Fla Florida Talking Machine Co.
Kansas City, Mo T- W. Jenkins Sons Music Co.
Schmelzer Arms Co.
Lincoln, Neb Ross P. Curtice Co.
Little Rock, Ark O. K. Houck Pisno Co.
Los Angeles, Cal Sherman, Clay & Co.
Louisville, Ky Montenegro-Riehm Music Co.
Memphis, Tenn O. K. Houck Piano Co.
Milwaukee, Wis Badger Talking Machine Co.
Mobile, Ala Wm. H. Reynolds.
Montreal, Can Berliner Gramophone Co., Ltd.
Nashville, Tenn O. K. Houck Piano Co.
Newark, N. J Price Talking Machine Co.
New Haven, Conn. .. .Henry Horton.
New Orleans, La Philip Werlein, Ltd.
New York, N. Y Blackman Talking Machine Co.
Emanuel Blout
C. Bruno & Son, Inc.
I. Davega, Jr., Inc.
S. B. Davega Co.
Chas. H. Ditson & Co.
Landay Brothers, Inc.
New York Talking Machine Co.
Ormes Inc.
Silas E. Pearsall Co.
Benj. Switky.
J. B. Greenhut Company, Inc.
Omaha, Neb Nebraska Cycle Co.
A. Hospe Company,
Peoria, III Putnam-Page Co., Inc.
Philadelphia, Pa Louis Buehn.
C. J. Heppe & Son.
Penn Phonograph Co., Inc.
The Talking Machine Co.
H. A. Weymann & Son, Inc.
Pittsburgh, Pa C. C. Mellor Co., Ltd.
Standard Talking Machine Co.
Portland, Me Cressey & Allen, Inc.
Portland, Ore Sherman, Clay & Co.
Richmond, Va The Corley Co., Inc.
W. D. Moses & Co.
Rochester, N. Y E. J. Chapman.
The Talking Machine Co.
Salt Lake City, UtahConsolidated Music Co.
San Antonio, Tex.... Thos. Goggan & Bros.
San Francisco, Cal .... Sherman, Clay & Co.
Savannah, Ga Phillips & Crew Co.
Seattle, Wash Sherman, Clay & Co.
Sioux Falls, S. D Talking Machine Exchange.
Spokane, Wash Sherman, Clay & Co.
St. Louis, Mo The Aeolian Company of Mo.
Koerber-Brenner Music Co.
St. Paul, Minn W. J. Dyer & Bro.
Syracuse, N. Y W. D. Andrews Co.
Toledo, O The Whitney & Currier Co.
Washington, D. C... Robert C. Rogers Co.
E. F. Droop & Sons.
6
THE TALKING MACHINE WORLD.
Famous Record Albums
AT VERY LOW PRICES TO MEET COMPETITION
These Record Albums will Pay for Themselves in a short Time by Preserving Records.
When Full the Albums are Flat and Even Like Books. They will Fit in a Library
Cabinet or Book Case, or They will Lie Flat on One Another.
For Durability, Artistic
Design and Finish, our
Albums have no equal.
They are made in the
most substantial manner
by skilled workman. We
sell our Superb Albums
at big discounts to meet
competition. Shall we
send samples and quote
our very low prices ?
DISC RECORD ALBUMS
ARE WHAT EVERY
Talking Machine Owner
MUST NOW HAVE
With the index they
make a complete system
for filing away all disc
Records, and can be add-
ed to, Album by Album,
as Records accumulate,
like books in a library.
THESE ALBUMS ARE THE BEST FOR VICTOR, EDISON,
COLUMBIA AND ALL OTHER DISC RECORDS
Write for samples of our Albums, which are superior to all others
Address NATIONAL PUBLISHING CO., 235 South American St., Philadelphia, Pa.
FALL TRADE STARTS IN CINCINNATI.
Dealers Generally in Optimistic Mood — Vic-
trola Department of Cable Company Opened
to the Public — Steubenville Dealer in Trouble
— Liberal Advertising the Rule — What the
Managers Report Anent Conditions.
.(Special to The Talking Machine World.)
Cincinnati, O., September 9.— From all appear-
ances Cincinnati is no worse off than the other
important communities of the United States. There
is a most optimistic feeling among 'the managers
of the various talking machine departments about
the city. In a general way they feel that the busi-
ness for this month will off-set the losses of July
and August. There was just a fair amount of
business during these'Two months. More than the
average number of Cincinnatians appeared to have
been away during the past sixty days. Now one
again hears the music of the talking machines.
After much delay the Victrola department of
the Cable Company, on West Fourth street, will be
thrown open to the public on Monday. Whole-
sale Manager Summey has engaged Kenneth Bart-
lett, a former Cincinnati boy and lately of Tampa,
Fla., to take charge of the new business. Mr.
Bartlett is already on the job and is patiently
waiting for the disappearance of the workmen so
that he can get busy. The demonstrating booths
are located on the ground floor and help give an
artistic appearance to this big music shop.
News comes from Steubenville of the financial
difficulties of Lambert Friedl, owner of the Na-
tional Talking Machine Co. On Thursday he
posted a notice, announcing the closing of the busi-
ness due to a "depreciation of stock." He an-
nounced that his liabilities are close to $38,000,
and that his assets will pay him out clear in time.
Manager Whelen, of the local Columbia grapho-
phone store is still optimistic about the fall busi
ness. He said "During the month of August we
simply held our own, but September opened up
good, as the opening of the schools is bringing
many families home from their vacations, which
naturally acts as a stimulus to business. The re-
opening of the schools is usually the signal for re-
newed activities in all lines of business and no
time will be lost from now on in getting ready to
handle the fall and winter business."
The Otto Grau Piano Co. is most consistent in
advertising its Victrola department. President
Grau states that this has brought the company busi-
ness which it would not have received by an oc-
casional advertisement.
The Aeolian Co. is doing considerable ad-
vertising and is getting ready for a big fall trade.
Manager Stotler, of the Milner Musical Co.,
leaves Monday for Wisconsin, where he expects
to put in two weeks, seeking some gamey fish.
Manager Dittrich, of the talking machine de-
partment of the Rudolph Wurlitzer Co., says:
"August was a month of exceptionally heavy record
orders at a time when shipments of records were
heaviest from the manufacturers. Machine orders
were also very good, and this would indicate that
dealers not only are enjoying an exceptionally good
summer trade, but are stocking up for the fall
business in spite of pessimistic reports from other
channels of trade. Retail business was excep-
tionally good during the month of August. We
are not losing any sales on account of the war con-
ditions, and we do not expect to be effected by con-
ditions later on in the fall. There is a plentiful
stock on hand and we look for big results during
the coming season."
GRAFONOLA RECITAL IN CHURCH.
Large Crowd of Church Members and Friends
Turn Out to Enjoy Most Delightful Concert
Arranged in Laurel, Md., by R. H. Sadler,
Jr., a Local Grafonola Enthusiast.
(Special to The Talking Machine World.)
Laurel, Md., September 5. — R. H. Sadler, Jr., of
this town, had heard on various occasions of the
use of talking machines in churches and deter-
mined to make the experiment for his own satis-
THE MAN OF GRIT WINS.
The fellow who says "I never had a chance" is
almost invariably a man who never had any grit.
Grit wins. To have grit means to have determina-
tion enough to keep going, to plug away until the
accomplishment of your purpose. This requires
planning, studying, working with all the concen-
trated force that is in you. Winning means work-
ing in the superlative degree, not shirking in any
degree.
Showing Grafonola Used in Church Work.
faction. He was the possessor of a Columbia
Princess Grafonola, and after arranging a com-
prehensive program of various kinds of music se-
cured the use of the Laurel Presbyterian Church
for the concert. The concert, or recital, was if
the nature of a free social for the church people
and their friends, who attended the affair in large
numbers. So successful was the first recital that
Mr. Sadler was compelled to follow it with others
to meet the demands of the local music lovers. The
accompanying illustration shows the Grafonola in
position beside the pulpit.
PROGRESSIVE JOBBERS ADVERTISING
IN THE TALKING MACHINE WORLD. CON-
SULT THEIR ANNOUNCEMENTS.
THE TALKING MACHINE WORLD. 1
Victrola IV, $15 Victrola VI, $25 Victrola VIII, $40 Victrola IX, $50
Oak Oak Oak • Mahogany or oak
To the public, "Victrola' means the
world's best music.
To the music dealer it means all that —
and more. It is the very foundation of music
trade success.
Victor Talking Machine Co.
Camden, N. J., U. S. A.
Berliner Gramophone Co., Montreal, Canadian Distributors.
Always use Victor "Machines with Victor Records and
Victor Needles — the combination. There is no other
way to get the unequaled Victor tone.
Victrola X, $75
Mahogany or oak
Victrola XI, $100
Mahogany or oak
Victrola XIV, $150
Mahogany or oak
Victrola XVI, $200
Mahogany or oak
8
THE TALKING MACHINE WORLD.
Good product sold to the dealer and by
the dealer, strictly on its merits, co-
operation always, and protection as a
matter of course— that's business,
Columbia style.
(Write for "Dfuric Money," a hook "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
TRADE IMPROVESJN PITTSBURGH.
Attractive New Stores and Departments Opened
— Recital Hall in Kaufmann Bros. Store —
Schoen Music Co.'s Department a Success —
Reports from Other Members of the Trade.
(Special to The Talking Machine World.)
Pittsburgh, Pa., September 10.— The consensus
of the opinions of the Pittsburgh talking machine
dealers indicates a marked improvement in trade
during the first part of September, in fact several
report a slight advance in sales over the same
period of last year. The record business is on tne
increase and many of the houses have materially
increased their lines.
New Dealers in Line.
During the past ten days two newcomers have
made their appearance in the circle of local deal-
ers. The Peloubet Co. has opened an up-to-date
establishment on Forbes street, near Oakland, and
is handling the Victor exclusively. The opening
trade has been very encouraging and a splendid fall
business is looked forward to, as the Peloubet store
is located in a section of the city that is a compara-
tively new field for the talking machine.
A talking machine department has been installed
by the Story & Clark Piano Co., 539 Wood street,
who will specialize exclusively in the Edison. Sev-
eral practically sound-proof booths have been con-
structed and are fitted up in a complete and con-
venient manner. The department opened for busi-
ness during the week of September 7.
Pleased with Business Conditions.
The Boggs & Buhl Victrola department has been
enjoying an exceptionally good business, and Man-
ager J. A. Phelps reports a steady increase since
the first of September. The location of the de-
partment on the fourth floor with the piano de-
partment is proving to be equally as convenient and
attractive to customers as the old situation on the
second floor.
To Open Concert Hall.
Manager H. N. Rudderow, of the Kaufmann
Bros. Victrola department, expresses much satis-
faction over the trade of the past few weeks,
which, although not brisk, has been of a substan-
tial character. Mr. Rudderow has just returned
from a week's vacation spent at Niagara Falls and
other points of interest.
The Kaufmann Bros, store opened its con-
cert hall to the public on September 7, and in the
near future Victrola concerts will be given at
regular intervals.
The Schoen Music Co., 119 Federal street, North
Side, reports its new Columbia talking machine
department as making good strides in both the
instrument and record sales. Callers have been
particularly numerous recently and many fine pros-
pects for the higher priced machines are in evi-
dence. The new display window is being used ex-
clusively for the display of the Columbia and is
always kept freshly and attractively arranged,
which is doing much to draw prospective
customers.
The S. Hamilton talking machine department re-
ports a very fair summer business in its three lines,
•the V. E. C. triplets. The store's show window,
which is one of the largest and handsomest in the
city, has been given over almost entirely during
the past week to the Victor, Edison and Columbia
higher-priced instruments. An Edison diamond
disc, special case, instrument selling at $400, and
a new Victor No. XI, are shown to excellent ad-
vantage.
ORIGINAL PUBLICITY STUNT
Inaugurated by the Landis Music Store,
Waynesboro, Pa., Brings Deserved Results.
The proper use of the original and unique in
up-to-date publicity matters is the goal of every
advertising man, and the unusual advertisements,
car cards and publicity stunts that are turned
out regularly bear eloquent testimony to this
search for the distinctive.
In line with this embodiment of the original
in advertising, the idea recently presented by the
Landis Music Store of Waynesboro, Pa., live
wire Victor dealer, is well worth attention. This
company sent out to its mailing list a letter ad-
vertising the Victor, and* enclosed a check for
two cents "to pay for a minute of your time."
The novelty of this plan was the subject of gen-
eral comment, and was a material factor in the
sales success of the letter.
SILAS E. PEARSALL CO. EXPANSION.
New life has been added to the Silas E. Pearsall
Co., Victor jobber, 16 West Forty-sixth street,
New York, by the appointment of John A. Snyder
as general manager, and of Thos. F. Green as man-
ager of sales. Mr. Snyder comes from Philadel-
phia, where he has had considerable experience in
banking lines in connection with his talking ma-
chine experience, while Thos. F. Green, formerly
the Victor man of New York, needs no introduc-
tion. Plans are rapidly being shaped by these two
generals for a campaign for both wholesale and re-
tail business that should increase the scope and
prestige of this company.
The DITSON Pledge
is to see that our clientele has a better service than ever — setting a new standard in
Victor jobbing deliveries. The demands of alert Victor dealers — the kind that grow
— are many and varied, and we furnish the "first-aid" in every instance.
We believe this year's Victor business will be of tremendous proportions, and it will
pay you to have
The Fastest Victor Service
which is a requisite in this hustling age. We possess the largest stocks, the best organi-
zation and most up-to-date equipment in the Eastern half of the country.
This covers Victor machines, records and supplies of every kind.
Will you let us tell you more about Ditson co-operation? A postal gets this
information !
OLIVER DITSON CO., Boston, Mass.J
THE TALKING MACHINE WORLD.
9
PACIFIC COAST DEALERS CONFIDENT OF THE FUTURE.
Effects of European War on Fruit Shipments Being Overcome with Good Results — Phono-
graph Co. Occupies Handsome New Quarters — George W. Lyle Inspecting Columbia
Branches — News of Travelers — Higher Priced Outfits Most in Demand Is the Report.
(Special to The Talking Machine World.)
San Francisco, Cal., September 4. — Notwiths-
tanding the diverting influences of the European
disturbances the past month, business in the talk-
ing machine stores here held its own fairly well,
and with the first excitement of war conditions
wearing off now to a considerable extent, greater
activity is anticipated for September. The pros-
pects for fall and winter business in this section,
except in special cases, have not changed mate-
rially in consequence of the recent developments
in foreign affairs. The first effect here was a
stoppage of shipping, which seriously interrupted
the export movement of crops and manufactured
goods, thus tending to retard current business
generally, but quite a lot of ships have left for
foreign ports the last few days and the difficulty
of financing the export movement is not so pro-
nounced as it was. Other operations temporarily
curtailed on account of the unsettled general con-
dition are being resumed and the trade expresses
renewed confidence of gradual improvement, an
indication of which is the appearance in the daily
paper this week of a little more advertising space
devoted to musical instruments. Dealers did but
little advertising the past month on the ground
that it would be money thrown away, as the public
was too absorbed in other matters to read ads, the
primary election tending to distract attention from
business in addition to the reading, thinking and
discussing of war topics.
Phonograph Co. in New Quarters.
The principal event in the local trade the past
month was the removal of the Phonograph Co. of
San Francisco from its old Post street location to
the new Edison Shop on Geary street, facing
Union Square. Final touches in decoration and
minor details of furnishings were still to be made
when the place was opened for business, and for
that reason the formal opening will not take place
for two or three weeks yet. The management of
the business takes just pride in the new establish-
ment.
One of the highest compliments that can
be paid any establishment is probably that every-
thing is in good taste, and that can truly be said
of this new Edison Shop. The woodwork is red
gum finish, which harmonizes with the sand-tinted
walls and matches the furniture. The arrange-
ment of the store was given much thought in
order to combine attractiveness with convenience.
In front is a large display and salesroom, followed
by a lobby for the accommodation of visitors;
then the offices, back of which are record rooms
for stock and eight sound-proof demonstration
rooms. The store is 140 feet deep, the display
room is 22 feet wide, and the remainder is 25 feet
wide. A mezzanine floor has been installed, ex-
tending from the rear to the display room. It has
been fitted up for a concert hall, and its approach
is one of the most elaborate features of the estab-
lishment. A stairway leads up from either side
of the display room, forming an archway. In the
basement are provided storage and shipping facili-
ties. As the name signifies, Edison products are
handled exclusively, and one of the chief prides
of the place is a signed photograph just received
from Mr. Edison, extending his best wishes for
the success of the new Edison Shop of San Fran-
cisco.
George W. Lyle on Inspection Tour.
W. S. Gray, district manager of the Columbia
Graphophone Co., expects to leave shortly for
Spokane, Wash., where he will meet George W.
Lyle. From that point he will accompany him on
his tour of inspection of the company's Pacific
Coast interests. Word has also been received here
that Marion Dorian, ,of the Columbia Co., will
visit the local headquarters some time in Septem-
ber. While here he will go over plans and speci-
fications for the Columbia booth at the exposition
next year, and look after other matters pertaining
to the company's exhibit.
M. J. Sittenfeld to Travel for Columbia.
A new traveler has been added to the local
force of the Columbia Graphophone Co. in the
person of M. J. Sittenfeld, who was formerly
manager for the company in Sacramento, Cal. He
has been assigned the central part of the State
as his territory and is giving good account of
himself on his initial trip, according to Wholesale
Manager F. R. Anglemeier. The- other travelers
are out also. C. P. Le Roy is in the southern part
of the State, and C. J. Moore is back on duty in
the San Francisco Bay district, after a two weeks'
vacation at Skaggs Springs, in Sonoma County.
Mr. Anglemeier says business has kept up nicely
the past month in both machines and records, and
he looks for improvement from now on until the
holidays.
A. R. Pommer at Golfers' Meet.
A. R. Pommer, proprietor of the Pacific
Phonograph Co., and Mrs. Pommer, both of
whom are golf enthusiasts, are spending the early
part of September at Del Monte, where golfers
from all parts of California have assembled to
compete for State supremacy.
New' Traveler for Edison Disc Line.
The Pacific Phonograph Co. has enlisted the
services of E. C. Howard. His official title is spe-
cial representative and his sole mission is to solicit
new business for Edison disc products. He will
cover the entire Pacific Coast, and as his efforts
will be confined to opening new accounts, he will
work principally in localities heretofore not ex-
plored to any extent by the company.
Does Lively Business at Summer Resorts.
Special Representative Francis Raymond, of the
phonograph sales department of Thomas A. Edi-
son, Inc., in this district, spent most of the past
month at the summer resorts south of this city
in the interests of higher priced Edison disc phono-
graphs. He conducted a scries of recitals at the
leading hotels offering special inducements to
summer visitors, and no doubt Edison dealers will
reap benefits from his campaign.
Get Good Stock of Victor Records.
L. S. Sherman, of Sherman, Clay & Co., Coast
distributers of Victor goods, says they have been
unusually busy in the record department the last
week or two filling back orders following the ar-
rival of a large shipment from the factory, con-
taining certain records which have been anxiously
awaited for some time. Here machine business
is reported quite active also, and preparations are
under way for a large holiday trade.
Says August Shows Substantial Gain.
H. P. Rothermel, manager of Eilers talking ma-
chine department, which was installed the first
of July, says August showed a more substantial
gain over July than he anticipated. Stocks have
been increased in all three lines — Victor, Colum-
bia and Edison — and all grades of machines have
been selling. Edison disc products have been fea-
tured, and Mr. Rothermel says they are in par-
ticularly good demand.
Many Large Cash Sales.
P. H. Beck has enjoyed a satisfactory month's
business in the Kohler & Chase talking machine
department, a feature of which he says was the
increased number of cash sales for machines un-
der $100. He considers this an indication of im-
proved conditions, as in his experience cash sales
have been largely restricted to higher priced ma-
chines.
R. E. Wolfinger, of the talking machine depart-
ment of the Wiley B. Allen Co. in Los Angeles,
Cal., spent a few days in San Francisco recently
while on his vacation.
To the man who is always waiting for something
to turn up, success is always just around the corner
of the next street.
A man is known by the company he keeps, which
may explain why some of use hate to be alone.
Lansing
Khaki
Moving
Cover
is the only safe protection
that you can use for
wrapping machines for
shipment, for it insures
perfect delivery condition.
It is the same as packing
each talking machine or
record cabinet in four
thicknesses of heavy felt,
with cotton flannel on the
inside to keep the var-
nished surfaces right, and
Government khaki on the
outside to insure wearing
durability of the cover.
Gives Protection Against
Dust
Finger Prints
Bruises
Scratches and
Heat or Cold
You save all bother of re-
finishing each machine, so
each cover saves its cost
within a week after you
buy it.
Place for your name and
address on the outside, so
you also get advertising
value.
Ask us to send you a
Lansing Cover and test it
yourself. Also get our
Booklet No. 6 giving you
full details.
Better send for
these to-day.
E. H. LANSING
611 Washington St.
BOSTON, MASS.
10
THE TALKING MACHINE WORLD.
A new Columbia at a war-time price—
the "Meteor/9 $17.50. It has all the ear-
marks of Columbia quality— quality of
appearance, quality of workmanship,
quality of tone. That is enough to ensure
a market for this new instrument.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
LOOK FOR GOOD FALL TRADE.
Indianapolis Dealers Optimistic Over Outlook —
Columbia Co.'s Unique Display in Water
Carnival — Kipp-Link Co. Activity — E. L.
Lennox Wins Golf Honors — What the Others
Report Regarding Current Conditions.
(Special to The Talking Machine World.)
Indianapolis, Ind., September 9. — Talking ma-
chine dealers here are looking forward to a pros-
perous fall trade. The European war has not
affected the local talking machine trade and the
dealers can assign no reason why it should.
The Columbia Graphophone Co., 27 North
Pennsylvania street, won honors recently in the
water carnival held under the auspices of the
Riverside Canoe Club on White river, near River-
side Park. While the Columbia's entry in the
carnival did not take the grand prize — simply
because it was not entered as a contestant — it re-
ceived more applause than the triumphant entry.
H. M. Wright designed the Columbia display.
Taking two large canoes as his foundation, Mr.
Wright built a living room scene which won ap-
preciation on every hand. On the two canoes a
platform ten feet square was placed. A six by
nine rub was laid on the platform. A table,
three comfortable rockers and a Graf onola De Luxe
made up the furnishings. The pictures of Mary
Garden, David Bispham, Emmy Destinn and Lina
Cavalieri were placed along the front of the
platform. Storage batteries supplied' the electric
current for the lights.
The "movie" men were on hand at the carnival
and the moving pictures of the "parade" are being
shown at the local theaters. The Columbia dis-
play shows up especially well in the pictures. A
free exhibition of the pictures was given in Monu-
ment place the week of the Indiana State Fair,
September 7-11. This week was also "Made in
Indianapolis Week."
A. W. Roos, manager of the Columbia store,
said business was good the latter part of August,
and that the indications are that there will be a
big fall business. Dance records continue to be
the best sellers, it being almost impossible to get
as many as needed.
Thomas Devine, manager of the Dictaphone
department of the Columbia store, is in Ottawa,
Canada. Friends of Devine are worried lest the
Canadian Government should pick him up and
compel him to go to war for England.
W. C. Fuhri, of Chicago, district manager, vis-
ited Mr. Roos recently. Mr. Fuhri and Mr. Roos
went to Terre Haute in Mr. Roos's automobile.
They had a very pleasant trip and in addition
attended to business there.
The Kipp-Link Phonograph Co., jobber for the
Edison line of phonographs, find that it does not
Co. had a very good August trade and a large
fall trade is expected.
Edwin L. Lennox, of the E. L. Lennox Piano
Co., which handles the Edison line of disc pho-
nographs, won second honors in the State golf
tournament held recently at Marion, Ind. Mr.
Lennox is a veteran both in the music game and
in the game of golf.
PREPARING FOR NEXT CONVENTION.
Press Committee of National Association of
Talking Machine Jobbers Reports Start of
Work for Reunion in San Francisco.
Columbia Display in Indianapolis Water
Carnival.
.have to do very much pushing to sell the Edison
line. It's more of a pulling game to get the
machines and records to supply the demand.
W. S. Barringer, of the Stewart Talking Ma-
chine Co., jobbers in Indiana for the Victor Talk-
ing Machine Co., expects to have this fall the best
trade his house has experienced. Preparation has
been made by the Stewart Co. to take care of
heavy demands for records and machines from
the dealers throughout the State.
The talking machine department of the Aeolian
J. C. Roush, chairman of the press committee of
the National Association of Talking Machine Job-
bers, in a recent communication says:
"Tentative plans are already being prepared for
a banner convention at San Francisco July, 1915.
Pamphlets showing special trips with privilege of
returning different routes are being prepared, pro-
fusely illustrated, and will be mailed to every mem-
ber of the association shortly.
"Plans for entertainment of the jobbers and their
friends are being arranged, and there is no question
but what the next convention will be one that every
member can well be proud of. Many members have
signified their intention of being present, and the at-
tendance will no doubt be quite large, as many mem-
bers will use this as an excuse to visit the beautiful
Coast, Yellowstone Park and the Yosemite Valley
instead of putting it off from year to year.
"Special Pullmans will be arranged for, making
the trip practically a family party and members will
return home with a better knowledge of their own
country than they could obtain from constant read-
ing and studying. Every member is urged to make
his plans take in this beautiful trip with his family
and friends."
The live-wire Victor dealer is "always on the
job," as witness the aggressiveness of John J. Car-
roll, Victor dealer at Newark, O., who on a re-
cent trip around the world stopped at Rome for a
few days and picked up a fat order for a Victrola
XVI. and a good-sized record library.
The
lJrueSoundA
Elbert Hubbard, writing in the July-
issue of "The Fra," says of the Little
One-Der attachment for talking ma-
chines': "It restores lost chords and
takes the wreck out of records." This
is only one of the many very strong
endorsements we have received for our
patent needle holder (shock absorber)
from the hundreds of delighted owners
of talking machines. A $10,000 man
writes that he is able to play perfectly
with the Little One-Der attachment
records io years old.
Here is a "Little Hint" for the
dealer: In addition to trying out a
sample on your own perfect demon-
strating machine, using perfect new
records, and getting demonstrations of
the fine color-value, ask your custom-
ers to bring in their old records.
You will thus make a sale of an at-
tachment and yourself get enthusiastic
over our patent.
You will bring old customers into
your store to investigate, and it is a
simple matter then to get them to try
out some of the new records. Result,
sale of a Little One-Der and of several
new records.
Another way to sell attachments, if
you cannot induce all your customers
to come in "for a demonstration, offer
to send one out to the home for trial.
We guarantee you will make a sale
every time.
Write for 2 or 3 dozen attachments,
which we will send on approval. At
the end of 30 days return those you
have not sold, and we will not charge
you for them. Our introductory price
on this trial offer is 60c. each, and you
retail for $1. Special price on quan-
tities.
Sole Maker
A. S. B. LITTLE
Nashville, Tennessee
The Wonderful Freight
Service of Saint Louis
LOOK at the map!
I Each circle about Saint Louis represents the limit of a
day's travel of the fast freight service from here! Twelve
hundred cars and more leave Saint Louis daily, carrying package
freight to break bulk at car destination, and all of these cars move
on SCHEDULE!
See how far freight moves from Saint Louis in One Day — in
Two Days — in Three Days!
Think what a wonderful accomplishment this is — how NEAR
Saint Louis is to YOU by freight!
And think how much faster our Express and Parcel Post service
brings goods to you!
We are AT YOUR DOOR — and here in Saint Louis we have
the BIG Victor Stock — able to fill the orders for shorts that other
jobbers can't fill. If anybody in America has the Victor Records,
Machines or Accessories you need — WE have!
Send us your shorts — even if you get the bulk of your Victor
goods from somewhere else. Send US the hard part to fill !
Koerber - Brenner Company
Harry G. Koerber
President & Treasurer
Victor Distributors
Saint Louis
Edwin C. Rauth
Vice-President & Secretary
The Goods, and
NOT "Regrets"
THAT'S our policy.
It compels us to carry a larger
stock of Records, Machines, and
Accessories than most Jobbers — but
we FILL orders instead of sending
our regrets, which is what you are
after.
You send in orders for Victor goods
because you NEED 'em. A jobber
who is always "short" doesn't help
you much.
So, if you're short anything now,
instead of waiting for your regular
jobber to get it, send us the order. If
anybody in the country is stocked on
the item, WE are.
We just "dote" on these "Short"
items others send regrets about.
We will appreciate your short
business, even if you place your reg-
ular orders elsewhere.
Koerber - Brenner Company
Victor Distributors
Saint Louis
Harry G. Koerber
President & Treasurer
Edwin C. Rauth
Vice-President & Secretary
THE TALKING MACHINE WORLD.
11
PHILADELPHIA TRADE SHOWS PLEASING INCREASE
Over Business for Same Season of Last Year Despite General Conditions — Dealers Make
Elaborate Preparations for Capturing Trade During Coming Months — Recitals and
Liberal Advertising Planned — Louis Buehn Reports Steady Business Growth.
(Special to The Talking Machine World.)
Ph iladelphia, Pav September 9. — The talking
machine business in Philadelphia during the month
of August was most satisfactory, and while there
was not a very large increase over 1913, and
especially not as large as several previous months,
yet it was sufficiently so to be encouraging and
to give bright prospects for the remainder of the
year. Thus far nine-tenths of the talking machine
dealers in Philadelphia have experienced an in-
creased business for the first eight months of this
year, every month over the corresponding months
of 1913.
There is not going to be any material change in
the aspect of the talking machine business in
Philadelphia this year despite the harmful in-
fluence of the European war. It has reached such
a staple basis that little change is necessary.
The Edison disc dealers are prepared for
an active fall campaign and have thousands
of circulars already addressed and ready to
be mailed just as soon as they feel the
proper time has arrived. They will also in-
augurate an elaborate series of concerts in which
they hope to reach a large number of talking
machine purchasers who would understand and
appreciate the Edison qualities.
The talking machine department of John Wana-
maker's has enjoyed an unusually good August
business. The new record racks are in place which
facilitate work very materially. The sales force
has been divided in such a way that at present
there is an exclusive sales force to sell Victors and
an exclusive sales force selling records. Concerts
are being given ever day in the large concert hall,
in which a piano, an organ and a violin are used
with a Victrola. These concerts are very largely
attended. Among the Wanamaker visitors the past
week were L. C. Wiswell, the general manager of
the talking machine department of the Lyon &
Healy store, Chicago, and Miss Golden, a young
lady who conducts a talking machine store in In-
dianapolis. Mr. Kingsmore, of the Wanamaker
selling force, will be married the coming week.
Louis Buehn, who handles the Victor machines
and the Edison Amberol, has increased his busi-
ness very materially during August. Mr. Buehn
spent the latter part of July and most of August
at Ocean City, and last week made a tour of the
Eastern shore of Maryland in his automobile. Mr.
Buehn says his business has run steadily ahead of
last year, every month showing a gain over the
corresponding month, and he looks for an in-
creased business in the fall and winter. Edison
dictating machine business also shows an improve-
ment over last year, and among the leading houses
who have taken on this instrument are : The Key-
stone Type Foundry, the Ford Motor Car Co., Dis-
ton & Sons, the saw manufacturers of Tacony ;
Berger Brothers, and the Gurber Engineering Co..
of Bethlehem.
Burkhart & Blake, at Eleventh & Walnut streets,
have a most artistic and attractive window display
of the Edison, and are about to erect a large dis-
play sign on their building, 13 feet wide, on the
Eleventh street side. They have also built an
additional booth. They report that their business on
the Edison thus far has gone considerably ahead
of their expectations, and they are most optimistic.
Ramsdell & Son, also Edison agents, are making
arrangements to have a series of fine booths placed
in their warerooms and are going to give the talk-
ing machine end of their business equal attention
with the pianos. Both the Cunningham and Stet-
son companies are going to place experienced men
in charge of their Edison departments.
The Talking Machine Co. expects to have all
alterations finished by the middle of this month,
and it is going to have as fine a store as is in
this city on Broad street.
Walter T. Eckhart has been, spending several
weeks at Atlantic City. He came up to the city
last Friday and returned on Saturday after he
found that everything was working along in a satis-
factory way. As the Philadelphia-Chicago Opera
Co. will not give performances this winter on ac-
count of the vvar, it will give the Pennsylvania
Talking Machine Co. additional room for its busi-
ness. The Opera office took up quite a little space
at the front of the store, but it was a good adver-
tising medium.
Lit Bros, are continuing to enlarge their de-
partment, and it now covers close to three times
the space it occupied a year ago.
Gimbel Bros, have not yet found time to make
the enlargement to their department so long con-
templated, but their business is growing so rapidly
that they cannot delay much longer.
Strawbridge & Clothier are more than holding
their own, they report, and with their new rack
facilities they are finding it much easier to handle
their rapidly growing business on records. Man-
ager J. E. Priestly believes that the business is
going to be very good this fall.
SUSTAIN THE PRICE.
You will notice that those business men who have
•really made good are in a position to make a price
and sustain it, because their reputation is such that
that course is justified; they are men who have
been very careful to make good all business trans-
actions by having always sincerely tried to deliver
quality in proportion to price.
RETURN FROM VACATIONS.
L. A. McChesney, advertising manager of Thos.
A. Edison, Inc., Orange, N. J., has returned from
his vacation, which he passed in the Adirondacks.
Credit Manager Philips, who has been sojourning
at Asbury Park, N. J., has also returned.
FOR SALE
My hig'h-class retail Victor business;
Established 11 years ; Centrally located;
Store thoroughly equipped, with well-
trained sales force. Genuine opportunity
for investment of $10,000 to $15,000
capital. Am retiring' from retail business.
Further details on application.
BENJ. SWITKY
9 WEST 23rd STREET NEW YORK CITY
12
THE TALKING MACHINE WORLD.
As Easy As Selling High Hats
to Aldermen: —
That's how easy it is to sell an Edison Phonograph to a man
who knows real music when he hears it.
As soon as a few records are played, your music-lover knows
that here is a true musical instrument that reproduces all the beauties
of the original music. He knows that he is hearing the overtones
that elude reproduction on other phonographs.
To him the advantage of having a permanent point that does
away with the bother of changing needles, is instantly obvious. He
A80, Mahogany,
Thomas A. Edison, Ir:
Model A200, Mahogany
and Oak, $200.00
Model A300. Cir-
cassian Waut<
$300.00
THE TALKING MACHINE WORLD.
isps the mechanical superiorities of the Edison put into it by that
ister inventor who gave the phonograph its name.
The smooth running motor that gives the music its steady
ch, the indestructibility of the records, the clear tone that makes
: Edison so indispensable for any out-door affair where music is
sired, the beauty of the cabinets — all these merits combine to
>rk on the buying instinct of the music-lover until he feels that he
iply cannot get on without an Edison.
The Edison does this for itself — it is its own best salesman. Your
ft comes in seeing to it that you have the full Edison Line. You
ist not let that buying-instinct find its outlet in another store
cause you have not the type of Edison your customer desires.
.akeside Ave., Orange, N. J. Model B6o, oak. $eo.oo
iiiiiimiiiiimiimiiiiiimiiiiiiiiiiiitiiiiimii
Model A 150. Mahogany
and Oak. $150.00
14
THE TALKING MACHINE WORLD.
^TALKING ^
EDWARD LYMAN BILL, - - - Editor and Proprietor.
J. B. SPILLANE, Managing Editor.
Trade Representatives : Glad. Henderson, C. Chace, L. E. Bowers, B. Brittain Wilson,
A. J. Nicklin, August J. Timpe, L. M. Robinson.
Boston: John H. Wilson, 324 Washington Street.
Chicago OMlce: E. P. Van Harlincen, Consumers' Building, 220 South State Street.
Henry S. Kingwill, Associate. Telephone, Wabash 5774.
London. Eng., OMlce: 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Manager.
Representatives for Germany and Austria : Verlag Nec Sinit, Berlin C. 19, Ross-Strasse 6.
Germany. Geo. Rothgiesser, Director.
The Talking Machine World has regular correspondents located in all of the prin-
cipal cities throughout America.
Published the 15th of every month at 373 Fourth Ave., New York.
SUBSCRIPTION (including postage), United States, Mexico, $1.00 per Year; Canada,
$1.25; all other countries, $1.75.
ADVERTISEMENTS: $3.00 per inch, single column, per insertion. On quarterly or yearly
contracts a special discount is allowed. Advertising pages, $100.00.
REMITTANCES: should be made payable to Edward Lyman Bill by check or Post Office
Money Order.
NOTICE TO ADVERTISERS. — Advertising copy should
reach this office by the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.
Long Distance Telephones — Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.
NEW YORK, SEPTEMBER 15, 1914.
WAR talk has been dominant throughout this land during
the past month, 'and even a trade publication has to de-
vote a certain amount of its space to the discussion of war and
its effect upon trade.
So closely is the world bound together by ties of business
and friendly intercourse that what affects one nation is bound
to affect the others. We cannot have half the world engaged in
the most destructive conflict of all the ages without having an
immediate effect upon the interests of other countries.
There is inconvenience and loss and suffering for the peoples
of all continents because the European nations have drawn the
sword.
The organized interests of man everywhere are so inter-
dependent that commerce, finance and industry suffers loss, and
must suffer more and more as the conflict deepens.
We talk about a neighborhood of nations, and yet it is a
neighborhood without brotherhood; and by the awful scourge of
hatred all nations are learning that neighborhood without broth-
erhood is hatred and death.
The sciences and arts of peace are made to belie themselves
in the ruthless service of carnage and slaughter.
Something must be wrong with our civilization when, in
1914, millions of men confront each other on the battle field
trying to decide the quickest way of wiping each other out.
All our talk of close brotherhood — all our talk of arbitra-
tion, of treaties was backed by the preparation for war.
Armed peace is forever disproved and doomed as an instru-
ment of international safety. There can be no such thing as
armed peace. It contradicts itself, for peace that must arm is
no peace. In spirit, in motive and all of the moral qualities of
conduct it is war. All it lacks is opportunity. Give it occasion
and the brute-force war features are made manifest.
If "war is hell," then it is plain that armed peace is hell's
wide-open gate.
THE industrial conditions throughout Europe are sadly dis-
rupted. Business organizations are broken, and the ques-
tion is how soon will they be reorganized. Some never, because
the brilliant minds which once directed them are no more, and
the losses of the warring countries of Europe, in fine citizenship,
cannot be reckoned in money standards — it is beyond pricing.
But the responsibilities of America in this great conflict are
great, for in this crisis it is to the United States, with her vast
resources, her fields of grain, her great stores of riches and gold,
manufactures and human energy, that all the world is forced
to turn for leadership.
The countries at w ar must have American wheat and Ameri-
can meat. They will want, and try to obtain, munitions of war
from American factories. With their own shops closed, the
workmen at the front, rifle in hand, will need American cloth,
iron, steel, shoes, saddlery and products of every kind, and
bound as we are by ties of blood and business to every nation
of Europe, when the day comes when the great armies of Europe
shall have made their last final payment in human life to the
god of war, and peace once more smiles upon the people in the
war-torn lands, then it will be through the good offices of Amer-
ica— the melting pot of all nations — that the way will be paved
for conferences and new treaties.
The prostration of the manufacturing interests of Europe
will make it impossible, by reason of the results of the war, for
any great revival in export trade from those countries for some
time to come. And America, by reason of these unfortunate
conditions, has an unlooked and unsought for opportunity open-
ing up. The war will throw us upon our own resources, and
compel us to develop raw and unfinished materials for the
supply of which we have been relying upon European countries.
OUR vast resources in every line will be developed, and the
United States will make itself almost immediately inde-
pendent of the rest of the world in its manufactures.
Opportunity, through Europe's misfortune, is' knocking at
America's door louder than she ever knocked before at the door
of any great nation.
From present appearances it would seem as if within the
immediate future there would be an unprecedented boom in
almost every line of trade.
Prominent industrial leaders have been interviewed, and they
declare that they are preparing for a new era of business, and
that this activity will include a varied line, so that American
industries will leap ahead and employ all available labor, and
within a brief time it is possible that every smokestack in the
country will be pouring out its thickest clouds and every loom
will be turning, and every artisan and day laborer will be at
work.
America, being the only great nation not embroiled in war,
must supply to the other nations of the earth enough of its prod-
ucts and manufactures to cause the greatest of activity among us.
AMERICAN inventive ability will come to the front as it
has never come before. Thousands of Europeans will
invent no more, and the loss to those involved countries will
be vastly more than the loss of either property or wealth; and
notwithstanding that thousands of the brightest and brainiest
men must go down before the rain of hail and death, civilization
will not halt, and the virile minds of Americans — the people of
this new land — will quickly repair the loss.
Meanwhile we must feed the war-torn lands — we must carry
the commerce of the destroyed and imprisoned ships, and to do
that we must work — all of us.
There is no time to sit back and fill the air with gloomy
predictions.
It should be plain to everyone that this country will boom
as it has never boomed before, that the money equilibrium will
be steadily adjusted, and that men in every line of trade will feel
the necessity of work as never before.
IN New York we are too close to the cable connections, too
close to Wall Street, too close to the great shipping inter-
ests, too close to the great dailies which issue extras every half
hour, not to be more keenly susceptible to the war conditions
than any other part of the country. Therefore, it is assumed
that New York's general trade would be quiet ; and yet we can
point to instances in the music trade where some piano houses
have scored the best August trade that they have had for many
years.
They have done it through organization — through work,
and that is exactly where the talking machine men can take
advantage of the present conditions and reap good results.
In the great agricultural sections of this country the people
THE TALKING MACHINE WORLD.
15
are not influenced by the war conditions. They are getting more
for their crops than ever before, and the prices will still go higher.
They will have more money to spend for home accessories, such
as pianos and talking machines. They will buy more automo-
biles, and their good fortune will be reflected in the demand
upon factories in all lines of trade.
And so it goes !
The absorptive power of the hundreds of millions of people,
plus the additional call which must come from Europe, is pretty
sure to make this country a hive of industry and activity for
months and years to come.
It is not the time for pessimistic talk.
The man with a grouch has no place.
We have so many things in our favor that we should think
of them and discuss them rather than the sad misfortunes which
have befallen others.
We are free from war. We have good crops — the greatest
ever.
We have a hundred million of people who make the best
market in the world.
We have good resources at our command, and all we need
is just a little plain, ordinary, every-day common sense and to
keep steadily at our task.
Just pull strong and steady.
THE talking machine business, while undergoing changes, is
broadening out all the while. In fact, its development has
been phenomenal, for when we compare the conditions which
existed in this industry half a dozen years ago with those of
to-day we must not only admit its wonderful development, and
the advanced position which the talking machine occupies to-day
in public esteem, but also the constant business changes which
the industry has undergone.
All new industries have sooner or later to succumb to cer-
tain fixed business conditions, and the talking machine trade, like
many others, is gradually reaching up to a position of mercan-
tile greatness.
The relations of the jobbers and dealers are clearly denned,
and it seems but reasonable to believe that the jobber cannot
have two points to his business needle, so to speak. In other
words, that it is not well for him to job different lines of talking
machines. Concentration pays him best and pays the manufac-
turer best, because where he has concentrated upon particular
lines he can offer no substitutes to inquiries which may come to
him from dealers developed by the manufacturer's national ad-
vertising. He cannot say, "I can supply you with so-and-so," but
simply one product, and that product he
talks, believes in, knows its value, and all
his salesmen become imbued with the
spirit of loyalty towards the particular
product. That loyalty always makes for
business advance.
That clearly defined conditions seem
to have worked out in a satisfactory man-
ner, and in our estimation there will be no
radical changes in the relations of jobbers
to manufacturers within the near future.
With the retail trade it is different,
and there is an unmistakable trend in the
talking machine world to sell such prod-
ucts as are demanded by the public. In
other words, to follow the lines adopted
by the great department stores to sell that
which the people call for in the line of
manufactured products. That would seem
to be good, sound retailing, and it is fol-
lowing out the public service plan in an
efficient manner, which mercantile em-
poriums must do in order to satisfy the
public needs.
That is a fixed mercantile principle in
all lines of trade.
It does not matter whether one has a
special talking machine store, music store,
shoe store or a general department store.
The same principle applies to all, and a number see no good
reason why they should lose sales when a customer comes in
and demands a special talking machine any more than a special
brand of shoes or hats.
The party who enters a store and asks for a particular
product had that product in mind when he entered the establish-
ment, and, of course, the salesman may try to force a substitute
upon him, but in the meanwhile he weakens his position as well
as his energies by attempting to convince a customer against his
will. It is getting to be more and more a question of merit
backed by values. A product which is generally advertised, and
which possesses unusual merits, has the decided call in the public
mind, and the dealers will do well to sell that product; but if
another product is sought, it would simply be good merchan-
dising to follow along the lines of least resistance and supply
those products which the public asks for and desires.
In the talking machine line, while there is no restricted
territory, it Varies very materially from the piano business where
there is restricted territory, and the piano men are exclusive
representatives within certain prescribed lines.
The talking machine retailer sells to all who may visit his
emporium, and it therefore seems good logic to conduct a store
along lines of satisfaction to the public in supplying the particu-
lar products which are called for. The dealer will unquestionably
seek to follow lines which afford them increased revenues by
making all sales possible. Therefore, the position of the jobber
and the retailer, to our mind, is entirely distinct and separate.
WE have before us an advertisement put forth by one of
the large dry goods companies in a Western city in
which a $100 talking machine is offered for twelve and a half
cents a day, the daily payment being brought out in very heavy
type to attrack readers by reason of the low cost.
Such advertising does not tend to increase the value or pres-
tige of the talking machine in the public estimation. In fact,
in our opinion, it lowers its standing very materially.
To advertise an artistic product for twelve and a half cents
a day is belittling it, and is lowering it to a point which is seem-
ingly unnecessary and not warranted by present conditions.
The payments would amount to less than four dollars a
month, and that means more than two years before the machine
is paid for. The same offer also includes six double records.
Now, is it good business to put forth this kind of publicity in
behalf of the talking machine? We do not think so. Nor do we
think that it harmonizes with the marvelous advertising put out
by the great producing houses.
DOME RECORD CASE-
Is constructed along different lines, being reinforced at the bottom with a
nickel-plated metal support to keep the records in position. Holds 20 records
accessible for instant use.
Index shows just where each
record is. Furnished with
lock and key. Notice how
the case
Swings Open, Displaying
All the Records.
Furnished in 10" and 12",
with a positive guarantee of
satisfaction.
Ask us for more particulars to-day.
W. D. ANDREWS, Buffalo, N. Y..
We are also Victor Jobbers, carrying every model of Victrola in stock and an
immense number of records. Our shipping service guarantees the quick delivery
of goods — thirteen lines of railroads, five express companies, and also the
Great Lakes boat lines. Include some records with your Record Case orders!
16
THE TALKING MACHINE WORLD.
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
(Special to The' Talking Machine World.)
Boston, Mass., September 9.— Gradually the Co-
lumbia Graphophone Co.'s establishment is getting
into a completed condition after several months of
more or less upheaval due to' the cutting through
of Avery street to Tremont, next door. While
this thoroughfare is not yet finished, the entire side
of the Columbia Building is completed, and long
signs extending down the length call conspicuous
attention to the Columbia house. These signs can
be seen practically through a long length of three
streets. Both floors and the basement of the build-
ing have undergone a change, and all that the
growing business under Arthur Erisman's manage-
ment may be the further advanced. The basement is
used for storage purposes and new racks and elec-
tric installations all add to efficiency. The long
line of demonstration booths on the ground floor
are done in French gray, which is the finish of the
whole floor, and they are so constructed that the
entire line can be thrown into one if required
through the opening of windows between one booth
and the next. There are two doors on the oppo-
site sides of each booth, and ventilation is afforded
through the opening of a window in the top, for the
booths do not run up to the ceiling, there being a
large open space at the top. New demonstration
booths have been installed on the second floor and
the long windows on the new Avery street side
will give splendid opportunity to display goods.
One advantage of the new arrangement will be
that there is a room solely devoted to the housing
and demonstration of foreign records, these in
twenty-eight different languages being kept con-
stantly. Manager Erisman reports I hat despite
general business conditions and the changes going
on inside which somewhat inconvenienced the of-
fice routine, the August business in Columbia out-
fits was exceedingly gratifying.
Arrange for Victor Demonstration Room.
. The changes that have been going on for the past
several weeks on the third floor of the Eastern
Talking Machine Co., have been completed. This
floor will be used exclusively for a Victor demon-
stration room, and as customers will have the bene-
fit of adequate , elevator service from near the en-
trance, the Eastern's many customers can now pro-
cure their goods under improved conditions. All
the rugs throughout the store have been cleaned
and refreshened, and the whole establishment has
undergone quite an improvement from top to bot-
tom.
Preparing for the Fall Campaign.
At this writing the staff of salesmen under Man-
ager Silliman, of the Boston offices of the Pardee-
Ellenberger Co., are at home and mapping out
their routes for an early fall trip. Already there
are large orders for the Edison disc outfits com-
ing in to the Pardee-Eilenberger Co. from all over
New England, and the prospect looks exceedingly
bright for a good fall trade, according to Manager
Silliman. Mn Pardee was over here a few days
ago, and was well pleased at the amount of business
being done from the Boston headquarters. Mr.
Silliman was able to take a fortnight off the lat-
ter part of the month, and with Mrs. Silliman went
down to Narragansett Bay, R. I., for a vacation.
New Columbia Dealers.
Manager Erisman, of the Columbia, reports a
large list of new Columbia , dealers for the past
month, and among those with whom he has signed
up are J. G. Heichner & Sons of Holyoke, the Bon
Marche Co. of Lowell, Charles Wing of New Bed-
ford, and the Atherton Furniture Co. of Worcester.
All of these have been sending in orders of so
large a nature that they can be filled only in in-
stalments. Another new Columbia dealer nearer
home is C. Skelton & Sons, 312 Washington street,
Newton, who conduct a chain of three stores in
the Newtons. This concern has stocked up well in
anticipation of good fall business. -
Chickering's Department Enlarged.
As mentioned last month the talking machine de-
partment of Chickering & Sons was being con-
siderably enlarged and improved. This work is
now finished and a good part of the second floor
of the artistic retail house of this large piano con-
cern on Tremont street is now occupied for this
branch of the business. The house originally
started with the Victor outfits, but lately it has
taken on the Edison disc line and with the neces-
sarily added demand for goods more space was
requisite. There are five sound-proof demonstra-
tion booths and a good-sized salesroom. The suite
is finished in white and all the appointments are
most attractive. When the work was completed,
W. W. Longfellow, the manager, was able to take
a short vacation, which he enjoyed down on Cape
Cod. He is now back and ready for the fall busi-
ness, which he expects will be gratifyingly good.
Returns to Business Harness.
Llenry A. Winkelman, manager of the Victor
department of the Oliver Ditson Co., is back home
from his vacation, which was spent at Swan's
Island, Me., a place to which he and his family
have gone for a number of summers. Business at
this establishment is reported to have made an ex-
cellent showing during August, and the prospects
are bright for a good fall trade.
Music for the Prisoners.
Florencio Constantino, the noted tenor, has made
a gift of a Columbia Grafonola to Sheriff John
Quinn, of the Charles street jail, and the sheriff
will use it to entertain his prisoners. One of his
bondsmen having surrendered him a short time
ago in the suit against him by Oscar Hammer-
stein, Constantino was obliged to languish in jail for
a time, and it was while there that he realized how
much music might play in the lives of the pris-
oners. So he decided to furnish music for them
through the means of a Columbia outfit.
New Quarters for Walter Bates.
Walter Bates, who has been located farther down
Summer street for some time, has now moved up
into the retail section of the city, and within the
past few days he has got firmly settled in his new
quarters at 63 Summer street. Mr. Bates has large
floor space on the second floor, and with many con-
spicuous signs displayed on the outside there is
little danger that one will not be able to find the
place. The interior is comfortably fitted and there
is a large stock of the Edison disc machines, Co-
lumbia and Victor outfits on hand, so that a pros-
pective purchaser has a wide variety to select from.
The location of Mr. Bates's wareroorris should
prove of advantage in building up a good trade.
E. F. Taft's Vacation.
Manager E. F. Taft, of the Eastern Talking Ma-
chine Co., is planning to go away on a brief vaca-
tion shortly. His trip will necessarily be short as
his immediate attention is being devoted closely to
business.
Arborway Pharmacy to Sell Talkers.
The Arborway Piiarmacy, which is conducted by
L. J. Murray, is one of' the latest places to handle
Columbia outfits in the outlying sections of the
city. Mr. Murray has a fine selection of the lead-
ing types, and as an inducement to business he has
opened a voting contest, and a handsome Columbia
Grafonola is one of the prizes that is offered.
Winston Churchill and the Dictaphone.
At the office of the Columbia Graphophone Co., it
is learned through Manager Erisman that one of
the latest distinguished personages to appreciate
the value of the Dictaphone is Winston Churchill,
the well-known novelist. Some time ago Mr.
Send for this
data to-
day.
EDISON DIAMOND DISC PHONOGRAPHS
Are conceded to be the greatest sound reproducing machines ever made and
the country is going wild about them. You ought to have this line
in your store and if you will write to
THE PARDEE-ELLENBERGER CO., Inc.
Boston, Mass. New Haven, Conn.
you will secure the complete information re
garding the qualities of this line and our
plan for laying out your depart
ment for the general promotion
of business that will eventual-
ly mean a whole lot of
profits for you.
Real Music
At Last
Real Music
At Last
THE TALKING MACHINE WORLD.
17
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
Churchill had his attention directed to the value
of this device, and it did not take him long to be-
come convinced that a Dictaphone would immeas-
ureably serve him in his writing. So he came in
touch with the Columbia people and a fine machine
lately was expressed to his summer home at Win-
sor, Vt. Now Mr. Churchill sits back and lets the
Dictaphone do his work for him as he carries on
conversations between his characters of fiction.
Has Scored a Great Success.
"Billy" Fitzgerald, as all his friends know him,
has been one of the faithful employes of the East-
W. J. Fitzgerald.
efn Talking Machine Co. for the past fifteen years.
He began with the company as an office boy and
lias passed through successive stages of the talk-
ing machine business until to-day he is the man-
ager of the wholesale department. A couple of
years ago when the field for the Victor goods in
public and private schools was first developed, Mr.
Fitzgerald was one of those early on the scene,
and he has been the medium of having Victor
outfits installed in a great many schools in Boston
and neighboring cities and towns. He has a wide
circle of friends, and he has sold outfits to a num-
ber of prominent persons, many of them in official
public life.
Exhibition of Cups Won for Dancing.
In the windows of the Eastern Talking Machine
Co. there is on exhibition some of the cups which
have been won by Mr. and Mrs. Otto F. C. Heine-
man, prominent instructors of the modern dances
in this city. The cups were won by them at a re-
cent carnival of dancing over in New York. In
teaching dancing, the Heinemans use five Victrolas.
Showing New Machine.
Manager Erisman is showing to the trade a new
Columbia machine, the Meteor, as it is called, which
sells for $17.50. It comes in between the low-
priced machine and a higher one, and it is believed
that there is a demand for it. Many dealers already
have placed large orders for the Meteor.
Steinert Quarters Done Over.
The Arch street Victor quarters of M. Steinert
& Sons are now entirely done over. Mention al-
ready has been made of certain improvements
which Manager Royer contemplated. With the ad-
ditional demonstration booths on the ground floor,
certain other changes and a rearrangement of the
second floor where Mr. Royer's private office is,
these Victor warerooms are among the finest here.
Manager Royer has just returned from a second
trip into Canada with two of his Arch street of-
fice staff, and on the auto trip this time, taken as
before in his speedy Paige-Detroit car he was ac-
companied by Charles M. Urlass, one of his ambi-
tious, hustling young men, and Charles Morrill,
who was one of his guests on the other trip. And
friend Royer knows the art of hospitality.
CO-OPERATING WITH TEACHERS.
Dealers Who Take Advantage of the Possibili
ties in the School Field Win Proper Reward.
The progress that the school product of the
Columbia Graphophone Co. is' achieving through-
out the country is well exemplified in the accom-
panying illustrations taken at the Walton Street
Playground of the Fitchburg, Mass., school dis-
trict. The machine behig used is a Columbia
"Favorite" on a "Mobile," and the evident
pleasure of the children speaks volumes for the
popularity of the Grafonola in school work.
The machine being used by this class of pupils
was- sold to the school by Kidder & Davis, of
Fitchburg, Mass., Columbia representatives, who
are taking full advantage of the opportunities
presented in the school field, and are giving every
possible co-operation to the school authorities in
the use • of the machine and records. For the
fall of 1914 Kidder & Davis have laid far-reach-
ing plans in the direction of school sales, which
will undoubtedly tend to further increase the popu-
larity of Columbia school product in Fitchburg. In
the picture herewith the pupils are performing a
folk-dance to the music of the Grafonola under
the guidance of Miss- Isabel Dennstt, a teacher
in the Fitchburg schools, who is an enthusiastic
admirer of Grafonola music in school work.
Columbia Favorite on Mobile for School Use.
Dancing to Music of the Grafonola in a Fitchburg School.
The largest manufacturer of
Talking Machine Needles
is located in the United States
To be exact, the plant is at Lowell, Mass., one of the biggest
manufacturing cities of the country. It was in 1870 that the
needle business of W. H. Bagshaw was established, and the
first talking machine needles were made by him. The busi-
ness has steadily grown, until our shipping record reached the
tremendous number of over 63,000,000 needles in 10 days,
and even then our capacity was not taxed to its extreme.
Every needle a Bagshaw-made quality needle — which means
the best in the world at any price.
W. H. Bagshaw, Lowell, Mass.
Pioneer Maker and Largest Manufac-
turer of Talking Machine Needles
18
THE TALKING MACHINE WORLD.
Columbia instruments: A line to fit the
pocket-book of every possible buyer of
a talking-machine. Columbia records:
A line from which every dealer can
meet the musical prelerences of anyone
who owns a talking instrument.
(Write for "Music Money," a book "fall of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Wool worth Building, New York
MORE ECHOES OF THE RECENT JOBBERS' CONVENTION.
Further Impressions of the Meeting at Atlantic City Set Forth by Benj. Switky, the Promi-
nent Victor Distributer — The Jobbers' House in Order and Some Views of Efficiency —
Real and Imaginary Competition and Its Effect on the Business of the Dealer.
Part 2.
In last month's contribution I mentioned as one
of the benefits of convention attendance the social
and intellectual intercourse with other men in the
same line of business.
As we strolled along Atlantic City's wonderful
boardwalk we discussed the sacrifice of time re-
quired to attend the convention, also the possible
loss sustained by one's business during the ab-
sence of the executive.
In this connection one of my fellow-jobbers
delivered himself of the following forceful epi-
grammatic opinion :
"Any jobber whose business is in such shape
that he cannot be spared for a few days would do
well to call in the service of an efficiency expert !"
The truest words ever uttered ! They cannot
but interest the jobber and dealer alike; in fact,
they are applicable to any business. Wherever
the force numbers more than one employe it is
the duty of the executive to surround himself with
help so trained that at least one of them will fi li-
the role of lieutenant well enough to substitute
for the boss at least for a few days. But before
one can enjoy the luxury of an acceptable substi-
tute it is necessary to have the work of the busi-
ness so systematized that others besides yourself
will know how to handle it. This in itself is a
great advantage. It means the elimination of hap-
hazard guesswork. It means subdividing the
work into several logical departments and train-
ing each employe to do the work of one or more
of those departments effectively and conscien-
tiously. It also means relieving yourself of the
burden of a thousand and one details, and the
placing of responsibility onto several shoulders so
that routine work and even occasional extraor-
dinary work and decisions will be handled
through these channels without constant super-
vision by the proprietor.
One of the most successful means of raising
the efficiency of an employe is by making him re-
sponsible for a certain branch or department of
the work. Then follow that up by impressing on
his mind that his salary will increase exactly in
proportion as the need of supervision decreases.
Supervision costs money. The foreman of a
gang of ten men receives his pay from the wages
of those ten men. It means that eleven men must
be paid for the work of ten.
And when the executive confesses that he can-
not leave his business for a few days it means
that he has failed to train his employes properly.
It means that he is devoting his time to petty
details, whereas he should be free to do the big
things. It means that he is not getting out of
himself all the efficiency and work which his busi-
ness should receive.
There come times in the life of every man
when, either through sickness or some other un-
fortunate cause, he is compelled to relinquish the
helm temporarily. Woe unto the business that
cannot produce another hand trained sufficiently
to take the helm and guide the ship!
It is a sad commentary on the ability and
sagacity of the business man who had neglected
the precaution of providing an understudy to
assume his role in case of emergency.
It is likewise no compliment to his progressive-
ness if he keeps his business in such a state of
chaos that it is momentarily threatened with loss
or destruction because of his absence.
It is an injustice to his family and to all de-
pendent on him. It is as bad as leaving no will
after death. The man who has a profitable busi-
ness should seek to perpetuate it for the benefit
of his heirs. This can only be done by system-
atizing the business and properly training your
help as to efficiency and loyalty.
Competition — Real and Imaginary.
"If the dealer would only stop, worrying about
the bad business which his neighbor is trying to
take away from him !" This was the naive way
in which one jobber expressed himself on the
subject of instalment competition.
His remark was but one of the many clever
utterances which it was my privilege to hear at
the business session of the convention. His words
struck me as being so forceful, so full of ma-
terial for thought and reflection, that I cherished
it and promised myself that in the near future
I would make it the text of a sermonette.
"Stop worrying about th^bad business which
your neighbor is trying to fake away from you !"
Some men will say, "Competition is competition.
It is real. It means that you must meet it, fight
it, overcome it, or yourself be vanquished."
I grant that competition is competition and can-
not be ignored. But is it not a fact that many
forms of competition against your neighbor prove
more harmful to yourself than to him? Is it not
a fact that the dealer who tries to put one over
on the other fellow by means of still easier in-
stalment terms proves to be his own worst enemy?
Every dealer should decide for himself the
terms which he considers he can properly offer
as a bid for business. He should take into con-
sideration his own financial capacity as well as
the length of time which he thinks can safely be
extended to a prospective instalment purchaser,
Having his schedule of minimum terms, he should
steadfastly turn his face away from the lower
terms which his neighbor may offer.
'For example, because your neighbor offers $200
Victrolas on thirty days' free trial is no reason
why you should do the same. On the contrary,
if you will watch and wait a while you will notice
that he sooner or later withdraws his offer. There
you have the answer why you should not imitate
him. If it were a good scheme he would not dis-
continue it.
You may never know why he dropped the
scheme as if it were live coals ; but he knows.
You might guess if you think hard enough.
Because your neighbor offers the public $15
Victrolas on such terms as nothing down and
fifty cents a week is no reason why you should
do the same. Those who have played at the
game will tell you, if they wish to be truthful,
that such inducements attract a host of incom-
petent and irresponsible buyers. The fifty-cent
accounts — most of them — are the rottenest in the
ledger. It costs too much to keep after them and
the percentage of losses is considerable. If the
customer cannot pay one dollar a week you should
have, nothing to do with him.
Sometimes competition is not real. There are
times when the customer is bluffing you. No
doubt you can recall an instance when you quoted
a prospective .customer $10 down and $10 a
month on a certain type of machine, and he
would say in surprise, "Why, So-and-so offered
me the same machine for $5 down and $5 a
month !" After you had told him that you could
not lower your terms, have you not had him say
to you, "Well, now, if you'll let me have it on
the same terms as So-and-so offered it, I'll buy
it from you"?
Did it never occur to you that the customer
was not telling the truth? That he was playing
one dealer against the other? If he considers
So-and-so's terms satisfactory, why does he offer
to give you the preference?
Competition is a fight, but we do not always
use the right weapon for the battle. Many a vic-
tory can be won by good arguments, by sales-
manship, by offers of superior quality in service.
To lower your terms so as to beat the already
unreasonable offer of your competitor means fight-
ing with a double-edged sword. The harder you
press the more you suffer.
It is better to do a modest, conservative, profit-
able business than to follow your competitor who
blindly and vaingloriously scatters his goods to
the four winds of heaven, reaping the whirlwind
as his harvest, piling up assets that will never be
convertible, dissipating his own capital, and
dragging his creditors into the maelstrom.
Get together ! Become intimately acquainted
with your neighbors. Be friendly. Talk over
these conditions. Agree on a sensible course of
action, and pay no attention to the fellow who
refuses to come into the fold.
"If the dealer would only stop worrying about
the bad business which his neighbor is trying to
take away from him!"
ALWAYS ON LOOKOUT FOR IDEAS.
A New Englander was talking to a fellow dealer
from another part of the country, and said that he
had visited many towns and cities. 'I always make
it a point in practically every city I visit to see the
talking machine stores. I never yet have failed to
pick up some new ideas pertaining to store ar-
rangement, window displays, methods of handling
business, or some other item of information that
makes the visit well worth while. In return I en-
deavor to impart as much information as possible,
when requested, to the dealer whose store I am
visiting."
THE TALKING MACHINE WORLD.
19
A Great Combination
For
VICTOR DEALERS
Salter's Trade Maker, No. 19
This Cabinet will put "pep" and "ginger" into your sales instantly. It gives the
appearance, effect and service of an expensive Victor- Victrola, and cuts the price
in half.
You don't have to be a Sherlock Holmes to figure out its sales possibilities.
Cabinet No. 19 and Victrola No. 9, as illustrated, make a wonderful combination.
Show Them Together and A Sale Invariably Follows
The cabinet is built to match, and it harmonizes in every detail with the machine
itself. A counter-sunk top holds the machine firmly in place. The felt-lined
compartments insure the owner of valuable records against their damage by
scratching, warping, etc.
This and other practical, low-priced Salter Cabinets will draw a lot of new
trade to your store. Write to-day for catalogues, folders, prices and
full information, and rush your fall and holiday orders.
SALTER MFG. CO.
339 N. OAKLEY BLVD.
CHICAGO
SALTER CABINET
No. 19
With Victrola IX
BELIEVE IN PROGRESSIVE POLICY.
J. W. Knox & Son, of Springfield, Mo., Have
Built Up a Splendid and Growing Talking
Machine Business in Their Territory.
(Special to The Talking Machine World.)
Springfield, Mo., September 8. — An concern that
has won flattering success in the talking machine
field is J. W. Knox & Son of this city, who, start-
ing only four years ago with a small stock of
Victor goods have advanced to a point where they
are at present recognized as among the most pro-
gressive talking machine dealers in the State.
J. W. Knox, founder and head of the company,
has been in the sewing machine business since
1878. The present firm was started in 1903 and
handled sewing machines exclusively until 1910,
when the Victor line was added. A year later the
Columbia line was also taken on and the business
grew to such proportions that the sewing machine
end is now looked upon as a side line.
Knox & Son carry a complete line of both ma-
chines and records and are strong believers in
original and persistent advertising, both through
the medium of the newspapers and by cards and
circulars. The accompanying illustration of the
showrooms of the concern convey some idea of ex-
tent of the business handled.
Attractive Store of J. W. Knox & Son, Springfield, MP,
WORKING ON TJIE "MILLIPHONE."
New York Inventor Plans Form of Telephone
Exchange for Talking Machine Enthusiasts
— Details Kept Secret for Time Being.
In a store in the Harlem district of New York
City a shrewd inventor is quietly testing out his
latest invention, which he
calls the "Milliphone". It is
really an automatic phono-
graph exchange, where
you can drop a nickel in a
slot and hear any piece of
music, vocal or instru-
mental, you may desire..
The inventor is J. D.
Millman. He got his idea
from the switchboard of
a telephone exchange, but
he had to devise mecha-
nism which in no way re-
sembles that.
In the store where the
"Milliphone" is being
"tried upon the dog," are
twenty-eight machines re-
s e m b 1 i n g phonographs.
You sit down before any
one of these. Before you
is a book containing a list
of about 3,000 selections,
classified and numbered.
Above is a dial with four faces, each bearing num-
bers from 0 to 9. You select from the book
the piece of music you desire to hear and se:
the numbers on the dials to correspond with
its number, there being one dial for thousands, one
for hundreds, one for. tens and one for units. You
drop a nickel in the slot and the machine begins to
grind out the music.
Just how it works Mr. Millman will not tell; the
mechanism is concealed, but he admits that, just as
a telephone central has women operators to make
the proper connections, so there are operators to
connect the discs with the machines.
The inventor believes that this system of his will
solve the problem of connecting a central phono-
graph exchange with every home in the city by
means of electric wires, so that no one need buy
phonograph records, but merely call up central and
tell "her" to put on any music he may desire.
DANSANTS AS TRADE PROMOTERS.
(Special to The Talking Machine World.)
Des Moines, Ia., September 7. — Realizing the
popularity of the modern dances and the part that
the Victrola can play in the proper teaching of
these dances, Chase & West, Victor distributers
in this city, recently arranged for the holding of
informal Victrola dansants on their wareroom
floor, the success of which may be gleaned from
the following notice which appeared in the leading
newspaper of this city:
"Miss Ethel Veatch and Conrad Nagel gave four
exhibition dances of the popular steps of the tango
and hesitation on the main floor of the Chase &
West store last evening. The music was furnished
by a Victor-Victrola. The entire main floor and
balcony were crowded with persons interested in
the dances which have become so popular during
the last two years."
Look good, be good and do good and perhaps
you may make good.
20 THE TALKING MACHINE WORLD.
Big Business
Great Opportunity Now For Dealers With New
Edison Diamond Disc Phonographs
THE phenomenal success of the new Edison Diamond Disc Phonograph
spells "money" for the dealer who does not need a telescope to see tre-
mendous opportunity at his very door.
Its advent has astonished and delighted the music loving world and given
the industry new life and renewed enthusiasm.
Here — at last — is an instrument that reproduces music with all the unblem-
ished art of the original — with almost unbelievable tonal qualities — perfect,
beautiful, incomparable.
Its selling qualities and arguments are without answer.
Just let it play itself into the hearts of your customers. Its music is simply
irresistible.
Get in touch with us at once. Don't delay another day.
New Weekly Record Issues
INSTANT SERVICE TO ALL DEALERS
The New Weekly record service inaugurated by the Thomas A. Edison Co.
is a great boon for the Edison dealer.
It brings your customer into your store every week — it brings him closer
to you — makes him a real asset for you.
We can get the records ten hours after they are shipped from the factory
at Orange. We get them first. We are prepared to give you instant service.
You can't give good service unless you get it. We are prepared to give it.
Write or telephone to-day for information. Don't delay another day.
THE PHONOGRAPH CORPORATION OF MANHATTAN
443 BROADWAY, NEW YORK CITY PHONE, SPRING 1320
THE TALKING MACHINE WORLD.
21
A Sales Booster!
For
COLUMBIA DEALERS
Salter's Trade Maker, No. 112
Everybody gets the "buy fever" when they see this handsome combination
set up on your sales floor or in your window. It looks to be so much more expen-
sive than it really is that people are easily sold when they find out the low price.
This Machine and Cabinet Match Perfectly
in design and finish. Felt lined compartments afford protection, records are easily
accessible, there is a convenient filing index and many other features that simply
argue their way in your prospective customer's pocketbook.
This is already a very popular combination, and the holidays will see
them going like "hot cakes." Protect yourself against forgetfulness by
getting out your catalogue and ordering Now. If you haven't a cata-
logue your postcard will bring one.
SALTER MFG. CO.
339 N. OAKLEY BLVD.
CHICAGO
SALTER CABINET
No. 112
With Columbia "Favorite"
A HANDSOME DEPARTMENT
In the Progressive Store of House & Herrman,
Wheeling, W. Va. — Possesses the Real In-
viting Atmosphere Essential to Success.
(Special to The Talking Machine World.)
Wheeling, W. Va., September 10. — One of the
most attractive Columbia graphophone depart-
ments in the State is that in the department store
Columbia Department of House & Herrman,
of House & Herrman, Twelfth and Market streets,
this city.
The department is located on the first floor and
from the outside you see a dainty little shingled
cottage done in brown and white with thatched
roof and brick chimneys (just to top off the ef-
fect) ; tiny, diamond-glazed sashes complete the
idea ; vines are seen growing up the corner trel-
lises and branch out over the shingles, adding
color; boxes of geraniums, etc., adorn the window
ledges and growing flowers abound. Doors are in
keeping with the entire construction. Stepping in-
side we view furnished rooms, complete and lux-
urious enough for any home. The walls are deco-
rated in pleasing fashion with prettily designed
wall covering; the windows are equipped with
blinds and draperies of exquisite color and de-
sign ; your feet tread upon expensive rugs laid on
hardwood floors. Then you can sink into the re-
cline of a "comfy chair,"
and while dreaming into
the eyes of some charm-
ing opera star (whose
portrait adorns the
wall) you may at once
hear the voice of the
living artiste until you
are completely enrap-
tured.
The clevei arrange-
ment is the idea of the
department manager,
Walker Allen, a dapper
little Englishman with a
host of friends both in
this country and Great
Britain, and who, in ad-
dition to a keen business
sense has a most engag-
ing personality. The
Grafonola department is
under the direct man-
agement of Allen D.
Browne, who has been most successful in develop-
ing the business.
In addition to a complete stock of machines at
all times the department also carries about 12,000
records in its extensive record rooms.
its musical equipment, and it was accordingly ar-
ranged for the High School Glee Club to give a
concert, the funds from this recital to be used
for the purchase of a talking machine. The con-
cert proved an emphatic success and a vote of the
students resulted in the selection of a Victrola XI,
to be purchased with the fund for the school's en-
tertainment.
THE VICTROLA IN SONG.
'They Start the Victrola," the Title of a New
Popular Song That Is Now Going the Rounds.
The recognized pinnacle of popularity for any
article is to have a cigar named after it or to
have a popular song written about it. In this con-
nection it is interesting to note that there is a
"Victor" cigar, and what is more important, a
new popular song entitled "They Start the Vic-
trola" (and go dancing around the floor) is now
being whistled around town. The song, which
is tuneful in a sort of way, is written entirely
around the pleasure given by the music of the
Victrola, the words being by Grant Clark and
music by Maurice Abrahams. The song is being
used extensively on the vaudeville and burlesque
stages and is an original, interesting although
unsolicited advertisement for the Victrola.
Wheeling, W. Va.
VICTROLA FOR HIGH SCHOOL.
The high school at Warsaw, Ind., recently decided
that a talking machine was decidedly essential to
VALUABLE ADJUNCT FOR DANCERS.
(Special to The Talking Machine World. 1
Dayton, O., September 5. — The Soward Music
Co., of this city, Victor representative, recently
loaned a Victrola and some Victor records to the
International Association or Dancing Masters for
use at their convention, which was held in Dayton.
In thanking the company for the use of the ma-
chine and records, Benjamin B. Lovell, president
of the association, wrote in part as follows : "We
find the Victrola a very necessary adjunct in teach-
ing the latest dances, as the time is absolutely cor-
rect and their (the Victor Co.'s) collection of new
dance records is wonderful."
22
THE TALKING MACHINE WORLD.
For quality, variety, interest and activity,
the Columbia Record List for October
is a symphony!
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Wool worth Building, New York
OPTIMISTICALLY INCLINED IN ST LOUIS TRADE.
Steady Improvement Over Corresponding Months of Previous Years Reported by Leading
Houses — Jobbing Orders Show Increase — Expansive Trend in Remodeled- Warerooms
— Recital Hall for Silverstone Co. — Vacations at End and Activity on All Sides.
(Special to The Talking Machine World.)
St. Louis, Mo., September 9. — Local talking ma-
chine men have not shared in the pessimistic views
of the business situation that have been so general.
Neither war nor drouth has affected them se-
riously, although they have at times had doubtful
views of the future, but as quickly as the period
looked forward to has arrived these views have
changed. Steady improvement over corresponding
months of previous years has been shown by totals.
The records of several stores are exhibited to show
not only more sales but a higher average of sales
than a year ago. Jobbing orders from the more
distant trade territory have been excellent during
the early fall season, and since the rains of the last
three weeks the near-by trade has improved. The
country within 22 miles of St. Louis has been the
driest in the entire country all summer, and as it
is largely a dairy country and garden produce dis-
trict, it has improved rapidly even under late rains.
The record situation is rather peculiar just at
present, in that there is practically no feature to
the trade, although the volume is rather high.
Popular songs, of course, are leading, but the va-
riety of these is wide and they can hardly be called
a feature. The dance craze did not survive the ex-
tremely hot weather, but is expected to begin again
with the fall months. The European war has not
created any demand for patriotic songs or music
of those countries, as was expected.
There could hardly be better evidence of the ex-
pectations of the local talking machine trade than
the material changes in stores that are under way
or have been completed for the fall season. The
Columbia store remodeling has been told about.
The complete remodeling of the demonstration
rooms of the Silverstone Music Co., with the addi-
tion of a concert hall, is under way.
Now comes Aeolian Hall with two large demon-
stration rooms on the handsome first floor of the
warerooms, heretofore held sacred to grand pianos
and pipe organs. The Victrola department has
been in the basement, but it has outgrown its quar-
ters and the spacious room on the first floor is the
result.
Next door is the Thiebes Piano Co., where four
main floor demonstration rooms are being made
into six, all of ample size for record demonstra-
tions. The first rooms were planned before it was
thought possible to get machine customers to the
upper floors. Since the sale of a talking machine
has assumed the dignity of the sale of a piano, all
machine customers are taken to the fourth floor,
where there are excellent demonstration rooms and
an ample stock of three makes of machines, as-
sorted as to price. The six rooms are designed
for demonstration of records for a single cus-
tomer, and during the busy season their need has
been apparent time and again, when overflow
record customers have seized upon every bit of
available space on both the main and fourth floors.
The Story & Clark Piano Co. has been conduct-
ing a special sale of pianos to make room for the
stock of Edison talking machines that have been
ordered and which will be installed early in the
fall.
Albert Engleman, of the repair department of
the Silverstone Music Co., was married the first of
the month to Miss Gussie Rumping.
E. S. Davis, of New Madrid, Mo., and Mr.
Lutes, of Lutes & Feeney, Poplar Bluff, Mo., Edi-
son dealers, were recent visitors here.
F. G. Seager, who has been manager of the Vic-
tor department of the Vandervoort Music Salon
since it was established, has gone to New York,
where he is employed by Silas Pearsall. A definite
appointment of a manager has not been announced,
but in the meantime Robert Shiverick is in charge.
Harry Levy, manager of the talking machine de-
partment at Aeolian Hall, spent his vacation in
Standard" Record Cleaner
Price, 50 Cents, List
Patented June 2, 1914.
ARTISTIC AND ATTRACTIVE
Grips the record surface and
clings as if on rails.
Extended brush area cleans rec-
ord with one sweeping circuit.
Send 10 cents in stamps for a sample cleaner. Write on your busi-
ness letter head only. Place regular orders through your, jobber.
STANDARD GRAMAPHONE APPLIANCE CO.
173 LAFAYETTE STREET, NEW YORK
the Ozark country, at Schlicht, Mo. Mrs. Levy
accompanied him, and they enjoyed their time in
surroundings that were truly rural.
Mark Silverstone, president of the Silverstone
Music Co., has been suffering with a belated but
violent attack of hay fever, which the fumes of the
paint used in the remodeling of the interior of his
main warehouse has not helped at all. Mr. Silver-
stone, to get this work done during the dull season,
gave up his idea of a vacation and took relaxation
by personally conducting his small son an frequent
visits to the moving picture shows and imagining
that they were visiting the countries shown. But
the workmen got behind and the work will run
well into this month, upsetting very generally the
plans made for the opening of the early fall trade.
The chief feature of the new arrangement is a
recital hall where there will be a continuous con-
cert to demonstrate the Edison machine and the
new records on the weekly list, or older numbers
by request. The recital hall takes the place of two
large demonstration rooms on the main, floor and
is built on the principle of a passenger car in out-
line, with the curved roof and ends. It will be
furnished with large wicker chairs, which in in-
formal arrangement will accommodate 30 persons,
but there will be a reserve of small folding chairs
which will permit almost as many more persons to
be seated. On special occasions other seating ar-
rangements can be made, as the warerooms are
liberally supplied with folding chairs and mission
settees. The decorations of the hall at the stage
end will be of art glass in musical designs. This
has not been placed at this writing; neither have
the additional demonstration booths that are to be
built for private demonstrations been constructed,
so it will be some time before the warerooms are
entirely ready for the fall campaign.
I. W. Reid, manager of the Columbia warerooms,
returned the first of the month from a trip in south-
eastern Missouri much encouraged for the fall
prospect. He had heard much of the damage of
the drought in this section and the discouragement
of the country folk and merchants, but he found
the condition very different. Heavy rains that ef-
fectually broke the drought just before his trip had
put everyone in good humor and had greatly im-
proved the prospect for fall by insuring pastures
and much fall produce. While the rains were too
late, he learned, to be of much benefit to the corn,
he was informed that if the fall was reasonably
late the heavy pastures would greatly relieve the
feed situation.
He also was much encouraged on his return
from the East to learn of the reception by the
trade of the remodeled Columbia store and of the
boom it had given to the retail business, especially
the record business, which had held up well during
the remodeling period.
Sales Manager Duffy, of the Columbia ware-
rooms, has drawn up an attractive announcement
for his customers to call attention to the new store
and to present the advantages of the Columbia
Because a man believes in the $ sign is no sign
he is superstitious.
It is quite possible to eliminate the sting from
a joke and still retain its point.
THE TALKING MACHINE WORLD.
23
For
EDISON DEALERS
Salter's Trade Maker, No. 180
Here's a Cabinet that any woman who appreciates the good things of life
will simply "rave" about. It provides the living room or parlor with a hand-
some, harmonious piece of furniture, has the appearance of being expensive, and
is "worth a great deal more than the low price we ask for it.
You'll Be PROUD To Sell It
Your customers will be proud to own it — and it will give service and satisfaction
that will be most gratifying to the person who buys it.
The felt lined compartments and ease of record selections are other winning
points that make sales easy.
Our special booklet showing Salter Cabinets in use with Edison Disc
Machines is yours for the asking.
EARLY BUYING IS ADVISABLE
We are already loaded with holiday orders — Write to-day.
SALTER MFG. CO.
339 N. OAKLEY BLVD.
CHICAGO
It Sells Itself!
SALTER CABINET
No. 180
With Edison Disc No. 80
EXCLUSIVE VICTOR DISTRIBUTER.
Koerber-Brenner Music Co. Gives Up Extensive
Musical Merchandise Department to Give
Undivided Attention to Its Rapidly Increas-
ing Talking Machine Business.
(Special to The Talking Machine World.)
St. Louis, Mo., September 8. — The Koerber-
Brenner Music Co. announces that its firm is now
an exclusive Victor talking machine distributer.
It is probably the largest house in the West con-
fining its dealings to the jobbing of this line of
goods. The Koerber-Brenner Music Co. was known
for years as one of the leading small musical goods
jobbing houses in this section, and its trade terri-
tory includes many Western States. During the
cylinder talking machine days it added both Vic-
tor and Edison lines as a part of its small goods
stock.
The first move toward its present position as ex-
clusive jobber was the dropping of the Edison line
about two years ago. Its stock of these machines
was sold to the Silverstone Music Co., and Mr.
Silverstone, a Victor customer of the Koerber-
Brenner Co., gave up the Victors and became an
exclusive Edison house. Recently the Koerber-
Brenner books have shown that the busi-
ness was running more and more to talk-
ing machines, and instead of a side line to
musical merchandise they were making the small
goods the side line. The business in this depart-
ment was not a small one, either, as any person
who has had the good fortune to see one of the
handsome catalogs of the company must know.
It carried an extensive line of all stringed instru-
ments and novelties and commanded a high posi-
tion in the Western trade. But this prestige did
not blind them to the fact that the money and the
growing business was in the talking machines, and
so the small goods were sacrificed. Now the line is
exclusive Victor goods, and because of the heavy
stock it carries for its growing trade it requires
ae much ingenuity on the part of the stockkeeper
to handle it as it did when there were 1001 items
of small goods. Both Mr. Koerber, president and
treasurer of the company, and E. C. Rauth, vice-
president and secretary, have mastered all details
of the talking machine trade and have gone to see
the instruments made in the factory, and are en-
thusiastic believers in their line. Mr. Rauth has
for several years been prominent in talking ma-
chine jobbers' association work.
motor-control : speed regulator operated on gradu-
ated dial combined w'*h start and stop device ;
needle equipment: 200 full-tone needles; tone-con-
trol : Columbia tone-control leaves, operated by a
button in the front pilaster, also by variety of
needles; tone-arm: new bayonet-joint tone-arm of
one-piece, seamless, drawn-tapered tubing; repro-
ducer : with smooth aluminum diaphragm.
NEW COLUMBIA "METEOR."
Latest Addition to the Line of Columbia Ma-
chines to Sell at Low Price — Some of Its
Interesting and Distinctive Features.
The Columbia Graphophone Co. announced last
week an addition to its comprehensive machine
line in the nature of a machine designated as the
"Meteor," which will retail at $17.50. As will be
NEW INCORPORATION.
The Religious Picture Corporation, New York
^City, has just been incorporated for $30,000 by
F. D. Stoba, W. P. Powell and A. W. Britton,
for the purpose of carrying on a moving picture
and talking machine business.
The Columbia "Meteor."
seen' by the accompanying illustration, this machine,
which was built to meet the demand for a Co-
lumbia machine to retail at less than the "Eclipse"
at $25, is entirely in keeping with the attractive
appearance of the many other machines in the
Columbia line.
In a circular sent out this week the following
constructional specifications are noted as applying
to the "Meteor":
Cabinet : quartered golden oak ; measurements,
13 inches wide by 14 inches deep ; metal finish : all
exposed metal parts heavily nickel-plated, with ex-
ception of tone-arm bracket, which is japanned;
motor : one-spring drive, non-varying, non-vibrant ;
ARTHUR D. GEISSLER RETURNS.
Arthur D. Geissler, vice-president and manag-
ing director of the New York Talking Machine
Co., 81 Chambers street, New York, Victor dis-
tributer, arrived in New York last week on the
steamer "Campania," after having been marooned
abroad for a few weeks owing to the war. Mr.
Geissler, who was accompanied by Mrs. Geissler,
passed through a number of annoying experiences,
which made the Statue of Liberty in New York
harbor a most welcome sight.
OPENING FOR TALKING MACHINES.
In an informative article in last week's Printers'
Ink, under the title of "European Trade in United
States That Is Subject to Capture," a writer points
out that Europe sent us last year only $35,000 worth
of talking machines and phonographs, and continues
as follows :
"On the other hand, the music loving Latins of
the Pan-American countries have been wont to dis-
tribute their purchases of talking machines and rec-
ords among American, English, French and Ger-
man houses, whereas henceforth American inter-
ests should have almost a monopoly of this busi-
ness."
24
THE TALKING MACHINE WORLD.
NEW YORK TRADE IN SATISFACTORY SHAPE.
Local Jobbers and Dealers Report that Business Is Keeping Up Well Despite Setback
Caused by War Situation — Everyone Optimistic Regarding the Outlook — What the
Various Concerns Are Doing to Capture Sales — New Dealers Enter the "Talker" Field.
The talking machine trade in local circles the
past month has been generally satisfactory, though
here and there some of the dealers report a falling
off of business as compared with last August, due
no doubt to the direct influence of the European
war on their clientele. As a matter of fact, prac-
tically all lines of trade in New York have fallen
off the past month, some materially and others in a
lesser degree. In view of the existing conditions
as a whole, the "talker" trade is considerably
ahead of the average mercantile line, and as one
distributer aptly put it, "bears a charmed exist-
ence."
The European war is undoubtedly exercising a
more apparent influence upon New York business
than any other city in the country because of the
intimate relationship existing between so many
firms in this city and the countries engaged in con-
flict, in addition to the fact that New York is by
far the greatest import and export center in the
country and therefore the first to suffer from any
cessation or lessening of this trade. Dealers in
the adjoining suburbs who cater to a clientele con-
sisting largely of factory workers in several in-
stances report a direct loss of business and collec-
tions as a result of the war abroad, this influence'
being caused by the closing of factories in near-by
towns whose shipments to European markets
formed an important factor in their business. On
the other hand, talking machine dealers in resi-
dential cities have had no occasion to feel the ef-
fects of the war and report a very gratifying Au-
gust business, in most cases ahead of that of
August, 1913.
The Outlook Is Encouraging.
The outlook as a whole is decidedly encourag-
ing, as jobbers and dealers unite in the prediction
that this fall will be one of the most prosperous
seasons in the history of the industry. September
business has already started in strong, and there is
every indication of the record business in particu-
lar breaking all high-water marks. Aggressive
advertising campaigns are being planned by the
active members of the trade, and judging from the
care and consideration being given this publicity,
the advertising of the local trade the next few
months will be worthy of particular attention.
It is the consensus of opinion among the leading-
jobbers that the small dealer will show the largest
increase in business this fall, rather than the de-
partment store or the very large retailer. The
small dealer has been conserving his energy- and
efforts for the fall and winter seasons, and as a
result has started his campaign with vim and vigor.
He has not overstocked during the spring and
summer months, and is therefore in a posi-
tion to place substantial orders for machines and
records and, what is more important, is ready to
dispose of these -shipments promptly.
Why Bolton Is Enthusiastic.
R. F. Bolton, manager of the Chambers street
headquarters of the Columbia Graphophone Co., 89
Chambers street, is enthusiastic over the fall out-
look, basing his optimism on the orders now on
hand and the results accomplished the past few
months. Commenting on business conditions, Mr.
Bolton said: "We have every reason to feel grati-
fied with the prospects for fall and winter trade, as
our summer business was excellent and the first
week of September has been up to all expectations.
Our August trade held its own with August, 1913,
which, in view of the conditions resulting from the
war, is a better report than the statement may in-
dicate. Our business last month was of a some-
what higher grade than that closed the correspond-
ing period last year. The new 'Meteor' machine
introduced a few weeks ago is meeting with a
splendid reception, and our dealers predict a banner
sale for this machine during the next few
months."
Blackman's Good August Month.
J. Newcomb Blackman, president of the Black-
man Talking Machine Co., 97 Chambers street,
Victor and Edison cylinder distributer, is confined
to his home with a serious attack of typhoid fever.
Although Mr. Blackman is on the road to recovery,
it will probably be more than six weeks before he has
convalesced sufficiently to resume active duties. In
Mr. Blackman's absence Vice-President Caldwell has
been directing the destinies of the Blackman Co., and
the activities of the company's dealers is well evi-
denced by the fact that August business showed a
nice increase over that of last August in both
machines and records. The No. 10 Victrola is
proving a special favorite with Blackman dealers,
who are presenting the merits of this machine in an
impressive and result productive fashion. The
Blackman Co. has on its books many compara-
tively small dealers, and it is encouraging to note
that these dealers are placing advance orders that
average up considerably higher than those placed
at this time last year.
New Edison Shop Near Completion.
The new Edison Shop at Fifth avenue and
Fortieth street is rapidly nearing completion and
all indications point to its being ready for formal
opening by the first of next month. As the new
home of the Edison products, this building will be
one of the centers of the local retail trade, and
the high standards being maintained in its interior
and exterior decoration will be readily appreciated
by the shoppers on Fifth avenue, who are keenly
alive to the value of dignity and refinement in
preference to the gaudy and the glaring. The
location of the new Edison Shop is most ad-
vantageous, and the opening next month will be in
time to reap the opportunities of the usual Fifth
avenue fall trade.
Cowperthwait's Expanding Trade.
One of the many Columbia representatives in this
city which is closing a very fine business is Cow-
perthwait's, the prominent furniture house, which
is carrying the Columbia line in both of its stores.
Under the able management of Edward Wooley,
who is in charge of the departments at both stores,
Columbia sales have steadily increased from the
first week the departments opened and, backed by
a forceful advertising campaign, Mr. Wooley is
planning to make the fall a winner in every sense
of the word.
New Victrolas Favorably Received.
"The new Victrolas X and XI are being most
favorably received by all our dealers and are
praised by their patrons generally," remarked G. T.
Williams, manager of the New York Talking Ma-
chine -Co., 81 Chambers street, Victor distributer.
"There has also been a good,, live demand for
dance records the past month, and with the return
of the vacationists the call for this class of music
will naturally be transferred to the dealers in the
large cities, who have had a temporary lull in danc;
record music while the dealers in the country resort
towns were securing the orders. The business out-
look is_ most encouraging and all of our dealers
are optimistic to a marked degree. Our August
business showed a substantial increase over last
August, and in that respect we continued our sales
record since the first of the year, in that we have
exceeded 1913 business month for month. When
it is realized that 1913 was our record-breaking
year, the true extent of the 1914 sales may be ap-
preciated."
New Columbia Representatives.
Quite a number of new representatives in near-
by and local territory have been added to the Co-
lumbia Co.'s books the past few weeks, including
among others the following concerns : Ludwig
Baumann & Co., 49 Market street, Newark, N. J. ;
F„ C. Kraemer, 8 Lincoln street, Jersey City, N. J. ;
L. W. Caldwell, Troy, N. Y. ; J. Solow, 1116 Ave-
nue J, Brooklyn, N. Y. ; Daniel Cantor, 917 Free-
man street, New York, N. Y.
Ormes Succeeds Sol Bloom, Inc.
The Victrola store located at 366 Fifth avenue,
which has heretofore been operated under the firm
name of Sol Bloom, Inc., last week changed
its name to Ormes, and will be known by this
name in the future. There is no change in
the personnel or policies of the store, 0. K. Liv-
eright being the manager. The company formerly
co-operated with another store at Fortieth street
and Broadway, but this was closed recently, Mr.
Liveright desiring to concentrate the business in
the Fifth avenue store.
WILL SEND JRADE AGENTS.
Department of Commerce Announces Its South
American Plans.
(Special to The Talking Machine World.)
Washington, D. C, September 8. — The Depart-
of Commerce last week issued an announcement of
the plans for the development of the South Ameri-
can trade. The announcement read in part :
"The department ■ will promptly undertake the
establishment of both a permanent and traveling
force in South America. This force will consist
of men familiar with the language, customs and
business methods of Latin America, who. have had
practical experience in various lines of business
carried on with Latin-American countries.
"Four of the department officers will be com-
mercial attaches, for which provision was made
by recent legislation. They will be assigned to
Rio de Janeiro, Buenos Aires, Santiago and Lima.
Tt is hoped to have these officers at their posts by
or before October 1.
"In addition to these, six traveling commercial
agents will be promptly dispatched to South Amer-
ica and will, in their travels, cover all the com-
mercial areas of that continent. These will in-
clude specialists in hardware, textiles, lumber and
other industries, and arrangements will be made
also for a general study of any commercial and
industrial opportunities that may open in favor of
American interests."
CARD INDEXA_GREAT AID.
C. S. Donaldson, chief of the consular division
of the bureau of foreign and domestic commerce,
has uttered a word of advice, based on long ex-
perience in public work in Washington. "Prob-
ably everyone," he declares, "can recall what a loss
certain business concerns have sustained through
the death or resignation of an important official.
His fund of knowledge was wonderful, his recol-
lection of detail was invaluable, which made his
mental storehouse a tangible asset to the company.
Recourse has even been made to insuring his life.
"A business house will do much better if it will
insure the possession and preservation of the major
part of that accumulated knowledge. The best
storehouse for it is the card reference system,
which places it automatically at hand for every
emergency, and every forward step.
"In a large concern where it has not been devel-
oped I would suggest that the card index system
be made most extensive, a running diary in fact of
all the phases of transactions within and without.
A new man comes into a concern as business
manager and lack of knowledge of these things
handicaps him and also causes him to lose valuable
customers."
GAVE RECITALH)R TEACHERS.
Manager J. D. Bunce, of Grinnell Bros. Branch
in Hillsdale, Mich., Takes Excellent Ad-
vantage of Excellent Opportunity,
(Special to The Talking Machine World.)
Hillsdale, Mich., September 5. — At the recent
examination of the county school teachers, held in
this city, J. Dwight Bunce, manager of the local
branch of Grinnell Bros., took advantage of the
opportunity to place a Victrola in the auditorium
and give a recital that was much appreciated by
the 148 teachers present. The tones of the Vic-
trola filled the large auditorium and held the atten-
tion of the audience until the "Star-Spangled Ban-
ner" was played at the end. Following the recital
a twenty minute talk on the value of the Victor in
the schools was delivered by Mr. Bunce and
aroused much interest.
THE TALKING MACHINE WORLD.
25
Better Than Ever This Year
w
E are able to take care
of your business.
ON HAND— the largest stock
in our history—
A COMPLETE STOCK.
Send us that Advance Order
now.
New York Talking Machine Co.
81 Chambers Street, New York City
"THE COUNTRY'S GREATEST VICTOR DISTRIBUTOR."
26
THE TALKING MACHINE WORLD.
"The
Player-Piano
Up to Date"
That name sounds good,
does it not?
Well, it fittingly applies to
the latest work upon the
player-piano. Every sales-
man can increase his earning
capacity by a perusal of this
book, and it should be within
easy reach at all times. It is
a sales booster.
A salesman can talk the
player more intelligently and
he can explain its parts con-
vincingly.
Within the covers of this
book is a fund of information
which is valuable to everyone
interested in the player trade,
whether manufacturer, dealer,
salesman or regulator.
The practical part relating
to adjustment and use of
pneumatic mechanisms is de-
cidedly interesting.
The book is divided into
five parts. Here is a sum-
mary of what each part con-
tains:
Part 1. The Fundamental Principles of Pneu-
matic Mechanism (an explanation of
the physical laws Involved, with their
application to the matter at issue, il-
lustrated with sketches, tahles, etc.).
Part 2. Practical Player-Action Building.
(a) The pressure-reducing apparatus or
bellows.
(b) The striking action (pneumatics,
valves).
(c) The motor.
(d) The mechanism of control.
Illustrated.
Part 3. The Music Roll. Principles, manufac-
ture, various types.
Illustrated.
Part 4. Adjustment and Care of Player Mechan-
ism. Hints to makers, repairers, tun-
ers and owners.
Part 5. How to Play with Expression Any
Mechanism.
Part 6. A Description of the Leading Mechan-
isms Now in Use.
Increase your earning ca-
pacity by adding to your
knowledge of player mech-
anism.
It will cost you $1.50 if
you live anywhere in the
United States to secure this
book, and if you are not
pleased with it after exami-
nation it is a money back
proposition with us. You will
get your little $1.50 returned
to you as quickly as the book
will be forwarded to you upon
receipt of that sum at this
office, but you would not part
with it for $1.50 after you
have once seen it.
Take our word for it!
EDWARD LYMAN BILL
P UBLISHER
373 Fourth Avenue, NEW YORK
IDEAL UNIONJN INDUSTRY.
Co-operation Between Employers and Em-
ployes the Modern Spirit in Business, Typi-
fied in Industrial Safety Movement.
The new spirit of American business is typified
in the recently formed National Council for In-
dustrial Safety, which is urging the mutual interest
of employers and employes as the basis of the
ideal union in industry. Robert W. Campbell, of
Chicago, its president, has summed up its aims
as follows :
"The last few decades have witnessed three dis-
tinct periods or epochs in the political, social, eco-
nomic and industrial life of the American people
which may be described briefly as feudal or pater-
nal, individualistic and co-operative, the second
being a swinging of the pendulum from one extreme
to the other. As civilization has advanced each
step has placed our life on a higiher plane, until
to-day we who are on the threshold of the co-
operative epoch find more of humanitarianism,
more of kindliness, more of mutual helpfulness,
and more of the spirit of brotherly love evidenced
in every phase of life.
"Co-operation is, fundamentally, a right doc-
trine. Religiously, it may be found in the teach-
ings of practically every sect, and socially, eco-
nomically and industrially it is daily establishing
itself more firmly as a basic principle in the ac-
tivities of the people. It is no longer a theory,
but a condition which must be recognized.
"Co-operation may, of course, be used for evil
as well as good, but the forces of evil can never
proceed very far under its banner, for selfishness,
personal interest, greed and graft found in evil
causes, in which those interested are after every-
thing and willing to give nothing, are not compati-
ble or consistent with true co-operation. It would
also seem that the worthier the cause and the
higher the purpose, the more readily does co-oper-
ation lend itself to its fulfilment. This has been
clearly demonstrated in many ways, but in none
more positively than in the present accident-pre-
vention movement.
"The spirit of 'Safety First' is typically a co-
operative one, and two years ago those most in-
terested in accident-prevention work believed that
some agency should be provided which might
make possible the highest degree of co-operation
between those engaged in the common cause of
fighting preventable accidents, and which also
might co-ordinate the work being done, as well as
stimulate further activity.
"The National Council is purely a co-operative
organization in every sense of the word, co-opera-
tively formed, co-operatively supported by the dues
of its members ; co-operatively managed by its
executive committee of fifteen and its larger board
of directors comprising the men most prominent
and most efficient in the safety work of to-day,
and co-operative in its activities in that each mem-
ber is extended an ample opportunity not only to
obtain aid. but also to provide it, as employers
who are interested in the welfare and safety of
their men find it a privilege to give other members
the benefit of their experience and knowledge se-
cured through safety work already done.
"The aim or purpose of the National Council as
stated in its constitution and by-laws is To pro-
mote the conservation of human life and its inci-
dents in the industries of the nation,' or more
broadly, 'Safety First — Individual — Industrial —
Public' In brief, the aim of the National Council
is to provide an agency which may make possible
a full measure of co-operation among its members
and will stimulate greater activity along accident-
prevention lines and will co-ordinate the safety
work being done, thus as far as possible avoiding
duplication of effort.
"Only a beginning has been made. The initi-
ative in a movement of this character naturally
rests upon the employer. The spirit of the times,
legislative action and private conscience all are
making early action more and more imperative.
It is far better that such action should be taken
voluntarily rather than under compulsion by legis-
lation or of public sentiment to greater activity
and to a larger effort in this humanitarian cause,"
Talking Ma-
chines, Typewriters, Phono-
graphs, Adding Machines, Cash
Registers, Guns and Tools and all
Polished Instruments. THE FI-
NEST OIL MADE. It absolutely
prevents rust. NYOIL now sold
everywhere by all hardware and
sporting goods men. Large bottle
(cheaper to buy) 25c; trial size, 10c.
WM. F. NYE, New Bedford, Mum.
For polishing
varnished woodwork it is
extremely satisfactory. No oil is so clean.
Ask your watch repairer whose
oil he uses on your watch.
SECTIONAL RECORD CABINETS.
Ogden System of Record Filing Proves Most
Convenient for Dealers — Cabinets That Grow
as Needed — Signal System That Makes It
Easy to Find Records — Other Advantages.
A talking machine accessory that is continually
making new friends among talking machine deal-
ers is the "Ogden" sectional record cabinet, made
and marketed by J. B. Ogden, Lynchburg, Va.
One of the chief advantages of the Ogden filing sys-
tem is the fact that, being built on the order of the
sectional bookcases that have long been familiar
to the public, it has all the advantages of those
pieces of furniture combined with a number of
original features for this particular trade. The
sectional idea attracts owing to the fact that, as
the record library grows, it is possible to add sec-
tion after section without having waste cabinet
space in evidence or several record cabinets placed
about the room. The cabinets are supplied with
special top and bottom parts, and from one to
four or more sections may be added at will, with
the whole having the effect of being'a single and
complete piece of furniture.
A special feature of the Ogden cabinets that ap-
peals particularly to the dealer is the signal sys-
tem, distinctly original in character, and which
makes it a simple matter to find any desired record
in a few seconds. A drawer in the base of the
cabinet is also equipped with an automatic reorder-
ing system that serves to aid the dealer materially
in keeping his stock up to date. There are many
other features of the Ogden sectional record filing
cabinet worth knowing about.
ADVERTISING THAT INTERESTS.
The very striking and cleverly arranged pub-
licity which is being carried in The Talking Ma-
chine World by the Koerber-Brenner Co., Victor
distributer of St. Louis, is attracting considerable
attention. It demonstrates that this house is get-
ting after business in a thoroughly progressive
manner, that it is "alive" to the needs of the ter-
ritory which it covers, and this publicity imbues
dealers with convincing proofs that an alliance
with this house is one that will be most beneficial
and profitable. An idea of the central position
occupied by St. Louis as a shipping center is
pleasingly illustrated in the map which appears in
the Koerber-Brenner advertisement elsewhere in
this issue.
DE ANGELIS IN CHARGE.
John De Angelis, a cousin of Jeff De Angelis,
the comedian, has been secured this week to take
charge of the talking machine department of the
Cunningham Piano Co., Philadelphia, Pa., where
the Edison is, handled exclusively. Mr. De Angelis
comes from Winnipeg and has represented the
Edison Co. on the road.
the talking machine world.
27
Loose Leaf Photo Albums
OF REAL
MERIT
Loose-Leaf Album, Genuine Leather
Seal Grained Covered, 50 leaves in
each book. Black seal grain leather
cover, flexible, silk cloth lined, gold
stamped, open back, carbon black
leaves, black silk cord. Telescopic
tube expansion to almost double.
Our Complete Line of Photograph Albums enables the
dealer to offer his customers albums of unsurpassed quality
at the most reasonable prices. Our albums, both the loose-
leaf and the permanent-bound styles, are constructed with
great care and the best of materials are used. A loose-leaf
album, our specialty, has so many good features that it is
bound to grow. A book can be started with a small capacity
and added to as the collection grows. Damaged leaves can
be removed, leaves can be shifted.
We are making the most complete line of albums for
Victor, Columbia and Edison disc records on the market,
including the regular 16 or 17 pocket styles, and a new
12-pocket album, which adapts itself for use in the new cab-
inets with flat shelves. Write for Full Particulars and Trade Prices.
NEW YORK ALBUM & CARD CO., Inc., 23-25 Lispenard Street, NEW YORK
(Formerly New York Post Card Album Mfg. Co.)
A NEW FORM OF RECORD ORDER. C. J. IANNELL WITH LOESER & CO. SILVERMAN WITH LANDAY BROS.
New York Salesman Is Handed a Few Bars of
Music on a Scrap of Paper Instead of the
Name or Number of the Record, But Runs
the Clue to Earth in Short Time.
The live talking machine salesman must know
the actual music on the various records in the
catalog and be able to remember the airs, as well
as know thoroughly the names and numbers of the
new records and the artists who make them, as
indicated by the experience of a New York sales-
man recently.
The salesman in question was approached by a
young miss who tendered him an envelope which
contained a $2 bill and a small slip of paper on
which was scored several bars of music, and
which also bore the request that the record con-
taining the music be delivered to the girl. The
salesman studied the paper for a while and then
took it to the pianist in the sheet music depart-
ment adjoining, who played over the notes several
times without affording a clue, for both pianist and
salesman had ideas as to what record was referred
to. Tiie solution of the puzzle came when several
of the most possible records were played over and
it was discovered that the music, as scored, was
found in the middle of the popular hit, "My Croony
Melody." The. solution appeared to be correct, for
the record was given to the messenger and was
not returned. Now the salesman is taking a course
in sight reading as a further aid to his work.
RAVIS ELECTED_VICE=PRES1DENT.
Philip Ravis, Well Known in Musical Mer-
chandise Trade, Becomes Officer in New
York Album & Card Co. — Plans Wide Dis-
tribution Throughout the Country.
Philip Ravis, well-known to musical merchandise
dealers throughout the country, has been elected
vice-president of the New York Album & Card
Co., 23 Lispenard street, New York, manufactur-
ers of talking machine record and photo albums.
Mr. Ravis, who was connected with Buegeleisen &
Jacobson, the prominert musical merchandise house,
for eleven years, assumed his new duties this
month, and is enthusiastic regarding the possibili-
ties of the "talker" and photo album field.
Mr. Ravis returned this week from an extended
trip, on which he closed arrangements with several
travelers to act as representatives for the New
York Album & Card Co., with headquarters in
different cities that are the centers of their respec-
tive territories.
FRANK STORCKJIEARD FROM.
R. B. Caldwell, vice-president of the Blackman
Talking Machine Co., New York, Victor and
Edison cylinder distributer, received a postal com-
munication this week from Frank Storck, the well-
known Victor dealer at Red Bank, N. J., stating
that he was marooned at Munchen, Bavaria, with
no hope of reaching a sailing port until transpor-
tation conditions improve.
Now in Charge of Talking Machine Depart-
ment of Prominent Brooklyn Store — Fall
Prospects Excellent — Good Stock on Hand.
C. J. Iannell, formerly manager of the talking
machine department of the Simpson-Crawford
Co., is now in charge of the talking machine de-
partment of Frederick Loeser & Co., under E. Paul
Hamilton. Mr. Iannell stated that the prospects
for fall business in the Loeser department are de-
cidedly bright with the higher-priced machines
selling well. Careful ordering has also placed the
record stock on a basis where it is possible to fill
all record orders on close to a hundred per cent,
basis.
Weil-Known Talking Machine Salesman to Act
as Wholesale Representative for Prominent
Distributers — Elaborate Wholesale Campaign
Planned — To Be Vigorously Developed.
NEW VICTOR MODEL XXV.
Latest Addition to the Victor Co. Line to Be
Known as Type "A" — Some of the Features.
The Victor Talking Machine Co. announced
this week a new addition to its machine line in the
nature of an Improved Victor XXV, which will
be designated as Type "A." This machine, which
is used solely for installation in schools and edu-
cational institutions, is designed to retail at $67.50,
and embodies the following improvements over
the Style XXV now on the market :
The turntable has been raised the same as in
the Victrola types, making it accessible and easy
to put on and take off the record.
The lid has a patent hinge, allowing it to be re-
moved quickly and hung on the back of the in-
strument when being played, permitting the horn
to be swung in any direction.
The shelf is hinged, so that it can be raised and
the horn placed under the instrument safe and
secure from damage when not in use.
The dimensions of the new Type "A" are slight-
ly larger than the Style XXV now on the market.
Louis Silverman, formerly connected with
Thomas A. Edison, Inc., has joined the sales forces
of Landay Bros., 563 Fifth avenue, New York,
Victor jobber, as wholesale representative. Mr.
Silverman, who is well known to dealers through-
out Greater New York, is thoroughly familiar with
the wholesale end of the "talker" business, and is
well equipped to score a signal success in his new
connection.
Referring to Mr. Silverman's appointment, Max
Landay, of Landay Bros., stated that his com-
pany which had in the past handled a few select
dealers' accounts in addition to the business of
their own establishments, had greatly increased its
facilities the past few months, and intended to
make a bid for more wholesale business in propor-
tion to its added facilities for handling these new
accounts'.
Mr. Landay stated further that the wholesale
division of the Landay business would be taken
care of by a separate and distinct organization that
would take care of the dealers' accounts adequate-
ly and efficiently, with no desire to secure any
more business than it could properly handle. Ad-
tional stock rooms of large dimensions have been
erected at the Forty-sixth street headquarters of
Landay Bros., for the use of the wholesale organi-
zation, and the Landay motor truck service will
be used extensively in Greater New York.
Never let your mental reservation fall below the
limit.
The Victor Talking Machine Co. inaugurated
its 1914 fall national advertising campaign through
the medium of a striking center two-page spread
in the September 5th issue of the Saturday Even-
ing Post. Illustrated in colors, this advertisement
was easily the most impressive in this magazine
and served to attract the attention of readers from
Coast to Coast.
Your Opportunity
50 cents stamps brings you a sample of our
highly perfected Standard Fibre Needle Cutter.
25 cents stamps brings you a sample of our
simple and accurate Standard Automatic Stop.
Samples sent only to bona fide dealers writing on their busi-
ness letterhead. Place regular orders through your jobber.
STANDARD GRAMAPHONE APPLIANCE CO.
173 LAFAYETTE STREET NEW YORK
28
THE TALKING MACHINE WORLD.
UTILIZING THE WAR AS AN ADVERTISING MEDIUM.
How an Enterprising Talking Machine Merchant Can Attract Attention and Build Busi-
ness from the Delivery of War News a la Phonograph — Appealing to the Greatest In-
terest of the Public in an Original and Effective Manner — Some Live Suggestions.
Now that the European conflict is nearing a crisis
war news is more popular even than the tango, and
not only between our citizens of the masculine
gender do we hear heated discussions as to the
ultimate result, but among the gentler sex as well.
As a matter of fact, Uncle Sammy's whole durned
family has given up the three step to talk war.
Therefore, Mr. Dealer, it is distinctly up to you to
bring forward some scheme whereby you may meet
this condition and at the same time get some more
money and new customers, both of which, believe
me, are most desirable.
Did you ever mingle with the throng in front of
a newspaper bulletin board and absorb the news as
it came sizzling over the wire? If you have done
this thing you already know how tense becomes
the situation when a particularly overwhelming
item is displayed, and how the crowd cheers and
stamps in its wild enthusiasm.
If you would have the crowd perform similar
stunts in front of your show window, Mr. Dealer,
you will serve them with war news a la phono-
graph. It is not so much the fact that you are
turning your shop into an information bureau that
will attract attention, but rather the method em-
ployed. Anything savoring of novelty will always
draw a crowd, and because your war bulletins are
spoken by a talking machine instead of being dis-
played in printed form, as is the usual custom, will
act as a magnet toward a curious multitude, a
great many of whom will eventually become your
patrons.
This method of utilizing the current European
disturbance as an advertising medium is not nearly
so difficult as it would appear at first sight. My
friend, John Jones, expert at the art of dispensing
"talkers," goes about it something like this :
He has three large horns arranged with their
bells protruding outside his window, as shown in
the silhouette illustration accompanying this story.
They are all connected to the sapphire pointed re-
producer of an Edison Triumph phonograph. This
reproducer is equipped with a very loud diaphragm
and the records are made by a robust voice. As a
result the volume of sound that issues from this
triumvirate of brass trumpets can be heard from
afar. He does not go to the expense of having a
special wire installed from which to glean his in-
formation. He simply keeps the office boy hustling
between the nearest newspaper office and his
"talker" emporium, and the clerk with the robust
voice stationed at the recording horn.
PREPARE
FOR WAR
ON THE HOLIDAY BUSINESS
Every LIVE DEALER is preparing for the HOLIDAY
BUSINESS, which will soon be on us.
"TO BECOME A
BLACKMAN DEALER
IS TO
BE PREPARED
99
{BLACKMAN)
The first step to become a "BLACKMAN DEALER" is to
send a few trial orders. "BLACKMAN SERVICE" will hold
YOU.
BLACKMAN TALKING MACHINE GO,
J. NEWCOMB BLACKMAN, Pres.
97 CHAMBERS ST., NEW YORK
When a lull occurs in the stream of advices from
abroad he runs off a few records engraved with
martial music rendered by bands and orchestras
representing the countries now at war. For in-
stance, first will come a military march by the
Coldstream Guards Band of London, England. This
will be followed by a selection from the Garde
Republicaine Band of France. The Strauss Or-
chestra of Germany will then play a national
hymn, etc. This musical congress of nations will
last until a new war bulletin is ready.
To illustrate how a phonographic reproduction
of any happening involving the playing of military
bands will make an instantaneous hit with the public
The Phonograph Bulletin in Action.
I will refer you to the Peace Jubilee in Philadel-
phia immediately following the Spanish War. An
enterprising dealer of that city sent an operator
out upon the street with an Edison phonograph
and some blank cylinders to can the parades. While
he was only successful to a minor degree — the rec-
ords being very weak in volume — the fact that they
represented a genuine procession in celebration of
a national event, and not a laboratory imitation,
made them sell like hot cakes, and hundreds more
than he was able to procure could have been dis-
posed of at a most satisfactory price. This being
true, Jones says that if a dealer will give the
public a few news items relating to the war, in-
terspersed with good - ringing tunes by European
bands, he will draw crowds and make money, and
I am inclined to believe him. What do you think
about it, Mr. Dealer?
Now, to be perfectly frank, do you know exactly
what the war is about? Are you in a position to
give in a clear and concise manner a description
of the causes leading up to the present conflict be-
tween the Teuton and the Slav? Can you tell your
patrons in about four minutes' time all there is to
know upon the subject, and do it in a manner so
simple and yet so convincing that they will not
only thoroughly understand, but remember? It
would be fine, indeed, if you could do this, for then
we would not be called upon to ask the aid of the
manufacturers, as we are about to do. Unfortu-
nately, however, the average talking machine dealer
cannot talk war as successfully as he can sell rec-
ords ; therefore, we must appeal to the recording
laboratories to do it for us.
In the interests of all concerned, I suggest that
a talking record be listed at once setting forth in
clear diction the causes of the present war. Have
you paid particular attention to the way. Harry E.
Humphrey's voice sounds on a record? Have you
listened to his speeches on the blue amberol, and
his descriptions of operas on the reverse sides of
Edison operatic discs? If so you will agree with
me that Mr. Humphrey is the man to make this
reco'rd.
Mr. Manufacturer, you cannot fail, I am .sure, to
realize, now that the matter is brought to your at-
tention, how badly a record of this kind is needed.
It will prove of the greatest possible assistance to
the dealer in the sale of records for this reason,
viz. : Every talking machine man is pushing for-
eign records, or at least he should be doing it, and
when he puts a record of the March Lorraine,
named for a French town which has been in the
thick of the fighting between the French and Ger-
mans, upon the mandrel, the patron recognizes the
title as that of a city within the war zone and
THE TALKING MACHINE WORLD.
29
starts to ask questions. A general discussion of
the European situation -follows and finally comes
the inquiry, "What is it all about, anyway?"
How decidedly satisfying to have that talking
record to tell the story for him; not in the hap-
hazard fashion he himself would render it, but in
the sparkling and perfectly enunciated style of Mr.
Humphrey.
"Oh, that's fine V cries the patron enthusiastically
after hearing it played. 'I must have that by all
means. Why, would you believe it, I never knew
before I heard that record a thing about the fine
points of the war. Yes, wrap it with the others,
please."
That is the way it works out, Mr. Manufac-
turer, and do you not agree with me, now that I have
endeavored in my poor way to make it clear to you
that there is a crying need for such a record to-
day?
It should be forcibly impressed upon the mind of
every talking machine dealer at this time that the
exploitation of selections rendered by bands repre-
senting the warring armies will bring increased
business. There are many instrumental selections
in the catalogs of the different record makers that
are seldom given the attention they deserve be-
cause they are not played by the musical organiza-
tions of our native land. I know by experience,
after an extensive investigation, that even now at
this propitious moment foreign band records are
not being pushed. Now that a great European war
is in progress this neglect of foreign records is not
only a grave error, but a detriment to big business.
Mr. Dealer, look over your foreign catalogs this
very day; pick out the records of martial airs ren-
dered by the bands now at the front with the vari-
ous armies, embody them in an artistic booklet with
a scrappy cover on it, together with a brief descrip-
tion of the history of each band, and send it out
among your customers. Your business will take a
mighty stride forward the minute this suggestion is
acted upon. Take a chance and be convinced.
This booklet idea applies not only to Europe,
but to Mexico as well. Owing to the fact that Car-
ranza insists upon making ugly faces at our Uncle
Sammy, that the American fleet is to remain at
Vera Cruz for an indefinite period and that Gen-
eral Funston has asked for more troops the Mexi-
can situation is still a subject of vital interest, and
the demand for records by the Banda de Policia
should be sent soaring upward by a little judicious
advertising via the scrappy brochure route. I would
certainly suggest, Mr. Dealer, that you reserve at
least one page of that booklet we have been talking
about for our neighbors on the other side of the
Rio Grande.
All of us realize only too well that war is all
Sherman said it was, and then some. However, if
it is possible to utilize it as an advertising medium
for the betterment of one's business it would be the
worst sort of judgment to let the opportunity pass
by unquestioned. Here's hoping that the old say-
ing, " 'Tis an ill wind that blows no one good,"
may prove true as related to the war and the
"talker" trade.
Howard Taylor Middleton.
NEW STYLE_LONG CABINET
Just Placed on the Market — Designed to Match
Victrolas VIII and IX.
The Long Cabinet Co., Hanover, Pa., has just
announced a new style of cabinet for 1914-15 which
is designed to harmonize with the Victrolas VIII
and IX. The lines of the new cabinet are most
graceful and it is highly finished, in keeping with
the finish of the machine cabinets. The new cabi
net, known as D70, may be had in mahogany, fumed
oak, golden oak and weathered oak as desired.
In order that its dealers may take full advantage
of the numerous endorsements it has received on
behalf of its dance product, the Columbia Co. sent
to the trade this week an imposing window poster
featuring the text of these endorsements from
prominent dancing enthusiasts in all parts of the
country. Among the letters presented were those
from Pavlowa, G. Hepburn Wilson, Vernon Castle,
Joan Sawyer and others prominent in the terpsi-
chorean art.
VICTOR EDUCATIONAL MATTER.
Interesting Literature on the Subject of Vic-
tors for the Schools Just Sent to Dealers —
Some Convincing Figures by Mrs. Clark.
The Victor Talking Machine Co. sent out to its
trade on Saturday a very interesting batch of liter-
ature devoted to educational matters that should not
fail to prove of value at this time of the year, when
the school season is going to commence. Accom-
panying this literature was an informative letter
signed by Mrs. Frances E. Clark, the popular
director of the Victor educational department, who
pointed out the salient points of the literature sent
to the dealers.
Probably the most significant phase of this pub-
licity was the listing of 1,783 separate cities
throughout the country that have placed from one
to nearly 200 Victors in their schools. Every State
in the Union, with the exception of Nevada, is in-
cluded in this imposing list, and towns and hamlets
that never found their way to the most detailed
United States map own as part of their school
equipment a Victor and a goodly library of records.
Mrs. Clark in her letter points out that more
than 600 colleges, normal schools and universities
are making the Victor a part of their work, many
including it in their regular courses of study. It
is also stated- that Victors and Victor records have
been used in over 100 large summer schools this
season, and during the school year 1,300 demonstra-
tions have been given in schools and Victor ex-
hibits held at fifty State and national conventions
by representatives from the Victor Co.'s educa-
tional department. Victor folk dance records have
been used in 500 junior Chautauquas the past sum-
mer. This letter concludes with the suggestion that
the" dealers feature an educational window display
during the next few weeks, and an illustration of a
suitable one is presented, together with a list of the
material necessary for its construction.
GETTING UP A SWAP.
"I can't afford to buy the lot."
"But you can have it for a song."
"If you really mean that we might dicker, I'll
swap you a collection of phonograph records for
it." — Courier Journal.
Pathescopes
For The Schools
The illustration shows the first
Motion Picture Machine de-
signed and built particularly for
School use. It consists of the
"Popular" model Pathescope
lor use with either direct or
alternating current, or dry cells
or storage battery, mounted
upon a special Institutional
Stand provided with rubber
tired wheels and fitted with
handles for the easy carriage
up and down stairs in school
buildings where no elevators
are provided.
A hinged elevating baseboard
is provided, with screw adjust-
ment for centering the picture
upon a screen at any height.
The outfit, with 6' screen, lists
at $200 complete. Our new
school circular "Education by
Visualization" describes the
instrument in detail, its uses in
the school, and contains a list
of suitable Educational Films
for use with the Pathescope.
Dealers will find this Instrument a quick seller
to Schools, Churches and other Institutions.
For Demonstration or Catalogue, Address
Pathescope
Dept. 6, Aeolian Hall, New York
AGENCIES:-515 Crozer Bldg., Philadelphia. 1101 F St., Washington. 507 American Bldg., Baltimore.
459 Washington St., Buffalo. 108 6th St , Pittsburgh. 622 Kittredge Bldg., Denver. 1516 3d Ave., Seattle.
25-29 Arch St., Boston. 635 Leader News Bldg., Cleveland. 147-151 Woodward Ave., Detroit.
800 Chestnut St., Reading, Pa.
RESPONSIBLE REPRESENTATION DESIRED ELSEWHERE
An exceptional opportunity for Talking Machine Dealers to add a PATHESCOPE DEPARTMENT
and FILM EXCHANGE, or for Enterprising Men with some capital to establish a Permanent and Profitable
Business of their own. Write for Agents' Circular.
30 THE TALKING MACHINE WORLD.
__________ , . „ c— — i ni.„.». mm . .,, ,„,..,., .... , ,
A new Columbi
The Mel
The announcement of this type has been delayed until we were
prepared to furnish a low priced instrument of quality — one with all
the ear-marks of Columbia value, and provided with exclusive
Columbia equipment. The METEOR fulfills these requirements ; it is
a perfect musical instrument; reproduces the clear, full, natural
Columbia tone.
The exclusive Columbia tone=control leaves.
A powerful spring motor that may be wound
while running, playing two records with one
winding.
i
The Columbia bayonet joint tone=arm.
A Columbia full tone reproducer.
Ten=inch turn table.
A gradually tapering tone resonator running
from reproducer to tone=control leaves.
The METEOR will attract to the Columbia line and to your
store. It will in itself serve as a business getter, and create the
record market you are looking for. And further— it will make for
you satisfied customers and new friends.
A WORD TO THE WISE:—
Delay in ordering may result in delivery disappointments. Our
supply will be limited up to January 1st.
Columbia Graph
Woolworth Eu
It is equipped with
THE TALKING MACHINE WORLD.
31
at a new price
r $17.50
hone Company
New York
A (
32
THE TALKING MACHINE WORLD.
No Glue in the
Binding of the
UFFNER Patented
Talking Machine Record Album
EACH envelope is bound into a metal slot, the slot
being stamped out of a piece of metal, nickel-plated,
the entire metal part being riveted into a wooden
back. The method of binding insures the greatest of
strength, it being impossible to break the leaves from the
back. The album opens flat without cracking.
The only improvement in album making since
the TALKING MACHINE industry started.
Pockets are of high-grade green material linen bound,
while the outside covers are of ART CLOTH. Leather
covered pull to prevent scratching of polished surfaces.
Made in three styles for VICTOR and COLUMBIA 10
and 1 2-inch records, including the new EDISON disc
io-inch records.
Also made for the new Victor Cabinets Nos. 10 and n,
holding 12 records.
Samples furnished on request.
UFFNER ALBUM CO.
75-77 Grand Street,
New York.
TO OPEN TWO PHONOGRAPH STORES.
Concrete Evdence of Activity Prevails in the
Twin Cities — Fall Outlook Is Excellent and
the Spirit of Optimism Prevails Throughout
Talking Machine Trade.
(Special to The Talking Machine World.)
Minneapolis and St. Paul, Minn., September
10. — Two new talking machine stores will be
opened in the Twin Cities about October 1 on a
scale never before attempted in the Northwest, ac-
cording to the promoters, the Minnesota Phono-
graph Co. The St. Paul store will be located in
the old Raudenbush building at St. Peter and
Sixth streets, which will be the retail center of
the capitol city within a year or two, in the opin-
ion of the real estate experts. This store will be
under the management of William A. Lucker,
whose present place of business is at 58 East
Seventh street. This concern will be retained for
a time and, for that matter, may never be aban-
doned. Victor and Edison goods will be handled.
The Minneapolis store will occupy the old quar-
ters of the New York Central lines at 612 Nicol-
let avenue. It will be designed throughout by
Purcell & Elmsley, famous architects, as an ex-
clusively Edison shop. Lawrence H. Lucker will
be the presiding genius. It has been suspected that
there is a close business connection between both
concerns, but if such is the case neither of the
Mr. Luckers will admit it.
Victor goods are in great demand in spite of
the war and all other depressing influences. W.
J.Dyer & Bro., jobbers for the Northwest, are un-
able to meet their orders as promptly as they like,
and the Twin City retail houses, of which there
are ten or twelve, find the volume of business
growing upon them every month.
"Our Victrola department is a winner in every
way," said R. 0. Foster, of Foster & Waldo. "We
are more than ever pleased with our experiment
in establishing a talking machine department, as it
never has failed to bring in a goodly revenue and
to grow with each succeeding month."
Archie Matheis, head of the Talking Machine
Co., has designed a Victrola window which is at-
tracting attention. The theme of his design is
"The New Features of the 1915 Victors." All the
improved parts are shown separately, and from
each is a colored silk ribbon leading to a card on
the window bearing the name of the part. That
the company is doing a nice business may be known
by the fact that the total sales by August 13 had
equaled the entire month of August, 1913.
Trade is working out Nicollet avenue, and while
the Talking Machine Store three years ago was
considered then to be a little far out, it is now jn
the best stretch of the Nicollet avenue retail sec-
tion.
Columbia goods are selling well in the Minne-
apolis and St. Paul stores, and likewise in the coun-
try orders are going in for the Christmas stocks,
which will be larger than ever. The August busi-
ness, in spite of various drawbacks that have af- -
fected the general retail world, may have been re-
duced in volume of sales in the Columbia stores by
these causes, but the books show a large increase
over the totals for August, 1913, and it causes the
local managers to wonder what they might have
done had it not been for the war.
REMOVE TO ITS NEW QUARTERS.
(Special to The Talking Machine World.)
Boston, Mass., September 9. — The Arion Manu-
facturing Co., manufacturers of the Arionola, a
popular-priced phonograph, has removed from 9
Doane street to its new quarters at 250 Devonshire
street, this city. Some little confusion has oc-
curred, due to the association of the Imperial
Phonograph Co. with the Arion Manufacturing
Co., whereas both are entirely separate and
distinct.
Chas. F. Sims is the general sales manager of
the Arion Manufacturing Co. The accompanying
illustration shows the trade-mark of the Arionola,
which is placed upon all machines.
"Lives of 'lame ducks' all remind us,
That there surely comes a time
When the man who's slow, and slower,
Can't 'cough up' a single dime."
J. S. Cooper, Jr., has opened the first music
store in Independence, Ore., where he will handle
pianos, player-pianos, sheet music and Columbia
graphophones.
DO YOU WISH
TO PLAY
EDISON DISCS?
Price $2.00
LEXTON SPECIALTY CO., 216 West 99th St., N. Y.
THE TALKING MACHINE WORLD.
33
BIG COLUMBIA-AEOLIAN DEAL JUST CONCLUDED.
Aeolian to Take Columbia Line — Long Term
,Grafonolas and Records to Be Carried at
The Aeolian Co. has contracted to take on a
complete stock of Columbia Grafonolas and Co-
lumbia records — straight through the line. The
importance of this announcement becomes ap-
parent in view of the well known fact that the
Aeolian Co. has heretofore operated under an ex-
clusive Victor jobbing contract..
Several months ago the Aeolian Co. decided to
investigate the demand for Columbia products that
was reported by its several branches and also to
make a thorough examination into the quality and
value of such goods, subjecting both machines and
records to severe tests. The result is the con-
tract which has just been completed between the
Aeolian Co. and the Columbia Grapkophone Co.
George W. Lyle, general manager of the Co-
lumbia Graphophone Co., when seen at his offices
in the Woolworth building confirmed the trade
report that the Aeolian Co. has decided to install
a complete line of Columbia products in its New
THE ClSTOMfiR AS A.N ASSET.
He Is a Valuable One to the Talking Machine
Dealer When He Is Satisfied, When He Feels
That He Is Being Treated Right — It Pays
to Cater to Fussy, Particular People — It Is
a Good Investment and Pays Good Dividends.
In the hurry to attend to many customers it is
sometimes a little annoying to a dealer to meet
one who is exceedingly particular about details.
He is apt to style such a one "fussy" or "cranky."
Yet that very customer, fully satisfied, may, and
probably will, proye a more valuable asset than one
who is not disposed to be particular. The shrewd
business man is he who can handle each customer,
whatever his or her peculiarities, with the utmost
ease, deliberation and respect. A little study of
human nature will show that the "fussy" individual
is usually the most talkative one when fully satis-
lied, and that talk is more than likely to be in praise
of the house that gave her most careful considera-
tion.
One very prosperous business man in New York
instructed all his clerks to call him whenever they
got a hold of a "fussy" individual. No matter how
busy he was, he kept himself open to wait on the
"particular" customer, and so skilfully did he
handle them and eventually turn them, one by one,
over to "Mr. Smith" or some other patient sales-
man (who realized the difficult yet responsible task
of being very considerate), that his house grew to
large proportions because of the entire satisfaction
everyone received who dealt with it.
One of the great steamship lines plying between
New York and Liverpool has issued a series of
printed instructions to all its employes aboard ship,
and the dominant note is summed up in these sig-
nificant words :
"The patrons of this line pay your salary and
mine; there could be no steamship line with-
out patrons ; therefore, it behooves every employe
from the lowest to the highest, to treat every
patron with the utmost respect and attention and
never enter into any dispute ; if a difference arises
immediately seek a superior officer and introduce
the patron to him and let no word or look show
anything but courtesy and respect."
In the phonograph line it is equally true that a
satisfied patron is a valuable asset, says the Edison
Phonograph Monthly. It pays to satisfy every
customer; if you have sold an Edison machine fol-
low it up and see that it is giving satisfaction ; if
you get a hurry-up request by telephone or other-
wise, be sure to follow it up yourself later in the
day and see that it has been filled. If the party has
a telephone, call her (or him) on 'phone and see
that satisfactory service has been given. If certain
records are wanted on a particular day or hour
follow them up and see that there is no slip-up in
the service. Particular requests should never be
lost sight of till satisfaction is guaranteed and car-
ried out to the letter.
Sometimes it seems as if these little matters were
not worth the care and attention of those who
Contract Signed — Complete Line of Columbia
Aeolian Hall and in All Aeolian Branches.
York store and all of its branches. Mr. Lyle
stated to The World : "The order for Columbia
products placed with this Aeolian contract is one
of the largest initial orders ever placed and it is
pleasing enough to the Columbia Co. as an order
for merchandise, but it is even more pleasing as
carrying a very^ distinct and unmistakable signifi-
cance of the change in the talking machine in-
dustry, which has been so noticeable during the
oast two or three years, namely, a desire on the
part of the dealer to handle any line of merchan-
dise that is in demand and has quality behind it.
A change for the better in every way — for the
customer whose convenience is best served, for
every dealer in the business and for the industry
as a whole."
He said he would have other important an-
nouncements to make in the near future concern-
ing this movement whereby the talking machine
business is rapidly reaching a merchandising basis.
occupy responsible positions in a house, particu-
larly when the busy season is on. But that's a
mistake; they are highly important, a personal
touch, a personal message from someone re-
sponsible in the house makes a customer satisfied.
It creates a confidence in the house that nothing
else can do.
Another feature that a satisfied customer ap-
preciates is to have some forethought given his or
her needs. If you know of some reason why a cer-
tain record will be acceptable on a specified occa-
sion, let your forethought be brought to the patron's
attention and ask if it may not be included in the
order or sent by special order.
There are a hundred and one ways of studying
how to make satisfied customers, and it is just as
profitable as to study how to keep a good balance
in the bank.
ENJOY LABOR DAY PICNIC.
Employes of Stewart Talking Machine Co.,
Indianapolis, Spend Lively Day at Outing.
(Special to The Talking Machine World.)
Indianapolis, Ind., September 12. — Filfty-three
employes of the Stewart Talking Machine Co.,
d.stributers in Indiana for the Victor Talking Ma-
chine Co., attended the annual Labor Day picnic
giveH by the Stewart Company in a grove along
cne of the Hoosier capital's wooded streams. The
party started out from the Stewart headquarters,
221 North Pennsylvania street, early Monday
morning in automobiles. George E. Stewart acted
as master of ceremonies, and arranged the enter-
tainment for the employes. Chickens were cocked
over open fires. One of the features of the day was
the ball game between the married men and the
single men. W. M. English, traveling representa-
tive of the Stewart Company, scored the first run.
The single men whipped the benedicts to the tune
of 24 to 16. Flowers and candy for the women
and girls were supplied at the store. W. S. Bai-
ringcr, manager, reports that everybody "had the
time of his or her life."
TALKING MACHINES IN FAVOR.
In an article on the trade and industries of
Syria, published in the September 7 issue of Daily
Consular and Trade Reports, Consul-General W.
Stanley Hollis, stationed at Beirut, Asiatic Turkey,
gives a series of interesting figures relative to the
imports and exports at this port during 1911 and
1912. These figures show that during 1911 talking
machines to the value of $2,650 were imported at
BtSrut while in 1912 this total was practically
doubled, the value of these imports reaching the
sum of $5,140.
Time may be money, but it hangs much more
heavily on our hands.
SAVES
time, space and
money.
VISIBLE
Dustproof, Warp-
proof.
FILING
Finding" and Reorder-
ing in one-ionrth usual
time.
SECTIONAL
Fits any size business.
Floor space 40^"
long. Stores 1,200
records. All in easy
reach.
SIGNALS
(Numerical.) Locates
every record. Color
Signals locate all
similar records.
SALES
Record Eiwelope is a
"Watch Dog" for your
investment.
The "OGDEN"
pays for itself in three months. You should know the selling value of every
record. Cut out the Dead ones and be able to get any record in 4 seconds.
SALES SYSTEM BULLETIN FREE
upon request with name of your Distributor.
Write for descriptive booklet and list of Jobbers.
Gfie "OGDEN' SECTIONAL FILING CABINET AND SALES SYSTEM
is Guaranteed. Manufactured by
J. B. OGDEN - - Lynchburg, Va.
34
THE TALKING MACHINE WORLD.
Fast sellers every week in the year: The Columbia
"Eclipse"~$25; the Columbia "Jewel"— $35; (the
only fully cabinetted instrument at the price);
the Columbia "Favorite "—$50 (the biggest seller
of any make at any price in the market for the
last four years).
(Write for "Music Money," a book "full of meat" for thoie
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Wool worth Building, New York
HOW JOBBER CAN AID DEALERS.
Advertising Suggestions and Sales Helps As-
sist Greatly in Arousing the Enthusiasm of
the Retailer, Says Daryl H. Kent, Secretary
of Kent Piano Co., Well-Known Edison
Jobber of Vancouver.
We have been asked to express our views on
the above phase of the business.
At the outset we would have it understood what
we say will apply mostly to the small dealers in
sparsely settled parts of the country, where com-
munication is not of the best, and where distances
are somewhat of a drawback.
In British Columbia, for instance, owing to its
vast area, the population is very much scattered}
the great majority of the entire population of the
Province living in the few large cities.
The small dealer, therefore, is somewhat handi-
capped by reason of distance from the larger cen-
ters, poor means of transportation, and in many
cases by reason of lack of enthusiasm in the goods
that he may be unsystematically handling.
To work up such enthusiasm one of the best
means is to send a representative to visit the people
at stated times, but this is not always, in a country
such as British Columbia, a paying investment for
the jobber, as the time and money expended do not
reap anything like a reasonable return.
In certain sections we think it a good plan to
ascertain what the dealer is doing to advertise the
Edison goods, and to offer suggestions to him the
jobber will write a series of ads based on his
knowledge and experience in such matter, with the
request that he have them inserted in the local or
close locality papers, writes Daryl H. Kent, secre-
tary of the Kent Piano Co., Ltd., Vancouver, B. C,
in the Edison Phonograph Monthly. A dealer, who
in a great majority of cases in this Province han-
dles all sorts of commodities, very often does very
little advertising, and if he does it is in a general
way, so he has to be enlightened on the good re-
sults to be obtained by specific ads. This is where
"DUSTOFF"
RECORD CLEANERS .__
in selling your customer a "DUST-
OFF" you render a distinct service
your customer will remember you by.
"DUSTOFFS" represent the best the
market affords in high grade selected
material which ensures their remark-
able merit — getting into the minute
sound grooves and removing the
dust and dirt without scratching.
FOR ALL MAKES OF RECORDS
Adds life to records — and adds more
profits to your business. Two models:
50c. de Luxe Model
15c. Regular Model.
Most jobbers can supply you, or
write us direct.
{Also available for use with your own
advertisement. Write for details.)
QAMPT CC sent postpaid on
oriivil j_/J_<o approval if you
write giving jobber's name.
MINUTE SHINE CO.
285 Canal Street, Providence, R. I.
the jobber can be of use and mutually helpful, pro-
viding, of course, he has the co-operation of the
dealer.
Another dealer's help is to circularize him from
time to time with other than the regular notices and
literature sent him from the Edison Co., as we are
of the opinion that a great deal of this "from
Edison to dealer" printed matter goes to waste, and
we are wondering whether if this same matter,
mailed by the jobbers in their own envelopes, and
in some cases on their own stationery, would not
accomplish more good. However, the jobber can
circularize the dealer, often recommending certain
machines or records just to hand, and touching on
other points that from time to time turn up, with
good results, mutually beneficial.
The jobber can, where possible, secure mailing
lists from the small dealers, and scatter literature
among them, by mail direct, at the same time men-
tioning the dealer in the locality where the goods
can be had, and thus be the means of securing
added business for both himself and the local
dealer.
The jobber might also take it upon himself to
educate the smaller dealers into the value of can-
vassing, but this means up-hill work for some time,
as in most of the small towns one man and a boy
run a general store, and to make this one man real-
ize the advantages of extra help, while he or his
extra help could get out and sell phonographs, is
somewhat of a large undertaking.
MULTI=PLAY1NQ NEEDLE
Introduced by the Sonora Phonograph Co. of
New York — Some of Its Salient Points.
The Sonora Phonograph Corporation, 57 Reade
street, New York, announces the Sonora Multi-
playing needle, which is a jewel needle playing lat-
eral-cut records without changing the needle.
Furthermore, it is guaranteed for three months.
Geo. E. Brightson, president, in commenting on
the Sonora multi-playing needles, said : "It has
The Multi-Playing Needle.
been five years since the Sonora Company intro-
duced the first perpetual jewel disc record needle
and during which time we have been working to
perfect it. We recently succeeded in doing this and
the Sonora multi-playing needle is the result. The
only trouble we have had so far is filling orders
for the demand is so large. A number of our re-
tail customers at our retail store, for instance, buy
five at a time, so the possibilities of big sales with
the retail merchants of the country, rest only with
the dealers themselves."
HAS CAPITAL STOCK OF $1,000,000.
The Pure-O-Phone Co. has been incorporated
under the laws of Delaware with a capital of
$1,000,000 for the purpose of manufacturing and
dealing in talking machines and records. The in-
corporators are : W. G. Taylor, Clarence J. Jacobs
and Chas. B. Bishop.
GOT A NEW "HUNCH."
Old-Time Inventor of Motorless Talker, Now in
Insane Asylum, Tells of His Latest Invention.
A gentleman was visiting an insane asylum. He
met a man in the hall.
"Who are you?" asked the visitor.
"Me?" said the man. "Why, I'm an old-time
talking machine man who invented a motorless
"talker." It was a' big thing but the powers that
be were jealous of my success — but I ain't crazy.
Not on your life. All the rest of them are crazy,
but not me. I've got a new invention that out-
does the talker, one that will make me so rich
that John D. Rockefeller will look a poor man
beside me."
"What is it?"
"A patent fly-catcher. Greatest thing in the
world. Here, I'll show you how it works."
The man took a sheet of paper and drew a bird-
cage. "That," he said, "is a parrot's cage — just
a common cage — but you observe that on this
side there is a door with i heavy iron knob, and
that there is another door on the other side, also
with a heavy iron knob.
"Now you see, you take this parrot's cage and
put it on a pedestal fourteen feet high, the
pedestal standing on a marble slab. Then I place
a ladder on this side, reaching up to one door,
and a ladder on the other side, leading to the
other door.
"This is how it works. The unsuspecting fly
comes along and climbs up the ladder on this
side. It opens the door by means of the iron
knob, walks through the cage and opens the door
on the other side. Then it starts down the other
ladder.
"That's where we catch him !" the inventor
continued, excitedly. "That's where the inven-
tion is. That's where I shall get my money. You
see, the fourth rung is missing in this second
ladder, but the fly doesn't know it, and falls on
the slab and breaks his neck."
The gentleman goat gets there. Yet he often is
guilty of overdoing the butting act.
The fellow who depends entirely on luck isn't to
be depended upon.
Victor Manager Wishes to Change
Several* years' experience in New York
City and vicinity, but now managing large
retail department in Middle West. Is fa-
miliar with department store detail, and
has proven ability. Address Box No. 1,000,
The Talking Machine World, 373 Fourth
Ave., New York.
PARTNER WANTED
With one to five thousand dollars, to develop profit-
able and growing talking machine business. Present
stock $5,000 all clean. Fine store and location. Vic-
tor and Columbia agencies. Address H. C. Williams,
6312 Ashland Ave., Chicago, 111.
THE TALKING MACHINE WORLD.
35
THAT THE DEALERS ARE INTERESTED
In the Pathescope Is Evident from the Letter
Reproduced Below — Is Proving a Valuable
Side Line for Talking Machine Houses.
The general attention being bestowed on the
Pathescope, the recently introduced home moving
picture machine, is well illustrated in a rather
7/31/1.914.
The Path$ooope Exchange,
Pallidal phia,
Pa.
Kind Gentleman:
Having Hotloed A Great Deal Of Writing And
Excitement Oonoerning The Patesoope Maohine
Aa Advertised In The Talking Maohine World.
Bntll lam Somewhat Interested In It. I Would
Greatjy Appreolate You Making Me A Clear Srplanatio
n Of This Maohine And Its Films '.That length Films
Do They Use In This Maohine And What Makes -The
Picture ? As I Believe The Manufacture States Th=
at There Is Ho Eleotris Current Used In Its Operatl
on . . also Give Me The Correot Address Of The
Manufacturer Whom Puts This Kaonine Up.
And Where Should I Apply For Application As To
Beoome A Dealer In My Territory? Please Send Mo
ine Of The Catalogs Of This Haohines Explaining
It Thougherly From Begglning To Its End Alao Showi
Hg Photographs Eto, What Do These Machines
Retail -At? How Do The Manufacturer Proteot Its
Dealers? Do They Also Allow Them To Sell On The
Monthly Payment Plan? As From All Ideas I Can
Seoure Fhom It As Explained In The Talking
Maohine World I Believe This Is A Wonder Come Here
To Stay With Bo End To Sales Through The Dealers,
Boping You Will Please Give My Letter Your
Careful Attention. Also Looking Forward For Your
Catalogs And Litature Eto,
Youra Respt,
unique letter of inquiry which the Philadelphia
headquarters of the Pathescope recently received
from an interested talking machine dealer. In-
cidentally, this letter, reproduced above, is con-
clusive evidence of the result-producing powers
of talking machine World advertising.
TO HANDLE EDISON DISC LINE.
The Pianostyle Music Co., 238 Livingston street,
Brooklyn, N. Y., which recently started in business
in the retail selling of music rolls, has added Edi-
son disc phonographs to its line. Frederick Harlan
is vice-president, while A. R. Learey is treasurer.
Both men have had considerable experience in the
various lines which they are now specializing in,
and this bids well for the success -of the house.
INCORPORATED IN IOWA.
The Chase & West Talking Machine Co., of Des
Moines, la., with capital stock of $125,000, has
just been incorporated by Charles R. Chase and
Lewis J. Syle.
Many a man lives by his wits who never wrote
a joke in his life.
Back Copies of the World
for 1906 and 1907 Desired.
If any subscribers have copies of
The Talking Machine World for
1906 and 1907 kindly communicate,
stating price for same. "Histor-
ical," care of The Talking Machine
World, 373 Fourth Ave., New York.
TRADE NEWS FROM LOS ANGELES.
Talking Machine Takes Place of Speaker at
Political Meeting — Happenings of Month.
(Special to The Talking Machine World.)
Los Angeles, Cal., September 7. — A novel dem-
onstration of the possibilities of the talking ma-
chine was given in this city recently when, prior to
the primary election of State and county officers, a
candidates' day was given at the beautiful Hooker
Gardens on West Adams street.
Candidates from all over the State attended and
each was expected to make a brief talk from the
platform. When the turn of the Hon. Joseph
Knowland, candidate for United States Senator,
came he was not present, but as the rules of the
"day" called for a speech by him his place was taken
by an Edison Home phonograph loaned by the
Southern California Music Co. Two records made
in Oakland by Mr. Knowland were sent here and
thus the people were enabled to hear him even if
they could not see him. The records were very
clear and received a "big hand."
Francis Raymond, special representative of the
Thos. A. Edison Co. for the Pacific Coast, is in the
city at the present time. He reports a brisk business
in the Edison disc phonographs and records.
Chas. S. Ruggles, of Sherman & Clay, whole-
sale, reports several heavy shipments of records
and machines from the Victor factory. He says he
is catching up on his back orders and expects to
be able to take care of all future ones.
Irving Andrews, of the Andrews Music Co., says
its sales for August were more than three times
as much as the corresponding month in 1912.
Frank Morino, formerly with the Southern
California Music Co., is now with Barker Bros. J.
W. Booth, in charge for Barker Bros., is very much
pleased with their last month's business. He says
every month this year is better than the preceding
one. George S. Barnes is back from vacation.
L. E. Newton, formerly with the Southern Cali-
fornia Music Co., of this city, has left for San
Diego to take charge of the talking machine depart-
ment of its branch store in that city. E. S. Dible,
who has had charge of the San Diego store (talk-
ing machine department) for the last four years,
is now on the sales force with the same company.
A. Graham Cook, manager of the talking machine
department at the Geo. J. Biskel Music Co., is now
on vacation.
The Columbia Graphophne Co., wholesale, says
it has been unable to supply the demand for "Cohen
at the Telephone" (A1516).
INTRODUCE NEW SPECIALTY.
The Standard Gramaphone Appliance Intro-
duce a New Record Cleaner — Manager
Kirkman Is Optimistic.
The Standard Gramaphone Appliance Co., 173
Lafayette street, New York, manufacturer of a
number of very successful talking machine acces-
sories, has just placed on the market a new record
cleaner, to be known as the "Simplex" record
cleaner, and which will retail at 15 cents. This
new cleaner is made of highly polished wood and
is very attractive. It is of a smaller cleaning area
than the popular "Standard" record cleaner manu-
factured by this company, but those dealers who
have seen it predict that it will meet with a ready-
sale throughout the country.
In a chat with The World, Thomas W. Kirkman,
manager of the company, stated that the fall out-
look was decidedly encouraging. "We are con-
vinced that the co;"..'ng season will be a prosperous
one from every standpoint," remarked Mr. Kirk-
man. "Our fall advance orders are of a substan-
tial nature, and the fact that the dealers have not
overstocked the past year will mean a steady con-
sistent placing of orders.
"Our 'Standard' record cleaner is continuing to
increase its sale day by day, while our needle cut-
ter and automatic stop have firmly intrenched
themselves in the minds of the dealers as articles
in which they may place complete confidence. The
satisfaction that our products is rendering is well
illustrated by the numerous repeat orders we are
receiving from well-pleased members of the trade."
At Your
Service
VICTOR DISTRIBUTORS
EXCLUSIVELY
Connect Yourself
with the Progressive House
who will be glad to advise
you how to obtain more retail
business.
OUR POLICY
"No account accepted
unless perfect service
can be assured."
Automobile service in New
York City will insure our
dealers prompt delivery.
Motor suburban service will
insure out-of-town dealers
earlier deliveries.
VICTOR Contracts are now
ready for mailing to those
dealers who wish to take ad-
vantage of our perfect service
for the coming season.
Our representative will gladly
call upon request.
WHAT YOU WANT
WHEN YOU WANT IT
ALWAYS IN STOCK
563 FIFTH AVE. NEW YORK
36
THE TALKING MACHINE WORLD.
This is a harvest time for foreign record business!
The Columbia recordings of patriotic music of
all nations— vocal, as well as selections played
by full military band in martial time -offer pos-
sibilities that no talking machine dealer can
well ignore.
Write for full particulars to
Foreign Record Dept., Columbia Graphophone Co., Wool worth Bldg., N. Y.
PROMINENT IN_RICHMOND. VA.
John G. Corley, Head of the Corley Co., Among
the Leaders in Business and Musical Affairs
of Virginia's Progressive Capital.
(Special to The Talking Machine World.)
Richmond, Va,, September 7. — The importance
of John G. Corley, head of the Corley Co., the
prominent talking machine and piano house, of
this city, in the
business and musi-
cal affairs of the
city is indicated by
t h e accompaying
cartoon and article
which was publish-
ed recently in
Richmond, a lively
monthly magazine
published under
the direction of
the advertising
committee of the
Richmond Cham-
ber of Commerce.
The article reads :
Johr. G. Corley
admits that he is
(JOHN G. CORLEY t!ie man that made
Richmond musical. A great many people agree
with him, and add that he has done even more for
the welfare and prosperity of Richmond.
In private life Mr. Corley is president of the
Corley Co., one of the greatest music houses in
the South. He is an active member of the board
of directors of the Chamber of Commerce and
heads the important committee on conventions. For
years he has labored on the city school board, re-
tiring recently in order to enjoy a surcease of
work. He was once president of the Richmond
Rotary Club and played no small part in making
that organization something besides a social
medium.
Perhaps the greatest work which Mr. Corley has
done for Richmond, however, has been accom-
plished since he undertook the guidance of the
Wednesday Club. In the years that he has been
president of this ancient musical society, Mr. Cor-
ley has led the organization out of the narrow field
of a singing society and made it the vehicle for the
musical education of Richmond. If the board up-
holds his aims he will some day give Richmond
grand opera.
The National Piano Dealers' Association at its
recent convention in New York elected Mr. Corley
vice-president, placing him in line to become head
of this influential organization. In fact, organiza-
tions have a great way of placing him in line to
direct, presumably for the reason that John G. Cor-
ley has proven himself to be one of the most .
earnest, serious and efficient directors you will
meet in a day's journey.
NOW THE TRANSOPHONE.
Latest Attachment for Edison Dictating Ma-
chines to Simplify Means for Causing Record
to Repeat When Desired — How It Operates.
The dictating machine department of Thomas
A. Edison, Inc., has announced as ready for the
market the new Transophone, which is designed
as a decided aid to the typist by simplifying the
means for "back-spacing" the record and caus-
ing it to repeat the dictation it contains. The
new device consists of a typewriter key of the
usual form attached to the typewriting machine
and connected electrically with the' contrivance on
the dictating machine for shifting the reproduc-
ing arm backward. The button is of the "quick-
make-and-break" type and operates as readily
as the usual typewriter key.
In order to disconnect the electric button on
the typewriter from the dictating machine, a de-
tachable connection in the cord may be broken
at will. This enables the operator to close a fold-
ing typewriter desk without difficulty or loss of
time.
The arm of the Transophone is back-spaced
with a magnet, energized by the button on the
typewriter. This had to be developed carefully
for noiseless operation, and for easy attachment
on every old model Edison dictating machine,
which is a fixed Edison engineering policy.
The Transophone will, by allowing the atten-
tion of the typist to be centered in the typewriter
at all times, make for both speed and accuracy.
Lots of people are sure they are right who never
o ahead.
A Proven Ready Seller for Dealers
New principles of phonograph construction giving the
highest quality of phonographic reproduction. Plays
any disc record. Light and compact. All workman-
ship of the highest standard.
Retail Price $12.00
Be the first to seize this opportunity in your city. Write
for dealer's prices, and further information to
Sales Department
ARION MANUFACTURING COMPANY
250 Devonshire St., BOSTON, MASS.
NEW UDELL CATALOG READY.
Will Show Complete Assortment of Cabiniets
for Player Rolls, Sheet Music and Talking
Machine Records — Prepared for Dealers.
In a week the Udell Works, of Indianapolis,
Ind., manufacturers of Udell cabinets, are plan-
ning to mail their new catalog of cabinets. . It will
represent the most comprehensive showing of
cabinets for piano player rolls, sheet music and
disc records that they have ever brought out. It
A Popular Udell Cabinet Style.
will also include a line of piano and player
benches.
Commenting on the importance of this volume,
H. T. Griffith, sales manager, said : "This catalog
will be 9 x 12 inches, and is arranged absolutely
for the benefit of the dealers. One new feature
of the line that is worthy of comment is that
every cabinet from the cheapest up is being made
of sufficient depth to care for music rolls."
Business here is reported to be in good shape
and the inflow of orders is sufficient to indicate
that the fall will be of good volume.
BEST TO START RIGHT.
The official head of a large business concern no-
ticed one of his youngest employes sticking postage
stamps on letters — slapping them on in any way,
straight, sideways, or upside down. "My boy," he
said, pleasantly, "why not put them on straight,
with the right side up."
"I don't see as it makes any difference," the
youth responded. "They'll go just the same."
"Perhaps they will," responded the employer.
"But I was not thinking so much about the letters
as of you. The habits you form now will stick to
you through life — learn to do things in the right
way, and you will avoid many a temptation to do
them in some other way. Hereafter put each
stamp on in the right way, and keep that idea in
your mind in all you do. That's the only sure way •
of getting ahead in this concern."
THE TALKING MACHINE WORLD.
37
w
4",
mm
\r\e of Fore
Becords, representative
o/* every country ir\
Europe is today strength-
ening every Columbia
dealer in handling the
present phenomenal
demand For European
national music.
IS9
llliSlIP
38
THE TALKING MACHINE WORLD.
LATEST REPRODUCING DEVICE.
New Attachment, Marketed by the Lexton Spe-
cialty Co., New York, Provides for Playing
of Vertical' or Lateral Cut Records on One
Machine Without Change of Sound-Box —
Includes Special Sapphire Needle.
LATEST COLUMBIA AGENTS.
New Accounts Added During Week — Issue List
of War Music — Pierce Co.'s Campaign.
One of the latest devices for permitting of the
playing of records with a vertical cut on machines,
designed for the use of records with a lateral cut,
is the invention of M. V. Roof and A. G. Oster-
moor, and is being marketed by the Lexton Spe-
cialty Co., 216 West Ninety-ninth street, New
York. The device, which is illustrated in the ad-
vertisement of the Lexton Co. on another page of
The World this month, consists of a special joint
to be attached to the tone-arm of the Victor ma-
chine, where it joins the gooseneck, and provided
with screw threads by which the ordinary tone-arm
may be attached in a position at right angles to
the record groove. A cap covers the end of the
gooseneck while the Edison type of record is being-
played and the cap may be, in turn, attached to the
special connection while the Victor type of record
is being used.
The device also provides for the use of a special
sapphire needle that may be used on both Edison
and Victor types of records, and another sapphire
needle of special design is also supplied for the
playing of Pathe records. The attachment, com-
plete, is listed at $2 retail and jobbers and dealers,
writing on their letter-heads, may obtain samples
at $1 each.
The past week has been a busy one for the
Columbia Graphophone Co. in near-by territory,
a number of important new accounts being added
to the company's extensive list of local repre-
sentatives. These new agencies include Ludwig
Baumann & Co., 49-51 Market street, Newark,
N. J. ; F. C. Kraemer, 8 Lincoln street, Jersey
City, N. J.; L. W. Caldwell, Troy, N. Y. ; J.
Solow, 1116 Avenue J, Brooklyn, N. Y. ; Daniel
Cantor, 917 Freeman street, New York, N. Y.
Several of these new accounts are active piano
dealers who thoroughly understand the most suc-
cessful methods of introducing the Columbia prod-
uct to their patrons.
The advertising department of the Columbia
Co. issued this week a' very timely and appropriate
window-poster in the nature of a list of patriotic
music of the nations now at war in Europe. The
flag of each nation with its national anthem and
the number of the record are featured promi-
nently on a strip which may be detached from the
entire list if the dealer does not handle that par-
ticular language in his foreign record department.
The Pierce Music House, of Eureka, Cal., is
carrying on a successful newspaper campaign on
behalf of Columbia products which is achieving
fine results.
J. W. SWANSONNOT WORRIED.
Weil-Known Talking Machine Man of Texas
Sees Only Big Business for United States as
Results of War Between European Nations.
(Special to The Talking Machine World.)
Houston, Tex., September 7. — J. W. Swanson,
head of the Houston Phonograph Co., of this
city, who has just returned from a tour of inspec-
tion of the store controlled by his company in
San Antonio, Fort Worth and Dallas, does not
worry over the permanent effects of the European
war on the business of this country. Mr. Swan-
son said, in an interview : "There is absolutely
no cause for alarm on the part of the people
of the United States over the war in Europe, and
the thing to do is to take advantage of the oppor-
tunity and extend commerce into countries not
affected." He reports excellent business in both
the Edison and Victor lines.
ISSUE ATTRACTIVE BOOKLET.
New York Album & Card Co. Prepares Handy
Catalog of Its Line of Disc Record and Photo
Albums — Numerous Styles Featured.
A dealer's reputation is no better than his goods.
The New York Album & Card Co., 23 Lispenard
street, New York, manufacturers of disc record
and photo albums, has just issued an attractive
booklet featuring its extensive line in handy
form for use by the company's dealers. This cata-
log lists the numerous styles of albums it manu-
factures, together with adequate information as to
their distinctive merits and their prices.
This company, which has achieved a gratifying
success in the talking machine field with its record
albums, has for many years been catering to the
dealers throughout the country with a comprehen-
sive line of photo albums which have been giving
perfect satisfaction. These albums are furnished
in several styles, permanently bound, flexible and
loose loaf, and are constructed in a high-grade
manner that makes for their durability and popu-
larity with the dealers and their patrons.
Make a Double Profit on Talking Machines
AFTER you've sold a customer a talking
machine and records, he's almost sure to
want a cabinet, especially if he sees the Udell
cabinet.
Show it to him. Have Udell cabinets on your
floor and make this extra sale.
From a "long'' line of cabinets we have selected eight that
dealers have found to be "best sellers." We have concen-
trated on these eight, and are now making them to fit any
talking machine in style or finish. Wherever possible we
even follow the "lines" of the machine, insuring a perfect
match.
People will soon begin buying talking machines for Christmas
Prepare to sell a Udell cabinet with each machine, and make a
double profit.
Our "New Book" No. 47 will help you. Write for it to-day.
Udell cabinets are made to fit
the following disc talking ma-
chines:
Edison.
Victor.
Columbia.
The manner of filing discs is
by upright partitions.
Back of each Udell cabinet is
the Udell guarantee. It means
satisfied customers. Write for
"New Book," No. 47, now.
The Udell Works, 1205 W. 28th Street, Indianapolis
Some Good News to All
Talking Machine Jobbers
We have succeeded in inventing a Record
Album which has leaves bound in nickeled
metal. Which absolutely insures durability.
It is the greatest album invention ever
made, and it will give you many talking
points over the ordinary album.
Lack of space prevents a full description,
so send for the whole story to-day and for
sample and prices.
Patented and manufactured by the
Boston Book Company
66-68-70 Broadway
Brooklyn, N. Y.
1915 MODEL COLUMBIA "LEADER."
The Columbia Graphophone Co. has just placed
on the market a new addition to its machine line,
designated as the 1915 "Leader, Equipped with the
Columbia Individual Ejector," 'which will retail at
$85. This 1915 model is the same as the popular
New Columbia Style.
"Leader" machine which has scored a pronounced
success the past year, except that it presents a
more attractive appearance by reason of a more
artistic cabinet and is euipped with the Columbia in-
dividual ejector, which is a record filing interior.
This provides for a separate compartment for each
record, keeping the record clean at all times and
thereby prolonging its usefulness. Each compart-
ment has an automatic cleaning device or brush
which cleans the record when it is taken out and
again when it goes back to the compartment.
The Columbia Co. is equipping all its upright
cabinet machines with this individual record ejec-
tor as rapidly as possible, and the next machine to
be placed on the market containing it will be the
"Mignonette," the $100 model, which will retail
at $110 with this new filing device.
THE ELECTRO=PHONOGRAPH CO.
The Electro-Phonograph Co. filed a certificate
of incorporation this week with the Secretary of
State at Albany, N. Y., to engage in the manufac-
ture of ar. attachment for cranking or winding
graphophones. The capital is given as $200,000
and the incorporators are B. B. and C. R. Johnson
and F. Meyers, New York.
Among the latest addition to the ranks of the
talking machines manufactured in this country is
the Premier, a low priced machine made in Harris-
burg.
THE TALKING MACHINE WORLD.
39
H. E. PARKER LEAVES FOR THE WAR.
Advertising Man for Columbia Co. Off to Join
British Army — Did Some Excellent Work.
Henry E. Parker, a member of the advertising
department of the Columbia Graphophone Co., and
one of the most popular men in the executive of-
fices of the company in the Woolvvorth building,
sailed Wednesday on the "Olympic," in order to
place himself at the disposal of his home coun-
try— Great Brit-
ain— and join his
county regiment.
Although the
English military
authorities have
not yet issued a
call for the re-
servists in Amer-
ica to join their
colors in Eng-
land, Mr. Parker
felt that it was
a duty he owed
to his country to
serve it in time
of war without
waiting for an
official call from
home, and ac-
cordingly de-
cided to sail
this week.
Realizing the
appalling magni-
tude of the war
in Europe, Mr.
H. E. Parker. Parker requested
a leave of absence from the Columbia Co. as soon
as war was declared, with the understanding that
he would leave for the front as soon as duty called
him. A large number of his associates bid him
Godspeed as the boat sailed September 2, hoping
with all their hearts that he would return to Amer-
ica safely in a short time.
Henry E. Parker was responsible for a consid-
erable amount of the excellent advertising copy
turned out by the Columbia advertising depart-
ment, and in addition edited the "Columbia Rec-
ord," the company's official house organ, and was
also in sole charge of the "Dictaphone Mouth-
piece," a remarkably successful publication. Hav-
ing traveled the world over, and gained a knowl-
edge of places and things that was truly remark-
able, Mr. Parker's personality was most pleasing
and admirable. His signal ability had won for him
continued success during his several years' connec-
tion with the Columbia Co., and The World joins
with his many friends and acquaintances in wish-
ing him all good luck in the performance of his
duty to his motherland.
Before sailing Mr. Parker was presented with a
beautiful gold fountain pen from his associates in
the Columbia Co.
PATHESCOPE PUBLICITY
IMPORTANT REPORT PRESENTED.
House of Representatives Gets Bill Ending
Long Delay on Patents — Measure Reveals
Section That Prohibits Dealer Fixing His
Own Prices — Some Radical Features.
At Wanamaker's Has Resulted in Tremendous
Increase of Interest in the Device — Wana-
maker's Auditorium Crowded at Pathescope
Recitals — Put to Practical Use.
(Special to The Talking Machine World.)
Washington, D. C, August 11. — The report of
the Committee on Patents on the Oldfield bill
proposing a general revision of the patent laws
was filed with the House to-day. The main pur-
pose of the bill is to expedite the granting of
patents to prevent the protection some applicants
enjoy by the delay possible under the existing law.
The charge is made that patents have been de-
layed as long as fifteen years, "and that by delay-
ing answers to simple letters for months at a time
applicants for important patents have obtained the
protection of 'patent pending' law," thereby block-
ing competitors. The bill provides that applicants
for patents may have only two years in which to
present their cases and there is a provision that
patents shall be acted on without delay.
The bill repeals that section which makes it un-
lawful for a dealer to sell a patented article at a
price less than that prescribed by the maker. In
such cases suit will have to be brought in State
courts for breach of contract.
A patent that has not been in use for a period
of three years may be obtained from a manufac-
turer under license. This provision is intended to
prevent "shelving" a patent, a practice which, the
report says, is followed by many corporations.
The charge is made that the United Shoe Ma-
chinery Co. controls the shoe business through
patents to the detriment of smaller companies.
It is pointed out in the report that there has
been no revision of the patent laws since 1870.
During that time, it is argued, fundamental
changes have occurred in industrial conditions.
"Chief among these," says the report, "is the
rapid growth of the trusts and combinations whose
business rests entirely in patents and whose finan-
cial and industrial power exercises a dominating
influence over many branches of trade."
During the past month the Pathescope has been
used almost daily to give motion picture exhibi-
tions in the big auditorium of Wanamaker's New
York store, and has made a remarkable hit with
thousands of spectators who have seen it. Al-
though this instrument is intended primarily for
use in homes, schools, clubs, etc., it has sufficient
power under favorable circumstances to show pic-
tures to even larger audiences.
In the Wanamaker auditorium a special 6x8-foot
day and night screen has been provided, and the
photo-drama of "Les Miserables" has been pro-
jected thereon every day, one episode at 11.30 in
the morning and the other at 2.30 in the afternoon.
Beautiful incidental music on the great organ was
arranged especially for this Pathescope production
by Alexander Russell, musical director of the
Wanamaker auditorium. Slides thrown on the
screen between the reels tell the spectators that the
Pathescope is being used in the production of the
pictures they are enjoying, and that this instrument
is being demonstrated and sold on deferred pay-
ments, if desired, in their talking machine depart-
ment.
The industrial department of the Pathescope
took a motion picture film on August 31 of the
beautiful Worth and other Paris gowns and wraps,
which the Wanamaker stores were able to get
th rough the blockade from Paris after the war
actually broke out. These gowns were first ex-
hibited in the auditorium, and after they were
taken to the Philadelphia store the Pathescope was
used to show in motion pictures just how these
latest triumphs of the Paris costumers looked.
In one respect the motion picture surpasses the
reality, and this is the facility for showing over
and over again the same subject for purposes of
critical study and analysis. Louis J. Gerson, the
manager of the talking machine and Paj&escope
departments of Wanamaker's, has been on a vaca-
tion in Southern California, where, wifW^Pathe-
scope camera, he Jias been taking motion pictures
which will doubtless be shown later in the Pathe-
scope salon.
RETURNS FROMJEUROPEAN TRIP.
Edward N. Burns, vice-president of the Columbia
Graphophone Co. and manager of the export de-
partment, returned to New York recently on the
steamer "Franconia" after being marooned abroad
since the start of the war and passing through
many exciting and well-nigh perilous adventures.
ADDITION TOJVICTOR PLANT.
Bids have been called for on a new six-story
addition to the factory of the Victor Talking Ma-
chine Co., in Camden. The building will measure
274x141, will be built of brick and concrete and will
cost about $300,000.
The Silas E. Pearsall Company
Were first in the field as
Jobbers of Victor Products to believe in the Supremacy of the Victor
We
Specialize
and are referred to as the house where VICTOR GOODS may be found when
a shortage exists. Many dealers have been placed upon our books during the
past strenuous six months.
Come in under our wing. We need you to help maintain Our Standard.
It will pay you to enter into correspondence. / OUR
Foreign Rec-
ords, Record
Cabinets, Needles,
Needle Cutters, Auto-
slops, Corrugated Board
Containers and Envelopes.
SILAS E. PEARSALL COMPANY
VICTOR DISTRIBUTORS
18 West Forty-Sixth Street
MOTTO
Correctness
and Despatch.
(Near Fifth Avenue)
NEW YORK
40
THE TALKING MACHINE WORLD.
The Largest Exclusively Wholesale
Distributor of Victor Goods in the World
If you can deal with us
under the same conditions
—and at the same prices-
why not take advantage of
the superior service which
an Exclusive Wholesale
Business naturally offers.
> Prepare for that inevitable
winter shortage.
No matter where you are,
remember— that a bit more
freight paid— a few more
sales made — is the policy
that makes for an endur-
ing success.
THE TALKING MACHINE COMPANY
12 NORTH MICHIGAN AVENUE, CHICAGO
THE TALKING MACHINE WORLD.
41
From Our Chicago Headquarters
P. VAN HARLINGEN, Manager
HENRY S. KINGWILL, Associate
World Office
Consumers' Bldg., 220 South State St., Chicago
Telephone: Wabash 5774
(Special to The Talking Machine World.)
Chicago, III., September 9. — The local situation
in the talking machine trade, viewed in face of the
customary dulness of late summer, is quite satis-
factory. One or two dealers report business as
poor, but the greater number seem to believe that
the past thirty days have been at least equal to the
corresponding thirty days of last year. The de-
mand for machines seems to run in all classes, but
it can be quite safely said that the larger styles
are enjoying their share of the calls.
Considerable gloom was cast over the trade re-
cently when the announcement was made by officers
of the Chicago Grand Opera Co. -that no attempt
would be made to offer a season this year. The
reason, of course, being the terrible wars in
Europe and the fact that many of the song birds
are either in the various armies of the old world,
held in reserve, or doing nursing work in the over-
flowing hospitals.
The opera has always furnished a decided stim-
ulus to the sale of operatic records inasmuch as it
is the main concern of society during the mid-
winter months and such music is tremendously
advertised. The dealers will probably call the at-
tention of their patrons to the fact that the only
way that they can hear grand opera and the greatest
artists of the world is by means of the talking
machine, and certainly it is undeniably true that
all the opera that Chicago and the West and prob-
ably the East will enjoy this year will be from
such a source.
Appreciation.
J. B. Williams, of the Wurzberg Department
Store of Grand Rapids, Mich., recently wrote the
following lines to Charles F. Bauer, local manager
of the Columbia Graphophone Co., when placing a
preliminary order for fall goods. Mr. Williams
said: "Your goods are getting so darned popular
here that we cannot keep them on the floor. We
presume that the big Columbia advertising cam-
paign has much to do with it. At any rate, the
business is seeking us out. Please send as soon as
possible the following," etc.
The Victor Multiplex.
L. C. Wiswell, manager of the talking machine
department of Lyon & Healy, has issued thousands
of circulars calling the attention of dealers to the
Victor Multiplex, a device whereby the monthly
lists of Victor records may be displayed and re-
ferred to in a most facile way. It consists of a
handsome frame which can be attached to a post
or the wall by two screws. Six double faced
hinges' that swing with the slightest touch are ar-
ranged in the frame so that they carry the twelve
most recent monthly sheets like a large catalog. It
is said that whenever a customer comes into a
dealer's store the display instantly attracts his at-
tention and, without realizing it, he begins to read
the titles of each bulletin. The result is said to
be that many sales are made following this an-
nouncement of records that the customer was not
aware had been issued. The Multiplex is finished
in excellent fashion, is well enameled and an orna-
ment to any display room. The price complete is
$8.50.
Mr. Wiswell returned a few days ago from a
trip through the East, where he spent a few days
at the Victor factory at Camden. Mr. Wiswell
noticed an optimistic tone throughout all the trade
that he encountered while away. Mr. Wiswell be-
lieves that this fall will show the entire trade a
most satisfying business.
It is said in the Lyon & Healy retail record de-
partment that three of the best sellers recently
issued are "When It Is Night Time Down in
Burgundy," "You're Here and I'm Here" and
"Little Gray Home in the West."
C. E. Goodwin on Quality Machines.
C. E. Goodwin, head of the Phonograph Co.,
local Edison jobbers, returned from Europe re-
cently, and in a little talk with a representative of
The World outlined a few of the noticeable char-
acteristics of the talking machine trade of
Europe.
Mr. Goodwin said : "I left the old country just
one or two days before the declaration of hostili-
ties, and the ship on which I sailed, the 'Vater-
land,' was in mid-ocean before we received a
wireless apprising us of the awful calamity that
had been precipitated.
"I had very little opportunity while in Europe
to study the phonograph business as I should
like, but I did notice one thing which struck me
most forcibly. That was the prevalence of the
cheap machines and the awful results that follow
an attempt to give the public what are apparently
bargains, but which in the end cause the most
unfortunate conditions. Over there the result of
the introduction of the inferior machine has
cheapened the whole talking machine proposition,
and the result has been that there is a distinct
lack of the pride of ownership which exists in
this country and which only follows the market-
ing of the better grade of instruments and encour-
aging the purchase of instruments that are really
worth while. The popularizing of the phono-
graph in this country from the standpoint of good
furniture resulted in its being taken up by the
wealthier classes and being installed in a really
permanent way. In reply to these arguments I
was told that 'you don't know our people,' bu: I
deny that my theory is any more at fault in their
case than in our own, and I certainly maintain
that the American success in the talking machine
business has been the result of placing high-grade
instruments in high-grade homes and in the fact
that it has been made fashionable with the cul-
tured classes to own a machine of the more ex-
pensive type. ' With the instalment plan so preva-
lent in this country, everyone can afford to place
one of the better instruments in his home, and
once it is there the pride of ownership will insure
its staying there."
Mr. Goodwin was in France primarily to visit
his mother and sister, who have been at the Calot
Institute at Birck Plage, France, which is fifty
miles south of Boulogne. Mr. Goodwin's people
are still at this point despite the fact that the
greatest war in history is raging only a few miles
to the east. Mr. Goodwin says, however, that he
fears little danger of either of the armies making
trouble in that neighborhood. "I motored con-
siderably in England and France." said Mr. Good-
win, "apd it seems hardly possible that the peace-
ful agricultural countries and the beautiful farm
lands that I traveled through are now the scene
of mobilization and strife.
"The month of August has been surprisingly
good, with a decided demand running for the most
expensive instruments. The sales of the $25^»
Edisons are by far in the \<rc\i.,\v]tr^^^m The
weekly issue of Edison records lia^^^^^i pro-
nounced success as well as the system of releas-
ing records State by State."
The Edison headquarters have been greatly im-
proved by removing the offices that were on the
second floor to the floor above, giving increased
space for the reception of retail record customers.
Tables have been placed around in the space for-
merly occupied by the offices and decorated' in ex-
cellent fashion, so altogether the change is most
commendable.
Cheney Machine Promised Soon.
Prof. Forest Cheney announces to The Talking
(Continued on page 43.)
THE WADE-™ EEEHHE WADE
The WADE embodies the right principle, worked out through long experience. It is simple, durable and accurate. It trims the
needle at an angle resulting in the best tone. The WADE cutters are ma de of the best steel and are absolutely guaranteed.
The Wade
Fibre
Needle
Cutter No. Z
The WADE is
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cutter. It has a self-
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from 12 to 15 per-
fect playing points.
No. 2 has a double
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especially easy to.
operate and afford-
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made. No. 1 is a
very popular cutter
which has given ex-
cellent service.
The Wade
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RETAIL PRICES-No. 1, $1.50; No. 2, $2.00
Order from your regular Dis-
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WADE & WADE,
3807
PHONE,
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42
THE TALKING MACHINE WORLD.
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ESTABLISHED
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CHICAGO
EVERYTHING
KNOWN IN
MUSIC
THE TALKING MACHINE WORLD.
43
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 41).
Machine World that rapid progress has been made
in the past thirty days on the development of his
machine and that in all probability an announce-
ment will be made in the October issue of The
World that will be most interesting.
To Handle the Victor.
The Story & Clark Piano Co. has completed ar-
rangements whereby it will not only handle the
Edison line in Chicago, but that in fourteen or
fifteen of its other branch stores an Edison de-
partment will be instituted. Work on the depart-
ment in the Chicago store is already well under way.
A large sound-proof room is now under con-
struction and will soon be completed. In addition
to this there will probably be some additional
sound-proof booths. E. M. Love, manager of the
Chicago store, has not yet decided who will be in
direct charge of the new department.'
Columbia Business Prospers.
Charles F. Bauer, local manager of the Colum-
bia interests, reports that beginning with the last
week in August there has been an extraordinary
rapid increase in the volume of business being
done. Mr. Bauer reports that fall orders are com-
ing in in plenty and business undeniably will be
of the best the next few months. Mr. Bauer ex-
pressed it as his opinion that the approaching sea-
son has all the appearance of being a more sub-
stantial one than any that the trade has yet
enjoyed.
At the Columbia offices the seven most popular
records at the present time from the standpoint of
sales are: "Cohen at the Telephone," "Puppchen,"
"Y Come la Va," "Symphony and Moon Winks,"
"Dreaming" and "Isle D' Amour" and the "Dorothy
Waltzes."
The new Columbia "Meteor" has been received
at the local headquarters and has evoked much ad-
miration.
Kimball Department Adds Space.
T. J. Cullen, manager, of the talking machine
department of the W. W. Kimball Co., announces
that his department is to be favored with a large
space on the main floor of the company's big
building on Jackson boulevard and Wabash ave-
nue in preparation for the holiday trade. There
are a number of large sound-proof booths on the
main floor that have been used in the past as
piano salesrooms. One or two machines will be
placed in each of these rooms for demonstrating
purposes. The record department will be con-
tinued at its present location on the second floor.
Personals and Visitors.
F. A. Copeland, Edison dealer of Elgin, 111.,
was a visitor recently.
E. H. Gallup, of Niles, Mich., and J. B. Lund-
berg, of Chesterton, Ind., were also visiting Edi-
son dealers.
Mr. Gensch, of the Gensch-Smith Music Co., of
Milwaukee, Wis., was a visiting talking machine
dealer last week.
G. Kempfer, of the Gus Blass Department Store
of Little Rock, Ark., was a visiting Columbia
dealer a few days ago.
Mr. Leavitt, of the Howard Farwell Co., of Min-
neapolis, was a visiting Victor dealer.
C. H. Hale, representing George H. Wheelock,
Victor dealer of South Bend, Ind., was also in
Chicago.
Miss Ida Caldwell, of the Talking Machine
Shops, has landed in New York following har-
rowing experiences in the European war zone, and
will proceed to Burlington, la., where she will en-
joy a long rest.
W. C. Fuhri, district manager of the Columbia
Graphophone Co., enjoyed a most invigorating
motor trip over Labor Day.
George Cheatle, traveling sales manager for the
Talking Machine Co., has returned from a suc-
cessful trip to the Coast.
Don Preston spent several days in Chicago after
an extended trip through Minnesota and Wiscon-
sin.
Archie Mathias, proprietor of the Talking Ma-
chine Co., of Minneapolis, sends greetings to his
Chicago friends after an automobile trip to the
East.
W. H. Aton, of Madison and Baraboo, Wis., is
on a trip to the North Woods with his wife and a
party of friends. They went in three automobiles.
A. D. Geissler's Trip Abroad.
Arthur D. Geissler, vice-president and managing
director of the Talking Machine Co., of Chicago,
and the New York Talking Machine Co., of New
York City, arrived in the city this week. As a
result of the hard work incident to the reorganiza-
tion of the business of the New York company
after the disastrous fire a few months ago, Mr.
Geissler went to Europe with his wife intending to
spend a week in London and then return to the
States. He was almost a nervous wreck and wanted
the trip on the water more than anything else. He
got caught in the war whirl, went over to Paris,
but got out hastily the next day, went back to
London and was couped up there two days before
he could get passage to America, which he finally
did on the "Campania." It wasn't much of a rest
after all, inasmuch as he had Mrs. Geissler with
him and they had all sorts of disagreeable and al-
most perilous experiences, losing their baggage
among other things. Mr. Geissler says that there
was nothing like the feeling of the Germans
toward the French as the hatred of the French
toward the Germans, at least before the war broke
out. The general feeling in England and France,
of course, is that Germany was the means of start-
ing things. He was enthusiastic regarding the sane
but patriotic spirit animating England in this crisis,
and also spoke of the magnificent manner in which
the English sought to alleviate the discomfiture of
Americans temporarily sojourning there, and said
that everybody extended every courtesy possible to
the visitors from across the Sea and aided them in
every way they could. Naturally he was not in
the mood to get around in the talking machine trade
much, but said that it was a surprising thing that
although the Gramophone Co. of London was suf-
fering enormously from the war because four-
fifths of its business is outside the British Isles,
still the local business in England continues re-
markably good in spite of the war.
Mr. Geissler was very much pleased at finding
the excellent reports of business made by both
the New York and Chicago companies on his re-
turn. August and September so far are better
than last year, and advance orders are coming in
in a most gratifying way.
Wade Cutters in Demand.
According to the belief of S. O. Wade, man-
ager of Wade & Wade, manufacturers of fibre
needle cutters, the war in Europe will have no
effect upon the talking machine business in this
country, and that without a doubt the American
talking machine dealer is to see a tremendous
fail.
"I have just returned from a trip through Illi-
nois," said Mr. Wade to The World, "and I must
say that despite the war and rumors of war, I
never found conditions more favorable or the
dealers more optimistic. They have placed orders
for the Wade cutter that have broken all records
and which certainly were most encouraging to
me. The great contributing reason for the de-
mand for our cutter is to be found in the guar-
antee that is issued on each one. We will posi-
tively repair free of charge any Wade cutter that
should get out of order. This we have done for
a long time, and it must be said for our product
that the time we have spent on repairing cutters
has been almost nil, as there have been but three
or four to repair. When the dealer has a talking
point such as this it is very easy for him to dis-
pose of a superior cutter. Our factory is going
to be taxed to the utmost this fall, and we are
advising dealers and our jobbers to place their
orders early so that none may be disappointed
or delayed in receiving their stock."
Describes Model Record System.
The Talking Machine Co., exclusively wholesale
Victor distributer of this city, has become famous
not only because of the big volume of its business
and for prompt service, but because of the pains
it has always taken to instruct its dealers in the
best and most approved methods of merchandising,
giving them the advantage of carefully worked out
systems and even furnishing them at actual cost
TIME TO PLACE HOLIDAY ORDERS.
Salter Manufacturing Co. Advises Dealers to
Order Cabinets Early Owing to Extensive
Advance Orders on Hand — Handling Exten-
sive Line — One of the Popular Styles.
(Special to The Talking Machine World.)
Chicago. III., September 8. — The Salter Manu-
facturing Co. reports that its fall business' has al-
ready shown a nice increase in spite of the war
conditions and the sales on cabinets to hold Edi-
Salter Cabinet, Style 790.
son, Victor and Columbia machines promise to be
gratifyingly large between now and the holidays.
The accompanying illustration of the Salter cab-
inet No. 790 shows a record cabinet that is receiv-
ing an unusual call lately. The cabinet holds 112
records either Victor or Columbia, and is most
suitably used with some of the smaller machines.
The cabinet sells very reasonably and is attrac-
tively finished for its price. The top is fifteen
inches square and an efficient indexing system and
accommodations for needles are other features.
On other pages of this publication will be found
three advertisements by this concern. Each one
has a story to tell to the dealer, and each one
shows one of the leading cabinets now being sold
to each particular class of trade. Owing to the
extensive advance orders that the Salter Manufac-
turing Co. has received it advises dealers to get
in their holiday orders well in advance with privi-
lege of early shipment so that dealers will be sure
to have cabinets on their floors when they want
them. Catalog and full information on Victor,
Columbia and Edison cabinets can be had by ad-
dressing the Salter Manufacturing Co., 339 North
Oakley boulevard, Chicago.
many things in the way of stock shelving, stock
books and other devices calculated to enable them
to transact their business at the least expenditure
of time and labor.
The Talking Machine Co. has gone further than
this. It has even collected from many sources
tried and true selling campaign ideas which it has
placed at the service of its dealers. It has, indeed,
had in operation for a couple of years a regular
correspondence course (it amounts to that) on
selling, store keeping, etc., and its occasional bul-
letins on such topics are always awaited with the
keenest interest by Victor dealers who obtain their
goods from the Talking Machine Co.
"A Practical Record System for Victor Dealers"
is the title of the latest issue of the T. M. Co.
(Continued on page 44.)
44
THE TALKING MACHINE WORLD.
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 43).
press. In it the Talking Machine Co. tells things
borne of long and actual experience, which, one
may easily imagine, if followed out by the recipi-
ents, would be very likely to convert an indif-
ferent record business into a big, fine paying one.
We can't go into details here, nor would it be
advisable, but it not only tells how to properly
care for stock with a description, incidentally, of
the accessories to that end which the company is
able to 'furnish at cost and merely as a matter of
accommodation to its customers, but also gives a
plan by which the selling value to the dealer of
various records can be determined and thus avoid-
ing stocking up with records which experience may
prove are not good sellers in their particular locali-
ties. The tabulation and permanent recording of
experience is the foundation on which the especial
record system provided for its dealers by the Talk-
ing Machine Co. rests. Of course, if by any reason
any of the company's customers have not received
this invaluable bulletin they have only to write to
the company."
Exhibiting at County Fairs.
All through the country dealers have been mak-
ing good exhibits at the county fairs. B. H. Hen-
derson, of Fond du Lac, Wis., had an unusual booth
at the fair there, at which he exhibited Victor
goods. Tiffau & Kemp Mercantile Co., of Marsh-
field, Wis., also had a good exhibit at the fair in
that county.
INTERESTING EXHIBITS AT CHICAGO BUSINESS SHOW.
Columbia Co. Make Fine Display of Dictaphones,
Dictating Machine, Including the Telescri
While E. C. Barnes & Bros. Display the Edison
be, the Latest Edison Accomplishment.
(Special to The Talking Machine World.)
Chicago, III., September 11. — The annual Busi-
ness Show, in which are displayed office labor sav-
ing devices, business systems of all kinds, etc., was
in progress this week at the Coliseum. There are
splendid exhibits of Columbia and Edison dictation
machines, as usual.
The Columbia exhibit is in charge, as usual, of
W. W. Parsons, district manager for the Dicta-
phone department of the Columbia Graphophone
Co., and he is efficiently aided in the work of giv-
ing the Dictaphone adequate exploitation to the
thousands who visit the show by the following
people: E. A. Parsons, A. B. Walker, Frank J.
Clark, George Ingalls, P. A. Miller, Grace Car-
penter, E. F. Baumann, F. Casseday, E. C. Allen,
May L. Stuetzer, Miss M. Norgate and R. G. Win-
ter. An essential trade-mark feature of the exhibit
was a magnificent American eagle suitably dec-
orated with American flags and "Columbia" in-
signia. A full and complete line of the latest
models of Dictaphones were shown, the most im-
portant novel features being the new hand control,
the new light weight hearing tube and the modifier
for regulating the volume of sound on the Type E
machine.
At the Edison disc dictating machine exhibit, in
charge of E. C. Barnes & Bros., the Chicago rep •
resentatives, interest largely centered in the Trans-
ophone, the new device which enables the operator
to repeat the dictation by a light touch on an elec-
tric button beside the typewriter keyboard in place
he was assisted by J. S. Pahknan, O. C. Dentzer,
A. H. Fulton, K. H. Kammerer, E. Humphrey and
George Field.- Nelson C. Durand, third vice-presi-
dent of Thomas A. Edison, Inc., and Mr. Holland,
the Edison Co.'s laboratory staff engineer, were
that perfection in telephonic communication
would be reached only when means were discov-
ered for combining the telephone and phonograph
in order that telephone messages might be prop-
erly recorded. The fact that at the present time
the telephone system transmits 60 per cent, of
all forms of communication in the United States,
totaling fifteen billion conversations a year — a
grand total in excess of the number of telegrams,
letters, railroad passengers in the same period —
makes the fulfillment of Mr. Edison's prophecy
at this time particularly valuable and important.
In general correspondence we make copies of
important letters and keep them on file. It is
also possible to keep accurate records of tele-
graph messages, and it has only been in the tele-
phone that an absolutely perfect record was not
possible to procure. The Edison Telescribe has
solved this problem.
The Edison Telescribe comprises an Edisdn
dictating machine, which is especially equipped
with telephone recording appliances, and a glance
at the accompanying illustration gives an excel-
lent idea of its general appearance.
In describing the Telescribe and its uses, Nel-
Dictaphone Exhibit by the
visitors here the first part of the week. While in
Chicago they demonstrated at the offices of E. C.
Barnes & Bros, the new Telescribe for reproducing
telephone conversations,
The Telescribe, the latest accomplishment of
Thomas A. EdJson Testing the Telescribe — Exhibited at Business Show.
of the old operation of interrupting the work to
reach out and move a repeating lever. Besides
this, the new speaking tube start and stop and the
new covered gearing excited great interest. E. C.
Barnes spent much time at the booth himself and
Thos. A. Edison, and which has been demon-
strated very successfully in various cities of the
country, is rather a development of the property
made by Mr. Edison in 1876 and an entirely new
invention. At that time Mr. Edison predicted
Columbia Graphophone Co.
son C. Durand, third vice-president of Thomas A.
Edison, Inc., said:
"The dictating machine is equipped with a
micro-recorder, which swivels into place over the
wax cylinder, and is wired up with the Telescribe
on the user's desk. In short, the Telescribe is
a complete telephone extension run with its own
small batteries, concealed in the casing.
"A telephone message is telescribed in the fol-
lowing manner: The receiver of the regular
desk telephone is removed from the hook and
placed in the socket of the telescribe. In this
way the acoustic connection to the dictating
machine is made without danger of criticism from
the telephone company, as the instrument is
neither mechanically nor electrically connected
to their lines. The user then takes up a small re-
ceiver, which is part of the Telescribe, and gives
his call to the exchange, while starting and
stopping the dictating machine by means of two
small buttons, on the Telescribe in order to re-
cord the conversation between pauses or delays,
and avoiding any waste of running the wax
cylinder meanwhile.
"In this way both sides of the telephone con-
versation are recorded, including all the evidence
of the central operator's voice in making the
connection. The dictating machine becomes in
reality an 'eavesdropper' on the telephone line.
"There are many telephone subscribers in every
locality who have monthly toll bills of hundreds
of dollars, evidencing the practice of conducting
an important part of their business by 'conver-
sations.' Brokers, in many instances, do buying
and selling by telephone from both local and out-
lying territory ; advertising agents secure the ap-
proval of their clients at distant points by read-
ing late copy on the 'phone ; purchasing agents
place orders and secure promises and prices of
importance as a daily occurrence through the
telephone. But the special applications of the
THE TALKING MACHINE WORLD.
45
Telescribe will not be as important as the ordi-
nary uses which every large organization finds
for recording wire conversations in the course
of their ordinary day's work.
"The Telescribe will place the use of the tele-
phone in a more serious light in business. After
a conversation the dictator will turn to his dic-
tating machine and confirm his message in the
usual manner covering the general understanding,
while he will mark his letter: 'Telescribed on
the Edison dictating machine.' To the person
receiving this confirmation, the question of its
correctness will be unquestioned, and give that
feeling of business security to both sides, which
is now missing, and in some cases may be even
depended upon if denial of telephone under-
standing is expedient.
"The wax record, containing the telescript and
the dictated confirmation, may be retained indefi-
nitely for reference, but future acknowledgments
and circumstances reduce the time for holding
the records to only a few days in most instances."
MAY MAKE TALKING MACHINES?
Rumor that the American Can Co. Will Go
Into the Talking Machine Business Denied
by the President of the Corporation — Ad-
mits, However, Construction of Sample
Talking Machines at Maywood Plant.
(Special to The Talkine Marh'ne W rlrl .',
Chicago, III., September 9. — Rumors have been
afloat for some time that the American Can Co., nf
this city, which is said to be capitalized at $90,000,-
000, would enter into the manufacture of talk-
ing machines upon a large scale. Officials of the
company have denied any, definite decision, but
have admitted that such a step had been contem-
plated.
It is interesting lo note in this connection the
report recently issued in an industrial periodical,
which stated that the company had embarked upon
the project upon a large 'scale and that both ma-
chines and cabinets were in the course of manu-
facture at the company's plant at Maywood, 111.
The machines, according to this report, were to be
all-metal in construction and finished in imita-
tions of mahogany, oak and other woods, .after
the fashion of fire-proof office furniture. It was
also said to be definitely known that a contract
had been placed with the American Can Co. by
a large merchandise house for the delivery of
400,000 small machines of light construction and
that the contract price for the lot was $1,000,000
or $2.50 each.
The statement was also made in the article that
a complete line of machines would be turned out
at ridiculously low price.
Mr. Harbeck, president of the company, denied
the story emphatically, making the single admission
to the representative of The World that the com-
pany had under construction one or two sample
instruments at the Maywood plant and would, if
they prove successful, place the proposed side line
in a favorable light before the board of directors.
The manufacture of records has not been con-
sidered by the company.
A LIVE SELLING SYSTEM.
Capable Saleswoman Places Victrolas in Homes
of Prospects and Finds That the System
Leads to Many Safes — Uses Automobile to
Advantage in Covering Territory.
As indicative of the progresssiveness and up-
to-date methods that characterize the sales methods
of many live-wire Victor dealers, the plan utilized
by Miss Hanley, a capable saleslady connected with
the Kelly Music Co., of Jersey City, N. J., is well
worth attention.
Realizing that the placing of a Victrola in the
home of a prospect is one of the best available
means of closing a sale, Miss Hanley called into
play an automobile which she owns and decided to
employ it in the pursuit of Victrola business. She
invariably carries machines with- her for demon-
strating purposes and the novelty of the plan has
enabled Miss Hanley to achieve a marked success
since she inaugurated the idea in May.
Miss Hanley has found that wherever she can
get a machine into the home of a prospective buyer
the sale is about 75 per cent, made, and it is hardly
necessary to state that Miss Hanley experiences no
difficulty whatever in supplying the 25 per cent,
salesmanship necessary to give the proposition a
100 per cent, average. The use of an automobile
in soliciting machine sales has long been advanced
by the majority of Victor jobbers and the most
successful dealers, and Miss Hanley's successful
experience well evidences the practicability of such
NEW RECORD DISPLAY CARDS
To Enable Dealers to Feature Every New Vic-
tor Record Supplied at Nominal Cost by the
New York Talking Machine Co. — A Perma-
nent Device to Increase Record Sales.
The New York Talking Machine Co., 81 Cham-
bers street, New York, Victor distributer, has
just announced to the trade an attractive and per-
In addition to displaying new records by means
of these title strips, Sales Manager Moody intends
to furnish the dealers with title strips of standard
selections from the Victor catalog which they may
feature in addition to the new records under a
sub-head title strip apropos of the character of
the records. Mr. Moody also points out that the
dealer will be. furnished with sixty strips each
month, although there are but an average of forty
new records listed in the monthly supplements.
These extra slips will permit the dealer to feature
_two popular selections on one record, if there is a
sufficient demand for these selections in his vicinity.
In furnishing title strips for all the new records,
Mr. Moody took cognizance of the fact that the
popularity of certain classes of records varies in
different sections of the country, and that with a
full complement of title strips, the dealer may
feature those selections which are in demand in
his individual territory.
J
NEW RECORDS
The Rose of the Mountain Trail
(J** OMf - Jmt * Jim ) AvfeaffcwM.
Passing of Salome wt/a-
„.„ Manella Mia (rm
Tvtor So/o Otrico Car
Beautiful Isle of Somewhere
Jvw Jab £rsn Wil/imm* .
~ Good-bye (Test,)
TonorSolo Job, M' <!*.«*.
Effective Victor Record Display
petual display-card featuring the new Victor
monthly records, as shown in the accompanying
illustration. Title strips for every new record
listed in the monthly Victor record supplement will
be sent to the dealer at a cost of 75 cents per
month on a yearly basis, while the easels will be
supplied free.
EASTON^MUMPER.
The marriage of Miss Helen
Easton, youngest daughter of
Edward D. Easton, president
of the Columbia Graphophone
Co., to N o r r i s McAllister
Mumper, was solemnized Sat-
urday evening at the home of
Mr. and Mrs. Edward D.
Easton, at Areola, N. J. The
wedding was an informal one,
the relatives of the bride and
groom being the only invited
guests besides several of the
executives of the Columbia
Graphophofie Co. and ' their
wives.
Hewlings Mumper, a brother
of the groom, acted as best
man, while the ushers were
Donald Hoise, Paul Renn, Og-
den Hewitt and Mortimer D.
Easton, manager of Dicta-
phone advertising. Mrs. Morti
mer D. Easton was the matron
of honor, and Miss Barbara
Bispham, Miss Alice Mumper,
Miss Barbara Trego and Miss Elizabeth Terhune
officiated as bridesmaids.
The house was beautifully decorated with
wreaths and flowers, and Prince's Orchestra fur-
nished the music. After their honeymoon, Mr. and
Mrs. Mumper will reside at Areola, N. J. Mr.
Mumper is a member of the Dictaphone staff.
Card
LONG CABINETS
A NEW PATTERN FOR 1914-15
Write for new illustrated
matter and it will be cheerfully
sent to you.
Kindly anticipate your re-
quirements for the Fall and
Winter, naming dates for ship-
ment.
D70
FOR VICTROLAS VIII. and IX.
Mahogany, Fumed Oak, G. O. and W. O.
The Geo. A. Long Cabinet Co.
Hanover, Pa.
Address Clement BeeCrof t, Sales Manager
309 W. Susquehanna Avenue, Philadelphia
46
THE TALKING MACHINE WORLD.
Each buyer and each seller of a Columbia
Grafonola "Nonpareil" is always satis-
fied—the one with the quality and the
other with the profit.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolwortb Building, New York
HAS MOST ATTRACTIVE QUARTERS.
Transformation of Columbia Co. Warerooms
in St. Louis Into Most Artistic Emporium
Brings Many Compliments to Manager Reid.
(Special to The Talking Machine World.)
St. Louis, Mo., September 10.— Manager Irby
W. Reid, of the Columbia Co. here, has won the
reputation of a wonder worker because of his
transformation of the
dark and rather dilapi-
dated warerooms of the
Columbia Co. into one
of the neatest and clean-
est stores in the city and
second to none in this
section as a talking ma-
chine store.
The transformation
was accomplished with
only partial interruption
of business and at no
Irby W. Reid. time was any depart-
ment put completely out of the running, although
for some time the retail department was seriously-
handicapped, but under the leadership of R. W.
Duffy made a good showing for the period.
The new store was planned by Mr. Reid to the
smallest details. It bears small resemblance to
the old, as from the former two show windowed
front, with a door between them, it has been
changed to one large window, through which not
The lighting is entirely by the overhead s*ys-
' tern, and while it shows off the machines to ex-
cellent advantage, does not obtrude upon the
visitor, who is unconscious that artificial light is
in use.
The new arrangement has removed the dicta-
phone department, which formerly had the best
space in the warerooms, to the second floor, where
that office force can work without interruption.
The wholesale office is in the rear of the demon-
stration rooms, safe from interruption. Manager
Reid's executive office has a peculiar arrange-
ment of doors whereby he can completely isolate
himself behind his reception room, or he can open
them and see every part of the floor at a glance.
The record arrangements in connection with
the demonstration rooms have attracted consid-
erable attention. The rack is of easy access to
all of the booths, holds a remarkable number of
records, and also is a means of ventilation for the
booths.
The new store room has materially aided in the
business promotion plans and customers who had,
from their own admission, recently been buying at
the more attractive department store booths, are
coming back to the .main wareroom. "I do not
see how you do it !" is the often repeated ex-
clamation of these old friends.
HOW AGGRESSIVENESS WON OUT.
scope and magnitude of sales possibilities in the
Victor field.
Interesting Story Related by V. W. Moody
Tells How a Well-Known Dealer Has Won
Great Success from a Modest Beginning.
Remodeled Warerooms of Columbia
only the display can be seen but the entire store
room, with a recessed door at the east corner of
the front.
The picture that greets you as you step inside
the door is a restful one. The handsomely enam-
eled woodwork, finished in a glossy soft gray
blends well with the gray and green wall finish
and rugs, and the thirty varied style machines ex-
hibited in the main display space, with the heavy
mission furniture, supplies plenty of decoration.
There is but one desk in sight, and you must
look a second time to see where Sales Manager
Duffy is watching operations, and the planning
of the six demonstration rooms artfully overshad-
ows the office suite, which, however, can easily
be found by the customer wishing to make a pay-
ment
As indicative of the success that an aggressive
Victor dealer can achieve in a comparatively short
while, V. W. Moody, sales manager of the New
York Talking Machine Co., 81 Chambers street,
New York, Victor distributer, relates the follow-
ing incident :
About a year ago a man visited the company's
headquarters, who had decided to embark in the
Victor business, and desired to place an initial or-
der and ascertain the necessary details. Upon in-
quiry he stated that he resided in a city of about
30,000 population, and that he had no definite ideas
regarding the Victor
business other than
that an initial order of
$300 seemed to him to
be a proper start.
Mr. Moody there-
upon pointed out that
there were something
like 3,000 records and
17 machines listed in
the Victor catalog,
making an initial order
of $300 decidedly in-
adequate and well-nigh
insuring failure in a
city of 30.000, rather
than success. The pros-
pective dealer realized
the logic of these
figures and placed an initial order of $600. He
also secured an intimate knowledge of the sales
and stock policies of approved merit, and, fired with
an ambition to succeed, opened his store.
His road at first was naturally somewhat diffi-
cult, but his success is represented in the fact that
during the past sixty days he placed orders for
$2,000 worth of stock, and his latest inventory
showed a stock of over $3,000. Notwithstanding
that this is only his second season in the business,
he has just placed advance orders for machines
alone to be shipped during September, October,
November and December, totaling more than $6,-
000. This dealer pays a salesman $30 to run his
department and his manager has two assistants.
All this was accomplished in a year as a result of
aggressive methods and an appreciation of the
IMPROVEMENTS OF INTEREST.
Among the new inventions of the past month is
the Uffner patented record album, designed to hold
talking machine records in either the 10 or 12-inch
sizes. The new feature that is of spec'al interest is
the method of binding the leaves, which are held in
place with steel instead of glue. Holes are cut in
a sheet of steel, lengthwise, so that two leaves just
fit in, the sheet being fastened to the back of the
album, the back always being the same size whether
the album contains records or not.
The patent on this album was secured by the
head of the Uffner Album Co., 77 Grand street,
New York, and from the orders already
received from those to whom he has shown
the sample, it would indicate that there is a re-
markable volume of business to be had from deal-
ers who want albums of durability as well as at-
tractiveness.
The weaker a man is the stronger his habits
grow on him.
in St. Louis.
PH0N0GRAPHISCHE
ZEITSCHRIFT
BERLIN C. 19, GERMANY
The oldest and most up-to-
date trade paper covering the
talking machine line published in
the German Language.
PUBLISHED WEEKLY. FOUNDED 1900
Circulates all over the world.
SPECIAL EXPORT NUMBERS
appear in four different languages at
regular intervals.
Subscriptions for this talking ma-
chine publication 10 Marks yearly.
Sample copies sent free.
THE TALKING MACHINE WORLD.
47
2 GRESHAM BUILDING, BASINGHALL STREET E. C., LONDON, W. LIONEL STURDY, MANAGER.
General Effect of the War on the British Talk-
ing Machine Trade — Noticeable Inclination
to Make the Best of Conditions — Probable
Scarcity of Supplies — Regarded as an Op-
portunity for British Manufacturers to Ex-
tend Trade — Sidelights of War Situation —
Demand for Patriotic Records — Otto Heine-
mann Praises American Business System —
W. H. Reynolds' List of Supplies — Special-
ties for the Colonial and Foreign Trade —
Recent Additions to Columbia List of Artists
— New Products Recently Put on Market.
(Special to The Talking Machine World.)
London, E. C, Eng., September 5. — Hard upon
the dispatch of my last report came the dreaded
announcement of war between the first nations of
Europe, and, as may be imagined, considerable
nervousness immediately reigned in London
gramophone trade circles. At such a time one is
perhaps inclined to take anything but a dispas-
sionate view of things. It is the more difficult to
remain calm under circumstances that so closely
affect the foundations of commerce, even the very
existence of nations, and self-restraint is one of
the first of many things to which the Britishers
have now schooled themselves. This is no time
or place for politics; the sword is the arbiter of
our fate and our trade prosperity, and at that we
must leave it, in the sure confidence of ultimate
victory.
First Panic Over War Short.
Received at first with expressions of dismay,
the news that war had been declared by England
at the very opening of our trading season, which
promised so well, naturally took gramophone men
some time to recover from. The market became
slightly panicky, but quickly recovered, thanks
largely to our inherent adaptability to make the
best of things. It was generally felt that the
gramophone industry would be one of the first to
suffer, and efforts were made to meet the situa-
tion in a manner best calculated to neutralize un-
due depression. It is satisfactory to know that
these efforts have met with a fair measure of
response from retailers, who, however, are handi-
capped in many ways. All said and done, sales are
nevertheless abnormally slack. True, one does not
expect great things on the retail side at this period
even under normal conditions, and I should not
•be presenting a fair view of the situation were I
to gloss over the uncertain position in which all
find themselves despite every endeavor to steady
things. This war of the nations seems likely to
last for a considerable period. The longer it goes
on the greater is the dislocation of business and
consequent unemployment. Thousands are out of
work already, more are on reduced wages, while
the people generally — not unnaturally perhaps —
are prone to conserve their financial resources.
With the spending power of the masses thus re-
stricted, especially in regard to luxuries, gramo-
phone trade is suffering more than most indus-
tries. The outlook for this season is therefore
not very encouraging. Record factories are still
running, in some instances, on a reduced basis of
production, which latter is mainly confined to the
pressing of patriotic records, the demand for
which is excellent. The national anthems of the
Entente powers, British national airs and martial
songs, etc., are selling very freely, not to mention
that last season's pantomime favorite, "It's a Long,
Long Way to Tipperary," which seems to have
been adopted by our troops as a war song. But
this business will not keep things going, and the
position is such that almost every firm has either
reduced its staff or, by mutual agreement, the wage
bill, in a praiseworthy desire to cause as little dis-
tress as possible.
The Question of Supplies.
Another feature of trade importance is the
question of supplies. The German market, from
whence came a large proportion of complete ma-
chines, parts and accessories and records, is of
course entirely closed. Some firms have goodly
stocks on hand, while others find their warehouses
more or less depleted. Serious as this aspect is,
there is a confident belief that we shall get along
all right by the aid of Swiss firms who specialize
on the making of motors and gramophone acces-
sories. Owing to the Swiss mobilization there is,
however, bound to be a shortage of supplies for
some time. Here in England we have certain
resources for the manufacture of motors, and
this trade will doubtless receive a great impetus.
We can, of course, take care of the manufactur-
ing of cases, cabinets and other necessary parts,
but for sound arms, boxes and many accessories
we shall perhaps find ourselves in a quandary.
These latter items have not been cultivated to
any great extent by British makers, but with the
Germans their manufacture has become a fine art.
The newspapers are waging a strong campaign
against everything German, and already one learns
the response is great in many departments of
trade.
This has not to any great extent touched the
talking machine trade, but, speaking dispassion-
ately, there is bound to be a certain amount of
prejudice against buying German goods, and we
see in this a good opportunity for all-British
manufactures. We may be sure that every pos-
sible advantage will be taken of the situation,
but it would give our manufacturers encourage-
ment to invest large sums in productive ma-
chinery could they only rely upon excluding Ger-
man goods from this market .by a tariff imposi-
tion on manufactured articles — complete or in
parts. Space forbids the further development of
this line of thought. We have to grapple with
existing conditions, and it behooves all to do each
their share toward allaying the disadvantages
under which gramophone trade now suffers. W e
must keep the trade flag flying at all costs, and
though heavy troubles may beset us in the future
the best service is to maintain a cheerful mien
against the time when trade stagnancy shall have
given way to the inevitable resumption of its
normal trend. Elsewhere we deal with oversea
conditions and the possibility of capturing a con-
siderable proportion of the trade' which has pre-
viously gone to Germany.
Some Sidelights of War Situation.
The British Government has under considera-
tion a patriotic offer from "His Master's Voice"
Co. to loan the use of its City road premises,
which have a floor area of some 30,240 feet, until
the end of the war, or until the Seventh and other
battalions have been completed. Business would
be conducted from the Hayes factory.
In appointing a receiver for a piano company
with a German name, Justice Shearman said he
thought the business, being beneficially owned by
foreign enemies (sic), could not be carried on
at all without an official license. The Govern-
ment would give that authority if it were satis-
fied that no moneys would be remitted to the alien
enemy which owned it. To keep a profitable
business going he would appoint a receiver, who
must undertake that all moneys be kept in this
country.
The commercial activity of a number of gramo-
phone firms here is neutralized through lack of
supplies from Russia, Germany, France and
Switzerland. An early resumption of exports
from the latter country is possible.
S. W. Dixon, a director of the Gramophone
Co., Ltd., has volunteered for active service. As
a captain with the ihird Manchester Regiment,
Mr. Dixon served with distinction throughout the
South African war.
Many German and Austrian members of the
trade have gone to rejoin "the colors" of their
respective countries. One can only regret the
necessity for their display of patriotism. It is
quite -possible that some were detained in England
as prisoners of war.
Several German gramophone men have sought
British nationality; others are out under police
"license" and must not travel more than five miles
per diem.
Chappell & Co. and other music firms intimate
they will not close up factories or dismiss em-
ployes during the war. This, however, would not
prevent, where necessary, some reduction of
wages in order to keep things going and avoid
unnecessary distress.
(Continued on page 48.)
"RENO,
THE MAN OF MANY PARTS 99
The only man in the world who can
supply you with one part — or any num-
ber of parts for any Talking machine
ever made from Adam to
Edison-Roosevelt.
64 Page Catalogue Yours for Asking
W. H. REYNOLDS, Ltd.
"KNOTASLEPE"
London, England
48
THE TALKING MACHINE WORLD.
FROM OUR LONDON HEADQUARTERS— (Continued from page 47).
It is reported that the French factory con-
trolled by Carl Lindstrom (Berlin) has been com-
pletely destroyed.
Harth & Dubb, of City road, agents for the
Russian "Syrena" record, will close up for the
time being.
The Continental factories of the sister com-
panies of the "His Master's Voice" corporation
are, as may be imagined, somewhat disorganized.
At Hayes, London, many men are reported sus-
pended from work for the moment.
During the first week of the war public opinion
was so bitter against everything German that an
all-German program arranged for performance at
the Queen's Hall promenade concerts was aban-
doned. That musical art may reasonably be ex-
empt from the atmosphere of national strife is
assured by the telling protests immediately lodged
against such an absurd ruling. Commerce, how-
ever, is a different thing, and Chappell & Co. an-
nounce they will never again allow German pianos
on the Queen's Hall platform.
A royalty on every "Regal" war record sold
goes to the Prince of Wales' Fund. The Columbia
Co. advises me it has already sent sixty guineas
on this account.
Among well-known composers, singers and mu-
sicians at the front are Rachmaninoff, Chaliapin,
Siegfried, Wagner, Kreisler, Ysaye and brother,
two sons of Dr. Hans Richter, Paul Franz, Dohn-
anyi and practically all of the male contingent of
the Russian opera and ballet.
"Business as Usual" is our motto. In the form
of adhesive stamps it is being used by many firms
on memo, forms, invoices and publicity matter.
Official Ruling Anent Trading with the Enemy.
The explanation of the proclamation against
trading with the enemy is officially explained as
follows: "The important thing is where the for-
eign trader lives, and not his nationality. There
is no objection to trade with German or Austrian
firms in neutral or British territory. Trade with
the branch of a hostile firm in neutral or British
territory is permissible so long as its head office
is not involved. Contracts with firms in hostile
countries cannot be performed, and payments
ought not to be made during the war. There is
no objection to paying for goods delivered or
services rendered before the war."
Issues List of Patriotic Records.
The British Zonophone Co. has issued a very
strong list of patriotic records, including all the
latest war songs of interest. Having always paid'
great attention to this class of music, the Zono-
phone people did not have so much new recording
to do as other firms when war was declared.
During all the years of its existence this company
has been steadily bringing out records of patriotic
flefvor, 'and thus prompt and complete deliveries
are assured. Further new issues will be made
known shortly.
"H. M. V." War Records.
A strikingly patriotic list, emblazoned on its
front cover with the flags of Great Britain,
France, Russia and Belgium, has been issued by
"His Master's Voice" Co. As a piece of publicity
literature it is altogether attractive and makes
a most effective showing. Its contents are even
more attractive, for in quality and numbers the
records itemized represent, perhaps, the finest and
most complete aggregation of martial music ever
embodied in one supplement. There is to be
noted the national anthems of Britain, Russia,
France, the now famous "God Save the. King"
record by Clara Butt; among a host of other
songs calculated to inspire the patriotic ardor of
gramophonists none will receive greater welcome
than the series of six records on national service
by Field Marshal Lord Roberts, V.C., K.G., etc.
These discs have reached tremendous sales figures
and can scarcely be pressed quickly enough to
satisfy all wants.
Interest to Oversea Buyers.
Elsewhere in this section will be found an an-
nouncement by O. Ruhl, Ltd., which makes a
special appeal of interest to oversea buyers who
find themselves sho.rt of supplies through the clos-
ing of the Continental markets. An up-to-date
factory, equipped with modern plant, at Hertford,
England, gives employment to a large number of
Britishers, and the company informs us it is in
an advantageous position to handle the colonial
and foreign trade for records and machines
promptly and efficiently. Notwithstanding the
general trade depression in this country, its fac-
tory is working on full time, and it is hoped to
so continue throughout the crisis.
Beka records are, of course, favorably known
the world over, and buyers will learn with pleas-
ure of the company's recent issue of innumerable
patriotic numbers, the various national anthems
and latest war ditties.
An interesting announcement is also made re-
garding disc instrument trade in the oversea mar-
kets. Full particulars are obtainable from 0.
Ruhl, Ltd., 77 City road, London, E. C.
New Company Incorporated.
W. J. Elliott, Ltd., musical instrument manu-
facturer; capital, £10,000. Office, 16 Chequer
street, St. Albans.
Martial List of Favorite Records.
The demand for patriotic titles has moved our
manufacturers to unusual exertions in the quick
production of suitable records, and well on time
comes an "extra special" supplement from the
Favorite concern embodying all the very latest
martial airs and some of the good old, yet ever-
green, selections which, perhaps, the public loves
the best. On record 733, for instance, we find
such popular numbers as "Bravo Territorials" and
"An Englishman's Home," both fervently ren-
dered by Harry Thornton. No. 730 bears the
national anthems (in part) of the Triple Entente
powers, by the Favorite Military Band, with vocal
effects, accompaniel by "Tommy Atkins," sung by
Jack Smithson. A very special disc, No. 712, gives
"God Save the King," "Rule Britannia," Russian
National Anthem and "La Marseillaise" — all beau-
tifully rendered by the Favorite Elite Orchestra.
Other records carry "The Bulldog's Bark," "Sons
of the Sea," "Voyage on a Troopship," parts 1 and
2 : "Three Cheers for the Red. White and Blue,"
'* WAKE UP ENGLAND "
THE BEST
Double
Side
Record
Genuine British all through—
No German capital or inllnence.
IT WINS ^
/H. M. THE K1\G\ The Prince KNEW
\ When Prince ol Wales/ — Little notice was
then taken — But now — Germany and its
works are shown up.
Up-To-Date
in all lines for
English Speaking
People
all over the world
This trade-mark in center of each record is a certificate of Highest Quality, Smoothness and Durability.
Manufactured for us by I. E. Hough, Limited, Edison Bell Works, London. We have a large and exhaustive catalogue.
A new, up-to-date list of patriotic songs, bands and descriptive selections called for by the great British people and
the English-speaking world in consequence of the iniquitous war waged against us.
One thing — we shall be "Top Dog" yet, sooner or later.
We will willingly send full catalogues and examples of our "patriotics" to any of our U. S. or Colonial friends
on receipt of 40 cents each, carriage and duty paid.
We are devoting all profits on these to the relief of distress caused by the war.
Address WINNER RECORD CO., camberwell, England
THE TALKING MACHINE WORLD.
49
FROM OUR LONDON HEADQUARTERS— (Continued from page 48).
"A Soldier's Song," "So You Want to be a Sol-
dier, Little Man." On No. 735 the famous Billy-
Williams offers two rollicking songs, "I Shall
Have to Ask My Mother" and "They Can All Do
as They Like with Me." A sure seller! Finally,
we must accord special praise to the brilliant work
of the Favorite recording expert, markedly notice-
able throughout the whole list. It should be men-
tioned that Favorite records are of entirely Brit-
ish manufacture.
"His Master's Voice" Records for September.
Notwithstanding the dislocation of general busi-
ness conditions, "His Master's Voice" Co. intends
to offer its dealers a continuance of good record
issues, and in this regard has announced a pleasing
list of new titles for September. The list is not
so large as would have been produced under
normal conditions, but its attenuation is more than
counterbalanced by its high standard of quality
throughout.
Under the baton of Landon Ronald the New
Symphony Orchestra gives an excellent perform-
ance of the Pizzicato from "Sylvia" (Delibes) ;
John McCormack, the eminent Irish tenor, in
company with Mr. Kreisler, the violin exponent
of world fame, who by the way is now at the
front, contribute the "Angels' Serenade" (Braga),
with piano accompaniment. It is a record of ex-
ceptional beauty and will undoubtedly enjoy a
wide sale.
There are to be noted some choice vocal rec-
ords, and in the double-sided section many instru-
mental numbers of interest. Subjoined is the
complete list:
Twelve-inch single-sided : "My Lady's Bower"
(Hope Temple), Stewart Gardner; (a) "The
Sandwichman— Bow Bells," (b) "The Fortune
Hunter— Bow Bells" (Withby), Harry Dearth;
"The Promise of Life" (Cowen), Mme. Alice
Larkin (with orchestra and organ accompani-
ment) ; "The Day Is Done" (Lohr), Baker and
Wheeler; "Good-Bye, Summer, So Long, Fall"
(Wcnrich), Miss Ethel Levey; "I've Seen It on
the Pecheres" (Clare), Tom Clare, with piano ac-
Merely A Statement of Fact
The British Colonies and dependencies import annually many thousands of
pounds' worth of gramophone products, a large percentage of which emanated
from Germany.
Now that this source of supply is cut off, who is going to fill the breach?
This question must give British houses food for profitable thought.
But the opportunity for action is not tomorrow or the day after, it is Now !
The trade routes are open and we venture to think will so remain.
You can get into touch with oversea buyers through the medium of this trade
newspaper, which enjoys a wide sale throughout the world.
Particulars and advertising rates will be gladly supplied to all interested by
our European representative.
W. LIONEL STURDY
2 Gresham Buildings
Basinghall St., London, E. C.
companiment by himself; "The Witness" (Wick),
George Robey.
Ten-inch single-sided: "My Memories" (Tosti),
Hubert Eisdell, with Celeste and violin accompan-
ment; "The Fairy Pipers" (Brewer), Miss
Evelyn Harding.
Twelve-inch double-sided: "Yankiana — Amer-
ican Suite— The Song of the Bells— Mighty Amer-
ica" and "Yankiana — American Suite — Arrival of
the Coontown Cadets" (Thurban), band of H. M.
Coldstream Guards; "Military Symphony" — "Al-
legro" and "Allegretto" (Haydn).
Ten-inch double-sided: "When Mr. Moon Is
Shining," "Mam'selle Tralala" (Gilbert), and "My
Little Persian Rose" (Fricdland), Jacobs and his
Trocadero Orchestra; "La Riterata" — Italian
March (Drescher), and "March Namur," (Rich-
ards), Metropolitan Orchestra; "All Aboard for
Dixieland" — Turkey Trot (Cobb), and "Ninetto"
—One or Two-Step (Christine), Metropolitan Or-
chestra; "Sympathy Waltz" (Friml), and "Who
Paid the Rent for Mrs. Rip Van Winkle?" (Med-
ley), Metropolitan Band.
American Business System Admired.
A splendid tribute was paid to the American
trading system by Otto Heinemann, a director of
Carl Lindstrom, Ltd., with whom your correspond-
ent recently conversed in London. During his six
weeks' visit to Canada and the United States Mr.
Heinemann visited many talking machine trading
centers with the object of studying at first hand
the situation in connection with patents and trad-
ing prospects. With regard to the former he has
formed certain conclusions which, I was informed,
might be divulged at some future date. What
interested him as much as anything was the amaz-
ing demand on your side for dancing records, the
sale on which, while good, is by no means com-
parable in Europe. Passing to the great Victor
and Columbia corporations, Mr. Heinemann paid
tribute to the extensive ramifications of their
wonderful business organizations, the successful
handling of an enormous output distributed by
picked agents in every center of your continent,
effective selling and advertising plans, and withal,
(Continued on page 50.)
To T.M. the King and
Quean of Spain
To H.M. the King
of Sweden
To H.H. the Khedrpe
of Egypt
To H.M. tha King
of Italy
2,
9r
99
— the trade-mark that is recognised
throughout the world as the
Hall-mark of Quality
To H.M. the Shah
Of Persia
AUSTRIA: Oesterr. Grammophon — Geiellschaft.
m. b. H.. 8. Krugeritraase, Vienna.
BELGIUM: Cie. Francaise du Gramophone, 5).
Avenue de la Porte de Hal. Brussels.
DENMARK : Skandinavisk Grammophon-Aktiesel-
tkab, Fribavnen, Copenhagen.
FRANCE: Cie. Francaise du Gramophone, 115
Boulevard Richard Lenoir, Place de la Repub-
lique, Paris.
GERMANY: Deutsche Grammophon-Aktien-
gesallschaft, 35. Ritterstrasse. Berlin. S42.
HOLLAND : American Import Co.. 22a. Amsterd.
Veerkade. The Hague.
HUNGARY: The Gramophone Co., Ltd- IV.
Kossuth Lajos-Utcza 8. Budapest.
SPAIN : Cia. Francesa del Gramophone. 56, Balmei.
Barcelona.
SWEDEN : Skandinaviska Grammophon-Akti*-
bolaget, 52. Appelbergjgatan, Stockholm.
RUSSIA : The Gramophone Co.. Ltd.. 45. Nevsky
Prospect, St. Petersburg ; 9, Golovinsky Prospect.
TiBis ; 30. Novia Svit. Warsaw.
EGYPT: The Gramophone Co^ Ltd.. 13. Rm
Stamboul. Alexandria ; Rue Mousky, Cairo.
EAST AFRICA : Bayley & Co., 8 Beira,
Lourenzo Marque*.
SOUTH AFRICA t Dart«r * Sons. Adderley St,
Cape Town ; Mackay Bros., Rissik Street.
Johannesburg :
Mackay Bros. & McMahoo, 443. West Street
Durban ;
Ivan H. Haarburger. Maitland St., Bloemfonteim.
INDIA : The Gramophone Co., Ltd..l39.Balliaghatti
Road. Calcutta : 7, Bell Lane. Fort, Bombay.
AUSTRALIA: The Gramophone Co. Ltd.
Hoffnungs Chambers. Pitt Street, Sydney.
GREAT BRITAIN : Tho Gramophone Co. Ltd.
21. City Road. London, E.C.
By Appointment
To H.M. Queen Alexandra
Great Britain :
The Gramophone Company
Ltd
2 1 City Road
London EC
50
THE TALKING MACHINE WORLD.
"MIRACLES HAPPEN EVERY DAY"
In the last issue of this journal we kind of
proved it, so "nuff said" — BUT just take
a note that we can supply Gramophones,
made in such a way that all the trouble
has been left out of them, at from $2.50
each. We sold 20,000 at this price last
year in this market alone.
As for Records — Needle Cut — 10 inch
double sided, made with the finest "stock"
in the world — we can quote you prices f. o.
b. London or otherwise, at your option —
that no other firm — never mind how big
they are — can approach. Try us and write
right now for eye opener quotations.
BLUM & COMPANY, LIMITED
Manufacturers
Offices and Showrooms: 220 OLD STREET (Corner of City Road), LONDON, ENGLAND
Cables : Blumogram, London. ^ \ 5048 [
Codes : A. B. C, 4th Edition, Western Union, Reuters, Liebers.
Phones
) 5049
London Wall.
FROM OUR LONDON HEADQUARTERS— (Continued from page 49).
the maintenance of quality and prices, which lat-
ter, especially, half convinced him that there would
be no great market for cheap Continental ma-
chines, the importation of which he found to be
of negligible quantity. Speaking of Canadian con-
ditions,, my informant said the assembling of ma-
chines from parts bought abroad was very much
on the increase. Mr. Heinemann is rather doubt-
ful of German trade prospects after the war, and
thinks that traders in British possessions will in
future buy only British goods.
Famous Girl Tenor for Columbia.
The record that stands at the head of the Co-
lumbia Supplement for September will excite spe-
cial interest, as it introduces to Columbia patrons
the phenomenal girl tenor, Ruby Helder, who has
recently added to the luster of her English reputa-
tion by a highly successful concert tour of Canada
and the United States. Her unique voice is a
genuine tenor of such quality, power and virility
as would dignify any great star of opera. Two
of the most characteristic and popular of tenor
songs are combined on her first double record,
namely, Tosti's "My Dreams" and Charles Mar-
shall's delightful ballad, "Dear Love, Remember
Me."
Old Songs in Demand.
The popularity of songs of the light operas of
fifteen or twenty years ago is beyond question,
and that there is apparently still a pronounced de-
mand for vocal numbers from them is well shown
by the special issue of a Columbia record this
month of "Star of My Soul," from "The Geisha,"
and "The Shade of the Palm," from "Florodora,"
sung by Edgar Coyle.
Choice of "Aida" a Wise One.
The fact that "Aida" stands at the head of
Covent Garden productions during the past sea-
son, with the largest number of performances, re-
flects strongly upon the wisdom of the Columbia
in choosing that opera for the first of its complete
series. We learn, too, that the Columbia Co, has
sold a very large edition of its "Aida" set.
Receives Award of Merit for Columbia Exhibit.
The latest advices from New Zealand state that
A. H. Nathan, Ltd., of Auckland, has received
the official first-class award of merit for its ex-
hibit of Columbia graphophones and Columbia
records at the Auckland exhibition.
Two Popular Records.
"Harmony Bay," declared to be the successor to
that great hit, "Moonlight Bay," is sung by the
Peerless Quartet on Columbia- Rena this month,
in company with "I Want to Go Home," which
is the latest song from the pen of the composer
of "Robert E. Lee."
The Man of Many Parts.
To the uninitiated the above caption to this
short article might be suggestive of matters
theatrical, but let me at once assure my readers
of the contrary. This descriptive title has been
adopted by W. H. Reynolds, of 45 City road,
London, as a trade slogan and is in every way
appropriate to his business, which is to supply any
and every part of various makes of gramophones.
Mr. Reynolds may be pardoned a little haziness
upon the subject, but he calculates roughly on
having in stock over 1,000 different parts and ac-
cessories. All of which is preliminary to the fact
that this firm has just issued its 1915 catalog,
comprising no less than sixty-four pages, and
plentifully illustrated throughout into the bargain.
COLONIAL and FOREIGN BUYERS
of gramophones and records may obtain
valuable information from English firms
who are desirous of opening up trading re-
lations with oversea markets upon appli-
cation, stating requirements, etc., to our
European representative,
W. LIONEL STURDY
2 Gresham Buildings,
Basinghall St., London, E. C.
To review adequately this fine trade encyclopedic
price list would require two or more pages of
The World. It must suffice, therefore, to give
brief mention of a selected number of the in-
numerable lines marketed by Mr. Reynolds.
• Firstly, in regard to complete machines, there is
itemized a wide range of exterior-horn, cabinet
and hornless at prices from 12s. 6d. upward. An
example of the exterior-horn type suitable for
colonial and other buyers is the "Reno" model
superbe, carrying the following specification:
Large solid oak or mahogany French-polished
cabinet, silent running double-spring Swiss fibre
worm-governed motor, well-finished tone-arm, 12-
inch turntable, 22-inch bell solid oak or mahogany
horn, "Reno" Stentor sound-box, etc. This fine
instrument represents really remarkable value and
good all-round quality at the price, 42s.
One of the most amazingly cheap lines in cabi-
net manufactures ever offered to the trade here is
the "Reno" Concert de Luxe at £3 19s. 6d. This
is a well-finished instrument in either oak or ma-
hogany, bow-fronted, size 44x18x19 inches over-
all. It stands on cabriolle legs and is provided
with a cupboard for records. The equipment in-
cludes best double-spring Swiss motor and other
fittings of strength and durability. If a trader de-
sires to make up his own special line of machines,
there is obtainable from Mr. Reynolds all the
separate parts, including exclusive designs for
cases or cabinets.
Among the hundred and one items listed I ob-
serve various kinds of sound-boxes, tone-arms,
motors, turntables, non-slip record mats, con-
nectors for every make of machine, arm-rests, el-
bows, metal and wood trumpets, needles, needle-
boxes, the different parts of sound-boxes, motors,
etc., gaskets, diaphragms, springs, screws, albums,
record-carrying cases, record envelopes and dozens
of other parts and accessories too numerous to
mention. Any bona fide trader may obtain a copy
of this wonderful catalog upon application to W.
H. Reynolds, Ltd., 45 City road, London, E. C,
THE TALKING MACHINE WORLD.
51
(Patents Granted or Pending the World Over)
HOFFAY'S
"The Worlds Musical Instrument"
GRAMOPHONE
Read the second opinion of the able repre-
sentative of this paper which appeared on
page 70 of the issue of July 15.
SOON READY
J0 HOFFAY
67 Egerton Gardens, South Kensington, London, England
FROM OUR LONDON HEADQUARTERS— (Continued from page 50).
Takes Over Whole Stock.
The whole stock of instruments and parts held
by Harth & Dubb, this city, has been acquired by
the Utility Trading Co., the recently appointed
sole selling agent for the British-made Favorite
records.
Attractive Record Carrying Cases.
Among the several lines of record-carrying
cases on sale here we must commend to the atten-
tion of foreign and colonial buyers that marketed
by the Utility Trading Co., of 21 Paper street,
London, E. C. It is put up in both the 10-inch
and 12-inch size, each capable of holding up to
about twenty-five records. They are made of fibre
with doubly protected corners, hard-wearing and
strongly constructed, leather handles, three fasten-
ings, lined with felt, the finish throughout being
in every way good. These cases are also to be
recommended as of British manufacture, and
priced as they are at a competitive figure, will
certainly meet with a ready demand from the trade.
The "Winner" Record to the Fore.
An offer of special interest to colonial and for-
eign traders is made in the "Winner" announce-
ment this month, and we feel sure it will meet
with a ready response. England is at last "wak-
ing up" in more ways than one. She is deter-
mined to enjoy to the full the benefit of her own
markets. In our own sphere of trade activity
some evidence of this is found in the stronger
representations of British houses in our ad col-
umns this month. Not the least important of
these is the all-British firm which trades as the
Winner Record Co. It offers at competitive prices
first-class records of home manufacture through-
out by British labor and capital. The "Winner"
10-inch double record enjoys a very high reputa-
tion the world over for smooth surface, excellence
of recording and general artistic talent, and we
can confidently recommend it to all discriminating
buyers oversea. In the "Winner" batch of patri-
otic issues nothing will be found wanting, there
being an abundant choice of the war songs so
much in demand just now by all English-speaking
peoples. All profits from the sale of these special
records will be devoted to the Prince of Wales'
National Fund — a splendid policy which will com-
mend itself to all.
Securing Colonial and Foreign Trade.
Preliminary to this short article I think it
only fair to say that my intention is not to revile
either German goods or the peoples with which
Great Britain is at war, but frankly to point out
the trading possibilities for British firms now that
our colonies and certain foreign countries find
their chief source of gramophone supplies cut off.
It is not so much a question of politics or causes
as the effect thereof. There is approximately over
(Continued on page 52.)
FAVORITE RECORDS made in ENGLAND
Favorite Talking Machines— Favorite Needles
Favorite Albums— Favorite Carrying Cases
FAVORITE RECORDS in all LANGUAGES
ARE THE CHEAPEST AND BEST
Buy Them and You Will Increase Your Profits Note Our Special Patriotic Records
Write Today for Illustrated Catalogue, Lists and Advertising Matter
THE UTILITY TRADING COMPANY, Vk^SS^^c.
Cables : UTILITRACO, LONDON
52
THE TALKING MACHINE WORLD.
BRITISH PRODUCTS FOR OVERSEA MARKETS ! !
BEKA RECORDS
12 inch 0|£
Double °/°
I N A
BRITISH
FACTORY
10 inch nia
Double Z/b "
BRITISH BRITISH
MADE BY WORKMEN
Well equipped laboratory and works at Hertford, Eng.
NOW READY
Large stock of European National Anthems, British Patriotic
Airs and Martial Music.
PROMPT DELIVERIES ASSURED
Lists, Terms of Trading,
DISC MACHINES
The German market being closed, oversea buyers of disc
instruments should communicate with us for particulars
and prices of some good selling lines we have to offer for
competitive trade. Of British-Swiss manufacture, these
machines are obtainable in a variety of styles and designs,
at all prices, and being of reliable construction and good
tonal quality will command a ready sale in the Colonies
and foreign countries.
-lisps'
Etc., willingly sent by
O. RUHL, Ltd., 77 CITY ROAD, LONDON, ENGLAND
FROM OUR LONDON HEADQUARTERS— (Continued from page 51).
£100,000 worth of trade to be done with Australia
alone, of which in 1912 Germany enjoyed 25 per
cent. This business is not going abegging. Those
making special efforts to interest Australian buy-
ers will secure it. .
It would be fair to assume that Germany's total
exports of complete machines, parts and acces-
sories reach in value many hundreds of thousands
of pounds per annum. Of this amount a large
proportion is absorbed by England, but there re-
mains for capture the whole of her business with
oversea markets. The chief manufacturing coun-
tries able to fill the breach are Great Britain and
America, and traders in both lands will enter the
field in competition. We are assured of a keen
fight, but on grounds of sentiment and, I think,
ability to supply on a more favorable basis of price
and terms, British firms should enjoy an advan-
tage over our American friends. Be that as it
may, there certainly exists a preference for deal-
ing with the mother country, and colonial buyers
would therefore welcome the fulfilment of their
trade requirements from London. British houses,
however, must meet the situation with evidence
of willingness to accommodate themselves to the
special needs of colonial trade by the production
of instruments which in design and construction
are suitable for hot climates. If this important
matter receives consideration it will produce con-
fidence and mutual satisfaction. The classified
imports of talking machine goods by Australasia
are not yet available for 1913, but I have gone to
some trouble in ascertaining the total imports by
the Commonwealth of Australia during 1912, feel-
ing assured the details given below will prove
both useful and interesting to all gramophone
firms proposing to grasp the commercial hands of
colonial traders. The figures given cover imports
of gramophones, phonographs, cases and records,
but not horns. In value we find the imports total
the round sum of £141,622, in the following pro-
portions : New .South Wales, £117,601 ; Victoria,
£12,565; Queensland, £3,317; South Australia,
£2,705; Western Australia, £4,604; Tasmania,
£812, and Northern Territory, £18.
Dissecting still further the subjoined discloses
•the individual contributions of each exporting
country : ■.- . ',.
United Kingdom .......
Canada
New Zealand
Strait Settlements
Other British countries
Belgium
France
Germany
Italy
Spain . . ;
Switzerland
United States 47,949
Other foreign countries 73
Country of Country of
dispatch. origin.
f68,152 £57,597
270 ' . .'. ..M
1,480 42
242 4
127 82
" 151 3,665
307 2,414
21,760 25,515
1,111 43
400
1,263
50,497
100
From the foregoing it will be seen that a sub-
stantial amount of trade is available for capture.
Thanks to the British navy, all trade routes are
open, at least the risk of capture at sea by the
one or "two enemy warships prowling around is
exceedingly remote. Freightage rates are a little
above normal, not sufficient, though, to seriously
affect shipment.
Colonial trade conditions remain good, being
unaffected to any appreciable extent by the war.
To British houses I can say no more than a final
exhortation to go in and win !
'TIS A SAD, SAD STORY.
Told by the Gentle Stranger to a Talking Ma-
chine Man, Who Soon Realized That He Was
Not the Only Expert in the Selling Game —
The Story Is Something Like This.
"Sir," remarked the pale and unnerved stranger
to the patient but condescending talking machine
man, "I was once a proud autoist, even as you !
To-day I am but a physical shadow of myself—
with a past that ever haunts me."
The other man began to hunt a half dollar.
"No, no," the stranger hastened on, "I want
nothing but your sympathy — and the promise that
you'll take warning. I began autoing with an ordi-
nary, well-trained, city-broke, soft-toned horn. But
this soon became too tame; I had a calliope at-
tachment added. I made the welkin ring for
awhile; then the people got so used to it they didn't
get put of my way. Next I installed a rattler that
sounded like an explosion in a boiler factory. But
even that lasted but a few short weeks, as an effi-
cient warning to the sleep-walkers who crossed my
path. I—"
NAME PLATES
DECALCOMAN IE
fwhy not apply
"a. transfer
n&meplate on
"Pardon me," protested the man he had tackled,
"but I don't need an auto horn. You see — ■"
" — had to hook on a regular freight train
screecher next," the stranger persisted. "It sounded
as if the whole of No. 3, through freight, had
streaked through town with its whistle cord tied
down. Even the policemen stayed awake when I
came by. But the gentle pedestrian got used to it,
just the same, and at last — at last I was forced" to
equip my machine with a pair, of ice tongs to lift
'em out of the way. I'd made everyone in my
burg stone deaf with my auto warnings. And that
brings me to the point. I have here a small ap-
pliance which will make any deaf man — ■"
But the other, with one jump, had cleared the
fence and was gone.
a*
WRITE FOR SAMPLES
AND PRICES.
SKETCHES
FREE
TALKER BRINGS PEOPLE TO CHURCH.
(Special to The Talking Machine World.)
Greencastl£, Ind.j September 7. — The Clay-
pool Music Co., of this city, successful and
progressive Victor dealer, recently loaned a Vic-
■trola and records to the First Baptist Church to
be used at a special concert that the church was
presenting. The success of this division of the
entertainment is well set forth in the following-
letter sent to the company by E. G. Shouse, the
pastor, reading in part as follows : "The intro-
duction of the Victrola into the Sunday evening
services o-f my church proved to be a happy in-
novation and resulted in doubling the Sunday
night attendance." Needless to say, the Claypool
Music Co. has not hesitated to use this testimonial
whenever it could accomplish beneficial results.
TRADE IS ACTIVE IN TEXAS.
(Special to The Talking Machine World.)
Corpus Christi, Tex., September 3.— Notwith-
standing the European war has cut business in
some lines, the talking machine business in this
part of Texas is particularly good.
The Gunst Piano Co. reports a splendid Victor
business notwithstanding the fact that farmers
here are unable to get money for their cotton, as
this county produces more cotton than any other in
the State.
However, the dance fever is on here and the
city has been full of dancing teachers for the last
six months and exhibitions have been given in the
stores which have brought the talking machine
people in close connection with the members of the
dancing set.
The talking machine department of Eilers
House at Tacoma, Wash., has been taken over by
the Tacoma Eilers Talking Machine Co. H. E.
French is president, A. W. Erhart vice-president
and C. O. Girard is secretary and treasurer, the
directors being the officers, Hy. Eilers and M. C.
Koster.
GEO. A.SMITH fcCCW
74 CORTLANDT ST., N .V.
The fellow who is always on the fence must be
pretty well balanced to stay there.
Where one man throws his whole soul into his
work another man is satisfied to put his foot in it.
I. DAVEGA, Jr.
125 WEST 125th STREET, NEW YORK
Victor Distributor
PROMPT AND ACCURATE SERVICE
DEALERS: Write for our Victor
Pennant. Sent with our compliments.
THE TALKING MACHINE WORLD.
53
TRADE IMPROVING IN BALTIMORE.
Sales in All Lines Show Substantial Increase —
Stocks in Excellent Shape — Fink Talking
Machine Co. Opens Branch — News of Month.
(Special to The Talking Machine World.)
Baltimore, Mdv September 8. — While there has
been some falling off in sales conditions during the
last month or so in the talking machine lines, deal-
ers announce that they have every reason to look
for a big fall and winter business. It was at first
thought that buyers would be somewhat backward,
but prospects are coming in rapidly and they are
of the most encouraging nature.
Manager S. A. Dennison, of the local branch of
the Columbia Graphophone Co., announces that
business has picked up so recently and shown such
encouragement that those sections covered by the
local office will be opened up again in the next
week or so, despite the war and thoroughly can-
vassed. It was at first thought that this would be
useless until after Thanksgiving at least, but con-
ditions demand that things start, at once with the
result that the traveling sales force will be aug-
mented and a big rush for trade started. Busi-
ness locally with the Columbia line has been very
good during the month.
Manager H. C. Roberts, of E. F. Droop & Sons
Co., Victor and Edison dispensers, announces that
he has one of the best and largest stocks his store
has ever carried and declares that this has been
made necessary by the fine lot of prospects on
hand. He advises all Victor dealers to do as he
has done and stock up before holiday trade sets in
and catches them without the proper line of goods
to satisfy buyers.
The Fink Talking Machine Co. finds it necessary
to branch out with the Victor and Columbia lines
and has opened a northern branch on Greenmount
avenue near Thirty-first street. Joseph Fink, pro-
prietor, will conduct this new store in connection
with the present one at Charles and Fayette streets
in the heart of the business section of the city.
The H. R. Eisenbrandt Sons report a nice Au-
gust trade with the Victor line at their store on
Howard street near Saratoga street. Both the in-
strument and record demands were very brisk, and
indications are that these will prevail all through
the fall.
The Sanders & Stayman Co., Inc., was also
among the dealers who came out during August
with a good lot of sales of machines and records
of the Victor and Columbia lines. This firm, too,
predicts good things for the fall business.
VICTOR RECORDSBY JOHN INCE.
According to the news columns of a prominent
theatrical paper, the Victor Talking Machine Co.
has arranged to produce records made by John
Ince, the well-known actor and motion picture
director allied with the interests of the Lubin Co.
in Philadelphia. Mr. Ince, who has had a long
career as an actor on the legitimate and motion
picture stages, possesses a voice of exceptional
eloquence and volume, and particularly adaptable
for recording purposes. It is stated that his first
records will include Mercutio's Queen Mab speech
from "Romeo and Juliet," Marc Antony's immor-
tal declamation and the curse from "Richelieu."
ICTOR
A complete line of Victor products, from the smallest
repair part to the biggest model of machine. Every
shipment made promptly.
DISON
Cylinder goods, machines and records; full stocks and
immediate deliveries. A good popular-priced line for
most any territory.
Louis Buehn
Philadelphia
THE VICTOR ON THE WATER.
J. H. Becker, Jr., and E. F. Spankus, of the
Hoeffler Piano Co., Milwaukee, Give Prac-
tical Demonstration of Victor's Entertaining
Qualities When Placed on a Boat.
(Special to The Talking Machine World.)
Milwaukee, Wis., September 9. — Something
entirely new in the way of outdoor Victor con-
certs was afforded Milwaukee citizens recently by
J. H. Becker, Jr., manager of the Victor depart-
ment of the Hoeffler Piano . Co., and Harry
Spankus, of the same department. Mr. Becker
and E. F. Spankus, with the purposse of show-
ing how appropriate the Baby Victrola is to fur-
nish music on the water, carried one of these
handy little Victrolas to Washington Park, where
they rented a boat and gave an interesting concert
on the park lagoon. All the August Victor rec-
ords and some of the July numbers were featured,
and a big audience soon crowded the banks of
the lagoon to listen to the music. One man nearly
fell in the water when Mr. Becker played Harry
Lauder's "Laughing" record, No. -52,004. The
concert was a big success and demonstrated in the
best possible manner that Victor music on the
water is delightful.
MOVIES FOR VICTOR EMPLOYES.
Six Thousand Employes of Victor Talking Ma-
chine Co. and Their Families See Films
Showing Work in Every Department of
Mammoth Plant at Private Exhibition.
TO MOVE TO LARGER QUARTERS.
The Lucker Music House, St. Paul, Minn., han-
dling talking machines and records, will move from
its quarters on Seventh street to a much larger
home in the new Raudenbush building at Sixth
and St. Peter streets.
(Special to The Talking Machine World.)
Camden, N. J., August 30. — Thousands of em-
ployes of the Victor Talking Machine Co. filled the
Plaza Theater here at two performances last week
and immensely enjoyed a complete review of the
process of making Victor talking machines and
records. The company has 6,000 employes, and in
order to enable each of them and an additional
member of their family to see the Victor pictures
it rented for this entire week the Plaza Theater,
and by giving two shows nightly, one at 7 and the
other at 9, it was possible for each of the many
Victor employes to have two tickets. This meant
that 12,000 in all saw the pictures in the twelve
performances that followed.
The moving pictures, which were first shown at
the convention of the National Association of Talk-
ing Machine Jobbers at Atlantic City last month,
showed every department of the Victor plant in
action, even to the interesting detail of taking im-
pressions of the music and the singers' voices. The
making of the records, the cabinets and every detail
that enters into the completed Victrola were most
interestingly illustrated in the moving pictures.
There were seven reels of pictures, or about 6,500
feet of film, and the show was interesting through-
out the nearly two hours of continuous movement
of the film. The last reel showed the 6,000 Victor
employes assembled outside the mammoth plant.
READY REFERENCE OF GENERAL SUPPLIES
DEALERS
Send for our "Trial Proposition" on the
Regina Hexaphone — the latest and best pay-
ing popular priced coin-operated instrument
for use in public places.
211 Marbrldge Bldg.. 34th St. and Broadway, New York City
Manufacturers of Regina Music Boxes; Reginaphones;
Coin-operated Mandolin Orchestrions; Vacuum
Cleaners and other specialties.
Mermod & Co.
505 Fifth Avenue New York
Manufacturers of
Talking Machine Supplies
Motors— Sapphire Points
Diamond Points a Specialty '
Keep Your Record Stock with
Costs about ($2.00 for 250 records for SO years
Send for 20-page catalog
THE SYRACUSE WIRE WORKS,
SYRACUSE - . NEW YORK
54
THE TALKING MACHINE WORLD.
Our Foreign Record Department issues
records in 33 different languages, in-
cluding all the nations at war, and
thousands of Columbia dealers in this
country are making good regular money
on these records.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.')
Columbia Graphophone Company
WoolMorth Building, New York
GENERAL BRACING UP OF THE TRADE IN DETROIT.
Effects of War Scare Wears Off Quickly and Optimism Rules — New Columbia Dealers
Announced — Claim Banks Have Overreached Themselves — Better Grades of Machines
and Records Have the Call — Few Talking Machine Exhibitors at Michigan State Fair.
(Special to The Talking Machine World.)
Detroit, Mich., September 10. — A month ago
the talking machine dealers were having a little
scare over the effects of the European war on busi-
ness, but that has all passed now. S. E. Lind, city
sales manager of the Columbia branch in Detroit,
expressed the general sentiment pretty well when
he said to The Talking Machine World repre-
sentative :
"There has been a general bracing up in trade
in the last three weeks, and in my opinion we are
going to have one of the liveliest fall and winter
seasons in the history of our business. I form
this opinion from what I hear from our dealers in
all parts of the city and from what we get from
out in the State. These dealers form their opin-
ions from what people say to. them, from the re-
quests for machines, from statements of people
that they are in the market for machines, etc.
Never were the prospects brighter.
"People have gotten over their little fright. The
only adverse effect the war can have, if it has any,
will be to throw some men out of work in lines
of industry which depend a good deal upon export-
ing for their market. This, of course, would hurt
some. But indications are that trade will be fully
resumed soon with all countries except Germany
and Austria, and, in addition, that new markets will
be developed in South America. So probably in a
short time we will have larger export markets than
we ever did.
"Out in the country the people are eager for
next year. The farmers believe the war will make
them rich, and they are preparing to raise bigger
crops of wheat and other things that can be sold
in Europe than they ever did in their lives. They
already are selling their large crops of this sum-
mer, and with so much optimism for next year
they are not at all backward about spending their
money.
"That is the situation which, in my opinion, will
make the fall and winter of 1914-1915 the greatest
in the history of the phonograph trade. It is no
more than I expected all through the summer.
The war scare did not last a week, and the big
business that was in sight is bound to come along."
The Columbia Co. has several new wholesale ac-
counts lined up in the city and will make the first
deliveries in September. "We could have opened
them before this, but we do no.t care to sell to
new dealers during the summer season, when it is
apt to be a little dull," said Mr. Lind. "It might
Special
Send for a package of our Improved Half-Tone and Loud
Tone Needles in New Style Envelopes.
If you want to advertise yourself, we
will put your own name or trade-mark
on the envelopes, or will pack in
Puritone envelopes.
Quality Guaranteed
The Best Needles mean profit and
satisfaction.
If you want to sell 1,000 Needles at a time instead of 100, use
the "Dean-packed" Needles. Five boxes of 200 each, Extra
Loud, Loud, Opera, Medium and Soft packed in a carton. The
best package and fastest seller on the market. Write for samples.
JOHN M. DEAN, CORP.
Talking Machine Needle Manufacturers
PUTNAM, CONN.
discourage a man before he fairly gets started."
Later in the fall several new accounts will be
opened in cities out in the State.
An unusual reason why people are willing to
spend their money ami are showing a marked con-
fidence in the soundness of the business situation is
being given by the talking machine dealers. They
say that the banks have overreached themselves.
Generally, when banks tighten up their credits,
it causes a scare. That was what caused the tem-
porary scare early in August. The banks are de-
manding ninety days' notice of withdrawal of sav-
ings deposits. It makes people angry. So when
they obtain funds they decline to put them in
savings banks. They keep their surplus money at
home, so they can use it when they need it. And
when they find they have quite a bit on hand, and
happen to recollect that they have been intending
to buy a talking machine or something else, they
make up their minds they might as well buy it
while they have the money handy. This, of course,
stimulates business of all kinds, causes larger de-
mand for merchandise and increases employment.
The trend of prices in the talking machine busi-
ness continues upward. In the principal stores
it is a rare thing for a customer to ask for a ma-
chine costing less than fifty dollars. The smaller
ones are becoming unknown. One reason is that if
a party knows his neighbor has a machine that
cost fifty dollars he wants to o.wn one that cost
a little more and buys a seventy-five dollar one.
Or if his neighbor has a hundred and fifty dollar
style, he will get a two hundred dollar one for him-
self. As the largest of these accounts are safe
ones, with good payments down, the dealers are
much pleased at the rivalry.
September is State Fair month in Detroit, but
the talking machine houses expect to get their
share of the visiting trade without going to the
fair. "If there were as many different kinds of
talking machines manufactured as there are pianos
it would be necessary for us to exhibit," said one
dealer. "But with o.nly three or four, and those
well known, we had better stick to our stores. We
will get just as much business without going to
bother and expense of an exhibit at the fair."
Grinneli Bros, will have a few Victors in their
general exhibit, however. As they have the space
anyway for their pianos and other musical mer-
chandise, there is no. additional expense in the
showing of talking machines. And it adds to the
variety and attractiveness of the exhibit.
J. Henry Ling, of this city, has been investigat-
ing the merits of the Crescent talking machine.
NEW COLUMBIA AGENCY.
One of the latest additions to the fast-growing
lists of Columbia representatives up-State is Mar-
son Bros., Utica, N. Y., who has just closed ar-
rangements to handle Columbia products with the
intention of concentrating their activities on the
development of foreign record and machine busi-
ness. The present wars abroad have created an
increased field for the sale of foreign records of
various languages.
THE TALKING MACHINE WORLD.
55
DEATH OF HORACE PETTIT.
Noted Attorney on Patent Law and Counsel for
the Victor Co. Passes Away in His Fifty-
fourth Year — Participated in Many Notable
Cases in the Federal Courts.
(Special to The Talking Machine World.)
Philadelphia, Pa., September 5. — The death of
Horace Pettit, the widely known corporation
lawyer of this city, which occurred just after The
World went to press last month, at his summer
home in Ventnor, near Atlantic City, N. J., has
caused sincere regret among those who were privi-
leged to know this very distinguished authority on
patent law.
Mr. Pettit had been for many years counsel for
the Victor Talking Machine Co. and was engaged
in many notable cases based upon patent rights
and price maintenance, and always made a great
impression on the Federal judges by his complete
understanding of the law and the thoroughness
with which he had prepared his cases. He also
appeared at various times in Washington in op-
position to bills presented in Congress inimical to
the interests of the talking machine trade, and he
was always listened to with the respect due an
authority. In fact, there were few men who had
such a thorough grasp on the basic patents under-
lying the talking machine industry as the deceased.
Mr. Pettit, who was fifty-four years old, had
been ill for some time, but few considered his in-
disposition would result fatally. He was a mem-
ber of the Union League, Racquet, University, Art,
Huntington Valley, Country and Bachelors' Boat
clubs. He is survived by a widow and one son.
REMODELING WORK COMPLETED.
In the Warerooms of the New York Talking
Machine Co. Following Recent Damage by
Fire — New Demonstrating Booths.
1 he various improvements incidental to the ren-
ovating of the warerooms of the New Yo.rk Talk-
ing Machine Co., 81 Chambers street, New York,
Victor distributer, have been entirely completed,
and the store now presents a decidedly more at-
tractive appearance than it did before the ware-
rooms were practically destroyed by fire on June
21. One of the improvements consists of the con-
struction of two all-glass demonstration rooms for
the display o.f machines, and the company's dealers
are now enabled to have demonstrated all the ma-
chines on display with maximum convenience.
PLANS FOR NEWJJlNING ROOM.
Architects are now preparing plans for a large
two-story dining room building as an addition to
the plant of the Victor Talking Machine Co., Cam-
den, N. J.
PRINCIPLES UNDERLYING "COPY."
Interesting Discussion by Felix Orman on Dif-
ferent Appeals Made by Advertising — Points
Out the Far-Reaching Results of National
Campaign of Victor Talking Machine Co.
Under the heading "What Are the Principles
Underlying Your Copy Appeal?" Felix Orman,
writing in Printers' Ink, recently called attention
to a number of national advertising campaigns
which have for their purpose far more than a
mere attempt to secure business and boom individ-
ual trade.
P-eferring to the immense and far-reaching cam-
paign of the Victor Talking Machine Co. in maga-
zines and newspapers, Mr. Orman remarks as fol-
lows :
"A volume might be written alone on the sub-
ject of what the advertising of the talking machine
has done in developing the love of music in
America. The message of the talking machine has
reached the remotest sections of the country and
this machine has been shipped to people with little
knowledge of the charm of sound who became
music enthusiasts. Talking machine advertising
indeed has made this a musical nation. John Bur-
roughs, the naturalist, lived for years among his
trees and shrubs without knowing anything of
music. Then he bought a Victrola. He would sit
for hours listening to the strains of Sousa's or-
chestra, or the voice of Tetrazzini or the shouting
of a ragtime singer. His life was made fuller
and happier by this instrument. A caller criticized
him for what the visitor called an 'unfortunate
musical taste,' but the distinguished naturalist was
quick to rebuke his critic with a statement of what
the talking machine had done in teaching the
masses to love music, which, he said, as we all
know, meant the softening of the nature of the
people and the development of their tenderer sen-
sibilities.
" 'There is no denying,' said Harry Brown, ad-
vertising manager for the Victor Talking Machine
Co., 'that the talking machine has had a tremendous
value in advancing our national life. Thousands
of people — and many thousands of them — now love
music who never had any patience with it before
the talking machine carried it to them in a way
that held their interest. Now those same people
are developing a fine musical taste. More people
hear Caruso's voice from Victor records every
day than heard Patti in her entire operatic career.
We have striven for this effect in our advertising,
and we are gratified at the splendid educational and
refining influence that our advertising has ex-
erted.' "
SEE HOW THE JOBBERS IN THE WORLD
CAN SUPPLY YOUR WANTS.
TALKING MACHINE EXPORTS.
The Figures for June Presented — Exports
Show Falling Off for the Month.
(Special to The Talking Machine World.)
Washington, D. C, August 31— In the summary
of the exports and imports of the commerce of
the United States for the month of June (the latest
period for which it has been compiled), which has
just been issued by the Bureau of Statistics of the
Department of Commerce and Labor, the follow-
ing interesting figures relating to talking machines
and supplies are set forth :
The total exports of talking machines, records
and supplies for June, 1914, amounted to $162,303,
as compared with $216,478 for the same month of
1913.
POPULAR LINE OFRECORD ALBUMS
That Manufactured by the National Publishing
Co., Philadelphia — Have a Number of In-
teresting and Valuable Features — Special
Circular Service for the Retailer.
(Special to The Talking Machine World.)
Philadelphia, Pa., September 8. — The National
Publishing Co., the well-known maker of disc
record albums in this city, report that the de-
mand for their products from the trade through-
out the country is increasing steadily as the job-
bers and dealers realize the excellent and salable
features of the albums.
The National Co.'s albums are designed for
both ten-inch and twelve-inch records, and with
ten or seventeen pockets, according to size de-
sired. Each of the albums is supplied with en-
velopes of heavy manila paper of extra quality
and bound with heavy bookbinders' boards cov-
, ered with brown silk finish cloth. Two index
pages, especially designed to list double sided rec-
ords are also included with each album, and this
index, taken in connection with the fact that the
record labels may be read through special open-
ings in the sides of the pockets, make the finding
of desired records particularly easy.
The albums are also designed to fit perfectly
the new types of machine cabinets and the lead-
ing styles of separate cabinets, which fact adds
materially to their salable qualities.
The National Publishing Co. has also created
an excellent system for co-operating with the job-
ber and dealer in advertising and pushing the
albums made by the company by offering to sup-
ply, without charge, special circulars for the re-
tail trade in quantities of 500 or more. The cir-
culars contain illustrations, descriptions and prices
of the albums, and also bear the name of the
dealer or jobber to whom they are supplied. An
excellent idea.
An Added Line That Will Make
You Money
The talking machine dealer can carry a small stock of pianos to the
greatest advantage because he is the possessor of certain natural facilities
that, of themselves, bring him sales.
The profits on a piano sale are large. The expense of carrying a few
instruments is almost negligible, and their sales come oftener than you, per-
haps, think.
Our line of uprights, players and grands is especially adaptab'e to the
wants of the talking machine dealer who to a certain extent relics upon the
instrument to sell itself. We have built up a tremendous business upon our
policy of giving the greatest return for the least money, and the value of our
products is so apparent that even those least acquainted with pianos are
instantly aware of their worth.
Get our special proposition to you
The H. P. Nelson Small Grand
H. P. NELSON COMPANY
816 N. KEDZIE AVENUE
CHICAGO
56
TttJti TALKING MACHINE WORLD.
LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS
(.Special to The Talking Machine World.)
Washington, D. C, September 10. — Sound Box.
George Lansing Funnell, London, Eng., assignor to
the American Graphophone Co., Bridgeport, Conn.
Patent No. 1,104,182.
This invention has for its object to produce a
sound box, in which the diaphragm casing proper
shall be yieldingly connected to its support, such
as the hub or neck of the sound box, the union
being effected through the medium of a resilient
joint which leaves the diaphragm casing free to
have a limited movement with relation to the hub
or neck.
In reproducing from certain sound records of the
zig-tzag " type, and particularly those records of
sounds having great amplitude of vibration, it is a
recognized fact in the art that the strain upon the
diaphragm is decreased, and the pleasing charac-
ter, quality and definition of the reproduced sounds
is much enhanced by providing a yielding connec-
tion between the sound box casing and its support,
the yielding connection being preferably situated at
the joint between the casing and the neck or hub
of the sound box.
The object of the present invention is to provide
an improved form of yielding resilient joint be-
tween the sound box and its support, thereby ob-
viating the production of a harsh metallic sound
by the instrument and improving the reproduction
as to volume, tone, quality and definition.
The objects of the invention are accomplished,
in the present instance, by forming the diaphragm
casing preferably metal, with the diaphragm
mounted therein in any suitable manner, and pre-
ferably the back of the casing is closed by a metal
plate having a central opening therethrough, and
the hollow hub or neck is secured to this metal
back by any suitable means, such as screws located
on a line passing diametrically through the hub.
To effect this the hub is provided with a flange
and the screws are passed through the flange and
into the metal back of the diaphragm casing, and
there is interposed between the hub and the back
of the casing a narrow ring of any suitable resilient
material, such as rubber, the thickness of the ring
being such as to prevent the flange of the hub from
contacting wit]} the back of the casing, the ring
serving to form a yielding, resilient connection be-
tween the casing' and the hub. As thus con-
structed the diaphragm casing is free to rock on
the resilient ring without imparting corresponding
motion to the hub vibrations imparted- to the casing
are not transmitted to the hub, and vice versa, and
at the same time a complete closure is formed at
the joint between the hub and the casing.
In the drawings Fig. 1 is a central sectional
view illustrating one form of this invention ; Fig. 2
is a side elevation thereof; and Fig. 3 is a detail.
Phonograph Sounding-Board. Donald M. Bliss,
Orange, N. J., assignor to the Bliss Talking Ma-
chine Co., Delaware, Md. Patent No. 1,104,340.
The objects of this invention are: 1. To provide
vibratory members and sounding board members
for all acoustical devices, having the maximum of
resilience, lightness and stiffness, and also to in-
corporate these members in phonographs. 2. To
combine a vibratory resonator attached to a stylus
mounting with a turntable provided with a resonat-
ing chamber of resonant material. 3. To provide
improved construction for other associated
acoustical and mechanical devices, as will appear
more fully from the following detailed description
and claims, and to provide a window in a sounding
board or resonator.
The advantages of the invention are that these
acoustical devices will give improved results, and
when incorporated in phonographs together with
the associated devices, the phonographs will play
either lateral or vertical cut records ; have a low
cost of manufacture; require no moving parts in-
termediate the stylus and sounding board; be com-
pact, and also be convenient to operate.
Referring to the accompanying drawings, Fig. 1
is a plan view of the phonograph, containing sound-
ing board or sounding board diaphragm. Fig. 2 is
a partial sectional side elevation of the device of
Fig. 1, taken on the line 2 — 2, looking in the direc-
tion of the arrows. Fig. 3 is a partial cross sec-
tion of the device of Fig. 2, taken on the line
3 — 3, looking in the direction of the arrows.
Stylus for Sound-Reproducing Machines. Gus-
tave Lehr, New York. Patent No. 1,103,592.
The object of this invention is to furnish for
sound-reproducing machines a stylus which is
durable in use, not prohibitive in cost, and which
yields a superior tone. These objects are attained
by making the record-engaging portion of the styli
of ruby, and forming the same in generally pyrami-
dal form with a curved face.
In the accompanying drawing Fig. 1 is a side
view of a portion of a gramophone disc, and a front
view of the reproducer of the instrument, showing
in position of use a stylus embodying the inven-
tion. Fig. 2 is an enlarged side elevation of the
stylus removed from the machine. Fig. 3 is a
view on a similar enlarged scale, taken from the
rear of the stylus. Fig. 4 is a front elevation on
the same enlarged scale. Fig. 5 is a horizontal
section on line 5 — 5 of Fig. 3 through the jewel
forming the working point of the stylus.
Gramophone Needle or Stylus. Minard A,
Possons, Cleveland, O. Patent No. 1,103,829.
This invention relates to improvements in gramo-
phone needle or stylus, and the object is to pro-
vide a needle or stylus for a gramophone which
can be made of a very thin sheet of metal and yet
have the stability to support the reproducer.
Another object is to provide a needle of this
character in which the thickening of the supporting
point not only strengthens the needle for support-
ing the reproducer, but also forms a round surface
adapted to fill the sound grooves of the records
which does away with the grinding sound usually
caused by the ordinary pointed needle or stylus and
also prevents any injury to the record.
A still further object of this invention is to pro-
vide a needle of cheaper construction in that there
is a great saving of material and at the same time
having the necessary strength and flexibility.
In the accompanying drawing Fig. 1 is a per-
spective view of a star needle embodying the in-
vention. Fig. 2 is an enlarged perspective view
of a portion of the star showing more fully the
rounded elliptical members carried by the ends of
the points of the star. Fig. 3 is a vertical en-
larged sectional view of a record showing the
needle in perspective in its position in the sound
grooves.
Composite Disc Sound-Record. Victor H.
Emerson, New York; Geo. A. Manwaring,
Bayonne, N. J., and James K. Reynard, New York,
assignors to the American Graphophone Co.,
Bridgeport, Conn. Patent No. 1,102,253.
This invention relates to sound-records impressed
in discs or tablets, and more particularly to the
composite tablet and the manner of building up
the same and the method of making the record.
The invention will best be understood by de-
scribing in detail the successive steps employed in
producing the article.
Fig. 1 shows a pair of rollers through which is
Fi9.3
passing a matrix and the unfinished record tablet ;
Fig. 2 represents a press operating upon the same,
and Fig. 3 is the finished article.
Reproducer for Phonographs. Simon D. Pad-
dock, New York. Patent No. 1,102,290.
This invention pertains to reproducers for phono-
graphs, and relates, more particularly, to improve-
ments whereby the diaphragm is maintained in such
operative state as to insure at all times its most
efficient action in quickly and perfectly responding
to the movements of the stylus as it traverses the
record.
Speaking generally, the improvement consists in
so balancing the stylus or tone bar that the dia-
phragm is free to quickly and accurately respond
to the most minute movements of the stylus. This
result is accomplished by associating with the stylus
bar and its supporting spindle two complementary
springs, one of which exerts tension on the stylus
bar and thus applies pressure to the diaphragm in
one direction, while the other exerts an opposed
tension on the stylus bar and a consequent pressure
on the diaphragm in an opposite direction to that
produced hy the first spring. In the preferred con-
struction suitable means is provided for varying
the tension on the said springs, and it will thus be
obvious that they can be so adjusted that the dia-
phragm is placed under such tension as to produce
sounds of the purest and best quality, and yet be
so sensitive as to reproduce the most delicate and
softest tones.
Fig. 1 is a plan view of a phonograph reproducer
embodying the present invention, and Fig. 2 is a
side elevation thereof.
Sound Producing Device. Harry Alfred Gay-
don, Croydon, England. Patent No. 1,102,260.
This invention relates to sound producers of the
kind in which a valve, consisting of a comb or
grating, the teeth or bars of which are adapted to
close the spaces between the teeth or bars of a like
comb or grating forming the valve seat, controls
passages of elastic fluid thus producing the sound.
In sound producers of this kind the valve has been
THE TALKING MACHINE WORLD.
57
LATEST PATENTS RELATING TO TALKING MACHINES— (Continued from page 56).
carried by a torsional spring support mounted at
each end in bearings arranged upon the valve seat
so as to be adjustable, whereby the distance of the
valve from its seat may be varied. Thus the tor-
sional spring constitutes the fulcrum of the lever
consisting of the valve and the piece that holds the
stylus.
By this invention a lighter torsional spring is
used by providing a separate fulcrum for the lever
system comprising the valve. For this purpose the
piece that holds the stylus is provided with a
shoulder to which the torsional spring is fixed and
takes under the block in which the valve seat is
mounted ; between this block and the shoulder are
one or more balls or projections which serve as the
s ;i i d fulcrum. This construction allows of the ends
of the torsional spring being mounted in pieces ad-
justable on the under surface of the block carrying
I he valve seat, thus affording a more readily ac-
cessible adjustment than that afforded when the
bearings of the spring are carried on the face of
the valve seal. It also provides greater flexibility
in the desired direction. This construction of the
piece that holds the stylus also allows of a very
simple adjustment of the spring pressure on the
valve which balances the elastic fluid pressure. For
this purpose one end of a blade spring may be fixed
to the aforesaid shoulder, and the other end may
be engaged by a screw spindle extending through
the sound box. Another improvement is connected
with the distribution of the elastic fluid entering
the sound box. For improving this distribution the
box is partitioned with wire gauze or the like, so
that there is an inner compartment on the end wall
of which the valve seat is situated, and an outer
compartment surrounding or substantially co-axial
with the inner compartment, and packed with cot-
ton-wool or other suitable filtering material.
The accompanying drawings illustrate the inven-
tion as applied to the sound producer of a gramo-
phone, Fig. 1 being a front elevation partly in sec-
tion. Fig. la is a detail end view of one of the
rotatable elements h. Fig. 2 a side elevation, and
Figs. 3 and 4 sections on line 3 — 3 and 4 — I, re-
spectively, of Fig. 1.
Sound-Reproducing Diaphragm. Simon D. Pad-
dock, New York. Patent No. 1,102,291.
This invention pertains to sound producing dia-
phragms, particularly adapted for use in phono-
graphs, and embodies the diaphragm as a new
article of manufacture.
The object of the invention is the production of
a diaphragm which emits clear, pure and resonant
tones, in contradistinction to the diaphragms now
in use which produce tones of a more or less raspy
or metallic character.
With the foregoing object in view, the invention
embodies a suitable base member, preferably blot-
23 ■
vo-
ting paper, which has been rendered hard and given
vibratory qualities by means of a certain chemical
treatment. The inventor says :
"The following detailed description of the man-
ner of making the diaphragm is what I now con-
sider the best method, but it will be understood that
this is not the exclusive one, for, in all probability,
other agents, more or less equivalent to those speci-
fied, may be employed to secure some or all of the
advantages of my invention.
"I preferably start with a piece of blotting paper
of the desired size, and dip it in a suitable volatile
agent or menstruum, preferably ordinary ether, al-
though I may use, though not with the same ad-
vantage, alcohol and benzol. The blotting paper
having been treated as described, I immerse it,
while saturated with the solvent, in a molten mix-
ture consisting, preferably, of Japan wax, resin
and fish glue. The proportions of the ingredients
entering into this mixture may be varied within
considerable limits, but the proportions, by weight,
which I have found to give the best results, are
substantially as follows : Japan wax, 20 per cent.,
resin 60 per cent., fish glue 20 per cent. The in-
gredients are mixed together and simply heated,
preferably over a water bath, to a sufficient degree
to melt them and produce a homogeneous mixture.
The blotting paper, or other base material for the
diaphragm, having been immersed in the mixture,
is withdrawn and allowed to cool, whereupon there
results a hard, waterproof, sonorous disc, particu-
larly adapted for the purposes specified."
Fig. 1 is a face view of the diaphragm embody-
ing the invention, and Fig. 2 is a cross section
through the center thereof.
Sound Reproducing and Recording Instrument.
Henry George Wieder, London, England. Patent
No. 1,102,839.
This invention relates to improvements in sound
reproducing and recording instruments such as
gramophones, phonographs and the like. One ob-
ject of the invention is an improved means of at-
tachment for the arm carrying the sound box or
reproducer by which the arm is adjustable more
or less vertically while it is carried in such a way
that it can swing witli a minimum of friction to
the movement of the needle or sapphire upon the
record.
The accompanying draw ings arc illustrative of an
improved means of attaching the tone arm to its
bracket, Fig. 1 being a longitudinal section and
Fig. 2 a plan view showing the improved method
of attachment as applied to a tone arm which is
disposed beneath the trumpet.
Process of Making Duplicate Phonograph
Records. Jonas W. Aylsworth, East Orange, N. J.,
assignor to New Jersey Patent Co., West Orange,
N. J. Patent No. 1,101,827.
This invention relates to a process for making
phonograph records in which the wearing surface
is entirely of metal. This material may constitute
the entire record or may be a shell provided with a
backing of other material.
The process is particularly adapted to the manu-
facture of cylindrical phonograph records, although
it may be used for making records of the disc type,
if desired.
Cylindrical sound records at the present time are
generally made of a waxlike material molded or
cast within a hollow matrix, and disc records are
formed of somewhat harder material, employing
considerable quantities of shellac, the impression
being secured from a flat matrix. With both types
of record the material is subjected to considerable
wear when used in a phonograph or talking ma-
chine, and such wear becomes objectionably great
when the width of the record groove is decreased
beyond a certain point or when the pressure of the
stylus upon the record is increased beyond a cer-
tain point. It' has also been proposed to use for
cylindrical records a material harder than the wax-
like material just referred to, for instance, cel-
luloid. Such records, however, are generally found
to be of poorer quality as regards sound reproduc-
tion than those of waxlike material, and they ap-
pear to deteriorate with time. Moreover, a cel-
luloid record is also subjected to objectionable wear
when the width of the record groove is diminished
or the pressure of the stylus increased beyond a
certain limit. It has also been proposed to make
duplicate phonograph records in metal, but such
processes have been objectionable in that it has
been necessary to destroy the matrix in order to
liberate the metallic duplicate.
By the present invention it is possible to readily
free the metallic duplicate from the matrix without
1 r
injury to the latter whereby the same may be used
for the production of an indefinite number of
copies.
Fig. 1 is a central vertical section of apparatus
for producing the matrix within which the metallic
records are to be deposited; Fig. 2 is a similar view
of the matrix after being removed from the mold
of Fig, 1, and after the master has been removed
therefrom ; Fig. 3 is a similar view showing ap-
paratus for producing a metal deposit within the
matrix to form the record or record wearing sur-
face, and Fig. 4 is a similar view of the completed
record in its preferred form.
Graph ophone Record-Cleaner. Walter Guy
Pearson, Newburyport, Mass. Patent No. 1,102.-
073.
This invention comprises a new and improved
cleaner for graphophone records, the construction
and arrangement being such that records may be
cleaned thoroughly and in a short time, the device
being inexpensive in its make-up whereby it may
be offered at a low price.
The provision of a device whicli may be easily
manipulated is of some importance in setting forth
the invention herein described, such ease of manip-
ulation not being obtained at the expense of effi-
ciency or thoroughness.
Fig. 1 is a plan view of one form of the device ;
Fig. 2 is a sectional view thereof along the line
2 — 2 of Fig. 1, the record being shown in position
for cleaning; Fig. 3 is a plan view of a modified
form.
Fig. 4 is a top plan view of a graphophone
turn table fitted with this device, on the line 4 — 4 of
Fig. 5; Fig. 5 is a sectional view of the record and
cleaning device on the line 5 — 5 of Fig. 4.
60 YEARS'
EXPERIENCE
trade Marks
Designs
Copyrights Ac.
Anyone sending a sketch and description may
quickly ascertain our opinion free whether an
Invention is probably patentable. Communica-
tions strictly confidential. HANDBOOK on Patents
sent free. Oldest agency for securing patents.
Patents taken through Munn & Co. receive
tpecial notice, without charge. In the
Scientific American.
A handsomely illustrated weekly. I.flrcest cir-
culation of any scientific Journal. Terms, $3 a
year : four months, $1. Sold by all newsdealers
MUNN & Co.36,Brosdway New York
Branch Office. 626 F 8t„ Washington. D. 0.
58
THE TALKING MACHINE WORLD.
RECORD BULLETINS FOR OCTOBER, 1914.
COLUMBIA GRAPHOPHONE CO.
SYMPHONY DOUBLE-DISC RECORDS.
No. Size.
A1570 I'se Gwine Back to Dixie (White). Baritone Solo
in English, orch. accomp Oscar Seagle 10
Now Sleeps the Crimson Petal (Quilter). Bari-
tone Solo in English, orch. accomp
Oscar Seagle 10
A1575 Samson and Delilah (Saint-Saens). "Israel burst
your bonds." Tenor Solo in English, orch.
accomp Morgan Kingston 10
Cavalleria Rusticana (Mascagni). Siciliana (Oh
Lola, fair as the flowers). Tenor Solo in Eng-
• lish, with harp Morgan Kingston 10
A5587 Aida (Verdi). "O Cieli Azzurri" (O skies of
blue). Sporano Solo in Italian, orch accomp.
Emmy Destinn 13
Tosca (Puccini). "Vissi d'Arte e d'amore"
(For love and art I've lived). Soprano Solo
in Italian, orch. accomp Emmy Destinn 12
A55SS Melody in F (Rubinstein). Violin Solo, orch.
accomp Kathleen Parlow 12
(a) Gavotte in E Major (Bach) ; (b) Serenade
in G Major (Arensky). Violin Solos
Kathleen Parlow 12
BLUE-LABEL DOUBLE-DISC RECORDS.
A1569 Cherry Ripe (Home). Soprano Solo, orch. ac-
comp Thamzene Cox 10
(a) In a Garden (Hawley); (b) If No One Ever
Marries Me (Lehmann). Soprano Solos, orch.
accomp Thamzene Cox 10
A1571 Lia ika Wai Mapuna (A Lonely Spring)
Toots Paka Hawaiian Company 10
Kaowe ake Kai (The Roaring Sea)
Toots Paka Hawaiian Company 10
A1574 The Red and the Blue (Goeckel)
University of Pennsylvania Quartet 10
Alma Mater (Crisby)
University of Pennsylvania Quartet iq
DOUBLE-DISC RECORDS.
A1566 The Broken Hearted Sparrow (Bendix)
Prince's Orchestra 10
The Magpie and the Parrot (Bendix)
Prince's Orchestra 10
Al-567 Sunshine and Rain (Blumenthal). Contralto
Solo Carrie Herwin 10
The Children's Home (Cowen). Contralto Solo
Carrie Herwin 10
A1568 Unrequited Love (Lincke). Waltz, accordeon
accomp Guido Deiro 10
Repentance (Arrepentimiento). Waltz, accordeon
accomp Pierro Deiro 10
A1572 Maidstone St. Hilda Colliery -Band 10
Lead Kindly Light. Concertina Solo. Alex. Prince 10
A5585 Romance (Svendsden). Violin Solo, with string
quartet accomp George Stehl 12
Douce Rencontre (Joyous Meeting) (Gabriel-
Marie). 'Cello Solo Hans Kronold 12
A5586 Douglas! Tender and True (Scott). Contralto
Solo, harp and violin accomp
Mrs. A. Stewart Holt 12
The Land o' the Leal (Hopekirk). Contralto
solo, harp and violin accomp
Mrs. A. Stewart Holt 12
A1578 My Croony Melody (Goetz and Goodwin). Bari-
tone and Tenor Duet, orch. accomp
Arthur Collins and Byron G. Harlan 10
Baby Love (H. Von Tilzer). Tenor Solo, orch.
accomp Billy Watkins 10
A1580 Giddy-ap Maria (Bennett). Baritone and Tenor
Duet, orch. accomp
Arthur Collins and Byron G. Harlan 10
Fido Is a Hot Dog Now (Walker). Tenor Solo,
orch. accomp Billy Watkins 10
A1581 Keep Your Eyes an Uncle Sammy (Greenberg).
Orch. accomp Peerless Quartet 10
The Little Things That Count (Bennett). Con-
tralto Solo orch. accomp Elida Morris 10
A1577 Dear Love Days (Esrom). Lyric Trio, orch.
accomp
Will Oakland, Henry Burr and Albert Campbell 10
You're More Than the World to Me (Solman).
Counter-tenor Solo, orch. accomp. .M. Romain 10
A1579 In the Palace of Dreams (Friedman). Orch.
accomp Peerless Quartet 10
Rose of the Mountain Trail (Brennan). Tenor
Duet, orch. accomp
Albert Campbell (first), Henry Burr (second) 10
A1576 I Wonder Why (Friedman). Soprano and
Tenor Duet, orch. accomp
Ada Jones and Henry Burr 10
The Cat and the Jonah Bird (Goetz). Soprano
and Tenor, orch. accomp.
Ada Jones and Henry Burr 10
DANCE RECORDS.
Recorded Under Supervision of G. Hepburn Wilson.
A5589 At the Ball (Hill). One-step Prince's Band 12
Congratulations (Europe). Waltz-Hesitation...
Prince's Band 12
A5590 Beautiful Roses (Friedland). Waltz-Hesitation.
Prince's Band 12
One-step Man (Bennett). One-step
Prince's Band 12
A5591 Society's Waltz Trot (Platzmann) . Prince's Band 12
Memphis Blues (Handy). One-step
Prince's Band 12
A5592 Valse Classique (Adaptation of Dvorak's "Hu-
moreske") (Arranged by Dabney). Waltz Hes-
itation Prince's Band 12
Gay Spirits (Tompkins). One-step. Prince s Band 12
A5593 Lulu Fado (Milano) Prince's Band 12
Half and Half (Green) Prince's Band 12
THOS. A. EDISON.
CONCERT LIST.
28200 Lolita — Spanish Serenade (Buzzi-Peccaia) Tenor
Solo, orch. accomp Redferne Hollinshead
28201 Parted (Tosti) Tenor Solo, orch. accomp
Redferne Hollinshead
2S202 Just for To-day (Bingham) Contralto Solo, orch.
accomp. Christine Miller
28203 Trovatore — Home to Our Mountains (Verdi)
Contralto and Tenor Duet, orch. accomp
Margaret Keyes and Dan Beddoe
REGULAR LIST.
2415 Royal Australian Navy March (Lithgow)
New York Military Band
2416 Ma Pickaninny Babe (Johnson) Counter-tenor
Solo, orch. accomp Will Oakland
2417 Favorite Airs from the "Beggar Student" (Mil-
locker) orch. accomp Edison Light Opera Co.
2418 The Lover and the Bird (Guglielmo) Soprano
Solo, orch. accomp Mary Carson
2419 Mother Machree (Olcott and Bal) Violin, harp
accomp Charles D'Almaine
2420 Trust and Obey (Towner) Sacred Solo, organ ac-
comp Edison Mixed Quartet
2421 Scene de Ballet (Czibulka) Reed only
Edison Concert Band
2422 When It's Moonlight on the Alamo (fischer)
Tenor Duet, orch. accomp
Albert H. Campbell and Irving Gillette
2423 Valse June — Hesitation or Boston (Baxter) For
Dancing National Promenade Band
2424 Christ, My All (Main) Sacred Solo, orch. ac-
comp John Young and Frederick J. Wheeler
2425 You're More Than the World to Me (solman)
Tenor Solo, orch. accomp Manuel Romain
2426 Beautiful Robes (Kirkpatrick) Sacred Solo, orch.
accomp John Young and Frederick J. Wheeler
2427 Wedding of the Winds Waltz (Hall)
American Standard Orchestra
2428 When the Angelus is Ringing (Grant) Tenor
Solo and Chorus, orch. accomp
Irving Gillette and Chorus
2429 Jimmy Trigger's Return from Mexico. Vaude-
ville Sketch. Billy Golden and Joe Hughes
2430 The Robin and the Wren (Banta) Vaudeville
sketch Byron G. Harlan and Joe Belmont
2431 Castles' Half and Half (Europe and Dabney) For
dancing National Promenade Band
2432 Tramp! Tramp! Tramp! (Root) Male voices,
orch. accomp Knickerbocker Quartet
2433 Romance from "L'Eclair" (Halevy) Zither Solo.
Kitty Berger
2434 Mignon — Polonaise (Thomas). Whistling Solo..
Guido Gialdini
2435 Too Much Ginger One-Step (Daly) For Danc-
ing National Promenade Band
2436 Basket of Roses (Albers Bells, orch. accomp
Charles Daab
2440 Beyond the Smiling and the Weeping (Geo. C.
Stebbins) Sacred Solo, organ accomp
Peerless Quartet
2441 Kamenoi Ostrow (Rubenstein)
American Standard Orchestra
2442 Zampa Overture (Herold) Edison Concert Band
2444 The Post in the Forest (v. Schaffer) Cornet and
French horns. .G. F. Heim and Waldhorn Quartet
Nos. 2437, 2438, 2439 and 2443 will be included in the
November list.
VICTOR TALKING MACHINE CO.
No.
17617
Size.
Rose of the Mountain Trail Medley — One-step..
Victor Military Band 10
Croony Melody Medley — One-step
Victor Military Band 10
17619 The Memphis Blues— One-step (W. C. Handy)
Victor Military Band 10
Rag-a-Muffin Rag— One-step (Will T. Pierson).
Victor Military j_>and 10
17626 At the Ball That's All Medley— One-step
Victor Military Band 10
California and You — One-step (Leslie-Puck) (Pat-
rick Conway, Director) Conway's Band 10
17627 Lu Lu Fado — Le Vrai Fado Portugais (Nicolino
Milano) (Patrick Conway, Director)
Conway's Band 10
Lotus D'or — Ta Tao (G. Lefort) (Patrick Con-
way, Director) Conway's Band 10
17628 La Vraie— Polka Bresilienne (P. J. de O. Pinto)
(Patrick Conway, Director) .... Conway's Band 10
Sweetie Dear — Fox-Trot (Jordan-Edwards) (Pat-
rick Conway, Director) ....Conway's Band 10
35390 Evening Dream — Waltz Hesitation. (Reve D'un
Soir) (A. Nilson Fysher) .Victor Military Band 12
Return of Spring — Waltz Hesitation (E. Wald-
teufel) Arthus Pryor's Band 12
TWO LIVELY HARVARD MARCHES.
17603 Good-Night Harvard March (D. S. Moore)
United States Marine Band 10
Whoop It Up March (S. P. Friedman)
Arthur Pryor's Band 10
POPULAR SONGS.
17614 Over the Alpine Mountains (Alfred Bryan-Fred
Fischer) Albert Campbell-Henry Burr 10
My Chain of Memories (Mrs. Herbert Ingraham)
Edna Brown-James F. Harrison
17613 California and You. (E. Leslie-H. Puck)
Irving Kaufman
On the Banks of the Brandywine (Dave Oppen-
heimer-Anatol Friedland)
Albert Campbell-Henry jiurr
17620 The Aba Daba Honeymoon (Arthur Fields-
Walter Donovan) Collins and Harlan
Fido Is a Hot Dog Now (Charles McCarron-Thos.
J. Gray-Raymond Walker) Billy Murray 10
17621 Ev'ry Road Is the Right Road (When the Right
Little Girl Is Along) from "The Elopers" (F.
Herendeen-Hugo Frey) ... .Harry Macdonough 10
Where the Red, Red Roses Grow (Wm. Jerome- ■
Jean Schwartz). .Helen Clark-W. J. Van Brunt 10
17622 The High Cost of Loving (Al Bryan-Geo. W.
Meyer) Peerless Quartet 10
Just for To-Night (Geo. L. Cobb)
Will Oakland and Billy Murray 10
17609 Hungarian Rag (Julius Lenzberg) (Accordeon)
Pietro Deiro 10
Hummer Medley — One-step (Accordeon)
Pietro Deiro 10
17612 The Servant Girl (Golden-Hughes)
Golden and Hughes 10
Gwine Back to Arkansas (Golden-Hughes)
Golden and Hughes 10
10
10
CHEMISCHE
FABRIK
E. SAUERLANDT bel Apolda 1. Th., Germany
The largest manufacturing plant in the world devoted exclusively to the
manufacture of Master- Waxes and Master-Blanks for
Gramophone and Phonograph Recording
sole Manufacturer of Wax ** P." the best recording material for Berliner- cut .
17618 Rose of My Heart (Eardley-Wilmot-Lohr)
Reinald Werrenrath
Where My Caravan Has Rested (Teschemacher-
Lohr) Charles W. Harrison
17564 One Sweetly Solemn Thought (Carey-Ambrose)
Elsie Baker
Crossing the Bar (Tennyson-Cowles) . . A. Turner
35353 Boheme — Selection (Puccini) r
Vessella's Italian Band
Madame Butterfly — Fantasia (Puccini) ('Cello)
Rosario Bourdon
35386 Gems from "Pinafore" — Part I (Gilbert-Sullivan)
Victor Light Opera Co.
Gems from "Pinafore" — Part II (Gilbert-Sulli-
van) Victor Light Opera Co
PURPLE LABEL RECORDS.
60122 Mikado — Yum Yum's Song, "The Moon and I"
(Gilbert-Sullivan) Soprano Solo
Margaret Romaine
70108 Ta Ta, My Bonnie Maggie Darling (Lauder-Graf-
ton) Harry Lauder
00123 Can's You Hear Me Callin' (Caroline (Caro
Roma Baritone Solo George MacFarlane
RED SEAL RECORDS
S8502 La Forza del Destino — Pace, mio Dio! (Mercy,
O My Lord!) (Act V.) (Verdi) Soprano Solo
in Italian Luisa Tetrazzini
88488 Tannhauser — Elisabeth's Gebet (Elizabeth's
Prayer) (Act III) (Wagner) Soprano Solo
in German Emmy Destinn
. AN EFFECTIVE LOVE SONG BY WILLIAMS.
74404 Beloved, It Is Morn (Emily Hickey-Florence Ayl-
ward) Tenor Solo Evan Williams
88495 Oberon-Ozean ! Ehi Ungeheuer! (Ocean, Thou
Mighty Monster!) (Part I) (Weber) So:
prano Solo in German Johanna Gadski
87512 Boheme — O Soave fauciulla (Thou Sweetest
Maiden) (Puccini) Soprano and Tenor Duet in
Italian .... Lucrezia Bori and John McCormack
87169 Serenade Espagnole (Spanish Serenade) (Ed.
Teschemacher-Landon Ronald) Tenor Solo in
French Enrico Caruso
87204 I Cannot ^>ing the Old Songs (Claribel) Contralto
Solo Louise Homer
88471 Traviata— Ah, fors' e lui (The One of Whom I
Dreamed) (Act I) (Verdi) Soprano Solo in
Italian Frieda Hempel
64408 Austrian Hymn (Arr. by Kreisler) (Haydn) Vio-
lin Solo Fritz Kreisler 10
64382 Rigoletto — La donna e mobile (Woman Is Fickle)
(Act HI) (Verdi) Tenor Solo in Italian...
Giovanni Martinelli 10
64437 Funiculi, Funicula, (Luigi Denza) Tenor Solo
in Italian John McCormack 10
74405 Requiem — Confutatis, from "The Accursed"
(Verdi) Baritone Solo in Latin
Clarence Whitehill
S7202 Contes d'Hoffmann — Barcarolle "Belle Nuit"
(Oh, Night or Love) (J. Offenbach) Soprano
and Contralto Duet in French
Alma Gluck and Louise Homer
64454 Gavotte from "Mignon" (Thomas-Sarasate) Vio-
lin Solo; pianoforte by George Falkenstein
Maud Powell
87194 Nabucco — Tremin gl'insani del mio (They Shall
Tremble Before Me) (Act I) (Verdi) Bari-
tone Solo in Italian Titta Ruffo
64396 Haidenroslein (Hedge Rose) Op. 3, No. 3 (Goethe-
Schubert) Mezzo-Soprano Solo in German with
piano accomp. by Coenraad V. Bos. .Julia Culp
NEW EDUCATIONAL RECORDS.
17623 What Shall He Have Who Killed the Deer, from
"As You Like It" (Shakespeare-H. R. Bishop)
(with brass sextet) Victor Male Quartet
Under the Greenwood Tree, from "As You Like
It" (Shapespeare-Dr. Arne) with Male Chorus
accomp. by wood wind instruments
Raymond Dixon
17624 Anvil Chorus, from "II Trovatore" (God of the
Nations) (Verdi) In English
Victor Male Chorus
Spring Flowers, from "Samson and Delilah"
(Saint-Saens) In English. .. .Women's Chorus
17625 1. Granddaddy Longlegs; 2. Touching; 3. Katydid
from "At Song Cycles Book No. 1 (W. Otto
Miessner) (Piano accomp.) Published by Sil-
ver, Burdett & Co.) Elsie Baker
1. Violets; 2. Sweet-Pea Ladies; 3. Poppies, from
"Songs of Child World" (Riley-Gaynor) with
piano, violin and flute accomp. .. Olive Kline
in
1"
12
12
10
12
12
12
12
10
12
12
10
in
10
10
10
10
10
10
10
10
NEW COLUMBIA DEPARTMENT
Opened in the Warerooms of the Tel-Electric
Co., 299 Fifth Avenue, This Week.
The new Columbia department in the Tel-Elec-
tric Co.'s warerooms at 299 Fifth avenue, New
York, opened last month, and judging from the in-
terest already being manifested in the Columbia
products by the store's patrons, this department
will be a marked success under the able manage-
ment of Charles F. Thayer. Five soundproof
demonstration rooms are perfectly appointed for
the convenience of customers, and the entire de-
partment is furnished in accord with the standards
befitting the location of the Tel-Electric Co. in the
heart of the city's high-grade shopping district.
J. C. ROUSH VISITS NEW YORK.
Pittsburgh Talking Machine Man an Ardent
Tennis Fan and Attends Cup Tournament.
Joseph C. Roush, of the Standard Talking Ma-
chine Co.., Pittsburgh, Pa., and ex-president of the
National Association of Talking Machine Jobbers,
was in New York several days recently attending
the International Tennis Tournament for the Davis
Cup, held on Long Island. Mr. Roush is a tennis
enthusiast and thoroughly enjoys the exciting game.
Before leaving for home he stated that conditions
irr the Pittsburgh district were encouraging and
that the talking machine trade particularly was in
excellent shape.
THE TALKING MACHINE WORLD.
Leading Jobbers of TalKing Machines in America
VICTOR JOBBERS Exclusively
What you want always in stock
427 Fifth Avenue )
27 W. 34th Street Wpw Ynrlf
563 Fifth Avenue | HCW I Ul l\
133 W. 42d Street )
1856
urn
1914
VICTOR
DISTRIBUTERS
VICTORS EXCLUSIVELY
We make a specialty of getting the order
out on time — every time.
The Rudolph Wurlitzer Co.
CINCINNATI and CHICAGO
1 wo points of supply; order from the nearer.
CHASE & WEST 0ES,0"wTES
Machines
Records
Cabinets
Victor
Everything
in stock all
the time.
WHOLESALE TO IOWA TRADE
Send us your name and address and we will mail you
postpaid complete illustrated catalogues, giving detailed
information concerning all Victor products. Showing the
various styles ol Victor Machines, list ol all Victor Records,
the entire line ol Victor Cabinets, Repair Parts and all V
cessorics. Dealers, let us help you build a Victor Business.
Edison
Pho
n d
O LIVER
D I T S O N
COMPANY
BOSTON,
Largeit VICTOR Talking
Machine Distributors East
of Chicago.
Creators oi "The Fastest Victor
Service." Let as tell you more
about our service.
W. J. DYER & BRO.
Saint Paul, Minn.
VICTOR & EDISON
Distributors
Quick Service for all points in the North-
west. Machines, Records, Supplies.
Southern Victor Dealers
• Largest Stock V1CTROLAS and RECORDS.
Prompt Shipment and Low Freight Rates.
WALTER D. MOSES & CO.
Oldest Music House in Virginia or North Carolina.
RICHMOND, VA.
PERSY B. WHITSIT L. M. WELLER
PERRY R. WHITSIT CO.,
213 South High Street. Columbus. Ohio.
■dlson inDDrilP Victor Talking
nographs ■ lllnhTllii Machine*
Raoorda UUUULIIU and Record.
Where Dealers May Secure
COLUMBIA
Product
Ready, Full Stocks, and Prompt Deliv-
eries from Convenient Shipping
Centers all over the United States.
Distributors
Atlanta, (in., Columbia Graphophone Co., 132
IVuolitrec St.
Ilultimori-, Mil.. Columbia 1 1 1 :i phopbono Co., 805-
307 North Howard St.
Blrminifhum. Alu.. Columbia <;rapliopbone Co.,
1818 Third Ave,
HoHtnn, Milan., Columbia Uraplioptionc Co., 174
Tn-iuont St.
lltiffulo. N. V., Columbia Cirapbophono Co., i>£i
Mala St.
Cblcuiro, III., Columbia Graphophone Co., 14 N.
Michigan At*.
Cincinnati. O., Columbia Graphophone Co., 117-
110 W. Fourth Ave.
Cleveland. O., Columbia Graphophone Co., 1375
Koclld Ave.
Dalian, Tex., .Southwestern Talking Machine Co.,
1101 Elm St. Columbia Hull<llng.
Denver. Colo., Columbia Stores Co., 505907 Six-
teenth St.
Detroit. Mich., Columbia Graphophone Co., 114
Droudway.
Hartford, Conn., Columbia Graphophone Co., 719
Main St.
I ml in mi |iol In, Inil.. Columbia Graphophone Co.,
27 ft. Pennsylvania St.
KaiiNiiM tit), Mo., Columbia Graphophone Co.,
1112 Grand Ave.
Lincoln. Nehr,, The GraXonola Company, 1030
O St.
1,1 vlliuxtoil. Mont.. Srheulxr DniK Co.
I. on Anxelea, ( as I .. Columbia Grnphophone Co.,
420-422 S. Uroudway.
Loillavllle, Ky„ Columbia Graphophone Co., 425
South Fourth St.
Milwaukee, Win., Albert G. Kunile. 015 Grand
Are.
MIiiiiciiiioIIn. Minn., Columbia Graphophone Co.,
434 Nicollet Ave.
New Haven. Conn., Columbia Graphophone Co.,
25 Church St.
New Orleans. Ln., Columbia Graphophone Co.,
033 Canal St.
New York City, Columbia Ornphophouo Co., S9
Chambers St.
riillnili'lplila, I'ii.. Pennsylvania Talking Mach.
Co., 1101) Chestnut St.
l'lttNlMirKli. I'll.. Columbia Graphophone Co., 810
ltessemer Hulldlng.
I'ortlanil, Me., Columbia Graphophone Co., 050
Congress St.
Portland, Ore., Columbia Graphophone Co., 371
Washington St.,; Ellers Music House.
Providence. H. I.. Columbia Gruphophone Co.,
119 Westminster St.
Itoeheater, N. Y.. Tbo Grafonola Compauy, 23
Clinton Are., South.
Sncrnmcnto. CaL, Kirk. Geary Sc Co.
Salt Lake City, Utah, Diiyn. 9-Iknbe Music Co.,
45 Main St.
San Francisco, Oil., Columbia Graphophone Co.,
834 Sutter St.
Seattle, AVaah., Columtils Gruphophone Co., 1311
First Ave.; Uiiers Music House, 3d and Univer-
sity Sts.
Spokane, Wauls.. Columbia Graphophone Co., SIS
Spragne Ave.
Snrinafleiil, Mass.. Columbia Graphophone Co.,
174 Worthlr.gton St
St. I.oniH. Mo., Columbia Graphophone Co., 1003
Olive St.
St. Paul, Minn., Columbia Gruphophone Co., 17
East Sixth St.
Tnmiia. Pin., Tampa Hardware Co.
Terre Haute, Intl., 040 Wabash Are.
Toledo. O., Columbia Graphophone Co., 229 Supe-
rior St.
Waishinuton, D. O, Columbia Graphophone Co.,
1210 G St., X. W.
DEALERS WAXTED— Exclusive selling rights
given where we are not actively represented.
Write for particulars to the Columbia Graphophone
Co., Wholesale Deportment, Wool-worth Building,
New York. .. ' ' '
Headquarters iot Canada:
Columbia Graphophone Co., 363-5-7 Sorauren Ave.
Toronto, Ont,
Every Jobber in this country should be
represented in this department. The cost
is slight and the advantage is great. Be sure
and have your card in the October List.
SERVICE FIRST
EXCLUSIVE VICTOR JOBBERS
WHOLESALE ONLY
Standard Talking Machine Co.
PITTSBURGH, PA.
SANGER BROTHERS
Dallas, Texas
VICTOR
Distributors
'We ship the same day."
Edison Phonograph Distributors
fdr the SOUTHWEST
All Foreign Records in Stock.
Houston Phonograph Co., h?exasn-
NEW ENGLAND
JOBBING HEADQUARTERS
EDISON AND VICTOR
Machines, Records and Supplies.
THE EASTERN TALKING MACHINE CO.
177 Tremont Street BOSTON. MASS.
PACIFIC COAST
TORS OF
Victor Talking Machines REcobOS
STEINWAY PIANOS-LYON & HKALY
"OWN MAKE" BAND INSTRUMENTS
Sherman f lav & f ft San r'randscn Portland
SUermdU, Lldy 0L Ul. 0aklan(t Los Angeles
The Chicago
Edison Jobber
The perfection of Musical
Instruments— THE EDISON
diamond disc PHONOGRAPH
—with EDISON double disc
records.
THE PERFECTION OF
SERVICE— Our Service.
The Perfection of adver-
tising for the dealer — Our
plan.
The Phonograph Company
229 So. Wabash Ave.
CHICAGO
THE TALKING MACHINE WORLD.
It's easy to sell the Edison Phono-
graph. The instrument is its own
best salesman. It tells its own
selling story with inevitable
conviction.
But don't forget that to meet the
desires of all sorts of customers
you must carry the full line of
Edisons.
INCORPORATED
59 Lakeside Ave., ORANGE, N. J.
VOL. X. No. lO.
SINGLE COPSES, lO CENTS
PER YEAR, ONE DOZ-S-AR
Published Each Month by Edward Lyman Bill at 373 Fourth Avenue, New York, October 15, 1914
HIS MASTERS VOICE
REG. U.S. PAT. OFF.
The best-known trade mark in the world
"The Victor talking machine's design, 'His Master's Voice/
has become a household word, and the quaint little fox ter at
attention before the horn is familiar to more Americans than any
of the world's great masterpieces "—Collier s Weekly.
Entered as second-class matter May 2, 1905, at the post office at New York, N. Y.( uncjer the act of Congrsws ®£ March
THE TALKING MACHINE WORLD.
INSTALLATION FOR THE AEOLIAN CO.
INSTALLATION FOR NEAL, CLARK & NEAL CO.
Unico Demonstrating Booths
WiU Sell MORE Player-Pianos
These booths are built on the Unit system; can be taken down and put up again in a
few hours; made in multiples of three feet, so you can enlarge or reduce your booths as
desired, and without labor charges. Every Unit is interchangeable.
Made in eight regular designs, and are both SOUNDPROOF and DUSTPROOF.
Woods furnished: Oak, Birch, Quartered Oak and Mahogany. Special finishes on order.
Unico Booths increase the sales of Talking Machines, Player-Pianos, Music Rolls and
records, for customers always buy better goods — and more goods— with artistic surroundings.
The cost of Unico Booths is less than you would pay in your own City, irrespective of
our Patent Construction and Superior Quality.
Tllli Ai:< H.I.W {'< IMl'ANV
What the Aeolian Co. says about
Unico Booths.
Illustrated Catalog and Prices
Mailed Upon Request
Just look at this partial list of high-grade houses
where Unico Demonstrating Booths are selling more
Player-Pianos.
Lyon & Healy
Rudolph Wurlitzer Co.
Frederick Piano Co.
Pease Piano Co.
Gimbel Brothers
John Wanamaker
Krell Piano Company
E. F. Droop & Sons Co.
Aeolian Company
Lyric Piano Company
Fulton Music Company
Humes Music Company
Clayton Piano Co.
Cunningham Piano Co.
R. H. Macy & Company
B. S. Porter & Son
Neal, Clark & Neal
The Aeolian Company
The Aeolian Company
Koerber-Brenner Co.
The Allen-Johnson Co.
Blackman Talking Machine Co.
D. S. Andrus
Stewart Bros.
Bloomingdale Bros.
Block & Kuhl Co.
Paul, Gale Greenwood Co.
Jas. McCreery & Co.
Linn & Scruggs Dry Goods Co.
Steger & Sons Piano Co.
Story & Clark Piano Co.
Chicago, 111.
Cincinnati, O.
Pittsburgh, Pa.
Brooklyn, N. Y.
New York City.
Philadelphia, Pa.
Cincinnati, O.
Baltimore, Md.
New York City.
Cincinnati, O.
Waterbury, Conn.
Columbus, Ga.
Salt Lake City.
Philadelphia, Pa.
New York City.
Lima, Ohio.
Buffalo, N. Y.
New York City.
Cincinnati, O.
St. Louis, Mo.
Eau Claire, Wis.
New York City.
Elmira, N. Y.
Columbus, Ohio.
New York City.
Peoria, 111.
Norfolk, Va.
New York City.
Decatur, 111.
Newark, N. J.
Chicago, 111.
Geo. W. Smith & Co.
Sloane Street and
Powelton Avenue
PHILADELPHIA
The Talking- Machine World
Vol 10. No. 10.
New York, October 15, 1914.
Price Ten Cents
METROPOLITAN PHONO CO. FORMED.
New Concern Takes Over the Retail Business
of Benj. Switky — Headed by Wm. S. Fin-
berg, President, and David Kahn, Secretary
and Treasurer — Business to Be Developed.
were also displayed in bulletin form. The com-
pleted display was perfect in every detail and well
deserving of the praise it received.
The Metropolitan Phono Co., Inc., recently or-
ganized and incorporated under the laws of New
York, formally took over the retail business of
Benjamin Switky, the Victor distributer at 9 West
Twenty-third street, New York, on October 5,
following Mr. Switky's announced intention of
confining himself to the wholesale business ex-
clusively in the future.
The officers of the new company are William S.
Finbcrg, president, and David Kahn, secretary and
treasurer. Mr. Kahn is already well known to the
trade, having joined the retail staff of Mr. Switky
about ten years ago as errand boy and working
up steadily to a position that represented what
was practically the management of the retail busi-
ness. His knowledge of the talking machine busi-
ness in general and the retail end in particular
should ensure his success in the new venture. Mr.
Finberg is a prominent real estate man and is
amply supplied with capital.
Mr. Kahn, who will look after the actual man-
agement of the business, will retain the present
staff of the store and also make several additions
necessary to the development of the business.
POMMER BUSINESS TRANSFERRED.
Ellas Marx Co. Takes Over Talking Machine
Business of A. J. Pomner Co., Sacramento.
(Special to The Talking Machine World.)
Sacramento, Cal., October 9. — The A. J. Pom-
mer Co., one of the largest talking machine .houses
in the interior of California, has just closed a deal
whereby its business is transferred to the Ellas
Marx Co., a leading piano house of this city. The
name of A. J. Pommer has for many years bsen
prominently identified with the piano and talking
machine business of California, the piano depart-
ment having been discontinued a few years ago;
while the Ellas Marx Co., whose standing is ma-
terially increased by this deal, is known as one of
the pioneers of the trade of central California.
THE OPERA IN THE HOME.
In Lieu of Its Presentation in the Opera House
Emphasized by the New York Talking Ma-
chine Co. — Clever Window Display, Based on
Cartoon, Attracts Wide Notice.
The New York Talking Machine Co., 81 Cham-
bers street, New York, Victor distributer, intro-
Grand Opera Window of New York Talki
duced recently a special window display which is
attracting the attention of all passers-by on Cham-
bers street. This display, which was conceived by
J. T. Owens,* of the company's staff, embodies a
number of timely attributes which give it unusual
distinctiveness.
The display is based on a cartoon which appeared
in a local newspaper entitled, "If the opera stars
can't come back in time — why not this at the Met-
ropolitan?" and showing the wooden figures of
Caruso, Scotti and Farrar standing in front of
talking machines with notes issuing from their
mouths, which in this drawing are the big ends of
the phonograph horns.
Mr. Owens decided that the opera "Mme. But-
terfly" would well carry out the idea of the cartoon,
and a cut-out display of an opera house was de-
signed with the evening's performance scheduled
as "Mme. Butterfly" and the appearing artists as
Caruso, Scotti, Farrar and Homer. . To carry out
the plan bulletin boards listing all 'the Victor rec-
ords from this popular opera were placed on either
side of the opera house and actual scenes from the
opera clipped from the Victor Book of Operas
FORESEES ENDOF DEPRESSION.
Optimism, John Wanamaker Says, Is Great
Need in the United States Now.
(Special to The Talking Machine World.)
Philadelphia, Pa.. October 8. — -John Wana-
maker expressed his firm belief that the present
business depression is only temporary in an address
at a luncheon at the St. James recently, attended
by members of the Walnut Street Business Asso-
ciation, Rotary Club and Merchants and Manufac-
turers' Association.
"Business is in a condition of unpleasantness, un-
healthfulness and fear," he said. "Our present
need is to discover the best way to get business on
to the double track of safety, out of the darkness
into light, to find a way for courageous feet and to
see a vision of returning good times.
"My great hope, in-
deed I may say my firm
belief to-day, is that this
condition is only tempo-
rary. We can shorten it,
and it is our duty not to
talk down but to talk up.
We must first get our-
selves in an optimistic
frame of mind, for the
man who is discouraged
can discourage the man
who is next to him. If a
man has health and
strength he has no right
going about with a long
face, as he only makes
things harder for himself
and for those about him.
ng Machine Co. "We have gone through
a hard time, but conditions that exist are here, and
are not simply the result of politics or of war in
Europe. The tariff has had a great deal to do
with the unrest, the mills closing because capital
cannot be had as usual.
"As for the income tax, it is good, sound sense
to make the rich men bring out their money, but it
touches all such as ourselves, for there is just that
much money less in circulation. I have no fault to
find. We elected splendid people who notified us
in advance what they would do. We are talking
now not of cause, but of effect.
"In all cities business men have been affected by
the present condition of banking capital. The Fed-
eral reserve act will work out great good. Money,
however, is like merchandise— the highest bidder
gets it."
The West Music House, one of the oldest
music houses in Joliet, 111., has recently remod-
eled its quarters to make room for new demon-
strating booths in the Victor talking machine
department. This branch of the business is
steadily expanding,
MOVED TO NEW QUARTERS.
Humes Music Company of Columbus, Ga., Now
Has One of the Finest Talking Machine De-
partments in South — Install Unico Booths.
(Special to The Talking Machine World.)
Columbus, Ga., October 6. — In moving from
their old location to their new store at 1032
Broad street, the Victor talking machine depart-
ment of Humes Music Co. has undergone quite a
change. In place of the improvised display room
in the back of the store it is now in the front of
the store and is equipped with two sound-proof
demonstration rooms of Unico construction.
C. C. Gibson formerly of Phillips & Crew Co.,
Atlanta, is in charge of this department and is
anticipating quite a large increase in business this
season.
COLUMBIA MANAGERIAL CHANGES.
Recent Changes and Transfers of Managers in
the Various Branches of the Columbia Co.
Throughout the Country.
The Columbia Graphophone Co. announced last
week a number of important changes concerning
the personnel of the managers of its various
branches throughout the country. It is interesting
to note in this connection that the company in
making the changes and transfers has followed its
successful policy of promoting the men who have
been in its employ for any length of time in
preference to securing the services of outsiders.
Frederick Dennison, manager of the Baltimore
headquarters of the Columbia Co. for several
years, has been placed in charge of the Detroit
branch, where he will be given a broader field for
development and expansion.
George A. Baker, assistant manager of the Co-
lumbia Co.'s wholesale establishment at 89 Cham-
bers street, New York, has-been promoted to the
management of the Baltimore store, an advance
that he well deserves.
Kenneth Johns, formerly manager of the De-
troit store, will join the Columbia Co.'s offices in
New York, occupying an important post.
T. D. Westervelt, formerly agency supervisor
of the Dictaphone division of the Columbia Co.,
has assumed charge of the Dictaphone business of
the Pennsylvania Talking Machine Co., Philadel-
phia, Pa.
T. L. McManus, a special salesman from the
executive offices of the Dictaphone department,
has been placed in charge of the Springfield,
Mass., branch of the Columbia Co.
VICTOR CO. TO BUV 2,000 BALES.
Orders Bale of Cotton Through Every Victor
Dealer in Cotton Belt — A Big Total.
(Special to The Talking Machine World.) .
Atlanta, Ga., October 9. — The "Buy-a-Bale-of
Cotton" movement Monday morning is given an-
other big boost by a purchase of 2,000 or more
bales at 10 cents a pound by the Victor Talking
Machine Co., of Camden.
The company will buy one bale through each
of its dealers in the cotton belt, and it has at least
2,000 dealers and probably more in this section.
The cotton is to be bought by the dealers direct
from farmers and is to be shipped to the com-
pany's warehouse in Philadelphia.
• The Elyea-Austell Co., of this city, which is
a Victor distributer here, and the wholesale rep-
resentative, made the announcement of the com-
pany's big purchase, which amounts to $100,000
or more. The purchase, in fact, is the direct re-
sult of solicitation on the part of the Elyea-
Austell Co. It took the "Buy-a-Bale" matter up
with the Victor Co. when the movement started
several weeks ago. It suggested that the Victor
Co. buy 250 bales, and the company responded by
buying 2,000 bales,
4
THE TALKING MACHINE WORLD.
PACIFIC COAST DEALERS PLACING LIBERAL ORDERS.
Jump in Wholesale Business Indicates Faith in Coming Holiday Season — Elaborate Colum-
bia Exhibit for Panama-Pacific Exposition — New Edison Shop Opens in San Francisco
— Encouraging News from the Interior — New Stores Recently Opened — News of Month.
(Special to The TalUing Machine World.)
San Francisco, Cal., October 3. — There has
been a notable wholesale movement of talking ma-
chines during the last few weeks. Dealers through-
out the country have been in the market for both
talking machines and records ; and the general ex-
pectation seems to be for a good lively fall and
winter trade. The orders have not as a rule been
particularly large; but they have been numerous
and have been restricted to no particular section of
the Coast territory. With the close of the harvest
season and the advent of money received from trie
sale of these, country retail business has also begun
to pick up. though the heavy selling in the country
will not come till a little later. City retail trade
is also showing signs of the regular fall activity,
and the general talk around the talking machine
departments is of the optimistic sort. The fact
that in practically all cases where there is any re-
modeling being done at the music houses there is
also an enlargement of the space allotted to talking
machines shows what the dealers are expecting of
the fall and holidays.
Planning for Elaborate Columbia Exhibit.
W. S. Gray, manager of the Pacific Coast terri-
tory for the Columbia Graphophone Co., reports a
good start made on the fall trade, the volume
of the business done to this date being somewhat
larger than for the same date last year. The open-
ing of new talking machine departments by music
dealers and others in the smaller cities and towns
of the Coast being more noticeable than usual. Mr.
Gray is now beginning to give some little thought
to the exhibit which the Columbia people will put
in at the Panama-Pacific Exposition. The expo-
sition buildings and grounds are now all complete
and ready for the installation of exhibits, and ex-
hibitors are beginning to work out their plans in
detail. A fine showing of Columbia machines and
records was made by the Wasserman-Gattmann
Co., of Sacramento, Cal, at the California State
Fair in that city last week.
Formal Opening of New Edison Shop.
The new Edison shop on Geary street has been
the big thing in the San Francisco talking machine
trade for the past two weeks. This store held its
formal opening on September 24, and on that day
and on each succeeding day has been offering
special concerts for the entertainment of visitors.
The new store and the daily concerts have been
given a liberal advertising-, running from half to
whole pages in the daily papers, and Manager
Jair.es S. Baley reports that results have been of
the most cheerful sort. On the opening day con-
certs succeeded each other almost without inter-
mission from 8.30 in the morning until 5 at night.
A total of more than ninety numbers were given.
Take Advantage of Los Angeles Fashion Show.
The Fall Fashion Show at Los Angeles during the
week of September 21-26 was utilized by the Los
Angeles music houses as a sort of fall opening for
the retail talking machine departments. Special
window displays *were made by nearly all the larger
stores. A number of the stores, including the Geo.
J. Birkel Co., the Wiley B. Allen Co., and the
Southern California Music Co., were given special
mention by the press in the write-ups of the Fashion
Show.
Remodeling Store in Santa Barbara.
The talking machine store of Ralph M. Paulin,
at Santa Barbara, Cal., is now in the midst of a
general remodeling and refitting. An artistic en-
trance has been put in connecting Mr. Paulin's
store with the piano store of the Brown Music Co.
New demonstration rooms have been added, and
the reception room has been refitted.
More Space for Eilers Department.
Manager Rothermel, of the talking machine de-
partment at the Eilers Music Co., San Francisco
store, has prevailed on the company to grant him
some valuable additional ground floor space in the
big Market street store. The growth of business
in his department and the prospects for a very busy
fall left the department a little short of demonscra-.
tion rooms. A special demonstration room for Edi-
son disc machines, has now been completed.
Adds Talker Department in Modesto, Cal.
H. Hinz, a well-known music man of Modesto,
Cal., who has been in business in that county for
many years, has now added a talking machine de-
partment to his store. In this, he has associated
himself with J. J". Morgan, of San Francisco, who
was formerly manager of the talking machine de-
partment of the Emporium department store.
Preparing for Big Season in San Diego.
The San Diego store of the Southern California
Music Co., is preparing for a big season in the
talking machine department, partly as a result of
the near-by opening of the Panama-California Ex-
position in that city, and partly as a result of nat-
ural growth. Arrangements are being made to
handle additional business. The management of
the San Diego store has now been placed in chaige
of Leonard Newton, for several years manager of
the talking machine end of the Los Angeles store.
Mr. Newton took up his new work about the
middle of September.
New Department in Visalia, Cal.
A complete talking machine department will be
installed in the new music store of the Wiley B.
Allen Co., at Visalia, Cal. A good location has
been secured on North Court street. T. F. Sibley,
of. Visalia, will be in charge of the store, the special
talking machine man having not yet been selected.
Clark Wise & Co. Expand.
Clark Wise, of Clark Wise & Co., Geary street
dealers, say that they have again found it necessary
to take additional space for their talking machine
department. Some additional demonstration rooms
have been added in preparation for the normal fall
increase in business.
Increases Stock of Edison Products.
The Curtis & Henkle Drug Co., of San Jose,
Cal., has expanded its talking machine department
and is now carrying a larger stock of Edison
machines and records than ever before. Arrange-
ments have been made to get in shipments of new
Edison records each week.
New Stores and Changes.
L. C. Ackley, of San Fernando, Cal., has se-
cured a new location, which is now being put in
shape. He expects to get moved within a couple
of weeks.
W. D. Evans, of Antioch, Cal., will shortly or-
ganize the Contra Costa Music Co., to take over his
business with the idea of doing a little expanding.
R. Hosmer has opened at Berkeley, Cal., with a
line of talking machines and other musical goods.
The Burditt Piano Co., which opened a music
store at Pomona, Cal., a few weeks ago, has put
in a complete line of Columbia machines, and is
preparing to give this line a good representation
during the fall and winter.
A. L. Gardner, of Bakersfield, Cal., was a trade
visitor in San Francisco a couple of weeks ago.
DEALERS' ASSOCIATION TO MEET.
J. G. Bremner, president of the Eastern Talking
Machine Dealers' Association, states that, with
the opening of fall, the regular meetings «f
that body will be resumed for the discussion of
various trade questions. The date of the first fall
meeting has not yet been announced, but will be
decided upon soon.
An American Consul in England reports a com-
pany in his locality desirous of securing names
of American manufacturers of talking machine
motors and fittings. Manufacturers wishing ' to
communicate with this company should address the
Bureau of Foreign and Domestic Commerce, De-
partment of Commerce, Washington, D. C, re-
ferring to Foreign Trade Opportunity No. 13739.
The Success of Your Talking Machine Department
Is to a large extent dependent upon the service your distributor gives you.
This admitted makes it important that you secure the best service obtainable.
AND THAT IS EASTERN SERVICE
To use it is to swear By it not At it.
May we not have the opportunity to convince you that our service is exceptional?
EASTERN TALKING MACHINE COMPANY
177 TREMONT STREET, BOSTON, MASS.
EDISON
FOR NINETEEN YEARS TALKING MACHINES EXCLUSIVELY
VICTOR
Victrola XI, $100
Mahogany or oak
Victrola IX, $50
Mahogany or oak
Victrola XVI, $200
Mahogany or oak
"Will there be a Victrola in your home this Christmas?"
This important question will confront the people of the whole country right on
until Christmas.
It is the key-note of our nation-wide holiday advertising campaign, and its force will send
thousands of customers into the stores of Victor dealers everywhere.
It will help to make this the biggest holiday season you ever had — even ahead of the
phenomenal business of last Christmas.
Victor Talking Machine Co., Camden, N. J., U. S. A.
Berliner Gramophone Co., Montreal, Canadian Distributors.
Always use Victor Machines with Victor Records and Victor Needles —
the combination. There is no other way to get the unequaled Victor tone.
Albany, N. Y Finch & Hahn.
Altoona, Pa W. F. Frederick Piano Co.
Atlanta, Ga Elyea-Austell Co.
Phillips & Crew Co.
Austin, Tex The Talking Machine Co., of
Texas.
Baltimore, Md Cohen & Hughes, Inc.
E. F. Droop & Sons Co.
H. R. Eisenbrandt Sons.
Bangor, Me Andrews Music House Co.
Birmingham, Ala Talking Machine Co.
Boston, Mass Oliver Ditson Co.
The Eastern Talking Machine
Co.
M. Steinert & Sons Co.
Brooklyn, N. Y ..American Talking Machine Co.
Buffalo, N. Y W. D. Andrews.
Neal, Clark & Neal Co.
Burlington, Vt American Phonograph Co.
Butte, Mont Orton Brothers.
Chicago, III Lyon & Healy.
The Talking Machine Co.
The Rudolph Wurlitzer Co.
Cincinnati, O The Rudolph Wurlitzer Co.
Cleveland, O The W. H. Buescher & Sons Co.
The Collister & Sayle Co.
The Eclipse Musical Co.
Columbus, O Perry B. Whitsit Co.
Dallas, Tex Sanger Bros.
Denver, Colo The Hext Music Co.
The Knight-Campbell Music Co.
Des Moines, la Chase & West Talking Mach. Co
Mickel Bros Co.
Victor Distributors
Detroit, Mich Grinnell Bros.
Elmlra, N. Y Elmira Arms Co.
El Paso, Tex W. G. Walz Co.
Galveston, Tex Thos. Goggan & Bros.
Honolulu, T. H Bergstrom Music Co., Ltd.
Indianapolis, Ind Stewart Talking Machine Co.
Jacksonville, Fla Florida Talking Machine Co.
Kansas City, Mo J. W. Jenkins Sons Music Co.
Schmelzer Arms Co.
Lincoln, Neb Ross P. Curtice Co.
Little Rock, Ark O. K. Houck Piano Co.
Los Angeles, Cal Sherman, Clay & Co.
Louisville, Ky Montenegro-Riehm Music Co.
Memphis, Tenn O. K. Houck Piano Co.
Milwaukee, Wis Badger Talking Machine Co.
Mobile, Ala Wm. H. Reynolds.
Montreal, Can Berliner Gramophone Co., Ltd.
Nashville, Tenn O. K. Houck Piano Co.
Newark, N. J Price Talking Machine Co.
New Haven, Conn .... Henry Horton.
New Orleans, La Philip Werlein, Ltd.
New York, N. Y Blackman Talking Machine Co.
Emanuel Blout
C. Bruno & Son, Inc.
I. Davega, Jr., Inc.
S. B. Davega Co.
Chas. H. Ditson & Co.
Landay Brothers, Inc.
New York Talking Machine Co.
Ormes Inc.
Silas E. Pearsall Co.
Benj. Switky.
Omaha, Neb Nebraska Cycle Co.
A. Hospe Company.
Peoria, III -....Putnam-Page Co., Inc.
Philadelphia, Pa Louis Buehn.
C. J. Heppe & Son.
Penn Phonograph Co., Inc.
The Talking Machine Co.
H. A. Weymann & Son, Inc.
Pittsburgh, Pa C. C. Mellor Co., Ltd.
Standard Talking Machine Co.
Portland, Me Cressey & Allen, Inc.
Portland, Ore Sherman, Clay & Co.
Richmond, Va The Corley Co., Inc.
W. D. Moses & Co.
Rochester, N. Y E. J. Chapman.
The Talking Machine Co.
Salt Lake City, Utah Consolidated Music Co.
San Antonio, Tex.... Thos. Goggan & Bros.
San Francisco, Cal. ... Sherman, Clay & Co.
Savannah, Ga Phillips & Crew Co.
Seattle, Wash Sherman, Clay & Co.
Sioux Fails, S. D .... Talking Machine Exchange.
Spokane, Wash Sherman, Clay & Co.
St. Louis, Mo Koerber-Brenner Music Co.
St. Paul, Minn W. J. Dyer & Bro.
Syracuse, N. Y W. D. Andrews Co.
Toledo, O ..The Whitney & Currier Co.
Washington, D. C... Robert C. Rogers Co.
E. F. Droop & Sons.
6
THE TALKING MACHINE WORLD.
Famous Record Albums
AT VERY LOW PRICES TO MEET COMPETITION
These Record Albums will Pay for Themselves in a short Time by Preserving Records.
When Full the Albums are Flat and Even Like Books. They will Fit in a Library
Cabinet or Book Case, or They will Lie Flat on One Another.
. For Durability, Artistic
Design and Finish, our
Albums have no equal.
They are made in the
most substantial manner
by skilled workman. We
sell our Superb Albums
at big discounts to meet
competition. Shall we
send samples and quote
our very low prices ?
DISC RECORD ALBUMS
ARE WHAT EVERY
Talking Machine Owner
MUST NOW HAVE
With the index they
make a complete system
for filing away all disc
Records, and can be add-
ed to, Album by Album,
as Records accumulate,
like books in a library.
THESE ALBUMS ARE THE BEST FOR VICTOR, EDISON,
COLUMBIA AND ALL OTHER DISC RECORDS
Write for samples of our Albums, which are superior to all others
Address NATIONAL PUBLISHING CO., 235 South American St., Philadelphia, Pa.
ACTIVITY IN TWIN CITY TRADE.
Minnesota Phonograph Co. Opens Store in St.
Paul — Jobbers Report Heavy Demand for
Machines and Records — Talking Machine
Co. Giving Recitals — General News.
(Special to The Talking Machine World.)
Minneapolis and St. Paul, Minn., October 5. —
A new store opened last week in St. Paul under
the name of the Minnesota Phonograph Co. in the
triangle building at Sixth and St. Peter streets.
With fronts on three streets and in the heart of a
section that many students believe will be the com-
ing shopping district of St. Paul, the store is well
located for good business. William Lucker, the
manager, states that more than $5,000 has been ex-
pended in the demonstration booths and other
phonograph equipment, and the appearance fully
bears out the statement. While the store already
is occupied, it is not wholly completed and the
formal opening has been deferred. Edison phono-
graphs and Victor talking machines will be handled
on a large scale in this new place.
Victrola business is booming not only in Min-
neapolis and St. Paul, but throughout the entire
country, for which the Twin Cities are the job-
bing center. These houses know nothing about
war except that it brings them additional demand
for patriotic music records. There are ten Victor
stores in the two cities and all without exception
report their September business as the best ever.
The Talking Machine Co., Archie Matheis, man-
ager, inaugurated Thursday night a series of
weekly recitals. The plan which was tried last
season proved so attractive that it was resumed
again for the present season. The store was filled
to its utmost and the recitals will now be a regular
event until next summer. Mr. Matheis has pub-
lished a prospectus of his line which is' an attract-
ive little volume in every way. There was good
business since September opened, and things look
inviting for a good fall trade, A new crosstown
car line on Eleventh street .is likely to bring a
great deal of additional trade to upper Nicollet
avenue, and the Talking Machine Shop will be in
line for its share.
Work is being rushed on the new Minneapolis
store of the Minnesota Phonograph Co. at 512
Nicollet avenue. The opening is set for October
20. Manager Laurence H. Lucker is now in the
East, meaning Orange, N. J., to get additional
stock for the new shop. The old store at 515
Marquette avenue will be retained for general' office
and storage purposes, but it is proposed to make
the new place the chief retail store, although it ■
virtually will be a branch of the business. In cast-
ing up its records the other day it was found
that thirty-two pianos and three players had been
taken in exchange for Edison phonographs during
the present year. The cylinder machines still sell
readily, but the people of means want the disc.
George W. Lyle, general manager of the Colum-
bia Graphophone Co., visited the Minneapolis and
St. Paul stores Saturday, October 3, and is believed
to have found business moving briskly.
CONDITIONS IN THE SOUTH
Are Not as Favorable in a Business Way as
They Ought to Be Owing to the Farmers
Being Unable to Realize on Their Cotton,
Says E. N. Upshaw of the Elyea-Austell Co.
— Approves of World Editorial.
DANCING EXHIBITION ATTRACTS
In Los Angeles, Where the Southern California
Music Co. Has Been Utilizing the Victrola
to Furnish Music for Two Prominent Artists.
(Special to The Talking Machine World.)
Los Angeles, Cal., October 5.— The Southern
California Music Co., of this city, live-wire Victor
dealer, has been utilizing the Victrola to furnish
music for two prominent dancers who have been
giving exhibitions in its store. These dancers,
Miss Norma Gould, assisted by Erwin Volze, have
been rendering interpretations of the latest dances
to the music of a Victrola with signal success. The
exhibitions have attracted crowds to the company's
store, and the large attendance was so gratifying
that the company has decided to give instructions
and demonstrations twice a week to which the
public are invited to participate,
E. N. Upshaw, of the Victor department of tha
Elyea-Austell Co., of Atlanta, Ga., writes the editor
of The Talking Machine World under date of
September 20 as follows :
"I?ear Sir : — We wish to express our approval
of your editorial in the current issue of The
World regarding the fallacy of the idea of armed
peace. It strikes the writer as quite a coincidence
that only last Sunday he heard one of the leading
ministers of the city in his sermon use almost
identically the same words in regard to this prop-
osition as your editorial uses.
"We consider that the demands of business men
and commerce in general will do more to promote
world peace than any other one thing. Even now
there is talk of the bankers and moneyed men of
Germany bringing pressure to bear upon the Em-
peror to force him into discussing terms of peace
with the other nations.
"General conditions throughout the South are
pretty much at a standstill owing to' the fact that '
so far we have been unable to market our cotton.
The 'buy-a-bale-of-cotton' movement proposition
has done much to restore confidence, and very
likely by the time you go to press again the South
will be running along at least under normal condi
tions. Business is holding up to just about what
it was last September, and if the South can only
realize on its cotton we will finish the fall with a
very decided increase over last fall: The South is.
hit harder on account of the war than any other
section, owing to the closing down of the numerous
cotton mills in Europe, the Stock Exchange and
the tightening up of money which prevents the
disposing of its. cotton at any price whatever,"
THE TALKING MACHINE WORLD.
7
Victrola IV, $15 Victrola VI, $25 Victrola VIII, $40 Victrola IX, $50
Oak Oak Oak Mahogany or oak
"Will there be a Victrola in
your home this Chris tmas?"
That is the question being put before the entire
country in the extensive Victor advertising.
That is the question which is going to be settled in
thousands of homes — and settled to your satisfaction.
That is the question which will help to make a new
high record for Victor Christmas business.
So don't lose sight of the value to you of the Victor
holiday advertising and "Will there be a Victrola in your
home this Christmas ?"
Victor Talking Machine Co.
Camden, N. J., U. S. A.
Berliner Gramophone Co., Montreal, Canadian Distributors.
Always use Victor Machines with Victor Records and
Victor Needles — the combination. There is no other
way to get the unequaled Victor tone.
8
THE TALKING MACHINE WORLD.
WINDOW TRIMMING FOR TALKING MACHINE DEALERS.
Ellis Hansen, the Weil-Known Expert and Display Manager of the Wurlitzer Co., Chicago,
Says That Window Display Is the Best and Cheapest Kind of Advertising — Getting
"News Value" in Window Trims — Taking Advantage of Fads and Seasons for Display.
It was left to the youngest and, perhaps, the
most progressive branch of the music trade, the
talking machine dealer, to fully understand the
great advertising value of the show window. It
is now generally realized that a well-dressed
window display is the best and cheapest adver-
tising medium at a retail dealer's command. It
has grown steadily and artistically until to-day it
overshadows in importance almost any other kind
of advertising. A successful display must not
only attract attention, but be pleasing and effi-
cient. Anything unusual will stop people, but un-
less it makes friends and sells goods, it is not a
successful display.
The talking machine dealers are fortunate in
having an article that is particularly well suited
for a successful window display. Talking ma-
chines and records' are very suggestive. There is
always "something doing.' Its close connection
with people in the public eye makes it not only
possible, but easy, to get that quality that news-
paper men call "news value" into a "talker"
trim. '
Taking Advantage of Concert Tours.
To illustrate my point: Take the concert tours
of famous musical artists. Weeks before the ar-
tist arrives in your city the local paper contains
not only advertisements, but pictures and articles
about the concert. This is your chance to make
grateful hearts the joy and happiness contributed
by the famous composers of our sister nations
throughout the world. To all European countries
we extend our sincerest good fellowship along
concentrate your mind on the subject and have
a definite idea of the message you expect to convey.
It is not always beauty alone that counts, but the
idea that is behind the display. To illustrate
this, study picture Fig. 1. In this display I wished
to bring out strongly the wonderful versatility
of the Victrola. In the show window was placed a
collection of practically every modern musical in-
strument from a grand piano to a piccolo — harp,
violins,^ 'cellos, trombones, cornets, clarinets,
saxaphone, flute, bells, chimes, banjo, mandolin,
Fig. 1 — A Striking Window Embracing a General Line of Musical Instruments.
with our expressions of neutrality, fairness,
friendship and, in the undying words of our im-
mortal Lincoln, 'With charity for all and malice
towards none.' "
Two American flags should be draped on either
Fig. 2 — Window Especially Devoted to
an effective display with the records of the ar-
tist. A large picture and a show card in connec-
tion with the records, plus the publicity in your
city papers will add a great deal of additional
interest in your display, and, no doubt, result in
increased sales of that artist's records. The only
expense a display of this sort will entail is the
cost of the picture and sign work.
News and Patriotism.
Another example of "news value" : Some
weeks ago President Wilson sent an appeal to
the American people to be strictly neutral and
careful in expressing opinions of the war in Eu-
rope on account of the many foreigners that
have made this country their home. This gave
me the idea for an unusual display. Make two
or three steps or shelves in your - window and
arrange as many foreign records as there are
nations in Europe on the steps. Get small Eu-
ropean flags corresponding to the records (these
can be purchased in department stores at 5 or 10
cents each). Have a sign made in the shape of
an American shield and fasten to this the record
of "The Star Spangled Banner." Have the fol-
lowing copy under the American record :
"All true Americans celebrated the one hun-
dredth anniversary of
" 'The Star Spangled Banner,'
"written by Francis Scott Key, September 14.
-1814. 1914
"'The land of the free' also remembers with
Swedish, Danish, Norwegian and Finnish Records
side of the American sign and the small flags
should be arranged with each foreign record. A
display of this sort at the proper time will not
only make people acquainted with the fact that
you sell foreign records but also create a lot of
talk about your store.
How to Make an Interesting Display.
To make an interesting display you must first
zither, accordeon, and many other instruments.
With each instrument was a Victor record made
by some celebrated artist on that particular in-
strument. Fifteen vocal records headed by Caru-
so and Melba and with pictures of each singer
were also used in the display. Con-
nected with each record and instru-
ment was a ribbon that extended to
a Victrola in the background. The
only show card read : " and
the Victrola contains them all." The
display demonstrated the point so
clearly that it attracted a great deal
of attention.
Foreign Record Display (Fig. 2).
This display was put in recently
to advertise the new Swedish, Dan-
ish, Norwegian and Finnish records
used by the Victor Co. Hence the
Viking ships were used. These were
cut from heavy cardboard and
painted so that they stood out in
strong relief. A row of overlapping
records was placed along the side
of each ship in imitation of the
warriors' shields that are always
shown in pictures placed this way.
On the sails of the first ship was written, "New
Victor Records from the land of the Vikings." On
the second ship, "Victor Records in Twenty-six
Languages." Notice the sea gulls flying in the di-
rection of the ships. These were painted on card-
board, cut out and extended by threads. The display
was considered very picturesque.
(Continued on page 9.)
Fig. 3 — Utilizing Effective Publicity for Effective Window Display.
THE TALKING MACHINE WORLD.
All the way from the announcement on
the front cover to the new Columbia
Grafonola "Leader" on the back, the
Columbia Record Supplement for
November is as sure a money-maker as
the mint.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Wool vv or Ui Building, New York
An Effective Dance Display.
In the dance display (Fig. 3) I have made
use of the Victor Co.'s advertisements. For some
time the Victor Co. has featured Mr. and Mrs.
Castle in the daily papers, illustrating the differ-
ent dance steps introduced by these clever dan-
cers. These dance pictures gave me the idea
for this display. The background consisted ot
a large gate well adapted for window dis-
play purpose, from a classic Italian design, and
made of heavy cardboard, reinforced at the back
with wooden strips so as to be self-supporting.
It was colored by airbrush and stood out in
strong relief. This gate, which I have named
"The Prunella," may now be obtained in Chicago
by dealers for window trims. The life-sized
figures of the Castles were made from photo-
graphs enlarged to the proper size by the "solar
print" process and tinted in natural colors. On
the bottom of the figures were signs with the
names of the dances: Tango, Hesitation and
Maxixe. The lanterns in American colors were
obtained in a 10-cent store. The copy of the
sign in the center read as follows : "After your
vacation. Go on with the dance. The great ex-
ponents of modern dancing, Mr. and Mrs. Ver-
non Castle, now supervise the making of Victor
dance records. Come in and get illustrated in-
struction book, 'How to Dance the One-Step,
Hesitation and Tango,' with our compliments —
Wurlitzer."
Ten dance records and two fine Victrolas com-
pleted the display — one of the most effective I
have ever designed. It certainly seems easy for
Victor dealers to get ideas for displays. The
splendid and high-class pictorial advertising done
by the Victor Co. offers new and timely sugges-
tions to the wide-awake dealer. The Voice of
the Victor, their house paper, has contained for
the last few months a number of well-written
illustrated articles on how to get up inexpensive
window displays. Full information about Victor
artists' concert tours and many other useful hints
for Victor display purposes are printed, so there
seems no excuse for Victor dealers not to have
what, in my opinion, is the greatest aid to a
dealer, well-dressed and interesting show win-
dows.
Displays for National Holidays.
Decorate your windows on all national holi-
days. A few American flags and appropriate
records on such occasions are always in good
taste. No other flag lends itself better for decor-
ative treatment than the Stars and Stripes.
It is a good plan to have a list of special dis-
play occasions and then get busy two weeks be-
fore the date of the display. It is rather un-
pleasant to be reminded of a display date in your
competitor's window. I would suggest the fol-
lowing list :
Opening day of new records, Washington's
Birthday display, Valentine display, St. Patrick's
Day display, Easter, Decoration Day, Fourth of
July, Vacation display, School record display,
Opening of grand opera, Thanksgiving display,
and Christmas display.
There is, however, one rule that should never
be lost sight of and that is that whenever you
use window effects such as flags, flowers, ribbons,
and all those things which the holiday season
gives an excuse for, always remember that after
all these are to be used only as a means of
attracting attention to the goods. They must
not be permitted in any^ possible way to over-
shadow or obscure the goods you have for sale.
Price Tickets and Show Cards.
Some dealers refuse to put price tickets on
their instruments. There really seems to be no
sound reason for not using a neat, well-written
price card. Men, especially, like to see prices
on goods before entering a store. I consider
price tickets as one of the things that make1 a
display interesting. Nearly all newspaper ads
contain prices. Why not the show window?
Use good sign work. It does not pay to spoil
an otherwise well-dressed window to save a few
cents and get a cheap looking display. If you
use a number of show cards have the general
appearance of them alike no matter if the sizes
differ. In wording show cards use the simplest
and most direct language at your command. Be
brief and to the point, and don't get your facts
complicated with big words. Avoid slang and
poetry. The science of window trimming consists
not alone in attracting the attention of those with
whom a dealer wishes to do business, but in at-
tracting pleasantly and in making a favorable
impression.
"BUY=A=BALE=OF=COTTON."
The "Buy-a-Bale-of-Cotton" plan has met with
generous response all over the country, and with-
out doubt this move will have a beneficial effect
upon trade conditions in the South.
To our several friends in the South who have
written urging our support of the movement we
would say that the editor of The World pur-
chased his bale of cotton by wire from J. N.
Swanson, of the Houston Talking Machine Co.,
Houston, Tex.
rThe DITSON Pledge,
is to see that our clientele has a better service than ever — setting a new standard in
Victor jobbing deliveries. The demands of alert Victor dealers — the kind that grow
— are many and varied, and we furnish the "first-aid" in every instance.
We believe this year's Victor business will be of tremendous proportions, and it will
pay you to have
The Fastest Victor Service
which is a requisite in this hustling age. We possess the largest stocks, the best organi-
zation and most up-to-date equipment in the Eastern half of the country.
This covers Victor machines, records and supplies of every kind.
Will you let us tell you more about Ditson co-operation? A postal gets this
information !
•■OLIVER DITSON CO., Boston, Mass.J
10
THE TALKING MACHINE WORLD.
NOTE THE NEW ADDRESS:
CARLISLE BUILDING, 19-25 E. 24th ST., NEW YORK, N. Y.
BENJ. SWITKY
NOW IS
The Only "ONLY" Victor Distributor
IN NEW YORK
$ Victor ONLY %
>M Wholesale ONLY W
Several Distributors handle the Victor line ONLY. One Distributor
sells wholesale ONLY. But BENJ. SWITKY is the ONLY Distributor
who combines both qualifications.
We sell wholesale ONLY, and handle nothing besides
Victor Talking Machines, Records, and Supplies!
BENJ. SWITKY - - VICTOR SPECIALIST
• CARLISLE BUILDING, 19-25 E. 24th STREET, NEW YORK, N. Y.
Telephone Madison Square 7531-7532.
THE TALKING MACHINE WORLD.
11
NOTE THE NEW ADDRESS:
CARLISLE BUILDING, 19-25 E. 24th ST., NEW YORK, N. Y.
BENJ. SWITKY'S
New Policy Appeals to YOU, Mr. Dealer !
Appreciation of your liberal patronage, a desire to merit your continued
good-will, and further proof of our friendship for you, prompt us to
cease being your competitor in the retail field.
if \
§ We Compete ^
% With Jobbers
* ONLY £
£
You are cordially invited to visit our New Quarters. They are spacious,
up-to-date, accessible — in fact, selected for speed and comfort.
Come! Let us talk over your plans
for a successful business this season.
BENJ. SWITKY - - VICTOR SPECIALIST
CARLISLE BUILDING, 19-25 E. 24th STREET, NEW YORK, N. Y.
Telephone Madison Square 7531-7532.
12
THE TALKING MACHINE WORLD.
SHERATON
Model A290, Ma-
hogany, Inlaid
Marquetry,
$290.00
LOUIS XV
Model A425, Cir-
cassian Walnut,
$425.00
Model A375, Ma-
hogany, $375.00
Spell Binding and Sales Binding
You do not have to be an orator to sell
the Edison Phonograph. It contains in
itself all the eloquence needed to con-
vince the customer that here is the mu-
sical instrument which he must have
for his own.
Dealers who handle the full Edison line
will tell you that the Edison Phonograph
is easy to sell because it is so easy to listen
to. The minute you begin to play an
Edison Phonograph for a customer the
Edison inventions and all that the name
Edison means in the phonograph world,
are at work to bind your sale.
Thomas A. Edison, Inc.,
Model A250, Ma-
hogany and
Oak, $250.00
Model A150, Ma-
hogany and
Oak, $150.00
THE TALKING MACHINE WORLD.
13
LOUIS XVI
Model A450, Cir-
cassian Walnut,
$450.00
Model A400, Ma-
hogany, $400.00
SHERATON
Model A275, Ma-
hogany, Inlaid
Plain, $275.00
There's the fact that the Edison repro-
duces those elusive overtones that the
others miss. There's the tremendous ad-
vantage of the permanent point that ends
at once all needle troubles. There's the
steady pitch that comes from the smooth-
running motor, the indestructibility of
the records, the beauty of the cabinets,
all working on the customer's buying
instinct for your profit.
So much the Edison does for itself. But
when it has won conviction then comes
your part of the sale. You must be ready
to supply the convinced customer with
the type of Edison that best suits his
needs. And to do this you must carry
the full Edison line, otherwise you will
be forced to watch his conviction of
Edison superiorities find its proof in
some other store.
59 Lakeside Ave,, Orange, N. J.
Model A200, Ma-
hogany and
Oak, $200.00
Model A300, Cir-
cassian Walnut,
$300.00
14
THE TALKING MACHINE WORLD.
JSJ
makers £)
sellers cf
talkingr
WQP
LJ
EDWARD LYMAN BILL, - - - Editor and Proprietor.
J. B. SPILLANE, Managing Editor.
Trade Representatives: Glad. Henderson, C. Chace, L. E. Bowers, B. Brittain Wilson,
A. J. Nicklin, August J. Timpe, L» M. Robinson.
Boston: John H. Wilson, 324 Washington Street.
Chicago Oil ice : K. F. Van Harlingen, Consumers' Building, 220 South State Street.
Henry S. Kingwill, Associate. Telephone, Wabash 5774.
ondon. Eng., Olllce : 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Manager.
Representatives lor Germany and Austria: Verlag Nec Sin it, Berlin C. 19, Ross-Strasse 6,
Germany. Geo. Rothgiesser, Director.
The Talking Machine World has regular correspondents located in all of the prin-
cipal cities throughout America.
Published the 15th of every month at 373 Fourth Ave., New York.
SUBSCRIPTION (including postage), United States, Mexico, $1.00 per Year; Canada,
$1.25; all other countries, $1.75.
ADVERTISEMENTS: $3.00 per inch, single column, per insertion. On quarterly or yearly
contracts a special discount is allowed. Advertising pages, $100.00.
REMITTANCES: should be made payable to Edward Lyman Bill by check or Post Office
Money Order.
*®" NOTICE TO ADVERTISERS. — Advertising copy should
reach this office by the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.
Long Distance Telephones — Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.
NEW YORK, OCTOBER 15, 1914.
EVERY business man should see to it that he is contributing
to the best of his ability to the maintenance of trade stability.
Business expansion can be accomplished when there is strength and
concentrated power behind the move.
Most of our troubles are largely mental, and if men permit
themselves to get into a frame of mind so that they indulge in pes-
simistic thoughts over business, there are ninety-nine chances out of
every hundred that they will succeed in undermining their trade
opportunity. A pessimistic condition of the mind foredooms men
to defeat. They start in handicapped, and they stand no show of
winning the race against an optimistic competitor.
We should have faith in the business future, and faith in this
country's ability to meet all demands made upon it from every part
of the world — faith in its ability to produce prosperity for a hun-
dred million Americans.
The attention of our people is perhaps too much diverted to
the European war, when it should be directed to the development
of our own business affairs.
Through the concerted action of American business men the
benumbing conditions which followed the first declaration of war
is gradually being overcome and the alert Americans, manufactur-
ers and merchants are forming a line which cannot be easily turned
backward by any outside competitive forces. They are awakening
to the unparalleled business opportunities that are now knocking —
yes, pounding— at their doors.
T T is but natural that our people should have been somewhat dazed
x by the sudden outbreak of events which were considered im-
possible in Europe and that their business affairs should have
seemed for the moment commonplace and unimportant.
The quick and rapid events of the war have held them trans-
fixed, as it were, but it is high time that business men should break
away from war influences.
Most men realize the great part that Americans play in this
greatest of all world battles — the role of readjusters, builders, cre-
ators of the conditions that are to rule in the'days to come.
When the end of this last great war comes, and the roll-call is
again read at the workshops, a million — yes, perhaps many more —
will be missing, and for these the call of the unfinished tasks will
be sounded no more through the long courses of the sun ! The
world needs workers to take up their tasks — workers to carry for-
ward the banners of service. Therefore, Americans should see to
it that they heed the imperative call to duty in the industrial cam-
paigns which must again build up the fabric of civilization.
With our magnificent resources, the opportunities which are
opening before us become incalculably vast, and the live American
manufacturer will seek to make the best use of the commercial op-
portunities offered by the present European situation, by wedging
his way into the various markets of the world.
T N the meantime we should attend '.o those duties which lie near-
J. est to us and keep away as much as possible from war influ-
ences and discussions.
The other day the story was told us of a talking machine sales-
man who had a number of excellent prospects in the morning, and
he lost everyone of them by commencing to discuss the war situa-
tion with his callers. It is needless to say that he was retired, and
his example should be a warning to other salesmen. When a cus-
tomer comes into a talking machine wareroom it is not for the pur-
pose of discussing the various phases of the European war, and
the minute a discussion is entered upon interest is lost in the product
which the party came in to see. Then, as the argument continues,
it may be that the tactless salesman will develop a feeling far from
pleasant in the mind of the caller.
It is so easy to ruin sales and so difficult to make them that
it would not be a bad plan if managers put in force a rigid rule in
which the salesmen were forbidden absolutely to discuss war with-
in the warerooms. We know of one establishment that has adopted
this plan, and to our personal knowledge it has been carried out
rigidly. The invariable reply of every salesman to an invitation
of a caller to discuss war conditions was : "We are neutral here.
We cannot discuss war conditions." It is a very excellent plan and
one which is liable not only to make friends, but make business, and
just now every trade organization is interested in adding to its
business profits.
THIS is harvest time and the business harvest should be good,
and it- can be if the talking machine men work with the
object in view of creating a hopeful and confident feeling in regard
to business.
The cultivation of economy is not at all times good. It means
restriction all along the line. We mean by that, rigid economy.
Conservatism, of course, is always wise, but to cultivate in the broad-
est possible manner the saving idea, by giving advice to people to
use extraordinary care in their expenditures, means nothing less
than the curtailment of business. If we could cultivate the well-
balanced side — to have people work along the same lines which
they have, provided they have been reasonably successful, it would
to a great extent cut out the uncertainty and it would get the de-
pression idea out of the minds of the American public.
There is no reason why publicity methods should be abandoned
in the slightest. Keen advertisers realize that advertising is a pow-
erful force to stimulate business confidence.
Men who are on the fighting lines of business realize that it is
just at such a time when the weak and inefficient retreat and aban-
don the field to the stronger and more aggressive business forces.
If the talking machine men fail to do their share in the pub-
licity end of the business — fail to mold public opinion — fail to in-
terest possible buyers, then they are not contributing as they should,
by effort and example, to the maintenance of business prosperity !
ADVERTISERS in The Talking Machine World receive good
returns from their investment, and the paper as a business
builder is conceded to be a success.
We are in constant receipt of communications from advertisers
who have tested the columns of the paper and who most enthusi-
astically endorse it as a creative force.
Talking machine men, as a whole, do not appreciate the ad-
vantages which The World offers them as a business-building power.
It is the only paper which reaches talking machine men in every
part of the country — and every part of the world, for that matter.
It is read closely and men are influenced by what they see in
its columns. _
One of the leading talking machine men paid The World a
high compliment in a communication when he said : "Your position
has been a most difficult one on account of certain conditions which
have existed in this industry ; and, while all may not agree with you
in your policy at all times, yet it is a fact that no one at any time
could deny your absolute fairness and impartiality in dealing with
the affairs of this industry."
THE TALKING MACHINE WOttLt).
15
Certainly that kind of a communication is appreciated, because
we all like the approval of the men whom we respect.
Here is another communication which tells of the business-
building powers of The World. It is from J. B. Ogden, of Lynch-
burg, Va., who says : "I am greatly gratified that I have been com-
pelled to double the manufacturing capacity each month since I be-
gan to use space in your paper. I feel that you have very valuable
advertising space. Certainly it has produced wonderful results
for me."
Be a business builder — one of the live ones.
IF one can forget for a moment the awful solemnity of the pres-
ent European conflict, one can run down many a grim caprice
it has played with lives whose general tenor is as far removed
from any practical connection with war as pole is from pole. Artists
in all ages have instinctively been held as more or less exempt. So
even have great political orators, leaders of their fellow citizens by
word of mouth, through the proved incompetence of some of their
number upon exchanging as a weapon the tongue for the sword.
Witness Demosthenes.
At the outbreak of this war the whole elaborate fabric of the-
atrical life, for instance, crumbled like a house of cards. On Satur-
day, August i, the Paris Opera was announcing "Les Huguenots"
for Sunday night, with "Faust" and "Lohengrin" to follow later in
the week. Saturday at midnight mobilization began. By Sunday
noon "Les Huguenots" was called off and the Opera, which is sup-
posed to remain open all the year round, closed its doors till fur-
ther notice. Too many of the personnel had been summoned to
arms to make even the Sunday night performance practicable. The
next day the Comedie Frangaise followed suit. In other capitals
the experience was similar.
Eugene Ysaye, the king of violinists, has been reported anxious,
in spite of the exemption his fifty-six years give him, to follow his
three sons into battle. What tragic irony if he should encounter on
the field Fritz Kreisler at the head of his Austrian company ! Could
Kreisler avow himself vanquished in arms as frankly as he has in
are by the greater Belgian? Georges Barrere, the admirable first
flute of the New York Symphony Society, was called to the defense
of France, but was excused, and is now in New York. That
charming pianist, Camille Decreus, is now on the firing line. Many
an American orchestra will lose men, and perhaps here and there
a leader, and many a musician may have made this last record for a
talking machine.
NO one trait has contributed more to the success of America in
the domain of invention and manufactures than the use of
initiative and the complete abandonment of incense offering to that
bugaboo, "Precedent." The development of ideas in European
countries has been greatly retarded by this stumbling block, this
rock in the road of progress — precedent. Those who live by
precedent still live in the atmosphere of the dark ages. Because
our fathers did so and so is no reason for our doing it. Modern
business conditions demand initiative qualifications on the part of
business men who would compete successfully, or at least willing-
ness to initiate modern, progressive methods.
Egotism and self-sufficiency are good qualities to brace us up
in the competitive struggle, but they must not chain us to the post
of precedent or blind our eyes to the necessity of keeping abreast
of the times. As L. M. Hattenbach says we must cast precedent
aside and move with the procession, float with the tide, and sail with
the wind. Otherwise , we will soon find ourselves alone, stranded
on the desert island of precedent while our progressive competitors
are basking in the sunlight of success on the shore of progress.
THIS is the day of broad methods in merchandising. The most
successful men in the talking machine or any other line are
those who realize that all the factors that go to make a business
establishment, whether large or small, are dependent one upon
the other. They recognize that no one can be successful alone,
that the proprietor must depend upon his department heads and
the department heads on the salesmen — that the entire force, in
fact, must work together in the mutual interests of die entire
establishment. And where co-operation between all the various
factors is cordial and complete, and where each factor ia made to
feel that he in his way is responsible for the success of the whole,
then victory is bound to be achieved.
Make Two Profits on Every Talking Machine Sale
Udell cabinets are made to fit the following disc
talking machines
EDISON
VICTOR
COLUMBIA
Udell cabinets fit each machine in style and
finish. Wherever possible we follow the
"lines" of the instrument — thus insuring a per-
fect match.
Back of each Udell cabinet is the Udell guar-
antee. It means satisfied customers. Write
for new booklet No. 45 to-day.
/^\UR New Booklet No. 45 which is now ready to come
to you shows you how to make a double profit on
every talking machine you sell — one profit on the instru-
ment itself — another on a handsome Udell cabinet to
match the instrument.
Write for this booklet.
Every customer who buys a talking machine wants a handy
cabinet for filing the fragile records and holding his machine.
Show him UDELL cabinets, which exactly match standard instru-
ments in style and finish, and make an extra sale.
Udell cabinets are made in eight styles which dealers have found
from long experience to sell best with their customers. Six of these styles, like
No. 1417, shown at the left, come with either perpendicular or horizontal shelves
for filing records. Two have only perpendicular filing shelves.
Christmas will soon be here, and with it the best "talking machine
season" of the year. Prepare to make the most of it by having Udell disc record
cabinets on your floor. Get this double profit. Write for New Booklet No. 45,
which pictures and describes the Udell line, now.
THE UDELL WORKS, 1205 W. 28th St., INDIANAPOLIS
16
THE TALKING MACHINE WORLD.
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
(Special to The Talking Machine World.)
Boston, Mass., October 10. — The local trade
is looking up considerably, and that dealers have
been anticipating a big fall business is evident from
the changes, enlargements and general improve-
ments in warerooms all about the city. Most of
the houses have large orders in for Edison, Victor
or Columbia goods, and in some cases for all of
them collectively. In most cases only a propor-
tion of the orders can be filled, as the factories
are overrun with a universally large demand from
all over the country, a very good sign, truly. The
most important piece of local news is the installa-
tion of an immense Edison exhibit at the big Do-
mestic Science and Pure Food Exposition at
Mechanics building, which is treated separately
in this issue.
Business Ahead of a Year Ago.
The Pardee-Ellenberger Co. is reported by Man-
ager Silliman to be way ahead of this time a year
ago, and the trade throughout New England is
pretty evenly distributed. All the company's trav-
eling men are out, and Mr. Silliman says he looks
for a big season from now on. Mr. Silliman's
son, Horace H. Silliman, who has done excellent
work during the summer demonstrating the Edison
disc machines at the leading summer resorts along
Narragansett Bay, has begun his studies at Har-
vard University. .
Bold Burglars Get Away with Victrola.
Three music-loving burglars made a haul in
North Cambridge a while ago when they broke
into the music store of W. E. Moore on Massa-
chusetts avenue and stole a handsome Victrola and
a bunch of choice records. They boarded a Bos-
ton-bound open trolley car at 2 a. m. and set up
their Victrola between the seats with some diffi-
culty, yet their actions never aroused the least
suspicion until an officer, who had learned of the
break, saw the men going off in the car. As the
officer was . unable to get the car to stop the men
got away with their musical plunder, and the last
seen of them was when they left the car at Central
Square.
Swamped with Orders.
Manager Arthur Erisman of the Columbia Co.
has been over in New York conferring with the
home office with regard to new business, for he has
been so swamped with orders that he has not been
able to get the requisite amount of goods, and it
was to make strenuous overtures for a large con-
signment before the middle of October that took
him over. Mr. Erisman reports that the prospects
look well for a banner year, "far beyond that ot
1913.
Henry Tosti Russell with Columbia Co.
One of the latest acquisitions to the Columbia
forces is Henry Tosti Russell, a capable and versa-
tile young man and son of Henry Russell, manager
of the Boston Opera Co. Mr. Russell, who can
speak several languages and has a familiarity with
others, has been placed in charge of the foreign
language department of the ' Columbia, and al-
ready he has made some valuable associations with
leading schools about the city.
New Quarters for Conclave Co.
On Oct. 1 the Conclave Phonograph Co., which
has been located at 9 Portland street, near the
North station, has moved to a more uptown loca-
tion at 46 Cornhill, where it will keep as usual
a full line of talking machine records and will be
open evenings.
Pictures of President and Cardinal.
The show windows of the Eastern Talking Ma-
chine Co. are adorned now with two large oil
paintings which are attracting considerable atten-
tion. One is that of a full-length portrait of
President Wilson, and in front is an indorsement
of the Victor line of goods. In the other window
the gorgeous vestments of Cardinal O'Connell call
attention to the artistic full-length portrait of this
Roman Catholic prelate, also with his opinion of
Victor goods, of which he is a generous purchaser.
His palatial Granby street residence contains a
high-priced Victrola with many records.
Since the Eastern Talking Machine Co. opened
up its newly equipped third floor it has found it
necessary to take on extra help, and not only have
extra clerks been added there, but the company
has had to add to the shipping force of the estab-
lishment. Manager Taft is among the many in
the trade who sees a good business ahead for the
talking machine trade.
Proving Valuable Adjuncts.
Two additions to the Columbia forces in the
retail department are Miss Grace Dennis and Miss
Elvira Craigen, and they are proving valuable
adjuncts to the department. Miss Mabelle Jones,
who had to withdraw from the house in the spring
because of illness, is expected back shortly after a
long summer spent at her home in Maine. Miss
Jones will be welcomed back, as she has proved
herself most intelligent both in the demonstrating
and selling of Columbia goods.
TNegotiating for the Victor Line.
The Furbush-Davis Piano Co. has made arrange-
ments with Thos. A. Edison, Inc., for handling its
goods, and it is expected that the contract will be
closed shortly. The Furbush-Davis Piano Co. has
just opened new warerooms in Boylston street, near
Arlington street, up one flight. It is the newest
piano house in the city.
School Proposition Now Under Way.
The school proposition has started in well with
the Eastern Talking Machine Co., and with Ed
Welch in charge of this department the business
promises to be very good. Mr. Welch took hold
of this work when Billy Fitzgerald was advanced
to the wholesale department, and he has thus far
made a good record.
Good Start for the Fall Trade.
Manager Batchelder of the Victor department
of the Henry F. Miller Co. reports a good begin-
ning to the fall trade. A decided change set in
immediately the surface of Boylston street was
completed and the cars again began running. It
is hoped this thoroughfare is now completely fin-
ished following the two years' interruption to
business incident to the subway construction.
Visits Boston on Way to Pacific Coast.
George W. Lyle, the general manager of the
Columbia Graphophone Co. at New York, was a
visitor to Boston yesterday and the day before.
Mr. Lyle was anxious to get over to Boston be-
fore going on his eight weeks' trip to the Pacific
Coast, on which he will start soon. Mr. Lyle was
much gratified at the business of the company on
this end.
Automobiling to the White Mountains.
Edward D. Easton, the president of the Co-
lumbia Graphophone Co., is expected in Boston
shortly, following his custom for the past two
years of taking in this city on his way in his auto-
mobile to the White Mountains. Mr. Easton's
route is along the Long Island Sound route
through Connecticut, Rhode Island and to Boston,
then on through Portland, Me., and into the moun-
tains. His trip home will be by way of Vermont
and down the Connecticut Valley.
Victrolas for Argentine Battleship.
From George Lincoln Parker's warerooms in the
Colonial building there lately has been shipped
seven expensive Victrolas which were sent over
to the Charlestown navy yard to be installed on
the "Rivadavia," the huge battleship of the Argen-
tine Republic, which has been at the yard for
New England has nearly 10,000 square miles more than England
and Wales combined, so you can see that there is sufficient territory here
for an unlimited amount of Edison Diamond Disc sales. Consider, too,
that the fastest selling model is the $250 style, to
say nothing of the excellent record list, and you
have a wonderful money-making industry.
We are exclusive Edison jobbers, our entire
efforts being confined to the promotion of Edison
goods. There is no diversion of interests and you
are sure to get the closest co-operation and assistance in your business.
Ask us to day for the entire story.
THE PARDEE-ELLENBERGER CO., Inc.
Real Music
At Last
BOSTON, MASS.
NEW HAVEN, CONN.
THE TALKING MACHINE WORLD.
17
THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 16).
several weeks prior to starting for New York for ATTRACTIVE EDISON EXHIBIT
its final equipment. These outfits were purchased
by seven of the "Rivadavia's" officers, and the style At the D°mestic Science and Pure Food Show
of music selected indicates these officers to be men at the Mechanics Building, Boston— Much
of high-class taste in music. Interest Shown in Lectures and Demonstra-
Pleased with Business Development. tlons of Edison Disc— Other Exhibitors.
H. A. Yerkes, the wholesale manager of the Co-
lumbia Graphophone Co., was in Boston a few
days ago, making his periodic visit here. He and
Manager Erisman went over the books of the
local branch, and Mr. Yerkes was more than
pleased with the way the Boston business has been
forging ahead.
Sending in Good Reports.
Good reports continue to be heard from George
Krumschied, the Columbia traveling man for New
Hampshire and Vermont, and he is sending in
large and frequent orders to Manager Erisman.
EUROPE IN WAR TIMES.
Joseph K. Nye, of Nyoil Fame, Returned Re-
cently from Europe After Undergoing Some
Remarkable Experiences.
Joseph K. Nye, of William F. Nye, the famous
oil manufacturer, of New Bedford, Mass., was
one of the thousands of American refugees who
arrived in New York during the past month from
Europe. Mr. Nye had some remarkable experi-
ences while abroad, and said that he wouldn't take
$10,000 for the experience now that he had it.
There was a long interview in the New York
Sun with Mr. Nye, telling of his impressions when
the war started in Europe and how he at once
filed a message to his business manager to buy
all the European oil on the market at any price,
and the fact that they would not send the cable
because it had the word Russian in it. He en-
gaged passage on the "Caledonia," but after all the
passengers had gone on board, and just two hours
before sailing, the Government took the ship and
the passengers were all dumped on shore. Later
the passengers were taken by the "Baltic," 2,990
passengers being on board a boat which ordinarily
carries half that number.
There was a manufacturing concern that paid a
couple of hundred dollars in wages each year to
keep the brass door plates and rails about the of-
fice polished bright and clean. One day all these
shining surfaces were covered with a coat of
transparent lacquer such as was used in the plating
room. No more tarnish ; no more wages to brass
polishers.
(Special to The Talking Machine World.)'
Boston, Mass., October 5. — The notable feature
of the Domestic Science and Pure Food Exhibit
at Mechanics building, which opened to-day, is
the Thomas A. Edison exhibit, which occupies the
interior of a big Swiss chalet erected on the large
stage of Grand Hall. The exhibit is in personal
charge of Harland R. Skelton, who is one of the
efficient attaches of the Edison Co., and who often
is singled out for special work for the company
at distant points. The Swiss chalet, because of
its elevated position, is most conspicuous, and the
interior, which resembles a good sized hall, is
filled with seats. Periodically Mr. Skelton gives
talks or lectures, both" on the Edison disc ma-
chines and on the moving-talking pictures which
are thrown on a large screen beside his raised
platform. On two sides of the room are raised
platforms on which the' Edison disc machines are
exhibited. Outside of the Swiss chalet two other
of the Edison exhibits are those of the Telescribe,
which is a connection of the dictating machine,
and the Transophone, each of which has a place
on the floor of the hall close to the Swiss chalet.
At the rear of the improvised hall, on the stage,
are several rooms, each of which is devoted to
an exhibit of Edison dealers here in Boston. Those
who have these individual exhibits are George
Lincoln Parker, of the Colonial building; Chick-
ering & Sons, of 169 Tremont street; the Shepard
Norwell Co., on Winter street; the Shepard stores
of Providence and F. H. Thomas Co., of 691
Boylston street. It is said that the Edison ex-
hibit, which is one of the most-talked-of displays
of the show, cost in the neighborhood of $10,000.
In the parcel post exhibit the Eastern Talk-
ing Machine Co. makes an interesting showing by
way of illustrating the difference between the old
way of sending goods and the new one through
the medium of the parcel post. A card board box
shows the damages sustained in sending records
improperly shipped and another box shows the
modern method of packing for shipment. In the
one case the records are scratched and otherwise
damaged, but under the more up-to-date method
there is not the slightest damage whatever ,and
the goods are received by the purchaser in perfect
condition.
The largest manufacturer of
Talking Machine Needles
is located in the United States
To be exact, the plant is at Lowell, Mass., one of the biggest
manufacturing cities of the country. It was in 1870 that the
needle business of W. H. Bagshaw was established, and the
first talking machine needles were made by him. The busi-
ness has steadily grown, until our shipping record reached the
tremendous number of over 63,000,000 needles in 10 days,
and even then our capacity was not taxed to its extreme.
Every needle a Bagshaw-made quality needle — which means
the best in the world at any price.
W. H. Bagshaw, Lowell, Mass.
Pioneer Maker and Largest Manufac-
turer of Talking Machine Needles
r
Lansing
Khaki
Moving
Cover
is the only safe protection that you
can use for wrapping machines for
shipment, for it insures perfect
delivery condition.
It is the same as packing each talk-
ing machine or record cabinet in four
thicknesses of heavy felt, with cotton
flannel on the inside to keep the var-
nished surfaces right, and Govern-
ment khaki on the outside to insure
wearing durability of the cover.
Gives Protection Against
Dust
Finger Prints
Bruises
Scratches and
Heat or Cold
You save all bother of refinishing
each machine, so each cover saves its
cost within a week after you buy it.
Place for your name and address on
the outside, so you also get adver-
tising value.
Ask us to send you a Lansing Cover
and test it yourself. Also get our
Booklet No. 6 giving you full details.
Better send for these to-day.
E. H. LANSING
611 Washington St.
BOSTON, MASS.
18
THE TALKING MACHINE WORLD.
The Columbia Educational Department is better
prepared than ever before to help you secure
school business in your locality. Now is the time
to go after it.
Right now is a remarkably appropriate time for
you to write us for particulars.
(Write for "Music Money," a book "fall of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolwortb Building, New York
DETROIT DEALERS WELL STOCKED UP FOR HOLIDAYS.
Have No Misgivings Regarding Future Business Conditions — Increasing Facilities for Stor-
ing Records — Grinnell Bros. Developing New Salesmen — Columbia Line for Cable
Piano Co., Stores — What the Various Local Houses Have to Report — Personals.
(Special to The Talking Machine World.)
Detroit. Mich., October 9. — The Detroit talking
machine stores are all pretty well stocked up for
the holiday trade, having begun to attend to this
important matter shortly before the Fourth of
July, and there is nothing in sight but big business
and optimism. Evidence grows everywhere that
the talking machine is a commodity of just about
the right price and attractiveness to sell whether
any other kind of merchandise is selling or not.
Even the best of them do not create a big liability
if purchased on time, so there is nothing to frighten
people who want them.
In addition to big stocks of machines nearly all
the dealers are enlarging their record racks, a
circumstance which, not important in itself, tells
an important story, for all the stores have aston-
ishingly large record racks now and wouldn't in-
crease them unless there was a very good reason.
Several of the stores have increased their sales
forces also. Grinnell Bros, have put on half a
dozen additional outside salesmen bringing their
sales force in the talking machine department up
to thirty-one, exclusive of manager and office force.
That gives an idea of how really active the Victor
talking machine business is in Detroit.
When Grinnell Bros, add new salesmen to their
talking machine staff they select men from other
lines of business, desiring to train them in the
talking machine field according to their own system.
It is a pretty big job to develop an expert sales-
man, but it pays better than obtaining an experi-
enced one from elsewhere, who may be very good,
but may have ideas not in harmony with the Grin-
nell organization. The new men are kept in the
store several weeks, learning the ropes thorough*;/
before being sent outside.
With Grinnell Bros, the last week in September
was the biggest week since last Christmas, and
September was comfortably ahead of the same
month of last year. In Detroit the demand still
runs to the higher priced machines. This trend
has been so persistent for the last two years that
it has become accepted as permanent, and f;w if
any machines of a lower price than' seventy-five
dollars are kept on the floors. The story is the
same in all the downtown stores, though in the
suburban stores, especially in the vicinity of the
various foreign sections, there still is a call for
the cheap machines.
The talking machine department of the J. L.
Hudson Co. has added to its staff of salesmen
Joseph J. Rogers and Harold Ballagh, both of
whom formerly were salesmen with the American
Phonograph Co., Edison jobbers in Detroit. They
resigned their positions last spring to go abroad,
and were in Europe when the big war broke out.
Fate chased them from one country to another,
keeping them out of the way of the armies, until
finally they turned up at an Italian seaport and
obtained passage for home. They arrived in De-
troit only a short time ago.
The Columbia branch store is busy with both
wholesale and retail trade. Sales Manager S. E.
Lind recently sold complete lines to the Jackson
and Battle Creek branches of the Cable Piano
Company of Detroit. The Jackson business is still
on the books of the Detroit Columbia store, but
the Battle Creek store is in Chicago territory, and
had to be turned over to the jurisdiction of that
city. However, Mr. Lind does not care, as long
as the store keeps on handling Columbias.
September was ahead of last year's September,
according to the stock-taking account, though the
exact figures had not been completed when the
Talking Machine World man called. In the Co-
lumbia store there is a taking of stock on the first
of every month, so that a constant tab is kept on
the condition of affairs. This policy is especially
valuable in keeping the stock of records up to the
minute. The Columbia store, being a wholesale in-
stitution, keeps an unusually large stock of rec-
ords.. In spite Of this, racks now are being built
which will care for an increase of one-third.
A feature of the record trade with the Columbia
is the call for patriotic records, such as the na-
tional airs of Germany, France, England and Rus-
sia.
Frank J. Bayley, who handles the Edison, re-
ports that the $200 and $250 styles of the Edison
sell the best. He confines his stock almost exclu-
sively to these machines.
Max Strasburg, of the Max Strasburg Co., was
in Grand Rapids this week as a member of the
Detroit Rotary Club. The Detroit club has been
invited by the Grand Rapids Rotary Club, along
with the Rotary clubs of Saginaw and Bay City,
to attend an important function of the organiza-
tions in Grand Rapids, and so many members ac-
cepted that a special train of parlor cars was nec-
essary to transport them.
J. Henry Ling, head of the oldest piano house
in Detroit, has decided definitely to establish a
talking machine department, but his plans have
changed since he first took up the idea a month
ago. He will not be prepared to announce them
until next month.
COMER TALKING MOTION PICTURES.
(Special to The Talking Machine World.)
Chicago, III., October 10. — The Comer Talk-
ing Motion Picture Co. has been incorporated with
the Secretary of State of Illinois with a capital of
$10,000 by John J. Comer, Frank Mayer and Guy
Van Schoick for the purpose of leasing, operating
and dealing in sound reproducing apparatus, motion
picture projectors and films.
Optimism and opportunity make a fine alliterative
>mbination.
DO YOU WISH
TO PLAY
EDISON DISCS?
Price $2.00
(Sample to Dealers $1.00)
LEXTON SPECIALTY CO., 216 Wesl 99th SI.. N. V.
We "Dote"
on "Shorts"
V/TLS sir! We like to get orders for
A Victor goods other jobbers are
"short" on. If you're having trouble
getting your orders filled, TRY US —
for if anybody in the country has a
complete stock, WE have!
Take Records, for instance. Every-
body tells us we fill Record orders
more completely than any other
house in America. Lots of big deal-
ers send us their "short" orders only —
and we're glad to get the business.
If your regular Victor jobber can't
fill certain items in your list, ask us
to do it.
Send us the orders others can't fill.
We just "dote" on "shorts."
Koerber- Brenner Company
Victor Distributors
Saint Louis
Harry G. Koerber
President & Treasurer
Edwin C. Rauth
Vice-President & Secretary
Saint Louis
Shipping Center
IT'S mighty important to you — the fact proven by the map
above.
SaintjLouis, shipping center of the United States, sends out
daily over twelve hundred package freight cars — routed by fast
freight and arranged to break bulk at destination. The circles
about Saint Louis on the map show when these cars arrive — each
circle representing one day from Saint Louis.
If we can send freight this fast — think how much faster we ship
by express and parcel post!
Saint Louis is at YOUR door.
And in Saint Louis is the BIG Victor Stock — so big a stock
that if anybody in the country can fill your "shorts" we can.
From the shipping center of the country, we are able to deliver
with utmost speed.
Koerber - Brenner Company
Victor Distributors
Harry G. Koerber
President & Treasurer
Saint Louis
Edwin C. Rauth
Vice-President & Secretary
THE TALKING MACHINE WORLD.
19
A Great Combination!
r
[
For
VICTOR DEALERS
Salter's Trade Maker, No. 19
This Cabinet will put "pep" and "ginger" into your sales instantly. It gives the
appearance, effect and service of an expensive Victor- Victrola, and cuts the price
in half.
You don't have to be a Sherlock Holmes to figure out its sales possibilities.
Cabinet No. 19 and Victrola No. 9, as illustrated, make a wonderful combination.
Show Them Together and A Sale Invariably Follows
The cabinet is built to match, and it harmonizes in every detail with the machine
itself. A counter-sunk top holds the machine firmly in place. The felt-lined
compartments insure the owner of valuable records against their damage by
scratching, warping, etc.
This and other practical, low-priced Salter Cabinets will draw a lot of next)
trade to your store. Write to-day for catalogues, folders, prices and
full information, and rush your fall and holiday orders.
SALTER MFG. CO.
339 N. OAKLEY BLVD.
CHICAGO
SALTER CABINET
No. 19
With Victrola IX
RE=ENTERS THEJWHOIESALE FIELD.
Al Edelstein to Cover Metropolitan District
for Benj. Switky — Well Known in Trade.
PARKER AS A LIVE WIRE.
Al Edelstein, wholesale salesman for Benjamin
Switky for several years and more recently con-
nected with the Switky retail store, has again en-
tered the wholesale field with Mr. Switky, follow-
Al Edelstein.
ing the sale of his retail business by the latter.
Mr. Edelstein has a large acquaintance among
the Victor dealers in the metropolitan district and
is very popular as a salesman. His experience in
the wholesale field has impressed him with the
opportunities in that department of the business,
especially under the new conditions, and he takes
up wholesale work again with renewed energy and
optimism.
Associated with Mr. Edelstein in the Switky
wholesale department will be Henry Kogan, who
has been with Mr. Switky for some time and has
met with much success.
How the Ft. Meyerr, Fla., Dealer Concentrates
the Attention of the Purchasing Public of
Hjs Locality to the Fact That He Was Ap-
pointed a Columbia Representative.
(Special to The Talldr" Ma-hin«? World.-)
Atlanta, Ga„ October 6. — Among the many re-
cent new accounts signed up by the local whole-
sale headquarters of the Columbia Graphophone
Co. was that of J. B. Parker, of Ft. Myers, Fla.,
who conducts a rapidly growing business in that
city. To announce his acquisition of the Columbia
line Mr. Parker used a rather unusual advertise-
ment that attracted considerable attention, and
what is more important, produced gratifying re-
sults.
This advertisement took the form of a letter ad-
dressed by the Columbia Graphophone Co., of New
York, to the music loving people of Lee County,
Fla., wherein Ft. Myers is located, advising them
that J. B. Parker, its representative in that ter-
ritory was carrying a full line of Columbia prod-
ucts, and extended them a cordial invitation to
visit his establishment to hear any Columbia ma-
chine or Columbia records which they may care
for. The personal element in this advertisemeni
created a feeling of confidence which has aided
Mr. Parker in the development of an extensive
Columbia clientele.
REX SALES CO. ORGANIZED.
The Rex Sales Co., Philadelphia Pa., has been
incorporated, with capital stock of $100,000, for the
purpose of selling or disposing of talking machines
and records. The incorporators are A. G. Trout,
J. R. Friedman and A. G. Walsh.
The Ario Sales Co. has opened sales rooms at
228 Tremont street, Boston, under the management
of James Ashton Reid. This concern will handle
phonographs of popular price.
More dangerous than a little knowledge is much
knowledge of things that aren't so.
Your Opportunity
50 cents stamps brings you a sample of our
highly perfected Standard Fibre Needle Cutter.
25 cents stamps brings you a sample of our
simple and accurate Standard Automatic Stop.
Samples sent only to bona fide dealers writing on their busi-
ness letterhead. Place regular orders through your jobber.
STANDARD GRAMAPHONE APPLIANCE CO.
173 LAFAYETTE STREET NEW YORK
20
THE TALKING MACHINE WORLD.
Tone plus tone control comes as near as
ever you will get to a nut-shell definition
of what the Columbia is offering and
what Columbia dealers are wanting.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Wool worth Building, New York
NOW READY FOR AMERICAN MARKET.
Pathe Freres Phonograph Co. Makes Long Ex-
pected Announcement to the Trade — Has
Been Busy Perfecting Manufacturing and
Sales Organization — Details Regarding the
Line Offered and How It Will Be Distributed.
The Pathe Freres Phonograph Co., 29 West
Thirty-eighth street, New York, is advising the
trade throughout the country that it is now ready
for the American market. For the past two years
this company has been perfecting every detail of its
Leo Slezak Recording for Pathe Freres
manufacturing and sales organization, and in mak-
ing its first announcement the company does so
with the knowledge that it has carefully considered
every phase of the industry and arranged plans
whereby dealers throughout the country may handle
its products on a profitable and satisfactory basis.
Pathe Freres hardly need any introduction to
the American dealer, as this concern is the
largest manufacturer of motion pictures in the
world and the acknowledged leader in this field.
The Pathe Freres Phonograph Co. has been doing
business throughout the world, with the exception
of this country, for many years, and the success it
has achieved abroad well qualifies it to handle
American trade with the same degree of perfection.
According to present plans the Pathe Freres
Phonograph Co. will market a complete line of
cabinet, hornless machines, ranging in price from
$15 to $175, together with an adequate library of
records. Shipments of
both of these products
have already been made
to all parts of this
country, and during the
past few weeks ar-
rangements have been
consummated for rep-
resentation in various
territories.
The machines are
known as the Pathe-
phones and the rec-
ords as Pathe Discs.
All the records are
double-faced and re-
produced by means of
a smooth, genuine sap-
phire, which need never
be changed. The
Pathe Discs are now
being furnished in two
sizes ll1/: and 14
inches, and are cut on
Phonograph Co. what is known as the
"hill and dale" principle. Later it is planned to
issue 20-inch double-faced records.
It is announced that the method of distribution
is in accord with that used by the other talking
machine manufacturers, namely, through jobbers
and dealers. Territory will be assigned the job-
bers appointed, who in turn will close contracts
with the dealers in their territories.
A complete library of records is now being of-
fered to the trade, including grand opera, semi-
classic, popular and dance selections, together with
any other class of records desired. A feature of
the record library is the presentation of complete
grand opera scores sung by artists of international
prominence, including Slezak, Titta Ruffo, Giorgini
and others.
It is stated that the war abroad has caused ab-
solutely no delay to the company's shipments, and
shipments are being received daily. The Pathe
Discs include both European and American record-
ings, all of the dance selections being supervised
by Maurice and Miss Florence Walton, two of the
best known interpreters and teachers of the modern
dances in this country.
The Pathephones embody a numbsr of distinctive
features, including a tone modifier which enables
the listener to have absolute control over the tone.
This and other features are being fully presented
to the trade in this country in the company's most
recent literature.
In an interview with The World, an officer of
the company remarked as follows: "Our jobbers
and dealers need have absolutely no fear of litiga-
tion of any nature, as their and our interests are
fully protected. We are planning to give our trade
every possible co-operation in selling and publicity,
and are now completing plans for an extensive ad-
vertising campaign on behalf of our products."
A social event of importance in the trade was
the marriage, on September 24, of Miss Anna
Kahn, sister-in-law to Benjamin Switky, who for
some years looked after the retail sales in the
Switky store at 9 West Twenty-third street, to
Benjamin Rabinovitz, who is well known in
the woolen trade. The wedding took place at the
home of Mr. Switky and was largely attended.
Miss Kahn was well known and popular in the
trade, many members of which extended con-
gratulations and best wishes.
BUSINESS
IS GOOD— THERE'S A REASON
A TRIAL ORDER WILL SHOW YOU
WHY
THE GOODS AND THE SERVICE IS THE ANSWER
The DOME RECORD CASE
should be in your stock. Holds 20 records. Made in 1 0" and 1 2." sizes.
Equipped with lock and key. Order samples to-day, with the list of records
and that particular style or finish of Victrola you are unable to get elsewhere.
The completeness in filling and promptness in shipping your order will
convince you we have both goods and service.
Edison and Victor Distributer
W. D. ANDREWS, Buffalo, N. Y.
THE TALKING MACHINE WORLD.
21
A Sales Booster!
For
COLUMBIA DEALERS
Salter's Trade Maker, No. 112
Everybody gets the "buy fever" when they see this handsome combination
set up on your sales floor or in your window. It loolfs to be so much more expen-
sive than it really is that people are easily sold when they find out the low price.
This Machine and Cabinet Match Perfectly
in design and finish. Felt lined compartments afford protection, records are easily
accessible, there is a convenient filing index and many other features that simply
argue the.r way in your prospective customer's pocketbook.
This is already a very popular combination, and the holidays will see
them going like "hot cakes." Protect yourself against forgetfulness by
getting out your catalogue and ordering Now. If you haven't a cata-
logue your postcard will bring one.
SALTER MFG. CO.
339 N. OAKLEY BLVD.
CHICAGO
SALTER CABINET
No. 112
With Columbia "Favorite"
REPORT BUSINESS IMPROVEMENT IN CLEVELAND.
Popularity of the Various Lines of Machines and Records — Many New Dealers for the
Edison Disc Line — Grafonola Co. Takes on Line of Pianos and Player-Pianos — Gen-
eral Enthusiasm Regarding the Outlook for the Holidays — Interesting Personal Items.
(Special to The Talking Machine World.)
Cleveland, O., October 8. — Deferent influences,
aside from the war, have affected general business,
but apparently not so seriously the talking ma-
chine trade. Dealers report business during the
past month as having been very satisfactory, con-
sidering the situation, and many schedule an in-
crease in trade. Notably the Eclipse Musical Co.,
the manager stating there was a considerable in-
crease over former months and over the same
period last year, both in the wholesale and retail
departments. The company is enthused with the
prospects of the ensuing season, and is looking
forward to the best year in the history of its
business with much enthusiasm. F. E. Lane, man-
ager of the retail department, has resigned, and
his place has been filled by C. H. Denslow, who
has been connected with the company for several
years, as outside salesman. He is well known,
popular and a first-class talking machine man.
The populrrity of the Edison phonographs is
increasing as is manifest at the store of The
Phonograph Co., Edison distributors. L. N. Bloom,
secretary, says business for September was excep-
tionally good. "Trade throughout the State," he
said, "has largely increased. A number of high-
class concerns have recently taken on the Edison
disc line and are well pleased with the results
already shown. We have averaged over 200 people
at our four last recitals, and in the interest shown
by the public in the work it is reasonable to expect
a big holiday business."
Business of the most satisfactory character con-
tinues with the Grafonola Co. The company has
recently added the Packard pianos and players and
the Bond pianos to its line. Mr. Routh said:
"We are very much pleased with the September
business, especially with the fact that payments
are coming in ahead of time. Medium-priced goods
are selling well, which indicates money conditions
in Cleveland are easy, otherwise the working peo-
ple would not be ahead with their payments, nor
would we be selling to the working men. We are
expecting the largest winter's business ever ex-
perienced in this store."
The H. E. McMill'n & Son Co. also report busi-
ness in the Victrola department as having been
exceptionally good. Mr. Kellogg, manager, is well
pleased with the outlook for the fall trade, and
is making extensive preparations to take care of
the holiday trade. The company recently received
a large shipment of machines, and owing to altera-
tions in the Victor department, was compelled to
occupy the fourth floor of the building for their
storage. Mr. Kellogg is much elated over the
splendid results which were accomplished through
the exhibition at the recent county fair, resulting
in the sale of several Victrolas of the more ex-
pensive types, proving that these machines are be-
coming more popular with the farming community..
G. R. Madson, manager of the Columbia store,
is quite enthusiastic regarding the fall outlook as
foreshadowed by the inflow of present orders and
accomplished results of the past two or three
months. "Business is good," he stated. "We find
that throughout this territory during the past, few
weeks business has picked up very materially and
is practically normal at this time. All indications
point to an exceptionally heavy holiday trade."
Recent new Columbia dealers are: C. T. Hoose,,
105th street, Cleveland; W. A. Bammerlin, Mas-
silon, O.
The indication of dull times is not very notice-
able at the store of the Brainard Piano Co., which
claims the best equipped Columbia department in
Ohio. "Our business," said Mr. Morton, manager
of the department, "has suffered somewhat during
the summer months, along with other talking ma-
chine people, but the past month showed a very
nice increase, while, so far, this month has been
quite satisfactory. We are preparing for a good
business during the coming winter, and I am satis-
fied we will get it. Our school business is opening
up in good shape, and Mr. McClelland, who has
charge of this end of the business, is reaping the
benefit of the hard work he did last spring and at
the play grounds this summer. He also has been
quite successful with many out-of-town schools,
among the more important of those was a sale to
the State Normal at Kent, O.
Trade is reported fairly good, and improving at
the W. F. Frederick Piano Co. The outlook .was
said to be very encouraging. N. H. Cook, who
for some time has been manager of the Victrola
department, has resigned and is now with Boggs
& Buhl, of Pittsburgh. Mr. Stafford, manager of
the piano department, has assumed entire manage-
ment of the store, and W. J. Breyenzer is assistant
in the talking machine department.
In the talking machine department of the Col-
lister & Sayle Co. improved trade is manifest, con-
current with the approach of the holidays. This
is especially manifest in the wholesale department.
Good sales of records are reported.
The B. TDreher's Sons Co. is busy in the talking
machine department, as well as the piano. Mr.
Bowie, manager of the Victrola department, says
business is good, growing better and foreshadows
continued prosperity. There is a special call for
high-priced styles. .
T. A. Davies, manager of the talking machine
department of William Taylor, Son & Co., W. H.
Buescher & Sons Co., the May Co., The Bailey Co..
and other dealers are all optimistic as to the
fall trade.
22
THE TALKING MACHINE WORLD.
It may be well to remind you again that
the Columbia policy is the "open shop"
policy— free competition, a fair field and
no favors.
(Write for "Music Money," a book "fall of meat' for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Wool worth Building, New York
RECORD OF NAVAJO INDIAN SONGS.
Latest Novelty in the Edison Catalog Made
Possible Through the Efforts of Geoffrey
O'Hara, Who Occupies a High Place in
America as an Exponent of Indian Music.
Indian music and poetry — and ultimately the rhyth-
mical dancing that goes with the music and poetry.
Many well-informed and well-meaning people are
apt to protest against the effort to keep and develop
preserve the Indian's only as national bric-a-brac.
This is not so. We believe in fitting him for citi-
zenship as rapidly as possible. But where he can-
not be pushed ahead rapidly we believe in making
One of the great novelties in the list of Blue Am-
berol records issued by Thos. A. Edison, Inc., for
November, is No. 2451,
devoted to Navajo In-
dian songs, each pre-
faced by an explanatory
talk by Geoffrey
O'Hara, that adds
greatly to its interest.
It is a novel and inter-
esting record that con-
stitutes a valuable ad-
dition to the library of
every one interested in
American music. The
Navajo Indians have
thousands of songs that
Geoffrey O'Hara. have been handed down
for centuries from father to son, from teacher
to pupil. They have a number of ceremonies,
each one lasting nine days and nights, each con-
taining more than six hundred songs.
Several of the test of these Indian songs were
selected from a large number taken on the Edison
recording phonograph. The accompanying picture
shows several Indian boys making such a record.
All these songs have been made a matter of
special study by Mr. O'Hara, who was appointed
Instructor of Native Indian Music by Franklyn
K. Lane, Secretary of the Interior. He himself has
learned several, and having harmonized them, is
enabled to reproduce them with novel and interest-
ing effect.
Col. Theodore Roosevelt, speaking of Mr.
O'Hara's work, says : 'Among the visitors at the
snake dance was Geoffrey O'Hara, whom Secre-
tary of the Interior Lane has so wisely appointed
Instructor of Native Indian Music. Mr. O'Hara's
purpose is to perpetuate and develop the wealth of
Navajo Indian Schoolboys, For^ Defiance, Arizona, belonging to the Government Indian School, singing their native Indian
songs into the Edison Recording Phonograph, for Geoffrey O'Hara, Instructor of Indian Music.
what is best in the Indian's own historic life as is
incompatible with making him an American citizen,
and speak of those of opposite views as wishing to
progress slowly, and in all cases where it is possible
we hope to keep for him and for us what was best
in his old culture."
WHOLESALE JTRADE EXPANDS
With Landay Bros. Since They Announced the
Extension of This Division of Their Busi-
ness— Expect Big Fall and Winter Trade.
Referring to their recent increase of . facilities
for the handling of their wholesale business, Max
Landay, of Landay Bros., 563 Fifth avenue, New
York, prominent Victor distributors, remarked :
"I am very pleased to state that our wholesale
business the past few weeks has increased in pro-
portion to the extension of our facilities for
handling this division of our business. Our whole-
sale trade has taken quite a spurt recently, and I
am looking forward to a very satisfactory fall
and winter trade in our wholesale department.
"Although we are signing new dealer accounts
daily, and are still in a position to take care ot
the wants of additional dealers this coming season,
we are carrying out our policy of handling only
that amount of wholesale trade which we can co-
operate with in every way. We wish to feel that
our dealers can depend upon us to fill their orders
at all times, and in addition we are placing at the
disposal of our trade the results of our many
years' experience as retailers of Victor products."
PARKER "AT THE FRONT."
"Standard" Record Cleaner
Price, 50 Cents, List
Patented June 2, 1914.
ARTISTIC AND ATTRACTIVE
Grips the record surface and
clings as if on rails.
Extended brush area cleans rec-
ord with one sweeping circuit.
Send 10 cents in stamps for a sample cleaner. Write on your busi-
ness letter head only. Place regular orders through your jobber.
STANDARD GRAM APHONE APPLIANCE CO.
173 LAFAYETTE STREET NEW YORK
According to advices received by his former as-
sociates in the advertising department of the Co-
lumbia Graphophone Co., New York, Henry E.
Parker, who left for England last month, is now
at the front fighting for his native land. Mr.
Parker was sworn in as a gunner in the Royal
Horse Artillery, which mobilized at Wimbledon,
England, the latter part of September and which
embarked for foreign service the first of the month.
To quote from Mr. Parker's letter: "God and
Kitchener only know where we are going."
AWAY ON SHORT TRIP.
V. W. Moody, sales manager of the New York
Talking Machine Co., 81 Chambers street, New
York, Victor distributer, left Friday night for a
ten days' rest, which he will spend at various points
in the South and West.
Make hay while the sun shines and you won't
be so apt to make trouble when it rains.
THE TALKING MACHINE WORLD.
23
CHASE & WEST'S STRIKING DISPLAY "STYLE SHOW" WEEK, E. R. PERKINS WRITES COLUMBIA CO.
(Special to The Talking Machine World.)
Des Moines, Ia., October 5. — In the parade of
floats, an important feature of the very successful
by characters in costume. The Japanese summer
garden setting was carefully carried out by the use
of abundant natural foliage in pink and green en-
Vice-President of the Aeolian Co. Writes Com-
plimentary Letter Anent Recent Contract
to Handle the Columbia Line at Retail in
Aeolian Hall and Various Branches.
Chase & West Float Which Made a Big Hit at "Style Show."
"Style Show'' held in this city during the week of
September 15, the Chase & West Talking Machine
Co. very effectively advertised the Victrola by de-
picting one of the principal scenes from the opera
"Madame Butterfly." Pinkcrton, Homer, Farrar.
Troubles and the American Lady were represented
twined over a rustic pergola and by lighted
Japanese lanterns.
The float was the subject of much favorable
comment, and without doubt it served to give the
Victrola added publicity of value in Iowa's cap-
ital city.
The importance of the recent deal closed by
the Columbia Graphophone Co. whereby the
Aeolian Co., largest manufacturers of musical in-
struments in the world, will handle the Columbia
line in New York and all its branch stores is fur-
ther enhanced by the receipt by General Manager
Lyle of the following letter from E. R. Perkins,
vice-president of the Aeolian Co., and one of the
most prominent men in the piano industry :
"Referring to contract signed by our house cov-
ering the handling of your line of merchandise
and orders for product which accompanied the
same, I take pleasure in advising that this action
on our part was taken only after a most careful
investigation as to the quality of your product
and the demand which you have created for same.
"The class of merchandise which we handle
made it essential that we should make no mistake
regarding this matter, and a rigid test of the
quality of your goods was made by our most
qualified experts. The result of such investiga-
tion was the contract referred to above and we
look forward with pleasure to a very substantia!
business with your line. Appreciating the facili-
ties you placed at our disposal for such investiga-
tion, and assuring you of our co-operation in every
way, we remain, very truly yours, The Aeolian Co.
(Signed) "E. R. Perkins, Vice-President.''
George W. Lyle, general manager of the Co-
lumbia Co., left this week for his annual trip to
the Pacific Coast.
NEW SONORA CATALOG ISSUED.
A. H. Bates is no* wholesale representative for.
the Victor Talking Machine Co. in local territory,
succeeding Thomas F. Green, who resigned a fort-
night since to become general manager of Silas E.
Pearsall Co., New York Victor distributer.
Latest Volume Illustrates and Describes Entire
Line of Sonora Phonographs — Record Cab-
inets Also Featured — Attractively Illustrated
and Printed — Most Artistic Effort.
The new catalog of the Sonora Phonograph
Corp., 57 Reade street, New York, has been issued
and is a. volume of excellent character. It illus-
trates the entire line of Sonora phonographs, in-
cluding the f ollowing various models : "Jewel,"
"Excelsior," "Peerless," "Imperial," "Baby Grand,"
"Rosary," "Elite," and the "Grand," with prices
ranging from $35 to $200 at retail.
The volume is printed with brown ink on white
paper and from a typographical standpoint is em-
blematical of great care and attention to printing
detail.
An innovation in illustrating the use of the
Sonora is found on opening the catalog at the
center there being a number of half pages bound
in, showing the extent of the repertoire which may
be heard on this phonograph. In conjunction with
these pictures is seen the picture of a man and his
family listening to the playing of the Sonora. In
the foregoing group of inserts are illustrations
playing up the grand opera, foreign language,
male quartet, organ, ballad, musical novelty, reci-
tation, minstrels, patriotic song, monologue, popu-
lar song of to-day, military band, children's music,
dance music, vaudeville, orchestra selections, etc.
Several record cabinets, sold exclusively by the
Sonora Phonograph Corp., . are also shown and
described as well as the three new permanent
needles which are meeting with such success.
This house is distributing three of the latter, one
being the multi-playing needle for lateral cut
records, the second being a sapphire for vertical
cut records, and the third is a diamond point
needle.
A number of testimonials as to the efficacy of
the Sonora as well as a small list covering a few
of the owners of Sonora machines are included
at the back of the book.
r
BE AN AMERICAN DEALER
WE ARE PREPARED FOR THE RUSH
WE ARE NOT THE LARGEST DISTRIBUTORS IN THE
UNITED STATES— NEITHER ARE WE THE SMALLEST.
WE ARE GROWING
WHAT DIFFERENCE DOES IT MAKE WHO IS THE LARGEST?
THERE IS GOOD BUSINESS FOR ALL. WE ARE NOT JEALOUS.
YOU -MR. DEALER -WANT THE GOODS
WE CAN GIVE YOU STOCK AND SERVICE.
THAT'S WHAT COUNTS.
WE ARE RIGHT IN THE HEART OF BROOKLYN. ALL
AROUND US ARE EXPRESS OFFICES FREIGHT STATIONS,
SUBWAYS AND OTHER TRANSPORTATION LINES, READY
TO TAKE VICTOR GOODS TO YOU.
IF YOU ARE NOT AN AMERICAN DEALER,
GET IN LINE NOW. SEND US YOUR ORDER.
WE PREFER LARGE ONES, NATURALLY,
BUT BEAR IN MIND
SMALL ORDERS WILL RECEIVE EQUALLY AS
PROMPT ATTENTION AS THE LARGE ONES.
AMERICAN TALKING MACHINE CO.
NEW YORK CITY
368 LIVINGSTON ST., BROOKLYN
.J
24
THE TALKING MACHINE WORLD.
TRADE IN NEW YORK SHOWS MUCH IMPROVEMENT.
Enjoys What Appears to Be a Country-Wide Condition — Dealers Now Getting Stocks Into
Shape for Holidays — Dancing Craze Still Helps Trade — J. N. Blackman Recovering
— Many New Columbia Dealers in Metropolitan District — Heavy Demand for Victors.
Local trade in talking machine circles the past
month has been more encouraging and satisfying
than the most pronounced optimist had hoped for,
as many of the jobbers and dealers had expressed
the belief last month that the continuance of the
war abroad would cause a feeling of unrest that
would materially affect all lines of merchandise.
This belief, however, has been proven a mistake,
as conditions the past month have shown a de-
cided improvement that seems to be country-wide
and not local. Returning traveling men report
the most emphatic optimism in all sections of the
Middle West, and with the Eastern States fast
realizing that the coming fall should be a banner
one, industrial activity in this section of the
country is in the midst of a pronounced boom.
Dealers Replenishing Stocks.
In line with the improved status of affairs it is
but natural that the jobbers and dealers should
be turning their thoughts and attention to the
replenishing of their stocks for the heavy selling
seasons. The dealers as a whole have sadly neg-
lected the rounding out of their machine and rec-
ord stocks during the spring and summer months,
and as a result good-sized orders are now being
placed by practically the entire trade. The ap-
proach of the Christmas buying season is, as
usual, witnessing the revival of speculation re-
garding the ability of the factories to handle all
their trade during the busy months. Several job-
bers and dealers have predicted that the winter of
1914-1915 will be the same as that of the last four
or five years in that there will be a marked short-
age of all classes of machines and records, prin-
cipally the latter. Other members of the trade, on
the contrary, assert that the increased manufactur-
ing facilities installed by the manufacturers since
the first of the year will enable them to turn out far
more goods than formerly and keep pace with the
demands of their trade.
Situation Is Rapidly Clearing.
Local general trade has suffered more from the
psychological effects of the European war than
any other section of the country, but this was to be
expected, as the importance of this city as an ex-
port and import center, coupled with the stagna-
tion in financial circles, have contributed to make
the war a paramount consideration with thousands
of New York merchants, both wholesale and im-
port. The situation is clearing rapidly, however,
and the reports submitted by dealers in Greater
New York and the adjoining suburbs would indi-
cate that machines and records are being sold the
same as heretofore, and that the New \ork busi-
ness world is adjusting itself to the new require-
ments of business life. That the war may prove
an actual benefit rather than a handicap may be
gathered from the steady increase in the exports
of this port as compared with the figures of last
year.
Indoor Dancing to Help Trade.
The indoor dancing season is now in full swing,
and the advertising being used by many of the
local talking machine establishments is particularly
directed toward this class of trade. Contrary to
general expectations, the so-called dance craze has
outlived its experimental stages, and, although
some of the older of the modern dances have fallen
by the wayside, new ones are being popularized
daily. These new dances are receiving the careful
attention of the talking machine manufacturers,
and as a result some of the new fox trot records,
for example, are reported as being the best sellers
of any records in the catalog for the month of
September.
J. Newcomb Blackman Convalescent.
J. Newcomb Blackman, president of the Black-
man Talking Machine Co., 97 Chambers street,
Victor and Edison distributer, whose serious ill-
ness from typhoid fever was noted in this column
last month, is now well on the road to speedy re-
covery and will in all probability be back at his
desk by the 1st of November. R. B. Caldwell,
vice-president of the company, has been directing
the destinies of the company the past two months
with result-productive efforts, and the business for
September was very pleasing. In a chat with The
World Mr. Caldwell stated that the trade for the
first part of the fall season was leaning decidedly
■toward the higher priced Victrolas and Red Seal
records, the cheaper machines being left far behind
in the advance orders of the company's dealers.
Recent Columbia Dealers.
The past month has been a very busy one at the
wholesale headquarters of the Columbia Grapho-
phone Co., 89 Chambers street, New York. A
feature of the business the past few weeks has
been the signing of many new accounts in the
metropolitan district. A few of the recent ones
closed last week are: C. R. Wheeler, Greene, N.
Y. ; Samuel R. Fruhtman, Milburn, N. J.; Stark
Bros., 3122 Fulton street, Brooklyn, N. Y. ; C. K.
Brown, Deposit, N. Y. "Our sales totals for Sep-
tember exceeded September of last year by a nice
margin," said R. F. Bolton, manager of the com-
pany. "Our new 'Meteor' is meeting with a ready
sale, but the "Leader," "Mignonette" and "De
Luxe" are gaining in popularity rapidly. Collec-
tions have been very satisfactory, considering the
general unrest throughout the country.
Reports of Progress.
G. T. Williams, manager of the New York Talk-
ing Machine Co., 81 Chambers street, Victor dis-
tributer, anent conditions remarked as follows :
"September kept step with the business we closed
the first eight months of the year in that we
showed a substantial increase over September of
last year. This month-by-month gain is more con-
vincing when it is understood that 1913 was the
banner year of our history. Personally, I am look-
ing for a shortage in both machines and records
this fall, as conditions are parallel to those of the
past four or five years. The demand for Victor
records of all classes is so tremendous that, not-
withstanding the enormous output of the factory,
(Continued on page 26.)
At Your Service Only
We Do Not Retail
Our record stock is there-
fore always clean and perfect.
We have no retail depart-
ment to provide for in the
distribution of machines.
Musical Instruments
and
Musical Instrument Strings
An excellent line for the Talking
Machine Dealer.
Your opportunity to increase
profits at no additional expense.
Ask for our catalog.
C. Bruno & Son, Inc.
Established 1834.
351-353 Fourth Ave.
New York
THE TALKING MACHINE WORLD.
25
Ok
6FG xtfas once a Mississippi Rn?er
Steamboat ^ith a v^kistle so large tkat
e~der$ time it blev?, tKe boat Was com-
pelled to stop for lack of steam —
-~ No matter how great the tax
upon it our organization meets
the demands of our dealers their
•rders having uninterrupted
attention and being shipped same
day as received.
Write for our Stock Suggestions
NEW YORK TALKING MACHINE COMPANY
81 CHAMBERS STREET : : : : NEW YORK
26
THE TALKING MACHINE WORLD.
NEW YORK TRADE NEWS.
(Continued from page 24.)
the demand will be in excess of the supply. This
will particularly apply to all of the new dance
records which the Victor Co. has been issuing
regularly the past few months.
C. F. Bruno Expects a Busy Fall'.
Charles F. Bruno, secretary and treasurer of C.
Bruno & Son, 353 Fourth avenue, and manager of
the company's Victor business, is characteristically
optimistic regarding fall and winter business. Mr.
Bruno is in a position, however, to base this op-
timism on concrete facts, as the figures for Septem-
ber showed a fine increase over last year. As this
company sells exclusively at wholesale, its con-
centration on dealer business makes for splendid
service from all standpoints.
A. W. Toennies Is Optimistic.
A. \V. Toennies, of the Eclipse Phonograph Co.,
293 Washington street, Hoboken, N. J., exclusive
Edison disc and cylinder distributer, is enthusiastic
regarding the fall and winter outlook. "The Edi-
son disc line is gaining far beyond my expecta-
tions," said' Mr. Toennies. "We are signing up new
dealers day by day, and those dealers who arranged
to handle the complete disc line a year ago are
now reaping the benefits of their early efforts. The
new records are giving entire satisfaction, and the
high quality of both thte Edison disc phonographs
and records is being recognized toy many prominent
musicians in this State who are patrons of our
dealers. We are looking forward to a banner fall
business, especially in the $200 and $250 models."
Aeolian Co.'s Columbia Announcement.
The Aeolian Co., 29 West Forty-second street,
the prominent piano house, announced in last week's,
newspapers its acquisition of the complete Colum-
bia line. The company called attention in its ad-
vertisement to the rapid strides achieved by the
Columbia Graphophone Co. in developing its prod-
ucts, especially its records.
New Edison Shop Will Open Next Week.
The beautiful new Edison shop on Fifth avenue
and Fortieth street is fast nearing completion,, and
from all indications will be ready for formal open-
ing the early part of the week. This new home of
the Edison phonograph is one of the show places
of the local retail trade, as the decorations and
furnishings are both attractive and dignified. Every
detail of the building, both exterior and interior,
is in complete accord with the standing of the
name of Edison and the high quality of the new
Edison disc products.
Landay Leases New Quarters on 42d St.
Landay Bros., the well-known Victor distributers,
with four stores in the high-grade shopping dis-
tricts of the city, last week signed a ten-year lease
to occupy the ground floor, basement and front
section of the second floor of the building now
occupied by the Estey Piano Co., 23 West Forty-
second street. These premises are being completely
remodeled and renovated for Landay Bros., and
will toe ready for occupancy the first of the month.
This new store, marking another step in the le-
markable progress and achievements of Landay
Bros., will be furnished and decorated to har-
monize with the company's other stores, which sig-
nifies that it will be another tribute to the merits of
Victor products.
Closing of O'Neill-Adams Department.
The O'Neill-Adams store, at Twenty-second
street and Sixth avenue, was formally closed the
first of the month in accordance with an order of
the United States District Court. This closing
marks the passing of one of the largest and best
equipped Victor departments in the city, the man-
ager of which, William F. Lynch, has been ap-
pointed manager of the Simpson-Crawford Victor
department.
for a New England trip, states that the new Uff-
ner album is meeting with success wherever it is
introduced, and giving perfect satisfaction.
EFFECTIVE COLLECTING METHOD.
"What methods do you find most effective in
persuading careless customers to reply to corre-
spondence regarding past due accounts?" This is
a question recently found in the question box of
the Sioux City Association, and when it was put
to a meeting one member replied that he had on
various occasions, with good results, used a letter
containing only these words : "Shall we hear from
you (date)'?" or the words: "Shall we hear from
you (date) ? It is very necessary that we do." An-
other member stated that he had used the same
words in a telegram.
NO HARM DONE.
Her friends had asked their young hostess to
play for them, and she was performing a difficult
selection from Wagner. In the midst of it she
suddenly stopped in confusion.
"What's the matter?" asked one of the visitors.
"I — I struck a false note," faltered the per-
former.
"Well, what of it?" cried another guest. "Go
ahead. Nobody but Wagner would ever know it,
and he's dead."
RETURNS FROM SUCCESSFUL TRIP.
Lewis A. Lipman. road ambassador for the
Uffner Album Co., 75 Grand street, New York,
and well-known in the talking machine trade, re-
turned last week from a very successful South-
ern trip on which he presented the many merits
of the Uffner Patented Album in result pro-
ductive fashion. Mr. Lipman, who left this week
A WORD THAT SHOULD BE CANNED.
"Can't!" "Can't!" "Can't!" The world is weary of the word
Sounds exactly like the croak of some ill-omened bird —
Better far to say "I can!" "I can!" But, better still.
Let a fellow face the worst and say: "I will!" "I will!"
"Can't!" "Can't!" "Can't!" I wish we'd never hear again
That distressing syllable that sporls the plans of men,
Steals the courage from their hearts before the fight's
begun,
Makes them shirk the struggle that, once in, they might have
won.
"Can't!" "Can't!" "Can't!" Oh, let us drop it from our
speech !
'Tis a word that puts the goal, success, beyond our reach;
Let no thought of failure enter in, our faith to kill,
Let us can this "can't" and use the words "I^will!" "I
will!"
— Dcnjiis A. McCarthy, in "The Nczv York Sun."
EDISON DISC and
CYLINDER PHONOGRAPHS
EXCLUSIVELY
A200
Dealers of New York and
New Jersey
We can assure you prompt and efficient service
and deliveries by reason of our being the nearest
distributors to the Edison factory, and
therefore in a position to keep our stocks
complete and up-to-date at all times.
Eclipse Phonograph Company
A. W. TOENNIES & SON
Edison Distributors
A150
A250
203 Washington St.
Hoboken, N. J.
A80
THE TALKING MACHINE WORLD.
27
For
EDISON DEALERS
Salter's Trade Maker, No. 180
Here's a Cabinet that any woman who appreciates the good things of life
will simply "rave" about. It provides the living room or parlor with a hand-
some, harmonious piece of furniture, has the appearance of being expensive, and
is rvorih a great deal more than the low price we ask for it.
You'll Be PROUD To Sell It
Your customers will be proud to oxen it- — and it will give service and satisfaction
that will be most gratifying to the person rvho buys it.
The felt lined compartments and ease of record selections are other winning
points that make sales easy.
Our special booklet showing Salter Cabinets in use with Edison Disc
Machines is yours for the asking.
EARLY BUYING IS ADVISABLE
We are already loaded with holiday orders — Write to-day.
SALTER MFG. CO.
339 N. OAKLEY BLVD.
CHICAGO
It Sells Itself!
SALTER CABINET
No. 180
With Edison Disc No. 80
PHONOGRAPH CO. OF KANSAS CITY
Has Most Attractive Quarters Under Manage-
ment of W. P. Hope — Handsome Concert
Hall Much Admired — Rooms Admirably Fur-
nished for Display of Edison Phonographs.
(Special to The Talking Machine World.)
Kansas City, Mo., October 6. — The home of the
Phonograph Co. of Kansas City, exclusive Edison
disc and cylinder distributer, at 1012 Grand ave-
nue, is proving one of the centers of attraction for
this city's music lovers. The comfort and home-
like atmosphere which pervades the warerooms is
well calculated to place visitors completely at ease,
and the detailed perfection of the warerooms' fur-
nishings and decorations has been praised by all
callers at the store. A feature of the establish-
ment is the handsome concert hall which is shown
in the accompanying illustration. W. P. Hope,
manager of the company, is a firm believer in the
sales and publicity value of holding informal con-
certs daily, and his efforts in this direction have
been an important item in the rapid success the
company is achieving. The store has only been
open a few months, but in this short while has
gained for itself an enviable position locally.
E. R. CORNELL WITH NEW COMPANY.
(Special to The Talking Machine World.)
Boston, Mass., October 10. — E. P. Cornell, for-
merly manager of the wholesale Victor depart-
ment of the Musical Instrument Sales Co., New
York, and well known in the talking machine
trade in the East, is one of the incorporators of
the Pathescope Co., of New England, chartered
here with $50,000 capital, for the purpose of deal-
ing in motion picture devices. The other incor-
porator named is G. R. Armstrong, of Brookline.
VICTOR CO. BIG COTTON BUYER.
(Special to The Talking Machine World.)
New Orleans, La., October 10. — Philip Wer-
lein, Ltd., local distributer for the Victor Talk-
ing Machine Co., has been advised by the Victor
Co. that it would purchase a bale of cotton for
every agency^ it has in the South. This will be
the largest purchase of cotton yet recorded and
will amount to several thousand bales. The only
stipulation is that the price must be ten cents per
pound and the seller must be the producer.
The Concert Hall of the Attractive Quarters of the Phonograph Co. of Kansas City.
NEW COLUMBIA AGENTS.
The past fortnight has been an unusually busy
one for the Columbia Graphophone Co., a large num-
ber of new accounts having been signed up in the
last few weeks. In Brooklyn, N. Y., particularly
the Columbia products are gaining in popularity
week after week, and at the present time Brooklyn
territory from one end of the borough to the
other is well dotted with the establishments of
aggressive Columbia representatives. Among the
newly created Columbia accounts are the follow-
ing: George W. Millard, 1803 Myrtle avenue,
Brooklyn, N. Y. ; Hart Pharmacy, Westport, Conn. ;
Morris Finkelstein, Bridgeport, Conn. ; Stark Bros.,
3122 Fulton street, Brooklyn, N. Y. ; J. Joseph-
burg, 1671 Bath avenue, Brooklyn, N. Y.
28
THE TALKING MACHINE WORLD.
SIMPSON-CRAWFORD CO.'S ARTISTIC VICTOR DEPARTMENT.
One of the most attractive Victor departments
in the local trade is' that of the Simpson-Crawford
Although the Victor line is not literally a new
addition to the Simpson-Crawford store, the pres-
prominently located on the fourth floor of the
building, immediately adjoining the piano depart-
ment, and are well calculated to win admiration by
reason of their attractive appearance. This radical
change was brought about
by the policy of the new
executive " staff of the
Simpson-Crawford store,
which realized the unlim-
ited possibilities of the
up-to-date Victor depart-
ment.
William F. Lynch, for-
merly manager of the
O'Neill-Adams Victor
warerooms department,
and well known in the
local trade, is manager of
this new department, as-
sisted by a group of effi-
cient sales people. There
are six record booths and
two machine demonstra-
tion rooms in this depart-
ment, and plenty of space
is available for the con-
struction of additional
booths when needed.
The success of the mov-
ing picture slides issued at
frequent intervals by the
Columbia Co.'s advertis-
ing department has re-
sulted in the recent pro-
Enlarged Department in Weil-Known New York Store Devoted to Victor Talking Machine. duction of a new set of
five slides, featuring primarily the dance product
of the company. One of the slides has a clock
device, making it of unusual adaptability for mo-
tion picture theater display.
store, Nineteenth street and Sixth avenue, a por-
tion of which is shown in the accompanying illus-
tration. This department was formally opened a
few weeks since, and the signal ability of the sales
staff and the detailed conveniences offered visitors
and prospective purchasers have been important
factors in the success the department is already
achieving.
ent showrooms may be actually termed a "new"
department, as they represent an entire renova-
tion and remodeling of the Victor warerooms the
store formerly used. Whereas the Victor depart-
ment last year occupied a very insignificant por-
tion of the third floor, without any of the up-to-
date equipment that characterizes the average
modern Victor department, the new warerooms are
"A piano always sounds loud in a flat."
"That is one of its advantages. It drowns the
discordant criticisms of the neighbors."
AN AGENCY FOR THE PRICE OF ONE PHONOGRAPH
C "CRESCENTW=THE BEST
RDo not take our word for it.
Make the test yourself, but do
Enot delay so long as to lose
THIS YEAR'S BUSINESS.
Superior Tone Quality
Guaranteed Mechanically
Two Spring Motor
S TRADE ^
c
E
Write for description of
Lower- Priced Instruments,
Record Files for any Machine
and
CRESCENT Jewel
Point RECORDS.
$40
(Not Including Albums)
PLAYS PERFECTLY
PAT HE RECORDS
ASK FOR OUR PRICES ON THESE RECORDS
"YOUR (or some one else's)
BEST SELLER"
N
(For use with
Crescent
Phonographs
only).
T
CRESCENT TALKING MACHINE CO., Inc.
99 CHAMBERS STREET, NEW YORK CITY
29
THE TALKING MACHINE WORLD.
BUY=A=BALE=OF=COTTON MOVEMENT. COLUMBIA LINE IN PROVIDENCE. NEW
Supported in Virginia — Ogden First to Pur-
chase a Bale in Lynchburg.
(Special to The Talking Machine World.)
Lynchburg, Va., October 7.— The first bale of
cotton which arrived in Lynchburg on the "Buy-a-
Bale-of-Cotton" movement is in front of the store
of J. B. Ogden, the enterprising talking machine
dealer and cabinet manufacturer of 206-208 Eighth
street.
Upward of thirty business men representing
every industry of importance in this city held a
Cotton Bale in Front of J. B. Ogden's Store.
general meeting in the Chamber of Commerce,
and it was decided that the business interests sup-
port the "Buy-a-Bale-of-Cotton" movement to the
utmost. Nearly 200 bales were subscribed for at
the meeting, and upwards of 800 bales have been
purchased in this section. Mr. Ogden's bale was
purchased from J. N. Swanson, of Houston, Tex.,
to whom he sent a patriotic communication.
WHY THE CHEERY MAN WINS.
Th ere is no place in the talking machine trade
for the long-faced person — the man who lacks
geniality and who fails to warm up to a prospect.
It will pay to shelve the blues at all times, for
optimism is a mighty good business lubricant, and
the merchant who is always cheerful is likely to
be more successful in attracting trade than the
pessimist who is continually croaking about busi-
ness being bad, almost invariably presenting a
woebegone countenance. The optimist will turn
even his mistakes to good account and cheerfully
hunt up evidence of errors so that the antidote may
be administered. That is just as effective a method
of business-building as increased sales, and it means
building on a good foundation.
Examples are not lacking of retail concerns that
have doubled their sales only to find their actual
financial standing inferior to what it was when
only half the volume of business was being done.
It behooves the merchant to be ever on the watch
for shoals and pitfalls, and the correction of little
mistakes will tend to fortify his position against
the possibility of the bigger and more disastrous
one. Thus the lessons learned by reason of little
errors of judgment will be turned to advantage in
building up a stronger business, equipping the mer-
chant for expanding it on sound lines.
About the only thing in this life that a man
can win in a walk is a game of golf.
No man is thoroughly accomplished unless he
has an ability to mind his own business.
The Tilden-Thurber Co. and the J. A. Foster
Co., Two Prominent Establishments in That
City, to Feature Columbia Line.
"Business conditions in New England are vastly
improved as compared with those existing a few
months ago," said H. A. Yerkes, manager of the
wholesale department of the Columbia Grapho-
phone Co., who returned this week from a trip
through this territory. "There is renewed indus-
trial activity throughout the New England States,
.and there is every indication of the coming fall
being equal to last year's business and even exceed
it in many lines. Our own business in this ter-
ritory is increasing rapidly."
While in New England Mr. Yerkes closed a
number of important deals for the representation
of Columbia products, including the Tilden-Thur-
ber Co. and J. A. Foster & Co., of Providence,
R. I. The first named house is one of the best
known high-grade jewelry houses in New England
and caters to a clientele that includes the most
prominent people in its territory. The company
has maintained a piano department for over a
year with pleasing success, and is in an excellent
position to forcefully present the Columbia line.
J. A. Foster & Co. are one of the oldest talking
machine establishments in New England, and Mr.
Yerkes is enthusiastic regarding the company's
recognition of the sales possibilities of the Colum-
bia line.
CONCERN HANDLES TALKERS.
The Geo. B. Peck Dry Goods Co. Has Opened
a Very Attractive Department and Buys
Large Stock from the Schmeizer Arms Co.
. (Special to The Talking Machine World.)
Kansas City, Mo., October 7. — The Schmeizer
Arms Co., Victor distributer, has just closed a
deal with the George B. Peck Dry Goods Co.,
of this city, whereby they will put in a Victor de-
partment. They will devote an entire half floor
of their new building to this line. The company
just delivered to them the largest individual order
delivered to any dealer in this part of the country.
John Ditzell, formerly with the Columbia Graph-
ophone Co., will be manager of the new depart-
ment. They have installed six demonstration rooms
and a concert hall and will go after the business
vigorously.
IMPROVES THE ^ABINET INTERIOR.
"Felteen" is the latest production of the Herzog
Art Furniture Co. in connection with the well-
known Herzog record cabinets. The trade has
been demanding just such an interior felt lining
as "Felteen" for some time, and this latest prod-
uct of the well-known Saginaw establishment
nicely supplies the demand. It is found that
"Felteen" acts as a protection on the records and
greatly improves the interior of the cabinets. It
would be well in ordering record cabinets to
specify "Herzog Felteen Lining."
mam mum— b^mt
BLACKMAN TALKING MACHINE CO.
J. NEWCOMB BLACKMAN, Pres.
WAR
is
HELPING US ALL
IF WE ARE LIVE DEALERS
Every LIVE DEALER is preparing for the HOLIDAY
BUSINESS, which will soon be on us.
"TO BECOME A
BLACKMAN DEALER
IS TO
BE PREPARED"
(BLACKMAN)
The first step to become a "BLACKMAN DEALER" is to
send a few trial orders. "BLACKMAN SERVICE" will hold
you.
30
THE TALKING MACHINE WORLD.
Another Exclusive
Another Visibl
The Columbia
Press the button and out
way it works !
Each record isaccommodai
edged with plush, which acts |
vice for the record both when its
put back. This convenient fi |
of every prospective owner of a
and this is an innovation whi<fo
has ever strained finger andfli
record in a crowded cabinet.
The first Columbia instriu
44 Leader" and "Mignonette." fi
and attractive appearance ox
with this new device.
The price of the "Leadt
44 Mignonette" $110.
The addition of the Colun
in the 44 Leader" and the 44Mh
the present styles will be disjit
judging by the increased call f ith
record racks (the 44 Leader" atjs
$100) they appear to be just 5 r
Graphophone Company, Wol
Creators of the talking machine industry. Pioneers and leaders in the talking machine art. Ownen ft
THE TALKING MACHINE WORLD.
Columbia Feature
"Selling Point"
lual Record Ejector
les the record— that's the
n a separate compartment,
an automatic cleaning de=
taken out and when it is
of records is in the mind
Iking machine, nowadays,
ill appeal to everyone who
imb trying to get hold of a
mts so equipped are the
le pictures show the neat
)th instruments provided
so equipped is $85; the
Individual Record Ejector
nette" does not mean that
tinued. On the contrary,
lese two instruments with
> and the "Mignonette" at
popular as ever.
Iworth Building, New York
he fundamental patents. DEALERS WANTED WHERE WE ARE NOT NOW ACTIVELY REPRESENTED.
32
THE TALKING MACHINE WORLD.
UNICO DEMONSTRATING BOOTH.
Built on the Unit System Sound-Proof and
Dust-Proof Are Utilized by Local Talking
Machine Dealers Throughout the Country
for Successfully Displaying and Demonstra-
ting Their Stock of Talking Machines.
Too much emphasis cannot be made upon the
value of quietude in the sale of talking machines,
for no prospect will listen to talking machine dem-
ontrastions in the same room that other instru-
ments are being played. But until recently it was
impossible to secure a talking machine booth, ex-
cept at an almost prohibitive cost, that would help
to increase these sales. Knowing this situation,
George W. Smith & Co., Inc., Sloane street and
Powelton avenue, Philadelphia, who make nearly
$1,000,000 worth annually of store fixtures, believed
that by making a booth in units of three feet which
could be installed easily in the talking machine
wareroom there would be enough dealers who
would want to have their warerooms modernized.
In putting up the proposition of Unico booths
to some of the houses in the trade it did not re-
quire a great deal of time to convince them of the
value of such booths, among them being such
houses as these : Lyon & Healy, Chicago ; Rudolph
Wurlitzer Co., Cincinnati ; Frederick Piano Co.,
Pittsburgh; Gimbel Bros., New York City; John
Wanamaker, Philadelphia; Krell Piano Co., Cin-
cinnati ; E. F. Droop & Sons Co., Baltimore ;
Aeolian Co., New York City; Fulton Music Co.,
Waterbury, Conn. ; Humes Music Co., Columbus,
Ga. ; Clayton Piano Co., Salt Lake City; R. H.
Macy & Co., New York City, and a great many
others.
Briefly speaking, Unico booths are built on the
unit system, in multiples of 3 feet long by 8 feet
high, making it possible to enlarge or reduce the
booth sizes as desired. Absolutely soundproof
and dustproof, which are features of Unico booths
that are alone worthy of consideration. Made in
eight regular designs, in oak, birch, quartered oak
and mahogany, with special finishes to order. The
booth design No. 3, which is one of the leading
sellers has won a large degree of favor, as the
design is handsome and beautifies any store. Fur-
nished complete with double construction, hollow
corner posts for electric wiring, crystal sheet glass,
double glazed for walls, with either Florentine or
double-strength American ceiling, and sand-blast
statuary bronze-finish hardware.
The cost of Unico booths is less than what
would be paid for the ordinary nailed together
"hen-coop" style of booths, which are altogether
too costly for the character of work, and if a
wareroom is to be changed an layout it requires
a large outlay for workmen, whereas with the
Unico booth they can be taken down and erected,
even changing the size, as remarked before, in a
few hours.
An illustrated catalog in two colors, showing
the various styles of Unico booths, has been issued
by George W. Smith & Co., Inc. It is most inter-
estingly written, and its perusal will give some
original ideas as to booth making and wareroom
improvements. It is mailed gratis upon request
CENTURY OPERA PUBLICITY.
The opening of the Century Opera House in
New York has again placed Columbia records
prominently before the attention of local music
lovers, as several of the most popular members of
the Century Opera Co.'s galaxy of stars are Co-
lumbia artists. These include the prominent
tenors Walter Wheatley, Orville Harrold and Mor-
gan Kingston, in addition to Louis Kreidler, who
scored a signal success last week in the presenta-
tion of "William Tell." In accordance with its
plan last year, the Columbia Co. has reserved the
back cover of the Century Opera Co.'s official pro-
gram, where it will display timely and appropriate
copy during the operatic season.
Huff's Sound Box Attachment
PATENT PENDING
You can use VICTOR, COLUMBIA, Union or Ex-
position Sound Box on Edison Machines
with Hurl's Attachment.
PRICE, Gold Plate $3.50 Nickel $3.00
Sample in Nickel $2.00 Gold Plate $2.25
Money back if not O. K.
Inventor and CJ T? TTT T T7T7
Manufacturer >3. Ej. XT U T I1
919 So. Flower St., Los Angeles, Calif.
EDISON DISC MUSIC AT FUNERAL.
Machine and Suitable Records Takes Place of
Quartet in Church Services and Brings Forth
High and Earnest Praise.
The following incident, which occurred in Fall
River, Mass., shows how acceptable Edison disc
music is at funerals.
W. D. Wilmot, the Edison dealer there, write:;
as follows to the Edison Phonograph Monthly re-
garding the incident: "On Wednesday, September
16, a gentleman telephoned to ask if I rented phon-
ographs for funerals. I asked for particulars. He
told me that he had been unable to secure a quartet
for his wife's funeral to be held at the Brownell
Street Baptist Church on that afternoon, and
would like to hire an Edison disc phonograph.
"I told him that I would be glad to do him this
kindness without charge, and that I myself would
come to the church and operate the instrument dur-
ing the service.
"We placed the Edison disc phonograph in the
gallery at the rear of the church, where no one
could see either it or. myself. I played No. 80,004,
'Beautiful Isle of Somewhere,' and both sides of
No. 80,127, 'Lead, Kindly Light,' and 'One Sweetly
Solemn Thought.'
"The officiating clergyman has since called twice
at my store to emphasize his approval of the in-
novation, while the husband, Mr. Brown, has also
called twice to thank me, and to say how many
expressions of appreciation of the music he has
heard.
"To-day he published 'Card of Thanks' in the
Fall River Daily News. Two leading local clergy-
men spoke to me most approvingly concerning the
use of the Edison."
THEY GAVE A PICNIC.
The West Music Co., Joliet, 111., of which A. D.
Hopkins and G. A. Wiswell are the proprietors,
recently gave a picnic on the Du Page River.
Several hundreds of Joliet citizens attended. There
was plenty of air and plenty to eat, and plenty
of music. The cut shown in this connection shows
Charles Stall and A. G. Gurney, who helped the
company in the arrangements of the picnic, at the
Victrola. The piano for which the company is
the agents was also used to good effect.
Only a little practice has knocked many an at-
tractive theory into a cocked hat.
Anton Heindl, manager of the foreign record
department of the Columbia Co., returned to Amer-
ica last week after being marooned abroad since
the start of the war and narrowly escaping being
impressed into service in the Austrian army.
The Eclipse Talking Machine Co. has leased the
store and basement at 214 Main street, Paterson,
N. J.
LONG CABINETS
A NEW PATTERN FOR 1914-15
New illustrated matter of
the whole line will be cheer-
fully sent on request.
Kindly anticipate your re-
quirements, naming dates for
shipments.
D70
FOR VICTROLAS VIII. and IX.
Mahogany, Fumed Oak, G. O. and W. O.
The Geo. A. Long Cabinet Co.
Hanover, Pa.
Address Clement BeeCroft, Sales Manager
309 W. Susquehanna Avenue, Philadelphia
THE TALKING MACHINE WORLD.
33
KOERBER-BRENNER CO. BROUGHT INTO PROMINENCE
As Exclusive Victor Jobber in St. Louis, Mo., Through Retirement of Aeolian Co. from
Jobbing Field — Well Equipped to Supply Demands — Review of Business Situation —
Silverstone's New Concert Hall — Activity with the Columbia Co. — Other News.
(Special to The Talking Machine World.)
St. Louis, Mo., October 10— Talking machine
dealers are very well pleased with the condition
of trade here, considering the general state of
business. From jobbers it is learned that the busi-
ness for September for the city was nearer than
within 20 per cent, of anticipations of what it
should reach before the war interfered, and that
the record business has held up very well indeed.
The fact that people still are buying machines has
been more or less of a surprise to dealers when
they hear the complaints from other lines of busi-
ness. The bulk of the machine business is on
high-priced instruments.
The country business has held up very well, in-
deed, and taking it as a whole, the trade has been
surprisingly good.
As to collections, the? trade is a unit in saying
there has been little or no faltering among those
pledged to weekly or monthly payments.
All of the talking machine men appear to be
unanimous in believing that the war distress will be
short-lived, and as soon as the industrial world
can right itself under its forced new bearings,
which will be very soon, there will be rapid re-
covering and that business will go on with a boom
that will enable them to outstrip previous records
for sales. It is rather curious that the talking
machine men are extremely optimistic, while in
so many lines there is pessimism. This may be
due to the influence of the music that they hear
constantly, who can tell? If it is, perhaps it would
be well to distribute some talking machines among
the bankers and financiers, who continue to take
the gloomy view of everything.
The feature of the talking machine situation
here this month was the withdrawal of the Aeo-
lian Co. from the jobbing trade and the addition
of the Columbia line to the retail department at
Aeolian Hall. The notices to the trade announc-
ing the withdrawal of the company from the job-
bing business was made on October 1.
Mark Silverstone, president of the Silverstone
Music Co., recovered from his severe attack of
hay fever sufficiently late in September to make
a business trip to some of the larger cities in the
South, and says that he was not at all impressed
with the stories spread through the North of dis-
tress in that section. He found Memphis and
other cities that he visited busy and alert and the
merchants preparing for a good winter trade, and
that his orders were better than he had reason to
expect when he left home. At least he found
confidence much greater than he anticipated.
The first of the month saw the finishing touches
put onto the new concert hall and main floor
demonstration booths in the Silverstone ware-
rooms and the general appearance of the store
is greatly improved thereby, having lost the one-
sided appearance that was so prominent while
booths were ranged on only one side of the room.
But the visitor must get into the concert hall to
appreciate it. It seats more than 30 persons in
roomy, comfortable wicker chairs, has concealed
lighting system and perfect ventilation supplied
by ceiling ventilators and an electric fan driving
the air outside through a flue. The most artistic
touch, however, is given by an art glass back-
ground to the stage, where a handsome Edison
disc machine stands. This art glass background
extends from the floor to the ceiling curve and is
composed of two sections, the upper of which con-
tains the name "Edison" in letters about twelve
inches high and extending across the stage. The
lower panel is composed of musical decorations,
NEW JERSEY
PRICE TALKING MACHINE CO.
VICTOR DISTRIBUTOR
(Exclusively)
We can supply ALL your wants on time.
NEWARK
all done in soft, restful colors that are sufficiently
contrasted to be decorative, but not enough to
distract the attention of the auditor.
It is the plan to use the concert hall at all
hours of the day to demonstrate the weekly lists
of records and such other numbers as are re-
quested by those present. The concert will be
continual during business hours if the attendance
warrants. More than 30,000 invitations are being
sent to the best homes in the city.
One of the notable sales at the Silverstone store
last week was that of a $150 machine to a cus-
tomer who a few months ago bought a $400 in-
strument. The higher priced machine occupies a
place of honor in the music room of the cus-
tomer's 'handsome home and the $150 one will go
in the ballroom on the third floor.
The withdrawal of the Aeolian Co. from the
Victor jobbing trade here has brought the Koer-
ber-Brenner Music Co. into prominence, as to them
falls the jobbing business of this field, an unex-
pected development to them and to the retail trade
generally. This happens also at an opportune time,
as the Koerber-Brenner Co. only a few months
ago decided to give up its small music goods trade
and devote its entire attention to the Victor line,
so it has available exceptional facilities in the way
of office force and warerooms to meet with this
demand. Also the Koerber-Brenner Co. recently
undertook an aggressive selling campaign and
stocked up accordingly, hence it has an exceptional
stock to meet any additional demands. In speak-
ing of the situation, E. C. Rauth said :
"Naturally we regard our present situation as
something of an obligation upon us to meet all
of the demands of the trade in this section and
we will strain every resource to care for addi-
tional trade that may fall our way. We will have
the stock and will add to our organization in any-
way that may be necessary to fulfil any implied
organization that may see fit to come to us as
selling representatives of the Victor Co., as we
regard ourselves as a part of the organization
and as the connecting link between the factory
and the retailer. We would be unworthy of the
Victor organization if we did not provide at once
for the meeting of all unusual and perhaps un-
expected demands.
"While, of course, we welcome the opportunity
to extend our trade and gladly welcome new cus-
tomers, our connections with the Victor Co. are
such that we place the meeting of the demands
the company's retailers may make upon us above
the mere commercial extension, for the present
at least. We want any part of the trade in this
section to feel that we are obligated to meet their
demands just as much as though they had been
our customers, for we regard a Victor obligation
as our obligation."
At the Columbia warerooms Manager Reid says
that the wholesale end has held up surprisingly
well and that collections are better than general
business talk would indicate. He has concluded,
after hearing the tales of men in other business,
that talking machine men are to be congratulated.
Mr. Salmon, of the wholesale sales department,
returned early in the month from North Mis-
souri and reported a very good trip and the farm-
ers in that grain section well pleased with their
present condition and the financial prospects. Mr.
Bennett, also of the sales force,- remained in that
section to close up a number of deals. For the
present the Columbia is not seeking new business
in the cotton and lumber country to the south.
"Of course business just now is hard to get,
but my experience has been that there is a way
to get it," said Mr. Reid. "Just now we are put-
ting in our best licks where we believe that busi-
ness exists and that it is possible to close*it up.
We are sending our jobbing salesmen into sections
where they have money to buy talking machines
and we are making gains there.
At Your
Service
fail day
VICTOR DISTRIBUTORS
EXCLUSIVELY
Connect Yourself
with the Progressive House
who will be glad to advise
you how to obtain more retail
business.
OUR POLICY
"No account accepted
unless perfect service
can be assured."
Automobile service in New
York City will insure our
dealers prompt delivery.
Motor suburban service will
insure out-of-town dealers
earlier deliveries.
VICTOR Contracts are now
ready lor mailing to those
dealers who wish to take ad-
vantage of our perfect service
for the coming season.
Our representative will gladly
call upon request.
WHAT YOU WANT
WHEN YOU WANT IT
ALWAYS IN STOCK
563 FIFTH AVE.
INC
NEW YORK
34
THE TALKING MACHINE WORLD.
■ 01 V
.9.3=
THE
CO
aeouaH
TBkes Great Peking TAf
grafonoua
. lifted emj****** wkl-B*-
„ is VeerAy 6ratlhe ^ . in every W« * ^
^Co^V ^emera. field . ^ offer ^hich
to the above a- ^ lo^est p
THE
This announcement of the Aeolian Company, which
appeared in all the leading New York newspapers
carries a significant message to every talking machine
dealer.
Does it not suggest to you the benefits you may secure
in handling Columbia Grafonolas and Columbia
Double-Disc Records ?
Graphophone Company
Woolworth Building, New York
THE TALKING MACHINE WORLD.
35
TRADE ACTIVE IN SOUTHERN CALIFORNIA.
Despite Disturbance Caused by European War, Demand for Talking Machines Is Greater
Than Ever, with the Higher Priced Goods in Favor — Leading Houses Active in Way
of Attractive Window and Wareroom Displays to Interest Public — News of Month.
(Special to The Talking Machine World.)
Los Angeles, Calv October 6. — Notwithstanding
the war and the general business depression, the
talking machine trade in southern California is
opening up this fall in a manner which bids fair
to surprise all previous records. The demand for
the larger models in all makes of talking machines
is greater than ever before at this time of the year.
The only drawback seems to be our inability to get
machines and records. This may be due, in a
measure, to our great distance from the source of
supply. However, all the jobbing houses predict a
full supply for the holiday trade.
Tuesday, September 8, marked the 123d anniver- *
sary of the founding of Los Angel?s. A municipal
carnival commemorating that event was given on
the old Normal School site. A1 wide and varied
program was given. The Southern California Music
Co. supplied three Model A250 Edison disc ma-
chines, which elicited many favorable comments
from thousands.
A very unique window display was given by the
Wiley B. Allen Music Co. last week, consisting of
three couples of dancing dolls, while four couples
were seated around them as interested spectators.
The dancers were made to revolve, reverse, dip,
etc., just like they were alive. The dance was per-
formed around a talking machine. This window
attracted hundreds of people and was a great ad-
vertisement for the new dance records.
R. E. Wolfinger, of the Wiley B. Allen Music
Co., has a novel scheme whereby the English rec-
ords of our greatest singers may be more thor-
oughly enjoyed by his prospective customers. Mr.
Wolfinger makes typewritten copies of the songs,
which are given to the customers to follow while
the records are being played, thereby enabling them
to get a much better impression of the clearness of
the enunciation of the machine than would other-
wise be obtained. Cornelius Muers, formerly with
the J. B. Brown Music Co., is now connected with
the Allen house.
H. E. Lindsey, who was with the Wiley B. Allen
Music Co., of Portland, Ore., is now with their
branch in this city.
The Andrews Talking Machine Co. has added
greatly to the efficiency of its department by the
addition of another large demonstrating room. M.
B. Sharp, formerly with Sherman, Clay & Co., San
Francisco, is now with this company.
The Birkel Music Co. reports greatly increased
sales of all models of Victrolas.
Charles Ruggles, local manager for Sherman,
Clay & Co., reports two new Victor agencies, the
Becker Pharmacy, of Calexico, Cal., and W. H.
Saladin, of Lompoc, Cal., both of whom have placed
substantial orders.
Ralph H. Paulin, manager for fifteen years of
the talking machine department for the Guernsey
S. Brown Music Co., of Santa Barbara, has. re-
cently purchased that department and greatly in-
creased the stock. Mr. Burson will be connected
with him.
T. T. Gardner, of the Gardner Music Co., Gar-
dena, has lately added the Edison disc agency to his
line. He reports a flourishing business, having
sold a Model A150 and a Model A250 the first
week.
O. A. Lovejoy, of the Southern California Music
Co., reports a brisk trade in both the Edison disc
and cylinder lines.
The new Edison idea of putting six disc records
on sale every week is meeting with great favor
in this community.
George B. Austin, of Oxnard, was in the city
recently. He placed a substantial order for both
Edison disc and Edison cylinder machines and rec-
ords.
The Columbia Graphophone Co., wholesale, re-
ports a big demand for four new model machines.
E. Holland, of the Holland Music Co., located
at Vernon and Central avenues, reports a fine
business in Edison cylinder machines and records.
Mr. Holland makes a specialty of this line and is
increasing his business daily.
A NEW LOW-PRICED RECORD.
The "Little Wonder" Record, Backed by Henry
Waterson, the Well-Known Music Publisher,
Is Only Five and One-Half Inches in Diam-
eter and Retails at Fifteen Cents.
If the latest venture of Henry Waterson, head
of the Waterson, Berlin & Snyder Co., the promi-
nent music publishers of New York, develop as
the promoters expect, owners of talking machines
will be able to buy records as they buy sheet music
at the present time, and at about the same price.
•Mr. Waterson, in short, is sponsor for the new
Little Wonder record, which has just made its
appearance on the market and sells for fifteen
cents retail. The new records are of the lateral
cut type, may be played on the various machines
using that type of record, are five and one-half
inches in diameter and play for about one minute
and forty-five seconds. The records are large
enough to hold one verse and two choruses of a
song and the reproductive qualities are very good.
Mr. Waterson stated to The World that the
present catalog of "Little Wonder" records con-
tains about fifty selections and that it will be
added to at the rate of fifteen selections monthly.
The distribution will not be confined to any one
class of store, but the records will be sold in
music stores, stationery stores and through other
similar agencies. A new machine to use the record
has been designed.
Alice Nielsen, the popular operatic soprano and
a Columbia artist, will appear next Tuesday at
Hackensack, N. J. to sing at a concert given on
behalf of the Children's .Relief and General Wel-
fare Society of that city. Miss Nielsen will ap-
'pear in conjunction with Rudolph Ganz, the inter-
nationally prominent pianist. Mrs. George W. Lyle,
wife of General Manager Lyle of the Columbia
company, is an active patroness of the Children's
POPULAR FOR DANCING.
Columbia Records Make Ideal Substitute for
Orchestra, Writes Dancer.
With the start of the indoor dancing season, the
Columbia Graphophone Co. is steadily adding to
its long list of testimonial letters from successful
dancing instructors. One of the recent communica-
tions was that sent by Miss Edythe Parker, a prom-
inent exponent of the modern dances, who writes :
"I did not believe it possible that the Grafonola
could satisfactorily take the place of an orchestra
for dance purposes, but I am very glad now that
you insisted on my giving it a trial. It is simply a
revelation to me. The Columbia double-disc
records of the new dances are simply marvelous for
the life, swing, snap and perfect tempo. They are
faultlessly played and are of the greatest assistance
to me in my work. I most sincerely recommend
their use by every dance teacher in the country.
They are wonderful."
Relief Society of Hackensack.
Statement of the ownership, management,
etc., of The Talking Machine World,
published Monthly at New York, re-
quired by the Act of August 24, 1912.
JSIame of Post-Office Address
Editor, EDWARD LYMAN BILL. . . 373 4th Ave.. N. Y.
Managing Editor. J. B. SPILLANF 373 4th Ave., N. Y.
Business Manager, AUGUST J. TIMPE ...... .
373 4th Ave., N. Y.
Publisher, EDWARD LYMAN BILL ....
373 4th Ave., N. Y.
Sole Owner, EDWARD LYMAN BILL. ... ..... . .
373 4th Ave., N. Y..
The Talking Machine World, Per August J. Timpe, Business Mgr.
Sworn to and subscribed before me this 22d day of
Lseal] September, 1914.
Eugene R. Falck, Notary Public 4
(My commission expires March 30, 1916.)
"BETTER THAN AN
EXTRA CLERK"
M "OGDEN"
Sectional Filing Cabinet and
Sales System
If You Knew a Young Man Who Could Increase Your
Business, You'd Employ Him — Then Why Not Install a
Filing System that Will Do the Same Thing for Less
Money ?
PAST THE EXPERIMENTAL STAGE
The "OGDEN" has stood the test and made good — is making
good today in hundreds of stores — is ready to make good for you.
Has a simple, adjustable signal system for quick filing and ready
reference — gives you any record in stock in four seconds. Complete
in the minutest detail and fully guaranteed to be just as represented.
Do away with the old style, out-of-date cabinets — install the new
"OGDEN" and watch your sales and profits grow, while your "dead
stock" decreases. It's a matter of dollars and cents with you and
worthy of immediate investigation.
Jobbers in all Sections. Write for De-
scriptive Literature and List of Jobbers.
Manufactured by
J. B. OGDEN
LYNCHBURG,
VA.
SAVES TIME,
SPACE AND
MONEY.
INCREASES
SALES.
CUTS OUT
DEAD STOCK.
PREVENTS
WARPING.
TAKES UP
SMALL SPACE.
FITS ANY
SIZE BUSI-
NESS, ESPE-
CIALLY YOURS.
36
THE TALKING MACHINE WORLD.
Announce men
E HAVE opened offices at 29-33 West 38th Street
" T (just West of Fifth Avenue), New York City, where
we have our goods on display and ready for examination
and comparison.
Our goods are sold under our own patents, applied patents and copy-
rights, or under arrangement of patents held by others, so that any dealer
can handle our goods without fear of intimidation or law suit.
We claim and will demonstrate that the Pathe Discs (all double) are
superior to anything on this market. They are made by the up-and-down
cut system of recording, and play with a permanent round sapphire or a
round diamond in place of a needle.
The Pathephone; as to mechanism, acoustics and style, is the best on the
market. We make this statement unqualifiedly.
Our largest model machine will be equipped by us to play every make of
Disc Record on the market, and play it perfectly.
Our plan is to sell goods in the usual way, through distributors and
dealers. We shall limit the number of jobbers, and shall be very judicious in
the selection and location of dealers.
We are now ready to receive the applications of jobbers and dealers
and solicit your visit and correspondence.
PATHE FRERES PHONOGRAPH CO
THE TALKING MACHINE WOULD.
37
Xo the Xrade
The Machines:
Beautiful in appear-
ance, and the result of
the combined talent
and experience of the
Pathe Freres vast es-
tablishments of Paris,
Berlin, London, Petro-
grad and Vienna.
The Records:
Sweet in tone — true to
nature — rich in quality
— full in volume. Many
thousands of selections
— Bands, Orchestras,
Vocal and Instrumental,
Opera Stars, Popular
Singers, Dance Music,
etc.
Model 175 — $175.00
The PATHEPHONE
and Pathe Double-Disc Records
SIZES AND PRICES OF
DOUBLE RECORDS:
ll!/2 -inch
14
20
$ .75 to $2.00
1.25 " 2.50
4.00
Model 15 — $15.00
Largest selection
of the latest
DANCE
RECORDS
endorsed by
MAURICE
and
FLORENCE
WALTON
Model 50 — $50.00
29-33 W. 38th STREET, NEW YORK
38
THE TALKING MACHINE WORLD.
They are telling us that Columbia Record
A-5595 is the greatest selling dance
record ever issued.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
MARKET FOR CHEAP "TALKERS."
Vice Consul-General Harry A. McBride, stationed
at Boma, Belgian Kongo, under the heading "Com-
mercial Study of Portuguese West Africa," gives
an interesting account of conditions in this far-
away land in the October 1 issue of the "Daily
Consular and Trade Reports."
Referring to the talking machine trade, Mr. Mc-
Bride states as follows: "There is a good market
for cheap talking machines, these being in use even
by the poorer Portuguese families and the better-
class natives. A few of the higher-priced Ameri-
can machines have been sold, but the trade demands
an instrument retailing at $10 to $20. Records
WILL BUYDISC TALKING MACHINES
Wanted to buy a good job of disc talking ma-
chines and disc records, any make. We will buy
supplies and horns. We pay spot cash. Address
"O. C, 124," care The Talking Machine World,
220 So. State St., Chicago, 111.
FOR SALE
5,000 brand new Columbia disc (single) records,
must be sold at once. Price, 4c. each. Berliner
Phonograph Co., Inc., Dept. 8, 140 East 4th St.,
New York.
AN OPPORTUNITY
Capitalist and business man wanted (or for sale)
to handle patented invention (not an attachment),
but consisting of an entirely new PHONOGRAPH
TELEPHONE, etc., etc., instrument which elimi-
nates all distortion of form or quality, superior to
any known method on the market. The correct
recording, reproducing and transmission of music
at last made possible. Your business and finan-
cial responsibility a first requirement. For further
particulars address Palys L. Chevrier, 1910 Hill-
crest Road, Hollywood, Cai.
TALKING MACHINES WANTED
Wanted to buy, stock of talking machines.' Must
be up to date. Will pay cash. Address J. Ven-
able, 975 Market St., San Francisco, Cal.
BUSINESS FOR SALE
FOE SALE. — Music business in a rapid growing resort
city of South Florida. Good opportunity for one who can
handle installments. Nearest dealer 66 miles. Country
being settled rapidly; Address "Florida," care The Talk-
ing Machine World, 373 Fourth Ave., New York.
FOR SALE
'One $125.00 Victrola Grand Opera mechanical,
display now on exhibition in our show window.
Big bargain for quick 'purchaser. Call, write or
telephone E. G. Brown, Bayonne, N. J.
such as are supplied for Brazil and Portugal would
find also a market- if prices were right. At present
all the records used are imported from France
through the medium of Lisbon firms."
THE AGGRESSIVE MAN WINS
In the Battle for Trade This Fall and Winter,
Says Thos. F. Green, General Manager of
the Silas E. Pearsall Co., New York.
General Manager Thomas F. Green, of the Silas
E. Pearsall Co., Victor distributers, 16 West Forty-
sixth street, New
York, who is wide-
ly known in the
talking machine
trade, is one of the
most optimistic men
when it comes to a
discussion of the
condition of busi-
ness during the next
few months. He be-
lieves that with the
present adjustment
in the banking sys-
tem, the increased
manufacturing o r -
months should show a lot of machine sales, to say
nothing of the increased volume of record trade
that usually comes in on the prosperity wave. The
dealers using the Pearsall Victor service will be
helped by securing a sufficient allotment of goods
that will put them in a position of being able to
fill most any demand made upon them. A well-
stocked store not only gives the customer the im-
pression that the store is a live one, but it permits
the quick closing of sales by reason of giving the
customer anything he wants on the minute. Fre-
quently a prospect takes a year to make up his
mind to own a Victrola, and when buying it in the
morning wants the machine delivered in the after-
noon, and it is necessary to have a good stock to
be able to give the customer the right service."
In the organized mind there is an unfolding of
the spiritual life, a constant search for better
things,, a wider vision of human needs, and a sym-
pathetic effort to ameliorate the conditions of life.
Serving the master mind of patriot, impelled Pat-
rick Henry to utter the immortal words, "Give me
liberty or give me death." The master mind of a
general led Washington to his Yorktown and gave
America its freedom.
Thomas F. Green.
ders and the wonderful crops there will be a pros-
perity which will result in a tremendous amount
of Victor business.
"For those dealers going after business in an
aggressive way," added Mr. Green, "the next few
A woman in Providence, addicted to the use of
big words, was calling on a friend one afternoon,
who complained of incessant pain in her back,
whereupon the user of big words said : "I would
consult Dr. Purzner for pains in the back. He's
the finest backteriologist that I ever knew of."
THOUSANDS ARE ENTERTAINED
By the Edison Disc Phonograph at the Enter-
tainments Given on Tuesday and Thursday
of Each Week at the Headquarters of the
Prudential Insurance Co. in Newark.
A very notable feature of the various plans ar-
ranged by the Prudential Insurance Co. of America
day of each week, wherein the thousands of em-
ployes are able to enjoy some delightful programs
which are contributed by the employes themselves.
Among the important attractions at these re-
unions is the use of a $250 Edison disc phonograph,
which with a large number of choice records were
purchased by the company and turned over to
the noontime commitee for these entertainments.
The illustration herewith shows the enormous
The F.dison Disc Heard at Noontime Concerts of the Prudential Insurance Co.
for- the entertainment of its employes at the head crowd who have been aroused to enthusiasm by
office in Newark, N. J., are the free entertainments the Edison disc phonograph at these noontime en-
arranged at the noon hour on Tuesday and Thurs- tertainments.
THE TALKING MACHINE WORLD.
A L1VE=WIRE READING STORE
Is That Conducted by Kline, Eppihimer & Co.
— Has Attractive Columbia Quarters in
Pennsylvania City — Long Established.
(Special to The Talking Machine World.)
Reading, Pa., October 7. — One of the 'live-wire
merchandising establishments of this city is Kline,
Eppihimer & Co. This concern has been in busi-
ness for fifty-two years, and has been in its pres-
AUCKLAND NOT UNPROGRESSIVE.
Harry W. Butler's Reply to Jake Graham's
Criticism Sets Forth the Facts — Compli-
ments for The World from New Zealand —
Harry Lauder Spreads Himself — Hoot Mon!
Kline, Eppihimer & Co.'s Attractive
ent location on Penn Square during all these years.
It also has the unique distinction of being one of
the few old established department stores in this
country wherein the originators of the firm are
still living and actively interested in the business.
The Columbia department in this successful
establishment is a very attractive one and as will
be seen by the
accompanyi n g
illustration is
well adapted to
the holding of
informal con-
certs. M. F.
Elliot, manager
of this depart-
ment, is a keen
student of all
matters mu-
sical, and his
hearty enthusi-
asm in Colum-
bia quality and
merit is well
evidenced b y
the rapid growth of his department. Mr. Elliot is
most optimistic in his predictions for fall business, as
he believes the next few months will be banner ones
for Columbia machines and records in his territory.
(Special to The Talking Machine World.)
Auckland, New Zealand, September 14. — The
remarks of Jake Graham, the Liverpool dealer,
about local dealers lacking progressiveness, which
recently appeared in
the course of his talk
in The World, has been
the subject of much
comment here.
Harry W. Butler, of
the gramophone de-
partment of the Eng-
lish & Foreign Piano
Agency, Ltd., remarked
in this connection :
"Mr. Graham must re-
member that we are
not living next door to
the factories, the same
as he is. If we want
any records it takes us
a fortnight to get them
from the 'wholesale
headquarters, which is
in Sydney, 1,286 miles
Display Rooms. away. it must be a;s0
remembered that there are as many people
in Liverpool as we have in the whole of
New Zealand, and he must not forget that
the population tells a big tale. I think that
with the stock we caTry, over 10,000 H. M.
V. and Twin disc records and every type
of the same make of machines that there are
very iew signs of unprogressiveness. However,
we are pleased to hear about our faults, and we
shall try to improve to the satisfaction of Mr.
Graham.
"By the way, I must compliment The Talking
Machine World on its enterprise in keeping in
touch with every part of the world. I consider
it the best trade paper I have seen and look for-
ward to its arrival with interest each month."
Some people may think that the Scotch are
close-fisted in a money way, and that Harry Lauder
is the patron saint of this clan, but Americans
must be disabused of this idea, for at the Theater
Royal the other night a large silk Union Jack
was sold at auction, with Harry Lauder as as-
sistant auctioneer, for the Mayor's Patriotic Fund.
Mr. Lauder made a speech and aroused a great
deal of enthusiasm. The first offer was ten
guineas, but Mr. Lauder raised the price to fifty
guineas, and later seventy guineas was offered,
when he (Lauder) said he intended to take the '
flag back to Scotland if he gpt it, and he raised
the bid to 100 guineas, at which figure the emblem
was knocked down amidst cheers. Some local
clubs are trying to repurchase the flag, but Mr.
Lauder, with Scotch financial keenness, says the
price is now f200.
CLAYTON BILL BECOMES A LAW.
The Clayton Anti-Trust bill, which, among
other features, prohibits the fixing of prices to the
retailer, was passed by the House of Representa-
tives on October 7 and immediately went to the
President for his signature, which made the meas-
ure a law. The purpose of the new law, the
passage of which was strongly contested by the
advocates of price maintenance, is designed as a
supplement to the Sherman Anti-Trust law.
ENLARGES VICTROLA DEPARTMENT.
(Special to The Talking Machine World.)
New Orleans, La., October 10.— The J. V.
Dugan Piano Co., of this city, is featuring Vic-
trolas so successfully that it has had to increase
the capacity of its demonstrating and record
rooms. The rooms are glass paneled and are
soundproof.
Elliot.
INCREASE CAPITAL STOCK.
The Masterphone Corporation, manufacturer of
the popular clarifying device known as the "Mas-
terphone," has just moved its executive and sales
offices to 286 Fifth avenue, New York.
The capital stock of the Masterphone Corpora
tion was increased this week to $100,000. Several
changes have been made in the executive staff, C.
M. Walsh having been elected secretary and treas-
urer and A. T. Wells appointed sales manager. M.
B. Claussen continues as president.
REPORTS GOOD BUSINESS MONTH.
(Special to The Talking Machine World.)
Baltimore, Md., October 7. — J. L. Gibbons, new
manager of the talking machine department of
Stewart & Co., reports good business at the end
of his first month. Mr. Gibbons succeeded J. A.
Lappelle.
(Patented August 25, 1914.)
THE HERZOG MAGAZINE.
An interesting periodical known as the Herzog
Magazine has now reached its fifth consecutive
monthly issue. This publication contains consid-
erable matter of musical interest, and is put forth
by the Herzog Art Furniture Co., Saginaw, Mich.
THE UFFNER
Sectional Record Cabinet
A new filing device for Talking Machine
Records that fills a long felt want where objection
is made against handling the great weight that is
contained in Record Albums.
This system of filing and handling Records
permits of great quickness and accuracy. The
improved style of index furnished with each Cabinet
is a strong feature.
The Cabinets are made strong and durable,
containing four compartments : two for 12-in.
Records and two . for 10-in. Records. Capacity 60
Records. Each Cabinet contains a drawer $y2 in.
wide by 12 in. long for holding needles, cleaners,
etc., as well as the index.
Finished handsomely in Mahogany Viennese leather, each compartment has
gold-plated pulls, gold stamping and is initialed.
You take no chance in placing a sample order for these goods
MANUFACTURED ONLY BY
UFFNER ALBUM CO.. 75 & 77 Grand Street, New York
Also Makers of the
UFFNER NO GLUE
ALBUM
steel back binding which, for
durability, has no equal.
Made in two sizes to hold
12 and 16 Records re-
spectively.
Cost no more than the old
style album and worth
{Patented March 3, 1914.) double.
Include our Patent Album with your request for Cabinets.
4:0
THE TALKING MACHINE WORLD.
Price, $35.00
Style "Jewel."
10%" Turntable. Tone Modifier. Sapphire Needle.
Double-spring Motor. Equipment for playing all makes
of disc records in the world. (Diamond Needle $5.00
extra; Multi-Playing Needle $1.00 extra.) Trimmings
Nickel-plated.
Price, $50.00
Style "Excelsior."
12" Turntable. Tone Modifier. Sapphire Needle.
Double-spring Motor. Equipment for playing all makes
of disc records in the world. (Diamond Needle $5.00
extra; Multi-Playing Needle $1.00 extra.) Trimmings
Nickel-plated.
Price, $100.00
Style "Imperial."
12" Turntable. Extra Strong Double-spring Motor,
Nickel-plated. Tone Modifier. Multi-Playing Needle.
Sapphire Needle. Diamond Needle. Automatic Starter
and Stopper. Equipment for playing all makes of disc
records in the world. Trimmings Nickel-plated. En-
velope Filing System, with capacity for holding 70 rec-
ords. Compartment at bottom of cabinet for accessories.
*4
F»HOIMOI
The Highest Class
IS NOW READY
The policy of this company has been to first create a demand for its instru-
ment among the public and then appoint dealers throughout the country to enable
us to fill that demand. The demand is now there, and the goods are ready.
Considered from a selling standpoint, the Sonora leads them all by far. It has
more individual features than any other phonograph in existence. Where you might
lose the sale of another machine you would surely sell a Sonora. Furthermore, when
you sell a Sonora, you will be the only dealer to reap the benefit of future sales result-
ing from that one, as every Sonora dealer is given an exclusive territory, the size of
which depends upon the amount of his initial purchase.
"THE HIGHEST CLASS TALKI
WRITE US FOR OUR AGENCY PROPOSIT
Price, $125.00
Style "Baby Grand."
12" Turntable. Extra Strong Double-spring Motor,
Nickel-plated. Tone Modifier. Multi-Playing Needle.
Sapphire Needle. Diamond Needle. Automatic -Starter
and Stopper. Equipment for playing all makes of disc
records in the world. Trimmings Nickel-plated. En-
velope Filing System, with capacity for holding 70 rec-
ords. Compartment at bottom of cabinet for accessories.
Pric I jo
12" Turntable. Extr;
Nickel-plated. Tone Mi
Sapphire Needle. Diamj
and Stopper. Equipme*
records in the world,
velope Filing System, vd
ords. Compartment at blt; ;: ,
Be first in introduc-
ing this needle in your
city and have the advan-
tage over your compet-
itors.
It enables you to
draw new trade to your
store.
Exclusive represen-
tation granted.
THE SONORA JEWEL ll
A RELIABLE AND %
Mi
The Beginning of the
WRITE FOR DESCRIPTI;ju(an ,
SONORA PHONOGRA
57 READE STREET, NEW YORK
(The attention of our Legal Department will be called to any individual, fir
Ci
THE TALKING MACHINE WORLD.
41
Machine in the World
99
>R THE TRADE
The Sonora Phonograph possesses these great advantages:
r IS THE ONLY PHONOGRAPH WHICH WILL PLAY ALL MAKES OF DISC
RECORDS PERFECTLY. This means the new Diamond Disc, the Sapphire and
ordinary Steel Needle records. Others have made this claim, but could not prove
it. The Sonora makes the claim and proves it.
r IS SUPERIOR TO ALL OTHERS IN TONE-QUALITY, AND IS EQUIPPED
WITH A PERFECT TONE MODIFIER AND AUTOMATIC STARTER AND
STOPPER.
r EXCELS IN MECHANICAL CONSTRUCTION, QUALITY OF MOTORS,
CABINET DESIGN AND INDIVIDUALITY. IT IS THE ONLY PHONO-
GRAPH WHICH CAN BE CALLED
MACHINE INT THE WORLD"
ND NEW ILLUSTRATED CATALOGUE.
Price, $40.00
Style "Jewel Combination."
(Albums F.xtra)
10%" Turntable. Tone Modifier. Sapphire Needle.
Double-spring Motor. Equipment for playing all makes
of disc records in the world. (Diamond Needle $5.00
extra. Multi-Playing Needle $1.00 extra.) Trimmings
Nickel-plated.
Double-spring Motor,
dulti-Playing Needle,
e. Automatic Starter
ing all makes of disc
3 Nickel-plated. En-
y for holding 70 rec-
abinet for accessories.
Price, $150.00
Style "Rosary."
12" Turntable. Extra Heavy Double-spring Motor,
playing half an hour, or ten 10" records, in one wind-
ing. Tone Modifier. Multi-Playing Needle. Sapphire
Needle. Diamond Needle. Automatic Starter and
Stopper. Equipment for playing all makes of disc
records in the world. Trimmings Nickel-plated. En-
velope Filing System, with capacity for holding 70 rec-
ords. Compartment at bottom of cabinet for accessories.
Price, $75.00
Style "Peerless." "
12" Turntable. Extra Strong Double-spring Motor,
Nickel-plated. Tone Modifier. Sapphire Needle.
Multi-Playing Needle. Diamond Needle. Automatic
Starter and Stopper. Equipment for playing all makes
of disc records in the world. Trimmings Nickel-plated.
LTI-PLAYING NEEDLE
»VED SUBSTITUTE
I of the Steel Needle
AND PRICES TO
CORPORATION, Mfrs.
GEO. E. BRIGHTSON, Pres.
ion wilfully making false statements regarding the merits of this needle. )
Patents Pending
Price, $1.00
Price, $200.00
Style "Grand."
12" Turntable. Extra Heavy Double-spring Motor,
playing half an hour, or ten 10" records, in one wind-
ing. Tone Modifier. Sapphire Needle. Diamond
Needle. Automatic Starter and Stopper. Multi-Playing
Needier Equipment for playing all makes of disc rec-
ords in the world. Trimmings Gold-plated. Envelope
Filing System, with capacity for holding 160 records.
42
THE TALKING MACHINE WORLD.
SSB5
The Trade In Philadelphia And Locality
(Special to The Talking Machine World.)
Philadelphia, Pa., October 8.— There is a
diversity of opinion as to the talking machine
business in Philadelphia during September. Sev-
eral of the firms have had a better business than
they enjoyed during September of 1913, while
others say they have not done quite as well, and
attribute their lack of success to the two spells
of exceedingly hot weather that were encountered
during that month. When the weather was cool
business was good, but the life went right out with
it when the heat attacked the city.
Dealers Generally Optimistic.
The dealers are quite optimistic as to the fall
and winter trade, and already they believe they
see signs of active business. They are all buying
heavily, not only in machines, but in records, dance
records still having the call, as evidence is shown
that there will be no lessening in this popular
Largest
Stock of
Victor
Records and
Victrolas in
Pennsylvania
Orders Filled
IMMEDIATELY
Upon Receipt
Give Us a Trial and
be Convinced.
Perm Phonograph Co.
17 South Ninth Street
Opposite Post Office PHILA., PA.
amusement because the dancing schools are filling
up earlier than usual.
Edison Latest, the "Telescribe," Shown.
Thomas A. Edison's latest invention, an instru-
ment for the recording of telephone conversations,
was demonstrated in Philadelphia last week by
Nelson C. Durand, of the Edison laboratory, of
East Orange. The demonstration was made at the
warerooms of Louis Buehn, 825 Arch street. Mr.
Edison calls this instrument the "telescribe." It is
connected with an ordinary desk phone and tran-
scribes conversations to a dictating machine, where
they are recorded on a wax cylinder after the
manner phonograph records are made. The tele-
scribe was described in The World last month.
Mr. Buehn had sent out a number of invitations
to prominent firms in this city to see the demon-
stration of this new invention, and there was a
good representation present.
Louis Buehn Reports Improved Business.
Louis Buehn reports that his business has been
very satisfactory, and it was infinitely better in
September than it was last year. He enjoyed an
increase of at least 50 per cent., a great deal of
which was machine stocks anticipating a big holi-
day business. Mr. Buehn's personal opinion is,
however, that while the dealers generally are mak-
ing extensive preparations for a big trade, he is
of the opinion that we are not going to have such
a big retail business as some may expect.
Machines, Mr. Buehn says, are coming in very
fine and, in fact, the companies are sort of swamp-
ing the jobbers. Records are also coming in very
much better. He says the dance music still has a
strong hold, but aside from that he believes there
will be little sold but the Red Seal records.
Dance and Classic Records at Heppe's.
The past September was as good as last year at
C. J. Heppe & Son, says Manager Elwell. He
says the machines from the Victor are coming
through all right, but the record stocks are a little
slow. He says it looks as if the dance records
were going to keep up, but that there is also a
great amount of classic stuff selling.
Harry Cake Safe Home from Europe.
Harry Cake, of Pottsville, who handles talking
machines in that city, was in Philadelphia on his
way home from Europe. He has some interesting
experiences to relate, having been caught in Ger-
many at the outstart. He was very seriously
handicapped in getting accommodations and getting
away, for the reason that his "talking machine"
money was no good and that they even gave him
no opportunity to spend any of it. He was helped
out, however, through the Cook's Tourist Agency.
Big Stock on Hand at Gimbel's.
Gimbel Bros, report that they have about run
even with last year in September. They have at
present a larger stock than they have ever before
carried in the history of their department, which
indicates that they take an optimistic view of con-
ditions. Their biggest business in records at pres-
ent is for the dance numbers.
Some Original Advertising Matter.
Messrs. Blake and Burkhart, who conduct the
Edison Shop at Eleventh and Walnut streets, are
getting out some innovations in advertising matter
in the way of circulars, of envelopes and of wrap-
pers. Everything that goes out from the store is
labeled "The Edison Shop." Both members of the
firm were in East Orange last week and spent
some time going over the factory. They have taken
on a new salesman, Horace G. Bentley, who will
be an outside man. In every delivery they make
they place considerable advertising matter.
Have Handsome Warerooms.
The Talking Machine Co. on South Broad street
has its warerooms completed, and the large marble
stairwav leading from the first to' the secc id floor
is very attractive and lends an imposing appearance
to its otherwise very handsome warerooms.
Lively Demand for Columbia Line.
Manager Eckhardt, of the Pennsylvania Talking
Machine. Co. — the Columbia jobber of this city-
says that his house had a very remarkable increase
in business in September, and that it has "a lot of
good meat stirred up for this month." Thus far
it has gone ahead every month this year, notwith-
standing that its business last year was most grati-
fying. "Fortunately," says Mr. Eckhardt, ""we
have not discovered that there is a war going on.
If you will allow it to interfere with your busi-
ness it is going to do so, but I made up my mind
I would do all my war talk at home, and when I
left home I would shake it off, and I have asked
all my people to do the same."
Mr. Eckhardt says that he has been' having a
(Continued on page 43.)
ICTOR
A complete line of Victor products, from the smallest
repair part to the biggest model of machine. Every
shipment made promptly.
DISON
Cylinder goods, machines and records; full stocks and
immediate deliveries. A good popular-priced line for
most any territory.
Louis Buehn
Philadelphia
THE TALKING MACHINE WORLD.
43
The Trade In Baltimore And Vicinity
(Special to The Talking Machine World. )
Baltimore, Md* October 6. — The talking ma-
chine business is hitting up its usual fast stride
with the result that all the dealers report excel-
lent prospects for the fall and winter, and es-
pecially for the holiday trade. Most, if not all of
them, are stocking up ahead of time to be in posi-
tion to handle each and every customer during the
holidays and to disappoint none.
The additional space added by E. F. Droop &
.Sons Co. was not put into service any too soon, for
the firm has a big stock of Viotors and Edisons on
hand for the heavy demands that continue to pour
in. Manager W. C. Roberts reports a very good
September and has every reason to believe that
this will be hi» banner year.
Joseph Fink, proprietor of the Fink Talking Ma-
chine Co., reports good sales with the Victor and
Columbia lines at both his main store and his new
branch store. Business is picking up nicely.
F. A. Dennison, manager of the branch store of
the Columbia Graphophone Co., shows by reports
and statistics that the various styles of Columbia
instruments are just as popular as ever, and are
bringing in good sales both in the city and on the
road.
The Sanders & Stayman Co., Inc., reports sales
for September with the Columbia and Victor lines
to have been right up to the standard, and they
look for a continuance of the good results.
H. R. Eisenbrandt & Sons are also in the band
wagon with a line of good sales of Victors, which
they handle exclusively.
The department stores, such as Stewart & Co.,
Gomprecht & Be::esch and Hochschild, Kohn &
Co., have good reports to make w'th regard to
their talking machine departments.
ADJUST EFFORTSJfO OBSTACLES.
Salesmen Must Know More About Their Goods
Than the Customer, and Be Able to Prove
It — Making Adjustments.
"Back of everything you sell there is something
bigger than the article itself," writes George H.
Eberhard, the prominent service expert. "It's
the proposition — it's all that goes to make the sale
possible in the mind of the customer. Salesmen
When EISENBRANDT
handles your VICTOR order it
is filled quickly and completely.
We are the Pioneer Victor
Distributors of Baltimore.
H. R. Eisenbrandt & Sons
BALTIMORE, MD.
must know more about the proposition back of the
goods they have to sell than the customer, if they
want to enjoy the customer's confidence, and they
must get his confidence and retain it if they're
building up permanent trade.
"Salesmen must be prepared at any and all times
to answer in several different ways every ques-
tion about their goods and the proposition that
makes each item a sales factor ; so salesmen should
be continually on the alert forestalling possible
questions with the answers they would give if
they were called on at a moment's notice to an-
swer them. A salesman should treat his mind as
he would a valuable race horse. Keep it in good
condition and warm it up occasionally with trial
practice.
"Salesmen all have mental or physical defects
or weaknesses. They know of these defects, and
knowing, they should give thanks. Known de-
fects are signals crying out to us to correct and
control the weak spots in our selling armor. If
you are loud in your general conversation, and
you know it, the answer is, 'Tone it down.' If
you lack poise, the answer is, 'Practice control.'
If you're slow to collect your thoughts under fire
of questions — prepare, practice, study, be ready.
Don't let any man be a better salesman than you
are.
THE TRADE IN PHILADELPHIA.
{Continued from page 42.)
splendid business 'With the dictagraph. J. Wester-
velt has full charge of that end of the business,
not only as inside man, but also as manager of
salesmen. The firm has closed a most substantial
order for these machines with the Du Pont Powder
people and with the Lanston Monotype Co.
De Angelis Heads Cunningham Department.
John De Angelis, a cousin of Jefferson De
Angelis, the comedian, has been made the manager
of the Edison phonograph department at Cunning-
hams. He sold the Edison records originally direct
for Edison people in Orange. Mr. De Angelis
came to this city from Winnipeg. He says he
thinks things look very bright for the Edison here
this winter. A. C. Ireton, manager of sales, and
C. P. Chew, both Edison men, were in Philadelphia
the past week. They announce that they will send
a corps of demonstrators over here shortly and
give recitals, "after which," he says, "the enter-
prising dealers here are supposed to show the
Philadelphia people the advantages and the way
to secure one of the fine Edison talkers."
Many New Columbia Dealers.
"The new $85, 1915 Columbia 'Leader' machine,
has been received at the Philadelphia store," says
Mr. Eckhardt, "and it has created quite a furore,
It has been received very enthusiastically by the
trade and we are able to sell them faster than we
can get them at the present time. I believe the
new De Luxe, which is just out, is also going to
be a winner." The Metropolitan Phonograph Co.,
of Reading, has begun extensive handling of the
Columbia product, and will handle the Columbia
exclusively. The Pennsylvania Co. has put on a
great number of smaller accounts and has averaged
a new contract a day during the summer months,
and its territory is pretty well covered and it has
had to turn down a number of applicants. It is
negotiating for an important contract in Camden,
which it expects to close in a few days. It has
just closed a contract to handle the Columbia with
Painter & Ewing, the piano dealers of this city.
READY REFERENCE OF GENERAL SUPPLIES
DEALERS
Send for our "Trial Proposition" on the
Regina Hexaphone — the latest and best pay-
ing popular priced coin-operated instrument
for use in public places.
211 Marbrldge BIdg.. 34th St. and Broadway, New York City
Manufacturers of Regina Music Boxes; Reginaphones;
Coin-operated Mandolin Orchestrions; Vacuum
Cleaners and other specialties.
Mermod & Co.
505 Fifth Avenue New York
Manufacturers of
Talking Machine Supplies
Motors— Sapphire Points
Diamond Points a Specialty
Keep Your Record Stock with
Costs about $2.00 for 250 records for 50 years
Send for 20= page catalog
THE SYRACUSE WIRE WORKS,
SYRACUSE - - NEW YORK
44
THE TALKING MACHINE WORLD.
OU'VE been working all season building up an organi-
zation to give the best possible service.
You've been advertising extensively— you've been working
out systems to handle your business — to what end?
You Know This Will Be Your Biggest Victor Year
You're congratulating yourself that you're in a growing— booming
—successful business — but you cant reach your goal without the stock-
Ours is the largest, most complete Victor stock
in the country — we're prepared to take care ^
of you. We'll help you make your goal.
THE TALKING MACHINE COMPANY
NORTH MICHIGAN AVENUE
CHICAGO
THE TALKING MACHINE WORLD.
45
From Our Chicago Headquarters
P. VAN HARLINGEN, Manager
HENRY S. KINGWILL, Associate
World Office
Consumers' Bldg., 220 South State St., Chicago
Telephone: Wabash 5774
(Special to The Talking Machine World.)
Chicago, III., October 9. — The local talking ma-
chine trade is enjoying the first fruits of the fall
season. A very decided increase in sales is re-
ported all along the Avenue, and in every talking
machine store the opinion is given that the fall of
1914 will be a most profitable one despite the gen-
eral adverse conditions which prevail and which
have so seriously impaired so many other indus-
tries.
The heaviest machines being sold are, of course,
the ever-popular styles that retail around $100, but
numerous disposals of the largest styles of ma-
chines are reported on all sides.
The record situation, while it does not show as
much improvement, perhaps, as the improvement
in the sale of machines, is nevertheless good.
The dancing fad continues to contribute its benefi-
cence, but records now called for are for the
"fox trot," which dance is the successor to the
tango. The fox trot is said to be very much the
same as the tango, but the time is doubled.
O'Neill-James Gets Pathe Agency.
L. L. Leeds, of the New York office of Pathe
Freres, while on a recent visit to Chicago, an-
nounced that his company had placed the agency
for its goods in Chicago and Western territory
with the O'Neill-James Co., of Chicago.
A. J. O'Neill said to The World : "We are very
much pleased at securing the Pathe line. We
think it is a winner, and I look for every success
with it here in the West. I start on my first trip
in connection with our new business in a few days
and will visit St. Louis, Omaha and cities in the
Northwest.
Hold Formal Opening.
Rolf Hammer, famous Norwegian singer and
maker of many of the popular Edison records, was
a visitor last week to the shop of James I. Lyons.
Mr. Lyons was also visited by Otto Clausen,
another Norwegian singer of the same company,
who has contributed many of the popular issues
in the Norwegian division of the Edison library.
Mr. Lyons was one of the exhibitors at the re-
cent Household Show at the Coliseum, where
he showed in addition to an elaborate display of
the Edison Amberol machines, the Victor and Co-
lumbia machines and records.
Singers Visit Dealer.
The enlarged and improved record department
of the Phonograph Co., local Edison representa-
tive, was opened September 26 to a large crowd
of interested patrons. The latter availed them-
selves of the many new facilities and privileges of
the Edison shops and incidentally invested heavily
in records and machines. The affair was quite
social in tone. Tea and light refreshments were
served.
L. A. Sutfin is the new general traveler for the
Phonograph Co. Mr. Sutfin is at the present time
making a trip . through Southern Illinois, calling on
Edison dealers and prospective Edison dealers.
Inaugurate Instalment Business.
Two of Chicago's largest department stores,
namely, Siegel Cooper & Co. and the Fair, have
decided to institute the instalment system in their
respective departments. This is an entirely new
departure for the Fair, although Siegel Cooper
& Co. did it at one time and then decided to dis-
continue it.
General Manager George W. Montgomery, of
the Fair, made his decision during the past week
following a visit by Clifford R. Ely, special repre-
sentative of the Columbia Graphophone Co. Mr.
Ely disposed of a large stock of Columbia goods
to Mr. Montgomery, and it was following this
that the decision to operate the instalment busi-
ness was made. The talking machine department
of the Fair will be greatly enlarged by a number
of large booths and the business will be actively
pushed.
The talking machine department of Siegel
Cooper & Co. will be removed from the fourth
to the third floor, and Manager Sandeberg is
planning an active campaign for the fall months.
As a first step he placed a large order for Co-
lumbia goods with Mr. Ely also. Mr. Ely de-
serves much credit for the business-like way in
which he handled these deals. There are now
six of the eight large department stores on State
street who are Columbia dealers. They are Siegel
Cooper & Co., Rothschilds, the Fair. Hillman's,
the Boston Store and Marshall Field & Co. The
details of the adoption by Marshall Field & Co.
of the Columbia line will be found in another
part of this paper.
Business in Northwest Good.
R. J. Keith, manager of the Talking Maclvne
Co., spent a few days this week on a trip through
the Northwest. While at Minneapolis Mr. Keith
was entertained by Archie Mattheis, dealer in
that city, who showed him about the city and
took him for a motor trip through the beautiful
lake country that surrounds it.
"I found things in the Northwest especially
good," said Mr. Keith. "A1 big business is un-
doubtedly assured for that section of the country
this year, and all seem to realize it, as they are
stocking up heavily. Grain crops were tremendous
and they are enjoying one of the biggest busi-
nesses in their history.
"We closed our business for September with a
substantial gain over September of last year, and
so far this month are continuing to go at a good
pace. There seems to be a considerable feeling
of confidence, and despite the big war we are
finding dealers to be in an optimistic frame of
mind."
Wade Business Double.
S. O. Wade, of Wade & Wade, announces that
his company's bus:ness for September, 1914, was
just double that of September, 1913. "This is very
encouraging to us," said Mr. Wade, "and in our
opinion shows that dealers are realizing the ad-
vantages of handling a first-class needle cutter
such as we believe ours to be. A cutter that pleases
customers and a cutter that users recommend to
their friends is naturally much in demand."
Rothschild in Dance Program.
Rothschild's Department Store is offering a nov-
elty to its customers that is more than successful.
B. F. Dvorak, in charge of the department, ar-
ranged and is now giving concerts which include
not only talking machines, but which also includes
the violin and player-piano, and the three in con-
cert. Mr. Dvorak secured Miss Dunn and Mr.
King, society dancers, to illustrate the latest steps
to the music of the talker and the player-piano,
and the concerts which are given twice a week
are being attended by increasing numbers all the
time. The first program was made up of eight
numbers, and those present remained from start
to finish.
New Victor Store.
S. K. Tureck, 3223 West Twenty-second street,
has just placed a large order of Victor goods
with the Talking Machine Co., and will open a
fine store.
Whitman to Indianapolis.
H. Whitman, formerly floor salesman for the
Talking Machine Co.* was selected some time ago
to take charge of the new Victrola department
(Continued on page 47.)
THE WADE-™* NPe*™«er-THE WADE
The WADE embodies the right principle, worked out through long experience. It is simple, durable and accurate,
needle at an angle resulting in the best tone. The WADE cutters are made of the best steel and are absolutely guaranteed.
It trims the
The Wade
uC COTTER N,,^
Needle
Cutter No. Z
The WADE is
the most economical
cutter. It has a self-
acting stop, which
prevents waste and
enables one to get
from 12 to 15 per-
fect playing points.
No. 2 has a double
action, making it
especially easy to.
operate and afford-
ing the most power-
ful cut of any tool
made. No. 1 is a
very popular cutter
which has given ex-
cellent service.
The Wade
Fibre
Needle
Cutter No. 1
RETAIL PRICES- No. 1, $1.50; No. 2, $2.00
Order from your regular Dis-
tributoi — we sell to Jobbers only
WADE & WADE,
3807 Lake Park Ave.
CHICAGO, ILL.
46
THE TALKING MACHINE WORLD.
lb.
502K<ui
THIS house opened its doors to the public in October,
1864. It started with three great ideas — First, to sell
everything known in music; Secondly, to give the public
better service and, Thirdly, to tell the people about it.
These are cardinal principles with us today.
When the Talking Machine business was in its infancy,
many years ago, we gave the whole proposition the most
careful study with the result that we delivered our opinion
to the effect that the Talking Machine, in time, would
prove a wonderful musical instrument and that its manufac-
ture and sale should be along artistic musical lines. Today,
we are firmer than ever in our belief that every effort should
be put forth to keep the Talking Machine in its well-earned
place as the ideal ever-ready home entertainer and orchestra.
To this end we strive to make our Victor Service the kind
that gives real satisfaction to all concerned — satisfaction in a
pressed-down and flowing-over measure.
CHICAGO
THE TALKING MACHINE WORLD.
4ft
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 45).
of the Pearson Piano Co. of Indianapolis, Ind.,
and latest reports are that he is advancing rapidly
in his new work. A. G. Griffiths, Indianapolis,
Ind., is the floor salesman in his stead. .
Takes on Talking Machine Line.
The Central Piano Co., Jackson boulevard and
Wabash avenue, which is headed by Raymond J.
Healy, is taking on a complete line of talking
machines in the large basement of the building,
and will install a nice outfit of record racks and
sound-proof booths.
Premier Progress.
Local officials of the recently organized Premier
Cabinet Co., Montoursville, Pa., report an excel-
lent business following the first month's work.
The Premier Cabinet Co., which is headed by
George M. Willson, has placed upon the market
a line of talking machines which are distinctively
novel and apparently very meritorious. Two
styles have already been placed on the market,
one being a cabinet machine, while the other
instrument is of a portable model, designed for
use on a table or separate cabinet. Located in
one-half of the machine is the twelve-inch turn-
table and motor, both of a new and excellent pat-
tern. Trie tone arm proceeds to the rear of and
to the side of the mechanism, the sound chamber
widening out into the other half of the machine.
Cane panels cover the front of the sound cham-
ber.
The Premier is an all 'round machine, as it
is regularly fitted to play any . lateral cut record,
and by the addition of an ingenious attachment,
provided with a sapphire or diamond needle, it
will play equally well any type of vertical cut
record.
It is announced by officials of the company that
work is already proceeding on other styles, and
that the company will issue a new style every six
weeks until the line contains seven instruments,
affording a wide range in price. It is planned
that different styles of furniture architecture such
as Sheraton, Mission, etc., be followed. They
will be finished in mahogany, golden oak, fumed
oak and other woods. The larger cabinet ma-
chines are equipped with a filing space capable of
storing 200 records.
Messrs. Allmann and Chamberlain represent
the Premier Co. in Chicago and the West. C. E.
Keen, traveling representative, is now on a trip
through the Southwest, introducing the Premier
to the dealers of that territory.
Personals and Visitors.
George P. Ellis, of the Talking Machine Co.,
returned recently from a two weeks' vacation
which he spent at Bass Lake, Ind. Previous to
this Mr. Ellis made a trip to Indianapolis, where
he aided in the presentation of dancing demon-
strations given in the New York Store in that
city. Mr. Ellis also went to Grand Rapids, Mich.,
where he assisted in putting on a dancing exhibi-
tion at Wuerzberg's.
Will A. Young and wife, of Fort Wayne, Ind.,
were recent visitors to the local trade, as was
A. E. Shea, manager of the Victrola department
of the L. S. Ayers Co., Indianapolis.
Other recent visitors to the local trade were
H. S. Kesler, of La Porte, Ind. ; A. F. De Forest,
Decatur, 111., and L. M. Knickerbocker, of the
Lion Dry Goods Co., Toledo, O.
E. F. (Doc) O'Neil, one of the chief assist-
ants to George Ornstein, manager of the travel-
ing department of the Victor Co., was a recent
visitor.
Some Edison dealers recently visiting Chicago
were A. H. Steinberg, Peotone, 111. ; F. A. Cope-
land, of Elgin, 111.; and James Taylor, of Chad-
wig, 111.
H. H. Blish, of Harger & Blish, of Des Moines,
la., was one of the prominent Edison jobbers pass-
ing through Chicago last week on his way to the
Edison jobbers' convention in New York.
Paul Seegar, of the Edmund Gram Co., of
Milwaukee, was a recent visitor.
V. B. Taylor, formerly traveler for the Victor
Talking Machine Co., has made new connections
with the Koerber-Brenner Co., Victor distributers
of St. Louis. Mr. Taylor is widely known in
this part of the country.
Some New Dealers.
A number of new Victor dealers are reported
from various points in the Middle West, among
them being the Emerson Piano Co., Decatur, 111. ;
the Mohr Hardware & Furniture Co., Bay City,
Mich., and the Wayne Music Co., of Indianapolis,
Ind. The Wilkinson Piano Co., of Joliet, 111., is also
increasing its stock very largely and improving its
department in many ways.
Musically Inclined Puppykins.
The accompanying illustration is a reproduction
from a photograph of Puppykins, the highly intelli-
gent dog belonging to Archie Mattheis, proprietor
of the Talking Machine Co. of Minneapolis, Minn.
Puppykins is listening to a whistling record on the
Introducing "Puppykins."
Victrola. He is a very discriminating dog in his
'nusical tastes, but when he hears anything that
interests him he gets as close to it as possible.
Several articles on Pupkins and his musical pro-
clivities have appeared in the Minneapolis and St.
Paul papers.
Invents New Needle.
A. H. Rintelman, piano dealer of 209 South
State street, has applied for a patent on a one-
piece needle that he claims has many superior
features. It is triangular in form, with the three
surfaces concave. This construction affords three
points to the end of the needle, thus making it
practically a permanent needle, as it is of a com-
position that is extremely hard.
"It affords a perfect transmission," said Mr.
Rintelman, "because of certain composite metal
and mineral that is contained within it, and will
withstand the various changes of temperature
without expansion or contraction."
Columbia Display at Home Exposition.
The accompanying illustration is of the Colum-
bia booth which was one of the features of the
Home Exposition given at the Coliseum in this
city the latter part of September. The exhibit
showed the complete Columbia line, and those in
attendance had plenty of opportunities to demon-
strate the Columbia tone, inasmuch as the exhibit
was well surrounded the greater part of the time.
A. T. Boland, manager of the retail department
of the local Columbia Co., designed the booth and
was in charge of it. Assisting him were H. H.
Goul and E. E. Cohan. Mr. Boland- said that the
exhibit was a big success, as there were not only
numerous sales made, but a large number of ex-
cellent prospects were secured.
Prominent Victor Visitors.
George Ornstein, manager of traveling salesman
of the Victor Talking Machine Co., Camden, N. J.,
was a visitor to the local trade a few days ago.
Mr. Ornstein reported that he was finding business
good in every direction that he traveled.
V. W. Moody in Chicago.
V. W. Moody, sales manager of the New York
Talking Machine Co., stopped -n Chicago for a
day or two between the course of a vacation that
he is spending in the West. Mr. Moody was wel-
comed here by a large number of friends who
were acquainted with him when he was connected
with the Talking Machine Co., of Chicago.
Cabinets in Demand.
The Salter Mfg. Co. is continuing to receive a
brisk demand for almost all sizes of its varied
line of record cabinets. The display of these cabi-
nets has informed the public that such things exist,
and as a result many owners of smaller machines
are taking advantage of it.
Cheney Talking Machine Co. Developments.
The incorporation last month of the Cheney
Talking Machine Co., under the laws of Illinois,
with capital stock of $100,000, all paid in, marked
the final step in the organization of the project for
the manufacture and marketing of the talking ma-
The Columbia Booth at Home Exposition.
Forest Cheney.
chines invented by Forest Cheney, the first an-
nouncement of which was published in The Talk-
ing Machine World nearly a year ago.
The laboratory work
connected with the de-
velopment and perfect-
ing of the Cheney ma-
chine has all been com-
pleted and the new
company is prepared to
enter the manufactur-
ing field on a large
scale. The controlling
interest in the new com-
pany is held by the of-
ficers of Marshall Field
& Co., which company
will have the retail sell-
ing agency for the
Cheney talking machines
in Chicago. The details
regarding the new de-
partment in the Marsh-
all Field & Co. store ap-
pear in a special story
(Continued on page 48.)
48
THE TALKING MACHINE WORLD.
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 47).
published elsewhere in The World this month.
In the West the general jobbing rights for the
Cheney product will be held by the wholesale de-
partment of Marshall Field & Co., and jobbing
rights in the music trade by the George P. Bent
Co., the prominent piano house. Other jobbers
the country as soon as arrangements can be made
to that end.
George H. Bent, for fifteen years manager of
the retail department of the George P. Bent Co., in
this city, has resigned to become manager of the
Pacific Coast jobbing rights for the new Cheney
will be appointed to cover remaining sections of talking machine.
NEW HOME FOR LYON & HEALY AN IMPOSING STRUCTURE.
Nine-Story Building at Corner of Wabash Avenue and Jackson Boulevard to Include Numerous
Original and Convenient Features — the Architect's Description.
(Special to The Talking Machine World.)
Chicago, III., October 9. — According to the
architect's drawing and the announced plans for
the new Lyon & Healy building, to be erected at
the northeast corner of Wabash avenue and Jack-
son boulevard, this city, it will be a most imposing
and conveniently arranged structure. The build-
ing will occupy a site 96 feet on Wabash avenue
and 171 feet on Jackson boulevard, and the actual
work on the structure will begin early next spring.
The accompanying illustration affords an excellent
idea of the general exterior appearance of the new
Lyon & Healy building when completed.
The architects, Marshall & Fox, have incorpo-
rated many original and valuable features in the
design for the building, and in their description
of the structure state that it will be nine stories
rim ,
View of Lyon & Healy's New Home
and basement, entirely of fireproof construction.
The building is designed primarily for the needs
of Lyon & Healy, but also will accommodate a
certain number of offices on the upper floors. The
present division of space being six floors for Lyon
& Healy use and the three upper floors being sub-
divided into offices.
The office building entrance will be located on
the east end of the Jackson boulevard frontage
and leads into a spacious elevator lobby with ample
elevator service for the office building section.
The entrance to the Lyon & Healy store will be
through this entrance; also a large entrance on
Jackson boulevard and an entrance in the center
on Wabash avenue.
The two lower floors of the elevations will be
in pink Medford granite, the belt courses above
in terra cotta granite to match. The upper floors
will be of light gray brick with terra cotta cornices,
belt courses, trim, etc., of a shade to match the
granite. Large window spaces have been provided for
all floors and the building will be very well lighted
from natural sources. The general treatment of
the exterior is of the Italian Renaissance period
as to its main divisions and architectural details.
The plain shaft of the facade is relieved by orna-
mental Italian balconies. The entire ground space,
with the exception of the office building entrance,
is occupied by Lyon & Healy, and will be of im-
posing aspect as one enters the store, due to the
height of ceiling and the architectural treatment
which will also carry out the Italian Renaissance
feeling in its columns, pilasters and vaulted ceil-
ing, all being finished in the natural caen stone.
There will be a mezzanine floor between the first
and second floors with balcony railings looking
over the main portion of the store.
•The basement and upper floors of the Lyon &
Healy space will be served by three large elevators
for the use of the public and by two freight ele-
vators running the full height. There will be two
elevators from the backing-in space on the alley
running to the basement, thus giving very ample
elevator service.
In addition, there will be a spiral parcel chute,
dumb waiters, etc., all the details being worked
out carefully to provide quick service.
The upper floors have been divided into large
sales rooms, etc., for the pianos, musical instru-
ments, etc. The general finish of the interior will
be equal to that of the best office building, that is,
mahogany trim, marble floors and wainscot, am-
ple toilet facilities, etc.
The entire Lyon & Healy space will be provided
with a ventilating system to supply fresh air for
all departments.
In this connection it is
interesting to remember
that it is just fifty years
since Lyon & Healy
opened a music store on
Washington street oppo-
site the Court House,
where the old Chicago
Opera House was situ-
ated.
The big business was
founded by the late P. J.
Healy and its manage-
ment to-day is in the
hands of his sons and
associates.
Lyon & Healy, to
commemorate the semi-
centennial of the estab-
lishment of the house, sent out attractively en-
graved cards, announcing the fact to its friends
in the trade. The card was accompanied by a
photographic reproduction of the first Lyon &
Healy advertisement in the Chicago "Tribune"
of November 4, 1864, published at a time when
the talking machine had not been thought of.
BOOK ON "PRICE STANDARDIZATION."
Interesting and Instructive Volume by Charles
T. Terry Being Distributed Among Its Deal-
ers by the Victor Co., Accompanied by
Letter Emphasizing Importance.
Victor dealers throughout the country received
last week from the Victor Talking Machine Co. a
copy of an interesting and informative booklet en-
titled "Price Standardization," written by Charles
T. Terry, of New York. This little volume, which
is issued by the American Fair Trade League, was
compiled to present in compact form "arguments'
and authorities establishing that a law should be
enacted by Congress which would permit a manu-
facturer to fix by contract the retail selling price
of his product, where such product is either a
patented or trade-marked article, or is otherwise
identified as a standard article of merchandise dis-
tinctly branded either under the copyright act or
the common law."
With this purpose in view, "Price Standardiza-
tion" discusses the tremendous value of price
maintenance from every conceivable standpoint,
and the recommendation by the Victor Co. that its
dealers give the booklet their closest attention was
well worth carrying out.
The letter to the dealers accompanying this
publication read in part as follows :
"The justice of price standardization is becom-
ing more evident every day. Every day it is gain-
ing adherents and every day evidence of its de-
sirability accumulates.
"The fixed price stayed fixed, when, as a result
of the war, prices generally were advanced in this
country. In Paris, when siege seemed imminent,
people began to buy provisions. They went to the
fixed price stores to do it — and French thrift is
proverbial.
"Last week's issue of the Saturday Evening Post
contained a full page argument in favor of price
standardization, and much campaigning of the
same sort is being done by other publications.
"Victor dealers should be in the future, as they
have been in the past, at the forefront of the move-
ment. A thorough understanding of the case is
most important. Indeed, there is only one thing
of greater importance, and that is that you. should
lose no opportunity to express your wishes and
your beliefs to your Congressmen and Senators.
That is the only channel through which legislative
assistance can be received, and the sole purpose of
electing members of Congress is that they should
represent and provide for the wishes of their con-
stituents, whenever such wishes are in conformity
with the public good."
Experience is the best teacher, but don't rub it
in on the man who commits bigamy.
Much of the speech that is heard in this time
is not even silvern, but only sounding brass.
OPENS ENLARGED STORE.
(Special to The Talking Machine World.)
Chicago, III., October 9. — The Wilson Avenue
Talking Machine Co. of this city, of which Mr.
Cullen is owner and R. O. Fenton is manager, has
just opened its enlarged store, 1010 Wilson ave-
nue. It added another storeroom and fixed the
whole up in excellent shape. The accompanying
photograph shows the enlarged quarters on the
opening day with the show windows attractively
decorated for the occasion.
Display Window of the Wilson Avenue Talking Machine Co.
THE TALKING MACHINE WORLD.
49
ARRANGING MOST ARTISTIC TALKING MACHINE PARLORS
Following Decision of Marshall Field & Co. to Handle the Cheney and Columbia Talk-
ing Machines, Plans Have Been Completed for Complete Transformation of Entire
Northeast Corner of Third Floor of New Building in Chicago — Handsome Equipment.
(Special to The Talking Machine World.)
Chicago, III., October 10. — What will easily be
one of the most magnificently equipped talking
machine parlors and demonstration rooms will be
"Marshall Field & Co. in entering the talking
machine field will, of course, concentrate their
energies upon the Cheney machine, in which they
are heavily interested," said Mr. Howe. "We have
opened in the new Wabash avenue building of contracted to take on the Columbia products, think-
Another Talking Machine Parlor.
(Drawn by Vernon Howe Bailey.)
Aeolian Co., which recently completed arrange-
ments for retailing the entire Columbia line —
emphasizes the success of the Columbia Co.
NATIONS THATJ3UY FROM US.
Canada Heads the List — Britain, Germany,
and France Well Up.
Marshall Field
Co.'s Talking Machine Display Room and Concert
(Drawn by Vernon Howe Bailey.)
Hall.
Marshall Field & Co., this city, within six or seven
weeks. Plans have now been completed by the archi-
tects for the complete transformation of the entire
northeast corner of the third floor in the new
building. Announcement to this effect was made
to-day by E. L. Howe, of Marshall Field & Co.,
who has been greatly interested in this proposition
of launching the new Cheney Talking Machine Co.
and preparing for its retail home in Chicago's
great store.
The plans of the architects called for a mar-
velously well equipped section. There will be a
large concert room which will dominate the archi-
tectural arrangement. Prospective patrons and
the public generally will here be given every facility
for hearing the new machine.
In addition a large number of private demon-
stration rooms, built with every possible precau-
tion to observe the principles of correct acoustics,
will afford the means for personal and more pri-
vate hearings of the Cheney machine.
The location of this great section is very
well adapted to the convenience of the public, as
it is next to the public rest room on the third floor,
where it is estimated more than 100,000 people
sometimes daily avail themselves of the courtesies
and privileges extended by Marshall Field & Co.
Records will be sold in the new department, as
well as the Cheney talking machine. Every effort
will be made so that the assortment of records
will be complete in every respect.
ing very highly especially of the Columbia records,
and will carry a line of Grafonolas as well. This
decision of Marshall Field & Co. to handle the
Columbia line comes after a great many days of
investigation, and we believe that the best results
of the new Cheney machine are obtained with Co-
lumbia records."
W. C. Fuhri, district manager of the Columbia
(Special to The Talking Machine World.)
Washington, D. C, October 10. — What and
how much the nations of the world are buying
from the United States, as told by American Con-
sular officers, are discussed in "Commercial Rela-
tions of the United States," a volume of 272
pages, just issued by the Bureau for Foreign and
Domestic Commerce. Four countries other than
the United States offer each a market for over
$1,000,000,000 worth of foreign products annually—
the United Kingdom, Germany, France, and the
Netherlands. Great Britain buys $3,000,000,000
worth, about 20 per cent, of which is from this
country; Germany, $2,500,000,000, with 15 per cent,
from the United States ; France, $l,500,0u0,000, of
which 11 per cent, is from the United, and the
Netherlands, an important center for the trans-
shipment of- foreign goods, nearly $1,500,000,000,
in which American goods figure to the extent of
about 10 per cent
Another of the Marshall Field & Co.'s Parlors and Display Rooms.
(Drawn by Vernon Howe Bailey.)
Plan of Counter and Music Rack.
(Drawn by Vernon Howe Bailey.)
Graphophone Co., discussing this important ex-
pansion of the Columbia interests, said : "Mar-
shall Field & Co. have contracted with the Colum-
bia Graphophone Co. to handle its line of Colum-
bia Grafonolas and Columbia disc records. This
highly important deal was consummated by Mar-
shall Field & Co., after a most careful investiga-
tion of the Columbia line.
"The Columbia Co. is to be congratulated on
the closing of the contract, as the house of Mar-
shall Field & Co. is known throughout the world
as standing for all that is best in department store
equipment, management and quality. This an-
nouncement, coming so closely upon that announc-
ing similar action by that other great house — the
Belgium's annual purchases fall just short of
$1,000,000,000 in value, United States products
supplying about 8 per cent., while Austria-Hun-
gary, Italy, Canada, Russia, India, Australia, Ar-
gentina, and Japan are next in order, with imports
ranging from $722,000,000 to about $300,000,000.
These countries vary greatly in the proportion of
their purchases from the United States, Canada
taking 65 per cent, and India 3 per cent. Brazil's
imports exceed $308,000,000 only 15 per cent, of
which are from the United States, which takes 40
per cent, of the Brazilian exports.
The man who is on the winning side is most apt
to preach the triumph of right.
THE TALKING MACHINE WORLD.
Whether looked at from the viewpoint
of art, reproduction, volume or tone, the
new Columbia Grafonola "De Luxe"—
$200— is a winning article of merchandise.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
POPULAR WITH UNIVERSITY BOYS. PEARSON OPENS NEW DEPARTMENT.
T. E. Davis, of Ithaca, N. Y., Has Built Up a
Large Business in That City — Features the
Columbia and Edison Talking Machines.
(Special to The Talking Machine World.)
Ithaca, N. Y., October 6.— That the college
trade in this city affords excellent opportunities
for the live-wire talking machine dealer is well
evidenced by the accompanying photograph show-
ing the successful and attractively arranged estab-
Prominent Indianapolis Piano House Provides
Attractive Quarters for the Victor Line —
Optimism Rules — Planning for Concert Sea-
son— Kipp-Link Co., Redecorating.
T. E. Davis's Well Stocked Store in
lishment of T. E. Davis, who handles both the
Columbia and Edison cylinder lines.
Mr. Davis carries a comprehensive line of ma-
chines and records, and through his energetic and
progressive sales methods has succeeded in build-
ing up a profitable and ever increasing clientele.
His record sales in particular are growing day by
day and this record demand includes not only the
latest dance and popular music, but a good pro-
portion of classic and operatic selections.
TALKERS FOR UTAH SCHOOLS.
Six More Machines Purchased by Ogden Board
of Education to Assist in Kindergarten
Work — Take Place of Teachers.
(Special to The Talking Machine World.)
Ogden, Utah, October 6. — Six more talking
machines are to be purchased by the Ogden city
board of education to be used in the kindergarten
grades. The talking machine was first introduced
in the local schools about a year ago, and has al-
ready demonstrated its value. The machines are
used in teaching the children rhythm, both in sing-
ing and in dancing, and are said to greatly facilitate
the work of the kindergarten grades. Superintend-
ent J. M. Mills, in asking the board of education
to purchase the new machines, stated that they
would take the placer of six assistant teachers.
The only people who can afford to sneer at luck
are those who never expect to have any.
(Special to The Talking Machine World.)
Indianapolis, Ind., October 8. — Optimism is the
word which expresses the situation in the talking
machine business here. And there is cause for
optimism. Business is good. It is better than it
was last fall. There-
fore the talking ma-
chine dealers here are
justly optimistic.
The opening of the
Victor talking machine
department of the
Pearson Piano Co., 128-
130 North Pennsyl-
vania street, attracted
not only the attention
of the buying public,
but also of the other
talking machine deal-
ers. Pearson's has a
talking machine depart-
ment which is not sur-
passed by any in the
city. Displayed along
with high-grade pianos,
the Victor machines
make an artistic addi-
tion to the company's
thaca, N. Y. windows.
The Aeolian Co., 237 North Pennsylvania street,
has not yet obtained a complete stock of Columbia
graphophones, but it is prepared to make sales of
the new line of machines to be handled by this
house. The company continues to handle the. Vic-
tor line of talking machines.
The Stewart Talking Machine Co., 221 North
Pennsylvania street, jobbers in Indiana for the
Victor Co., is experiencing one of the best sea-
sons in the history of the house. It has been
necessary for the Stewart Co. to put another sales-
man on the road in Indiana. The traveling repre-
sentatives of the house in Indiana are W. M. Eng-
lish and H. L. Prescott.
The Victor houses here are paving the way for
the Ona B. Talbot-John McCormack concert to be
given here October 29: McCormack records are
very popular in Indianapolis, and the announce-
ment that he will appear here soon in concert has
increased the demands for his records.
The Kipp-Link Phonograph Co., 345 Massa-
chusetts avenue, jobbers in the Central West for
the Edison line of talking machines, is redecorat-
ing its display rooms in preparation for what the
company expects will be the biggest year in its
history. Demand for the Edison line among the
Edison dealers of Indiana and neighboring States
is enormous, according to Walter Kipp, president
of the company. Mr. Kipp says the indications are
that his house "will have to go some" to fill the
orders The Edison disc machine has made quite
a hit in Indiana. Comment on the superior tone of
the new disc machine is often heard.
Surprise was caused here by the leaving of
Thomas Devine for Kansas City, Mo., where he
will be connected with the Columbia Graphophone
Co.'s branch in that city. Mr. Devine was well
known as local manager of the Columbia Co.
He was in Indianapolis for approximately eight
years. In his new position Mr. Devine will spend
most of his time on the road covering the State
of Oklahoma for the Columbia Co.
A. W. Roos, manager of the local Columbia
branch, says the records show that business in
September of this year was much better than it
was in the same month of last year.
CLOSE TO THE BUSINESS HUB.
American Talking Machine Co., Brooklyn, Well
Located for Convenient and Quick Service —
General Business Outlook Excellent.
Quite in the center of things as to transportation
are the headquarters of the American Talking Ma-
chine Co., the prominent Victor distributers, at 368
Livingston street, Brooklyn.
The name Brooklyn has a very off-sound to
many dealers and others in the metropolitan dis-
trict, but there are few concerns in the trade so
well located with reference to the business centers
of northern New Jersey, New York proper and
Long Island as the American Co.
A minute from the door brings one to the Inter-
borough Subway running direct to the heart of
Manhattan and the Bronx. A quick change at Ful-
ton street and one can take the Hudson tube to
Jersey City, Hoboken or' Newark, the whole trip
taking less than one-half hour. One block from
the store — Flatbush avenue and Fulton street — is
one of the centers of an extensive elevated system
of Brooklyn Borough, with many trains running
directly oyer the bridges to Manhattan. Two min-
utes' walk in the opposite direction takes one to
the Flatbush avenue terminal of the Long Island
Railroad, with trains running direct to all points
on Long Island and direct freight service, in con-
nection with the Pennsylvania Railroad, to all parts
of the country.
The wholesaling of talking machines, quick deliv-
ery on rush orders, is the most important feature,
and at its present location the American Talking
Machine Co. is in a position to render that service.
Under the direction of R. H. Morris, head of the
company, the store has been remodeled recently
to permit of increased stock and shipping facilities.
The three demonstration booths have been moved
to the front of the store, leaving the entire rear
section free for use in handling orders. The new
arrangement takes advantage of considerable space
that was formerly wasted. Mr. Morris states that
the outlook for fall and holiday trade is excellent.
The stocks of Victor machines and records are in
excellent shape, which means that an unusual per-
centage of orders may be filled. Dealers have shown
an inclination to file their orders considerably in
advance to insure sufficient stock when the ex-
pected rush comes, and at the present time there is
apparently not a cloud on the business horizon.
THE TALKING MACHINE WORLD.
51
2 GRESHAM BUILDING, BASINGHALL STREET E. C., LONDON, W. LIONEL STURDY, MANAGER.
European War Affecting Trade Throughout
World — Confidence Being Re-established in
England — Volume of Trade Is Satisfactory
Everything Considered — British Firms Reap-
ing Rich ' Harvests of Sales in Colonies —
Some "War" News — Supplies Rather Short
— Patriotic Records the Vogue Just Now —
Warships Discarding Pianos in Favor of
Talking Machines — The News of the Month.
(Special to The Talking Machine World.)
London, E. C, Eng., October 6.— With the ef-
flux of time, it is perhaps not very surprising to
find that the adverse influence of the great Euro-
pean struggle is affecting general trade the wide
world over to a very appreciable extent. The
sword has spiked the wheel of international com-
merce, and naturally has produced a certain
amount of dislocation between even those coun-
tries not involved in this upheaval.
There are not wanting good signs, however,
which tend to re-establish confidence, in that the
overseas trade is now increasing and settling down
to something like satisfactory proportions, all
things considered. At least that is the view which
prevails among business men on this side. Not
that trade is really satisfactory compared with
normal times, but the general relief at being able
to do some business despite the war, is productive
of great optimism which, perhaps, lends itself to
slight exaggeration. Given the quick suppression
of elements detrimental to shipping, i.e., the cap-
ture of the few enemy cruisers which are
prowling around, the springs of commerce will
immediately expand into new life. As it is, we
are not doing so badly under the many adverse
circumstances. (The foregoing remarks which con-
cern trade generally do not exclude the gramo-
phone industry.)
The export door of the whole Continental mar-
kets being "bolted and barred," British firms are
reaping quite a rich harvest of sales in many of
our daughter States. Our manufacturers are out
for business, and they mean to take every ad-
vantage of the grand opportunity now presented
to offset for all time the German claim to pre-
dominance in the gramophone field of industry.
British Made Gramophone Goods.
As an instance of the awakening (ours admit-
tedly has been a long sleep) of gramophone men
to the possibilities of manufacturing gramophones
in England, I would mention W. H. Reynolds,
"the man of many parts," and known telegraphi-
cally under the pertinent synonym of "Knotaslepe,"
who 'has now made arrangements for the manu-
facture of motors, and other, parts. This will be
the first time that a commercial all-British motor
has been built with any chance of competing with
the Continental makes. There is no need to en-
large upon the evident difficulties which beset the
path of development in this particular sphere of
trade activity, but rather to pay tribute to the en-
terprise and enthusiasm with which the matter is
being handled in so highly satisfactory a manner.
It is no mean thing to establish at such short no-
tice what may be regarded from our standpoint as
a new industry, whose manufacturing interests
have at least not been cultivated hitherto on this
side of the channel. We can but assure Mr. Rey-
nolds that his progress will be keenly watched by
the whole trade, who we feel will not be slow to
accord his efforts every legitimate support.
Gramophone Co., Ltd., Remove to Factory.
Having placed the whole of its City Read
premises at the disposal of the military authorities,
the Gramophone Co., Ltd., has now removed to the
great factory at Hayes, Middlesex, where in
future all communications must be addressed. The
London sales department is located at 94 Regent
street, W.
J. E. Hough's Generosity.
From the old Edison Bell firm I learn that J. E.
Hough is offering all bachelor-members of the staff
who join the army a bonus of two guineas, with re-
employment after the war. Some fifteen "velvet
faces" ar" now under arms.
Gramophones Replace Pianos.
Pianos. I learn, have been thrown overboard
from many of our warships in the North Sea, but
most have retained their gramophones ; truly, the
king of instruments ! In this connection a recent
appeal for old records brings to light another
thoughtful action on the part of J. E. Hough.
"Old" records for our sailors — No ! And straight-
way this bluff trade veteran submits a plan for
the supply of "new" records in 200 parcels of twen-
ty-four each, and is willing to send 500 parcels if
required. Further, when the records are worn
out, thanks to Mr. Hough's' practical and generous
offer, the sailors may change them for new ones
free of any charge. The British Admiralty ac-
cepted this offer out of a round dozen placed
for its consideration.
That Famous Marching Song.
"It's a Long Way to Tipperary," the marching,
if not the battle song of our troops, was first is-
sued some two years ago. Messrs. Feldman, the
publishers, inform me that the song was refused
by practically every publisher in London. The
sheet music sales are now said to be about 8,000
daily ! Special editions are now ready for the
Canadian and Australian markets.
Some War Items.
Capt. S. W. Dixon, an "H. M. V." director, who
saw service in the South African war, has again
been commissioned for the front, where doubtless
he is now taking an active part in the fighting line
Seventy per cent, of the Russian "H. M. V."
staff are on active service, and the manager and
staff of the Paris branch are with the French
forces. Quite a number of fhe Hayes employes
are with the British colors.
A splendid war program is announced by the
W inner Record Co., the all-British gramophone
house, who intimate that the whole profits on the
sale of these special records will be handed to
the Prince of Wales' National Fund. This gen-
erous plan insures a continuity of work for the
Winner staff, while at the same time providing a
substantial margin of monetary assistance for those
in distress. Most excellent!
"Regal'' patriotic records are in great demand.
A small royalty on the sale of each one is allotted
to the Prince of Wales' fund, which in consequence
has benefited to the extent of 150 guineas already.
In a brief account concerning the naval fight in
the Heligoland Bight, an A. B. describes the flight
of German shells as "whistling just like a needle
on a broken record." A good yarn, surely !
The mere fact of war does not destroy copyright
conferred upon the works of an alien enemy in
accordance with the provisions of the Berlin copy-
right convention of 1908, and the Austro-Hun-
garian copyright convention of 1893. — Mr. Runci-
man, in the House of Commons.
In a recent statement the Sound Recording Co.,
Ltd., makers of the Grammavox records, give pub-
licity to the fact that these products are British
made, financed, and controlled by Englishmen.
Statements have been made to me that certain
people have stamped "Made in England" on goods
of distinctly German origin. Is there any con-
firmation?
In furtherance of the war upon German and
Austrian trade, the Commercial Intelligence
Branch of the Board of Trade, Basinghall street,
London, E. C, has issued a number of trade leaf-
lets giving the export fig,ures of these two coun-
tries. Leaflet No. 42 deals with musical instru-
ments and parts thereof. It makes interesting
reading matter and copies may be obtained upon
application.
Supplies Are Getting Short.
Supplies are getting short on motors, tone-arms,
sound boxes and trumpets. The Continental serv-
ice is of no account, unless we place some reliance
on the Swiss manufacturers, who, it is true, prom-
ise deliveries shortly. But — hurry up British
manufacturers !
Annual Report of Gramophone Co.
According to a financial contemporary, the
profits of the Gramophone Co., Ltd., for the fiscal
year ended June 30 last are il38,186, an increase
over the previous year of £37,332. Considering the
(Continued on page 52.)
"RENO,
THE MAIM OF lVf ANY PARTS "
The only man in the world who can
upply you with one part — or any num-
of parts for any Talking machine
ever made from Adam to
Edison-Roosevelt.
64 Page Catalogue Yours for Asking
W H. REYNOLDS, Ltd.
"KNOTASLEPE"
London, England
52
THE TALKING MACHINE WORLD.
HOFFAY'S
"The World's Musical Instrument"
GRAMOPHONE
Ready to entertain propositions from distributors
and manufacturers in thirty-one countries where
patents have been applied for, and in most cases
already accepted or granted.
Full illustrations of some of its "features" will
appear in next issue.
Jo HOFFAY
67 Egerton Gardens, South Kensington, London, England
FROM OUR LONDON HEADQUARTERS— (Continued from page 51).
general meeting Trebor Williams stated that im-
mediately prior to the outbreak of the war their
business was in a very satisfactory state. It had
been felt advisable to make special provision to
the amount of £42,380 against foreign debtors, that
figure having been arrived at on a basis of per-
centages, varying according to the different coun-
tries concerned. The amount might turn out to
be either largely under-estimated or largely over-
estimated. When the war broke out the bulk of
the company's business on the Continent came to
an abrupt and complete standstill, and where their
business did not cease altogether, it very much
decreased. With regard to what was happening to
their interests in Germany and Austria, they had
but little information of value. As to other coun-
tries, arrangements were being made for carrying
on the business, protecting the assets, and for ulti-
ina*el> resuming operations on normal lines. In
some countries and in the colonies, for the time
being, business was fairly good. In great Britain
there was a strong, and, we understood, an in-
creasing demand for records, more particularly for
those of the patriotic song description. As long
as the existing state of affairs continued it would
be impossible for the company to earn profits for
dividend purposes, and the discontinuance of quar-
terly interim dividends followed as a matter of
common prudence, if not of actual necessity.
J. Hoffay in New York.
Just prior to posting my monthly packet of news,
I learn that J. Hoffay is planning a trip to New
York, and expects to arrive about the middle of
October. The chief object of his visit is to make
arrangements for the manufacture and distribu-
tion of "The World's Musical Instrument," which
by the way, I have at last been privileged to ex-
amine. Only the exigencies of time prevent me
from expressing my views at the moment, but on
a near future occasion T shall hope to furnish read-
ers with a full description of this new and pre-
eminently fine musical instrument. For the present
let it suffice to say that for really natural tone-
pictures, commend me to Mr. Hoffay's gramo-
phone in conjunction with records of all makes.
Call for Patriotic Records.
Very optimistic in 'regard to trade prospects, O.
Ruhl, of the Beka Record Co., this city, imparts the
pleasing information that notwithstanding the war,
record sales, of the patriotic type especially, con-
tinue to maintain a good showing, and he thinks
there is every prospect of their Hertford factory
being kept working practically on full time during
the next few months, at least.
Columbia News Items.
The Columbia Co. draws particular attention to
the new model of its No. 14 hornless grapho-
phone announced for this season. As there is
certain to be a rush for a reliable low priced
(Continued on page 53.)
FAVORITE RECORDS made in ENGLAND
Favorite Talking Machines— Favorite Needles
Favorite Albums— Favorite Carrying Cases
FAVORITE RECORDS in all LANGUAGES
ARE THE CHEAPEST AND BEST
Buy Them and You Will Increase Your Profits Note Our Special Patriotic Records
Write Today for Illustrated Catalogue, Lists and Advertising Matter
THE UTILITY TRADING COMPANY, £o£SSW
Street
9 Ej.C
Cables: UTILITRACO, LONDON
THE TALKING MACHINE WORLD.
53
FROM OUR LONDON HEADQUARTERS— (Continued from page 52).
model in view of war conditions, this 52s. 6d. line
should be in heavy demand. It embodies many
improvements over previous machines at this price.
Two members of the staff of the London head-
quarters of the Columbia Graphophone Co. have
rejoined their old regiments for active service. A
third Columbia man, Harry E. Parker, an Eng-
lishman in the New York office of the company,
was so keen upon serving his country that he ob-
tained leave of absence and is now at the front.
The Columbia Co. has just issued its 1914-1915
catalog of Columbia graphophones and grafo-
nolas. We notice that, in addition to several new
models, many improvements have been effected in
existing styles, all the horn types from No. 2
(£4 4s.) upward now being equipped with twelve-
inch turntables as aga'nst ten-inch turntables of
last season — a raising of value that will win gen-
eral approval.
Wholesale Gramophone Depot.
A somewhat serious fire, which originated in
the premises of an artificial flower maker at the
rear, involved a large gramophone warehouse at
150 Old street, this city, in the possession of Day-
ton & Co. Considerable damage was caused by
fire, smoke and water to the huge stocks of talk-
ing machine goods stored on the premises. Over
18,000 Clarion and 100,000 or more Edison cylinder
records were rendered unsalable. Fortunately,
the damage is fully covered by insurance.
To Start in Business for Himself.
After two years' service with Blum & Co., J.
Lewis Young, B.Sc, etc.. informs us of his in-
tention to start business on his own account. As
one of the talking machine trade pioneers in Eu-
rope, his unique experience, covering every phase
of the business, should prove of great value in
his new sphere of activity, for the success of which
we beg to offer our hearty good wishes. Mr.
Young tells us he is open to consider any prop-
osition for either manufacturing or selling, or as
consulting expert.
The Latest Patriotic Favorite Records.
The Utility Trading Co. is to be commended for
Merely A Statement of Fact
The British Colonies and dependencies import annually many thousands of
pounds' worth of gramophone products, a large percentage of which emanated
from Germany.
Now that this source of supply is cut off, who is going to fill the breach ?
This question must give British houses food for profitable thought.
But the opportunity for action is not tomoirow or the day after, it is Now !
The trade routes are open and we venture to think will so remain.
You can get into touch with oversea buyers through the medium of this trjde
newspaper, which enjoys a wide sale throughout the world.
Particulars and advert:sing rates will be gladly supplied to all interested by
our European representative.
W. LIONEL STURDY
2 Gresham Buildings Basinghall St., London, E. C.
the prompt issue of another list of patriotic num-
bers, which class of record the great talking ma-
chine public still continue to absorb in ever-in-
creasing quantities. According to the standard
demand, these new "favorites" will exactly fill the
bill, and doubtless prove as popular from a sales
standpoint as those issued last month. A few
typical examples worthy of mention are (736), "La
Brabanconne," and "March of the Victors," pleas-
ingly rendered by the Favorite Bijou Orchestra;
(738), "Your King and Country Need You," the
latest recruiting songi with which is coupled a
fitting companion bearing the title, "I'd Like to
Be a Hero, Too," both songs being delivered in
fine style by Thomas Howell. "It's a Long Way
to Tipperary," is told by that favorite vocalist,
Harry Core, on record No. 740, the reverse bear-
ing a spirited xylophone solo, "The Islander
March," by our old friend, Billy Whitlock. On
record 741 the Favorite Elite Orchestra presents
an excellent descriptive tone-picture of "Our Ex-
peditionary Force Landing in France," and this,
coupled with the "Punjaub March" by the same
instrumental organization, goes to the making of
what is an especially attractive record.
Suspension of British Patents Held by Enemy.
Apropos of the above, the following rules are
ftow in force :
(a) A notice will be sent to the patentee's ad-
dress for service and to any licensee before ac-
tion for suspension of license be heard.
(b) Notice of application for suspension of
license will be advertised in the Official Patents
Journal.
(c) There will be a short opposition period,
and a date for hearing will be advertised in the
journal, and at such a hearing a representative of
the patentee or licensee will be entitled to be
heard against the grant of such suspension of
license.
(d) Applications made by individuals in respect
of the same patent will be heard, as far as pos-
sible, together, and it will depend upon circum-
stances whether the license will be exclusive or
not.
(Continued on page 54.)
EDISON BELL-VF-VELVET FACE
PATRIOTIC RECORDS
Landing of the British Army
in France, Pt. 1 Descriptive
Landing of the British Army
in France, Pt. 2
Tommy Atkins Robert Howe
The Lads in Navy Blue
Sons of the Sea
Soldiers of the King
Jack's the Boy
The Anchor's Weighed Alan Turner
La Marseillaise and The
Red, White and Blue Robert Howe
Hearts of Oak, and God
Save the King
Boys in Khaki, Boys in
Blue Stanley Kirkby
Your King and Country
Need You
Here's to the Day
For King and Country
La Marseillaise, and The Russian Na-
tional Anthem, London Regim'l Band
Rule Britannia, and God Save the King
London Regimental Band
Regimental Marches of the Brigade of
Guards (Slow)
Band of H.M. Irish Guards
Regimental Marches of the Brigade of
Guards (Quick)
Band of H.M. Irish Guards
British Empire March
London Regimental Band
Steadfast and True, March
London Regimental Band
640
641
642
12-in. Discs Double Records 4/-
\ Inflammatus ("Stabat Mater")
} Band of H.M. Irish Guards
i Cujus Animam ("Stabat Mater")
I Band of H.M. Irish Guards
\ March of the Knights of the Holy Grail
I ("Parsifal") Band of H.M. Irish Guards
* Overture "Rosamunde"
I Band of H.M. Irish Guards
( O Rest in the Lord
< Miss Jessie Broughton
( O Divine Redeemer "
1403
1404
1405
1406
1407
1408
10-in. Double Side 2/6 each
( Your Heart will Call Me Home
\ Charles Compton
f Since Last We Met "
i The Girl I Mean to Make My Wife
■| (March Intermezzo)
Royal Court Orchestra
Mam'selle Tra-la-la (Waltz)
Royal Court Orchestra
Temple Bells ("Indian Love Lyrics")
Miss Mabel Mann
Less Than the Dust ("Indian Love
Lyrics") Miss Mabel Mann
In an Old Fashioned Town
Miss Mabel Mann
Three Fishers
St. David (Welsh Patrol)
Band of H.M. Irish Guards
Wearing of the Green (Quick Marc'h)
Band of H.M. Irish Guards
Clever Mr. Green (Patter Song)
Harry Bluff
The Waiter (Patter Song)
IF YOU ARE INTERESTED SEND FOR FULL CATALOGUES TO
EDISON BELL WORKS, Glengall Road, London, S.E. J. E. HOUGH, Ld.. Proprietors
54
THE TALKING MACHINE WORLD.
BEKA DOUBLE-SIDED RECORDS
BRITISH MADE THROUGHOUT
Our Latest Supplement Contains all the
PATRIOTIC AIRS and NATIONAL ANTHEMS
Catalogues and terms on application.
0. RUHL, Ltd., 77 CITY ROAD, LONDON, ENGLAND
FROM OUR LONDON HEADQUARTERS— (Continued from page 53).
New Company Incorporated.
Autovox, Ltd., private company, capital ±4,500,
manufacturers of gramophones, records, musical
instruments, etc. The address of one of the direct-
ors, C. Vane, is given as 166 Piccadilly, London, W.
Loyal Edison Bell Velvet Faces.
Of the many so-called war lists, that announced
by J. E. Hough, Ltd., makers of the renowned
Edison Bell "Velvet Face" records, occupies a
very prominent position in the estimation of all
good Britishers, and with good reason, too. "V.
F.s" are of home manufacture throughout, financed
and controlled by Englishmen, at the head of
whom we have J. E. Hough, as typical a specimen
of the John Bull type as one could desire. But
that in passing. Of unusual interest is the com-
pany's stirring patriotic repertoire of vocal and
instrumental music, covering every shade and type
of selection, both old. and new. The British,
French, Russian and Belgian national anthems
bulk largely in the most recent list, on which, too,
is itemized such popular airs as "Tommy Atkins,"
"The Lads in Navy Blue," "Sons of the Sea,"
"Soldiers of the King," "Jack's the Boy," "The
Anchor's Weighed," "Here's to the Day," etc.
"Boys in Khaki, Boys in Blue," in companionship
with, the specially composed recruiting song, "Your
King and Country Need You," on No. 1414, should
be heavily ordered, since if the demand in Eng-
land is any criterion, and we believe it is, this rec-
ord is sure to be popular in all British depen-
dencies. Among descriptive records No. 1409 of-
fers a striking presentation of the "Landing of
the British Army in France," in two parts, and
we should advise our Colonial readers to cable for
STROH VIOLS
VIOLIN, VIOLA, ETC.
The mellow and matured tone of these
instruments, which are constructed largely
of aluminum, yet possess none of the
characteristics of the gramo-
phone or wind instrument, is
only one of its many points
which are fully set out in an
illustrated booklet which will
be mailed free on request to
String Fiddle the sole makers.
GEO. EVANS
94 Albany St.
\sV/c London, Eng.
OR
in U. S. A. to their sole repre-
sentatives
Oliver Ditsqn Go.
150 Tremont Street
BOSTON
NEW YORK and PHILADELPHIA
Violin
COLONIAL and FOREIGN BUYERS
of gramophones and records may obtain
valuable information from English firms
who are desirous of opening up trading re-
lations with oversea markets upon appli-
cation, stating requirements, etc., to our
European representative,
W. LIONEL STURDY
2 Gresham Buildings,
Basinghall St., London, E. C.
TOURING ENGLAND'S HIGHWAYS.
John Cromelin, General Manager of the Euro-
pean Interests of the Columbia Graphophone
Co., a Motor Enthusiast — Entertained M.
D. Easton and Wife During Their Recent
Honeymoon Trip Abroad.
immediate supplies. Some further examples of
"V. F." program will be found in their announce-
ment elsewhere in this section.
John Cromelin, general manager of the European
interests of the Columbia Graphophone Co. and
one of the best informed m'en in the industry, is
a keen motor enthusiast and frequently takes ex-
tended tours through the beautiful highways of
Great Britain in his high speed touring car. Mr.
Cromelin, who is an adept at the wheel, runs his
car with the same unerring judgment that char-
acterizes his handling, of momentous executive
matters.
John Cromelin Entertaining Mr.
TO DRUM UP TRADE FOR U. S.
Commercial
Attaches Named by
of Commerce Redfield.
Secretary
(Special to The Talking Machine World.)
Washington, D. C, October 7.— The De-
partment of Commerce has announced the per-
sonnel of the corps of commercial attaches pro-
vided for by Congress to help drum up business
for the United States and to keep our commercial
interests in touch with all parts of the world.
T.hese are the attaches selected by Secretary
Redfield: A. J. Harrington, of Ohio, for Lima.
Peru; A. H. Baldwin, ex-chief of the Bureau of
Foreign and Domestic Commerce, for London ;
Dr. Albert Hale, of the Pan-American Union, for
Argentina ; Edwin W. Thompson, of North Caro-
lina, for Berlin; J. H. Arnold, at present consul-
general at Hankow, for China; Prof. Lincoln
Hutchinson, of the University of California, for
Rio de Janeiro ; C. W. Veditz, of Pennsylvania,
for Paris.
and Mrs. Easton While in England.
The accompanying picture showing Mr. and Mrs.
Cromelin in their motor car was snapped at Folk-
stone, England, by Mortimer D. Easton, manager
of Dictaphone advertising, on the occasion of his
recent honeymoon trip abroad. Mrs. Easton i;
seen standing by the side of the automobile, while
Mr. Easton is, of course, invisible. Mr. and Mrs.
Easton enjoyed a delightful trip by automobile
while the guests of Mr. and Mrs. Cromelin.
WANTS MOTOR AND DIAPHRAGMS.
A" merchant in Spain has notified an American
consular officer that he is desirous of establishing
relations with an American house manufacturing
small motors, diaphragms and other accessories of
talking machines. Catalogs and price lists of the
goods in question are earnestly solicited. Cor-
respondence should be in Spanish, and firms in-
terested in this inquiry should address the Bureau
of Foreign Trade Opportunities, Department of
Commerce, Washington, D. C, referring to No.
13,801.
SOMEWHAT SARCASTIC.
Some of us are so accustomed to looking out
for number one that we get positively nearsighted.
Edward A. Borgum is now the southern Cali-
fornia representative of the Pacific Phonograph
Co., of San Francisco, his headquarters being in
Los Angeles.
THE TALKING MACHINE WORLD.
55
The highest priced talking machine on
the market is a Columbia. The best low
priced talking machine on the market is
a Columbia. The best discounts all the
way through are Columbia.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
FALL IN WISCONSIN OPENS WITH A RUSH.
The Smaller Cities and Towns Show Great Activity — Milwaukee Not Quite as Satisfac-
tory— Victrola Display at Pure Food Show — Becker's Plan of Pushing Sales — Talk-
ing Machines for Downer College — Kunde's New Quarters Ready — News of Month.
(Special to The Talking Machine World.)
Milwaukee, Wis., October 10. — The fall talk-
ing machine trade in Milwaukee and about Wis-
consin has opened with a rush, considerably earlier
than in former years. Conditions about the State
have been showing considerable improvement and
dealers seem to have been imbued with more con-
fidence. Stocks in the hands of the average dealer
have been light during the past few months and
most retailers have come to, the realization that
now is the time to place their orders if they want
to insure their prompt fulfilment. Jobbers say that
dealers are placing good orders for both machines
and records and that the outlook is hright for a
continuance of this activity.
Conditions in Milwaukee, especially in the retail
field, are hardly as satisfactory as in the smaller
cities and towns about Wisconsin. This seems to
be due to the fact that business with the heavy
producing machinery concerns is still a little quiet,
with many of these plants operating only part time.
The result is that people in Milwaukee are not
buying as freely as they might. This condition is
regarded .as only temporary, however, and better
things are anticipated. As it is, the demand for
high-priced machines seems to be holding up well,
although the more moderate priced machines, such
as the average working man might purchase, are
moving slowly. In the country, however, the sit-
uation is different. Unusually fine crops have been
harvested and are now being sold at high prices,
with the result that there is more prosperity evi-
dent.
Milwaukee dealers say that collections have been
a little quiet of late, but this is not to be wondered
at in view of the depression which has existed in
some lines of business. Jobbers say that they are
finding little trouble with collections, showing that
money is easier outside of Milwaukee.
The Victrola was well advertised at the annual
Pure Food Show, held in the Milwaukee Audi-
torium, September 27 to October 3, as the result
of an interesting exhibit maintained by the J. B.
Bradford Piano Co., Milwaukee's oldest piano
NAME PLATES
' DECALCOM AN IE
GEO. A. SMITH &CO.»c
74 GORTLANDT ST., N ."V.
house. The Bradford concern had two large ad-
joining booths at the show, filled with representa-
tive instruments carried, including an Auxetophone
and a large type Victrola. Hugh W. Randall,
manager of the Bradford player department, re-
ports that the house secured a large number of
live prospects. Between 10,000 and 15,000 people
attended the show each day, and none of them
failed to see the Bradford exhibit.
A sale of considerable interest was made re-
cently by Paul A. Seeger, manager of the Vic-
trola department at the Edmund Gram Piano
Plouse, when he disposed of a Style XI Victrola to
Milwaukee Downer College, a well-known educa-
tional institution, for installation in the college
seminary. The college uses a Victor for class
demonstration purposes, and this machine has
given such satisfaction that only the Victrola was
considered for the seminary. Business at the Gram
house has been showing considerable improvement
of late.
John H. Becker, manager of the Victrola de-
partment of the Hoeffler Piano Manufacturing
Co., 306-308 West Water street, has evolved a
plan for pushing the sale of records that every
talking machine man might do well to follow. Mr.
Becker's scheme consists of a one-page circular,
printed in red ink, giving the number and title of
some of the best Victor records issued this year,
classified according to months. Naturally, more
space was devoted to the October list. Mr. Becker
says that this circular more than paid for itself the
first day that it got into the hands of Victor own-
ers. Mr. Becker intends to follow this plan each
month from now on. Mr. Becker's wife, who has
been very ill during the past two months, is again
showing some improvement, and it is expected
that she will soon be able to return from the hos-
pital to her home. Mrs. Becker submitted to a
second operation about three weeks ago.
Harry Fitzpatrick, traveling representative of
the Victor Talking Machine Co. in this territory;
D. C. Preston and Roy J. Keith, of the Talking-
Machine Co. of Chicago ; H. P. Gibbs, of the
Rudolph Wurlitzer Co., and Mr. Maher, of Lyon
& Healy, of Chicago, recently called upon the
Milwaukee trade. All these representatives report
that the fall business has opened up unusually well.
A steadily 'increasing demand for the Edison
disc machines is reported by William A. Schmidt,
general manager of the . Phonograph Co., of Mil-
waukee, jobber in Wisconsin and upper Michigan
for the Edison line. Several new dealers to han-
dle the Edison disc goods have been secured dur-
ing the past month. William Idle, traveler for the
Thomas A. Edison, Inc., has been finding con-
ditions about Wisconsin very favorable.
The new Badger Talking Machine Co., of Mil-
waukee, jobber in this territory for the Victor line,
has extended its field- of operations and has ap-
pointed Morely Somers, an experienced talking
machine man, as Northwestern representative. Mr.
Somers will make his headquarters in Minneapolis
and St. Paul, and will pay particular attention to
the trade in those cities. Harry A. Goldsmith,
secretary of the Badger Co., reports that the Vic-
tor business is opening up exceptionally well and
that his house has secured several new dealers
during the past month.
A. G. Kunde, Columbia jobber and dealer, ex-
pects to be ready to open in his new and attractive
store in the new building now being erected at
Grand avenue and Fifth street by October 15.
Some little delay has been experienced in complet-
ing the interior work in the building. Mr. Kunde
will have eight demonstration parlors on the first
floor and four in the basement, and expects to
have one of the finest retail talking machine es-
tablishments in Milwaukee. Mr. Kunde will have
his former address, 516 Grand avenue.
Victor sales at Gimbel Bros.' store have been
climbing to a high mark for the month of October.
L. C. Parker, manager of the Victor and piano de-
partments, looks for business to be good for the
remainder of the year.
The Gensch-Smith Co., 730 Grand avenue, has
been finding the Victor business so good of late
that it has been thinking seriously of securing ad-
ditional quarters.
EDWARD D. EASTON'S VIEWS.
In connection with a series of interesting busi-
ness articles appearing in recent issues of Printers'
Ink, Edward D. Easton, president of the Columbia
Graphophone Co., wrote that publication as fol-
lows :
"I am very much interested in the article in your
issue of September 10 under the heading 'How
Advertisers Are Meeting the Present Situation.'
"This is an easy time to lose sales. All you
have to do is to float down the stream with the
calamity shouters, agree that it is impossible to get
business, and let things drift.
"It is the policy of our company at such a time
to increase our advertising appropriation substan-
tially and put on more pressure in every depart-
ment of the selling organization.
"We are working out a program which we are
sure will give us, instead of a falling off, greater
sales and greater interest in graphophones and rec-
ords than ever before. Edward D. Easton."
I. DAVEGA, Jr.
125 WEST 125th STREET, NEW YORK
Victor Distributor
PROMPT AND ACCURATE SERVICE
DEALERS: Write for our Victor
Pennant. Sent with our compliments.
56
THE TALKING MACHINE WORLD.
ENTERPRISING VICTOR DEALERS.
Epstein & Berdy, with Stores in New York
and Brooklyn, Install New Equipment to
Take Care of Growing Demands.
Since taking over the business about a year ago,
the firm has spent a tidy sum in rearranging the
show windows, installing new booths and interior
decorative work, but according to Mr. Epstein, the
expense was more than covered by the profits from
last winter's business.
RECEIVE THE GRAND PRIZE.
Epstein & Berdy, who conduct talking machine
stores at 2977 Third avenue, New York City, and
1 198 Fulton street, Brooklyn, are to be included
among the progressive and promising retail repre-
Epstein & Berdy's Attractive Quarters
sentatives of the Victor Ime in Greater New York.
By hard work, perseverance and mastery of the
many details -ei (store management, these gentle-
men have built Hj&a profitable business for both
stores, and as proof o^ the manner in which they
have won the confidence of their customers in
Brooklyn, especially, it was necessary recently for
them to install two additional demonstrating booths
in their Fulton street store. There are now five
booths in the store and they are all needed to take
jare of the demands.
THE PHONOGRAPHAS AN EDUCATOR.
The influence of the talking machine as a mu-
sical educator was demonstrated recently in Mari-
nette, Wis., when an
Edison disc phonograph
which was presented
to the Public Library
of that town by a
wealthy citizen was
utilized for the pur-
pose of entertaining
pupils in the public
schools. Daily recitals
were given. The libra-
rian, Miss. McCarthy,
recently entertained the
pupils of the fifth grade
of the local schools,
and asked them to ex-
press their appreciation
in writing, with the re-
sult that there were
some very novel and
interesting essays on
the merits of the Edi-
son disc phonograph,
and effusive admiration
expressed for Thomas A. Edison, its inventor.
Everyone seemed to be impressed not merely
with the delightful music they heard, but the his-
tory of each record was explained to them by the
librarian so fully that it made a lasting impression
on their minds.
INCORPORATED.
The Tri-State Talking Machine Co., El Paso,
Tex., has been incorporated by J. M. Spain, W. C.
Walz and H. T. Walz.
Tenshodo, Who Handles the Columbia Line in
Tokyo, Awarded High Honors at the Tokyo
Taisho Exposition — His Courteous An-
nouncement of the Receipt of the Award.
The Columbia Graphophone Co. received last
week a communication from Tenshodo, its dealer
in Tokyo, Japan, wherein this successful merchant
calls attention to several important honors he re-
ceived at the Tokyo Taisho Exhibition, an annual
event which is looked forward to with keen in-
terest by merchants in Japan. It is indicative of
the popularity of the Columbia products in the land
of Nippon tnat Tenshodo was awarded the Grand
Prix, an unheard of honor heretofore.
Written in the courteous phraseology of the
Orient, this letter reads :
"We take this opportunity to announce you of
honors we received at the Tokyo Taisho Exposition,
which has just been closed. When T. I. M. the
Emperor and Empress visited the exhibition, their
Majesties were pleased to purchase some of oiir
exhibits. We deem this the unique honor conferred
on us. It is our greatest pleasure to inform you
in this connection that we have been awarded the
Grand Prix at the exhibition — such honor as never
given to any of our fellow exhibitors. These have
undoubtedly promoted our credit and reputation,
which we attribute to your favors in the past. Beg-
ging you will continue to honor us with your pat-
ronage, We remain, Ever truly yours,
(Signed) "Tenshodo/
ELECTED VICE-PRESIDENT.
E. E. Robinson, formerly connected with the
export department of the Columbia Graphophone
Co. as a traveler, has been elected vice-president
and general manager of the Grafonola Co.,
Rochester, N. Y., a prominent dealer in Columbia
products with a large and growing business. Mr.
Robinson, who has made extensive travels through
South America, the Orient and to Cuba in the in-
terests of the Columbia Co., is certainly well
qualified to achieve success in his new position.
The Herzog Magazine
carries a beautiful cover this month,
similar to the print shown here, and
makes its readers acquainted with the
"best in current musical matters" by
interesting articles and exquisite illus-
trations. The Talking Machine trade
will profit greatly by becoming better
acquainted with this excellent magazine
published by
The Herzog Art Furniture Co.
Sasinaw. Mich.
HERZOG
HART®
FURNITURE
Herzog Art Furniture
is known to many owners and adver-
tisers of good talking machine equip-
ment. Herzog Record Cabinets are be-
ing made more and more popular every
day by the increasing circulation of
THE HERZOG MAGAZINE and by
the satisfaction of its many owners.
You will profit by becoming better ac-
quainted with the product of
The Herzog Art Furniture Co.
Saginaw, Mich.
THE TALKING MACHINE WORLD.
57
BENJ. SWITKY NOW WHOLESALING EXCLUSIVELY.
Well-known Victor Distributer, in Interview, Explains the Reasons for His New Business
Departure — Reviews Some Trade Conditions — Occupies Commodious New Quarters
in Carlisle Building, 19-25 East 24th Street, New York — Enjoys Modern Equipment.
Some months ago Benj. Switky, the well-known
Victor distributer, announced at a meeting of the
talking machine dealers that he planned to give
up his retail business and devote himself to job-
bing exclusively, so that he would not compete
with the dealers in their own field. Last month
Mr. Switky advertised for sale, and disposed of,
his retail business, and secured new wholesale
quarters in the Carlisle Building, 19-25 East Twen-
ty-fourth street, New York. In this issue of The
Talking Machine World, Mr. Switky makes the
formal announcement of his new move.
In commenting upon his new and radical move-
ment, in an interview with a representative of The
World, Mr. Switky offered some interesting views
bearing on the talking machine business, both past
and present, and said, in reference to his retire-
ment from the retail field:
"In my opinion, the time is coming when the
dealer will discriminate against the jobber who
does a retail business and, I believe, rightly so.
"The jobber who caters to retail trade comes
into direct competition with many of his own deal-
ers. He finds himself in an embarrassing and il-
logical position. He is constantly being accused
of bad faith by the dealer, no matter how con-
scientious the jobber may be, and no matter how
strong his profession of loyalty. <
"Years ago, when the first types of talking ma-
chines were manufactured, it was a serious prob-
lem how to market the output. One manufacturer
sold his wares through canvassers sent out from
a central office. Another manufacturer gave cer-
tain territorial rights to individuals or firms, based
on the size of the initial order or an agreement to
purchase a certain number of machines within a
given time. Still another manufacturer would mar-
ket his product through department stores and in-
dividuals— dividing them into two classes, known
as jobbers and dealers. Dealers in turn were sub-
divided into two classes, with different discounts,
based on the size of their initial order.
"In the early days it was not necessary for a
jobber to job. It was his privilege to refuse to
sell to the trade. The jobbing discount was given
in consideration of the size of his initial order.
"Later it became necessary for the jobber to
purchase a minimum amount annually in order to
retain the jobbers' discount. It was then that cer-
tain so-called jobbers began to look around for
wholesale business. Thus it will be seen that origi-
nally the retail end of a jobber's business appealed
to him most.
"When a progressive dealer found his purchases
running quite high, it was natural for him to try
to get jobbers' prices so as to increase the profit
on his retail business. This accounts for the exist-
ence of many big retailers who, while enjoying
jobbers' discounts, make no pretence to pose as
distributers in the proper sense of the word.
"But with the wonderful growth of the talking-
machine business, together with the determina-
tion of the manufacturers to limit the number of
distributers, many of us found the wholesale busi-
ness growing faster than the retail.
"In my opinion, the jobber must now choose
between the wholesale and the retail. He cannot
have both. The dealer is no longer satisfied to
take the jobber's overflow stock, nor is he satis-
fied to share with the jobber; in fact, he feels that
the jobber should place all his stock at the dealer's
disposal. During the past two or three years, when
machines and records have been short at times,
the dealer has felt that the jobber had no right to
make a retail sale until after he had supplied all
the needs of his dealers.
"The dealer often looks with suspicion and
disapproval upon the distributer who increases the
number of his sound-proof rooms so as to cater
to increased retail trade. It is hard to make him
believe that the jobber's beautiful and expensive re-
tail department will be sacrificed during the holi-
day shortage. The jobber may make the sacrifice,
but the dealer will not believe him.
"The dealer has a right to insist on clean goods
that have not been handled by the retail depart-
ment of the jobber.
"The dealer has a right to insist that the jobber
shall not use his extra discount nor his standing
as a wholesaler unfairly to compete with him in
advertising for retail business.
"The dealer has a right to insist that the jobber
shall not compete with him in the instalment busi-
ness, because the difference in discount makes the
competition unequal.
"I am happy to be able to-day to fulfil the
promise made to the Eastern Dealers' Association
some time ago — that I would give up the retail just
as soon as I could rearrange my affairs.
"I have given up a profitable retail business, one
that represents eleven years of untiring effort. I
have sacrificed retail profit for wholesale principle,
confident that my course will meet with the ap-
proval and support of every dealer."
Mr. Switky's new quarters in the Carlisle Build-
ing are commodious, convenient and attractive and
take up the entire fourth floor of the building with
7,500 square feet of floor space. The arrange-
ment and equiment is most modern in every
respect, with an abundance of light on all sides,
three passenger and two freight elevators, and
even shower baths on the roof and running ice-
water on all floors for the convenience of the
tenants. With such facilities on a hot summer
day, Coney, the seashore, loses its charm.
Strictly fireproof construction and an elaborate
sprinkler system protects against loss by fire and
the consequent delays that follow and also provides
0%
Talking Ma-
chines, Typewriters, Phono.
graphs, Adding Machines, Cash
Registers, Guns and Tools and all
Polished Instruments. THE FI-
NEST OIL MADE. It absolutely
prevents rust. NYOIL now sold
everywhere by all hardware and
sporting goods men. Large bottle
(cheaper to buy) 25c; trial size, 10c
WM. F. NYE, New Bedford, Mass.
varnished woodwork it is
extremely satisfactory. No oil is so clean.
Ask your watch repairer whose
oil he uses on your watch.
for about the lowest insurance rate in the city.
The floor is divided into two sections. The front
half is given over to a completely equipped repair
shop, under the competent management of A. H.
Dodin, and to the stock of machines, while the
rear section is divided into a record storage room,
with the alleys enjoying natural light, packing and
the shipping department, Mr. Switky's private
office and the general offices and a large and hand-
somely furnished display room, where the dealers
can come to select stock and also bring their cus-
tomers. The display room is shut off so that the
dealer and his customer may enjoy strict privacy
while testing and selecting the desired machines
or records. It is Mr. Switky's plan, also', to hold
occasional classes in machine repairing for the
dealers and their salesmen, where the retailers
may learn how to make minor repairs and adjust-
ments at times when it is not convenient to send
the machines to a repair shop. In other words,
in the new quarters service will be a fact rather
than a promise.
The work of moving the stock took place during
the week ended October 3 and on the morning of
October 5 the new Switky quarters were settled
and ready for business.
JOHN A. ALSEN ILL.
Members of the talking machine trade will be
sorry to learn of the serious illness of John A.
Alsen, head of the talking machine department at
George Lincoln Parker's piano warerooms in the
Colonial building, Boston. Mr. Alsen is threatened
with typhoid fever.
No two things in the world seem further apart
than the artistic temperament and a bank account.
HERMANN THORENS, Stc. Croix (Switzerland)
^TALKING MACHINE WORKS
Motors and Sound Boxes a Specialty
CONCEDED TO BE THE BEST MANUFACTURED
OVER THIRTY DIFFERENT STYLES
FIRST QUALITY ONLY
HIGHEST RECOMMENDATIONS
WRITE FOR DESCRIPTIVE CATALOGUE
NOTWITHSTANDING THE EUROPEAN WAR, WE ARE ABLE TO SUPPLY YOUR WANTS
58
THE TALKING MACHINE WORLD.
The first sale of a Columbia record is
the beginning of a steady business-
business you should get and can get
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
OPTIMISM HOLDS SWAY IN CINCINNATI TRADE.
New and Larger Quarters for the Phonograph Co. — Aeolian Co. Adds Columbia Line — J.
Shillito to Handle Talkers — The Wurlitzer Co. and the Aeolian Co. Make Encourag-
ing Trade Reports — Cable Company's New Victor Department Opened — Late News.
(Special to The Talking Machine World.)
Cincinnati, O., October 8. — The local branch of
the Phonograph Co., of Cleveland^ which looks
after much of the teritory in this section of the
country, is going to take quarters in the sixth floor
of the Globe- Wernicke building, on East Fourth
street. This is directly opposite the Rudolph Wur-
litzer Co. The move, which has not yet been pub-
licly announced, will be made between now and
November 1. It is no secret that the change will
be hailed with delight by the dealers of Edison
machines in Cincinnati for the distributer has been
making cash sales and expects to continue to do
so, but the new location will not be as prominent
as of old. The branch was opened last fall and
under the direction of A. C. Peterson numerous
agencies have been established in the Ohio valley.
One of the big surprises of the past month and
the season for that matter, was the announcement
that the Aeolian Co. would handle the complete
Columbia line as well as the Victor. The first im-
pression was that the local house would dispose
of the Victor line, but such is not the case. The
Cincinnati branch, not being a distributer, can
handle both lines. The Columbia Graphophone
Co.'s September report to headquarters received a
most handsome boost through the Aeolian order.
Considerable interest prevails as to which line
will be handled by the new music department of
the John Shillito Co. The first impression was that
the Columbia had the inside track. The status
somewhat remains unchanged. The booths have
been ordered. Edwin Holt, of the Aeolian .Co .
resigned this week to become the assistant manager
of the new Shillito department.
The Grafonola Co., of Cleveland, last week was
authorized by the Secretary of State to increase
its capitalization from $15,000 to $25,000.
Manager Stotler, of the Milner Musical Co., has
returned from a fishing trip in Wisconsin. The
journey was noted for the number of rainy days.
Manager Dittrich, of the talking machine de-
partment of the Rudolph Wurlitzer Co.,_ gives the
following summary of local conditions:
"The month of September continued the good
record of August, and in consideration of condi-
tions prevailing, the result showed very good in-
deed. While the wholesale conditions do not seem
to be uniformally good, still there are enough deal-
ers who are doing an exceptionally large busi-
ness to bring up the volume of trade to the re-
quired amount, to make a most satisfactory vol-
ume. The Victrola is constantly increasing in pop-
ularity and the establishment of new agencies has
Special
Send for a package of our Improved Half-Tone and Loud
Tone Needles in New Style Envelopes.
If you want to advertise yourself, we
will put your own name or trade-mark
on the envelopes, or will pack in
Puritone envelopes.
Quality Guaranteed
The Best Needles mean profit and
satisfaction.
If you want to sell 1,000 Needles at a time instead of 100, use
the "Dean-packed" Needles. Five boxes of 200 each, Extra
Loud, Loud, Opera, Medium and Soft packed in a carton. The
best package and f astest seller on the market. Write f or samples.
JOHN M. DEAN, CORP.
Talking Machine Needle Manufacturers
PUTNAM, CONN.
apparently aided very materially, in increasing both
the volume of the sales and the prestige of the
article. Our files show a constantly increasing
number of record buyers, and that part of the
business alone without taking into consideration
the machine end of the business, had very flatter-
ing prospects.'
Manager Whelen, of the local Columbia store,
when asked about conditions of the present day,
said : "Well, we did not have as good a retail
month as we would like to have had, but we more
than held our own. Wholesale business, how-
ever, was on the boom, and we closed up with one
of the largest months we have had this year. This
goes to show that the dealers are preparing for a
large fall and winter business, and they are getting
ready to meet the demand. In this line of prog-
ress the Aeolian Co., one of the oldest piano houses
in the country will carry a complete line of Colum-
bia machines and records in all its stores, includ-
ing Cincinnati and Dayton. We are optimistic
about the talking machine business, despite the war,
and when the year is closed up we expect to far
exceed last year."
W. S. Givler, traveling man for the local Colum-
bia store, has just come in from a successful trip
through the territory, and reports conditions good.
He turned in a large number of orders for im-
mediate shipment and a "big bunch" for future de
livery.
The Cable Company's new Victor department,
which was opened on Saturday, has met with con-
siderable success. Wholesale Manager Sumney is
well pleased with this new avenue of business.
TALKING MACHINE EXPORTS.
The Figures for July and August Presented —
Exports Show Increase for the Months.
(Special to The Talking Machine World.)
Washington, D. C, October 10.— In the sum-
mary of the exports and imports of the commerce
of the United States for the months of July and
August (the latest period for which it has been
compiled), which has just been issued by the Bu-
reau of Statistics of the Department of Commerce
and Labor, the following interesting figures relating
to talking machines and supplies are set forth:
The total exports of talking machines for July
and August, 1914, amounted in value to $180,878,
while records and supplies for July and August,
1914, amounted in value to $150,973.
SALE OF POOLEY CO. PROPERTY.
(Special to The Talking Machine World.)
Philadelphia, Pa., October 10.— The receiver
for the Pooley Furniture Co., M. Weinman, an-
nounced that he will offer all the property of the
company at public sale on the premises at Seven-
teenth street and Indiana avenue on October 14.
The' sale has been ordered by the court and the
amount realized will be distributed among the
creditors.
Many a man is so exclusive that he isn't even on
speaking terms with his conscience.
THE TALKING MACHINE WORLD.
59
COLUMBIA CO. TO RECORD SAN FRANCISCO PRIZE SONG.
"1915 — San Francisco" to Be Strongly Featured in Columbia Records and by Other Means
— W. S. Gray Takes a Lively Interest in the Work of the Contest Judges — Asks
Public to Indicate Favorite Artists for Recording — 2,000 Manuscripts Considered.
(Special to The Talking Machine World.)
San Francisco, Gal., October 6. — "1915 — San
Francisco," is the title of the song that won
the prize in the big contest conducted by the Bul-
letin, of this city, and in which over 2,000 manu-
scripts were entered. The writers of the song,
which is a snappy march, are Philip Irving Jacoby
Judges of San Francisco Prize Song
Left to right: Charles K. Field, George H. Perry, W.
Miss Bessie Beatty and P. H. Beck. At the piano, Charles
and his brother Samuel, of 3747 Clay street, the
former writing the music and the latter the words.
The judges of the contest were: George Hough
Perry, publicity director of the Panama-Pacific
Exposition ; Edmund M. Rosner, musical director
of the Orpheum Theater; Charles K. Field, editor
of Sunset Magazine ; W. R. McArthur, sales man-
ager of the Eilers Music Co. ; P. H. Beck, man-
ager of the talking machine department of the
Kohler & Chase Music Co.; Mrs. D. E. F. Easton,
prominent club woman and experienced leader in
amateur theatricals ; Miss Bessie Beatty, of the
Bulletin.
Walter S. Gray, Pacific Coast manager for the
Columbia Graphophone Co., took particular inter-
est in the contest, and before the prize song was
selected made plans whereby it is to be recorded
on Columbia records, and thus be featured
throughout the country.
In order to add as much as possible to the popu-
from the talking machine public as to which of
our artists would be the favorite of the public for
singing this song when we make the record.
"All our artists are well known. Remember
that the song is a lively march. I would like sug-
gestions as to the artist to be sent to our offices
at -334 Sutter street at the earliest moment."
"1915 — San Francisco"
will be sung in vaudeville
throughout the West and
be featured wherever
possible on- the Pacific
Coast. With the unusual
amount of publicity the
song will receive, it is
certain that the writers
will realize an amount in
royalties from publishing
and mechanical rights
that will prove a prize of
most substantial propor-
tions.
The judges held sev-
eral meetings in the
music room of the Or-
pheum Theater before
being able to decide upon
the winning song, and
the accompanying illus-
trations show Mr. Gray
standing at the piano lis-
tening to the prize song
as played by E. M. Ros-
ner, the talented mu-
Contest.
S. Gray, W.
R. McArthur,
Rosner.
sical director of the Orpheum Theater in this city
COMPANIES TO DISSOLVE.
(Special to The Talking Machine World.)
Trenton, N. J., September 28.— The Edison
Business Phonograph Co., capitalized at $300,000,
and the Mexican National Phonograph Co.. capital-
ized at $25,000, both New Jersey corporations, filed
articles of dissolution with the Secretary of State
to-day. Thomas A. Edison was the principal stock-
holder in both companies.
Harry F. Miller, a director in Thomas A. Edison,
Inc., in answer to an inquiry said that the two com-
panies had practically been owned by Mr. Edison,
and that for purposes of business economy they
had been dissolved so that they might be absorbed
by Thomas A. Edison, Inc. All of their business,
he said, would be carried on by this company.
DECLINE IN PHILIPPINE TRADE.
In an interesting article listing the imports and
exports of the Philippine Islands, published in a
recent issue of the Daily Consular and Trade Re-
ports, it is pointed out that the imports of talking
machines from the United States to that country
for the year 1913 decreased more than 50 per cent.,
as compared with the figures for 1912. In 1913 the
value of the phonographs imported from this coun-
try totaled only $20,591, while in 1912 the figures
reached $43,1 G9, indicating that this market was
neglected by the American manufacturers last year.
VICTORS IN "ENGLISH BROWN."
E. M. Rosner at Piano, W. S. Gray, Standing.
larity of the song, Mr. Gray made the following
public request, which met with steady response:
"The Columbia Graphophone Co. realizes that
this is the people's song, chosen in a popular con-
test. Accordingly we would welcome suggestions
The Victor Talking Machine Co. sent out to its
dealers recently the following announcement :
"The new shade of mahogany finish known as
'English Brown' is gaining much favor generally.
We have therefore decided to add this to our spe-
cial finishes in styles IX, X, XI, XIV and XVI.
The delivery of this finish will be subject to the
usual special finish delay, but we will now accept
orders through our distributers for this finish and
will make a special effort to fill the first orders a
little more promptly than we have been able to fill
regular special finish orders in the past."
With a lot of chaps Opportunity's knock proves
a knockout.
STOP!
READ!
ACT!
Are you interested
in an attractive busi-
ness proposition?
We say attractive
— yes, exceptionally
attractive.
We rank among
the largest producers
of pianos and player-
pianos in the world.
There are a good
many piano prospects
which enter your
store, Mr. Talking
Machine Dealer — a
good many. Why let
them get by you into
a regular music store?
We can tellyouhow
to stop them and at
the same time stop the
dollars whichgetaway
from you when the
trade leaves your store.
We have an ideal
proposition for the talk-
ing machine dealer.
Take it up with us,
will you? It will only
require a small part of
your store and prac-
tically little or no
trouble.
H. P. NELSON COMPANY
816 No. Kedzie Avenue, Chicago, 111.
60
THE TALKING MACHINE WORLD.
LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS
(Special to The Talking Machine World.)
Washington, D. C, October 10. — Phonograph
Horn. Adolph G. Soistmann, Camden, N. J. Pat-
ent No. 1,100,849.
The object of this invention is to provide a
horn of wood or o.ther fibrous material having a
flaring or bell-shaped mouth. The object is to
produce a horn which shall be extremely light in
weight and which shall be so constructed as to
maintain its shape and so that its component parts
shall be held firmly together without being af-
fected undesirably either by changes in tempera-
ture or other atmospheric conditions and also to
produce a horn which shall have satisfactory
acoustic properties. It seems to be well recog-
nized in the art that the wooden horn is the most
satisfactory horn for phonograph purposes both
from acoustic considerations and also for con-
siderations of appearance where different kinds of
wood may be used to match other parts of the
machine. It has also been found that the flaring
or bell-mouthed formation is the shape o.f the
horn which is now universally demanded, and con-
sequently which must be supplied by successful
manufacturers and dealers.
The flaring horn, made of tapered strips, re-
quires that each tapered strip be bent in one direc-
tion to secure the circular cross-section of the
horn, while a large part of its longitudinal exten-
sion must be bent in the transverse direction to
secure the flare of the horn. This double or
transverse bending of a normally flat piece of
wood sets up internal stress in each strip of wood,
tending to. cause -said strips to return to their
normal flat condition. This tendency, if not coun-
teracted, would result in separation of the strips
forming a horn of the bell or flaring shape.
The wooden horn which has had the most ex-
tended success up to the present time is made o.f a
plurality of horn shaped layers, each layer com-
posed of separate composite strips of cross-
grained veneer, and the flare is made by separat-
ing the strips at the flaring end of the horn and
inserting filling pieces. It has been found, how-
ever, that a much less expensive horn can be made
in which the component parts will afford sufficient
reinforcement to each other to overcome the in-
ternal stress above referred to, to maintain the
structure in good condition and without employing
separate composite strips of cross-grained veneer,
and without employing filling pieces between the
separated strips at the flaring end of the horn.
Referring to these drawings, Fig. 1 is a side
elevation of the horn. Fig. 2 is a cross-section on
line 2—2 of Fig. 1 with the rim 19 omitted. Fig.
3 is a longitudinal section on line 3—3 of Fig. 1.
Fig. 4 is an elevation of the two co-operating horn
shaped shells, one adapted to superimpose the
other, the view showing one shell partly inserted
within the other. Fig. 5 is an elevation of a
tapered strip.
Phonograph. Walter H. Miller. Orange, N. J.
Patent No. 1,108,208.
This invention is preferably embodied in an at-
tachment to a phonograph of well known form
which is in common use and which is normally
equipped with a reproducer adapted for reproduc-
ing from a sound record the record groove of
which is of constant depth and laterally undulating.
The reproducer point for playing such records is
ordinarily known in the art as a "needle" and such
needle and the reproducer or sound-box of which
it forms a part are not adapted for playing records
of other types, as for instance, the type of record
in which the sound groove is vertically undulating.
Records of the character last referred to, however,
could be reproduced upon the phonograph without
any change therein other than the substitution of a
reproducer adapted for such records in place of
that with which the machine is normally equipped
and which carries a reproducing stylus of the
needle type. In accordance with this invention a
second reproducer is provided for this purpose. It
is desirable that the attachment of such second or
additional reproducer for the purpose of adapting
the phonograph to play a different type of record
shall be made as simply as possible and in particu-
lar that there be no necessity of doing machine
work upon the phonograph to adapt it for the at-
tachment of the additional reproducer, as there
are large numbers of such machines of the type in
the hands of users, who are not equipped to make
such changes themselves and who would not go to
the expense and trouble of having alterations made
in their machines. The inventor has devised a
means whereby an additional reproducer may be
applied to such phonographs in an extremely
simple manner and without the necessity of making
any changes whatever in the machines now m ex-
istence beyond the simple removal of a nut and its
replacement by other parts which may be furnished
with the additional reproducer.
Among the objects of this invention are the pro-
vision of novel means whereby a phonograph may
be adapted for the reproduction of records of dif-
ferent types, the making of an attachment for the
purpose named in such form that it can be readily
attached to the phonograph without derangement
of the parts thereof and without the necessity of
doing machine or similar work upon the phono-
graph, the provision of means whereby the sound
may be conveyed either from the reproducer with
Which the machine was originally equipped or from
the reproducer of the attachment without loss or
interference, and the provision of means for sup-
porting the additional reproducer of the attachment
in inoperative position where it will be out of the
way when not in use.
In the drawings forming a part of this specifica-
tion, and wherein the same reference numerals are
uniformly applied to designate the same parts
throughout, Fig. 1 is a fragmentary side elevational
view of a phonograph of the type with which the
attachment is adapted to be used, equipped with a
second reproducer and embodying the invention ;
Fig. 2 is a view, partly in horizontal cross section,
of the parts illustrated in Fig. 1, the sectional por-
tion being taken on the broken line 2 — 2, Fig. 1 ;
and Fig. 3 is a fragmentary side view similar to
Fig.. 1, but showing the two reproducers arranged
in reverse relation from that shown in Fig. 1.
Talking Machine. Clinton E. Woods, Bridge-
port, Conn., assignor to American Graphophone
Co., same place. Patent No. 1,108,301.
This invention relates to the sound-conveyor em-
ployed in talking machines for connecting the
sound-box with the amplifying horn. This con-
veyor is frequently referred to in the art as a
''tone-arm."
One object of the invention is to produce a tone-
arm that is correctly designed, from an acoustical
point of view, and with a continuous and un-
obstructed passageway for the sound waves from
the vibrating diaphragm to the horn.
Another object is the production of a tone-arm
which shall be free from vibration and free from
rattling of the parts, yet capable of universal move-
ment.
A further object is the production of a stand-
ardized tone-arm; that is, one which can be used
to equal advantage on a "visible horn" machine or
a "concealed horn" machine, at the same time
being simple and efficient in construction and at-
tractive in appearance.
Fig. 1 is a side view of a portion of the so-called
"tone-arm'' or sound conveyer, mounted for use
with "concealed horn" talking machine so-called,
showing the mounting therefor in vertical section;
Fig. 2 is an end view of the same, looking from the
right of Fig. 1, and partly in section; Fig. 3 is a
plan view of Fig. 1, partly in horizontal section ;
Fig. 4 is a side view showing the tone-arm in con-
nection with a "visible horn" machine, and Fig. 5
is a sectional view showing details.
Tone Arm for Talking Machines. Clinton E.
Woods, Bridgeport, Conn., assignor to the Ameri-
can Graphophone Co., same place. Patent No.
1,108,302.
The present invention relates to tone-arms for
talking machines, the object of the invention being
to provide a device of the character described which
will permit the sound-box to have an universal
movement, which will be as nearly as possible per-
fect acoustically and mechanically, and in which
the possibility of sympathetic vibration will be re-
duced to a minimum. Briefly stated, these objects
are attained by providing in the tone-arm a con-
tinuous, constantly expanding uninterrupted pas-
sage, to the end that the sound waves are delivered
with an increased volume; and in reducing to a
minimum the number of parts and uniting the
several members of the tone-arm by smooth, tight,
practically frictionless joints which obviate the pos-
sibility of rattling and the introduction of any ex-
traneous sound.
The improved tone-arm is provided with a hori-
zontal section and a vertical section, and the hori-
zontal section is preferably secured to the vertical,
section by a bayonet joint connection which is en-
tirely concealed and thoroughly effective and
durable.
The present invention is such that, while the
volume of sound is increased, the size of the tone-
arm is largely decreased over those heretofore
employed.
Fig. 1 is a perspective view of the tone-arm ;
Fig. 2 is a vertical section, partly in elevation ;
Fig. 3 is a detail showing various coacting parts
separated, and Fig. 4 is a section on line 4 — 4 of
Fig. 2.
Phonograph. Charles P. Trundy, Boston,
Mass. Patent No. 1,110,165.
The present invention relates to an improvement
in phonographs. In machines adapted for repro-
ducing sounds from hill-and-dale cut records, the
sound box is rigidly supported on the end of the
tone tube which is fed laterally across the record
as the needle point travels along the record groove.
The spacing of the grooves is not always uniform
with the feed of the tone tube, and provision is
made for inequalities between the feed demanded
by the record groove and the feed of the tone tube
by mounting the needle upon the sound box in such
a way as to permit slight movements of the needle
support with respect to the tone tube in order that
the needle may correctly adapt itself to the sound
groove. Machines of the hill-and-dale type impart
vertical vibrations to the reproducing needle and
THE TALKING MACHINE WORLD.
61
LATEST PATENTS RELATING TO TALKING MACHINES— (Continued from page 60).
they are not, therefore, adapted to reproduce
sounds from lateral cut records in which the sound
vibrations are represented by lateral undulations of
the sound groove. These records impart lateral
vibrations to the needle point and the needle arm
transmits these vibrations to the diaphragm which .
is mounted in position to receive the lateral vibra-
tions imparted to it by the record through the
medium of the needle and needle arm. In order
to adapt the hill-and-dale machine to reproduce
sounds from lateral cut records it is necessary that
it be provided with a lateral cut record sound box
and a flexible connection between such sound box
and the tone tube.
The object of the present invention is to produce
a connection tube for hill-and-dale phonographs
for connecting the sound box to the tone tube so as
to adapt it to use lateral cut records.
In the accompanying drawings Fig. 1 is a side
elevation of a portion of a hill-and-dale machine
provided with the connection tube of the present
invention; Fig. 2 is a plan of such machine, and
Fig. 3 is a longitudinal section of the connecting
tube between the tone tube and the sound box
taken on the line 3 — 3 Fig. 2.
Sound Reproducing Machine. Hyman E.
Markle, Nashville, Tenn. Patent No. 1,111,716.
This invention relates to sound reproducing ma-
chines generally, but more particularly to the multi-
plex cylinder machine wherein are employed a
series of cylinders with means to bring the
cylinders successively into operative relation with
the reproducer, and it is the object of the inven-
tion to improve and simplify this type of machine.
In the drawings Fig. 1 is a side elevation of a
phonograph embodying the invention. Fig. 2 is a
front elevation of the same. ' Figs. 3 and 4 are side
elevations of the castings constituting the gear
housing. Figs. 5, 6, 7 and 8 are detail views. Fig.
9 is a top plan view of the carriage. Fig. 10 is a
top and side view of the arch bar which supports
the front of the carriage, the pawl being shown in
position for assembling with said bar. Fig. 11 is
a detail elevation of the trip mechanism. Fig. 12
is a detail sectional view through one of the arms
of the star wheel and cylinder. Fig. 13 is a similar
view of opposite star wheel and one of its hinged
sections.
Sound Modifier. Thomas A. Edison, Llewellyn
Park, West Orange, N. J., assignor to the New
Jersey Patent Co., same place. Patent No. 1,110,382.
This invention relates to devices for modifying or
varying the volume or loudness of sound produced
by a phonograph or talking machine. Such devices
as commonly used comprise a metallic part, such as
a 'butterfly valve, located at some point in the
sound conveyer, which valve is opened to a greater
or less extent to vary the area of cross section of
the conveyer through which the sound reproducer
passes. Such a device is objectionable because of
the sharp angular deflection of the sound from the
metallic surface. A sound modifier should be of
such nature as to permit the sound vibrations to
pass through the same without deflection even
when the modifier is in closed position, the in-
tensity or amplitude of the vibrations being, how-
ever, lessened by their passage through the modifier.
One of the objects of the invention accordingly
is to produce an efficient and serviceable device of
this character.
Fig. 1 represents a vertical central section
through a talking machine provided with a modi-
fier embodying this invention, certain parts being
shown in side elevation ; Fig. 2 represents on an
enlarged scale partly broken away of a cross sec-
tion on line 2 — 2 of Fig. 1 ; Fig. 3 is a fragmentary
view showing in side elevation and section a por-
tion of a sound conveyer provided with a modifica-
tion of the sound modifier; Fig. 4 is a detail sec-
tional view showing the sound modifier of Fig. 3
on an enlarged scale; Fig. 5 represents in section
another modification of the device adapted to be
used in place of the modifier shown in Figs. 3 and
4, and Fig. 6 represents a partial section through
a sound conveyer similar to that shown in Fig. 1,
provided with a sound modifier similar to that il-
lustrated in Figs. 3 and 4.
Signal. Albert L. Maillard and Louis H. Crook,
Washington, D. C. Patent No. 1,109,684.
The invention relates to signals and more partic-
ularly to that class of signals known as alarms and
has for an object to provide a signal for produc-
ing the sounds of jnstruments and the like or for
reproducing the voice.
The invention embodies more particularly a signal
adapted for use on vehicles such as automobiles
and the like or on motor boats and ships and
wherein it is desired to provide a means whereby
the voice or voices of a human being or beings can
be reproduced to act as a signal, the device being
also adapted for use in producing musical or other
sounds.
The invention further embodies a device in which
use is made of a record adapted to contain a wave
line and similar in many respects to the usual
phonograph record, the device being preferably
electrically operated whereby, when the record is
rotated, a stylus carried by a reproducer operates
over the wave line to produce the desired sound.
Fig. 1 is a fragmentary side elevation of a vehicle
having our device attached thereto; Fig. 2 is a
vertical sectional view of the casing in which the
signal is arranged, showing the various parts of the
signal in side elevation ; Fig. 3 is a horizontal sec-
tional view of the casing, taken on the line 3 — 3 in
Fig. 2, showing the various parts of the signal in
plan ; Fig. 4 is a vertical transverse sectional view
of the casing, taken substantially on the line 4 — 4
in Fig. 2 ; Fig. 5 is a fragmentary vertical sectional
view taken on the line 5—5 in Fig. 4; Fig. 6 is a
fragmentary enlarged vertical sectional view of the
Ok'"
SB
and improved means for controling the talking
machine.
Fig. 1 is a perspective view of the apparatus, and
drum, showing the record supported thereon; Fig.
7 is a fragmentary enlarged vertical sectional view,
showing the manner of supporting the reproducer
in position to convey sounds through the horn ; Fig.
.8 is a vertical transverse sectional view, taken on
the line 8—8 in Fig. 7 ; Fig. 9 is a diagrammatic
view, showing the electrical connection for the de-
vice, and Fig. 10 is a perspective view of a modified
form of circuit closing member.
Burglar Alarm. Alex Stahl, Chicago, 111.
Patent No. 1,111,190.
This invention relates to burglar alarms char-
acterized by a talking machine which is started to
give an alarm in the event of a window or door
being opened by an intruder.
The invention has for its object to provide novel
Fig. 2 is a cross section showing a portion of the
controlling mechm.sin.
Sound Reproducing Machine. Archibald S. B.
Little, Nashville, Tenn. Patent No. 1,108,451.
This invention has relation to improvements in
sound reproducing machines and it consists in
the novel details of construction more fully set
forth in the specification and pointed out in the
claims.
In the drawings Fig. 1 is a side elevation of a
disc sound reproducer showing the application
thereto of one form of this invention ; Fig. 2 is an
enlarged face eleva-
tion of the invention
proper; Fig. 3 is a
horizontal cross sec-
tion on the line 3 — 3
of Fig. 2 ; Fig. 4 is an
edge view of a con-
ventional sound-ibox
showing a modified
form of the inven-
ts.*, tion ; Fig. 5 is a face
elevation of the lower
portion of the modi-
fixation shown in Fig.
^g*!^ 4, and Fig. 6 is a sec-
P"" tional detail of a still
further modification.
"MADE IN AMERICA.'
Corporation Formed to Promote Sale of Do-
mestic Goods in Foreign Countries.
A nation-wide movement toward giving per-
manent vitality and efficient direction to the pres-
ent popular agitation in favor of the home con-
sumption of American-made goods has been
launched in this city by a number of men promi-
nent in the commercial, manufacturing and
financial world. It is proposed to make "Made in
America" mean for the United States what "Made
in Germany" has meant for that nation.
The movement took concrete form when articles
of incorporation were granted at Albany last week
to the Made in America Products Association, Inc.,
with a nominal capital of $10,000. The stock is to
be issued in shares of $100 each, and no person,
concern, or interest will be allowed to acquire
more than one share, which will be requisite for
membership in the association.
The first board of directors will include C. A.
Whelan, of the United Cigar Stores Co.; Carl J.
Schumann, of Moller & Schumann, varnish man-
ufacturers; Harry Tipper, president of the Adver-
tising Men's League; R. A. Holmes, of Crofut &
Knapp Co., and Henry Thompson. Temporary
headquarters have been opened at 115 Broadway.
60 YEARS'
EXPERIENCE
I RAUL iviAKna
Designs
Copyrights Ac.
Anyone sending a sketch and description ma?
quickly ascertain our opinion free whether aD
Invention la probably patentable. Communica-
tions strictly confidential. HANDBOOK on Patents
sent free. Oldest agency for securing patentB.
Patents taken through Munn <fc Co. receive
special notice, without charge, In the
Scientific American
A handsomely illustrated weekly. Largest cir-
culation of any scientific journal. Terms, f 3 a
year: four months, th Sold by all newsdealers.
MUNN &Co.361Broadwa» New York
Branch Office. 626 V 8t_ Washington, D. C,
62
THE TALKING MACHINE WORLD.
RECORD BULLETINS FOR NOVEMBER, 1914.
VICTOR TALKING MACHINE CO.
12
12
10
10
10
10
10
DANCE RECORDS FOR NOVEMBER.
No. Size.
35395 Millicent — Waltz Hesitation (Frank W. McKee) .
McKee's Society Orchestra 12
Mighty Lak' a Rose — Waltz Hesitation (Nevin-
McKee) McKee's Society Orchestra 12
3511)0 Old Folks Rag— Fox Trot (W. B. Sweatman)
Banjo, Piano and Drums Van Eps Trio 12
Kakuda — Chinese One-step (Felix Arndt) Banjo,
Piano and Drums Van Eps Trio 12
35402 Same Sort of Girl Medley — One-step., from "The
Girl from Utah" introducing ''You Never
Can Tell" Victor Military Band 12
Reuben Fox Trot (Ed. B. Claypoole)
Victor Military Band 12
35403 The l'avlowa Gavotte (The Glow-Worm — Idyll)
(Paul Lincke) Victor Military Band
Melody in F — Half -and-Half (Adapted from
Rubinstein) Victor Military Band
POPULAR SONGS FOR NOVEMBER.
17632 When You're a Long, Long Way from Home
(Lewis-Meyer) Henry Burr
In the Palace of Dreams (Daniels-Friedman)
Henry Burr
17633 Ev'rybody Loves Rag (Dick Howard-Al Harri-
man) Collins and Harlan
Roll Them Cotton Bales (J. W. Johnson-J. R.
Johnson) Heidelberg Quintet
17636 The Fatherland, the Motherland, the Land of
My Best Girl (Ballard MacDonald-Harry
Carroll) Irving Kaufman
Always Treat Her Like a Baby (Irving Ber-
lin) Irving Kaufman
17637 Along Came Ruth (Irving Berlin) .. Arthur Fields
I'll Do It All Over Again (A. Seymour Brown-
Albert Gumble) Billy Murray
1763S Mary, You're a Little Bit Old Fashioned (Marion
Sunshine-Henry I. Marshall) .. Chas Harrison
You Planted a Rose (In the Garden of Love)
(.1. Will Callahan-Ernest R. Ball)
Charles Harrison 10
NEW RECORDS OF TWO FAVORITE HOME SONGS.
3539S Home, Sweet Home (Payne-Bishop) .. Elsie Baker 12
Old Folks at Home (Stephen C. Foster)
Elsie Baker
35399 Souvenir (Franz Drdla) (Violin with Piano)....
Maximilian Pilzer
Lohengrin Fantasie (Wagner) (Violoncello)..
Rosario Bourdon
35401 Beautiful Galatea Overture (Pranz von Suppe)
(Patrick Conway, Director) .. Conway's Band
Valse Militaire (E. Waldteufel)
Vessella's Italian Band
35404 Gems from "The Girl from Utah" (Harry B.
Smith-Jei ome D. Kern)...
Victor Light Opera Co.
Gems from "Miss Daisy" (Philip Bartholomae-
Silvio Hein) Victor Light Opera Co.
17639 It's a Long, Long Way to Tipperary (Judge and
Williams) American Quartet 10
Soldiers of the King — March ....Pryor's Band 1(1
OTHER PATRIOTIC RECORDS OF THE WARRING
NATION S — Selected from The Victor Catalogue.
GREAT BRITAIN.
160S3 God Save the King and Rule Britannia
Pryor's Band 10
Austrian Hymn Pryor's Band 10
16134 God Save the King ....Alan Turner and Chorus 10
Rule Britannia (Arne).Alan Turner and Chorus 10
AUSTRIA.
160S3 Austria National Hymn — "Gott erhalte Franz"
Pryor's Band
Great Britain National Airs Pryor's Band
16901 Austrian Army Bugle Calls Pryor's Band
On the Belvidere — Two-step Pryor's Band
64408 Austrian Hymn (Haydn) Violin Solo
Fritz Kreisler
GERMANY.
16138 Die Watch am Rhein ( Wilhelm) . . . Sousa's Band
Gesundheit Waltz (Helf) Pryor's Band
16423 Die Wacht am Rhein (Wilhelm) In German
Emil Muench
Lorelei (Silcher) In German .... Emil Muench
16882 Die Wacht am Rhein In English
Reinald Werrenrath
Santa Lucia — Neapolitan Folk Song In English.
Reed Miller
FRANCE.
16514 La Marseillaise — National Air of France
Sousa's Band
Tannhauser March — Fest March (Wagner)
Sousa's Band
74039 La Marseillaise (de Lisle) In French
Marcel Journet
RUSSIA.
16669 Russian National Anthem Pryor's Band
Radetsky March (Strauss) Pryor's Band
MISCELLANEOUS.
31S55 National Airs of All Nations
Victor Mixed Chorus
352S8 Reminiscences of All Nations Pryor's Band
Creanonian Polka (Cornet) with U. S. Marine
Band Arthur S. Witcomb
BLUE LABEL RECORD..
55046 Mr. Hitchcock's Curtain Speech (Monologue)
Introduced in "The. Beauty Shop"
Raymond Hitchcock
Burglar Story and High Cost of Living (Mono-
logue) Ravmond Hitchcock
PURPLE LABEL RECORDS.
60125 That's an Irish Lullaby (Too-ra-loo-ra-loo-ral)
From Chauncey Olcott's "Shameen Dhu." (J.
R. Shannon) Baritone Solo.. Geo. MacFarlane
60124 Absent (Catherine Young Glenn-John W. Met-
calf) Soprano Solo Margaret Romaine
60115 Harmony Baby (Bayes-Kleinecke) Soprano Solo.
Nora Bayes
70110 Hie Message Boy (Lauder) Sone Hit. .. .Lauder
NEW EDUCATIONAL RECORD^.
17635 Navajo Indian Songs — Tom Tom accomp
Geoffrey O'Hara
Gambler's Song — Blackfeet Tribe
Glacier Park Indians
12
12
12
12
10
10
10
10
10
10
10
10
10
10
10
10
10
12
10
10
12
10
10
12
1'.'
10
10
10
10
10
35397 Clayton's Grand March (C. D. Blake)
Victor Military Band
In Lilac Time — March (H. Engelmann)
Victor Military Band
NEW FOREIGN RECORDS.
New Hawaiian Records.
05971 (a) Kaowe ake Kai (Roaring Sea) Tenor and
Male Quartet with Hawaiian orch
Toots Paka Hawaiian Troupe
(b) Lei Rose o Kawika (The Wreath of David)
(Montana) Tenor and Male Quartet, Hawaiian
Orchestra Toots Paka Hawaiian Troupe.
65972 (a) Ninipo (1 o Love)
Toots Paka Hawaiian Troupe
(b) Kamawe (Shake Your Feet)
Toots Paka Hawaiian Troupe
RED SEAL RECORDS FOR NOVEMBER.
64399 Serenata (lne Serenade) (Tosti) Soprano Solo in
Italian Alma Gluck
64420 Tosca — Recondita Armonia (Strange Harmony)
(Act 1) (Puccini) Tenor Solo in Italian
Giovanni Martinelli
64430 Because (Poem by Edward Teschemacher) (Guy
D'Hardelot) Tenor Solo in English
Tohn McCormack
64445 An die Musik (To the Music) (Op. 88, No. 4)
(Schober-Schubert) Mezzo-soprano in German;
pianoforte by Arthur Arndt. ... Margaret Ober
64459 Silver Threads Among the Gold (Transcription)
(H. P. Danks) Violin Solo; pianoforte by
George Falkenstein Maud Powell
7 4407 Bohemian Girl, The Heart Bow'd Down (Act 2)
(Balfe) Baritone Solo in English
Clarence Whitehall
74410 The Cross (Poem by Edward Markham) (Harriet
Ware) Tenor solo in English. Evan Williams.
87168 Good Morning, Sue! (Bonjour. Suzon!) (Leo
Uelibes) Contralto Solo in English
Ernestine Schumann-Heink
S7190 Malaguena (Pagans) Soprano in Spanish
Lucrezia Bori
88474 Traviata-Di Provenza il mar (Thv Home in Fair
Provence) (Act 2) (Verdi) Baritone Solo in
Italian) Pasquale Amato
88476 II Bacio ((Vocal waltz —"The Kiss,") (Arditi)
Soprano Solo in Italian Frieda Hempel
SS483 Lullaby from Jocelvn ("Angels Guard Thee")
(Benjamin Godard) Tenor Solo with Fritz
Kreisler, violinist and pianofort, Vincent
O'Brien in English John McCormack
8S506 Linda di Chamouniy — O luce di quest' anima
(Guiding Star of Love) (Act I) (Donizetti)
Soprano Solo, in Italiar Luisa Tetrazzini
S90S0 Rigoletto — Quartet — Telia figlia deel' amore(Fair-
est Daughters of the Graces) (Act III) (Verdi)
Quartet L. Bori, soprano; J. Jacoby, mezzo-soprano,
J. McCormack, tenor; R. Werrenrath, baritone
in
EDISON BLUE AMBEROL RECORDS.
REGULAR LIST.
2443 Die Wacht am Rhein Edison Concert Band
2460 Dreams of the Prisoner (Jungniann)
American Standard Orchestra
2446 First Love — Waltz Hesitation (Abe Holzmann) for
dancing National Promenade Band
2438 God Save the King. Baritone Solo
National Military Band and Peter Dawson
245S Humpty Dumpty Rag (Charles Straight)
New York Military Band
2457 In the Evening by the Moonlight, Dear Louise -
(Von Tilzer) Tenor Solo and Chorus, orch.
accomp Harvey Hindermeyer and Chorus
2439 La Marseillaise New York Military Band
2449 Let's Grow Old Together, Honey (McDonald, Mc-
Keon and Walker) Tenor Solo, orch. accomp.. .
Manuel Romain
2454 Love's Dream After the Ball — Vocal (Czibulka)
Soprano Solo, orch. accomp Elizabeth Spencer
2452 Love's Sorrow (Harry Rowe Shelley) Tenor Solo,
orch. accomp Emory B. Randolph
2447 Massa's in de Cold, Cold Ground (Stephen C.
F'oster) Mixed voices, orch. accomp
Metropolitan Quartet
2455 Meet Me 'Neath the Persian Moon (Friedland)
Tenor Solo, orch. accomp Walter Van Brunt
2456 My Croony Melody (Goetz and Goodwin) Coon
Duet, orch. accomp. ...A. Collins and B. G. Harlan
2451 Navajo Indian Songs. Baritone Solo
Geoffrey O'Hara
2448 Roll Them Cotton Bales (J. Rosamond Johnson)
Male voices, orch. accomp Premier Quartet
2459 Since I Am Your Auntie-to-Be — The Midnight
Girl (Briquet and Philipp) Soprano and Tenor
Duet, orch, accomp
Elizabeth Spencer and Walter Van Brunt
2453 Somewdiere a Voice is Calling (Arthur 1*. Tate)
Soprano and Baritone Duet, orch. accomp
Elizabeth Spencer and Vernon Archibald
2450 Sweet Spirit, Hear My Prayer (Wm. V. Wallace) '
Soprano and chorus, orch. accomp
Maria Narelle and Chorus
2445 Tickle Toes One-step (William H. Penn) For
dancing National Promenade Band
2437 When It's Night Time Down in Burgundy (Her-
man Paley) Contralto and Tenor Duet. orch.
accomp Helen Clarke and Walter Van Brunt
A1591
A5597
10
COLUMBIA GRAPHOPHONE CO.
SYMPHONY DOUBLE DISC RECORDS.
1 The Ninety and Nine (Sankey). Baritone Solo,
in English, with orch. accomp. . .Oscar Seagle
Help Me To Pray (Tosti) Baritone Sole, in
English, with orch. accomp Oscar Seagle
I Hear a Thrush at Eve (Cadman.) Soprano
Solo in English, orch. accomp . Carolina White
A Birthday (Woodman). Soprano Solo, in
English, with orch. accomp. .. Carolina White
SYMPHONY DTSC RECORDS.
Berceuse (Chopin). Piano Solo.-.L. Godowsky
Waltz in G Flat (Chopin). Piano Solo
Leopold Godowsky
CHEMISCHE
FABRIK
FLURSTEDT
bel Apolda i. Th., Germany
E. SAUERLANDT
The. largest manufacturing plant in the world devoted exclusively to the
manufacture of Master-Waxes and Master-Blanks for
Gramophone and Phonograph Recording
Wax " P." the best recording material for Berliner-cut .
Sole Manufacturer of
36907 Ave Maria (Schubert). Violin Solo
Eugen Ysaye 12
BLUE-LABEL DOUBLE- DISC RECORDS.
A1588 Kamawee (Move Your Feet) (Hula). Tenor
Solo with chorus. . .Toots Paka Hawaiian Co. 10
Ahi Ahi Poakolu (Wednesday Evening). Tenor
Solo with chorus. ..Toots Paka Hawaiian Co. 10
A1590 A Trip Across the Pond (Arr. by M. Bernard)
Piano Solo Mike Bernard 10
Tango Bonita (Smith). Piano Solo-.M. Bernard 10
A5594 Die Walkiire (Wagner). Magic Fire Scene...
Columbia Smyp. Orch., F. Weingartner, Cond. 12
Symphonie Pathetique No. 6 (Tschaikowsky).
First Movement
Columbia Smyp. Orch., F. Weingartner, Cond. 12
NOVEMBER SONG HITS.
A1592 The High Cost of Loving (Meyer). Contralto
Solo, orch. accomp Elida Morris 10
I Want to Go Back to the Farm (Berlin). Con-
tralto Solo, orch. accomp Elida Morris 10
A1596 Alice of Old Vincennes (Thompson). Tenor
Solo, orcn. accomp Henry Burr 10
Diana of the Green Van (Klickmann). Con-
tralto Solo, orch. accomp Nora Watson 10
A1601 California and You (Puck). Tenor Duet, orch.
accomp.... A. Campbell (1st), H. Burr (2d) 10
in. the Shadow of the Sycamore (Bennett).
Tenor Duet, orch. accomp
A. Campbell (1st), H. Burr (2d) 10
A1600 The Aba Daba Honeymoon (Fields and Dono-
van). Baritone and Tenor Duet, orch. ac-
comp.. .Arthur Collins and Byron G. Harlan 10
The Aeroplane Slide (Reed). Orch. accomp...
Peerless Quartet 10
A1062 The Whole Town's Wise (Richards). Soprano
and Tenor Duet, orch. accomp
Ada Jones and Henry Burr. 10
When Honey Boy and Honey Girl Go On Their
Honeymoon (Goetz). Soprano and Tenor
Duet, o-rch. accomp
Ada Jones and Henry Burr 10
A1597 The Whistling Coquette (Belmont). Soprano and
Baritone Duet, orch. accomp
Ada Jones and Joe Belmont 1C
How'd You Like to Keep a Date With Me
(Goetz). Soprano and Tenor Duet, orch.
accomp Ada Jones and Henry Burr 10
A15S6 The Boys of the Old Brigade (Parks)
Chautauqua Preachers' Quartet 10
The Church in the Wildwood (Pitts)
Chautauqua Preachers' Quartet
A15S7 Shylock's Justification of the Jew, from "The
Merchant of Venice" (Shakespeare). Dra-
matic Recitation Harry E. Humphrey 10
Seven Ages of Man, from "As You Like It"
(Shakespeare). Dramatic Recitation
Harry E. Humphrey 10
A1589 Venetian Love Song, -from "A Day in Venice"
(Nevin) Prince's Orchestra 10
March of the Little Lead Soldiers (Pierne)...
Prince's Orchestra 10
A1595 San Antonio Swing (Buford) .... Prince's Band 10
El Pagare Prince'.s Band 10
DOUBLE DISC RECORDS.
A1598 Wedding of the Winds Waltz (Hall). Accor-
deon Solo Pietro Deiro 10
La Sirena (Waldteufel). Accordeon Solo..
Pietro Deiro 10
A1599 The Blacksmith and His Anvil (Von der Meh-
den) Prince's Orchestra 10
Wooley Winks March (Martin) .Prince's Band 10
A5596 The Old Sexton (Russell). Bass Solo, orch.
accomp Miles R. Bracewell 12
When Richelieu the Red Robe Wore (Murray).
Bass Solo, orch. accomp M. R. Bracewell 12
S7520 Flashing Glory March (Martin ).. Prince's Band 12
The Life Guard March (Martin). . Prince's Band 12
NEW DANCE RECORDS.
A1593 My Hindoo Man (Eugene) — One-step
Van Eps Banjo Orchestra 10
Thanks for the Lobster (Jones). — One-step. ..
Van Eps Banjo Orchestra 10
A1594 Sans Souci (Green) — Maxixe Bresilienne
Van Eps Banjo Orchestra 10
Some Baby (Lenzberg)- — One-step
Van Eps Banjo Orchestra 10
A5595 Ballin' the Jack (Smith) — Fox-trot
Prince's Band 12
Meadowbrook Fox-Trot (Kraus) .. Prince's Band 12
A559S High Society (Smith) — Combination One-step
and Waltz Prince's Band 12
Ta Tao (Penn) Prince's Band 12
A5599 Carolina (Vodery) — Fox-trot Prince's Band 12
Tsing Tsing (Onivas) Prince's Band 12
A5600 The Old Homestead (Penn)— Fox-trot
Prince's Band 12
Dream of the Rose (On themes from Waldteu-
fel Waltzes — Arr. by Smith) — Waltz Hesita-
tion Prince's Band 12
NOW MAKING CARBOLIC ACID.
Word was received recently from the Edi-
son plant at West Orange, N. J., that Thomas
A. Edison has overcome the shortage of impor-
tations of German and English made carbolic
acid, used extensively in his plant, by making
successfully in the Silver Lake Chemical Works
■ his own carbolic acid for the first time, an acid
said to be superior to the imported article and
produced more cheaply.
RECEIVER FOR V. J. DOYLE.
R. B. Caldwell, vice-president of the Blackman
Talking Machine Co., Victor distributer, was ap-
pointed receiver recently by George R. Beach,
referee in bankruptcy, in the case of Vincent J.
Doyle, 60 Newark avenue, Jersey City, N. J., Vic-
tor dealer, who was adjudged bankrupt. Among
the larger creditors are the ISJew York Talking
Machine Co. and Blackman Talking Machine Co.
Kranich & Bach have taken on the Victor talking
machine line in their store on 125th street.
It's hard to teach a man anything when he
doesn't even know when he is licked.
THE TALKING MACHINE WORLD.
Leading Jobbers of TalKing Machines in America
1856
urn
1914
VICTOR
DISTRIBUTERS
VICTORS EXCLUSIVELY
We make a specialty of getting the order
out on time — every time.
The Rudolph Wurlitzer Co.
CINCINNATI and CHICAGO
7 wo points of supply; order from the nearer.
i'KKRY B. WHITSIT L. M. WELLER
PERRY R. WHITSIT CO.,
213 South Hiflh Street. Columbus, Ohio.
Edison
Phonographs
and R e c o
JOBBERS
Victor Talking
Maehlnss
and Records
OLIVER
D I T S O N
COMPANY
BOSTON
Largest VICTOR Talking
Machine Distributors East
of Chicago.
Creators of "The Fasttst Victor
Service." Let as tell too more
about oar service.
W. J. DYER & BRO.
Saint Paul, Minn.
VICTOR & EDISON
Distributors
Quick Service for all points in the North-
west. Machines, Records, Supplies. .
Do you
belong with-
"the quick
or the dead"
Every talking machine job-
ber in America should be
represented in The World of
November 15th.
If you are keenly alive to
your business interests you
will be with the live ones and
occupy space in the issue of
The World of that date.
The time to secure space is
now, and get your copy in at
once. Don't be a "dead one."
Where Dealers May Secure
COLUMBIA
Product
Ready, Full Stocks, and Prompt Deliv-
eries from Convenient Shipping
Centers all over the United States.
Distributors
Atlanta, Ga., Columbia Graphophone Co., 132
Peaebtree St. v /
Baltimore, Mil., Columbia Graphophone Co., 305-
307 North Howard St.
Birmingham, Ala.. Columbia Grapbopboue Co.,
1818 Third Are.
Boston, Ma«»., Columbia Urapbophone Co., Ii4
Tremont St.
liuffulo, N. Y., Columbia Graphophone Co., VSSt
Main St. „
Chicago, 111.. Columbia Graphopboue Co.. 14 N.
Mlchfgun ATP.
Cincinnati, O., Columbia Grapbopboue Co., 117-
119 W. Fourth Ave.
Cleveland, O., Columbia Grapbopboue Co., 1375
Euclid Ave.
Unllua, Tex., Southwestern Talking Machine Co.,
1101 Elm St. Columbia Kuildiiig.
Denver. Colo., Columbia Stores Co., 505-507 8lx-
'\H*. te.entU St.
Detroit. Mich., Columbia Graphophone Co., 114
Broadway, i . „ '
Hartford. Conn., Columbia Graphophone Co., 710
Main St. > . -■" " : ■, • • •
Indianapolis. Intl., Columbia Graphophone Co.,
27 N. Pennsylvania St. '
Kansas City, Mo., Columbia Grapbopboue Co.,
1112 Grand Ave. S . _ r-
Lincoln, Nehr., The Gratonola Company, 10-!6
'O St. »'•! ■
UvintiMtoii. Mont., Scheuber Drng Co.
Los Anieeles. Cal., Columbia Grapbopboue Co..
420-422 S. Broadway. ,
Louisville. Ky.. Columbia Graphophone Co., 425
South Fourth St.
Milwaukee, Wis.. Albert G. Kunde, 015 Ci uul
XLle. ■ _ .1' '
Minneapolis, Minn., Columbia Graphophone Co.,
424 Nicollet Ave.- -
New Haven, Conn.. Columbia Graphopboue Co.,
25 Church St. _
New Orleans, La., Columbia Graphnphone Co.,
933 Canal St. „
New York City, Columbia Graphopboue Co., 89
Chambers St. , t
Pliiludelpliin. Pa., Pennsylvania Talking Macb.
Co., 1100 Chestnut St.
Plttsbursli. Pa., Columbia Orapbopbone Co., 810
Bessemer Building.
Portland, Me., Columbia Graphophone Co., 650
Congress St. _
Portland, Ore., Columbia Graphophone Co., 371
Washington St.,; Ellers Music House.
Providence, It. I., Columbia Graphophone Co.,
119 Westminster St.
Rochester, N. Y., The Grafonola Company, 23
Clinton Ave., South.
Sacramento, Cal., Kirk. Qeary & Co.
Salt Lake City, Utah, Daynes-Beebe Music Co.,
45 Main St.
Sun Francisco, CuL, Columbia Graphophone Co.,
334 Sutter St. o ,„,„
Seattle, Wash.. Columbia Graphophone Co., 1811
First Ave.; Ellers Music House, 3d and Univer-
sity Sts. _ ' „,„
Spokane, Wnsh., Columbia Graphophone Co., 818
Sprajrue Ave. .
Springfield. Mass., Columbia Graphophone Co.,
174 Worthlr.gton St _ <■>,' •
St. Lonls. Mo., Columbia Graphophone Co., 1008
OHve St. _ ' . .
St. Paul, Minn., Columbia Graphophone Co., 17
East Sixth St.
Tampa. Fla., Tampa Hardware Co.
Terre Haute, Ind., 040 Wabash Ave.
Toledo, O., Columbia Graphophone Co., 229 Supe-
rior Pt.
Washington, D. C Columbia Graphophone Co.,
1210 G St., N. W.
DEALERS WANTED— Exclusive selling rights
given where we are not actively represented.
Write for particulars to the Columbia Graphophone
Co., Wholesale Department, Woolworth Building,
New York.
Headquarters for Canada;
Columbia Graphophone Co., 363-5-7 Sorauren Ave.
Toronto. Ont.
Southern Victor Dealers
Largest Stock VICTROLAS and RECORDS.
Prompt Shipment and Low Freight Rates.
WALTER D. MOSES & CO.
Oldest Music House in Virginia 6r North Carolina.
RICHMOND, VA.
SERVICE FIRST
EXCLUSIVE VICTOR JOBBERS
WHOLESALE ONLY
Standard Talking Machine Co.
PITTSBURGH, PA.
Edison Phonograph Distributors
for the SOUTHWEST
All Foreign Records in Stock.
Houston Phonograph Co., H^xsN'
NEW ENGLAND
JOBBING HEADQUARTERS
EDISON AND VICTOR
Machines, Records and Supplies.
THE EASTERN TALKING MACHINE CO.
177 Tremont Street - BOSTON, MASS.
PACIFIC COAST
TORS OF
Victor Talking Machines HEcSbds
STEINWAY PIANOS-LYON & HEALY
•OWN MAKE" BAND INSTRUMENTS
<ihprman f lav & Cn San Francisco Portland
MUnudll, tidy Of tO. 0ak|and Los Angeles
The Chicago
Edison Jobber
The perfection of Musical
Instruments — THE EDISON
diamond disc PHONOGRAPH
—with EDISON double disc
records.
THE PERFECTION OF
SERVICE— Our Service.
The Perfection of adver-
tising for the dealer — Our
plan.
The Phonograph Company
229 So. Wabash Ave. CHICAGO
CHASE & WEST
DES MOINES
IOWA
Machines
Records
Cabinets
Victor
Everything
in stock al!
the time.
WHOLESALE TO IOWA TRADE
Send us your name and address and we will mail you
postpaid complete illustrated catalogues, giving detailed
information concerning all Victor products. Showing the
various styles ol Victor Machines, lis! o) all Victor Records,
the entire line ol Victor Cabinets, Repair Parts and all Ac-
cessnries. Dealers, let us help you build a Victor Business.
THE TALKING MACHINE WORLD.
All the eloquence needed to sell
an Edison Phonograph is bound
up in the instrument itself. Its
playing carries conviction,
inevitably.
To make that conviction work
for your profit it is only neces-
sary to be sure that you carry
the full Edison line.
INCORPORATED
59 Lakeside Ave., ORANGE, N. J.
VOL. X. No. 11.
single; copies. 10 cents
per tear, one dollar
Published Each Month by Edward Lyman Bill at 373 Fourth Avenue, New York, November 15, 1914
Victrola W XVI, $200
Mahogany or %J oak
The instrument by which the value of
all musical instruments is measured
Entered as second-class matter May 2, 1905, at the post office at New York, N. Y., under the act of Congress of March 2, 18?i.
THE TALKING MACHINE WORLD.
INSTALLATION FOR THE AEOLIAN CO.
INSTALLATION FOR NEAL, CLARK & NEAL CO.
Unico Demonstrating Booths
Will Sell MORE Talking Machines
These booths are built on the Unit system; can be taken down and put up again in a
few hours; made in multiples of three feet, so you can enlarge or reduce your booths as
desired, and without labor charges. Every Unit is interchangeable.
Made in eight regular designs, and are both SOUNDPROOF and DUSTPROOF.
Woods furnished: Oak, Birch, Quartered Oak and Mahogany. Special finishes on order.
Unico Booths increase the sales of Talking Machines, Player-Pianos, Music Rolls and
records, for customers always buy better goods — and more goods — with artistic surroundings.
The cost of Unico Booths is less than you would pay in your own City, irrespective of
our Patent Construction and Superior Quality.
Just look at this partial list of high-grade houses
where Unico Demonstrating Booths are selling more
Talking Machines.
TllH AUOUAN ( OMIWN Y
tb tho talking-
oost eatlsfaotc
the Aeolian Co. says about
Unico Booths.
Illustrated Catalog and Prices
Mailed Upon Request
Lyon & Healy
Rudolph Wurlitzer Co.
Frederick Piano Co.
Pease Piano Co.
Gimbel Brothers
John Wanamaker
Krell Piano Company
E. F. Droop & Sons Co.
Aeolian Company
Lyric Piano Company
Fulton Music Company
Humes Music Company
Clayton Piano Co.
Cunningham Piano Co.
R. H. Macy & Company
B. S. Porter & Son
Neal, Clark & Neal
The Aeolian Company
The Aeolian Company
Koerber-Brenner Co.
The Allen-Johnson Co.
Blackman Talking Machine Co.
D. S. Andrus
Stewart Bros.
Bloomingdale Bros.
Block & Kuhl Co.
Paul, Gale Greenwood Co.
Jas. McCreery & Co.
Linn & Scruggs Dry Goods Co.
Steger & Sons Piano Co.
Story & Clark Piano Co.
Andrews Music House Co.
Pincus & Murphy
Smith-Carroll Co.
Theo. J. Miller & Son .
Wm. Taylor, Son & Co.
Chicago, 111.
Cincinnati, O.
Pittsburgh, Pa.
Brooklyn, N. Y.
New York City.
Philadelphia, Pa.
Cincinnati, O.
Baltimore, Md.
New York City.
Cincinnati, O.
Waterbury, Conn.
Columbus, Ga.
Salt Lake City.
Philadelphia, Pa.
New York City.
Lima, Ohio.
Buffalo, N. Y.
New York City.
Cincinnati, O.
St. Louis, Mo.
Eau Claire, Wis.
New York City.
Elmira, N. Y.
Columbus, Ohio.
New York City.
Peoria, 111.
Norfolk, Va.
New York City.
Decatur, 111.
Newark, N. J.
Chicago, 111.
Bangor, Me.
Alexandria, La.
Lexington, Ky.
Dixon, 111.
Cleveland, O.
Geo. W. Smith & Co.
Sloane Street and
Powelton Avenue
PHILADELPHIA
The Talking Machine World
Vol. 10. No. 11.
PRICE MAINTENANCE CONTRACT
Of the Columbia Graphophone Co. Again Up-
held Against "Violation of the Law" Defense
— An Important Legal Proceeding.
The price maintenance contract of the Columbia
Graphophone Co. was directly attacked in a case
recently decided by Justice Weil of one of the
local courts. The Columbia Graphophone Co.
brought an action against Wallace F. Bogart. of
1224 Ogden avenue, Bronx, for goods sold and
delivered. The defendant made the price mainte-
nance contract a part of his answer and interposed
as a defense that "the terms of said agreement were
against public policy and in violation of the law."
It was stipulated on the record in open court that,
if the court found that the contract was a perfectly
good and legal one and not against public policy
and in violation of the law, judgment should be
awarded the plaintiff, the Columbia Graphophone
Co. The court, after taking the matter under ad-
visement and reading the briefs submitted by both
sides, handed down judgment in favor of the plain-
tiff and against the defendant for the full amount
claimed, with the costs of the action. Mirabeau L.
Towns appeared for the defendant.
Columbia dealers will be glad to know that they
are operating under a contract which has received
the judicial approval of the courts.
It may he well to point out, in this connection,
that in the case of Columbia Graphophone Co.
against Pickard, 201 Fed. Rep. 546, the court
(Hazel, district judge) referred in express terms
to the Columbia Graphophone Co.'s price mainte-
nance contract, and to the fact that the selling
price was fixed by its terms, holding that the as-
signee for the benefit of creditors had no greater
right than his assignor with respect to the sale of
Columbia graphophones and records which were
purchased by the assignor under the Columbia
Graphophone Co.'s price maintenance contract, and
enjoined the assignee from selling said patented ar-
ticles below the prices authorized by said contract,
notwithstanding the fact that the assignee had pre-
viously been authorized to do so by a State court.
This case, it will also be interesting to note, is the
leading case on this subject, and was won on re-
hearing after a hard fight, in which the assignee,
himself one of the leading lawyers of western New
York, took a prominent part. His counsel were
Wilson C. Price, James L. Weeks and Weeks &
Ross, all distinguished lawyers of Jamestown and
Buffalo. E. K. Camp appeared for the Columbia
Graphophone Co. in 'both cases.
BELIEVEDJN^REALISM.
The Globe Talking Machine Co., 9 West Twenty-
third street, New York, of which David Kahn is
manager, had an interesting window display re-
cently to attract attention to the new Victor record
of "It's a J-ong, Long Way to Tipperary." The
view showed little leaden soldiers on both sides
of and crossing a tiny river, with equipment, etc.,
faithfully portrayed, and even went so far as to
show the hanging of a spy.
■ The tiny soldiers were shown issuing from be-
tween the doors of a Victrola IX placed at one
side of the window, and the entire effect, the work
of Charles A. Marusak, was most attractive.
What is most important, it influenced the sale
of many records of "Tipperary."
SMILING. ■'
You might as well keep smilin',
For there- aint a bit o' sense
Of fidgetin' an' rilin',
An' a-longin' too intense.
For most things worth the gettin',
Are sure to find the place,
When you're peaceful an' a-sertin'
With a smile upon your face.
New York, November 15, 1914.
NEW CONCERNS IN BUFFALO.
Latest Concerns to Enter Talking Machine
Field — Business Is Excellent — Neal, Clark
& Neal's New Sign — Gould Bros. Quarters.
(Special to The Talking Machine World.)
Buffalo, N. Y., November 10. — Business in the
talking machine field in Buffalo is active, every-
thing considered, and the outlook for the fall and
winter trade is good. A number of new talking
machine representatives have recently been ap-
pointed, namely, John Rae, of Niagara Falls, has
taken the agency for the Victrola; Seiber & Hof-
heins, 70.5 Main street, this city, motorcycle deal-
ers, have taken the Columbia agency, while W. F.
Gould, a prominent hardware dealer of Elk street,
has taken the Victrola agency.
Neal, Clark & Neal, local agents for the Victor,
have just erected a 9xl4-foot electric sign in front
of their store, advertising the Victrola. The sign
can be read more than two blocks away.
Gould Bros., piano dealers, who recently moved
into their new quarters at Main and Utxa streets,
are handling a complete line of Victor talking ma-
chines and records.
TO HANDLE THEJOLUMBIA LINE.
New England Furniture and Carpet Co. of
Minneapolis, to Give Columbia Products
Strong Representation in Northwest.
(Special to The Talking Machine World.)
Minneapolis, Minn., November 7. — The local
distributing branch of the Columbia Graphophone
Co. announced this week the consummation of an
important deal whereby the New England Furni-
ture and Carpet Co., of this city, will handle the
complete line. This company is toy far the largest
concern of its kind in the Northwest, and controls
an enormous trade.
This deal is naturally very gratifying to the Co-
lumbia Co., as it completes a trinity of three of the
largest houses in the fields where talking machines
are the most popular. A few weeks ago was
announced a Columbia contract with that great
A THANKSGIVINQ_POEM IN PROSE.
Thanksgiving was approaching and Dorothy was
sad, for of all her pets the turkey was the dearest
one she had. Old Dinah had informed her that to
make the day complete it was always quite essen-
tial to have turkey roast to eat. So she went in
tears to Daddy, who relieved her sorrow quite.
"Don't worry, little girl," he said, "I'll fix it up,
all right." On that evening from the office, he
brought home his dictaphone, and canned the tur-
key's song for her. So now while she's alone, she
does not miss her pet, you see. O my ! his meat
was choice, and though she helped to eat him up,
she still can hear his voice.
Howard Taylor Middleioit.
Price Ten Cents
department store, Marshall Field & Co., of Chicago.
Subsequent to that a deal of tremendous impor-
tance was closed with the Aeolian Co., the largest
manufacturers of musical instruments in the coun-
try.
The New England Furniture and Carpet Co. has
for some time recognized the selling possibilities
of the Columbia line, and their signing of a con-
tract completed their investigations and trials. An
aggressive publicity and sales campaign will be in-
stituted by the company to introduce its Columbia
department.
WANAMAKER EULOGIZES EDISON.
The Birthday of the Famous American In-
ventor Brings a Very Beautiful Tribute from
John Wanamaker, the Merchant Prince,
Who Sets Forth the Achievements of Edi-
son and What He Has Done for the World.
The advertising editorials of John Wanamaker
which adorn the front pages of the New York
Herald daily are filled with much interest. They
are unique and telling and show the wide range of
thought on varied subjects possessed by the great
merchant. .
The following from the pen of Mr. Wanamaker,
heading his trade announcement on October 21, is
of peculiar interest to World readers :
THIS IS THE ANNIVERSARY OF
THOMAS A. EDISON'S GREAT DISCOVERY
The conquerors of the world are not all warriors. '
The inventors of the world are ofttimes conquerors.
Thirty-five years ago a young mechanic, thirty-two years
old. bearing the name of Thomas A. Edison, discovered the
incandescent light.
Willing McKean, the old editor of the Public Ledger, at
that time with the writer of this anniversary greeting to his
old friend, went down to Menlo Park, in October, 1879, to
see the wonderful lamp exhibited to them by the modest
young Edison.
What Mr. Thomas A. Edison has achieved to date places
his name upon the roll with Galileo, Columbus, Franklin.
To-day all America inscribes upon that honor roll in
letters of brightest light,
THOMAS ALVA EDISON.
It is something for all of us to say that we live in the
same generation with Edison.
It is an honor to take the hand of this man of master
mind and transcendent genius.
No man on kingly throne will be longer remembered
than he.
And how has he done so much in his peaceful way to
bless the world?
Only by working and working and working all the time,
days and nights, and at some periods that he made into a
day of four days long, scarcely eating and sleeping for
ninety-six hours on a stretch.
How he ever did it is the wonder of the age, since it was
all done so quickly, confidently and surely.
How could we ever have gotten on without him?
Our best salutations to you, Thomas A. Edison, the
world's helper. Long may you live to enjoy the never
setting sun of your well earned fame.
We may say that the birthday of Mr. Edison
was marked by a general flag raising in West
Orange. The Mayor issued a proclamation asking
the citizens of the town and of Essex County to
display flags in observance of the day.
Mr. and Mrs. Edison, with their two sons, were
away at the time, as they went by automobile to
Detroit, Mich., where they were the guests of
Henry Ford, the automobile manufacturer.
ARTISTIC WINDOW HANGERS.
The Victor Talking Machine Co. sent out several
unusually artistic window hangers to its trade the
past fortnight, devoted to the special Vernon Castle
supplement featuring the fox trot and Castle
Polka. One of these new dances, termed the "Cas-
tle Gavotte," was introduced in 1,400 newspapers
throughout the country on October 20, 21, 23, by the
Ladies' Home Journal, and this unusual publicity
naturally created a remarkable demand for the
records suitable for this dance. The "Castle Ga-
votte" is proving remarkably popular with society
from coast to coast, and the handsome hangers
sent out by the Victor Co. to its trade will act as a
stimulant for the creation of dance record tousi-
4
THE TALKING MACHINE WORLD.
LOOK FOR BIG HOLIDAY BUSINESS ON PACIFIC COAST.
Talking Machine Dealers and Jobbers Optimistic — Little Shortage of Stock Reported Out-
side of Edison Discs — Victor Goods Via Panama Canal — Sonora Phonograph Co. In-
corporated— Clark Wise Expansion — Geo. W. Lyle a Visitor- — The New Edison Shop.
(Special to The Talking Machine World.)
San Francisco, Cal., October 30. — Preparations
for the approaching holiday season have de-
manded the attention of the local trade the past
month, and from all indications dealers all along
che Pacific Coast anticipate as good business for
the rest of this year as they enjoyed during the
corresponding period of last year, which in many
instances was the best they had ever cared for.
There is but little talk of shortage of stocks here
this fall, except in the case of the Edison disc.
Some new distributers of that product say they
will be unable to fill their orders, but most of the
other handlers do not anticipate difficulty in that
respect this year, which is a great satisfaction in
view of former experiences. Retail business in
both machines and records is fully up to normal at
present, and the higher priced products are in bet-
ter demand than for some time.
Geo. W. Lyle Visits Columbia Co. Branches.
The local trade received a visit during October
from Geo. W. Lyle, general manager of the Co-
lumbia Grophophone Co., who was making his
annual tour of inspection of the company's West-
ern interests. He was met in Spokane, Wash., by
Walter S. Gray, Pacific Coast manager, who makes
his headquarters at the San Francisco distributing
depot, and they came down the coast together.
After spending a few days in this city they left
for the southern part of the State by automobile.
They parted at Los Angeles on the 22d, Mr. Lyle
proceeding homeward, via Salt Lake, Denver and
Kansas City, and Mr. Gray coming back here a
few days later. When here Mr. Lyle expressed
great satisfaction over the condition of business
as he found it at his company's branches in the
Northwest and in this city. While in Portland,
Ore., he closed a deal with the Carman Manufac-
turing Co., of that city, to make some cabinets for
the Columbia concern, with a view of having all
cabinets for the trade in the Northwest made at
that point if the work compares favorably with
the products of Eastern manufacture.
Victor Goods Arrive Via Panama Canal.
Andrew G. McCarthy, of Sherman, Clay & Co.,
who devotes particular attention to the Victor part
of the business, is much encouraged over the way
business has picked up in the last two or three
weeks. He is now fairly sure of establishing a
new record in his department again this year. If
he succeeds in showing an increase over last year, it
will mean that each year the company has handled
Victor goods, a gain has been made over the pre-
ceeding year. A large shipment of talking machines
arrived recently through the Panama Canal, and
the company announces that this means of trans-
portation will be used quite extensively by them
from now on.
Sonora Phonograph Co. Incorporated.
The Sonora Phonograph Co. has been incorpo-
rated in California, with a capital stock of $75,000.
The directors are Frank M. Steers, E. B. Folsom,
F. Moulin, C. H. and J. B. Coffey. The place of
business is at San Francisco, where quarters have
been fitted up on the second floor of the Phelan
building, under the management of F. B. Travers.
As the name of the new concern implies, the com-
pany will handle the products of the Sonora Phono-
graph Corp., of New York. The different styles
of Sonora machines are on display at the local
warerooms, and both a retail and wholesale busi-
ness will be done from this point. The line is
practically new here.
Dealers Stocking Up for the Holidays.
Wholesale Manager F. R. Anglemeier, of the
local Columbia branch, says his department experi-
enced quite a rush in the last two or three weeks
in filling orders from dealers in the country dis-
tricts, who are now stocking up for the holidays.
Dance records are again in big demand, as social
functions are being resumed for the winter.
Increasing Demand for Edison Products.
Business in Edison products has been fine the
past month, according to A. R. Pommer, proprietor
of the Pacific Phonograph Co., which handles this
line exclusively. He says there will be more
trouble getting goods than selling them the rest of
the year. He has been receiving very good reports
from the travelers. J. E. McCracken covered the
southern part of the State early in the month, and
is now in the northwest. E. C. Howard, who gives
full attention to the establishment of new agencies
for the Edison disc product, is calling on the trade
in the vicinity of Portland.
More Space for Clark Wise & Co. Department.
Alterations are in progress at the store of Clark
Wise & Co. whereby the talking machine depart-
ment will gain considerable more space and better
facilities. The mezzanine floor is being extended
several feet toward the front of the store and the
offices will be moved upstairs, leaving practically
the entire ground floor for the demonstration and
sale of talking machines. The front of the room
will be used for general display purposes, with a
stairway leading up to the offices and piano depart-
ment. The space under the new offices is being
fitted up for a reception room and behind it will
be installed seven sound-proof demonstration
moms. The Victor, Columbia and Edison lines are
handled by this company, and all will benefit by the
store improvements.
Higher Class Records in Demand.
P. H. Beck, who operates the talking machine
department on the mezzanine floor of the Kohler
& Chase building, anticipates an excellent holiday
trade. He says business this fall has been running
way ahead of the corresponding period of last
year. The demand for Red Seal records is a promi-
nent factor of the business since the opening of
the concert season, during which a number of
Victor artists will appear here.
To Feature Talking Machines More Extensively.
J. T. Bowers & Son have arranged to feature
their talking machine department more extensively.
To this end they have engaged J. H. Burnett, for-
merly with the Graves Music Co., in Portland, to
take charge of that part of the business. The
Bowers company is one of the pioneers in the piano
business here, but it was only recently that it added
phonographs to its stock, taking on the Edison disc
line exclusively.
Clarence Anrys to Be Married.
Clarence Anrys, son of Frank Anrys, general
manager of the Wiley B. Allen Co., will be married
on November 7 to Miss Evelyn Godeau, of this
city. The groom-elect has been connected with the
talking machine department since he became identi-
fied with the Allen Co. last year.
Placing Victors in the Schools.
C. E. Edwards and F. P. Corcoran, of the Wiley
B. Allen talking machine department, have been
conducting an active campaign for Victor talking
machines in schools, and the former has just closed
a nice contract with the schools of Richmond, Cal.,
and the latter has been successful in placing several
Victrolas in the schools of Goldfield, Nev.
New Edison Shop Attracts Much Attention.
The new Edison Shop on Geary street is proving
one of the centers of attraction for this city's music
lovers. The store has only been open a few weeks,
but in this short while has gained for itself an en-
viable position. A feature of the establishment is
its perfectly harmonious appointments, which have
been gained through the detailed perfection of its
furnishings and decorations. A handsome concert
hall has been fitted up on the mezzanine floor and
the daily concerts have attracted many visitors to
the store.
H. P. Rothermel, manager of the talking machine
department of Eilers Music House, says the prin-
cipal feature of that business the past month has
been the increased demand for higher-priced ma-
chines. He is stocking up for a big holiday trade.
Service Is the Paramount Asset of a Victor Distributor
The factory controls the Prices and Terms. The distributor controls his Service.
This is the reason we have endeavored to make
EASTERN SERVICE THE BEST EVER
And we believe we have succeeded, and will convince you if you will give us the op-
portunity. A trial order will do.
Will you do it? Thank you. When may we expect it?
EASTERN TALKING MACHINE COMPANY
177 TREMONT STREET, BOSTON, MASS.
EDISON
FOR NINETEEN YEARS TALKING MACHINES EXCLUSIVELY
VICTOR
THE TALKING MACHINE WORLD.
Victrola VI, $25
Oak
Victrola XI, $100
Mahogany or oak
Victrola IX, $50
Mahogany or oak
Victrola XVI, $200
Mahogany or oak
"Will there be a Victrola in your home this Christmas?"
This important question will confront the people of the whole country right
on until Christmas.
It is the key-note of our nation-wide holiday advertising campaign, and its force
will send thousands of customers into the stores of Victor dealers everywhere.
It will help to make this the biggest holiday season you ever had — even ahead
of the phenomenal business of last Christmas.
Victor Talking Machine Co., Camden, N. J., U. S. A.
Berliner Gramophone Co., Montreal, Canadian Distributors.
Always use Victor Machines with Victor Records and Victor Needles —
the combination. There is no other way to get the unequaled Victor tone.
Albany, N. Y Finch & Halm.
Altoona, Pa W. F. Frederick Piano Co.
Atlanta, Ga Elyea-Austell Co.
Phillips & Crew Co.
Austin, Tex The Talking Machine Co., of
Texas.
Baltimore, Md Cohen & Hughes, Inc.
E. F. Droop & Sons Co.
H. R. Eisenbrandt Sons.
Bangor, Me Andrews Music House Co.
Birmingham, Ala. Talking Machine Co.
Boston, Mass Oliver Ditson Co. .
The Eastern Talking Machine
Co.
Mi Steinert & Sons Co.
Brooklyn, N. Y.. American Talking Machine Co.
Buffalo, N. Y W. D. Andrews.
Neal, Clark & Neal Co.
Burlington, Vt... American Phonograph Co.
Butte, Mont Orton Brothers.
Chicago, III Lyon & Healy.
^ a ' The Talking Machine Co.
The Rudolph Wurlitzer Co.
Cincinnati, O The Rudolph Wurlitzer Co.
Cleveland, O The VV. H. Buescher & Sons Co.
The Collister & Sayle Co.
The Eclipse Musical Co.
Columbus, O Perry B. Whitsit Co.
Dallas, Tex Sanger Bros.
Denver. Colo The Hext Music Co.
The Knight-Campbell Music Co.
Des Moines, la ... Chase & West Talking Mach. Co
Mickel Bros. Co.
Victor Distributors =
Detroit, Mich Grinnell Bros.
Elmira, N. Y Elmira Arms Co.
El Paso, Tex W. G. Walz Co.
Galveston, Tex.... Thos. Goggan & Bro
Honolulu, T. H.... Bergstrom .Music Co., Ltd.
Indianapolis, Ind.. . Stewart Talking Machine Co.
Jacksonville, Fla. . . Florida Talking Machine Co.
Kansas City, Mo. . . J. W. Jenkins Sons Music Co.
Schmelzer Arms Co.
Lincoln, Neb Ross P. Curtice Co.
Little Rock, Ark. . . O. K. Houck Piano Co.
Los Angeles, Cal.. Sherman, Clay & Co.
Louisville, Ky Montenegro-Riehm Music Co.
Memphis, Tenn. . . . O. K. Houck Piano Co.
Milwaukee, Wis. . . Badger Talking Machine Co.
Mobile, Ala Wm. H. Reynolds.
Montreal, Can Berliner Gramophone Co., Ltd-
Nashville. Tenn....O. K. Houck Piano Co.
Newark, N. J Price Talking Machine Co.
New Haven, Conn.. Henry Horton.
New Orleans, La.. Philip Werlein, Ltd.
New York, N. Y. . . Blackman Talking Machine Co.
Emanuel Blout.
C. Bruno & Son, Inc.
I. Davega, Jr., Inc.
S. B. Davega Co.
Chas. H. Ditson & Co.
Landay Brothers, Inc.
New York Talking Machine Co.
Ormes, Inc.
Silas E. Pearsall Co.
P.enj. Switky.
Omaha, Neb Nebraska Cycle Co.
A. Hospe Company.
Peoria, III Putnam-Page Co., Inc.
Philadelphia, Pa... Louis Buehn.
C J. Heppe & Son.
Penn Phonograph Co., Inc.
The Talking Machine Co.
H. A. Weymann & Son, Inc.
Pittsburgh, Pa C. C. Mellor Co., Ltd.
Standard Talking Machine Co.
Portland, Me Cressey & Allen, Inc.
Portland, Ore Sherman, Clay & Co.
Richmond, Va The Corley Co., Inc.
W. D. Moses & Co.
Rochester, N. Y E. J. Chapman.
The Talking Machine Co.
Salt Lake City, U.. Consolidated Music Co.
San Antonio, Tex.. .Thos. Goggan & Bros.
San Francisco, Cal. Sherman, Clay & Co.
Savannah, Ga Phillips & Crew Co.
Seattle, Wash Sherman, Clay & Co.
Sioux Falls, S. D... Talking Machine Exchange.
Spokane, Wash Sherman, Clay & Co.
St. Louis, Mo Koerber-Brenner Music Co.
St. Paul, Minn W. J. Dyer & Bro.
Syracuse, N. Y W. D. Andrews Co.
Toledo, O The Whitney & Currier Co.
Washington, D. C. Robert C. Rogers Co.
E. F. Droop & Sons.'
6
THE TALKING MACHINE WORLD.
Famous Record Albums
AT VERY LOW PRICES TO MEET COMPETITION
These Record Albums will Pay for Themselves in a short Time by Preserving Records.
When Full the Albums are Flat and Even Like Books. They will Fit in a Library
Cabinet or Book Case, or They will Lie Flat on One Another.
We manufacture Disc
Record Albums contain-
ing 12 pockets to fit the
new Victrola Cabinets
No. X. and XL
We also make Albums
containing 17 pockets,
and with the indexes
these Albums make a
complete system for
filing all disc Records.
For Durability, Artistic
Design and Finish, our
Albums have no equal.
They are made in the
most substantial manner
by skilled workman. We
sell our Superb Albums
at big discounts to meet
competition. Shall we
send samples and quote
our very low prices ?
THESE ALBUMS ARE THE BEST FOR VICTOR, EDISON,
COLUMBIA AND ALL OTHER DISC RECORDS
Write for samples of our Albums, which are superior to all others
Address NATIONAL PUBLISHING CO., 235 South American St., Philadelphia, Pa.
TRADE CONDITIONS IN CINCINNATI.
Dealers Look for a Large Holiday Business —
Phonograph Co. in Its New Quarters — Co-
lumbia Activity Reported by Manager
Whelen — Wurlitzer Ready to Double Christ-
mas Business — Dealers Are Stocking Up.
(Special to The Talking Machine World.)
Cincinnati, O., November 8. — Local conditions
are fairly satisfactory. Most of the business just
now is confined to record buyers, but the mer-
chants believe the holiday shopper will soon be
in the field and are making arrangements accord-
ingly. More attention is being given to window
display work, and any- kind of an event which
would help sales is tackled by the merchants in
decorating his display space.
The; Phonograph Co. is now domiciled in its new-
quarters in the Globe Wernicke building on
Fourth street, the change being made last week.
The company has decidedly better quarters from
a jobbing standpoint, the new space being more
concentrated and better suited for wholesale sell-
ing purposes as compared with the Main street
store.
The Aeolian Co. is now concentrating its ad-
vertising campaign on the Columbia line. The
change took place during the past month. The
company, however, continues to make a specialty
of Victor records.
The John Shillito Co.'s music department has
not yet made any selection relative to a line of
phonographic goods. The matter has been pend-
ing some weeks, and it is probable that the ap-
proach of the holiday season will hasten a decision.
One of the interesting visitors of last week
was Harry Meeks, of the Cheney Talking Ma-
chine Co., Chicago, who is a former Cincinnatian,
having at one time been connected with the local
stores of the Rudloph Wurlitzer Co. and the Co-
lumbia Phonograph Co.
Manager Whelen, of the local Columbia store,
seems to be very optimistic about the general con-
dition. In talking to The World representative
he said: "There is no doubt but that the war is
affecting business, but we have gotten our share
of whatever business there is, and we closed the
month with an increase over last October. This
shows that the Columbia is getting on top and
makes me wonder what we would have done if
there had been no war. The first part of this
month has shown a substantial increase in busi-
ness and, despite conditions, I look for a large
holiday business.
"This condition seems to be prevalent among the
dealers, as they are ordering heavy and even at
this stage of the game we are having ~a hard time
to get sufficient stock to supply the demand. The
new 'Leader' and 'Mignonette,' with the exclusive
push button interior, is creating quite a 'stir' in
the talking machine circles and bids fair to be a
great 'seller.' "
The Rudolph Wurlitzer Co. is getting ready to
tackle the Christmas business with better facilities
than last year, when the supply was exhausted,
causing the department to turn many buyers away.
The company is doing some interesting local ad-
vertising in favor of -the Victor machines.
The Otto Grau Piano Co.'s department is past
the infancy stage and is now one of the features
of the business of this house.
FEATURES OF "BROTHER FANS."
Columbia Grafonola with Special Record and
a Pathescope Used with Excellent Effect in
Tom Lewis' New Vaudeville Act.
In his new vaudeville act, "Brother Fans," now
being presented . at the prominent vaudeville the-
aters in the East, Tom Lewis makes use of both
a Columbia Grafonola and a Pathescope outfit to
excellent advantage. The occasion is when the
Giants and White Sox were on their tour of the
world and has reached London. Tom Lewis, in the
role of a rabid baseball fan marooned in England,
sees the game played there, meets two other strong
"fans" and invites them to his rooms for dinner.
In order to give proper atmosphere to the dinner
party there is started on the Grafonola a record
which reproduces perfectly the jumble of sounds
at the opening of a ball game, with the announce-
ments of the batteries, the cries of the peanut and
pop venders and the cheering at the first hit. While
the record is playing the Pathescope throws on a
section of the wall several animated scenes at a
ball game supposed to be registered simply in the
minds of the three fans who are thinking of home.
The idea is excellent and arouses considerable en-
thusiasm on the part of the audience.
JOINS THE SHEPARD CO.
John ' H. Massey, a well-known talking machine
man of Providence, R. I., and who for a number
of years was manager of the phonograph depart-
ment of the J. A. Foster Co., has resigned and
become associated as special representative of the
talking machine store of the Shepard Co., dealers
in Edison diamond disc phonographs, Victor-Vic-
trolas and Columbia Grafonolas.
W. G. Britton, formerly credit manager of the
wholesale headquarters of the Columbia Grapho-
phone Co., 89 Chambers street, New York, has
been promoted to the assistant managership of the
establishment, succeeding George A. Baker, who
has become manager of the company's Baltimore,
Md., branch. Kenneth M. Johns, formerly man-
ager of the Detroit branch of the Columbia Co.,
has joined the staff at 89 Chambers street, New
York, as credit manager. R. F. Bolton is manager
of this wholesale branch.
Good ideas often occur simultaneously to several
people, but only one of them is first to "put it
across.,"
It's the man who hasn't learned how to swim for
himself who gets drowned in the swamping seas of
business disaster.
THE TALKING MACHINE WORLD.
7
]
Victrola IV, $15 Victrola VI, $25 Victrola VIII, $40 Victrola IX, $50
Oak Oak Oak Mahogany or oak
"Will there be a Victrola in
your home this Christmas?"
That is the question being put before the entire country
in the extensive Victor advertising.
That is the question which is going to be settled in
thousands of homes — and settled to your satisfaction.
That is the question which will help to make a new high
record for Victor Christmas business.
So don't lose sight of the value to you of the Victor
holiday advertising and "Will there be a Victrola in your home
this Christmas ? "
Victor Talking Machine Co.
Camden, N. J., U. S. A.
Berliner Gramophone Co., Montreal, Canadian Distributors.
Always use Victor Machines with Victor Records and
Victor Needles — the combination. There is no other
way to get the unequaled Victor tone.
Victrola X, $75
Mahogany or oak
Victrola XI, $100
Mahogany or oak
Victrola XIV, $150
Mahogany or oak
Victrola XVI, $200
Mahogany or oak
8
THE TALKING MACHINE WORLD.
The long wear of Columbia Double-Disc
Records is a feature that printed words
hardly convey. But in practice there is
no mistaking it. It is a feature that is
peculiarly Columbia, and once a record
buyer realizes it, he is solid.
(Write for "Music Money," a book "fall of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
DISCUSSES EUROPEAN CONDITIONS.
John A. B. Cromelin, Manager of European In-
terests of Columbia Graphophone Co., Visit-
ing Headquarters — Declares Business in
England Is Active Despite Wai Great De-
mand for Patriotic Records.
"Notwithstanding the present European war, our
sales have kept up wonderfully," said John A. B.
Cromelin, manager of the European interests of
the Columbia Graphophone Co., with headquarters
in London, who arrived here a fortnight ago for a
short visit. "Surprising as it may seem, our Sep-
tember turnover in Great Britain equaled that of
September of last year, and our general European
business for September actually showed a larger
profit than that of the corresponding month of
1913. These excellent sales totals have surprised
the members of our own organization, and indicate
the strides that our products are making on the
other side of the Atlantic.
"When I left London our factory was running a
night shift, and even then was unable to keep up
with the orders on hand. We are planning an in-
crease of manufacturing facilities in the near fu-
ture in order to give our dealers perfect service
and co-operation. Columbia business in Italy is
gaining steadily, thanks to an efficient sales organi-
zation and the merits of Columbia machines and
records.
"The recent supplements of patriotic records
which we issued abroad are proving a tremendous
success, and it is indeed a problem to keep up with
the demand for this class of music. We have ex-
perienced absolutely no difficulty in securing the
necessary raw material to manufacture our prod-
ucts, as we contracted for the most important
material in large quantities many months ago.
"With the close of this war I believe that the
Columbia Graphophone Co. will occupy a still
stronger position in European and British talk-
ing machine circles than it now does. The gen-
eral outlook for the future of the industry furnishes
the basis for this prediction, and I may say that
we are strengthening and perfecting our sales or-
gainzation with this object in view. We have but
recently erected a building for the assembling of
special machinery and a large storage department,
and are now making plans for the handling of a
much larger machine business than in the past."
NO LULL IN BALTIMORE TRADE.
Indications of a Heavy Holiday Trade — New
Addition to E. F. Droop & Sons' Store Proves
Convenience — What Local Houses Report.
(Special to The Talking Machine World.)
Baltimore, Md., Noverraber 3. — The talking ma-
chine industry shows no slackening up at this
time, and the indications are that between now and
the holidays some nice records in the way of sales
will be made. All of the dealers report progress, and
judging from the activities in the various stores it
would seem that such claims of the dealers are well
founded.
Joseph Fink, of the Fink Talking Machine Co.,
announces that he is kept on the run by the exten-
sive business done at the main store and the branch
store, which has only been in operation about two
months. This firm handles both the Victor and Co-
lumbia lines.
H. R. Eisenbrandt Sons continue to have very
satisfactory demands for the Victor line of instru-
ments and calls for the latest records.
E. F. Droop & Sons Co. find that the new addi-
tion to their store has proved a most desirable as
well as necessary adjunct in order to handle the in-
creasing" business. This company is having a re-
markable call for the Victor and Edison machines,
while the sale of records has taken a large jump.
Manager W. C. Roberts and his force are kept on
the go steadily, and are anticipating the breaking
of previous records.
Manager S. A. Dennison, of the local branch of
the Columbia Graphophone Co., finds it easy to put
up encouraging reports on his slate each week. He
reports very good results with the Columbia line
for the month, and-is still looking forward to mak-
ing the best mark next month that he has made at
any time since being located in the Monumental
City.
Gomprecht & Benesch, through Manager Holmes,
announce a very satisfactory month with the Victor
line.
BAGSHAW'S EXPANDING BUSINESS.
W. H. Bagshaw, Lowell, Mass., to whom is
credited being the first manufacturer of talking
machine needles, reports a good, strong demand
for its various styles of talking machine needles,
coming not from any one section of the country,
but from all over the Western Hemisphere and
various foreign countries. Quality is the lever
upon which these sales have been made, and it is
this policy, under the direction of C. H. Bagshaw.
general manager of the firm, that is responsible
for the constant patronage which the house en-
joys. The outlook for the next few months, par-
ticularly, is reported to be excellent from the busi-
ness standpoint.
The DITSON Pledgen
is to see that our clientele has a better service than ever — setting a new standard in
Victor jobbing deliveries. The demands of alert Victor dealers — the kind that grow
— are many and varied, and we furnish the "first aid" in every instance.
We believe this year's Victor business will be of tremendous proportions, and it will
pay you to have
The Fastest Victor Service
which is a requisite in this hustling age. We possess the largest stocks, the best organi-
zation and most up-to-date equipment in the Eastern half of the country.
This covers Victor machines, records and supplies of every kind.
Will you let us tell you more about Ditson co-operation? A postal gets this
information !
OLIVER DITSON CO., Boston, Mass.J
THE TALKING MACHINE WORLD.
THE NEW EDISON SHOP A VERITABLE TEMPLE OF MUSIC
Beautiful New Building Opened by the Phonograph Corporation of Manhattan, Opposite the
Public Library, Devoted to the Sale and Exploitation of the Edison Diamond Disc
Phonograph — Most Artistically Arranged — New Structure Wins Praise of Public.
One of the events of the local talking machine
trade the past month was the formal opening by the
Phonograph Corporation of Manhattan of its new
and beautiful Edison Shop, at 473 Fifth avenue,
New York, directly facing the New York Public
Library, between Fortieth and Forty-first streets.
This new temple of music is devoted to the demon-
stration of the new and recently perfected Edison
disc diamond phonograph, and every detail of its
construction and decoration is in accord with the
prestige that these products have already attained
with the trade and music lovers.
Tiie new Edison Shop is four floors in height,
of imposing architectural design, and fully equipped
throughout with every convenience and comfort for
the .proper display of the instruments and records.
The exterior presents a front both impressive and
attractive, an arch of granite terra cotta with an
insert of panel of cream and gold, finished in
strong color in relief.
Entering the first floor one comes to a large gen-
eral reception room, shown in one of the illustra-
tions herewith, which is worthy of note because
special programs. The walls of the music room are
oi Travatine stone, embellished with four sculp-
tioned that rugs of special design had been ordered
from Austria, and will be shipped as soon as the
war ceases.
The new Edison Shop has been the subject of
splendid advertising the past fortnight, and as a
result, the warerooms have been thronged with in-
terested visitors from many far distant points. One
and all have been enthusiastic in their praises of
the Edison diamond disc phonograph and disc
Entrance to Edison Shop.
of its artistic furnishing and equipment. Here on
display are many of the new styles of the perfect
Edison diamond disc phonograph. A feature of
this room is the fact that it is finished in American
walnut, and supplied with furniture specially de-
signed for it. In the rear of the first floor is the
concert chamber, or music room, in which daily-
recitals are given from 10 a. m. till 5.30 p. m., with
records, and the sales closed to date in the new es-
tablishment have exceeded all expectations.
The sales organization at the Edison Shop is a
most efficient one, with G. L. Babson, of the Phono-
graph Corporation of Manhattan as general man-
ager. L. S. McCormick is manager of the ware-
rooms, assisted by a competent staff of sales people.
General Reception Room on the Street Floor of the Edison Shop — Leads Into Concert Hall.
tured panels representing classical musical groups
surmounted >by a domed Byzantine ceiling. In this
room, as throughout the building, special attention
has been paid to acoustics, sound proof walls, spe-
cial lighting and ventilating features and every
contrivance for the production of perfect harmony
in furnishings as well as in arch'tecture.
On the second floor is
the record room, where
arrangements have been
provided for the filing
and keeping of records
in large number. Open-
ing from the record
room are the sound-
proof booths ' for the
hearing and testing of
records. Here one may
have tested with absolute
fidelity any record of
solo, opera, concert, and
listed to a perfect repro-
duction in every detail.
All makes of records
can be made to play on
the new Edison. On the
third floor are the exec-
utive offices, with spa-
cious foyer, rest rooms
and three machine dem-
onstration ro'oms — one
in mahogany, one in Co-
lonial and one in Ameri-
can walnut.
Throughout the build-
ing rare taste and judg-
ment have been exer-
cised to the end that
music lovers may find
ease and comfort. All
draperies and hangings
are specially woven by
masters of their craft,
and all panels and deco-
rations are of a charac-
ter to blend and harmo-
nize. It might be men- The Palatial Concert Hall Where Recitals Are Given Daily.
10
THE TALKING MACHINE WORLD.
NOTE THE NEW ADDRESS:
CARLISLE BUILDING, 19-25 E. 24th ST., NEW YORK, N. Y.
ONLY 40 DAYS TO CHRISTMAS
Order Holiday Records NOW
We Have the Goods
J? %
$ Victor ONLY %
% Wholesale ONLY M
% $
You want quick delivery— and get it!
Nothing held back. You get the last machine or record.
The sample in the showroom is YOURS.
We sell wholesale ONLY, and handle nothing besides
Victor Talking Machines, Records, and Supplies!
BENJ. SWITKY - - VICTOR SPECIALIST
CARLISLE BUILDING, 19-25 E. 24th STREET, NEW YORK, N. Y.
Telephone Madison Square 7531-7532.
THE TALKING MACHINE WORLD.
11
EDISON ATTENDS OPENING OF DETROIT EDISON SHOP.
Distinguished Inventor Compliments Max Strasburg on the Opening of the New Edison
Shop on October 27 — New Quarters for Metzger Co. — Victrola for Goodrich Rubber
Co. — Ling's New Talking Machine Department — October Trade Ahead of Last Year.
(Special to The Talking Machine World.)
Detroit, Mich., November 9. — Detroit has a
new and elegant talking machine store, "The Edi-
son Shop," opened Tuesday, October 27. Thomas
A. Edison himself was present on opening day,
and presented the new store with a large fern,
which now graces the show window, with Mr. Edi-
son's personal card conspicuously attached.
Mr. Edison had been in the city for a week,
visiting Henry Ford,
the automobile king,
and on the day before
his departure, accom-
panied by Mr. Ford,
he called at the estab-
lishment bearing his
name, to pay his com-
pliments to his man-
agers, Wallace and
Harry Brown.
The Edison Shop is
located at 31 Grand
River avenue east, sep-
arated by only one
store from the Vic-
trola Shop, of which
Max Strasburg is man-
ager. Mr. Strasburg
says he welcomes the
neighborly competition, Interior
for it will bring more people in that direc-
tion seeking talking machines, and while he
doesn't expect to land all the sales, he undoubt-
edly will benefit by the increased travel in that di-
rection. Incidentally, by the time this is in print,
J. Henry Ling will have opened his new talking
machine department at the southeast corner of
Grand River and Library avenues, thereby giving
the Edison, Victor and Columbia fine stores within
a hundred feet of each other. That corner surely
is the talking machine colony of Detroit.
The Messrs. Brown are new to the talking ma-
chine trade, but not new to the business world.
They are cousins, who had attained responsible po-
sitions in large commercial establishments, and de-
siring to go into business for themselves, organ-
ized a corporation and selected the talking ma-
chine business as about as likely looking a venture
as thev could find.
"It surely is handling the Edison." remarked
Wallace Brown, to The Talking Machine World
representative.' "Ail we have to do to sell these
machines is just to play a few records on them."
The Edison Shop has demonstrated that it is a
live wire by opening its bid for public favor with
liberal advertising. And it is getting results, Tor
half a dozen prospects were there at the time The
Worid correspondent dropped in. The Brown Sales
Co. is the corporate name of the establishment, but
The Edison Shop is the name by which it is known.
The store is somewhat different from the other
of New Edison Shop, Detroit.
talking machine stores of Detroit, in furnishings
and fittings. The demonstrating rooms, instead of
being of white enamel, are of mahogany, the upper
half of the partitions being of plate glass. The
floors are covered with rich carpets and rugs. The
offices are at the rear, but in front are a desk and
phone, maintained solely for the convenience of
patrons. Ink, note paper and pens are at hand.
The stock, of course, includes a full line of ele-
gantly finished instruments. At present three
clerks are employed, besides the Browns.
Upper Woodward avenue will have a new talking
machine store early in the coming year, or rather,
an old established store will remove to new and
specially prepared quarters. The W. E. Metzger
Co. began handling the Victor line eight years ago,
at 252 Woodward avenue. Five years ago the com-
pany removed to more spacious quarters at 351
Woodward, above Grand Circus Park. Business
expansion now demands still more commodious
accommodations, and the company is having con-
structed for its special needs a terra cotta build-
ing at 501-503 Woodward, where demonstrating
rooms, record racks and stock of the most up-to-
date nature will be installed. The company ex-
pects to take possession about February 1. As the
lease on the present quarters does not expire until
May 1 both store will be operated until that time.
Joseph Adcock, the manager, this week sold a
$200 Victrola outfit to Bert Morehead, manager of
the Detroit branch of the Goodrich Rubber Co.
The Metzger trade ranges in the high-priced goods,
most of the sales being of machines costing from
$100 to $200. The new store will be so arranged
that additional space can be given to the talking
machines as increase of business demands it.
J. Henry Ling, in fitting up his talking machine
department, will venture a unique innovation. Two
of the demonstrating rooms are to be interior ones,
where not much daylight will be available,, and
electric illumination will be necessary. These
rooms are to be made "moonlight rooms," draped
on the sides and top with dark blue cloth, spangled
with golden stars, and in an approprite place in the
"zenith," a rising moon, lighted with an electric
glow. Though there will be two rooms, the one
moon will illuminate both, for the only partition
will be plate glass. The new department will be
opened some time between November 15 and
Thanksgiving Day. As a piano establishment the
House of Ling is the oldest in Detroit. Mr. Ling
has had such a strong inquiry for talking ma-
chines in the last year or two that he decided it
was time to begin handling them himself, instead
of directing his patrons to other stores. The Co-
lumbia is his leader.
A significant indication of the volume of talk-
ing machine business in Detroit is the fact that
the Max Strasburg Co. has just purchased a Ford
auto delivery car to be used solely for the delivery
of records. This step was found necessary be-
cause the business grew to be too heavy for the
large auto delivery car to handle. The Strasburg
Co. is putting up new and elegant signs, arranged
so that they can be read from five streets.
October talking machine business in Detroit was,
about 30 per cent, ahead of October, 1913, and the
outlook is for the greatest holiday trade ever. In
fact, holiday trade already has commenced, the
advertising now being of the Christmas tenor. All
the stores are well stocked up and expect to be
able to handle the rush better than ever before.
Neither the war nor the alleged business depression
seem to have any effect in depressing the "talkers."
Among the new accounts opened by the Columbia
Co.'s local wholesale headquarters the past month
were J. Henry Williams, Cohoes, N. Y., and H.
E. Hemenway, Granville, N. Y. Both of these
new dealers have placed substantial initial orders
to inaugurate their campaign.
Established 1889
Good Men: are always needed.
Write us for a dealership proposition on the
Edison Diamond Disc Instrument
Frank E. Bolway & Son
325 West Fayette Street
SYRACUSE, N. Y.
32-34 W. Bridge Street
OSWEGO, N. Y.
THE TALKING MACHINE WORLD
SHERATON
Model A275, Ma-
hogany, Inlaid
Plain, $275.00
Think About Your Different Kinds Of
Customers As Well As Your Line
Look at the goods you carry through other people's eyes.
Don't try to fit your customer to your line.
Sell the line that fits all your customers.
Edison Phonographs and AMBEROLAS
give you all the different kinds of phonographs which you need for all your different cus-
tomers. They give your customers so unequalled a variety in Types, Models, Designs and
Prices that their choice can never hesitate between the Edison and some other phonograph
— it concentrates instantly on the Edison Line because its very size tells them that some-
where in that great line is the phonograph that the}) want.
Thomas A. Edison, Inc.
Model A80,
$80.00
Mahogany,
IIIIIIIIIIIIIIIIIIIIIIIIIIMIIII
Model A200, Mahogany
and Oak, $200.00
Model A300, Cir-
cassian Walnut,
$300.00
THE TALKING MACHINE WORLD.
^^^^
Illlllllllllllllllllilllllllll
SHERATON
Model A290, Ma-
hogany, Inlaid
Marquetry,
$290.00
iiiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiimiiii
LOUIS XV
Model A425, Circassian
Walnut, $425.00
Model A375, Mahogany,
$375-00
Seven Customers Whom You Can Sell Right Away
These seven will buy Edison Phonographs from you right off the reel — and each one
will buy for a different reason. These seven buyers are:
1 . The one who wants no bothering with needles.
2. The one who wants all the original music, overtones as well as fundamental tones.
3. The one who wants long playing records.
4. The one who wants records that the children won't break.
5. The one who wants steady speed and steady pitch.
6. The one who wants the only phonograph whose tone is suited to outdoors.
7. The one who wants his cabinet to match his indoor furnishings.
If you want each of these seven customers to bring in seven more, and each of those
to bring in still another seven, then you want the full Edison Line. Get in touch with
the nearest jobber. Write us for his name now — to day.
59 Lakeside Ave., Orange, N. J.
Model B60, Oak, $60.00
Illlllllllllllllllllilllllllll
Model A250, Ma-
hogany and Oak,
$250.00
Model A 1 50, Mahogany
and Oak, $150.00
14
THE TALKING MACHINE WORLD.
TCI1
N
<3 ^
makers fi)
sellers cf
talking^
maehinos
EPLJ
EDWARD LYMAN BILL, - - - Editor and Proprietor.
J. B. SPILLANE, Managing Editor.
Trade Representatives: Glad. Henderson, C. Chace, L. E. Bowers, B. Brittain Wilson,
A. J. Nicklin, August J. Timpr, L. M. Robinson.
Boston: John H. Wilson, 324 Washington Street.
Chicago Oltlce: t. Van Harlingen, Consumers' Building, 220 South State Street.
Henry S. Kingwill, Associate. Telephone, Wabash 5774.
London. Eng.. Ottlce : 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Manager.
Representatives lor Germany and Austria : Verlag Nec Sinit, Berlin C. 19, Ross-Strasse 6,
Germany. Geo. Rothgiesser, Director.
The Talking Machine World has regular correspondents located in all of the prin-
cipal cities throughout America.
Published the 15th of every month at 373 Fourth Ave., New York.
SUBSCRIPTION (including postage), United States, Mexico, $1.00 per Year; Canada,
$1.26; all other countries, $1.76.
ADVERTISEMENTS: $3.50 per inch, single column, per insertion. On quarterly or yearly
contracts a special discount is allowed. Advertising pages, $120.00.
REMITTANCES: should be made payable to Edward Lyman Bill by check or Post Office
Money Order.
**" NOTICE TO ADVERTISERS. — Advertising copy should
reach this office by the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.
Long Distance Telephones — Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.
NEW YORK, NOVEMBER 15, 1914.
THERE has been considerable misunderstanding existing in
various quarters as well as much speculation as to just the
effect of the Clayton law upon various lines of manufactured
products sold under certain restrictions.
The press reports which were sent broadcast throughout the
land at the time the bill became a law, stated that it prohibited the
fixing of prices to the retailer.
Not so as we interpret it.
A careful examination of the bill shows that it attempts only
to rule against fixed prices in conjunction with the understanding
that dealers shall not handle competitive goods where such action
tends to create a monopoly.
Talking machine manufacturers and others engaged in lines of
trade who believe in maintaining fixed prices have found nothing
in their present contractural relations with their dealers which con-
flicts with the provisions of the law.
This new law aims at lessening a monopoly and talking ma-
chine interests are not affected by the new measure.
It was believed that something extremely radical would be in-
corporated in the recently enacted law which was going to revolu-
tionize conditions in the retail trade. An analysis of the law shows
that it is not as radical as was predicted by many. In fact, the
measure has been softened so that some of the drastic features
which were urged by politicians have not been put through.
The new law, of course, would influence operations in some
trades. If we. dig into the heart of this new legislation we will find
that where it hits the hardest is that there will be an interference
with the systems of exclusive agencies and exclusive selling rights,
and a ban is placed on the form of agreements and allowances of
preferential prices.
Section 2 of the new law is, in full, as follows:
"That it shall be unlawful for any person engaged in com-
merce, either directly or indirectly, to discriminate in price between
different purchasers of commodities, which commodities are sold
for use, consumption or resale within the United States or any
territory thereof, or the District of Columbia or any insular pos-
session or other place under the jurisdiction of the United States,
where the effect of such discrimination may be to substantially
lessen competition or tend to create a monopoly in any line of com-
merce. Provided, that nothing herein contained shall prevent dis-
crimination in price between purchasers of commodities on account
of differences in the grade, quality or quantity of the commodity
sold, or that makes only due allowance for difference in the cost of
selling or transportation, or discrimination in price in the same or
different communities made in good faith to meet competition. And
provided further, That nothing herein contained shall prevent per-
sons engaged in selling goods, wares or merchandise in commerce
from selecting their own customers in bona fide transactions and not
in restraint of trade."
IF we look at this section closely, it might appear that if the
measure allowed special prices to the exclusive agent or selling
representative in a locality, a strict interpretation of this law may be
construed that any exclusive agency would "tend to create a mon-
opoly." But, on the other hand, if products are sold at retail at a
standardized price, fixed by the manufacturer, it is a question
whether the handling of the line by an exclusive agent would really
-"substantially lessen competition," as compared with the taking of
the line by a number of retail establishments.
We cannot see that the enactment of this new law will affect
the sale of talking machines at retail, for, while the jobbers are
exclusive in their lines, retail establishments may sell any kind of
machines which they care to offer. So our interpretation of the
measure is that it will not disturb conditions or contractural rela-
tions between manufacturers and dealers in the slightest. It aims
obviously at the exclusive agency agreement, and in Section 3 it
distinctly states that it shall be unlawful for any person to enter
into a contract for the sale of goods of a certain character, with the
understanding, or agreement, that the lessee or purchaser shall not
deal in merchandise or offer commodities of a competing make.
Hence, our version of the effect of the Clayton law on trade is that
retail merchants in all lines will not bind themseles to handle any
special lines of goods. In other words, the retail stores of the
country must be open to all lines of merchandise for which cus-
tomers ask. In brief, a dealer cannot, under the new law, be pro-
hibited from selling competitive products.
ONE effect, supposedly, of the act is that it will render it im-
practicable for merchants to sell talking machines, piano
players, etc., with any restrictions to the effect that there may not be
used in conjunction therewith the records, needles, perforated rolls,
or accessories put out by rival firms.
That clears up the situation so that manufacturers of specialties
have an open market for their products which can be used in con-
nection with talking machines.
Anyone who has observed the changing conditions in the retail
trade throughout America must be convinced that there is a desire
on the part of the public to purchase from stores which carry varied
lines, and it is up to the merchants to meet that public demand.
We can see no good reason that can be advanced why a man
who desires a particular brand of shoes should travel over the whole
town to find a store which is the exclusive representative of this
particular shoe, and the same rule would apply to all of the manu-
factured products which enter into our every-day life.
If a man desires a talking machine of a particular brand why
should he not be able to purchase it from a regular talking machine
store, always, provided, of course, that the dealer deems it good
business on his part to carry the line.
The talking machine dealer, like the retailer in any other line,
will be guided by his individual views as to what particular goods
he should carry. If it is advisable to carry one line of talking
machines and records, why then presumably he will so arrange with
the jobbers who represent these special lines. He gets back to the
best advertised and the best quality products and the men who have
built great enterprises will not permit them to die through lack of
fertilization.
So, as we view the Clayton law, it does not constitute a menace
to the talking machine interests. It would, however, be a very
serious one if it struck a blow at price maintenance. We have
claimed for many years that price maintenance is the rock on which
this trade is founded, and once destroy that foundation and the
papers will be filled with standard talking machines advertised at
cut rates just the same as they are of pianos and other lines of
home accessories.
As a matter of fact, the piano merchants have valued pianos
too cheaply. They have not appreciated the product and they have
valued their own position too lightly. They have slaughtered com-
peting instruments, and what has been the result? In hundreds
of cases they have lost public esteem and public confidence when
they could have maintained both.
THE TALKING MACHINE WORLD.
15
NO trade ever followed the cut-rate road to permanent success.
Price slaughtering may be only indulged in as business ex-
pediency, but as a permanent part to business life it should be
avoided.
It leads merchants into all kinds of pitfalls, and instead of
building a permanent trade, steadily lessens it and destroys the
confidence of the public in values.
Talking machine dealers should appreciate the principles which
the manufacturers in this trade have maintained in price standardi-
zation. It has been the solid and substantial foundation which has
saved the industry during the days of storm and stress. It has
saved the dealers from themselves, because many a man, in order
to raise funds to meet maturing obligations, would be tempted at
times to enter into a price slaughtering campaign just for tem-
porary needs, not realizing that by so doing he would commit an
act which would injure his future success.
Dealers in this trade have much to be thankful for that they
have been saved from disaster — saved from the temptation of de-
stroying their own enterprises by price annihilation.
We have seen some men in the course of our various travels
who have expressed the wish to enter into a price cutting campaign.
Their reasons were based somewhat on spite and somewhat on the
advertising which the house would get. We have reasoned with
them. We have shown them clearly the folly of such a course and
we desire to impress upon every talking machine dealer in the coun-
try that it would be an act of business suicide even if it were pos-
sible under the existing conditions to make such a move.
The Clayton law, as we interpret it, does not give to any dealer
that right. It simply makes him free to handle what he may desire
in the way of products. In other words, he cannot be forced by
any agreement into handling non-competing wares, and if any
manufacturer insisted upon such an agreement, he would be violat-
ing the spirit of the Clayton law.
Do not value your trade too cheaply.
De not figure that you are in a cutthroat and cut rate business.
Put aside such temptations and conduct your business along
progressive, straightforward lines.
Rely upon the merit of your products, the tact of your sales-
men, the power of argument to make your sales and build your
enterprise.
We hope never to see the time when the advertising columns
of the daily papers may contain notices of slaughter prices of
standard talking machines.
If a department store by underground methods secures a stock
of machines in order to slaughter prices then the act should be con-
demned by the entire trade.
Fixity of price should be maintained, and so long as that is
staunchly adhered to, there will be no fear of trade disintegration.
Stand by your guns and incidentally hustle !
Then your trade will stand by you.
ONE of the most important changes in the retail trade during
the past few years has been the evolution of the show win-
dow. From being an unimportant feature of the store it has grown
to be a factor of great importance along the lines of publicity, sup-
plementing the efforts of the advertising man most effectively.
The attention that is now being given to show windows by the
retail merchant is almost as great in the small towns as in the large
cities, and this is especially noticeable in talking machine stores,
where window and wareroom display are factors which have been
assiduously cultivated.
The recent improvements in store fronts and windows as de-
signed by specialists in this work have assisted materially in creat-
ing better results in the matter of showing and selling musical in-
struments of all kinds. The show windows are higher and deeper,
admirably lighted, and care is taken to keep them free from un-
sightly interfering columns or posts.
The improved window fronts in the talker trade, particularly
in the smaller cities, can be attributed in a measure to the great
possibilities for display afforded by the talking machine. Piano
dealers who handle these remarkable promoters of musical knowl-
edge have been educated by such concerns as the Victor Co. and
other manufacturers to install special, window displays which have
been arranged for them, and which attract the public to the window
and store where they are displayed in a manner that has awakened
the dealer to a new conception of the value of window display.
EDISON DISC and
CYLINDER PHONOGRAPHS
EXCLUSIVELY
A20O
Dealers of New York and
New Jersey
We can assure you prompt and efficient service
and deliveries by reason of our being the nearest
distributors to the Edison factory, and
therefore in a position to keep our stocks
complete and up-to-date at all times.
Eclipse Phonograph Company
A. W. TOENN1ES & SON
Edison Distributors
A1SO
A250
203 Washington St.
Hoboken, N. J.
A80
16
THE TALKING MACHINE WORLD.
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
(Special to The Talking Machine World.)
Boston, Mass., November 8. — All things consid-
ered, business in Boston and suburbs is doing re-
markably well, though with a frank understanding
of the situation there isn't a dealer who will not
qualify his statement of fairly good business with
the remark, "bat it could be better." In a nutshell
that describes the present condition. One thing is
certain, however, and that is that the extensive ex-
hibit of Edison disc machines at the food fair
which closed on the night oE October 31 has been
a tremendous stimulus to business, and there isn't
one of the dealers — George Lincoln Parker, Shep-
ard-Norwell Co., F. H. Thomas Co., Checkering &
Sons, and the Shepard stores of Providence — who
were combined in this exhibit that is not able to
report business directly attributable to the fair, or
hundreds of prospects that look promising. The
Swiss chalet, which occupied the whole of the stage
wherein 500 people were seated, during many pe-
riods of the day, was a triumph of Edison enter-
prise; and Harland R. Skelton, attired in evening-
clothes, made a splendid presentation of the claims
of the Edison proposition before the exhibition of
moving pictures and moving-talking pictures was
started. One clever scheme was the throwing on the
screen as a preliminary the names and addresses
of the houses directly concerned in the distribution
of Edison outfits whose booths were nearby.
Loss Not as Great as Reported.
Manager Royer, of the Arch- street Victor quar-
ters of the M. Steinert & Sons Co., reports that the
loss sustained at the fire in Worcester a fortnight
or so ago was not as severe as first feared. The
fire occurred in the Day building, occupied in part
by the Steinert Co., early one evening, and early
the next morning Mr. Royer was upon the scene.
The fire was in another portion of the building so
that flames actually did not come into the Steinert
warerooms, so what loss was sustained was through
smoke and water, much of which found its way into
all the stores and offices of the large structure.
Handsome Talking Machine Warerooms.
Manager Royer is quite elated over the good
business that the Boston headquarters of M. Stein-
ert & Sons is doing, and to all those who evince an
interest in the Victor proposition he is asking
. "Have you seen our new Boylston street ware-
rooms ?".
Now these Boylston street warerooms must take
their place as among the handsomest and most con-
veniently arranged of any in the city. The quarters
are really the same as formerly used for the Vic-
tor business, and are on the fourth floor of the
Steinert building and overlooking Boston Common,
but they have been entirely made over. The center
of the space, which extends the width of the build-
ing, is given over to a sort of parlor with large
table in the center, on which is a collection of Vic-
tor literature. On each side are two commodious
sound proof booths, into which there is a flood of
sunshine all of the afternoon. On the polished
floors are handsome rugs, and a feature is the
record cabinet, which occupies a corner of the
room, the shelves projecting out a short distance,
leaving recesses between, the arrangement being
similar to what one sees in a public library. In a
further corner is the table for handling and doing
up records. The department is in charge of Her-
bert Evans, and he is now able under improved con-
ditions, to push the Victor business as never be-
fore.
Eastern Talking Machine Co.'s Campaign.
Good progress is being made at the Eastern Talk-
ing Machine Co.'s warerooms in Tremont street,
where one constantly notes many customers bent
on interesting themselves in the Victor line. Man-
ager .Eitzgerald, of the wholesale department, says
he is going after business as never before, and that
where a distributer in a town is not pushing ahead
as fast as he ought, a change is immediately made.
Friend Welch, who is in charge of the school work,
is making a careful and thorough canvass of the
outlying sections and he is approaching both public
and private schools with good results.
Victrola for One of the Champions.
Manager Warren Batchelder, of the Victor de-
partment of the Henry F. Miller Co., reports that
during the championship games between the Braves
and the Athletics his warerooms, were visited by
Hugh Bedient, the famous pitcher of the Red Sox,
who made a purchase of a Victrola XVI in Cir-
cassian walnut, and a bunch of choice records. He
left instructions for the outfit to be shipped to his
home at Falconer, N. Y. Business at the Miller
warerooms has considerably picked up since
Boylston street has been permanently put in order
following the aggravating work on the subway.
Wallace Currier in Charge at Chickerings.
A change has been made at the talking, machine
department of Chickering & Sons in Tremont
street. W. W. Longfellow, who has been in charge
for some time, has been transferred into the retail
department of the piano warerooms, and succeeding
him is Wallace Currier, son of Mason P. Currier,
manager of the Chickering retail department.
Young Mr. Currier formerly was with the Victor
department of M. Steinert & Sons, and left to ac-
cept a position with the Standard Oil Co. The talk-
ing machine trade will be glad to welcome him
back into their midst. It will be recalled that in
the Chickering warerooms there now are both the
Victor and the Edison disc outfits, and the exhibit
of the latter machines at the food fair by the Chick-
ering house, as mentioned in The World of last
month, has been productive of a large number of
sales and promising prospects. Ralph Longfellow,
brother of W. W. Longfellow, has been in charge of
the exhibit, and each afternoon and evening the
room at the rear of the stage of Mechanics Hall
has been filled during the periods of demonstra-
tion. Mr. Longfellow proved himself especially
adept at explaining the Edison machines in a highly
intelligent manner.
Harvey Takes on the Edison Line.
The C. C. Harvey Co. is the latest Boston house
to take on the Edison goods, and although this
house has been exploiting this line less than a fort-
night, Manager White says there has been quite an
inquiry. The large show window offers a splendid
opportunity for displaying both the Victor and Edi-
son lines, and in the showroom on the second floor
the machines are being displayed to good advantage.
In addition to the Boston establishment, the Har-
vey Co. conducts stores at Brockton and Lynn, in
both of which the Victor and Edison lines are win-
ning immediate favor.
Columbia at the Boston Opera House.
With the opening of the Boston Opera House
three weeks ago for a varied nightly program of
motion pictures and vocal and instrumental music,
the Columbia Graphophone Co. played a conspicu-
ous part. It happened that the Opera House was
opened six years ago with Mme. Nordica, now de-
ceased, whom Boston claimed as one of her daugh-
ters, as she received her training here. It was the
idea of Manager Erisman that on the opening night
of these entertainment selections of "La Giaconda,"
which was the first opera' sung at the Opera House,
should be given through the medium of Mme. Nor-
dica's records, as that opera star sung exclusively
for this company. In spite of the fact that it was
asked that no applause be given as a silent tribute
to the dead artist, the audience could not contain
itself and broke out in one thunder of clapping.
The music was played on a Columbia grand and
Getting the Goods Gets the Profits
This is particularly true about the new Edison Diamond Disc machines and records,
for with a good stock on your floor, it offers a wide selection to your customer and
generally lands a good sale. The tremendous demands for the new Edison line, coming
from all over the country, show the superiority of not only the goods, but of the Edison
dealers' lead when it comes to actual competition. We start
you right and see that you "make good" from the beginning.
Better talk this over with us now.
Real Music
At Last
THE PARDEE -ELLENBERGER CO., Inc.
Boston, Mass. New Haven, Conn.
NEW ENGLAND
JOBBERS
EDISON
DIAMOND DISC
AND CYLINDER
PRODUCTS.
THE TALKING MACHINE WORLD.
17
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
was highly enjoyed. The entertainments, it may be
stated in passing, have proved a most successful
venture. The downtown box office is in the Colum-
bia warerooms.
C. E. Osgood's Attractive Display.
Chester J. Sylvester continues to exploit to ad-
vantage the various makes of machines, the Colum-
bia, Edison and Victor, in his well-appointed ware-
i rooms at the rear of the C. E. Osgood Co.'s fur-
nishing house establishment. This house has al-
ways been one of those that have built up a big
business on the instalment system, and in disposing
! of its talking machines it has found favor with a
large class of people.
Keeps in Touch with Branch Houses.
Manager Royer, of the Arch street Victor quar-
ters of the M. Steinert & Sons Co., is making fre-
quent trips just now to the various out-of-town
houses of the Steinert concern, such as Providence,
Fall River, Portland, Worcester and other cities.
Mr. Royer always finds much to commend in the
management of the branches, and those under his
jurisdiction are not slow to profit by his business
talks which he occasionally ogives. Lately Mr. Royer
added to his staff Frank Roby, who is acting as the
educational agent for the house.
Joins the Columbia Forces.
R. C. Sylvester, brother of Chester J. Sylvester,
manager of the talking machine department of the
C. E. Osgood Co., is back with his first love, the
Columbia Graphophone Co. Mr. Sylvester left
here about a year ago to go to Worcester, where he
was with the talking machine department of the
Atherton Furniture Co., but he was not altogether
satisfied, and was glad to come back to Boston. Pie
resumed his duties under Manager Erisman on the
first of the month.
Oliver Ditson Co. Prepares for All Demands.
The Victor department of the Oliver Ditson Co.
is forging ahead in good shape, and the indications
are good for a busy holiday season. Manager
Winkelman reports that October made a showing
considerably above that of last year. The house
is carrying a large stock of machines and records,
and is splendidly prepared to cater to the needs of
its customers this fali and winter — particularly
during the Christmas holidays. Its attention to or-
ders and its valuable "'service" to dealers is keenly
appreciated.
Use Talking Machines for Dancing.
Ashley Kendrick, who was one of the first to in-
troduce the modern dances into Saratoga Springs,
N. Y., his home city, was a visitor to Boston re-
cently. Mr. Kendrick is an enthusiast over the use
of talking machines in dancing studios, and he has:
used the Victor and Columbia outfits with great
success. He has just opened his studio for the
second season,' and the winter promises to be an
unusually successful one.
No Dull Times with Columbia Co.
"It just about makes me tired when I hear deal-
ers prate about poor business," declared Arthur
Erisman, manager of the Boston quarters of the
Columbia Graphophone Co. "We have seen very
little indication of poor business in Columbia goods,
and when I say that we closed October with the
largest single month's business in our history, I
think that tells a story of hustle and enthusiasm on
the part of Columbia distributers. I may add that
while December of last year was considered the
banner month in our experience, this October's
business was considerably in excess of that.'' Mr.
Erisman reports that many large business houses
throughout New England have been taking on the
Columbia lines, and special mention is made among
those nearer home of D. B. H. Powers, of Lynn, a
large furniture house, which has taken on a com-
plete stock of Columbia machines and records. Mr.
Powers intends to immediately inaugurate a big
advertising campaign. Another large Lynn con-
cern to stock up with Columbia outfits is H. M.
I Curtis, who runs a store at 60 Andrew street.
Pardee-Ellenberger Co. Expansion.
Manager Silliman, of the Pardee-Ellenberger Co.,
states that business in the Edison lines is making
surprising headway throughout New England, and
everywhere there is a big call for goods. Mr. Par-
dee continues to make his periodic trips over from
New Haven, and he always returns home well sat-
isfied with the business progress. The present
handsome and large quarters have insistently
proved the need of expansion, and when one com-
pares the handsome suite of warerooms and offices
with the small second-story quarters of a few
months ago it is evident that business with the Par-
dee-Ellenberger Co. has made enormous strides.
Some Recent Visitors.
C. E. Goodwin, general manager of the Phono-
graph Co. of Chicago, was a recent visitor at the
Eastern Talking Machine Co.'s quarters. Another
visitor who paid his respects to Manager Taft in
the past few weeks has been George D. Ornstein,
chief of the Victor salesmen, who passed through
Boston in his automobile while making a tour of
the New England jobbers.
Charles Garb Seriously III.
Charles Garb, one of the proprietors of the Con-
clave Phonograph Co., which recently moved from
Portland street to Cornhill, as mentioned last
month, is seriously iil. It happened that his son-in-
law was here from the Northwest at the time, and
though himself engaged in a different line of busi-
ness, he has stepped in to help out in the conduct of
the business. It is not thought that Mr. Garb is
dangerously ill, though it may be several weeks be-
fore he will be able to get back to business.
Will Soon Return to Business.
The many friends of John A. Alsen, head of the
talking machine department of George Lincoln
Parker, will be glad to learn that he has left
the hospital, where he has been for_ a fortnight, and
will now convalesce at home. It doubtless., will be
several weeks yet before he is able to return to
business.
Trade Interferences Disappearing.
When this issue of The World is read Avery
street, which is to so immeasureably benefit the Co-
lumbia Graphophone Co.'s Boston headquarters,
will finally be finished after months of incessant
work. The sidewalk along the side of the Colum-
bia store has been completed some time, but the
roadway, because of numerous delays, has not been
made passable until now. For more than a month
the Columbia store has had the side facing Avery
street adorned with conspicuous gold and black
signs, and there is no question that since the open-
ing of this new thoroughfare business has taken on
a new lease of life, for the store and the business
meet the eye from so many different angles.
A. W. Chamberlain Appointed Manager.
Arthur W. Chamberlain, well and pleasantly re-
membered as manager of the wholesale department
of the Eastern Talking Machine Co., has been ap-
pointed manager of the talking machine department
of the Iver Johnson Sporting Goods Co., which
occupies an entire building at the corner of Wash-
ington street and Cornhill. In the talking ma-
chine department, which is located on the fourth
floor, both the Edison and Victor outfits are fea-
tured. The department has been without head for
several months, and Mr. Chamberlain was selected
as just the man fitted by long experience in the
trade to put it on its feet.
In Charge of Suburban Business.
W. C. Frohock, who has been with the talking
machine business for some time, and is considered
a valuable man, has become associated with the Co-
lumbia Co., and is in charge of the suburban whole-
sale end of the business.
Opens a New Addition.
The C. C. Harvey Co., Boylston street, has
opened up an addition to its talking machine par-
lors, and the new rooms which are at the rear of
the. old quarters have been rebuilt, redecorated
and beautifully fitted out so as to make them hand-
! some and restful. The walls are tinted in cream
and white, and the windows and doorways are .fitted
with silk rep hangings in old rose with gold trim-
mings. Except for daylight the rooms are other-
wise lighted by brass electroliers, and large rugs
cover the polished floors. Dainty tables and chairs
help immensely in the furnishings. The Edison
and Victor machines are arranged about the rooms,
and the fact that the suite is some distance back
from the street insures perfect quiet in listening
to records. Manager White has an efficient staff to
assist him in displaying and demonstrating the
goods.
THE BAGSHAW test for talking machine
needles begins where others leave off, and
every needle must come up to our high
standard of quality.
It is this strict attention to small details that
spells "perfection" in the manufacture of
quality needles and being the pioneer manu-
facturer in this field, we know just how to
care for the demands of the trade.
Bagshaw needles are tone producers. The
largest sale of any needle on the globe.
W. H. Bagshaw, Lowell, Mass.
18
THE TALKING MACHINE WORLD.
Nothing at $100 can compete with the
new Columbia Grafonola "Mignonette"
and at $110 the "Mignonette" equipped
with the exclusively Columbia Individual
Record Ejector is sure to appeal to a
wide market all its own.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
CHARGE SIX PER CENT. INTEREST ON INSTALMENT SALES.
The Talking Machine Association of Buffalo at Its Recent Meeting Unanimously Adopts
That Selling Plan — Department to Put This Policy Into Force — Action Also Taken
in Regard to the Purchase of Records Sent for Trial to the Home.
(Special to The Talking Machine World.)
Buffalo, N. Y., November 5. — On October 2l
the members of the Talking Machine Association
of Buffalo held its regular meeting at the store of
W. D. Andrews, where it was called to order by
W. H. Poling, president. Practically all of the
members attended, and during the evening a photo-
ference between the cash payment and the amount
on lease, and to do so would require a borrowing
line at the tank, and the proper course would be
to simply charge the customer the amount addi-
tional to offset the cost of borrowing the money
from a bank.
Another measure put through was that of re-
Among those present were : W. H. Poling, pres-
ident; A. F. Schwegler, secretary; Chas. H.
Heinike, Chas. B. Utley, Wm. L. Sprague, Henry
Schunke, I. Melzer, Albert W. J. Schuler, H. G.
Town, Albert S. Winegar, Robt. L. Loud, W. F.
Gould, W. J. Bruehl, Chas. Bieda, Glad. Hender-
son, of The Talking Machine World; George
Goold, Geo. Todd, C. N. Andrews, A. V. Biesinger,
treasurer; Martin Kaeppel, R. G. Richardson, E. C.
Emens, Wm. Laufer, Alvin Kaeppel and W. R.
Gardner.
"PULLED OFF A_CLEVER STUNT."
Under the above head the Gazette and Bulletin,
of Williamsport, Pa., published the following:
"Walter Lamade, of the Lycoming Opera House,
and Charles Brownell, of D. S. Andrus & Co.,
worked a very good trick yesterday while Mr. and
Mrs. Vernon Castle were doing their fancy danc-
ing in the moving picture show. Mr. Brownell had
Roy Bell, of the Victrola department, ibehind the
scenes with a Victor- Victrola, and the very dance
records which the Castles had superintended the
making of for the Victor Co., these records being
taken out of the regular D. S. Andrus & Co. stock.
The dancing of Mr. and Mrs. Castle was truly beau-
tiful and artistic and the music furnished by the
Victrola absolutely perfect. The dancers were al-
ways in perfect step with the music."
Seated on Floor: Geo. Todd, C. N. Andrews.
Sec'y; W. H.
graph of the group was taken by The Talking
Machine World and is for the first time published
herewith.
The usual form of business was conducted, the
main feature being the signing of the agreement
by the dealers to charge interest at 6 per cent, on
instalment sales, which was unanimously adopted.
One member, in explaining this plan, stated that in-
asmuch as the cash price is fixed, to sell on in-
stalments would be to practically advance the dif-
First Row, Seated: I. Melzer, A. F Schwegitr,
Poling, Pres.
quiring those who obtain records on trial to pur-
chase at least one-third of the number taken home.
It seems that this plan of permitting people to take
home a number of records has been abused by
many people, and this method was necessary for
self -protection. Too many people, it seems, would
have a dozen or more records sent home on Satur-
day and return every one on Monday.
The next regular meeting will be held at the
offices of Robt. L. Loud.
399 OUT OF 400 VOTES FOR EDISON.
"The Edison disc is elected by an overwhelming
majority." Such was the word passed along by
members of the Knights of Pythias Lodge, Cosh-
octon, O., recently. There had arisen a discussion
of what kind of talking machine the lodge should
acquire. Stevenson BrOs., Edison dealers there,
appeared on the scene and offered to play the Edi-
son disc at the next lodge meeting, and leave the
decision to a vote. Out of 400 members of the
lodge the Edison received 399 actual votes. An
Edison disc was purchased and is now a much ad-
mired acquisition, says the Edison Phonograph
Monthly, being in constant use by some member of
the lodge every evening.
DO YOU WISH
TO PLAY
EDISON DISCS?
Price $2.00
(Sample to Dealers $1.00)
LEXTON SPECIALTY CO., 216 West 99th St., N. Y.
We FILL
Victor Orders!
r I ^ HAT'S the whole story in four
words.
You want what you want when you
want it — and from us you'll GET IT!
Records, Machines or Accessories-
it's all the same. If anybody has a
complete stock - we have!
No matter how far you are from
Saint Louis, you're near enough to
get the benefit of our order filling
service.
If your regular jobber is ''Short,"
just try us. We "dote" on "Shorts."
Koerber - Brenner Company
Victor Distributors
Saint Louis
Harry G. Koerber
President & Treasurer
Edwin C. Rauth
Vice-President & Secretary
Saint Louis —
Americas Center!
LOOK at the map!
^ Those circles represent the scheduled freight package car
service from Saint Louis. Every circle represents one day
from here.
Over twelve hundred package cars leave Saint Louis each day —
to break bulk at distant points. These cars arrive ON
SCHEDULE!
That's why the freight service from Saint Louis is so superior.
Express and Parcel Post service is just as superior, for Saint
Louis is America's CENTER. It's the most accessible market
point.
And here in Saint Louis — practically at your very door — is a
Victor stock so large that we SOLICIT the orders for goods that
other jobbers can't fill. We SOLICIT such orders!
Give your regular Victor business to whichever jobber you
will— and give us the orders for goods you can't get from him.
Our superior shipping facilities will land the goods in your store
in the shortest possible time.
Koerber - Brenner Company
Victor Distributors
Harry G. Koerber
President & Treasurer
Saint Louis
Edwin C. Rauth
Vice-President & Secretary
THE TALKING MACHINE WORLD.
19
Every Record User
/
J iron
a Positive Customer
The "DUSTOFF" is a positive necessity
to every user of Records.
Cleans All Makes of Records
En sures clear, disti t tonal reproduction free
from blurs, scrapings and harsh sounds.
"DUSTOFF"
(Regular 15c. Model)
RECORL\ CLEANER
Their use adds life to records — "DUSTOFF"s get
into the minute sound grooves and thoroughly re-
move accumulated dust and dirt.
GET THE GENUINE "DUSTOFF"
MINUTE SHINE COMPANY
(.Originators and Pioneers')
283 Canal St., Providence, R. I
/
W 40
15c.
Model
40? Discount
PROGRESSIVE ARGENTINE HOUSE
Is That Conducted by Jose Tagini, of Buenos
Aires, Whose Publicity Is Up to Date.
The Columbia Graphophone Co. has received
from its representative in Buenos Aires, Argentine
Republic, South. America, Jose Tagini, a series of
handsome winduw hangers which well illustrates
the progressiveness of this prominent house and the
co-operation it is ready to extend to its dealers.
These hangers are devoted to special supplements
of Columbia records, and, as Mr. Tagini terms
them, they are "messengers of peace and pros-
perity."
In a letter to his dealers Mr. Tagini urges them
to make a special effort to increase their Columbia
record trade this season, and points out that if
proper attentijn is bestowed on the development
of their business, they will forget all about the
war in Europe, and increase their profits steadily.
Jose Tagini conducts one of the largest talking
machine establishments in the world, ant1 the man-
ager of his business, Ernesto S. Tosi, is fully con-
versant with all the most important selling helps
which contribute to the success of a wholesale and
retail talking machine business.
OPTIMISM MORE APPARENT
In Various Parts of the Country, Says Philip
Ravis, of the New York Album and Card Co.
"Business conditions throughout the West are
steadily improving,'' said Philip Ravis, vice-presi-
dent of the New York Album and Card Co., 23
Lispenard street, New York, who returned recently
from an extended trip through this territory. "Op-
timism is becoming more and more apparent, and
judging fron? the reports of the dealers, this rea-
son will be a oanner one. Our record albums are
giving perfect satisfaction in every respect, and
our recently announced features have been very
sucessful. With the advent of the holiday sea-
son and die issuance of the semi-annual record cat-
alogs, there is considerable interest being manifest-
ed in our flexible cover for holding these catalogs,
and many dealers have arranged to use large
amounts of these covers to present to their custo-
mers as holiday souvenirs and to sell at a nominal
price."
BUSY TAKING CARE OF DEMANDS.
The Past Month Has Shown a. Rapid Growth
Throughout the Country of the Business of
the Pathe Freres Phonograph Co., New York
— Many New Dealers Established — Dance
Records Win High Praise from Purchasers.
During the past month the Pathe Freres Phono-
graph Co., 29 West Thirty-eighth street, New York,
has been kept busy taking care of the demands of
its already established trade, and arranging for rep-
resentation in large and small cities throughout the
country. The announcement that the company is
now fully prepared to handle its American business,
created wide-spread interest in the trade, and the
fact that it had completed a perfect selling plan
and was equipped to make immediate shipments of
Pathephones and Pathe discs enabled it to secure
prompt distribution.
Referring to the present status of its business,
an officer of the Pathe Freres Phonograph Co. re-
marked as follows: "We are receiving from all
parts of the country unsolicited letters of praise
from our dealers relative to the musical quality of
YOUR ADV
WILL LAST YEARS
printed on labels on the
"DUSTOFF"
(Regular 15c. Model)
RECORD CLEANER
You can now have
the "DUSTOFF"
made to your spe-
cial order with
YOUR OWN AD-
VERT ISEMENT
on labels without
extra charge on
orders of one
gross or more.
Place order with your jobber, speci-
fying "DUSTOFl-"s made by us, or
send us the order direct. Proof shown
in one week; delivery two to three weeks later. GET
YOUR ORDER IN NOW, in time for holiday dis-
tribution.
MINUTE SHINE COMPANY
(Originators and Pioneers)
283 Canal Street, Providence, R. I.
our products, and the agencies which we have es-
tablished are placing repeat orders with pleasing
regularity. All indications point to our closing a
business this year far in advance of our highest ex-
pectations, and our dance records are scoring a re-
markable success. The fact that these records were
produced under the supervision of Maurice and
Florence Walton, assured their being recorded in
perfect dance tempo. The higher priced Pathe-
phones are giving excellent satisfaction to all pur-
chasers, and the dealers handling our products have
commended us on our prompt and efficient service.
We are receiving shipments regularly from abroad,
and are cc -operating wifh our dealers in every way
that will enhance the sales possibilities of our line.
"We have received an interesting letter of praise
from Lionel S*. Mapleson, London representative
of the Metropolitan Optra Co., New York, one of
the foremost musical authorities in the world. Mr.
Mapleson, who is at present in New York, has writ-
ten us as follows :
"Allow me to congratulate you on the issue of
the records that I heard at your Thirty-eighth street
studio to-day. Tt is really remarkable how free
Manufacturer of Talking Machines
JOHN JACCARD
Successor to JACCARD BROS.
Culliairy, Ste. Croix (Switzerland)
Established 1862
Specialists in mechanism and accessories
for Talking Machines. Twenty different
models of mechanism.
these records are from all the usual defects. They
certainly are an artistic innovation and will be high-
ly valued by all lovers of music. Believe me,
"Faithfully yours,
"Lionel S. Mapleson.''
THOMPSONS CELEBRATE.
Phonograph Plays Part in Wedding Anniver-
sary Held Recently.
Mr. and Mrs. William H. Thompson (-Isabel Ir-
ving), celebrated the fifteenth anniversary of their
marriage recently. Mr. Thompson is playing the
Patriarch in George M. Cohan's "The Miracle
Man" at the Astor Theater, and Miss Irving is ap-
pearing in "Under Cover" at George M. Cohan's
Grand Opera House in Chicago. The two organi-
zations gave a dinner to the happily, married pair
after the performance on the anniversary date. A
feature of the event was a speech by Mr. Thompson
to the guests at his wife's dinner in Chicago, and
one by Miss Irving to the guests at her husband's
dinner here, the same being delivered in phono-
graphic form, the records for which were made a
few davs in advance.
NEW ATTACHMENT PLEASES.
Lexton Specialty Co.'s Device for Playing Edi-
son Records on Victor Machines Meets with
Approval of the Dealers, Who Are Reorder-
ing Liberally After Trying Device.
The Lexton Specialty Co., 214 West Ninety-ninth
street, New York, manufacturers of the Lexton at-
tachment, which permits of the playing of the Edi-
sOn type of records on Victor talking machines, re-
ported that the trade has displayed an unusually
live interest in the new device, and that orders,
both for samples and quantities, have been numer-
ous. The fact that a large number of jobbers and
dealers have, after trying out the sample, been quick
to place repeat orders, speaks well for the claims
of the inventor, A. G. Ostermoor, regarding the
reproducing qualities of the device.
The Lexton device is readily attached to the
gooseneck of the machine by unscrewing the cap
and screwing in the attachment which throws the
sound box around at right angles to the record
50%
Now
Given!
/
40% was the former dealers' dis-
count— now increased to 50%.
"DUSTOFF"
De Luxe RECORD
CLEANER
Retails for 50c.
Made on handsome oxydized metal holders, put
up each in a box and every dozen in a hand-
some counter display carton.
/
MINUTE SHINE COMPANY
(Originators and Pioneers)
283 Canal Street, Providence, R. I
/
Patented
groove and presents it at the most effective angle
to the record face. The new Lexton permanent
needle for use with both vertical and lateral cut
records is also a feature of the device, and several
dealers, in placing reorders for the Lexton device,
have written of their satisfaction with its perform-
ance and the manner in which the needle brings out
the tonal quality of the records.
The Lexton Co. now has a liberal supply of at-
tachments and needles with which to fill orders
without delay. At the present time the device is
made only for Victor machines, but a new model,
designed for Columbia machines, will be announced
at an early date,
20
THE TALKING MACHINE WORLD.
VIEW OUTLOOK OPTIMISTICALLY IN CLEVELAND.
All Branches of Talking Machine Trade Report Healthy Undercurrent in Business World
Despite the Adverse Conditions Which Have Affected Seriously Many Lines of Busi-
ness— Every Evidence That Dealers Mean to Close a Satisfactory Year.
(Special to The Talking Machine World.)
Cleveland, O., November 9. — Early fall traffic all
along the line in the talking machine trade is ex-
ceptionally good, notwithstanding the general ad-
verse conditions which have seriously affected many
lines of business.
Sales practically cover the entire list of machines
from the cheapest to the highest priced, and largely
cash transactions prevail. A preponderance of
transactions are in the fifty to one hundred dollar
instruments.
The various dealers are pleased with present con-
ditions and optimistic regarding the future, partic-
ularly the approaching holiday business, which is
already manifest in some of the stores.
The Union Specialty Co. report business as im-
proving very materially. The demand for talking-
machine Union specialties, it was stated, continues
good and constantly increasing.
L. C. McChesney, advertising manager of Thos.
A. Edison, Inc., spent a day recently visiting the
Phonograph Co. and the various dealers in the city.
Geo. W. Savage, an experienced talking ma-
chine man, has accepted a position with the Eclipse
Musical Co., and will prove a valuable acquisition.
Hedwig Hart has also joined the forces of the
Eclipse Co. and is fast garnering new friends
for himself and the company.
Grant Smith is manager of the Euclid Music Co.,
Victor dealers. His management during the past
year has demonstrated his efficiency as a talking-
machine dealer.
One of the signs of prosperity is a look in at the
Euclid Music Co.'s store. The attaches are busily
engaged, though under difficulties, as extensive im-
provements are under way. Three additional large
parlors are being fitted up for the benefit of custom-
ers to insure their prompt attention. The company
started a year ago, and it was rather experimental.
The store is located in a fine residential section, and
the business has been constantly increasing. It is open
every evening and has the advantage of downtown
stores in the fact that business men do not have
to rush in at lunch hour, hear a record and ask
to have a bunch of records sent on approval. This
store being conveniently located, the customer
brings his wife along and they leisurely select the
records, which are sold, not to be returned in a
few days for a fresh lot. And it is the same way
in selecting- a machine. The man, accompanied by
his wife or daughter, goes to the store in the even-
ing, and they take their time and select an instru-
ment to their entire satisfaction.
The large and attractive piano house of the B.
Dreher's Sons Co. is a magnet that draws large
crowds. The talking machine department is espe-
cially attractive and is doing excellent business.
"Trade this fall," said W. G. Bowie, manager of
the department, "has been considerably better than
in 1913. This, of course, is very encouraging, and
we hope and expect to have the largest Victor
business during the holidays that we have had in
all previous years."
The Phonograph Co. of Cleveland, distributers
of the Edison products, is reaping the success which
the Edison instruments entitle it to. L. N. Bloom,
secretary, reports business for the month of Oc-
tober was exceptionally good in both the whole-
sale and retail departments. The company has
just installed one of the largest electric signs in
the city, the entire length being 105 feet. It gives
on one end an exact reproduction of the new Edi-
son diamond point reproducer in action, the rec-
ord underneath continually revolving. On the
other end of the sign is a large disc record with a
lifelike picture of Mr. Edison in the center. This
also is revolving continually. It is, without doubt,
one of the most novel and handsomest signs in
the country. The recitals given by the company
afternoons and evenings are well attended and are
proving a valuable means of publicity.
When a man is on the jump from early until
late, as is Mr. Denslow, manager of the Eclipse
Musical Co., it is evident there is something doing.
"Machine sales are being daily recorded," he said,
"and the tendency is toward more cash sales, larger
down payments and shorter terms on contracts."
O. E. Kellogg, secretary of the H. E. McMillin
& Son Co., announced to the trade last week that
the company would discontinue its Edison depart-
ment. He stated that the reason for discontinuing
the department was due largely to its increased
Victor business.
"The business in the graphophone department of
the Grafonola Co. during the month of October,"
said Mr. Roth, president, "has held to the same
amount of increase that prevailed during the pre-
ceding months. I think a good many people who
would have bought pianos the past summer have
purchased Grafonolas because they wanted music
in their homes and were timid about entering into
a piano contract on account of their lack of con-
fidence in the business situation. Our business is
very good, and I am pleased to state that our col-
lections have been and continue to be excellent.
Part of this is due to the fact that we do not let
the accounts lapse into arrears without good cause.
Again, a part is due to the fact that the working-
man is not banking his money, but laying it by
in the old historic teapot ; consequently when the
collector calls he has some cash on hand to meet
the bill. W e are satisfied with conditions."
During the past summer the remodeling of the
store of Wm. Taylor, Son & Co. has been under
way, four stories being added, doubling its capac-
ity. This enlargement has afforded the talking
machine department greatly increased space. Ten
new, large graphophone demonstration rooms have
been beautifully fitted up and opened on the fourth
floor. T. A. Davies, manager of the section, claims
it is the finest in this part of the country.
The magnificent Victor window display by the
Caldwell Piano Co. is one among the many at-
tractive ones in the city. All the various types
of machines are shown. R. W. Schirriny, man-
ager of the department, stated business was hold-
ing up remarkably well, and especially good for
the November dance records.
The George D. Koch & Son Co., large furniture
dealers at 10300-12 Euclid avenue, have taken on
the Edison line.
Trade conditions at the store of the W. F. Fred
erick Piano Co. are satisfactory, especially in the
Victrola department. The company has a large,
fine stock of machines and records, and reports
the outlook for holiday trade most encouraging.
The Story & Clark Piano Co. has opened an
exclusive Edison phonograph department, with a
large, fine stock of instruments, and report good
business. H. L. Tinker, formerly with the May
Co., has returned to the city, after an absence of
four years, and is engaged with the company.
The Hart Piano Co., The Arcade, is having a
fine run of trade in talking machines.
The recent enlargement of the May Co. store
has afforded the talking machine department large
additional space. Eight beautiful demonstration
parlors have been artistically arranged for the con-
venience and comfort of customers and the trans-
action of business on the fourth floor. A large
Victor trade is reported and conditions improving.
Phil Dorn, manager of the Collister & Sayle Co.,
says, business in the talking machine department
might be better, but that it is very satisfactory.
Business is fine at the Columbia store and Mr.
Madson is elated over the prospects. Columbia
dealers in 'this territory are all doing fine and have
made extensive arrangements for the holiday trade.
The W. PI. Buescher & Sons 'Co. is busy and,
with a fine stock of Victor goods to select from,
Mr. Buescher anticipates a large holiday trade.
Mr. Friedlander, of the Bailey Co., says business
as a whole is way ahead of last year, and that,
judging from prospective buyers, the outlook in
the talking machine line is most encouraging.
ADD TO YOUR RECORD PROFITS
BY PLACING THIS HANDSOME
FLEXIBLE COVER IN THE
HANDS OF YOUR PATRONS
This attractive flexible cover is designed to
hold the Victor or Columbia semi-annual record
catalog, and is bound in mahogany colored
imitation leather, and lined with black silk cloth.
The price of this flexible cover is so low that it
permits you to. give same free to your customers
with the record catalog enclosed, thereby making
a useful souvenir and a permanent advertise-
ment ; or you may charge a nominal sum for it
if you desire. In lots of 1 00 or more, your name
will be stamped on face of cover in gilt lettering
free of charge.
No More Scratching of Cabinets and Tables by Record Albums
Our Albums are now equipped with
LEATHER COVERED RING PULLS
This ring pull, which matches the album in color,
makes the handling of the book easier than with
the plain leather pull, and has all the practical
advantages of the metal ring. This ring pull, being
leather covered, cannot mar or scratch the highest
polished cabinet or table.
NEW YORK ALBUM & CARD CO., Inc.
23-25 Lispenard Street
New York
THE TALKING MACHINE WORLD.
21
FELT-LINED CABINETS
OFFER THE ONLY SURE
RECORD PROTECTION
SALTER CABINETS-
STANDARD IN THE
INDUSTRY
ORDER
NOW!
ORDER
NOW!
EDISON DEALERS ARE A 11 1 p £• , HARMONY IN
DELIGHTED WITH THIS STYLE ACluCU llOrltS DESIGN AND FINISH
Are Plentiful in
Holiday Season
"Just before Christmas" is the deal-
er's big season. It is by far the
greatest chance for accessories and
"extras."
What profitable extra have you to
offer the buyer of a small machine?
Sell them a Salter Cabinet.
Call upon your old customers, too.
They have felt the need of a cabinet
by this time, and will buy without
hesitation.
With these cabinets in the house the
machine owner will buy more records.
He can't say "The house is all 'clut-
tered up' with records already."
Our record storage cabinets are
holiday winners also.
OVER TWO DOZEN STYLES
Get catalog and prices
SALTER MFG. CO.
CABINET No. 180 FOR EDISON No. 80 339 No. Oakley Blvd., CHICAGO CABINET No. 19 AND VICTROLA IX
I
22
THE TALKING MACHINE WORLD.
Think of offering the interested public
a line of musical instruments without the
Columbia Grafonola "Favorite" at $50,
for instance!
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.')
Columbia Graphophone Company
Woolworth Building, New York
HOW TO MAKE INSTALMENT BUSINESS PROFITABLE.
A Subject of Exceeding Interest and Value to the Talking Machine Dealer Discussed by
Marion Dorian, Treasurer of the Columbia Graphophone Co. — Sets Forth Rules to Be
Observed by Dealers If Success Is Desired — Terms of Sale Must Be Enforced.
We hear about the difficulties incident to instal-
ment business. If dealers have had losses with
this class of business it is largely because they
have not gone about it in the right way.
There are five cardinal rules for the successful
handling of instalment accounts. These have been
thoroughly tested, and a fair try-out will prove
them powerful aids in making instalment business
what it ought to be.
There are exceptions to all rules, and circum-
stances will arise when it is wise to suspend the
rule temporarily. In such cases the sensible dealer
will act accordingly.
The five rules follow :
1. Investigate the customer in advance of de-
livery of goods.
2. Sell him no more than he can pay for com-
fortably.
3. Let terms be simple and clear-cut. Make
sure the customer understands and accepts them.
4. Enforce those terms.
5. Do not allow arrears to accumulate.
Three-fourths of the trouble dealers have with
instalment accounts is due to anxiety to secure a
good sale. Insufficient or no investigation is made
as to the responsibility, reputation, or antecedents
of the customer. The sale is hurriedly consum-
mated, the goods delivered and shortly thereafter
the dealer learns to his sorrow that the customer
is not what he represented himself to be. In many
instances both customer and goods disappear.
It is easy to ascertain all it is necessary to know
about the customer. His resources and income ;
his reputation for prompt payment and his general
standing in the community. This should be done
before the goods are delivered and will insure you
against surprises.
Rule 2 is equally important. The advance in-
vestigation informs you as to the prospect's in-
come; how permanent it is and what demands are
made upon it by' his family. "With this informa-
tion in your possession you can determine what it
is safe to sell him. Suppose a prospect receives a
salary of $20 per week and has a family of four.
If he has been receiving this salary for some time
and his reputation is good you are justified in as-
suming he can safely pay $2 or $3 per week. More
than that is dangerous, because allowance must be
made for possible sickness of some of his family,
which will make greater than ordinary demands
upon his income. Eight to twelve months is the
period within which an outfit should be entirely
paid for. Allowing for a $2 a week payment
spread over eight months a customer could in that
time pay for an outfit costing $64. That would be
the limit which the wise dealer would sell him.
Many dealers make the mistake of selling a cus-
tomer double the amount he can pay for comfort-
ably, with the result that the payments become
harder as they multiply and each payment day the
customer feels he is carrying a burden. Conse-
quently his attitude becomes one of antagonism
and he pays grudgingly, whereas if sold a bill he
can pay for comfortably, he does it cheerfully.
Many customers who buy goods on the instal-
ment plan are of limited business experience. A
complicated instalment lease is to them an incom-
prehensible thing. Your lease should be as simple
and clear-cut as is consistent with adequate pro-
tection. The terms of the contract should be made
clear, and customer should accept them in all par-
ticulars. Salesmen should be prohibited from
making verbal agreements with customer. If spe-
cial terms are made these should be written into
the contract itself. If this is not done disputes
are apt to arise which are destructive of the
Standard" Record Cleaner
Price, 50 Cents, List
Patented June 2, 1914.
ARTISTIC AND ATTRACTIVE
Grips the record surface and
clings as if on rails.
Extended brush area cleans rec-
ord with one sweeping circuit.
Send 10 cents in stamps for a sample cleaner. Write on your busi-
ness letter head only. Place regular orders through your jobber.
STANDARD GRAMAPHONE APPLIANCE CO.
173 LAFAYETTE STREET NEW YORK
We also manufacture the Simplex Record Cleaner, Price 15 cents, list.
mutual confidence which must exist to insure a
continuance of patronage. The customer should
be furnished a copy of the contract, so that he
can refer to it at any time. In this way you gain
the customer's confidence and he will not only
• §'ive y°u his own future business, but induce his
friends to do likewise.
Terms should be as reasonable as you can af-
ford, but once these have been agreed upon and
accepted they should be enforced rigidly. There
is no easier way to spoil good customers than by
giving the impression that terms are mere formali-
ties. There is no surer way of getting a list of
accounts in bad condition than by ignoring the
regular date when an instalment is to be paid. If
the customer has agreed to pay on Monday train
him to make the payment on that day and not on
some other day. If his payment is not made on
Monday notify him immediately to bring in the
payment or make it to your collector without fur-
ther delay. The moment fhe first lapse occurs, get
right after him and remind him that the goods
were sold on definite and accepted terms, and that
you expect him to perform his promise. If his
payment has not been made by the close of busi-
ness on Monday have the collector at his place of
business or residence on Tuesday morning and you
will save money. Even the most obdurate cus-
tomer will respond to this kind of treatment,
especially if the call is made promptly.
If you enforce the terms and train the customer
to make payments regularly no arrears will ac-
cumulate. If you allow two or three payments to
lapse it is like drawing eye teeth to get a customer
to make up the arrears. You may secure subse-
quent payments regularly, but lapsed payments
hang fire until the end. Instead of getting your
account settled within the contract period it runs
over some months, and persistent dunning, which
often results in the loss of a good customer, is
necessary, to say nothing of the added expense to
which the dealer is put.
These rules may not be new nor be presented in
a novel way, but if followed they will result in
better and more profitable instalment accounts.
They may be summarized as selecting a customer
wisely; selling him judiciously; starting him cor-
rectly; keeping him in the straight and narrow
path, and, finally, making him an asset because
you have sold him an article which has afforded
himself and family unlimited pleasure, and made
it possible for him to pay for it without discomfort.
You have made a lasting friend.
EFFECTIVE DEALERS' PUBLICITY.
The New York Talking Machine Co., 81 Cham-
bers street, New York, Victor distributer, is send-
ing out to its dealers this week something novel in
the nature of a slip featuring the words of that
old-time favorite selection, "Mighty Lak' a Rose."
This song was presented in the November list
of new Victor records placed on sale the 28th of
last month, and this slip is being used to ex-
cellent advantage. In preparing this dealer help,
cognizance was taken of the fact that a large per-
centage of the dancing public likes to hum the
song to which they are dancing, and in furnishing
this slip these desires will be considerably facilitated.
I'M ill TALKING MACHINE WORLD.
23
KEEPING UP WITH THE DEMAND FOR VICTOR PRODUCTS.
The Victor Co. Compelled to Continually Enlarge to Supply Tremendous Demand for Ma-
chines and Records — New Grinding Plant, New Building for Shipping Department
and New Power Plant Latest Evidences of Desire to Supply Needs of Trade.
also be- provided with a capacity of 750" gallons per
minute. Two of the furnaces in the fire plant
will be equipped to burn sawdust and wood shav-
ings from the cabinet factory.
The additions to the plant of the Victor Talking
Machine Co. in Camden, N. J., made for the pur-
pose of keeping at least in sight of the demand
New Shipping Department Under Construction.
for the Victor products, have become so frequent
that it takes new buildings of more than usual
size and importance to arouse particular interest.
A new addition, the significance of which will be
affords an excellent idea of the progress being-
made on the new grinding plant, which will go
far to reduce the possibility of record shortage in
the future. Work on
the new building is be-
ing rushed at full speed,
and the plant will be
put in operation . as
soon as completed.
Further increase in
the facilities of the
Victor Co. is marked
in the erection of a
building to house the
shipping department,
which will occupy an
entire city block at
Front and Cooper
streets. Camden, N. J.
When the new build-
ing is completed the
present shipping de-
partment will be used
for storage purposes.
Other recent Victor
improvements include
the construction of two
bulkheads built into the
Delaware River at a
cost of $25,000. which
will provide the plant
with additional one and
a half r.cres of ground.
The bulkheads will also
provide f or extensive
wharves capable of ac-
commodating vessels of
twelve foot draft.
A new power plant
is also being con-
structed in connection
with a new pumping station. The power
plant will include a 5,000-horsepower boiler,
and the pumping station will be equipped with
direct connecting turbine engines. It will have a
TALKING MACHINE MEN MEET.
Executive Committee of the Eastern Talking
Machine Dealers' Association Discuss Plans
for Changing Name and Widening Scope of
That Organization — General Meeting Soon.
The executive committee of the Eastern Talking
-Machine Dealers' Association held a special meet-
ing late last month at the office of J. G.
Bremner, the president, at 187 Broadway, New
York, for the purpose of mapping out an active
fall campaign for the association. Another meet-
ing of the executive committee will be held shortly,
at which time a date will be set for a general
meeting of the association.
As a result of numerous discussions it is prob-
able that the name of the association will be
changed and the scope, of its activities broadened
within the very near future. It is the consensus
of opinion that the association should accept as
members men connected with every department of
the talking machine business in New York and
vicinity, whether jobbers, dealers or salesmen, with
various classes of membership to take care of the
different branches of the trade, if desired. It is
believed that, by taking in representatives of dif-
ferent branches of the trade, the scope of useful-
ness of the association may be materially extended
and a great number of important matters handled.
The change in the organization of the association
was discussed at length at the meeting of the exec-
utive committee, but no definite action will be
taken in the matter until the general meeting of
that body about the middle of November. Of the
new names suggested for the association that of
"The Talking Machine Men of New York" is most
favored as indicating the scope of the body.
The employment bureau of the association is now
in full working order, and dealers desiring sales-
men or other assistants, and salesmen and others
desiring positions are requested to communicate
with President Bremner, communications being
held confidential.
Dealers not now members of the association are
urged to file their applications before the call for
the general meeting in order to be able to attend
that session.
Percy A. R. Dow, of San Francisco, the noted
vocal teacher, is a great admirer of the talking-
machine, which he uses in conjunction with his
teaching.
OUR
VICTOR
SERVICE
IS SAFE
PROMPT
EFFICIENT
We safeguard our patrons' every
interest. Try us next time. Mail
orders receive prompt attention.
ELMIRA ARMS CO.
117 MAIN ST., ELMIRA, N. Y.
New Grinding Plant of Victor Talking Machine Co.
much appreciated by the trade, is the grinding 10,000,000 gallon capacity for manufacturing- pur-
plant being erected to provide for a great increase
in record output. The accompanying illustration
poses, and the main fire pump will have a capacity
of 1,500 gallons per minute. Secondary pump will
24
THE TALKING MACHINE WORLD.
The Trade In New York City And Vicinity
The past month in local talking machine circles has
been characterized by a shortage in machines and
records, which bids fair to become more marked
during the next three weeks. Although the fac-
tories are working to full capacities in all depart-
ments, they have been unable to supply the de-
mands of their trade, and present indications point
to this stortage extending to practically all classes
of records, and the majority of machines.
At the present time, the machine shortage is
being confined principally to the medium priced
machines, retailing at $75 and $100, but this was
to be expected, in view of the fact that these ma-
chines have been the best sellers since the first of
the year in all parts of the country. The record
shortage is more general, including popular and
semi-classic selections in addition to an ever in-
creasing shortage of dance records. The dance
craze, which was thought to be at its height this
summer, is still growing, and with the advent of
cold weather, there is a demand for dance music
for home gathering's which is producing a most
profitable trade for the live-wire dealer.
Judging from the reports submitted by local job-
bers and dealers, there has been an unusually heavy
trade the past month in foreign records. Those
dealers who carry representative stocks of these
records state that they are adding new names to
their customers' lists with surprising regularity,
and that it is a class of trade which is certain to
assume still greater proportions. When the present
European war started this summer, the foreign
record , trade showed a marked depression, due
probably to the unsettled conditions existing in
foreign quarters throughout the country. The
second month of the war, however, witnessed a
revival of interest in foreign record production
which has steadily increased, culminating last
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| Why Don't You |
I Use
| Bruno Service?
| Victor Distributors
WHOLESALE ONLY
(JfAn adequate stock, complete
and modern equipment and a
superior organization, make it
possible for us to serve you
well.
(fThat is our aim.
<|May we have the opportunity?
I C. Bruno & Son, Inc. |
= ESTABLISHED 1834 E
Victor Talking Machines Musical Instruments |
1 351-353 FOURTH AVE., NEW YORK |
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month in the closing of a local foreign record busi-
ness that in many instances exceeded that of last
December.
Utilizing Publicity.
Local advertising of talking machines and rec-
ords has been unusually active the past month, and
it is significant that the bulk of this publicity has
been devoted to the medium and high-priced ma-
chines with very little reference to the cheaper
models. That this advertising has produced satis-
factory results is evidenced by the fact that a num-
ber of the advertisers have increased their space
each, week, and added to the lists of newspapers
they have been using. Several lists of records
were also featured prominently in this advertising,
and these lists acted as valuable suggestions for
prospective record purchasers.
The talking machine trade as a. whole has been
excellent the past month, and far better than kin-
dred retail lines. Business conditions in New York
have not yet recovered from the recent stagnation
in financial circles, and it is rare indeed that any
trade can boast locally of a gain over the fall
months of 1913. That the talking machine indus-
try is enjoying a season of prosperity and banner
sales may be attributed in a considerable measure
to the optimism of the manufacturers and their
willingness to spend huge sums of money for pub-
licity in the face of retrenchment in all other lines.
The stability and strength of this industry is well
illustrated by this year's business, which will un-
doubtedly break all previous records, despite the
handicaps surrounding commercial activity in cer-
tain parts of the country.
J. Newcomb Blackman at the Helm.
J. Newcomb Blackman, president of the Black-
man Talking Machine Co., 97 Chambers street, Vic-
tor and Edison cylinder distributor, and one of the
most popular men in the local trade, returned to
his desk the first of the month after an enforced
absence of ten weeks, occasioned by a serious at-
tack of typhoid fever. Mr. Blackman spent a week
convalescing at Atlantic City, and returned to his
office imbued with energy and vigor for the fall
campaign. In a chat with The World, he stated
that October business showed a nice increase over
that of October, 1913. Blackman dealers report a
heavy demand for the Victrolas retailing at $75
and $100 and have placed large orders for these
machines. During the past few weeks, this com-
pany has prepared a series of signs for win-
dow display, embodying distinctive features which
should make them of considerable value to Victor
dealers. These signs feature various types of rec-
ords, including the popular fox-trot selections, the
Victor records for the Castle Gavotte and similar
timely topics.
Thirty Per Cent. Increase for October.
"Our sales totals for last month showed a 30
per cent, increase over those of last October," said
R. F. Bolton, manager of the wholesale head-
quarters of the Columbia Graphophone Co., 89
Chambers street. New York, "and our business this
month has started with a larger number of ad-
vance orders than ever before. Last year was a
record breaker, but every month this year has run
ahead of the corresponding month of 1913, so that
we have no cause for complaint. There is every
indication of a decided shortage next month, and
we have suggested to our dealers that they antici-
pate their record requirements as much as possible,
in order that they may not lose any sales during the
holida} season. All of our machines have been
ready sellers the past month, but our new 'Leader'
and 'Mignonette' with the individual record ejector
are specially worthy of mention. Collections have
been remarkably good since October 1, and taken
as a whole, this important division of our business
is verj satisfactory."
Tells of Business Growth.
Referring to Edison disc progress in their terri-
tory, A. W. Toennies, of the Eclipse Phonograph
Co., 203 Washington street, Hoboken, N. J., cx-
{Continued on page 26.)
THE TALKING MACHINE WORLD.
25
IS YOUR JUDGMENT
CORRE CT ?
ft
Are You Looking Just a Little
Ahead in Order to Bag the Game?
Remember^
<I You are in the begin-
ning of the Holiday Rush,
You Will Need The Goods
You will appreciate the peace of mind
of depending upon us — Our Service.
The World's Largest Distributor
NEW YORK TALKING MACHINE COMPANY
81 Chambers Street ::::::: New York
26
THE TALKING MACHINE WORLD.
THE TRADE IN NEW YORK CITY— (Continued from page 24).
elusive Edison distributors, remarked as follows :
"The appreciation of the Edison disc product in
the minds of the trade and music-lovers through
this state is growing rapidly, and the new Edison
disc records are being praised by all who hear
them. Our dealers are well pleased with the record
distribution plan inaugurated recently by the Edi-
son factory, whereby new records are received
weekly. This constant issuance of new selections
enables the dealers to offer their trade the very
latest of all classes of music, and permits of the de-
velopment of a most profitable record business. Edi-
son disc phonographs of the $200 and $250 types are
by far the best sellers in our line, and the Edison
disc dealers that we signed up during the past tew
months report the closing of an excellent fall busi-
ness."
How the Dealer Is Helped.
V. W. Moody, sales manager of the New York
Talking Machine Co., 81 Chambers street, New
York Victor distributor, announced to the trade
last week the completion of a new code to record-
stock flag system that contains numerous practical
features which aim to improve the dealer's record
business. This company has in the past issued
various co-operative plans for the development of
their dealers' business, and the success of these
plans is well evidenced in rhe voluminous file of
unsolicited letters of praise which Mr. Moody has
received from appreciative Victor dealers. The
latest plan has been in course of preparation for
some time, but was held up because of the in-
ability to secure the necessary labels. The system
involves the use of nine colored labels, each repre-
senting a certain class of music, in small size and
a foreign language in the large size, as for exam-
ple, black signifies bands and German or Ruthenian.
It is almost impossible to be mistaken with the
foreign language labels, as the dealer catering to
German trade will hardly carry Ruthenian records
and vice versa. Mr. Moody has advised the trade
that the New York Talking Machine Co. has ar-
ranged for the manufacture of the colored labels,
which will be practically furnished the dealer at
cost. The advantages of this system, used in con-
junction with the company's stock system, are
many, and at once apparent to the dealer who ap-
preciates the value of being able to know at first
hand the deadwood in his record stock, the best
sellers, etc. The proper use of this system will
save the dealer and customer valuable time, and .
by enabling him to balance his record sales prop-
erly will increase the efficiency of the dealer's rec-
ord department.
Establish Many Dealers in New York.
Although the Pathe Freres Phonograph Co. only
made its announcement to the trade a few weeks
ago, it has already established quite a number of
dealers in New York and the adjacent territory,
and has applications on hand for many more dealer
licenses. The quality of the products manufactured
by the company are generally recognized, and the
many models of the Pathephone are scoring a sig-
nal success. Pathe discs, which include every class
of music now on the market, are winning approval
from all of the company's dealers, and the records
for dance purposes in particular, which were re-
corded under the supervision of Maurice and
Florence Walton, have achieved noteworthy suc-
cess.
Made Tremendous Hit.
When the Columbia Graphophone Co. issued last
month "It's a Long, Long Way to Tipperary," it
felt thac this record would serve as a timely re-
mindei to many patriotic sons of Great Britain in
this country, but it was not quite ready for the
tremendous ovation that was accorded this record
when it made its appearance on the market. Hay-
ward Cleveland, manager of the Columbia depart-
ment ad the F. G. Smith store, 335 Fifth avenue,
and one of the pioneers of the retail trade, states
that he has never seen a record which achieved
the instantaneous fame of the "Tipperary" selec-
tion. All of the Columbia representatives in New
York affirm that this record is -th,e best seller in
the catalog at the present time, and is in demand
because of its patriotic significance and true mu-
sical value.
Open Fifth Landay Store.
Landay Bros., the prominent Victor distributors,
will open this week their fifth exclusive Victor
store, which will be located at 23 West Forty-
second street, in the heart of the high-grade shop-
ping district, and directly facing the New York
public library. The illuminating system for this
store will be -especially beautiful, and the artistic
character of the decorations may be summed by
pointing out that this store will surpass in this
direction all of the other Landay stores, which are
recognized throughout the trade as being models
of mooem perfection in the display of Victor
products.
Many Visitors to Edison Shop.
The Edison Shop at 473 Fifth avenue, the open-
ing of which is noted in detail in another part of
this issue, is proving to be the Mecca of music
lovers from far and near, and the daily gatherings
in the recital hall average about a thousand people,
which is a remarkable attendance for informal re-
citals of this character. The sales staff at this store,
comprising P. C. Sweeny, Raymond Duncan and
Edward Levin, are being kept busy from early
morning until closing time, and the favorable im-
pression left by the concerts is indicated by the
substantial sales which are being closed regularly
day by day.
Increasing Its Wholesale Business.
Under the capable management of Thomas F.
Green, the Silas F. Pearsall Co., 18 West Forty-
sixth street, Victor distributor, is rapidly increasing
its wholesale business. New accounts are being
signed up regularly, and these additions to the
Pearsall clientele are not only located in Greater
New York, but in the surrounding territory as well.
Thoroughly conversant with every detail of Victor
merchandising, Mr. Green is extending valuable
and practical co-operation to the many Pearsall
dealers.
The advice "follow the natural bent'' doesn't
lean for you to be "crooked.''
Style "Jewel" Combination
Price S40 (Album Es.tra)
Sells in Preference
When Heard in Comparison
Such goods not only sell but satisfy, and satisfied customers tell others. The
Sonora sells itself in comparison with every other style of phonograph.
The Sonora gives continual satisfaction because of the great superiority of
1. THE TONE PRODUCING FACTORS
2. ITS NOISELESS-SOLIDLY-BUILT-UP MOTOR
3. ITS ARTISTIC DESIGN AND FINISH AS AN ARTICLE OF FURNITURE
4. ITS ABILITY TO PLAY ALL MAKES OF DISC RECORDS PERFECTLY
—THE DIAMOND, THE SAPPHIRE AND THE STEEL NEEDLE
SONORA
" The Highest Class Talking Machine in the World "
A Line that Wins at Every Point with a Price for Every Purse
The Sonora Phonograph offers the dealer a line of quality instruments at a price
to meet every demand from $35 to $200. Our dealer arrangements are broad and
liberal. We solicit reliable representation for protected territories.
The Sonora Jewel Multi-playing Needle, Price $1.00
This needle revolutionizes record playing. It fits any make machine and plays all makes
of steel needle or lateral cut records hundreds of times without changing. It preserves the
life of the record, improves the tone quality, minimizes needle scratch, eliminates the in-
convenience of needle changing and gives regulation of tone volume without extra acces-
sories. Every needle guaranteed three months. We already have scores of dealers making
profits on this needle. Ask us for details.
Selected Territories Still Open, Write for Your Opportunity.
Sonora Phonograph Corporation
57 Reade Street, New York
Geo. E. Brightson, Pres.
Style Grand. Price $200
THE TALKING MACHINE WORLD.
27
HOLIDAY TRADE DEVELOPING IN MILWAUKEE.
Heavy Demand Reported for Both Machines and Records — A. G. Kunde Opens New Store
— Other New Concerns Enter the Field — Live Advertising Campaigns the Rule —
Placing Talking Machines in Schools — Gensch-Smith Co. Expands — News of Month.
(Special to The Talking Machine World.)
Milwaukee, Wis., November 10. — Indications
are that the holiday trade is beginning to open up,
especially about the State, even at this early date.
Jobbers for all the leading lines of talking ma-
chines say that they are being rushed with busi-
ness as a result of the action of dealers in pre-
paring for the holiday rush. Conditions about
Wisconsin are somewhat more favorable than in
the city of Milwaukee, and it is probably only
natural that the talking machine business is more
active than here in the city. The situation locally
is showing steady improvement, however, and job-
bers and retailers anticipate that total business will
average up satisfactorily.
"The demand from Victor dealers all over the
State for both machines and records is unusually
good and it is requiring every possible' effort to
■fill orders," said S. W. Goldsmith, vice-president
of the Badger Talking Machine Co., jobber for
the Victor line. "We have established several new
Victor dealers during the past month. Business
at the Badger Victrola shop, the retail branch of.
our concern, is showing steady improvement."
Probably one of the main reasons for the better
trade about State is the fact that crops have been
exceptionally good this season. There is really
plenty of money in this section of the Northwest,
the only problem being to prevent people from
hoarding all of it. The Wisconsin crop report
for October, recently issued by James C. Mac-
Kenzie, secretary of the State Board of Agricul-
ture, shows that crops were satisfactory in all
lines. The yield of corn, most lines of grain and
in tobacco was the largest in recent years.
Kunde Opens New Store.
The handsome new store of A. G. Kunde, Co-
lumbia jobber and retailer at 516 Grand avenue,
located in the new Miller building at Grand ave-
nue and Fifth street, was opened to the Milwaukee
trade during the latter part of October. The es-
tablishment is without doubt one of the finest of
its kind in Milwaukee and offers an appropriate
setting for the Columbia goods. There are twelve-
sound-proof booths in the store, eight being located
on the first floor and four in the basement, where
the foreign records are demonstrated. A feature
of all the booths is the fact that they are venti-
lated thoroughly, each booth being equipped with a
modern ventilating system, so arranged that the
air is changed constantly. The general color
scheme followed in the store is brown, even the
furnishings conforming to this color. The window
display facilities are ample, and Mr. Kunde is
making good use of the opportunities in this line.
It is possible that a formal opening of the new
establishment will be held within the near future.
Business has been so good since the opening of
the store that Columbia sales have been climbing
to a new high point.
Charles F. Baer, manager of the Columbia busi-
ness in Chicago, accompanied by Mrs. Baer and
W. W. Pearsons, manager of the Dictaphone de-
partment in Chicago, motored to Milwaukee re-
cently and were the guests of Mr. and Mrs. A. G.
Kunde at the new Columbia store.
Help "Buy-a-Bale" Movement.
One of the few bales of cotton to appear in
Milwaukee as a result of the "Buy-a-Bale" move-
ment to help the South, was purchased by S. W.
Goldsmith, vice-president of the Badger Talking
Machine Co., Victor jobber. The bale has been
placed in the windows of the Badger Victrola
Shop, where it is attracting much attention.
Large Victrola Sales.
Victrola sales at the Edmund Gram Piano
House have been climbing to a new high mark
of late, due to the fact that Paul A. Seeger, man-
ager of the Victor department, has been given
exclusive use of one of the Gram automobiles,
with which he is calling on the trade.
Open New Department.
Another new Victrola department was opened
in Milwaukee on October 26, when Edward
Schuster & Co. threw open its third new depart-
ment store. The new establishment is located
on the south side at Mitchell street and Sixth
avenue, and has been meeting with a big business
since the opening. The Schuster concern carries
the Victor line at its .other two department stores
and naturally installed the same line at its new
store. M. Marks, who is in general charge of
the piano and Victor departments at the other
two Schuster establishments, has the management
of similar departments at the south side store.
New Edison Dealers Appointed.
The Edison business in Milwaukee has been
showing decided increase of late, according to the
record attained at all the local stores. The Edison
Shop, the retail branch of the Phonograph Co.,
of Milwaukee, C. Niss & Sons, the George Eich-
holz Co., the Flanner-Hafsoos Music House and
Charles H. Schefft & Sons have all been meeting
with an increase in trade, especially in the higher
priced machines. William A. Schmidt, general
manager of the Phonograph Co., of Milwaukee,
reports the locating of several new Edison dealers
in Wisconsin and Upper Michigan, among them
the Hook Bros. Piano Co., of Madison, the capitol
city of Wisconsin. Hook Bros, have arranged
new and special quarters for the Edison line.
In Charge of Retail Sales.
Gustave A. Schultz, formerly connected with
some of- the leading piano houses in Milwaukee,
has bgen placed in charge of retail sales at the
Edison Shop, 213-215 Second street, the retail
branch of the Phonograph Co., of Milwaukee. Mr.
Schultz was at one time manager of the talking
machine department of the old Rohlfing Music
House and is well prepared to fill his new position.
William Idle, traveling representative of Thomas
A. Edison, Inc., in Wisconsin and Upper Mich-
igan, has been spending some time in his Michigan
territory of late.
Reports Growth of State Business.
Harry R. Fitzpatrick, traveling representative of
the Victor Talking Machine Co. in Wisconsin,
northern Michigan and northern Illinois, reports
that general business conditions are showing de-
cided improvement and that dealers are buying
more freely. Mr. Fitzpatrick makes his head-
quarters in Milwaukee. *
Takes Over Agency.
News has been received from Waukesha, Wis.,
that the Victor agency and stock of A. S. Putney,
Jr., located at 506 Grand avenue, has been taken
over by the Waukesha Victrola Shop.
Advertising Brings Results.
Milwaukee's two leading downtown department
stores which carry the Victor line, Gimbel Bros,
and the Boston Store, have been meeting with a
big business of late, partly as a result of the con-
sistent advertising carried on by both. L. C.
Parker, enterprising manager of the Gimbel Vic-
tor department, reports that Victor sales made
substantial gains during October. Carl W. Ab-
bott, in charge of the Boston department, has
increased his force and is making some fine sales.
Display for Benefit of Teachers.
It is safe to say that the teachers of the State
are now thoroughly familiar with the Columbia
line as a result of A. G. Kunde, Columbia jobblfr
and dealer of Milwaukee, featuring three types of
Columbia machines at the annual convention of
the Wisconsin State Teachers' Association, held
at the Milwaukee Auditorium, November 5, 6 and
7. Mr. Kunde had one large machine on the plat-
form, which was made good use of during the ses-
sions, and two other machines located in the
lounging rooms. R. G. Winters, Chicago, manager
of the educational department of the Columbia
Phonograph Co., was here in Milwaukee to assist
Mr. Kunde in the demonstration work.
Enlarges Quarters.
The Gensch-Smith Co. has been finding business
so good that it has been forced to enlarge its quar-
ters and has secured a space 16 x 20 feet in dimen-
sions adjoining its present store. The company
sold Style XI Victrolas to the Carlton Hotel and
the Layton school of Milwaukee last month.
Talking Machine in the Schools.
That the teacher of a rural school should by all
means secure a Victrola for her pupils, even if she
has to go out and 'borrow one from some family
in her district, was the contention of Miss Delia
E. Kibbe, Chippewa Falls, Wis., who spoke on
"Music in the Rural Schools" before the recent
annual convention of the Northwestern Wisconsin
Teachers' Association, held at Eau Claire. Miss
Kibbe recommended the use of mechanical instru-
ments in every grade in the rural schools as a
means of teaching appreciation of music, and
urged the teacher to secure a Victrola at any cost.
She suggested the greatest care in the selection
of records, and laid particular emphasis on the
necessity of the country school teacher realizing
the importance of musical work, because of the
influence it would have upon the pupils.
LONG CABINETS
A NEW PATTERN FOR 1914-15
New illustrated matter of
the whole line will be cheer-
fully sent on request.
Kindly anticipate your re-
quirements, naming dates for
shipments.
D70
FOR VICTROLAS VIII. and IX.
Mahogany, Fumed Oak, G. 0. and W. O.
The Geo. A. Long Cabinet Co.
Hanover, Pa.
Address Clement BeeCrof t, Sales Manager
309 W. Susquehanna Avenue, Philadelphia
28
THE TALKING MACHINE WORLD.
The PATHEPHONE
and Pathe Double Disc Records
THE MACHINES:
Beautiful in appearance, and
the result of the combined talent
and experience of the Pathe Freres
vast establishments in Paris, Berlin,
London, Petrograd and Vienna.
Our largest model machine will
be equipped by us to play every
make of Disc Record on the
market, and play it perfectly.
Our goods are sold under our
own patents, applied patents and
copyrights, or under arrangement
of patents held by others, so that
any dealer can handle our goods
without fear of intimidation or law
suit.
The Pathephone, as to mechanism,
acoustics and style, is the best on the
market. We make this statement
unqualifiedly.
Bigger Volume!
Better Tone!
Played with a permanent
round sapphire instead of
a needle.
THE RECORDS:
Sweet in tone — true to nature —
rich in quality — full in volume.
Many thousands of selections —
Bands, Orchestras, Vocal and
Instrumental, Opera Stars, Popular
Singers, Dance Music, etc.
We claim and will demonstrate
that the Pathe Discs (all double)
are superior to anything on this
market. They are made by the up-
and-down cut system of recording.
Model 175 — $175.00
We are now ready to receive
the applications of jobbers and
dealers and solicit your visit and
correspondence.
SIZES AND PRICES OF
DOUBLE RECORDS:
ll!/2-inch . . $ .75 to $2.00
14 " . . 1.25 " 2.50
20 " . . 4.00
Latest Selection of
OPERA DISCS
Music on Both Sides
Catalogs Ready
DANCE DISCS
Endorsed by
Maurice and Florence Walton
Model 50 — $50.00
PATHE FRERES PHONOGRAPH CO.
29-33 WEST 38th STREET NEW YORK
THE TALKING MACHINE WORLD.
29
AN EFFECTIVE WINDOW DISPLAY OF VICTOR MACHINES.
(Special to The Talking Machine World.)
Lansing, Mich., November 9. — The accompany-
ing illustration shows the work of Max Wenzel,
manager of the talking machine department in
the large furniture store of M. J. & B. M. Buck
of this city. Mr. Wenzel has shown a decided
aptitude not only for display window work of
the better sort but also for the arrangement and
conduct of the depart-
ment itself. Mr. Wen-
zel has vastly in-
creased the business
of his section and
supervised and recent-
ly made a large num-
ber of improvements
and alterations de-
signed to care for an
ever-increasing pat-
ronage.
Mr. Wenzel is very
friendly with George
P. Cheatle, traveling
sales manager of the
Talking Machine Co.,
of Chicago, and while
the latter was in Lansing recently the two discussed
plans for additional betterment of the department
work. Mr. Cheatle reports an excellent business
all through this section of Michigan.
ACTIVITY REPORTED IN ST. LOUIS.
Jobbers and Dealers Make Excellent Reports
— Koerber-Brenner's Expanding Trade —
Higher Priced Outfits Have the Call — New
Edison Dealers — No Pessimism at Columbia
Co. — Recent Visitors to the Saintly City.
(Special to The Talking Machine World.)
St. Louis, Mo., November 9.— All of the local
jobbers assert increases over last year and stand
ready to show monthly totals. With the retailers
the situation is slightly different. All are doing
more business, apparently, than dealers in other
lines, and those who cater chiefly to the high-
priced trade, from $75 a machine and up. are
beating last year's sales records. Those who sell
chiefly lower-priced machines are finding the sled-
ding a bit hard, but, as outstanding monthly col-
lections are improving rapidly, they expect the
sales business to pick up as soon as the wage
earners are again returning to hours that leave
a margin for some luxuries.
B. B. Taylor, for five years with the Victor fac-
tory sales force and recently located in Illinois
for that company, has joined the sales staff of the
Koerber-Brenner Music Co., of this city, and will
travel in Missouri, Illinois and Indiana in the in-
terests of the, Victor line, which now is handled to
the exclusion of all other music goods by the
Koerber-Brenner Co.
E. C. Rauth, secretary of the Koerber-Brenner
Co., says that their trade is excellent and totals
are showing a marked increase over last year's
sales. This company has experienced a little show
of dull trade in most of their rural territory,
although some parts of the South have been slow
in placing orders. In the grain country the talk-
ing machine dealers are ordering freely, feeling
sure that the people will buy when they sell their
grain, which is slow going to market this year
because of a natural desire on the part of the
farmer to share in the war prices, which all be-
lieve are bound to come.
Manager Robinson of the Thiebes Piano Co.
talking machine department reports an improving
trade, and he continues to dwell on the opportu-
nity to compare the three leading makes of ma-
chines at the demonstration rooms of that com-
pany. Mr. Robinson has added to his sales staff
L. B. Prince, formerly with the Thiebes Co., but
recently working in the East, and R. G. Shelp,
recently with the talking machine department of
the Vandervoort Music Salon
Aeolian Hall is now selling Columbias and is
meeting with good success. The additional space
recently gained for the retail department through
the first floor demonstration rooms has been appre-
ciated of late.
Manager Irby Reid, of the Columbia warerooms.
is very proud of the feat of his eight-year-old
daughter Dorothy, who has sold a Columbia ma-
chine to her school in Webster Groves, a suburb.
At the Columbia warerooms there is a positive
rule against pessimism. Everybody there must be
optimistic, and visitors who would be treated cour-
teously must express similar views. As a conse-
quence business is going ahead nicely.
Business with the dancing teachers and dance
halls has resulted in an extraordinary sale
of dance records, which has been stimulated also
by the large advertisement, almost a two-page
spread in a local newspaper, in which the local
Columbia houses have joined in advertising such
records. If anything, the dance records are
eclipsing the last year's record, which was consid-
ered phenomenal.
Mr. Salmon, of the wholesale department, re-
ports a steady betterment of jobbing conditions,
and he says that local dealers are buying freely
in anticipation of a good winer's business on the
strength of the improvement they have seen in
local conditions. The orders from, the country,
too, are reported on the up-grade.
The Silverstone Music Co. is quite proud of
two recent additions to the list of local Edison
disc dealers, which has a total of fifteen in this
city and environs. One of these two is the Kun-
kel Bros. Music Co., of which Prof. Charles Kun-
kel is the leading spirit.
The other addition to the list is the Royal Music
House, of 5906 Delmar avenue, opened by Roy
L. Wilson, recently an executive of the Banner
Buggy Co., a flourishing institution of this city.
Some recent visitors to the Silverstone Music
Co. include: J. W. Milligan, Carbondale, 111.;
W. H. Day, manager C. W. Best & Sons, Freder-
icktown, Mo., and J. H. Bennett, of Sullivan, Mo.,
who is selling machines in the Ozark Mountains
on the old sewing machine wagon plan and who
is making a success of it.
A. H. Reynolds, of the Silverstone Music Co.,
is making a Southern tour.
"SATISFACTION AT BLACKMAN'S
COSTS NO MORE
THAN
DISSATISFACTION ELSEWHERE"
BLACKMAN
If you are PARTICULAR about service and MUST HAVE
THE GOODS on time— there is ONE SAFE PLAN
MAKE BLACKMAN YOUR JOBBER
BLACKMAN TALKING MACHINE GO,
J. NEWCOMB BLACKMAN, Pres.
97 CHAMBERS ST., NEW YORK
VICTOR and EDISON Distributors
30
THE TALKING MACHINE WORLD.
THE CENTURY
A Distinct Innovation in Talking Machines
Examine the illustration shown above, and see if such a talking machine will not fit per-
fectly into your business.
These instruments are produced by a corporation which, for years, has had a well estab-
lished and successful business, and it will be seen that the Century Cabinets will harmonize
perfectly with library or drawing room furniture.
They are being made in four styles, including the Chippendale, Sheraton, Colonial and
Artcraft, each style true to the period which it* represents. They retail at $150 and $200.
A feature of these instruments is that they will play any record on the market. To do
this requires but an instant adjustment, changing the position of the sound box and the inser-
tion of a needle or jewel point. No separate attachment is necessary for the different types
of record.
Dealers will see at once what trade possibilities are open to them with this new line.
In the illustration is shown a Cabinet in the Sheraton style. Units for storing music rolls
are interchangeable with units for disc records. The method of filing and indexing records is
the most flexible and efficient yet offered.
All who have listened to the Century have been enthusiastic in their predictions for it.
The musical qualities are remarkably clear and pure, and the overtones of the different instru-
ments are brought out with surprising effect.
As a musical instrument, the Century is destined to immediately win high rank.
Recollect, the Century is not an experiment. It has been perfected by the manufacturers,
who feel that in inviting attention to the Century phonograph they are offering a product
which will be approved by the talking machine trade.
Behind the Century stands a complete organization which is in a position to cater to the
increasing demands of the talking machine trade.
For full particulars address
<C«^ The Century Cabinet Co. >C«^
1182 BROADWAY NEW YORK CITY
THE TALKING MACHINE WOULD.
Si
GEO. W. LYLE REVIEWS CONDITIONS.
Vice-President of Columbia Graphophone Co.
Very Optimistic Regarding the Business Situ-
ation Upon Return from Transcontinental
Trip — Some Recent Important Columbia
Connections Throughout the Country.
"Although general business conditions through-
out the country are not of the best," says George
W. Lyle, vice-president of the Columbia Graph-
ophone Co., New York, who returned last week
from an extended trip to the Coast, "there seems
to be a much more optimistic feeling prevailing,
and now that business is adapting itself to the
European war conditions, trade in all lines seems
to be improving steadily.
"Columbia business, notwithstanding these un-
settled conditions, was never in better shape than
POSITION WANTED
By a highly educated young married man who has had
eight years' experience as a talking machine store man-
ager. Am thoroughly familiar with Victor and Columbia
product and know how to build up your business. Would
not object to going to a small, good city. Address "W. A.,"
care The Talking Machine World, 373 Fourth Ave., New
York City.
PARTNER OR MANAGER WANTED
Wanted for my branch store, 246 Huntington Ave., Boston.
This establishment is located in the very heart of the mu-
sical center. I want a man who understands the Talking
Machine business thoroughly and can produce results. This
is a splendid opportunity for the right man. Rosen's lalk-
ing Machine Shops, 3 School St., Boston, Mass.
AN UNUSUAL OPPORTUNITY
In order to take care of its rapid growth of business a
Talking Machine Company (.operating under Victor con-
tract), with excellent references, show room and equipment,
doing a very successful business, with a most favorable
lease, finds it necessary to increase its capital stock by
$!2u,00u. It would be pleased to correspond with one who
can take an active part and furnish additional capital. If
you mean business, can qualify and take active part, give
a few particulars and an interview will be arranged for.
Address "Finance," care The Talking Machine World, 373
Fourth Ave., New York City.
WANTED
Business partner in an established Talking Machine
Company selling Victor and Edison machines. Best
of references required and given. Address Smith,
care The Talking Machine World, 373 Fourth Ave.,
New York City.
WANTED FOR CASH
Wanted to buy job lot of disc Talking Machines
and records. Will pay cash. Address "Cash," care
The Talking Machine World, 373 Fourth Ave.,
New York City.
AN OPPORTUNITY
Capitalist and business man wanted (or for sale)
to handle patented invention (not an attachment),
but consisting of an entirely new PHONOGRAPH
TELEPHONE, etc., etc., instrument which elimi-
nates all distortion of form or quality, superior to
any known method on the market. The correct
recording, reproducing and transmission of music
at last made possible. Your business and finan-
cial responsibility a first requirement. For further
particulars address Palys L. Chevrier, 1910 Hill-
crest Road, Hollywood, California.
FOR SALE
1,500 brand new double-faced 10-inch records,
mostly band selections. Must be sold at once at
20 cents each. Address The German Phonograph
Co., 275 South Fifth street, Brooklyn, N. Y.
WANTED
An experienced Talking Machine saleswoman. Apply by
letter only' Globe Talking Machine Co., 9 West 23d St.,
New York City.
at present, and this is evidenced in the fact that
our sales totals this year show a substantial
margin over those of 1913, our previous banner
year. Internationally prominent concerns are ar-
ranging to handle Columbia product, and the high
standing of many of the new accounts we have
closed the past few months indicates a movement
towards Columbia goods more pronounced than
at any time in the history of the company. Mar-
shall Field & Co., the Aeolian Co., the New Eng-
land Furniture & Carpet Co., and the Denver
Music Co. are all concerns whose prestige is coun-
try-wide, and recognized in all trade circles."
While on the Pacific Coast, Mr. Lyle made ar-
rangements with a manufacturer of talking
machine cabinets, it being the intention of the
Columbia Co. to have manufactured on the Coast
a large portion of their cabinets for the far West-
ern trade, providing suitable quality of product
can be assured.
Mr. Lyle states that the new Columbia Graf-
onola "Leader" with the individual record ejector,
an exclusive Columbia feature, has met with a
most pronounced success, and while this has been
announced and advertised but once or twice, or-
ders have been placed for over five carloads of
the special record interiors and orders for this
type of machine are over 1,500 in arrears.
While on this trip, Mr. Lyle attempted to make
clear to the trade that the demand for Columbia
product in this country was such that he feared
there would be a greater shortage of machines
than ever and that dealers must anticipate their
requirements, placing their orders now so that
they may protect themselves for the holiday busi-
ness which is so close at hand.
OHIO ASSOCIATION ACTIVE.
The Northern Ohio Victor Association Con-
siders Important Questions at Meetings, In-
cluding That of Sending Records Out on
Approval and Price Cutting.
(Special to The Talking Machine World.)
Cleveland, O., November 7.— The Northern
Ohio Victor Association, which was organized last
January, has held several well-attended and very
interesting meetings in this city during the last
few months and discussed various questions of
importance to the trade.
A question that has aroused much interest on
the part of the association members is that of
sending records on approval to the homes of ma-
chine owners. It is the consensus of opinion that
records should be sent on approval only when the
customer agrees to retain and pay for at least 50
per cent, of such records. It is probable that a
rule to this effect will be put in force by the asso-
ciation at its next meeting. And it will also be
provided that no records will be sent upon ap-
proval after they have been demonstrated in the
warerooms.
The question of price cutting has also been a
live topic of discussion in association circles, for
in Cleveland, as in many other cities, there are
always numerous reports of certain concerns in-
dulging in price cutting. It is the intention of the
association to investigate all such reports thor-
oughly and to take united action when the reports
are found to be true.
NEW CRESCENT JVIACHINE MODELS.
Two Low Priced Machines Among Those An-
nounced by the Crescent Talking Machine
Co. — Play Both Styles of Records.
The Crescent Talking Machine Co., 99 Cham-
bers street, New York, announces several new
models of Crescent talking machines, among them
being a model which retails at $12.50 and one for
$15. The company also is advising the trade of
its line of "Crescent" records, which will be vigor-
ously exploited as the weeks go on. In connection
with the models of Crescent machines, the com-
pany features the fact that a mere turn of the
soundbox enables one to play both styles of
records.
It's far easier to take things as they come than
to chase after them when they've gone.
"It Pays to
Advertise"
Our increased fa-
cilities for VICTOR
service, adver-
tised in the Talking
Machine World,
has brought us
many new deal-
ers.
At Your
Service
Is not an empty
slogan with us.
We can deliver
the goods.
Send us the next
order that your
present jobber
cannot fill.
VICTOR DISTRIBUTORS
EXCLUSIVELY
563 5th Avenue
NEW YORK
32
THE talking machine world.
Every Columbia dealer can complete
Make this "Christmas" season the most profitable youVe ever known
by helping your patrons make this the most enjoyable Christmas they've
ever known. You can if you really go after the people who are being
told this month, in every class of standard publication, about the Columbia
Grafonola as the ideal Christmas gift, and* who are being urged to come
to you to see it and hear it. Your own good salesmanship can easily com-
plete these sales already half made— you have the "proofs" right in your
store— turn the buying interest we are creating into cash for yourself.
Show the new "Leader," with its distinctive
and exclusive Columbia feature, the individual
"record ejector." At its price, $85 with the
record ejector, $75 with ordinary record
racks, it is just such a musical instrument
as will appeal to those who desire the ap-
pearance and solidity of the highest priced
at a considerably lower cost. And not for-
getting, of course, to emphasize its won-
derful tone quality.
And to those who have fixed $50 as about
what they want to spend, and expect to get
in return almost every feature that any "talk-
ing machine" at any price can offer, show the
"Favorite." You need hardly be told of the
importance of the "Favorite" as a representa-
tive Columbia, or reminded how great the
market has always been for this model.
If your customer prefers to make his cost limit $25, you
can certainly show him wonderful value for his money in the
"Kclipse." And when he understands that the difference be-
tween the "Kclipse" and the more expensive Columbias is one
of degree — of tone volume, of such items as size, record com-
partments, covering lid, finish and motive power — he is pretty
sure to realize that his $'25 is .buying him a great deal of
quality.
No matter what price limit may be set, every
customer should surely see and hear the "De
Luxe" at $200. It is such a perfect demonstration
of the finest achievement in cabinet instruments
that it will convince him beyond argument of the
superiority of the Columbia. And if price is sec-
ondary with him, it is the "De Luxe" he will buy.
You will find many who want an instru-
ment that most nearly approximates the "De
Luxe" in size — but want to invest about half
of its cost. These persons will find their
ideal in the "Mignonette" at $100. And when
demonstrating the "Mignonette" you have an
excellent opportunity to emphasize once
more the superlative Columbia tone, so strik-
ingly embodied in this model.
You will likewise have many callers who
are convinced they want a Columbia, one
that will play any and all music well, but who
are not prepared to spend even as much as
$25. The "Meteor" enables you to give them
just what they want — a real Columbia; and
at the price, $17.50, a wonderful demonstra-
tion of the continual fun and pleasure af-
forded by these ideal musical instruments.
It makes a gift that is a real gift.
Whatever model of a Columbia Grafonola your customer finally
decides to buy, you know he is buying a musical instrument
that in tone, tone-control and in every refinement and feature
making for perfection he is buying the best. And putting this
enthusiasm into the selling means easy sales and many sales.
Make Up Record Suggestion Lists: Don't overlook the big profit possibilities that the Record sales hold. Make up lists of records, from a few at
65 cents each to complete assortments of every class of music. The Columbia Catalog makes this easy to do, and it means money for you. Remember,
the purchase of a Columbia Grafonola for a gift will be all the more complete for an outfit of records. And your suggestion will carry weight with the
person buying a machine, when it comes to buying the records to go with it.
THE TALKING MACHINE WORLD.
33
iany family circles Christmas Morning
Columbia Graphophone Co.
Woolworth Building, New York
Dealers wanted where we
are not actively represented
THE TALKING MACHINE WOULD.
CHRISTMAS
Gifts that are Substantial
rather than mere trifles are yearly being
bought by the majority of people. You
should be able to promptly dispose of
your share of record cabinets manufac-
tured and advertised by
The Herzog Art Furniture Co.
Saginaw, Mich.
CHRISTMAS
Gifts that are Appropriate
to the season, especially music-gifts, are
joyful investments. The Herzog Rec-
ord Cabinets are appropriate gifts for
Christmas, and many of them will be
bought because they are so well adver-
tised by
The Herzog Art Furniture Co.
Saginaw, Mich.
Now Made in Two Grades-££ ;A-=SL"2Lg
Grade " A " is the highest quality cover made, with government Khaki and interlined
with four layers of heavy felt. Grade "B" is also made of Khaki, but is interlined with
cotton, this grade being made in response to a demand for a lower-priced cover. For
lasting durability, however, Grade "A" is recommended.
LANSING
KHAKI
MOVING
COVER
For Talking Machines
We also announce our new No. 3
strap, which sells to the dealer at
$1 each. This is equipped with
patent buckle (no teeth) and is
made of 3-ply heavy webbing.
PRICES
Grade A — Small Covers. . $5.60
Large " . . 8.50
Complete with strap and patented buckle
Grade B — Small Covers. . $3.85
Large " . . 6.00
Complete with strap and patented buckle
E. H. Lansing
611 Washington Street
WITH NEW No. 3 STRAP. BOSTON, MASS.
ORDER TO-DAY
One grade "B," large size, Lans-
ing Khaki Cover, complete with
No. 3 strap and patent buckle, $6.
Same for any small machine, $3.85
COUPON
E. H. Lansing,
Boston.
Enclosed find $. . . . for
Khaki covers.
Name
Address
THE TALKING MACHINE WORLD.
"Nonpareil" means "of unequalled ex-
cellence." And the country has plenty
of proof that the Columbia Grafonoia
"Nonpareil" at $150 was well named.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
ENTERS TALKING MACHINE FIELD.
Century Cabinet Co. Ready to Introduce to the
Trade the Century Phonograph and Record
Filing Cabinet — Several Handsome Styles
Prepared — Some Details Regarding the
New Products and Their Distribution.
The Century Cabinet Co., 1182 Broadway, New
York, one of this country's largest and most suc-
cessful manufacturers of book cases and filing
cabinets of all descriptions, has entered the talking
machine field, after many months of preparation.
The company has just placed on the market, and is
now ready to deliver the Century phonograph and
record filing cabinet which is composed of three
units — a phonograph in one unit, and two record
filing cabinets, or one record and one player roll
cabinet, if desired.
According to present plans four styles of cabinets
will be issued, the Chippendale and Sheraton styles
to retail at $200 each and the. Colonial and Art
Craft to retail at $150. These styles are faithful
reproductions of the periods they represent, and
are finished in the same high-grade manner that
has characterized the manufacture of the Century
Cabinet Co.'s products in the book case and filing
cabinet fields.
The phonograph which is contained in the top
unit embodies certain new and perfected repro-
ductive principles which were carefully tested and
tried out at the company's factory in Utica, N. Y.,
and their musical value established before they
were included in the completed phonograph. The
Century phonograph is equipped to play any record
on the market, without the use of any attachment
whatsoever. By slightly changing the position of
the sound-box and the insertion of a needle or
jewel as may be desired, the phonograph is ready
to play records cut laterally or on the hill and
dale principle.
The Century phonograph and record filing-
cabinets are designed to harmonize completely
with the furnishings of any room wherein they
may be placed. The three units combine to make
a most artistic piece of furniture, and additional
units harmonizing in every detail with the original
phonograph and cabinets will be furnished as
needed.
The filing cabinets contained in the Century
units embody a perfected method for the filing of
records which makes for accessibility, safety and
convenience. Each unit will contain 150 records
of average thickness, or 75 thicker records. A
patented principle termed a "rocker" permits of
the instantaneous selection of a desired record
without the necessity of holding aside the records
not wanted.
The Century Cabinet Co. will market its prod-
ucts through the usual methods of talking machine
distribution. The sale organization is rapidly
nearing completion, and the excellent reproductive
powers of the Century phonograph, the fact that
it plays any make of record on the market with-
out any extra attachment and the artistic appear-
ance of the cabinet are some of the important
sales arguments which will be presented.
The Century Cabinet Co. controls two large
factories at Utica, N. Y., and Fort Plain, N. Y.,
the former one now being given over in part to
the manufacture of the Century phonograph and
record filing cabinets. The company has fur-
nished filing cabinets to the United States Gov-
ernment for many years, and is well known from
coast to coast by reason of the success of its book
cases, filing cabinets, etc.
NEW QUARTERS IN HOBOKEN.
Herman Jaffee Planning 10 Occupy Handsomely
Equipped New Store in That City Later This
Month — Handles the Victor Line.
Herman Jaffee, who for several years past has
sold Victor talking machines and records at 122
Washington street, Hoboken, N. J., in connection
with a stock of sporting goods and photographic
supplies, has made arrangements to move to new
and larger quarters at 118 Washington street
shortly after November and as soon as the prem-
ises are remodeled to meet his requirements.
The new store will be equipped with four hand-
some sound proof booths having plate glass panels
and being decorated with dainty carvings on the
frames. The booths, as well as most of the wood-
work in the store will be finished in ivory effect.
On the opposite side of the store from the booths
will be the record department and general ma-
chine showroom, also in ivory finish. The photo-
graphic and sporting goods departments will oc-
cupy considerable space in the front of the store.
Modern show windows with Mr. Jaffee's name,
and the words Kodaks and Victrolas set above in
leaded glass will insure the attractiveness of the
new store from the front. A working sign using
500 electric light bulbs will also be a feature that
will prevent anyone passing along Washington
street from overlooking the new store.
The war in Europe has had a direct and bad
effect on Hoboken's business owing to the fact
that several large German steamship lines dock-
ing at that city have been forced to suspend ser-
vice and lay off hundreds of sailors, longshore-
men and other employes, but there is still business
to be had by those who go after it.
The "OGDEN"
A Sectional Filing Cabinet and- Sales System
that—
— Saves time
— Saves money
— Saves space
— Cuts out dead stock
— Increases sales
— Fits your needs
and we are now prepared to make delivery on
short notice. Fifty cabinets now on the floor
and orders will be filled in order received — be
the first to get yours in!
^WORTH TEN TIMES ITS COST
This Sales System Envelope keeps track of what you sell and what
you need — a perfect and automatic inventory, showing profitable and
slow sellers. Envelopes arranged for upright or flat filing and will
fit any system.
Ready For Delivery!
72,000 in stock. Immediate shipment
made of all orders. Order direct,
giving name of your distributor.
J. B. OGDEN
LYNCHBURG, VA.
36
THE TALKING MACHINE WORLD.
NOW ASSISTANT SALES MANAGER.
Thomas J. Leonard Appointed to This Post by
Thomas A. Edison, Inc. — Familiar with the
Policies and Plans of This Big Organization.
The accompanying photograph presents Thomas
J. Leonard, who a few months ago was appointed
assistant sales manager of the phonograph de-
partment of Thomas A. Edison, Inc. Mr. Leonard
has been connected with the Edison interests since
1895 and is thoroughly familiar with the policies
and plans of this big organization. He was asso-
ciated as assistant sales manager of the dictating
machine department, as well as being connected
with the auditing staff, and was in immediate
charge of the house publications.
Previous to his coming with the Edison Co.
Mr. Leonard was connected with the General Elec-
Your Opportunity
50 cents stamps brings you a sample of our
highly perfected Standard Fibre Needle Cutter.
25 cents stamps brings you a sample of our
simple and accurate Standard Automatic Stop.
Samples sent only to bona fide dealers writing on their busi-
ness letterhead. Place regular orders through your jobber.
STANDARD GRAMAPHONE APPLIANCE CO.
173 LAFAYETTE STREET NEW YORK
RECEIVES SOME STRONG PUBLICITY.
Pathescope Featured in Interesting and Effec-
tive Manner as One of the Prizes in the
School Contest of the New York Tribune.
Thos. J. Leonard.
trie Co. and the American Locomotive Co. at
Schenectady. He has also served his time as a
newspaper reporter. So, with this training, there
is no question but that the future holds excellent
opportunities for the utilization of his ability.
■*eel from
which film
is unwound
OPTIMISTIC OVER OUTLOOK.
Discussing business conditions recently with Wm.
K. Kaplan & Co., 316 Fulton street, Jamaica, N. Y.,
they stated that business for June, July and August
showea an encouraging increase over the corre-
sponding months of 1913, and that there was a
falling off in trade for the month of September,
due, no doubt, to local and general disturbing busi-
ness conditions about this time. The outlook has
improved materially, and Wm. Kaplan & Co. look
forward to a very active holiday trade.
Two interesting interior views of the Kaplan
warerooms have recently been sent out by this
house, one showing the interior resources of the
warerooms and the other showing a member of
the firm at his desk in his office.
The Pathescope is being prominently featured
in the New York Tribune, one of the leading
local newspapers, in a special voting contest which
is being introduced by
that paper for the most
popular schools in
Greater New York. The
schools are divided into
classes and a total of
twenty Pathescopes will
be awarded to the lead-
ing schools.
In order that the many
merits of the Pathe-
scope may be adequately
impressed on the minds
of its readers the New Film winds
up on this
York Tribune has been r£,i
running half and full
page advertisements in
its paper calling atten-
tion to the educational
and entertaining values
of. the Pathescope, and
laying particular stress
on the desirability of a
school owning a Pathe-
scope. These advertisements are forcefully pre-
sented and well illustrated, the accompanying cut
of a Pathescope giving a fair idea of the careful
consideration given the constructional features of
the Pathescope in this publicity.
The Pathescope hardly needed any introduction
to the New York public, as the splendid success
it has achieved in exhibitions at the John Wana-
maker auditorium has already won for it the ap-
proval and admiration of thousands of motion
picture lovers. The recent introduction of the
Pathescope as a perfected instrument for the dis-
play of motion pictures in the home was well cal-
Film is always in
Lamp home, containing
incandescent electric
light
Easy tu.'ning
crank handle
culated to meet with emphatic success, and the
satisfactory results secured by the company to
date are evidenced in the fact that the Pathescope
is now being handled by prominent houses, includ-
ing talking machine dealers, from coast to coast.
Pearsall
Victor
Service
New York
WHAT the Victor dealer wants to-day is more
of a "friendly service" — a service which not
only involves the quick and complete furnishing
of Victor machines and records, but includes co-
operative consulting with regard to business
management in general. This is the character of
Pearsall service, and this is why a large number
of new dealers have been enrolled as Pearsall
boosters.
Test our service for the holidays! It will prove
profitable to you.
Silas E. Pearsall Co.
Victor Distributors
18 W. 46th St. (near Fifth Ave.), NEW YORK
THE TALKING MACHINE WORLD.
37
CARRYING AN IMMENSE STOCK.
C. Bruno & Son, Inc., Are Well Prepared for
Big Victor Demand During the Holidays.
The accompanying illustration taken recently at
the uptown storeroom of C. Bruno & Son, Inc.,
reinforced by a service that is complete and
prompt. "Particularly at this season of the year,"
said Mr. Bruno, "the average dealer needs
goods promptly, and also requires that his
order be completed in full. This, of course, puts
it up to the jobber for close co-operation, and as
we specialize in working with the dealer, he re-
deep affection. It will, therefore, be a source of
pleasure and gratification to them to know that his
new and broader field offers an opportunity for
even greater usefulness, and even g.eater achieve-
ments.
"John A. B. Cromelin, who has been appointed
general manager, entered the service at the bottom
of the ladder when he was a boy, eighteen years
ago, served as private secretary of the president
and later as assistant executive officer in Bridge-
port. Thirteen years ago he was transferred to
Europe, where he was employed in Paris and Ber-
lin. He was St. Petersburg manager and for the
last four years has been European general manager.
His successful record in the latter capacity, where
his duties have been in many lespects like those
of his new position, is a natural prelude to his ad-
vancement.
"Louis Sterling, the new European general man-
ager, has been the sales manager in Europe for a
number of years and justly bears the reputation
of being one of the most popular men in the
trade."
Part of the Great Stock of Victor M
353 Fourth avenue, New York, gives an adequate
idea as to the extent of the Victor machines con-
stantly carried in stock by this Victor distributer.
This branch of the Bruno business is under the
personal direction of Chas. F. Bruno, secretary
and treasurer, who believes thoroughly in the
"wholesale only" policy of the concern, this being
achines Carried by C. Bruno & Son, Inc.
ceives a service that is of exceptional strength.
Nothing is more exasperating tha^n to order goods
and not get them, especially when the dealer has
a customer for the goods that he orders. This is
why we work hand in hand with the merchants,
and explains why this branch of our business is
constantly growing."
GEORGE W. LYLE RESIGNS
As General Manager of Columbia Co. to Give
More Time to Broader Interests of Company
— J. A. B. Cromelin Succeeds Him — Presi-
dent Easton's Fine Tribute Deserved — Pro-
motion for Louis Sterling in London.
service of the company owes him a substantial debt
of gratitude, and those who know him personally,
as so many do, combine with gratitude a sense of
IMPORTANT NE\V_PATHE AGENTS.
The Pathe Freres Phonograph Co., 29 West
Thirty-eighth street, New York, announced the
closing of several important deals this week
whereby the machines and records manufactured
by this company will receive adequate represen-
tation at the hands of prominent concerns.
The most important of these new agencies is
Marshall Field & Co., Chicago, 111., internationally
prominent as one of the leading . merchandising
institutions in the world, who are in a most
advantageous position to introduce the many merits
of the Pathe Freres line.
Other new agencies include the N. Snellenburg
Co., Philadelphia, Pa., one of the best-known de-
partment stores in the East, which now maintains
a large and successful talking machine depart-
ment, the Atlantic Talking Machine Co., Boston,
Mass., a recently formed concern which will han-
dle the complete line as jobbers in an aggressive
manner, and Ludwig Baumann & Co., New York,
one of the prominent local furniture houses.
George W. Lyle, first vice-president of the
Columbia Graphophone Co., who, in addition to
his duties as director and member of the executive
committee, has held for many years the position
of general manager, resigned the last name posi-
tion on November 12, in order to be re-
lieved from the details incident to the great growth
of the business and be freer for consultation with
the president and directors, and to give more de-
liberate attention to the larger matters of the com-
pany, in which his long and intimate experience
has made him so valuable.
John A. B. Cromelin, European general manager,
has been transferred and appointed to the vacancy
and Louis Sterling, at present European sales-
manager, has been appointed European general
manager.
President Easton in commenting on the changes
said to the Talking Machine World :
''Mr. Lyle was appointed general manager in 1904
and has, therefore, held the position for nearly
eleven years ; so long a time that more than ordi-
nary notice should be taken of his change of duty.
He has performed his work with rare ability and
conscientiousness, regardless of his own comfort,
convenience and health, with an eye single to the
interest of the company, and with the energy char-
acteristic of a human dynamo. During my dis-
ability and absence after the panic of 1907 he was
for several months sole executive of the company,
and by his able administration of the many in-
tricate problems presented during that perilous
time, earned the admiration and gratitude of all
of the officers, employes and stockholders of the
company. He so directed the affairs of the com-
pany as to change the showing on the balance
sheet from the low point of 1908 to the very sub-
stantial profits of recent years and the present time,
building up sales by leaps and bounds. Everyone
concerned, from the highest to the lowest in the
Your Victrola Stock
Can Be Complete All the Time
If You Avail Yourself
of the Grinnell Service
Our location enables us to serve with especial
promptness all Victor dealers of Michigan, Ohio,
Indiana and adjoining States.
We have constantly on hand an immense stock —
ready at all times for emergency calls. Your orders
will receive immediate attention, and the transporta-
tion facilities at our command insure the very quickest
delivery.
Check Up Your
Stock Now
Be ready for the greatest Victor, Victrola and
Record business you've ever done. Send in an order
to-day for the stock you're low on. Give the Grinnell
service a test. You'll find it equal to your every
demand.
GRINNELL BLDC DETROIT
Grinnell Bros.
Grinnell Building, 243-245-247 Woodward Ave., Detroit
38
THE TALKING MACHINE WORLD.
It's safe to say because it's easy to prove
—that the dance product of the Columbia
Record Laboratory maintains an unparal-
leled high average.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
NEW STORES INJTHE TWIN CITIES.
Three New Columbia Dealers Enter the Field
After Visit of Vice-President Lyle — New
Edison Stores Also Opened — Edison Shop Is
Most Attractive — Heavy Victor Business.
(Special to The Talking Machine World.)
Minneapolis and St. Paul, Minn., November
9. — Three Columbia stores have been opened in the
Twin Cities since the October issue of The Talk-
ing Machine World went out on its mission — two
in Minneapolis and one in St. Paul. Following
the visit here a month ago of President Lyle, of
the Columbia Co., came Clifford Ely, traveling-
agent of the wholesale department, and 'he re-
mained ten or twelve days, and at the end of his
stay saw three new branches in successful opera-
tion, in a measure due to his efforts, or at least
dependent upon his judgment. The Northwestern
Music Co., and the New England Furniture Co.,
which for a long time has had a Victrola depart-
ment, installed large stocks of Columbia Grafo-
nolas, records and supplies. In St. Paul the
Lehnert's Piano Co. on upper Wabasha street,
adds a Columbia section to its activities.
The new Edison Shop in St. Paul, under the
control of the Minnesota Phonograph Co., is an
architectural dream. It commands attention by
the beauty of the interior arrangements, and with
three street fronts has the most advantageous pos-
sibilities for display. Manager William Lucker
reports that the store is a real magnet and it
started to draw trade immediately it opened. A
Hawaiian tenor holding forth at regular intervals
has given the Kanaka records a great vogue.
The new Edison store at 612 Nicollet avenue,
Minneapolis, opened Saturday, November 7, for
business, but the formal opening is set for a later
date. This also is the last word in phonograph
display and demonstration establishments, and
with its sister in St. Paul, is calculated to bring
the Edison instruments to general public notice.
Manager Laurence Lucker states that his company
has distributed more than five carloads of Edison
goods since August 1. In every way the outlook
is excellent for the old favorite.
The popularity of the Victor instruments con-
tinues unabated, according to W. J. Dyer, of
W. J. Dyer & Bro., jobbers of these goods. The
country demands are hard to satisfy, while the
half-score retail stores in St. Paul and Minneap-
olis are doing excellent business. Their recital
programs, always well arranged, are attracting
crowds to this establishment.
Archie Mathies, of the Talking Machine Co.,
finds that trade is better than ever. The regular
Thursday evening recitals have been varied by th;
appearance of C. A. Pomeroy, a clever son of
Terpsichore, who has all the latest dancing steps
down to finest edge and is willing to show them
off to the public. The store is more than filled
on the nights that Mr. Pomeroy appears.
The weather in Minnesota this fall has been
too fine, declares C. P. Herdman, manager of the
St. Paul Columbia store. It is so nice that the
people are out motoring or promenading when
they should be at home around a grate fire listen-
ing to Columbia music. It surely is true that not
only talking machine business, but all other busi-
ness, would be better if the weather was. not so
seductively pleasant.
NO MORE DELIVERY DELAYS.
J. B. Ogden Makes New Arrangements for
Manufacturing the Ogden Sectional Record
Filing Cabinets and Will Be Able to Make
All Shipments Promptly and Without Delay.
(Special to The Talking Machine World.)
Lynchburg, Vav November 10. — J. B. Ogden,
manufacturer of the Ogden Sectional Filing and
Sales System for talking machine dealers, which
has measured up fully to expectations wherever
installed, announces that he has made arrangements
with a large and responsible Western factory to
make up a large number of cabinets for him under
a guarantee that the cabinets will be delivered on
the dates specified in the contract and that he will,
therefore, be in a position to' meet every demand
of the trade promptly, without annoying delays..
Through the delay of the Southern factory which
formerly made the cabinets, Mr. Ogden was forced
to disappoint numerous customers who sought
quick deliveries, but the new arrangements will put
an end to those annoyances. Mr. Ogden now has
a substantial supply of cabinets ready for ship-
ment, so that dealers may secure them and enjoy
their advantages during the holiday trade.
OFFERING THE PATHEGRAPH AS PRIZE
The Pathegraph, manufactured by the Pathe
Freres Phonograph Co., 29 West Thirty-eighth
street, New York, was offered last Sunday by the
New York Tribune, one of the leading local news-
papers as a special prize for the public schools of
New York in a voting contest now being featured
by that paper. An illustration of the Pathegraph
was prominently displayed, and the contest edi-
tors called attention to the fact that the instru-
ment is a unique one, in that it is a combined
phonograph and music and language instructor.
In addition to playing Pathe discs in the usual
manner, the Pathegraph embodies a special at-
tachment for teaching music and languages, which
makes it particularly adaptable for school use.
TO DEAL IN PHONOGRAPHS.
The Ideal Phonograph Co., Plainfield, N. J.,
has been incorporated with capital stock of $10,000
to deal in phonographs. The incorporators are
Albert R. Palmer, Harry Lawson and William
Hollinger.
The L. S. Donaldson Co., Minneapolis, Minn.,
has just opened a new Victrola department in
its store, of which L. M. Knickerbocker, formerly
manager of the Stewart Dry Goods Co. in Louis-
ville, Ky., is in charge.
One of the most recent accounts closed by the
Columbia Graphophone Co. is that of Goldburg
Furnishing & Carpet Co., 143d street and Third
avenue, New York, which will handle the complete
Columbia line.
TO VICTOR AND COLUMBIA DEALERS
^Ulllllll ! !|
The PERFECTION
Attachment plays lateral cut records on
the Edison Disc Machine.
Do you want to sell records to owners of Edison Diamond
Disc Machines? If you do, carry our "PERFECTION"
attachment in stock.
Edison Disc machine owners will be coming- to you every
day, asking you if the records you sell can be played on their
machines. If you carry our attachment in stock, you not only
have a chance to sell it, but also to make record sales and add
a new name to your mailing list. We can also furnish you
with a reproducer which is fitted to our attachment. Price
of sample attachment $2.50, gold-nickel or bronze finish. With
reproducer, any finish, $4.75.
Cash or check must accompany each order for sample.
We will quote you quantity price on request.
NEW ENGLAND TALKING MACHINE CO.
132 Boylston Street
BOSTON, MASS.
THE TALKING MACHINE WORLD.
39
THE QUESTION OF SENDING RECORDS ON APPROVAL.
Discussed in an Illuminating Manner by Benj. Switky, the Well-Known Victor Distrib-
uter of New York, Whose Retail Experience in the Past Serves to Give Weight to His
Opinions — Difficult to Make Hard and Rigid Rules — Common Sense Must Govern.
A much mooted question in the talking machine
trade is that of the advisability of sending rec-
ords out on approval, and the opinions pro and
con have been numerous and varied. Some inter-
esting views on that important subject were re-
cently contributed to The Voice of the Victor
by Benj. Switky, the well-known distributer of
New York, who wrote :
The value of the practise of sending records out
on approval has often caused dealers to question
their own wisdom and judgment. Intended pri-
marily to stimulate and increase the total volume
of business and the consequent profits, it has
been found by many dealers to have the opposite
effect. While sounding good in theory, it seems
to work out badly in practice. Selecting records
on approval seems to be handled by the public in
such a way as to make it a sister scheme to the
music roll exchange or the circulating library. In-
stead of buying music rolls outright, the public pre-
fer to pay a modest sum for the use of the rolls,
thereby enabling them to enjoy a greater variety at
lesser cost. Therefore a little discussion on the
subject will do more good than harm.
To quote the sentiment recently expressed by
Ernest John, editor of The Voice of the Victor,
every dealer should have his convictions and should
sell and work and fight accordingly. Hence I
shall begin by saying positively that the practice
of sending sets of records out on approval is in
most cases unprofitable, harmful and greatly to
be deplored.
There are just a few conditions under which a
dealer is justified in sending records on approval :
1. If the customer is an invalid and cannot
cui.ie to the store.
2. If the customer lives at a great distance and
rarely, if ever, comes to your town.
3. If your store is uninviting, either because of
location or lack of interior comfort, and your cus-
tomer— particularly a lady — feels it incompatible
with dignity to condescend to trade at the store.
4. If your customer is a busy business man, who
doesn't mind spending money liberally, but who
simply cannot devote the time necessary to spend
the money.
5. If your customer is a millionaire — either
near- or multi-.
(i. When delivering a machine bought by one
person and intended for another- you might offer
to send some choice records for try-out; but be
careful to impress on your customer that you do
in H make a regular practice of doing this.
There may be one or two other instances in
which the extenuating circumstances are suffi-
cient to warrant "on approval" delivery.
But look the practice square in the face. . Ask
yourself one or two pertinent questions. Recall a
few instances in which good customers have been
spoiled. After that you may vote pro or con.
If you will turn over a few leaves of your
ledger (presuming that you have a number of
charge accounts) and compare the purchases of
Mr. Jones or Mr. Brown during last month and
several months previous, you will find that of late
they have not bought liberally. Oh, yes ! There
have been quite a few charges, but somehow the
merchandise credits are nearly equal to the charges.
You will recall that Mr. Jones was a dandy buyer
when he first started dealing with you. The love
of new records gripped him like an inter-
mittent fever. He needed a few records
for Sunday, and a few more newer ones
when expecting company.' If the next holi-
day happened to be Christmas, or Easter, or the
Fourth of July, you could count on selling him
$10 or $15 worth of selections appropriate to the
occasion. Somehow or other it is a fact that now
you get from Mr. Jones only $5 or $6 worth of
business a month — even less in some months.
Now, if Mr. Jones were to cease coming to the
store we would presume that he had either lost
interest in the Victrola or that he found the pace
of buying new records too strong to keep up with,
or perhaps he had gravitated to another dealer's
shop. Nothing of the kind ! He still drops in to
see you as usual. His enthusiasm has not waned
an iota. He is enjoying more new records than
ever before. There is just this little difference :
Instead of paying for his concerts, you furnish the
music free of charge. You charge a batch of rec-
ords to his account, deliver them, then you send
for the returns and issue a credit memorandum.
He is careful to keep a record or two, just for
decency sake, so as to repay you for your trouble,
and just so that you don't get wise to his scheme.
If you will watcli closely you will find that he
usually wants a new set of records sent to his
house on Saturday, so that he can play them over
on Sunday, or on the eve of a holiday, or just in
time to be played over at a gathering of friends.
Of course, the dealer is wise; or his bookkeeper
or clerks soon tip him off that there's nothing to
it — that Mr. Jones is using him for a good thing.
One little error in crediting the returns wipes out
the profit. In fact, the value of the salesman's
time in making up the selection, the delivering, the
bookkeeping, etc., have in advance dissipated the
profit on Mr. Jones' business. The return of one
record scratched may nullify the whole transaction.
Here is where the dealer finds himself in a di-
lemma. While realizing that he can never more
expect to see Mr. Jones' money in denominations
of fives, tens or twenties, he finds it embarrassing
to have to point out to Mr. Jones that he no longer
buys enough to make it worth while catering to
him. The situation becomes delicately compli-
cated. To continue the approval deliveries is irri-
tating. On the other hand, to suggest to the cus-
tomer that the privilege must be withdrawn is tan-
tamount to inviting him to transfer his patronage
elsewhere. For that is just what happens usually.
The "approval" game (I here speak from knowl-
edge local to New York City and vicinity) is be-
ing played overtime. After being turned down by
one dealer they drift to another, and then to still
another, in each case asking for records charged
on approval without even thinking it necessary to
first establish their credit responsibility.
As a test of the value of such* prospective cus-
tomers let the dealer submit to them two propo-
sitions : First, unless the credit is beyond ques-
tion, cash should be paid for the records. Second,
the customer must agree to keep positively a cer-
tain proportion of the records submitted — say one-
half, or not less than one-third.
Usually there are too many critics at home
passing on each record. If you are not there to
influence the choice of a selection you lose the
opportunity of making a sale. Although I believe
firmly in having harmony in the home, a salesman
will find it easier and more profitable to suit with
different records the individual taste of each mem-
ber of the household. If you leave it to them the
vote will never be unanimous, and so long as they
save money by rejecting, the noes will always win.
If you feel that you must go after the record
business by serving the customer at his home, then
let your salesman preside at the demonstration.
Leaving with a number of customers sets of the
new monthly records is detrimental to the best
interests of your record stock. First of all, you
are obliged to order too many of certain selections
that prove to be poor sellers — records that even-
tually drift back to the store and help to pile up
an unnecessarily heavy stock of surplus.
Sending out a package of certain selections on
approval for a few days means to some dealers
that these numbers will be out of stock until the
dealer finds out which are sold and should be re-
placed; or they are re-ordered at once and the
stock doubled when the others come back.
The dealer who indiscriminately sends records
out on approval eventually gets the reputation of
selling worn records. He is not present at the
customer's home to see whether his records have
been played over once, twice or three times before
being rejected. We all know that records do not
improve with use.
We have known unscrupulous buyers to order a
record of a selection which they already had on
hand and then return the worn-out record, keep-
ing the new one.
However, all the foregoing objections would be
swept away automatically if the approval practice
were profitable. But such is not the case. The
harvest reaped may be reviewed as follows : 1.
Diminished business. 2. Good buyers perverted or
lost. 3. Cupidity encouraged. 4. Energy wasted.
5. Abused records returned to stock. 6. Capital
wasted in excess stock.
Six lots of records submitted on approval will
not sell as much goods as a good salesman can sell
the same customer in one sitting at the store.
Get an Extra Profit on Your Talking Machine Sales
/^HRISTMAS will soon be here and with it the best talking
machine season of the year. Prepare to make an extra profit on the
instruments you sell by also selling" Udell disc record cabinets, which exactly
match standard instruments in style and finish.
Every customer who buys a talking machine is sure to want a cabinet for
holding it and filing the records. Show him Udell cabinets — and make another sale.
Udell cabinets come in eight popular styles. Six of these have either perpendicular or
horizontal shelves for filing. Two have only perpendicular shelves.
New Booklet No. 45 completely describes the Udell line. Christmas is only a few weeks off, so write for
this new booklet today.
The Udell Works, 1205 W. 28th Street, Indianapolis
40
THE TALKING MACHINE WORLD.
"EDISON DAY" IN ST. LOUIS.
Celebrated by Opening of New Concert Hall of
the Silverstone Music Co. — Prominent Edi-
son Disc Dealers Present.
(Special to The Talking Machine World.)
St. Louis, Mo., November 7. — Edison Day, Oc-
tober 21, the anniversary of the invention of the
incandescent electric light, was celebrated at the
Edison Shop, as the Silverstone Music Co. ware-
rooms are beginning to be called and as they
probably will be known when the piano business
finally is disposed of, by the formal opening of
the new concert hall, a special concert program,
which was attended during the afternoon by sev-
eral hundred ladies and by a gathering of dealers
at night, for a technical and business discussion
of the Edison disc machines and which closed
with a banquet and a program of toasts.
The night gathering, from a professional stand-
point, was much more significant. More than
thirty men interested in the sale of the Edison
disc machines were present and listened without
tiring to a technical talk cn the make-up of the
mach ne from Mr. Silverstone, and then plied him
with questions as to how to meet the little every-
day difficulties that confront them, also the best
answer to certain frequently made arguments and
oft repeated questions. This talk was demon-
strated with equipment and parts of machines
from the workshop and with reproductions of
special demonstrations of different kinds of
music.
Those present, all dealers or dealers' represen-
tatives, were : Melon Harry, Charles Dusenberg,
H. Dusenberg and J. D. Barthel, of the Concor-
dia Music House; F. Coleman, George Lamothe,
H. A. Tunehorst and L. R. Tunehorst, W. P.
Davis and Leon Davis, of the Davis Music Co.;
W. H. Thweatt, of the Thiebes Music Co.; R. E.
De Money, E. B. Cheatham, Prof. Charles Kun-
kel, Charles Kunkel, Jr., and Charles Jacob Kun-
kel, of Kunkel Bros.' Piano & Music Co., and
representing the Silverstone Co. were Mark Sil-
MAGNET DECALCOMANIE NAMEPLATES
FOR TALKING MACH|NE
CABINETS Etc
SOLD BY .
HURTtAU.WILllAMS&CO"r
MONTREAL. . OTTAWA
Befell jPs@M)
KASH.Y AND PERMANENTLY APPLIED.
BE THE FIRST DEALER IN YOUR CITY
TO USE THIS POPULAR METHOD OF AD-
VERTISING.
500 Minimum Quantity Manufactured.
SEND FOR SAMPLES AND PRICES.
GEO. A .SMITH (fe C O. inc
74 CORTLANDT ST.. NEW YORK
THE PHONOGRAPH Q
1240 HURON ROAD (Im
son,® wtr
ind N.C "\
verstone, president; E. E. Raddon, secretary; L.
M. Schlude, floor manager; C. H. Routledge and
William Miller.
complete, so that the increased facilities will be
available for any sudden demand.
HOLIDAY PROSPECTS EXCELLENT.
American Talking Machine Co. Keeping Ahead
of Last Year's Business Record — Rearrange-
ment of Store Completed.
LANSING ADDS NEW LINE.
Khaki Moving Cover Now to Be Had in
Grades to Suit All Demands in Matter of
Price — Mr. Lansing Books Big Orders for
the Expensive Styles of Covers.
R. H. Morris of the American Talking' Machine
Co., 368 Livingston street, Brooklyn, N. Y., ex-
presses himself as being well pleased with the
manner in which business is holding up this fall.
He states that up to date every month during the
year has shown an increase over the corresponding-
month of 1913 and the prospects are that the holi-
day trade will uphold the record for the balance
of the year. The orders received from various
dealer; indicate that they have faith in the holiday
prospects and are willing to place orders "on that
basis.
The American Talking- Machine Co. are doing
an excellent business, particularly in Brooklyn a id
Western Long Island, and pays particular atten-
tion to quick service on rush orders, getting the
goods to the dealer without delay, thereby saving
sales for him. The rearrangement of the com-
oany's store, including the moving- of the demon-
stration booths nearer the front and the installa-
tion of additional shelving for records, is now
E. H. Lansing, 611 Washington street, Boston,
Mass., manufacturer of Lansing's khaki moving
cover for talking machines, announces that he has
added a new quality line to his covers at a lower
price. This new cover is interlined with cotton
batting instead of felt and in the large size sells
to dealers for $5 each. The small size, which is
made for handling the small models of the various
machines, wholesales for $3.25.
Mr. Lansing also announces a new strap, made
of wide webbing, with handles and patented buckle,
which is sold for $1. Thus if a dealer wanted a
cotton lined cover he would specify "B" grade, the
designation given to this new line to classify it
from the covers with felt lining.
Mr. Lansing has just completed a two weeks'
tour which carried him to the talking machine
centers about New York, Philadelphia, Baltimore
and Washington, and he reports a very strong de-
mand for Lansing covers, particularly in the more
expensive styles.
LAST CALL BEFORE XMAS
We offer your customer most for his money. We offer you the best inducement to make sales.
The machine pictured does everything any phonograph will do. Can you afford to ignore it?
OUR BEST OFFER APPLIES TO SAMPLE ORDERS
This Instrument has a
Concealed Horn
RADE
A MERE TURN of
the Sound Box makes
it possible to change
from the Steel Needle
to the Diamond Point.
CRESCENT RECORDS
For use with Jewel Point
12-inch Double Side $1.00
10 " " .75
Jewel Points 1.00
These Records being of the
HIGHEST STANDARD
makes our proposition to the
Trade complete.
We Depend Upon No Other Record
Do You Want to Increase Your Diamond Point Record Sales ?
Our Three Styles— $12.50— $15— $40— will do it.
Crescent Talking Machine Co., Inc.
99 CHAMBERS STREET NEW YORK CITY
THE TALKING MACHINE WORLD.
41
Get in Line Now
If you have not signed a dealer's license agree-
ment with us it is policy to do so at this time.
The RUSH SEASON IS COMING on and you
are liable to need goods that your distributor
is short on.
Sign up— and send us your short orders so
that you will be prepared to do business with us
on larger orders before the last minute arrives.
Our policy is to give: "Our All-Year- Round
Dealers" the first chance when goods are short.
Be one of "Our Ail-Year-Round Dealers."
WE ARE LIVE DISTRIBUTORS
AMERICAN TALKING MACHINE CO.
368 LIVINGSTON ST., BROOKLYN, NEW YORK CITY
ST. LOUIS ASSOCIATION ACTIVE.
Five Members Join Associate Retail Merchants
and Plan Energetic Campaign of Business
Betterment in the Saintly City.
(Special to The Talking Machine World.)
St. Louis, Mo., November 9. — The Talking Ma-
chine Dealers' Association, of this city, has ap-
parently bridged its first difficulty, and has itself
established on a firmer foundation. At a called
meeting, November 4, it was announced that five
of the members of the association have joined the
Associated Retail Merchants, and had been named
as the Talking Machine Dealers' Committee, which
will give to them the benefits of the Associated
Retailers' facilities and business rooms, and they
are welcome to call other dealers into conference
whenever occasion arises, which will be when-
ever the officers of the association conclude there
are matters requiring special attention. The dues
of the Retailers' Association had proven a bar
to the affiliation of all of the talking machine
dealers with that association. The five joining the
Retailers are the Columbia Co., the Thiebes Piano
Co., the Silverstone Music Co., the Val Reis
Piano Co. and Koerber-Brenner Music Co.
The first stumbling block of the association was
an advertisement by one of the retail dealers ad-
vertising terms that did not seem to agree with
the association agreement. It was discovered that
this firm had multiplied the monthly terms agreed
upon by twelve, to get a yearly payment, and then
divided that by 52, and had advertised weekly
payments on that basis. It was announced that
this difficulty would be adjusted, and perhaps some
steps taken to relieve some other advertising
that has been objected to and which appeared to
be due to a lack of understanding, rather than to
deliberate intent to disobey the agreement of the
association, which has done much for the trade.
RECITALS ATTRACT PURCHASERS.
C. I. Abelowitz Doing Good Work in Expansion
of Business of the Talking Machine Depart-
ment in Herz Department Store, Terre Haute.
(Special to The Talking Machine World.)
Terre Haute, Ind., November 2, — Chester I.
Abelowitz, manager of the talking machine de-
partment of A. Herz's department store, of this
city, announces his intention to repeat the re-
cital which he so successfully gave last month
and will, in fact, give a series of these perform-
ances extending through the winter.
Mr. Abelowitz gave the first performance Oc-
tober 13 in the restaurant room of the big de-
partment store, and although the seating capacity
of the hall is but 350, it was crowded to almost
500, and many were turned away an account of
the limited space. The program engaged the ser-
vices of Seigfried Philip, baritone; Mrs. David
Silverstein, soprano, and a Caruso number and
the Lucia Sextette on the Yictrola. There was
also a demonstration of modern dances by Ches-
ter Laverty and Mrs. Schomer.
Similar recitals have been given from time to
time in various sections of the country, but none
has been better managed than this one. An an-
nouncement was made in the local dailies two or
three days previous and additional comment was
made in the news columns of the papers because
of the novelty of the occasion. Tickets of admis-
sion were given out, on the reverse side of which
was a space for the name, address and city of
the one presenting it. These tickets were all taken
up at the door, and through the information thus
secured numerous prospects were obtained.
NEW STYLL^MJDELL CABINETS.
Some Specially Emphasized Designs That Will
Appeal to the General Public — How the
Udell Works Help in the Way of Service.
The Udell Works, Indianapolis, Ind., have issued
a folder specializing in some of their snappy styles
nf disc record cabinets. This folder illustrates
Cabinet Styles 425. 428. 42!), 402. 1417, 418, 427,
422, 417 and" 412.
These designs are selected from among those of
the best sellers and are absolutely guaranteed as
to construction and finish. Among the special
styles shown is Style 429, which is designed par-
ticularly for the new Edison disc machines. Styles
B-60 and A-80. Cabinets are fitted with both hori-
zontal and vertical shelving, the upright wooden
partitions being used unless otherwise specified.
The special service that is being rendered by The
Udell Co. is the offer of three retail advertise-
ments for featuring Udell products to the con-
sumer. These are .furnished in electros and are all
ready to be published in newspapers.
NEW AUTOMATIC STOP.
A new automatic stop has been perfected by the
Sonora Phonograph Corp., 57 Reade street, New
York, which will be ready for the trade in about
one month. It is a simple device and requires no
adjustment to the size of the record, nor does it
require "placing in position" when the record starts
playing. It is rather unique in its action, for
whether the entire record is played or only half
or a quarter of it, the action of stopping is the
same.
C. P. Chew, formerly with the Edison Co., is
now covering New York State in the interests of
the Sonora phonograph.
READY REFERENCE OF GENERAL SUPPLIES
DEALERS
Send for our "Trial Proposition" on the
Regina Hexaphone — the latest and best pay-
ing popular priced coin-operated instrument
for use in public places.
211 Marbrldge Bldg.. 34th St. and Broadway, New York City
Manufacturers of Regina Music Boxes; Reginaphones;
Coin-operated Mandolin Orchestrions; Vacuum
Cleaners and other specialties.
Mermod & Co.
505 Fifth Avenue New York
Manufacturers of
Talking Machine Supplies
Motors— Sapphire Points
Diamond Points a Specialty
Keep Your Record StocK with
Costs about $2.00 for 250 records for 50 years
Send for 20=page catalog
THE SYRACUSE WIRE WORKS,
SYRACUSE - - NEW YORK
42
THE TALKING MACHINE WORLD.
The Trade In Philadelphia And Locality
(Special to The Talking Machine World.)
Philadelphia, Pa., November 9. — There has
been a continuation of the excellent business that
Philadelphia has experienced during the year,
according to the reports of all the talking ma-
chine dealers for last month. October has been one
of the most satisfactory months of the year, and
the increase over last year during the month has
been as large as any other. If November and
December continue to show such remarkable gains,
this will not only be a banner year but a bonanza
year.
In spite of dullness in many other lines there
sees to be no lagging in the talking machine busi-
ness, and this is not shown in any one line, but in
the general business from beginning to end.
There has been little change in the talking ma-
chine business in Philadelphia during the month.
There has been a new Edison dealer established in
ENN
MONOGRAPH CO.
HILADELPHIA
Largest
Stock of
Victor Records
and Victrolas
in
Pennsylvania
Orders Filled
Immediately
Upon Receipt
Give us a trial and be
convinced
PENH PHONOGRAPH CO.
17 South 9th Street
Opposite Post Office, Philadelphia
the piano firm of Story & Clark, who have opened
up a very large department and have placed in
charge Thomas C. Henderson, recently manager
of the Philadelphia Estey house, and previous to
that connected with the Columbia Graphophone in-
terests in Philadelphia. Mr. Henderson is a man
of wide experience in this line of business, and he
has already inaugurated an active campaign.
Ramsdell & Son now have their Edison depart-
ment in full running order. They have located it
in the basement of their piano store, which is
nearly level with the street and with windows in
which they can make, and are making, a satisfac-
tory display.
Louis Buehn reports that business in October
was very good, and that it shows a substantial in-
crease over last year. He says that the outlook
for November is that business is going to con-
tinue right through to the holidays, and that his
firm will certainly close the largest year's busi-
ness that his house has ever enjoyed. The ma-
chine sales have been especially good, but there
is a slight scarcity of machines of a certain type.
He says : "The record situation has not improved
to any great extent, and the ideas of the pur-
chasers have been running very largely to the dance
music and other popular selections. The selling
of Victor opera records are a little slow at pres-
ent, for the reason, presumably, that the opera
season, which creates the demand, is still a few
weeks off."
Blake & Burkhart, the Edison dealers at
Eleventh and Walnuts streets, report that their
business in October was first rate, and that this
month started off in good shape. A. C. Ireton
was over to Philadelphia last week and brought
seme encouraging news to the Philadelphia Edi-
son dealers to the effect that the company were
about to send to Philadelphia a force of six men
to start an Edison advertising and publicity cam-
paign.
Frank Gittelson, the young Philadelphia violin-
ist, who has just returned from Europe and made
his debut here with the Philadelphia Orchestra, re-
cently, has been a frequent visitor to the Blake
& Burkhart warerooms to hear the Edison "Ave
Maria" record made by his teacher, Carl Flesch.
This is one of the most wonderful violin records
ever placed before the public in this manner, and
practically all of the Philadelphia violinists have
been to hear it and many have purchased the record.
Blake & Burkhart began on Monday of this
week their weekly Monday evening concerts,
which have drawn in the past a most select audi-
ence. Emil Bauer, formerly connected with the
manufacture of musical instruments and with the
Keen-O-Phone, has entered the employ of this
firm as a salesman.
. The Pennsylvania Talking Machine Co. has met
with a wonderful success in Philadelphia in Octo-
ber. Manager Eckhart, who started in Baltimore
years ago, and ever since has been deeply in-
terested in that city, has again connected himself
in a way with the talking machine business in that
city, and is spending one or. two days a -week
there. Many of his early friends in the business
will no doubt be interested to know that the Co-
lumbia Graphophone business in that city, at 305-7
North Howard street, will have his personal direc-
tion and supervision.
In Philadelphia, Mr. Eckhart says, last month
every branch of his business showed a substan-
tial gain over the same month of last year, and that
with the business now in hand they will close out
the year with a handsome gain .over last year.
The new products, the Leader, Mignonette and the
De Luxe at $200, are meeting with an enthusiastic
reception. They have sold them as fast as they
could be received. Where they would like to
have a big supply in the warehouse, they have only
a few days' supply and are dependent upon re-
ceiving frequent shipments from the factory, but
the factory has promised to keep them amply sup-
plied.
John A. B. Cromelin, European manager of the
Columbia Co., paid Mr. Eckhart a "society" visit
the past week. The Pennsylvania Company has
had an excellent dictaphone business in October,
supplying, among other firms, the Victor J. Evans
Co., the Elliott Lewis Electric Co., Gellander & Co.,
Tacony ; Dr. Cadwallader, the Maryland Casualty
Co., and H. O. Wilbur & Co., the chocolate manu-
facturers. Julian D. Westervelt, formerly super-
visor of sales agents with the dictaphone, has been
placed in charge of the Pennsylvania company's
dictating machine business.
Gimbel Brothers report that they have made a
big gain in October over la-st year, and November
has started in very good, due in a great measure
to an enticing offer they are making for Victor
ICTOR
A complete line of Victor products, from the smallest
repair part to the biggest model of machine. Every
shipment made promptly.
DISON
Cylinder goods, machines and records ; full stocks and
immediate deliveries. A good popular-priced line for
most any territory.
Louis Buehn
Philadelphia
THE TALKING MACHINE WORLD.
43
The Columbia increase is due to the
soundest kind of good business. The in-
struments are right, the records are right,
the sales policy is fair and square and the
advertising is effective.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
machines, records, albums, etc., at an attractive
price for the combination. They are arranging a
novel Christmas present for their customers, and
will give them a new and one of the best record
cleaners yet gotten out with every purchase. Each
cleaner will have the firm's name on it.
H. A. Weymann & Sons report that October
was the biggest October they have ever had, and
that it was ahead of the other months of the year
in percentage, and that thus far every month has
run substantially ahead of last year, and they are
anticipating a business this year of at least a
third more than they have previously enjoyed.
Mr. Weymann attributes his success to the fore-
sight in which they secured a big stock of instru-
ments and records, and by urging his dealers to
lay in their supply early, they are able to get all
goods promptly, and by doing so already they
have been receiving duplicate holiday orders.
SOME NOTABLE RECORDS
Made by Richard Czerwonky, Albert Farring-
ton and H. E. Humphrey for Edison Co.
The Edison Blue Amberol record list for De-
cember contains records by three important per-
sonalities, which are bound to win a large meas-
ure of popularity with the general public. Richard
Czerwonky, a violinist of international fame, who
INTRODUCE NEW FLEXIBLE NEEDLE.
John M. Dean, the Prominent Manufacturer,
Announces the "Flexible Four-pointed Steel
Needle" for Talking Machines.
well. It is accompanied by
male chorus and orchestra,
making a record full of
vigor. Mr. Farrington has
also made a record of
"Rule Britannia," accom-
panied by a chorus band.
He gives this famous an-
them a most inspiring
presentation.
While not a newcomer
in the Edison Blue Am-
berol list, Harry E. Hum-
phrey furnishes a time-
ly contribution in "The
Night Before Christmas," H. E. Humphrey,
a recitation which has so idealized the true spirit
of Christmas and Santa Claus that it has become
a classic not only in this country, but throughout
the world. Mr. Humphrey imparts true reality
to his clever reading, and his perfect diction en-
ables one to follow him with ease.
John M. Dean, Inc., Putnam, Conn., manufac-
turer of talking machine needles, announces the
perfection of a new needle which has been pat-
ented in this country, with foreign patents pending.
It is called the "Flexible four-pointed" steel needle,
for the reason that it plays four tunes with one
needle. These are put up in attractive packages
of 200 needles.
Commenting upon the "Flexible" needle, John
M. Dean, Jr., of this corporation, said: "In the
first place, Flexible needles bring out the music
from any record and make old records sound like
new. They eliminate scratching and save the rec-
ords from wear. They play the longest records
perfectly and, being made of the best steel obtain-
able, will give a service that is of unusual quality."
Full particulars and samples may be secured
upon application to John M. Dean, Inc., Putnam,
Conn., or to Samuel Levin, Highland Park, 111.
Richard Czerwonky. Albert Farrington.
has played with the great orchestras of Europe and
who was concert master with the Boston
Symphony under Dr. Muck and now is concert
master with the Minneapolis Symphony Orchestra,
is represented by "Adoration," Felix Borowski's
lovely composition, accompanied on the piano by
Robert Gayler. This record is notable for the
purity of its tone, the brilliancy of execution, the
perfection of effects; in brief, a most artistic ef-
fort worthy of the reputation of this famous
violinist and a credit to the Edison laboratory.
Albert Farrington, the well-known baritone, who
widely known in concert circles and at present
soloist at St. Ignatius Church, New York, has
made an excellent record of "It's a Long, Long
Way to Tipperary," the Irish song which has so
caught the fancy of the English soldiers that it is
now being sung by the French and Russians as
NOVEL MERCHANDISING PLAN.
A rather novel method of merchandising phono-
graphs and records is that utilized by Charles W.
Bawden, Lake City, la., who sells Edison phono-
graphs. Mr. Bawden's outfit consists of an arrange-
ment whereby a cylinder phonograph can be drawn
out beyond the tailboard of his two-horse wagon
and played while his team stands. From house to
house he goes, stopping only long enough to give
a good recital and close a sale. His horses are
covered with a light blanket to protect them from
the flies, and thus keep them in condition to stand
still as long as needed. His method is to leave
an Edison machine with a number of records and
call for them in a day or two.
The Crippen Co. has been incorporated at Al-
bany, N Y., with a capital of $50,000, for the pur-
pose of conducting a business in talking machines
and n.usical instruments. Those interested are
W. S. Furman, W. G. Chittick and J. A. Harway.
BUSINESS IS GOOD— THERE'S A REASON
A TRIAL ORDER WILL SHOW YOU
WHY
THE GOODS AND THE SERVICE IS THE ANSWER
The DOME RECORD CASE
should be in your stoc k. Holds 20 records. Made in 1 0" and 1 2" sizes.
Equipped with lock and key. Order samples to-day, with the list of records
and that particular style or finish of Victrola you are unable to get elsewhere.
The completeness in filling and promptness in shipping your order will
convince you we have both goods and service.
W. D. ANDREWS, Buffalo, N. Y,
Edison and Victor Distributer
44
THE TALKING MACHINE WOULD.
Can't keep us down
12-22 NORTH/ MIGHIGAN AVENUE
ervice
has been the on^ Big Factor in our success!
Are YQU Profiting By It?
Do you realize what it means to you,
Mr. Dealer, Xp throw the responsibility of
taking care of you on an exclusive wholesaler?
Are Yom Taking- Advantage of All
Our /Bales and System Ideas?
You'll be interested in our new list of
Biggest Selling Standard Victor Records —
an idea to help promote your Record
business and prepare your stock for
Christmas Business. Write for it
Our Stock is the Largest Victor Stock in the Country
THE TALKING MACHINE CO.
107 W.Madison st. 12 North Michigan Avenue, Chicago
THE TALKING MACHINE WORLD.
45
From Our Chicago Headquarters
P. VAN HARLINGEN, Manager
HENRY S. KINGWILL, Associate
World Office
Consumers' Bldg. 220 South State St., Chicago
Telephone: Wabash 5774
(Special to The Talking Machine World.)
Chicago, III., November 11. — Optimism in large
quantities is found prevalent in the talking ma-
chine trade of the Middle West at the present time.
Jobber, dealer and supply men are united in the
belief that the winter months of 1914-15 will make
a record that has never been approached — war or
no war.
A rather unusual but decidedly commendable
feature of present trade conditions is the disposi-
tion exhibited by both jobber and dealer to care-
fully estimate the requirements of the holiday sea-
son unusually early and to order them delivered
in plenty of time to handle.
Prophesies Big Business.
"The biggest month of the year," that is the
way R. J. Keith, sales manager of the Talking
Machine Co., characterized the month of October.
"The business in both machines and records was
tremendous," said Mr. Keith. "Almost every
dealer seems to be desirous of stocking up early
and heavily, and a number of them are paying par-
ticular attention to their record wants. We are
anticipating the biggest holiday season in the his-
tory of the concern.
"There is a particularly heavy demand for the
Victor X's and XFs and, of course, heavy calls
for the new 'English brown.' This finish is prov-
ing to be exceptionally popular, and golden and
fumed oaks are also receiving much attention.
"We are distributing and receiving a large num-
ber (if calls for our new list of 'biggest selling
Victor records.' These are made up of the rec-
ords that sell best the year around, and does not
include the popular numbers as used in the com-
mon sense, but contains selections which accurate
statistics 'have shown to have most merits. These
numbers are of the kind that the customer never
wearies of, and incidentally these records will im-
prove the musical tastes of the person using them.
There are 376 numbers in the list arranged in
numerical order."
This new list of the Talking Machine Co. rep-
resents the customary monthly aid to the dealer.
The Talking Machine Co. 'has made it a policy to
turn out an actual aid of some description every
month, and this latest supplement to the dealer's
sales ammunition is a most effective one.
. Adds Another Display Room.
The talking machine department of the W. W.
Kimball Co. has, by reason of increased business
it is doing, been obliged to take more space upon
the first -floor. A large sound-proof room, that
had been used in piano demonstrations, has been
turned over to the talking machine department, and
Manager T. J. Cullen is making good use of it.
"The Six Best Sellers."
Victor dealers are reporting that the six best
sellers at the present time are : "It's a Long Way
to Tipperary" (the marching song of the Allies)
"Mary, You're a Little Bit Old Fashioned"
"Millicent" ; "Along Came Ruth" ; "The Castle
Gavotte," and Jocelyn's "Lullaby," sung by Mc-
Cormack.
The six best Columbia sellers are "Ballin' the
Jack" and "Meadowbrook" (A5595) ; "The Old
Homestead," "Dream of the Rose" (A5600) ; "High
Cost of Loving" and "Back to the Farm" ; "In
Michigan" (A1592) ; "Land of My Best Girl" and
"Where the Red, Red Roses Grow" (A1613) ; "It's
a Long Way to Tipperary" and "Old Comrades
March" (A1608) ; "In the Shadow of the Syca-
more" and "California and You" (A1601).
Columbia Business Good.
W. C. Fuhri, district manager of the Columbia
Graphophone Co., reports that business is excep-
tionally good, with prospects for the best Novem-
ber and December in the firm's history. Mr. Fuhri
says that dealers are placing their orders excep-
tionally early this year, evidently in preparation
of big sales, and that the orders are also heavier
than last year at this time.
"The dance fad is holding on tenaciously," said
Mr. Fuhri, "with especially big calls for 'Fox Trot'
records. There is also a very heavy demand for
foreign patriotic records, and in this direction the
Columbia Co. is doing a tremendous business be-
cause of its comprehensive catalog of foreign se-
lections. The style Mignonette machines which we
fitted with the patented record compartment, of-
fering easy selection of the record desired, is sell-
ing in wonderful shape and will be the popular
machine, in my estimation, of the holiday business.
"I met General Manager George W. Lyle while in
Kansas City recently. He was on his way back
from his customary trip to the coast, and told me
that he found conditions in that section of the
country and in the Western States exceptionally
good."
Charles F. Baer, local Columbia manager, ex-
presses his opinion that business in this section
will show a decided excess over the business last
year. Mr. Baer reports large sale of dance rec-
. ords and also considerable call for operatic selec-
tions. Religious records are also selling well, ac-
cording to Mr. Baer, with good calls for numbers
by the Chicago Preachers' Quartette and the rec-
ords of Cantor Joseph Rosenblatt.
Mr. Baer reports that Albert Lurie & Co., 1810
Blue Island avenue, have taken on the Columbia
line exclusively. I. Sherry & Sons, 3448 North
avenue, have also taken on the Columbia line.
Installs Victor Department.
R. J. Keith, sales manager of the Talking Ma-
chine Co., recently aided in the installation of the
Victor department in the large store of L. S.
Donaldson & Co., of Minneapolis. L. S. Knicker-
bocker, formerly with the Stewart Dry Goods Co.,
of Louisville, is in charge of the department and
has already done much constructive work upon it.
At the present time he is busily engaged in work
attendant upon the formal opening of the depart-
ment, and plans in a short time to run a series of
recitals and dancing exhibitions.
Remodel Bent Department.
The talking machine department of the George
P. Bent Co. has been removed from the fourth
floor to the first floor, where it is located in excel-
lent surroundings. The new space includes, in ad-
dition to a large reception room, four sound-proof
booths and a large record stock room. It is
planned to remodel three of the large rooms in the
tack of the store into a small recital hall or theater,
which will be used for the demonstration of the
Cheney and Victor talking machines, and also for
the George P. Bent line of pianos. The depart-
ment will be under the general supervision of Re-
tail Manager Otto Schnering, with Edwin V. Zed-
dies in direct charge, and C. H. Sawyer superin-
tending the work of the record department.
Placing Orders Early.
^ Reports from various divisions of the talking
machine industry show that great preparation
is being made by the jobbers to handle what is
expected to be one of the greatest holiday sea
sons in the history of the trade.
One indication of this is found in the large
number of orders received by the Salter Manu-
facturing Co., 337 South Oakley boulevard, mak-
ers of the Salter felt lined cabinets.
"Our business for the last month shows that
business in the talking machine trade is expected
to be good judging by the large amount of orders
that we are receiving," said Manager Mortenson,
to the World. "Another interesting feature lies in
(Continued on page 47.)
THE WADE-X EESSHHE WADE
The WADE embodies the right principle, worked out through long experience. It is simple, durable and accurate. It trims the
needle at an angle resulting in the best tone. The WADE cutters are made of the best steel and are absolutely guaranteed.
The Wade
Fibre
Needle
Cutter No. Z
RETAIL PRICES- No. 1, $1.50; No. 2, $2.00
The WADE is
the most economical
cutter. It has a self-
acting stop, which
prevents waste and
enables one to get
from 12 to 15 per-
fect playing points.
No. 2 has a double
action, making it
especially easy to.
operate and afford-
ing the most power-
ful cut of any tool
made. No. 1 is a
very popular cutter
which has given ex-
cellent service.
The Wade
Fibre
Needle
Cutter No. 1
Order from your regular Dis-
tributor—we sell to Jobbers only
WADE & WADE,
3807 Lake Park Ave.
CHICAGO, ILL.
46 THE TALKING MACHINE WORLD.
A SERVICE
THAT DIFFERS
O
UR Victor Talking Machine Depart-
ment has always been a pioneer.
In many of the better methods of the
present day, we led the way.
The world has not stopped spinning, prog-
ress has not ceased and now we offer a
number of ideas of recent origin that work
out to the great advantage of all concerned.
Send your orders for machines and records
to us and let us show you how our Service
differs. Let us show you how it attracts
dealers wishing exceptional completeness
and promptness in order filling, combined
with intelligence in the execution of all
commands.
CHICAGO
THE TALKING MACHINE WORLD.
47
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 45).
MARSHALL FIELD & CO., DEPARTMENTTO OPEN DECEMBER 1.
Harry C. Meek to Be Manager of Talking Machi
the New Cheney Product Will Be Handled-
(Special to The Talking Machine World.)
Chicago, III., November 9. — E. L. Howe, mer-
chandise manager of Marshall Field & Co., made i
the interesting announcement this week that the
ne Department of Big Chicago Store, Where
—Quarters Being Handsomely Fitted Up.
Harry C. Meek.
new retail talking machine department of "the
grealesi mercantile house in America" would be
cpenea about December 1 with Harry C. Meek as
manager.
A large force of workmen is rapidly completing
the new section and the holiday season will find
patrons of Marshall 'Field & Co. inspecting one of
the finest departments of its kind in the country.
Although a young man, Mr. Meek is the posses-
sor of considerable experience in the talker field,
beginning his knowledge of the business in the re-
tail department of the Rudolph Wurlitzer Co. some
eight years ago. Later he became a member of
the traveling sales force, doing considerable travel-
ing in the West and Middle West. Mr. Meek then
became manager of the piano and talking machine
departments of Eberhardt, Hayes & Co., of
Wichita, Kansas, and after gaining a valuable ex-
perience with that company returned to "road"
work. Mr. Meek came to Chicago three years ago
and after working for the P. A. Starck Piano Co.
for about a year as manager of the talking machine
department became associated with the Geo. P.
Bent Co., with which concern he has been up to
the present time.
Mr. Meek expresses great admiration for the
new Cheney machine which, together with the Co-
lumbia, will constitute the lines handled, and is
already hard at work upon plans for their proper
presentation to the Chicago public. He is now en-
gaging members of the sales force and hopes to
have, by the time the section is opened, an organi-
zation of ability and reputation.
the fact that they are ordering their stocks early.
Last year, previous to December, we worked night
and day shifts, and in spite of every effort we
could bring to bear we were obliged to disappoint
our customers who ordered late. Evidently they
have taken the lesson to heart, for they are or-
dering ahead to be sure of getting their goods."
S. O. Wade, head of Wade & Wade, manufac-
turers of fibre needle cutters, at 3807 Lake Park
avenue, makes a report that is very similar.
Mr. Wade said to the World: "In spite of
what we hear about depressed business conditions,
I must say that in my opinion we are looking for-
ward to one of the most auspicious periods that
the talking machine industry has ever enjoyed.
We are receiving unusually large orders for holi-
day shipments and have been receiving these, in
fact, for a considerable time past. A large num-
ber of the orders received show that dealers and
jobbers are making unusually early preparation.
This, of course, is as pleasing to us as it is good
for them, as we were unable last year to ship
their goods as promptly as we would have liked
on account of the rush that came all at one time."
Will Handle Little Wonder Record.
The local sheet music store of the Waterson,
Berlin & Snyder Co., corner of Monroe and State
streets, will, in all probability, institute a depart-
ment within the next few days devoted to the sale
of the "Little Wonder" record. This record is
only five and one-half inches in diameter and
olays for almost two minutes. Already three or
four "variety" stores in Chicago are marketing
the record for ten cents.
M. M. Blackman Resigns.
The Chicago talking machine trade lost this
month one of the most popular of its members in
the person of M. M. Blackman. Mr. Blackman has
resigned from his position as manager of the retail
record department of Lyon & Healy, and has pro-
M. M. Blackman.
ceeded to Kansas City, where he will have complete
charge of the Phonograph Co., Edison jobbers, in
that territory.
Mr. Blackman will have excellent quarters lo
cated on Grand avenue, in that city, and will have
entire control of both the wholesale and retail
departments and the distribution of the Edison
phonographs in Missouri, Kansas, Oklahoma, and
probably a part of Iowa and a part of Nebraska.
Mr. Blackman began his acquaintance with the
talking machine trade about nine years ago, and
two years later secured the management of the
retail record department at Lyon & Healy, in
which capacity he has served up to the present
time. He was very successful in the conduct of
the record department due, in a great part, to his
comprehensive knowledge of music, for he had
studied music for a number of years, and pre-
vious to his coming to Lyon & Healy was a pro-
fessor of singing.
In speaking of his new change, Mr. Blackman
said to the World : "I regret very much to leave
Chicago and all the friends I have here. I have
been treated with the utmost kindn;ss by all the
members of the trade in . Chicago, and to part
from them is not easy. However, opportunity
beckons and I must go. I am a great admirer of
the Edison phonograph and believe that it offers
great possibilities in the territory in which I am
to represent it."
New Assistant at Boston Store.
B. Cook has succeeded L. F. Nelson as assist-
ant manager of the talking machine department of
the Boston store. W. S. Paton continues as buyer.
Record Business Increasing.
C. E. Goodwin, manager of the Phonograph
Co., local jobbers of the Edison phonograph, is
another of the optimistic-minded ones along the
"Row." Mr. Goodwin says that everyone seems
to prophesy a big fall, and says that as the holi-
day season approaches the prospect for the Phono-
graph Co. appears especially roseate. The retail
department of the company is especially busy, and
in the record department the greatly .increased
library is said to be responsible for this as well
as some exceptionally beautiful new records.
One that is especially popular is the violin obli-
gato with piano accompaniment, "Ave Maria"
(Schubert) as played by Carl Flesch. On the-
reverse side of the record is to be found a short
sketch of the artist making the same and a short
history of the composition itself. This is played
first, as a rule, and lends much enjoyment to the
rendition of the piece as well as an increased
appreciation of it.
Improves Store.
A. H. Dannemark, talking machine dealer of
Wilmette, has built some new booths and other-
wise improved his establishment in preparation for
the fall trade.
Visitors and Personals.
Mr. Pierce, formerly connected with the talking-
machine department of Hillman's, is now in charge
of a similar department for Louis Fish & Co.,
Sixty-third and Halsted streets.
D. A. Creed, credit manager of the Talking Ma-
chine Co., Chicago, returned recently from a so-
journ at French Lick, Ind., appearing to be much
improved in health. Mr. Creed has been in de-
cided need of such a rest following a long period
of strenuous work, and he now feels in shape to
face the coming season.
E. K. Andrew, in charge of the talking machine
department of the J. L. Hudson Co., of Detroit, was
a recent visitor to Chicago, and while here ar-
ranged for the improvement of his department.
L. C. Parker, manager of the talking machine
department of Gimbel Bros., Milwaukee, was in
Chicago this week and took visible pleasure in re-
porting that his sales of the past year have shown
an increase of 50 per cent, over the previous year's
business. Mr. Parker says he is another one of
the many optimistic dealers who say that the holi-
day season of 1914 will break all records.
Members of the local trade have been interested
in discovering that W. C. Griffiths, floor salesman
of the Talking Machine Co., is a brother to H. T.
Griffiths, the very able sales manager of the Udell
Works, of Indianapolis.
F. R. Cassidy is a new salesman in the dicta-
phone department of the Columbia Graphophone
Co., and is doing good work under the direction of
W. W. Parsons.
New Needle Concern.
. Emil Ad Wenglein has opened an office in the
Royal Insurance building at 160 West Jackson
Boulevard, from which location he will distribute
a comprehensive line of talking machine needles
of the H. J. Wenglein German products. Mr.
.Wenglein reports sales of tremendous quantity of
these needles and expresses his regret to the trade
that additional shipments are being received but
slowly on account of the war.
Give Movie Dancing Demonstration.
The Talking Machine Shops was the first local
concern to give dancing demonstrations in Chi-
cago. The firm now sets another pace by reducing
the cost, but retaining the advertising value by
substituting a moving picture show which illus-
trates the latest dances. Every afternoon between
2 and 3 one can find about fifty patrons of the
firm watching these films and getting pointers on
■the proper steps, at the same time listening to the
seductive strains of a Victrola and the solicitation
of several polite and capable saleswomen.
STRIKING WINDOW DISPLAY.
That Made by Chase & West, of Des Moines,
la., During Newspaper National Display
Week Has Come in for a Large Degree of
Praise from Critics.
Chase & West, the Victor talking machine dis-
tributers of Des" Moines, la., prepared a very strik-
ing window display of" Victor merchandise which
was made for the Newspaper National Display
Week. The window was the subject of much
favorable comment by the local newspapers, and
emphasized afresh the enterprise of this prominent
house in keeping their name and their goods before
the public so effectively.
48
THE TALKING MACHINE WORLD.
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 47).
SYSTEMATIC METHODS RULE LYON & HEALY SERVICE.
Recent Improvements Made in Arrangements
ments Are Facilitated — Some Interesting
(Special to The Talking Machine World.)
Chicago, III., November 10. — Lyon & Healy
Victor service, always noted for its efficiency, has
Dfen further strengthened this fall in various ways.
One feature in particular which enables them to
fill record orders promptly, accurately and com-
pletely is shown in the accompanying view of a
sectioi; of the wholesale record department, show-
ing the order fillers at work. It will be noticed
that the workers are disposed at four different
for Filling and Handling Orders — How Ship-
Views of the Lyon & Healy Department.
express orders received up to 5 p. in. will leave
the city that evening.
Never in their history have the Victor advertise-
ments published in the Chicago dailies been of
such a thoroughly artistic and effective character as
at present and the mats of these advertisements in
different sizes to meet the requirements of the
dealers are at the disposal of the latter for their
own holiday advertising.
These advertisements are prepared by the Lyon
Lyon & Healy Force
counters. At one of the counters the freight ship-
ments are cared for, at another the express ship-
ments, at a third, orders are going by parcel post
and at a fourth the city wholesale orders are han-
dled.
This division of the work is proving wonderfully
effective, expediting the business wonderfully,
avoiding confusion and loss of time and eliminating
errors.
The view of a corner of the machine stock room
gives just a suggestion of the immense stock car-
Filling Record Orders.
& Healy advertising department and distinctive ex-
ploitations of Victor goods.
The Lyon & Healy Victor posters have become
famous in the trade. A new one has just made
its appearance. The size for the dealer's store and
window displays is seventeen and a half by twen-
ty-three inches. It is artistically printed in red;
yellow and green and their combinations. It is a
young woman gazing with admiration at a $200
Victrola which occupies the foremost place among
the family holiday gifts with a very expansive and
board advertising can obtain the poster in eight-
shccl form at the actual cost of production. The
window posters and poster stamps are furnished
free to Lyon & Healy customers.
Another feature of the Lyon & Healy service
which works particularly to the advantage of the
dealeis in the pre-holiday season is the fact that
the inquiries received by the house from out of
town are referred to the nearest Lyon & Healy
dealer.
Manager L. C. Wiswell of the talking machine
department of Lyon & Healy says that their whole-
sale business for October and so far in November
shows a material increase over the corresponding
period of last year. He has just returned from a
trip to the Victor factory where he found every-
body highly satisfied with the business being re-
ceived from all over the country.
GRAND RAPIDS DEALERS ORGANIZE.
Form Association for Business Betterment
with Julius A. J. Friedrich as President.
(Special to The Talking Machine World.)
Grand Rapids, Mich., November 9. — Talking
machine dealers of Grand Rapids held a meeting
recently at the Livingston Hotel at which they
formed an association designed for the betterment
of the talking machine situation in this city,
Julius A. J. Friedrich was elected- president; M.
M. Merrin, vice-president, and H. B. Williams, of
the Wuerzberg Dry Goods Co., secretary and
treasurer. George P. Cheatle, traveling sales man-
ager of the Talking Machine Co., of Chicago, was
present and assisted the dealers materially in the
work of forming the new body. The association
will work for the improvement of conditions sur-
rounding the question of charging interest on
deferred payments, and it is believed that condi-
tions will be vastly improved.
Regular meetings will be held once a month.
A HANDSOME WINDOW DISPLAY.
Victor Machines and Records Featured Attrac-
tively in Its Spacious Show Windows by the
Schmidt Music Co., Davenport, la.
(Special to The Talking Machine World.)
Davenport, Ia., November 9. — The Schmidt Mju-
sic Co , which features the. Victor machines ' and
records, had a most interesting window display in
the windows of its store which, according to the
officers of the company, produced more real results
than any previous display featured by the company.
The window was. divided into three sections,
with the large middfe section taken up by a minia-
ture reproduction of the-stage of the New Amster-
dam Theater. NTew-?$i>3&. accompanied by the
statement that the musics -of the many light ' opera
successes presented at^t|ra.t playhouse were to be
found in Victor recof^'^ "
In the left hand section of the window- 'were
shown several photos, in colors, of Mrs. Vernon
Castle, the celebrated society dancer, withTtie Vic-
tor dance records suitably presented. At the right
was shown a Victrola XL
It is estimated by the company that over 10,000
people stopped and inspected the exhibit while it
was in the window and a good proportion of them
came into the store for the purpose of making in-
quiries or purchases.
TALKING MACHINE IN THE SCHOOL.
(Special to The Talking Machine World.)
Laurel, Mb., November 9. — A most delightful
entertainment was recently gotten up by Prof. H.
P. Mitchell, principal of the local high school, in
which the Columbia Princess Grafonola played an
important part, R. H. Sadler. Jr.. presenting a
number of selections on this instrument which
were interspersed throughout an interesting pro-
gram of instrumental and vocal music in which
the pupils participated. The friends and parents
of the pupils were present, as well as Prof. Mitch-
ell, who were quite enthusiastic in their praise
of the Grafonola as an aid to school entertain-
ment.
*
' ■Hi
HHHB
] ■ ' :
Lyon & Healy M
ried. Much of the freight shipments of machines
are now made from the big surplus stock carried
at the new factory at Healy Station, where the
goods are loaded direct on the cars, avoiding haul-
ing entirely.
Lyon & Healy have reduced the shipping prob-
lem to such a science that they can ship all
orders received up to 1 p. m. the same day and all
achine Stock Room.
richly ornamented Christmas tree in the back-
ground. The legend reads, "The great gift is sure-
ly a Victrola. Come in and hear it."
This poster has been reduced to the size of a
"poster" stamp for affixing to letters and packages.
Lyon & Healy are sending out two tablets of 320
stamps each to their dealers for affixing to packages
and letters. Finally, those dealers who do bill-
THE TALKING MACHINE WORLD
2 GRESHAM BUILDING, BASIN G H ALL STREET E. C., LONDON, W. LIONEL sYuHDy, MANAGER.
Business Outlook Steadily Improving — Public
Has Recovered Its Optimistic View of Things
— Gramophone Trade Shows a Falling Off
of About 33 Per Cent. — Situation Reviewed
— Shortage of Supplies Has Delayed Manu-
facturing— Better Shipments of Motors from
Switzerland Relieving the Local Trade —
Enormous Demand for Patriotic Records —
Many Members of the Talking Machine
Trade Have Joined the Military Forces —
General Trade News of the Month.
(Special to The Talking Machine World.)
London, E. C, England, November 5.— Spe-
cial inquiry around the trade this month
elicits pleasing information apropos general
sales conditions. Under present circumstances
wc cannot hope to enjoy normality in any
sphere of industrial activity outside, of course,
the supply of what may be termed war
produce. But, largely as the result of official
advice and example, the business outlook is stead-
ily improving; the public has recovered its opti-
mistic view of things and is gradually opening its
purse to the extent of expenditure even upon lux-
uries. What this means to the gramophone dealer
can be fully appreciated when 1 say that sales
were so slack in August that quite a number con-
templated the possibility of closing their doors.
Fortunately this has become unnecessary. With
the issue of big patriotic record lists by all the
London houses, and a partial renewal of adver-
tising, trade leaped forward at an astonishing-
rate, progressive sales being announced from all
centers. Leading gramophone men are agreed
that, all things considered, record sales are really-
very satisfactory. To present World readers with
a clear idea of the position, I personally inter-
viewed a number of record manufacturers and
find that opinion generally agrees with the fore-
going statements. Gramophone trade last year was
exceptionally good. In comparison I estimate we
are down about 33 1-3 per cent, so far this year,
which is not bad. Reports, of course, vary from
25 to 50 per cent., but the average trade loss i?
not more than a third on the record side. In-
strument trade is seriously affected by lack of
supplies, and in this section I have no doubt the
loss is much heavier. Even if supplies were ob-
tainable machine sales would not be much better
than at present, because new buyers are not so
easily found these days. There is, however, an
evident want of cheap instruments, particularly
r by the large mail order firms, whose business in
this department is almost entirely held up. Large
quantities of motors recently received in this
country from Switzerland will doubtless relieve
the situation just as soon as arrangements can
be made for adequate supplies of tone-arms,
sound boxes and trumpets. Of these we are await-
ing the pleasure of British manufacturers, who,
it somewhat slow to act, are nevertheless grad-
ually moving in the matter of their production.
The chief difficulty seems to be on the question
of price, which has, so far, not been brought low
enough to offer the possibility of making the cap-
ture of Continental trade permanent. All things
come to those who wait, and I have good grounds
for reporting that the trade may soon be able to
congratulate itself upon being able to list every
description of gramophone products as made in
England.
An Important Copyright Action.
Chappell & Co.. Ltd., vs. Columbia Graphophone
Co., Ltd. — The plaintiffs owned the copyright in
the music of the song "Where .My Caravan Has
Rested," the author, Herman Lohr, having as-
signed his rights to them before the passing of
the copyright act, 1911. They published the song
with pianoforte accompaniment. After giving
them due notice of their intention to reproduce
the song on gramophone records, the defendants
obtained a copy, set it to orchestral arrangement
and made records. They paid the author the roy-
alties he was entitled to under the act of 1911.
Plaintiffs brought an action to restrain the de-
fendants from making copies of the music with-
out their consent, and for delivering up of copies
and damages. Defendants submitted that they
had only done what they were entitled to do
under the act. The parties admitted that before
the act of 1911 it would have been a breach of
the plaintiffs' copyright to make a copy of the
music for the purpose of producing an orchestral
accompaniment. At the trial Justice Neville de-
cided that the act gave a limited right to the
author or owner of a musical work in respect of
reproduction on records. In the case of an as-
signee before the act this right was given to the
author and not to the assignee, and the act did
not affect or diminish the copyright of the as-
signee. Notwithstanding the right to protection
given to the author in respect of records, what
the defendants had done was an infringement.
The plaintiffs therefore succeeded. From this de-
cision the defendants now appealed, and the court
held that the appeal failed.
New Companies Incorporated.
Bulldog Record Co., Ltd. ; capital, £1,000 ; reg-
istered office, Milton House, 35 Surrey street,
Strand, London, W. C.
Wallace Harris. Ltd., musical instrument dealer;
capital, £10,000; office, Harris Building, 42 East-
gate street, Gloucester.
The Scala Co. Opens a Provincial Branch.
The northern counties of England have been
well described as the mainstay of the record trade.
It is not surprising, therefore, to observe a tenden-
cy on the part of London houses to establish
separate depots "up North" in order to centralize
stock for quick delivery. The latest to spread its
wings is the Scala Record Co., Ltd., who announce
the opening of a new branch at 56 Miller street,
Manchester, where will be carried a complete stock
of British-made Scala records and a full line of
gramophones and accessories.
Gramophones in the Trenches.
According to a press report, Sundays are usually
pretty active days for the troops, but October 4
was an exception. A graphic description from the
front says, in part: "Opposite one portion of the
line the enemy's bands played patriotic airs, and
the audiences which gathered gave a chance to
our waiting how-itzers. Not only do thc:'r regi-
mental bands perform occasionally, but, wlt'.i their
proverbial fondness for music, the Germans have
in some cases got gramophones in their trenches."
Talking Machine Addresses Conventions.
Two important conventions have recently been
addressed by the talking machine. The first was
the Bread and Cake Manufacturers' Association
ot Canada at its convention in Winnipeg on Sep-
tember 9 ; the second was the National Association
. of Master Bakers, its convention being held in
Richmond, Va., on October 20. In both cases the
novelty of the proceeding and its immense possi-
bilities were most enthusiastically commented upon,
and ir.any were the complimentary remarks made
as to the excellence of the reproduction, this latter
being a tribute to the National Gramophone Co.
(1913), Ltd., who made the records. One of the
world's leading experts in flour and bread making,
an Englishman, Mr. Jago, had been invited to ad-
dress both conventions. Being, unfortunately, pre-
vented from crossing the "herring pond," he de-
cided upon this attractive method of speaking to
the delegates. The address to the Winnipeg con-
vention, which occupied ten minutes to deliver,
was placed upon one double-sided 10-inch record ;
the address to the Richmond convention, occu-
pying fifteen minutes, was given on one double-
sided 12-inch record. We need not, perhaps, re-
mark that only by means of the Manadhon patent
process could such an extraordinary length of
playing time be secured in the compass of one
disc.
Columbia Co.'s £ 750 Royalties.
Probably no trade announcement has ever caused
greater satisfaction than the Columbia Co.'s inti-
mation on the issue of its first war records that
it would pay a royalty on each record sold to
the Prince of Wales' National Relief Fund. If
it needed courage to issue new records at a time
when this country had possibly its gloomiest out-
look before it. as seemed to be the case commer-
cially during the first two or three weeks of the
war, then how much greater courage was needed
(Continued on page 50.)
THE MAN OF MANY PARTS 99
The only man in the world who can
supply you with one part — or any num-
ber of parts for any Talking machine
ever made from Adam to
Edison-Roosevelt.
64 Page Catalogue Yours for Asking
W. H. REYNOLDS, Ltd.
"KNOTASLEPE"
London, England
50
THE TALKING MACHINE WORLD.
FROM OUR LONDON HEADQUARTERS— (Continued from page 49).
to say that in connection with those records — a
daring experiment in themselves — a royalty would
be paid to the Prince of Wales' Fund?
As it happens, these war records came at a psy-
chological moment, when the trade was having
the impression thrust upon it that the public had
set aside their gramophones for what looked like
being a long rest. But with the issue of these
war records by the Columbia Co., and the accom-
panying announcement regarding the special roy-
alties to the Prince of Wales' Fund, public interest
was awakened, and dealers throughout the country
enthusiastically leaped at the idea of helping this
deserving fund in this ingenious but decidedly
practical fashion.
So whole-heartedly did the trade and public seize
upon the suggestion that in purchasing these war
records they were contributing to the Prince's fund
that by October 26 the Columbia Co. had been
enabled to send checks to the organizers of the
fund amounting to £750.
Dutch Inquiry for Gramophones.
Inquiries for British-made goods continue to
reach this country through various channels from
all parts of the (neutral) world. The latest to
hand is from the British consulate at Amsterdam,
Holland, reporting that good scope exists for the
development of British trade in that country, and
citing an application from a firm in Amsterdam
which desires direct communication with British
houses manufacturing all kinds of musical instru-
ments, gramophones and records being especially
mentioned. The Commercial Intelligence Branch
of the Board of Trade, 73 Basinghall street, Lon-
don, E. C, will be pleased to furnish the necessary
details to any genuine British manufacturing house
upon application.
Export Trade Prospects.
Increased shipments of gramophone goods are
being made from London to all parts of the world,
the campaign on behalf of all-things-British having
borne good fruit. Our manufacturers fully appre-
ciate the opportunity now available for the devel-
opment of trade overseas, and it is pleasing to
observe that their efforts have secured unstinted
co-operation from colonial traders. It has been
impressed upon me that the local requirements of
different markets is receiving special attention, with
a view to the permanent retention of oversea
patrons.
Records for Wounded Soldiers.
That the gramophone is taking a high place
among the comforts of our wounded soldiers in
hospital is evident from the reception of gifts of
records to those institutions. A few weeks back
the manufacturers of Regal records received a
letter of thanks from the matron of the London
Hospital, which so aptly illustrates the point that
we can hardly do better than quote it : "The ma-
tron desires to convey her sincere thanks for the
very generous supply of records which we have
just received. The patients are thoroughly enjoy-
ing the tunes already and we are most grateful to
you for being the means of giving the wounded
soldiers some happy hours."
A Big Selling Record.
The Daily Mail recruiting song, "Your King and
Country Want You," has been paired with the
Daily Chronicle song, "Fall In," on Regal record
No. G6815. As these are probably the two most
heavily boomed war songs of the moment, each
having behind it the influence and strength of the
most important newspapers of the day, this record
should be one of the biggest sellers of the time.
Proving a Big Seller.
"Tipperary" figures as march with vocal choruses
by Harrison Latimer on Regal war record No.
G6802. On the reverse of the disc is "Red, White
and Blue," similarly treated.
Belgian and British Soldiers Make Record.
A descriptive record' of more than ordinary in-
terest is that announced on the new Regal war
list under the title "Arrival of the British Troops
in France." The record occupies both sides of a
ten-inch disc, the first half depicting the approach
of the troopship to land, with soldiers singing and
bands playing, the exchange of chaff, the welcom-
ing ' shouts of "Vive les Anglais," the answering
British cheers, an inspiring speech to the men and
the "Fall in" as the boat draws alongside. The
second part illustrates the disembarkation, the
lowering of the gangway, a rousing chorus which
our soldiers have made their own for keeping in
step, followed by the marching off of battalions
of the Grenadiers, the Gordons and the Irish in
succession, good-hearted banter and the entraining
"for the front," the record coming to a brilliant
conclusion with the departure of the train amid
hissing of steam, singing of "The King" and vol-
leys of cheering.
It is interesting to learn that among those who
took part in the making of this record were a
number of British territorials and four Belgian
refugees, who entered thoroughly into the spirit
of the occasion.
The Toll of War.
Accompanied by his wife, an American lady
whom he had only recently married, Arthur Nier,
of Nier & Ehmer, the German firm of horn manu-
facturers, left New York on July 25 and got
through to Berlin just in time to join his regi-
ment. An authentic report received in London now
speaks of his death on the field of battle some-
where in France. I also hear that Clemens Hu-
mann, the Leipzig tone-arm maker, has been
wounded. Another casualty is that of the eminent
violinist, Fritz Kreisler, who lies in a Galicia hos-
pital suffering from a serious wound in his leg
and a slight one in his left arm, which latter, the
doctors say, will fortunately not incapacitate him
from continuing to exercise his art.
"H. M. V." People in the Fighting Line.
Some 200 members of the Gramophone Co.'s
staff have joined the army to fight for old Eng-
land, and some at the front find time occasionally
to send through a line or two anent their experi-
ences. Lieut. Jack Gibbons, A. S. C, writes : "I
have been up to the firing line twice in charge of
a convoy of twenty-five motor lorries filled with
ammunition. . . . leaving to-day for the firing
line for good. That means I shall be attached to
an 'ammunition park' . . . right in the thick
of it."
Sergeant Cowen says: "I tried to catch a shrap-
(C on'inued - on page 51.)
'His Master's Voice'
— the trade-mark that is recognized
throughout the world as the
HALL-MARK OF QUALITY
Branches
Agencies
'His Master's Voice"
Copyright
This intensely human pic-
ture stands for all that
is best in music
— it is the "His Master's Voice"
trade-mark, and it brings to you,
no matter where you are, the
very best music of every kind,
sung and played by the world's
greatest artists — the greatest
singers, pianists, violinists, or-
chestras and bands— all enshrined
in the unequalled "His Master's
Voice" records.
AUSTRIA: Oesterr. Grammophon - Gesell-
schaft, m.b.H.L, Graben 29 Vienna, Austria.
BELGIUM: Cie. Frangaise du Grammophone,
51, Avenue de la Porte de Hal, Brussels.
DENMARK i Skandinavisk Grammophon -
Aktieselskab, Frihavnen, Copenhagen.
FRANCE: Cie. Frangaise du Gramophone,
115 Boulevard Richard Lenoir, Place de la Re-
publique, Paris.
GERMANY: Deutsche Grammophon-Aktien-
gesellschaft, 35, Ritterstrasse, Berlin.
HUNGARY: The Gramophone Co., Ltd., Kos-
suth Lajos-Utcza 8, Budapest.
SPAIN: Cia. Francesa del Gramophone, 56,
Balmes, Barcelona.
SWEDEN: Skandinaviska Gramimophon-Ak-
tiebolaget, Drottning Gatan No. 47, Stockholm.
RUSSIA: The Gramophone Co., Ltd., 45, Nev-
sky Prospect, Petrograd (St. Petersburg); 9,
Golovinsky Prospect, Tiflis; Nowy-Swiat 30,
Warsaw.
INDIA: The Gramophone Co., Ltd., 139, Bal-
liaghatta Road, ' Calcutta; 7, Bell Lane, Fort,
Bombay.
AUSTRALIA: S. Hoffnung & Co., Ltd., Sole
Concessionaires of The Gramophone Company,
Limited, 163, Pitt Street, SYDNEY.
NEW ZEALAND: Messrs. E. J. Hyams &
Co., Post Box 45, WELLINGTON.
SOUTH AFRICA: Messrs. Darter & Sons,
Post Box 174, Capetown; Mesisrs. Mackay Bros.,
Post Box 251, Johannesburg; Messrs. Mackay
Bros. & McMahon, Post Box 419, Durban; Ivan
H. Haarbunger, Post Box 105, Bloemfontein ;
Franz Moeller, Post Box 108, East London;
Messrs. B. J. Ewins & Co., Post Box 86, Queens-
town; Messrs. Handel House, Kimberley;
Messrs. Laurence & Cope, Post Box 132, Bulu-
wayo; The Argus Co., Salisbury.
EAST AFRICA: Bayley & Co., Lourenzo
Marques.
HOLLAND: American Import Co., 22a, Am-
sterd Veerkade, The Hague.
ITALY: Messrs. A. Bossi & Co., Via Oreflci
2, MILAN.
EGYPT (Also for the Soudan, Greece ana
the Ottoman Empire) : K. Fr. Vogel, Post Box
414, ALEXANDRIA.
Great Britain :
The Gramophone Company, Ltd.
21 City Road
London, E. C.
THE TALKING MACHINE WORLD.
51
FROM OUR LONDON HEADQUARTERS— (Continued from page 50).
nel shell, with the result that my hands were
knocked about a bit." Such is war, or rather a
sidelight thereof.
T. Edens Osborne a Live Wire.
From recent Belfast papers to hand we observe
that Thomas E. Osborne, the local dealer in "H.
M. V." and other goods, continues to pin strong
faith in the value of publicity as a sales stimulant,
and in this connection we would respectfully com-
mend his example to those manufacturers who
seem suddenly to have lost faith in printers' ink.
How can "business as usual" apply if one doesn't
"carry on" as usual?
News of Henry E. Parker.
Since interest in Parker, P. C., seems to have
been very properly overshadowed by Parker, R
H. A., I deemed it expedient to make some inquiry
into the matter of the latter's confrere this side.
As a gunner in the Essex battery of the Royal
Horse Artillery, Henry E. Parker expects to be
included among the next complement for the fight-
ing line, although such is the necessity for secrecy
in these matters that the troops are often quite
in the dark as to future movements. In an amus-
ingly written epistle to the Columbia Co. Mr.
Parker emphasizes his proficiency in the vocal ex-
ercise of telling what a long, long way it is to
Tipperary, and was immediately invited to make
a record of this now famous song. Apropos Tip-
perary, I understand the record as recorded in
London will be issued by the Columbia people in
America. It will doubtless be very much in de-
mand, but your dealers will find it a "long, long
way" to catch up to the sales figure for the United
Kingdom— over 100,000.
New Catalogue of Edison-Bell Gramophones.
A batch of well-printed and attractive publicity
literature is to hand from J. E. Hough, Ltd., of
Edison-Bell fame. Dealing with the new instru-
ment catalogue we find listed over twenty different
models of every variety in style and price. For
instance, be there a demand in your locality for
cheap exterior-horn instruments, you would find
of interest Model No. 1, at 35 shillings, put up in
solid oak case with graceful molded base, size 13
Merely A Statement of Fact
The British Colonies and dependencies import annually many thousands of
pounds' worth of gramophone products, a large percentage of which emanated
from Germany.
Now that this source of supply is cut off, who is going to fill the breach ?
This question must give British houses food for profitable thought.
But the opportunity for action is not tomorrow or the day after, it is Now !
The trade routes are open and we venture to think will so remain.
You can get into touch with oversea buyers through the medium of this trade
newspaper, which enjoys a wide sale throughout the world.
Particulars and advertising rates will be gladly supplied to all interested by
our European representative.
W. LIONEL STURDY
2 Gresham Buildings
Basinghall St., London, E. C.
x!3x7M! inches, 10-inch turntable, speed indicator,
a good motor to run a 12-inch record, nickeled
taper tone arm (taking either needle or sapphire
sound box), new Corona "Prince" sound box,
20-inch bell flower-horn in colors. That sounds
good value, and it is. Passing Model 2 at £2 12s.
6d., and Model 2B at 3 guineas, we come to No.
3 at £3 12s. 6d. This instrument weighs twenty-
two pounds, is equipped with solid oak or mahog-
any French polished cabinet with hinged cover, a
three-record motor with speed and regulating de-
vice, a heavier but same style tone arm as above
described for Model No. 1, Corona "Prince" sound
box and steel spun 23x24%-inch flower-horn. An-
other good line is Model 4C at 6 guineas, carrying
the following specifications : Heavily molded solid
mahogany cabinet, size l(i1/2xl61/2x81/2 inches;
double-spring, nickel plated worm-gear motor, 10-
inch turntable, speed indicator, heavy nickel ta-
pered tone arm, Corona "King" sound box, 22Yax
24% inches; highly polished laminated mahogany
j jintlcss horn, giving a particularly bright and
mellow tonal delivery.
Of the hornless or portable type gramophone
there is illustrated a good variety from 32s. 6d.
upward to £10. The general finish and workman-
ship put into even the cheapest model is surpris-
ingly good, and, price considered, each instrument
represents a maximum of value."
In cabinet gramophones the Edison-Bell people
have produced a set of models artistic in appear-
ance and design without sacrificing tonal quality
at the expense thereof. They range in price from
±9 to £21. The subjoined specifications applying
to Model No. 26 will convey some idea of the
remarkable value offered for 10 guineas : Beauti-
fully designed oak cabinet, inlaid satinwood and
piano polished, measuring 43 inches high by 18%
inches wide by 201/2 inches deep; concealed horn,
roomy cupboard - for records, powerful nickel-
plated five-record motor, tapered tone arm, with
the. "King" duplex sound box to play needle and
phono-cut records.
Another E. B. catalogue gives illustrations and
particulars of some newly designed record cabi-
(Continucd on page 54.)
EDISON BELL-V F-VELVET FACE
Patriotic Records
10-in. Double Side 2/6 each
Landing of the British Army
in France, Pt. 1 Descriptive
Landing of the British Army
in France, Pt. 2
Tommy Atkins Robert Howe
The Lads in Navy Blue
Sons of the Sea
Soldiers of the King
Jack's the Boy
The Anchor's Weighed Alan Turner
La Marseillaise and The
Red, White and Blue Robert Howe
Hearts of Oak, and God
Save the King
Boys in Khaki, Boys in
Blue Stanley Kirkby
Your King and Country
Need You
Here's to the Day
For King and Country
La Marseillaise, and The Russian Na-
tional Anthem, London Regim'l Band
Rule Britannia, and God Save the King
London Regimental Band
Regimental Marches of the Brigade of
Guards (Slow)
Band of H.M. Irish Guards
Regimental Marches of the Brigade of
Guards (Quick)
Band of H.M. Irish Guards
British Empire March
London Regimental Band
Steadfast and True, March
London Regimental Band
1403
1404
1405 ]
1406 ]
1407
1408
Your Heart will Call Me Home
Charles Cor.-pton
Since Last We Met
The Girl I Mean to Make My Wife
(March Intermezzo)
Royal Court Orchestra
Mam'selle Tra-la-la (Waltz)
Royal Court Orchestra
Temple Bells ("Indian Love Lyrics")
Miss Mabel Mann
Less Than the Dust ("Indian Love
Lyrics") Miss Mabel Mann
In an Old-Fashioned Town
Miss Mabel Mann
Three Fishers
St. David (Welsh Patrol)
Band of H.M. Irish Guards
Wearing of the Green (Quick March)
Band of H.M. Irish Guards
Clever Mr. Green (Patter Song)
Harry Bluff
The Waiter (Patter Song)
12-in. Discs Double Records 4/-
640!
641
642
( Inflammatus ("Stabat Mater")
Band of H.M. Irish Guards
Cujus Animam ("Stabat Mater")
Band of H.M. Irish Guards
\ March of the Knights of the Holy Grail
("Parsifal") Band of H.M. Irish Guards
Overture "Rosamunde"
Band of H.M. Irish Guards
O Rest in the Lord
Miss Jessie Broughton
O Divine Redeemer "
IF YOU ARE INTERESTED SEND FOR FULL CATALOGUES TO
EDISON BELL WORKS, Glengall Road, London, S.E. J. E. HOUGH, Ld., Proprietors
52
THE TALKING MACHINE WORLD.
SALES POLICY.
DISTRIBUTORS,
JOBBERS
AND DEALERS.
EXCLUSIVE
PROPOSITIONS
(FOR DISTRIBUTORS
AND JOBBERS)
ENTERTAINED.
Hoffay's Gramophone is Bound to be a Success
WHY?
Your record stock will move more rapidly if you sell your records by means of this
MUSICAL Instrument.
You can fill every flat of a house— every home — with one of these UNIVERSAL Instru-
ments, thus establishing a UNIVERSAL buyer of ALL makes of records in every flat; all
Instruments can be played at the same time, the soft, clear, natural reproduction does not go
through the walls and floors, no matter how "loud" it is inside the flat.
The reproduction is free from any metallic tinge.
SELL RECORDS OF ALL MAKES
Increase your profits and those of all record manufacturers.
DESCRIPTION OF OPPOSITE PAGE
Fig. i. Shows in section the Hoffay Sound-Box
Notice therein that the diaphragm is vibrated by a strong
THREAD, which is kept stretched by the forks of the
lever, the latter being in this way strengthened, thus
making a fully braced structure. This accounts for the
wonderful faithfulness of the reproduction. The same
degree of braced structure is obtained in every Hoffay
Sound-Box by means of a special tool (for which a patent
has been applied), thus ensuring a standard of tonal
efficiency. Also notice in Fig. i that the lever is rigidly
supported by a ring carrier, which is free from metallic
contact with the casing of the Sound-Box, insulated by a
rubber ring, which is under lateral compression ; in this
manner the ring carrier is solidly supported without
affecting in the least the vibratory action of the lever.
The combined action of this rubber mounting at one
end of the lever and the THREAD vibrating the dia-
phragm at the other end is so sensitive and balancing to
one another that the sounds are reproduced as if in "re-
lief" and "separated" from each other ; the reproduction
is full, round, natural and loud enough to be heard in
a Theater if desired ; at the same time it is of such a
quality as to make it a pleasure to listen to it in the
smallest of rooms.
Fig. 5. Shows the same Sound-Box with the differ-
ence that the diaphragm is connected to the forks of the
lever by a screw, the result being to obtain a reproduc-
tion of great quality and as "loud" as you may wish.
Fig. 2. Shows the Hoffay Sound-Box Mounting in a
"closed" condition proper for playing records of the zig-
zag type (Victor, Columbia, Odeon, etc.). Light in
weight, small in size, and efficient ,'n every respect.
Fig. 3. Shows the Hoffay Sound-Box Mounting in
the "transition" condition, before swinging the block
which holds the Sound-Box to position shown in Fig. 4
without having to detach the Sound-Box.
Fig. 4. Shows the Hoffay Sound-Box Mounting in
an "open" condition, proper for playing records of the
"hill and dale" type (Edison, Marathon, Pathe, etc.). In
every case (Figs. 2 and 4) the structure is very rigid, so
that no "rattling or vibration" takes place.
Fig. 6. Shows what the Hoffay Sound-Box Mounting
does. Either whilst playing "zig-zag" records or "hill
and dale" the stylus (26) touches the same point on the
record without any further alteration. Also notice that
the angle of the stylus, in comparison with the record,
remains the same in both cases; this means that AT
LAST the successful use of a DIAMOND for playing
the zig-zag (Victor [His Master's Voice], Columbia) is
TO HAND, thus utilizing one point for playing every
record ever made.
Fig. 7. Shows the Hoffay Tone-Arm Mounting and
Weight Counterbalancing Tone-Arm. The tone-arm
moves "horizontally" round the "upper" carrier and "ver-
tically" round the "lower" carrier, shown in dotted lines,
in alignment with the counter-weight. The tone-arm is
straight, the weight is just "right," and the scratching of
the needle is practically done away with.
J. HOFFAY
P. O. Box No. 1249
New York City, U. S. A.
Address in England: 67 Egerton Gardens, South Kensington, London, S. W.
THE TALKING MACHINE WORLD.
53
For comparison
of sizes: "His
Master's Voice
Goose Neck" and
the "Hof fay's
Sound-Box
Mounting" fitting
a gramophone of
that or similar
type.
Retail Price
$6.50
Place orders at
once, stating
"make" of re-
producer to hold.
AN "INSIDE" GLIMPSE INTO
HOFFAY'S
"The Worlds Musical Instrument"
GRAMOPHONE
Fig. 2.
Fig. 3.
Fig. 4.
RETAIL PRICES: Sound-Box (Fig. i) with Sound-Box Mounting (Fig. 2) Nickeled, $18.50; Oxydized, $20.00;
Gold-Plated, $22.50. Made to fit machines of ANY make.
Sound-Box Mounting, sold separately, $6.50. Sound-Box sold separately, deduct $6.50 from prices as above.
Usual Trade Discounts.
Fig. 6.
Fig. 7.
Ready to entertain propositions for Distribution and Manufacture in all countries of the World. Patents
granted or pending the World over. Expect to be in New York to begin manufacture at the end of November.
Send orders soon; make appointment soon. Dealings direct only; no nominees.
J. HOFFAY
P. O. Box No. 1249
New York City, U. S. A.
54
THE TALK TNG MACHINE WORLD.
BEKA DOUBLE-SIDED RECORDS
BRITISH MADE THROUGHOUT
Our Latest Supplement Contains all the
PATRIOTIC AIRS and NATIONAL ANTHEMS
Catalogues and terms on application.
0. RUHL, Ltd., 77 CITY ROAD, LONDON, ENGLAND
FROM OUR LONDON HEADQUARTERS— (Continued from page 51).
nets partitioned and equipped with strong en-
velopes alphabetically and numerically arranged for
the filing of records on scientific lines.
Prospective buyers should write for these cata-
logues and particulars of Edison-Bell records to
Messrs. J. E. Hough, Ltd., Glengall road, Peck-
ham, London, S. E.
"A Favorite" Postcard.
Among the recent publicity literature issued by
the Utility Trading Co. is an attractive postcard
which illustrates (in colors) on a small scale the
firm's well-known poster showing a 'Greek athlete
pointing to the Favorite record, all of which is
suggestive of strength and presumably of meri-
torious quality. Dealers may have supplies upon
application.
The Silver Sheath Needle.
From Daws Clarke "I have received for per-
sonal test and review samples of his patent alumi-
num composite "Silver Sheath" needle, which is
described as possessing unique and manifold ad-
vantages over the ordinary steel variety. One of
these needles is good for an average of fifteen
records without resharpening, and, this latter op-
eration considered, it may be depended upon for
the satisfactory reproduction of hundreds of rec-
ords. Absence of scratch is a special feature, and
with regard to tone the Silver Sheath will bring
all the best out of a record at just the right vol-
ume and quality of reproduction. Its tone, in fact,
is silvery to the minutest detail, and I am alto-
gether impressed with it as a pleasing substitute
for the more often than not scratchy steel needle.
An outfit of six needles with a sharpener costs
retail $1.65, from which a good trade discount is
offered to approved agents. Mr. Clarke will gladly
send particulars upon request.
More Patriotic "Favorite" Issues.
The Favorite list of records for November con-
tains a further batch of excellent items, mainly of
a patriotic nature. Bulk record sales are of the
martial flavor, few of the ordinary kind being in
The Patent
Silver -Sheath
Needles
NEEDLE
SECTION
They come between steel and fibre needles
and wear your records less than any metal-
lic needle whatever. Each S/Sheath will
play 400 to 500 records, with occasional
resharpening.
Medium loud tone — clearest results pos-
sible— scratch almost done away with.
Prices
Post Free :
Ash for particulars of the FLEX loud
speaking diaphragm, etc.
DAWS CLARKE, 14 Lome Grove
FALLOWFIELD MANCHESTER, ENG.
WANTED AGENTS. Good Trade Discount.
) 1 S/Sheath Needle $0.25
( 6 Needles with sharpener 1.65
[ Aluminum Sharpener,
J separately 50
COLONIAL and FOREIGN BUYERS
of gramophones and records may obtain
valuable information from English firms
who are desirous of opening up trading re-
lations with oversea markets upon appli-
cation, stating requirements, etc., to our
European representative,
W. LIONEL STURDY
2 Gresham Buildings,
Basinghall St., London, E. C.
demand, and the Utility Trading Co. has, therefore,
wisely concentrated its efforts to meeting this call
by the production of new war records each month.
Buyers the world over will welcome the latest"
numbers, for certainly they may be relied upon
to make a wide appeal to all patriots. To quote
a few examples of the value offered I would draw
special attention to No. 747, bearing the popular
war ballad, "Fall In," sung by Jack Smithson, and
"A Soldier and a Man," by Henry Doyle ; (749)
"Our Fleet" and "Gentlemen, the King," by Stan-
ley Wentworth; (746) "Your King and Country
Want You," the famous recruiting song, and
"Here's to the Day," hoth finely rendered by Jack
Smithson; and (742) "With the British Colors"
and "Bulgarian Patrol," both stirringly played by
the well-known instrumental organization, the Fa-
vorite Elite Orchestra. On No. 744 the popular
banjoists, Oily Oakley and Joe Morley, present two
pleasing duets, "Palladium March" and "Drum
Major March," and among other discs of interest
is No. 745, which carries "Eternal Father, Strong
to Save," and "Onward, Christian Soldiers," two
renowned hymns delivered sympathetically by Wal-
ter Barrett, with organ accompaniment. The Util-
ity Trading Co., 21 Paper street, London, will be
pleased to hear from all dealers open to entertain
a good proposition.
Will Use the Name of Williams.
The subjoined appeared in a recent issue of the
Daily Telegraph, London: "I, Victor William Op-
ferman, a British-born subject, of No. 9 Daysbrook
road, Streatham Hill, in the County of London,
musical conductor, heretofore known as Victor
Opferman, hereby give public notice that I have
formally adopted, and determined upon all occa-
sions whatsoever and in all deeds and writings to
forthwith use the "name of Williams as my last
and only surname. (Signed.) Victor Williams.
Witnessed by J. E. Gowing, SO^Brixton Hill, So-
licitor."
Confidence in the Future.
It wants some faith in the business to go to
the by no means light expense of a front half-page
of the Daily Mail these troublous times. That
is, perhaps needless to say, Columbia confidence,
or, rather, only a commencement, since it is to
be followed, we learn, by other advertising. An
excellent example.
Great List of Patriotic Numbers.
Notwithstanding the extra pressure of work in
connection with the supply of patriotic numbers,
the British Zonophone Co. continues to issue, "as
usual," new supplements each month. The latest
to hand lists many excellent selections, and this
important feature, considered in conjunction with
a quality standard of recording unsurpassed in
the record world, makes easy of understanding
the great reputation and popularity of Zonophoncs
among all nations. One could wish for no finer
examples of artistic merit than is engraven upon
12-inch record A150, "Lolita," and "Nirvana," sung
by Sydney Coltham, whose exquisitely sweet tenor
voice is also heard to perfect advantage in "Sleep
and the Roses" and "Tired Hands" on 10-inch
No. 1356. A fine 12-inch, too, is that bearing
"Gavotte" (Bach-Kriesler) and "Gondoliera"
(Ries), played in superb style by Miss Mary Law,
the well-known violinist. Other records by the
famous Black Diamond Band, Alfred Cammeyer
and Oily Oakley, the banjo duetists; the popular
comedian, George Formby, etc., all go to suggest
that the particular program under mention merits
tpecial commendation.
An "H. M. V." Patriotic Week.
"Business as usual," and quite a lot of it, is the
order of the day — every day — at the Gramophone
Co.'s factory at Hayes. Record making is proceed-
ing at high pressure, and so great is the call for
patriotic numbers that a special publicity scheme
has been devised as a kind of celebration by which
"H. M. V." agents will reap a rich harvest of
extra sales. Hence the inauguration of a patriotic
week, ending November 2. Now, this patriotic
STROH VIOLS
VIOLIN, VIOLA, ETC.
The mellow and matured tone of these
instruments, which are constructed largely
of aluminum, yet possess none of the
characteristics of the gramo-
phone or wind instrument, is
only one of its many points
which are fully set out in an
illustrated booklet which will
be mailed free on request to
String Fiddle
the sole makers.
GEO. EVANS
&f*(\ 94 Albany St.
London, Eng.
OR
in U. S. A. to their sole repre-
sentatives
Oliver Ditson Go.
150 Tremont Street
BOSTON
NEW YORK and PHILADELPHIA
Violin
THE TALKING MACHINE WOULD.
55
FROM OUR LONDON HEADQUARTERS— (Continued frbm page 54).
week is not merely on paper ; it is a real live thing
planned to interest the public direct by extensive
newspaper advertising in the leading organs
throughout the country, and on this head alone the
company has apportioned quite a liberal expendi-
ture. Faced with such a practical symbol of con-
fidence in the gramophone trade, the most pessi-
mistic dealer would throw aside the shackles of
doubt and get busy. He has. My last report from
the "H. M. V." people is that the scheme is an
amazingly fine success all along the line. Quite
a large number of agents adopted the company's
outline for a special window display, and alto-
gether they seem to have entered very whole-
heartedly into the spirit and letter of the plan.
Congratulations.
An Important Law Action.
Freight with an unwelcome significance in its
bearing upon the interests of British record man-
ufacturers, the subjoined important law action will
arouse more than ordinary attention :
Francis, Day & Hunter vs. B. Feldman & Co. —
In this case the defendants appealed from a de-
cision of Mr. Justice Neville granting an injunc-
tion restraining them from infringing the plaintiffs'
copyright in the song "You Made Me Love You,
I Didn't Want to Do It," in a song they had pub-
lished entitled "You Didn't Want to Do It, but
You Did It."
The defendants contended that there was no
copyright in the plaintiffs' song, because it was
published in the United States of America before
being published in any part of His Majesty's do-
minions, to which the Copyright Act, 1911, ap-
plied. To this the plaintiffs replied that the pub-
lication took place simultaneously here and in
America. Mr. Justice Neville held that there had
been publication in this country within the mean-
ing of the act and that the defendants' song was
a colorable imitation of the plaintiffs' song. He
therefore granted an injunction, with costs, and
an inquiry as to damages. The court allowed the
appeal. Lord Justice Swinfen Eady said the plain-
tiffs' song was a literary work within the meaning
of the act, and the plaintiffs held the copyright,
which gave them the sole right to produce or
reproduce any essential or substantial part of the
song. The same ideas ran through the defendants'
song; both were on the same lines. One song re-
called the other, and the defendants' song was a
sequel to the plaintiffs'. But he was unable to
say that unfair use had been made of the expres-
sion of ideas in the plaintiffs' song or that any
substantial part of it had been taken or incor-
porated in the defendants' song.
Important to Business Men.
The Postmaster-General announces that the
Army Council has now agreed to the use of reg-
istered addresses in extra European telegrams to
and from England under the following conditions :
1. The address must have been registered before
July 1 last.
2. It can only be used as the address of a tele-
gram ; its use as the signature is still prohibited.
3. Telegrams having such addresses can only
be sent to and received from British or allied ter-
ritory in the extra European telegraph system
(and Egypt) or the United States of America.
4. In the case of telegrams to allied territory
or the United States the full name and address
of the addressee must be given on the back of
the telegram form.
THE WORLD'S MUSICAL INSTRUMENT
Definite Information at Last — Mr. "Hoffay in
New York — Manufacturing and Selling
Plans Exclusive Territory tor Jobbers.
Those who have closely followed my notes
month by month must have read with ever-grow-
ing interest, not to say curiosity, of the gradual
development of an inventor's "ideal" in connec-
tion with the science of sound reproduction. I
refer in the first place to J. Hoffay and in the
second to what has come to be known, especially
to World readers, as "The World's Musical In-
strument." American, colonial and foreign talk-
ing machine houses have evinced tremendous in-
terest in the Hoffay patent, some evidence of
which Mr. Hoffay has accumulated in the shape
of hundreds of inquiries from all .parts of the
world. Such universal homage to a comparatively
unexplained invention offers a strong confirmation
of the almost general belief in the ultimate per-
fection of mechanical music along lines perhaps
altogether different from present methods. At
least, that is how one may reasonably interpret
this great interest in a new invention. To crys-
tallize sound with fidelity is recognized as pre-
senting less difficulties in proportion to the equality
of after expression or reproduction. Faithful ex-
pression of the human element — the very essence
of mechanical music science, both in recording
and reproduction — must carry with its attainment
an influence of world-wide importance for the
whole gramophone industry.
After a thorough investigation of all claims with
regard to "The World's Musical Instrument" I have
arrived at the conclusion that the foregoing must
to some extent express my personal view of the
scientific musical value of Mr. Hoffay's invention,
which marks an unquestionable advance in the
evolution of sound reproduction. I have been ac-
corded the privilege of being the first press man
to closely inspect a very wonderful machine — a
machine in name only, since the most expert musi-
cian with the most sensitive ear would, I venture
to assert, find it well nigh impossible to detect
anything mechanical about it.
"The World's Musical Instrument" plays,' with-
out the necessity of detaching sound boxes or
manoeuvres of that kind, all makes of discs — Edi-
son, Victor, Columbia, Marathon, Pathe, etc. —
with equal facility and perfection. The clarity and
general lifelike attributes of its reproduction are
really remarkable. In some circumstances the vol-
ume seems to fall a little short in comparison with
the ordinary instrument, but in other instances it
seems even louder, but what, in fact, happens is
that the sound being truer in pitch is really more
lifelike. All of which is an advantage which makes
a special appeal to those who favor a sweet tone
modulated on natural sound.
The double-page announcement elsewhere in this
issue gives full illustrations and particulars of Mr.
Hoffay's ingeniously devised apparatus, which
makes it unnecessary for me to enter upon any
description of it.
Mr. Hoffay plans to be in New York some time
this month, when he will make efficient arrange-
ments for the prompt manufacture of his patents.
Finally, I would remark that "The World's Mu-
sical Instrument" offers a sure opportunity for
the development of new trade fields, for even the
most prejudiced — and there are a few persons
who come under that category-^cannot fail to suc-
cumb to its manifold charms. And that, apart
from present customers, must result in an ever^
increasing record trade, the very foundation and
commercial life of the gramophone industry.
My sincere advice to all interested is to avoid
procrastination in negotiating with Mr. Hoffay,
who may be reached at New York. I understand
his address is P. O. Box 1249.
FOREIGN RECORD BUSINESS
With the Columbia Graphophone Co., of New
York, Shows Steady Expansion, According to
Harold W. Lyle, of the Advertising and
Sales Department of This Division.
The steady and consistent growth of the for-
eign record business is conclusively set forth in
the figures submitted by Harold W. Lyle, of the
advertising and sales department of the Columbia
Graphophone Co.'s foreign record division. Mr.
Lyle, who is a son of George W. Lyle, vice-
president of the Columbia Co., is achieving a sig-
nal success in this field, due to his detailed knowl-
edge of the requirements of this special phase
of the business.
"Our sales totals for September," said Mr. Lyle,
in a chat with The World, "show that our foreign
record business for that month exceeded that of
December of last year, which was the banner
month of history. We tripled the foreign record
business closed in September, 1913, and although
I have not yet received the exact figures for Octo-
ber, I can safely say that we have exceeded Sep-
tember of this year by a substantial margin.
"The splendid growth in this division of our
business must be attributed in a considerable
measure to the fact that we are endeavoring to
issue only those foreign records which we be-
lieve will meet with a ready sale among people
who appreciate this class of music. Our monthly
lists aim to cover the ground thoroughly in every
foreign language that is in demand in any sec-
tion of this country, and the fact that we are inter-
esting new dealers in foreign record business day
by day indicates the success of our efforts in this
direction. The war abroad has acted as a stimu-
lus to foreign record trade, according to the re-
ports we are receiving from Columbia dealers."
FAVORITE RECORDS made in ENGLAND
Favorite Talking Machines— Favorite Needles
Favorite Albums— Favorite Carrying Cases
ARE THE CHEAPEST AND BEST
Buy Them and You Will Increase Your Profits Note Our Special Patriotic Records
Write Today for Illustrated Catalogue, Lists and Advertising Matter
THE UTILITY TRADING COMPANY, l\y%Z^%T.
Cables: UTILITRACO, LONDON
56
THE TALKING MACHINE WORLD.
The inside back cover of The Talking
Machine World always carries a list of
Columbia distributors down the center.
It is there, in front of you, now. Get into
correspondence with the nearest one.
{Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
~T~... ■ .l«'.^l'tJi«-S.T,-'-r,
FITTING THE RECORD TO THE CUSTOMER.
Determine the Musical Tastes of Your Patron, Mr. Dealer, Before You Attempt to Sell
Him Goods — By So Doing You Will Save Both His Time and-Your Own and Gain a
Reputation as a Skillful Salesman — A Story That Illustrates the Point.
How many talking machine dealers, I wonder,
take time, when a prospective patron walks into
their establishment to purchase records, to give him
the once over, as they say at police headquarters,
before interrogating him as to his desires? It is
safe to say that the number of talker men who
avail themselves of this method of facilitating sales
is most insignificant, and it is the object of this
little talk of mine to show that by focusing your
powers of observation upon the dress, manner and
conversation of your customer,, you can deal with
him far more intelligently than if you neglected to
enact the role of detective as well as merchant.
I can think of no business man who caters to a
more cosmopolitan horde than does the chap who
sells talking machines. From Professor Strauss,
of the university on the hill, to Cyrus Simkins,
from Hickory Corners, N. J., they come to him for
records and, would you believe it, I have witnessed
a young man who considered himself the very latest
thing in clerkship place upon the turntable, "Down
Home Rag" for the professor, while Cyrus was
treated to a rendition of "Andante from deBeriot's
Seventh Concerto."
"Ach himmel ! I vant moosic. not noise," wailed
the outraged professor.
"Say, young feller, when is that there fiddler
goin' to stop tunin' up ? I'd like mighty well to
hear him play somethin'," drawled Cy, disgustedly,
etc., etc. Do you get me?
It is most necessary in order that a talking ma-
chine dealer may get in close touch with the
phonographic desires of his patrons that he use
every means in his power to scrutinize them
scientifically. My friend, John Jones, talking ma-
chine merchant de luxe, keeps track of the musical
tastes of every customer who calls upon him by a
simple method of bookkeeping. These books,
which bear the title, "My Customers," are of the
greatest possible assistance in selling goods be-
cause they show the kind of record that will ap-
peal to a certain type of individual. For instance,
when Cyrus Simkins calls upon John Jones, the
clerk recognizes at a glance the rural land owner.
Glancing through "My Customers" he eventually
Statement of the ownership, management,
etc., of The Talking Machine World,
published Monthly at New York, re-
quired by the Act of August 24, 1912.
Name of Post-Office Address
Editor, EDWARD LYMAN BILL.. .373 4th Ave., N. Y.
Managing Editor, T. B. SPILLANE. . 373 4th Ave., N. Y.
Business Manager, AUGUST T. TIMPE
373 4th Ave., N. Y.
Publisher, EDWARD LYMAN BILL
373 4th Ave., N. Y.
Sole Owner EDWARD LYMAN BILL
373 4th Ave., N. Y.
There are no bondholders, mortgagees or other se-
curity holders. (Signed) Aug. J. Timpe, Bus. Mgr.
Sworn to and subscribed before me this 22d day of
[seal] September, 1914.
Eugene R. Falck, Notary Public 4
(My commission expires March 30, 1916.)
reaches the page devoted to primitive agriculturists
and discovers that selections like "Silver Threads
Among the Gold," "The Old Oaken Bucket,"
"Annie Laurie," with an occasional coon song, and
perhaps a rag or two, will strike Cyrus about
right. He, forthwith, proceeds to do a nice little
business with the gentleman from Hickory Cor-
ners without the loss of time that would naturally
accrue through not knowing just what record to
play. If every talking machine dealer would follow
in the footsteps of Jones regarding this matter they
would find that there would be more sales made
and fewer dissatisfied customers.
It is a difficult proposition to demonstrate a
The Process of Demonstration.
talker outfit to a person who is not at all familiar
with it. Especially is this true of a musician who
is prejudiced against canned melody in any form.
However, if you are able to judge from the per-
sonality of your caller, the kind of selection that
will most appeal to his artistic sense, half the
battle is won at the outset.
Fortunately for the dealer, the talking machine
has reached such a state of perfection that even a
musical critic cannot conscientiously condemn it.
Therefore the time has come when it is not a case
of one record being superior to another in so far
as mechanical imperfections are concerned, as it
was in the early days of the talker, but when one
selection will lead another only through the ability
of the artist and the composer. In other words,
the talking machine has arrived. It has joined the
ranks of the makers of true melody, and is fast
pressing onward to its rightful place at the head
of them all. The day is not far distant, believe
me, when every instrument, even the imperfect
piano, will be mastered phonographically, and when
that time comes the talking machine will stand
supreme, its competitors in precipitous retreat. So
you see, Mr. Dealer, you are not selling mechanical
toys any more. Neither are your records noisy
and gritty reproductions of real music.
This means a very great deal, for it does away
entirely with the need of playing records in private
prior to their public rendition. I can remember
when my friend, John Jones, used to test every
record before placing it on sale, and that was not
so very many years ago either. He was forced to
adopt this method for his own protection against
the harsh criticisms of his customers. When the
blasts and knocks developed in cylinders or discs
that had not received an elimination test, Jones
wished most devoutly that some other business
than that of dispensing talkers had claimed him
for her own. However, that is past and gone now,
and Jones is happy. He has every reason to be
contented to-day, for he has specialized his profes-
sion to the extent of placing his talker shop in an
advanced state of prosperity through many clever
and unusual methods of business building, some of
which have already been outlined in The World. I
am sure, Mr. Dealer, if you adopt the trade boost-
ing stunt suggested above you will find it a most
worthy one.
From now on each time Mr. A. Prospective Cus-
tomer enters your store greet him effusively; be
the hospitable host to the degree of making him
loquacious. You know, do you not, that there is no
better way to bring to the surface a fellow's habits,
ambitions, and, above all, his likes and dislikes,
than by urging him to talk. Well, inasmuch as we
have steered this particular conversation into
phonographic channels, and you have established
yourself as an interested listener, it will not be a
great while before the subject of records will be
broached. Then it naturally follows that the selec-
tions he likes best will come forward. Result : A
concert made up exclusively of the very cream of
your stock, so far as Mr. A. P. C.'s tastes are con-
cerned, which, of course, means a quick sale and
a satisfied patron. What more, pray, can a dealer
ask?
Jones lives in a town which has some fame as a
resort, and is visited throughout the season by a
great many people from not only other states, but
other countries as well. He makes a point cf ap-
pealing to the patriotism of these folks by first
ascertaining from whence they come, and then en-
tertaining them with a concert made up of records
containing a certain amount of local color. To
illustrate : To the chap who hails from the state
with its golden gate ajar, he renders "I Love You,
California." The fellow from Baltimore is made
happy by the strains of "Maryland, My Maryland."
The retired rancher from San Antonio reaches for
his silken bandanna when Edgar L. Davenport, in
his pathetic recitation, "Lasca," explains that
"scratches don't count in Texas, down by the Rio
Grande." The Yankee is touched with the pathos
of "My Old New Hampshire Home," while even
the man from the state of mosquitoes and Presi-
dents appreciates "Over on the Jersey Side."
When Jones explained this treatment of tran-
sients to me, I asked him a question. "John," said
I, "will you tell me, please, why this sort of thing
pays? I can understand, all right, why a record
suggesting one's own state or town would play
upon the heart-strings and force a fellow to loosen
up to the extent of purchasing that particular
THE TALKING MACHINE WORLD.
57
selection. So far, so good, but does it pay to go to
all that trouble of identification, etc., for one rec-
ord?"
"My boy," remarked Jones pityingly, "you should
know better than to ask a question so foolish. You
have actually mingled among the talker fraternity
for ten long years and have yet to learn that to
sell a big bill of goods to a man, particularly when
he's homesick, you must play something for him
right at the start that will set him going — 'play
upon the heart-strings,' as you express it. Bah !
I'm ashamed of you."
I have been giving the manufacturers a few
hints lately, as you may have noticed if you have
been kind enough to read my stories. Taking it
for granted that there is always room for one more,
I submit the following: You have seen, of course,
the tide of patriotism that is sweeping over our-
country because of the war in Europe. You know
what a stir has been caused by the "Made in
America" advertisements of our great department
stores. Everywhere you gaze upon the shield and
the flag. As I write the Philadelphia Evening
Bulletin lies open upon my desk. On page five
there is a full page spread containing the following
patriotic adornments : One coat of arms of Phila-
delphia, twenty sketches of Old Glory and the cele-
brated poem, "America," accompanied by an artistic
drawing in pen and ink showing the liberty bell
and draped flags.
LANDAY WHOLESALE GROWTH.
Most Marked During the Past Month — Com-
pliments for the Talking Machine World as
an Effective Advertising Medium.
"The growth of our wholesale business is a mat-
ter of considerable pleasure," said Max Lajiday, of
Landay Bros., 563 Fifth avenue, New York, Vic-
tor distributers. "Orders are being received regu-
larly from our patrons, and we are extending co-
operation to our trade by giving them prompt serv-
ice in every meaning of the word. I may say in this
connection that the use of the advertising columns
of The Talking Machine World has been an im-
How about getting some business from this sort
of thing, Mr. Dealer? Why not feature your
patriotic records? Would it not be well to dress
your window a la America once in awhile? Lei
the public know that not only the department stores,
but the talker shops also are imbued with the spirit
of patriotism. Just as the "Made in America"
signs are booming trade in other lines, so will they
aid you in your field of endeavor if you but handle
the proposition with the care and delicacy it de-
serves.
Another thing, Mr. Dealer, ere I close : Do not
let your personal views regarding the conflict
abroad enter into your business. When a German
calls upon you treat him with the same courtesy
you extend to the Frenchman and the Russian, and
by all means should they arrive enmasse, escort
them separately to an individual soundproof hear-
ing room. For an apt illustration of what may
happen when this program is not carried out, I
refer you to the current issue of The Columbia
Record.
"Let music swell the breeze,
And ring from all the trees,
Sweet freedom's song ;
Let mortal tongues awake,
Let all that breathe partake,
Let rocks their silence break.
The sound prolong."
Howard Taylor Middleton.
portant factor in the extension of our wholesale
business. Our announcements have evidently been
read by Victor dealers in all parts of the country,
and the results from this advertising have pleased
us greatly."
TO MAKE TALKING MACHINES.
Eaco Films is the title of a new concern which
has been incorporated with a capital stock of $5,000
under the laws of New York for the purpose of
engaging in the manufacture of motion pictures,
talking machines, etc. The incorporators are Ed-
win August, E. E. Anderson and M. C. Goldman,
all of New York City.
COUNTRIES BUYING OUR GOODS.
Some Interesting Particulars Regarding the
Exports of Talking Machines and Records
as Set Forth by a Writer in Printers' Ink.
In an interesting article headed "What Coun-
tries Have Bought Our Goods?" Printers' Ink of
recent date gives an informative discussion of the
progress that American manufacturers in various
lines have achieved in blazing the trail of com-
mercial activity throughout the world. »
Referring to the talking machine industry in
this connection, this article reads as follows:
"American manufacturers of talking machines
and phonographs and records for such instru-
ments have attained within a few years a most
excellent distribution — that is, widespread and
evenly balanced distribution for their goods — in
the foreign field. What these firms have done
should, moreover, be something of an inspiration
to others because they found it necessary to, in a
sense, do double work to win the foreign market.
The average manufacturer may cater successfully
to oversea trade by merely making slight changes
in his product, say by altering. his standard models
to conform to national preferences.
"In the case of the 'talker' trade, however, it
was not a simple selling proposition. Before it
reached that stage the companies had to send out
expensive expeditions to . various quarters of
the globe in order to secure vocal and in-
strumental records by the best musical cel-
ebrities. In consequence of this thorough-going
policy and in the face of keen British, French
and German competition, the American grapho-
phone and phonograph companies sold in Canada,
during the twelve months ending on the first day
of last July, goods to the value of nearly $900,000
— a gain in sales of nearly 100 per cent, in two
years. In Australia the sales jumped in this one
year from $82,000 to $182,000. In South America
the sales for the period footed $350,000, and would
have been easily twice as much but for the money
stringency which has hit Latin America during
the past year."
JOBBER CONNECT WITH PROFIT
aaUMMUg" BY HANDLING JKiVAKW^
The Flexible Four Pointed Steel Needle
PATENTED IN U. S.— FOREIGN PATENTS PENDING
Flexible Needles are guaranteed to
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Flexible Needles are guaranteed to
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Flexible Needles are guaranteed to
eliminate the scratch.
Flexible Needles make old records
sound like new.
^eeofl9Qvco43S3GO«o«l»eae«eeseis«i99ioa«»o««ft
• •
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FOUR TUNES ON ONE NEEDLE
Flexible Needles are better because
they do more.
Flexible Needles are made from the
best steel obtainable.
Flexible Needles are the best for any
record because they bring out all
that is in the record.
In Attractive Packages of 200 Points.
Increase Your Profit.
Send for Samples and Prices today.
Two Sources of Supply.
JOHN M. DEAN, Inc.
PUTNAM, CONN.
Write to
the Nearer
SAMUEL LEVIN
HIGHLAND PARK, ILL.
§8
the talking machine world.
STOP!
READ!
ACT!
Are you interested
in an attractive busi-
ness proposition?
We say attractive
— yes, exceptionally
attractive.
We rank among
the largest producers
of pianos and player-
pianos in the world.
There are a good
many piano prospects
which enter your
store, Mr. Talking
Machine Dealer — a
good many. Why let
them get by you into
a regular music store?
We can tell you how
to stop them and at
the same time stop the
dollars whichgetaway
from you when the
trade leaves your store.
We have an ideal
proposition for the talk-
ing machine dealer.
Take it up with us,
will you? It will only
require a small part of
your store and prac-
tically little or no
trouble.
H. P. NELSON COMPANY
816 No. Kedzie Avenue, Chicago, 111.
TRADE NEWS FROM INDIANAPOLIS.
Prominent Piano Houses Take on the Edison
Disc Phonograph Line — Stewart Co.'s Big
Victor Trade — Columbia Co.'s Artistic Win-
dow— Month's News of Interest.
("Special to The Talking Machine World.)
. Indianapolis, Ind., November 11. — Announce-
ment is made 'by the Kipp-Link Phonograph Co.,
345 Massachusetts avenue, Edison distributers, of
the handling of the Edison diamond disc talking
machines by the Pearson Piano House, 128-130
North Pennsylvania street ; the Carlin Music Co.,
33 Nor'h Pennsylvania street, and the E. L. Len-
nox Piano Co., 311 North Pennsylvania street.
The E. L. Lennox Piano Co. has had the Edi-
son line for several months, and is enlarging its
talking machine department. Pearson's and Car-
lin's have just put in the Edison talking machines.
Pearson's, Carlin's and Lennox's are conducting
extensive Edison advertising campaigns in the daily
papers.
Walter E. Kipp, president and manager of the
Kipp-Link Phonograph Co., is very op'imistic in
regard to the business prospects for the early win-
ter. Notwithstanding the general depression in
business, Mr. Kipp. says his company is busy every
minute in meeting the demands of the trade. The
display rooms of the company have been re-
decorated.
W. S. Barringer, manager of the Stewart Talk-
ing Machine Co., distributers for the Victor line
of talking machines and records, says the com-
pany enjoyed the hest September and October busi-
ness in the history of the house. Larger shipments
throughout the State to victor dealers were made
in October than ever before, Mr. Barringer said.
The Stewart Co. has employed additional men to
take care of the increased business in the whole-
sale stock rooms. The Stewart Co., since it was
started several years ago, has experienced a phe-
nomenal growth. It has been necessary for the
company to enlarge its quarters to accommodate
the increased business of the house.
A. W. Roos, manager of the Columbia Grapho-
phone Co.'s store at 27 North Pennsylvania street,
is very much pleased with the results of October
in his territory. Business is good, the month
showing a marked increase over last month as well
as against October of 1913, Mr. Roos says. Mr.
Roos sees no depression in his field because of the
European war or anything else.
The store of the Columbia Graphophone Co., at
Terre Haute, Ind., has been placed under the su-
pervision of Mr. Roos. Sales there the first
month of the new arrangement were very grat-
ifying. Mr. Roos looks forward to a big season
for both stores, and there is every indication that
his hopes will be realized. Collections on out-
standing accounts, he announces, are above nor-
mal.
H. M. Wright, floor manager at the Indianapolis
branch of the Columbia Co., once more has gone
into the forest and field to make an attractive win-
dow in keeping with the season of the year. As a
result the Columbia window is an exact repro-
duction of a cornfield, showing standing corn,
shocked corn, and the stubbles of the stalks. A
prolific pumpkin vine is shown winding in and out
among the corn stalks, with seven or eight inviting
pumpkins "growing" right in the window. Need-
less to add, the window contains enough Columbia •
products and descriptive literature to make the dis-
play a real Columbia advertisement.
H. J. Weir, formerly with the Kipp-Link Phono-
graph Co.. is now with the E. L. Lennox Piano
Co., as head of the phonograph department.
The Fuller-Wagner Music Co., which took over
the assets of the Wagner Music Co., has put in
the Victor line of talking machines. The Pearson
Piano Co. has teen featuring in its advertising the
offer to join one of its Christmas Victrola clubs,
the plan being to make payments now and obtain
a Victor machine at Christmas time.
Talking Ma-
chines, Typewriters, Phono.
graphs, Adding Machines, Cash
Registers, Guns and Tools and all
Polished Instruments. THE FI-
NEST OIL MADE. It absolutely
prevents rust. NYOIL now sold
everywhere by all hardware and
sporting goods men. Large bottle
(cheaper to buy) 25c; trial size, 10c
WM. F. NYE, New Bedford, Mans.
For polishing
varnished woodwork it is
extremely satisfactory. No oil is so clean.
Ask your watch repairer whose
oil he uses on your watch.
HOLDS DANCING EXHIBITION.
Loomis Temple of Music Features Victor
Dance Records in Elaborate and Effective
Manner in New Haven, Conn.
(Special to The Talking Machine World.)
New Haven, Conn., November 7. — The Loomis
Temple of Music attracted much attention to its
store and business last week by holding an elabo-
rate free exhibition of modern dances on Wednes-
day evening, at which a pair of professional
dancers appeared and where the Victrola supplied
all the dance music.
Several hundred people, a capacity audience,
gathered at the Loomis Temple of. Music in re-
sponse to special invitations sent out by the house
and witnessed demonstrations of a half dozen of the
latest society dances, including the fox trot and
the Lulu fado. On the program supplied there
appeared in connection with the name of the dance
the number of the Victor record used and the title
of the selection, while between dances November
Victor records were demonstrated. The exhibi-
tion was carried out in a first class manner and the
audience was a representative one, most of the
members of which were known to own talking
machines or were excellent prospects. Much in-
terest was displayed in the records used and a
large number of them were sold immediately after
the closing of the exhibition.
PATTEN WITH NEWBRO DRUG CO.
Takes Charge of Columbia Department — W. S.
Storms Chats of Business in Des Moines.
RATTLING THE DOORS TO SUCCESS.
Some men stand all their lives vainly rattling the
doors to success and wondering .where those inside
got their keys.
(Special to The Talking Machine World.)
Spokane, Wash., November 5. — J. R. Patten,
who has been traveling representative for the Co-
lumbia Graphophone Co., of this city, covering
Washington, Idaho and Montana, has just ac-
cepted the- management of the talking machine
department of the Newbro Drug Co., of Butte,
Mont. Mr. Patten states that he is very opti-
mistic over the outlook and expects to do a hum-
ming talking machine business during this fall and
through the holidays.
The Newbro Drug Co. is the largest drug com-
pany in Montana, and has one floor entirely de-
voted to Columbia Grafonolas. It handles a com-
plete line of Columbia goods, and does a great d°al
of advertising throughout the State of Montana
of its product.
In discussing the business situation, Willis S.
Storms, local manager, said : "The war seems to
have had no effect on our business here; on the
contrary, we have made a healthy increase over
last year and anticipate that our holiday business
will be the biggest in our history. We are having
a very large demand for the new Columbia Leader
Grafonola with the individual record ejector. The
dance business is going big here."
THE TALKING MACHINE WORLD.
59
Looking back one year at the Columbia
progress ought to make it easy for you to
look ahead one year and make a pretty
shrewd guess.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Wool worth Building, New York
EDISON DEALERS IN EVIDENCE
At Harvest Homes and Country Fairs Held in
Various Parts of the Country Recently.
Edison disc and cylinder products have been
prominent factors in the various harvest homes and
county fairs held in different parts of the country
tiie past few months. In many instances floats and
exhibits devoted to the Edison phonographs have
received first prize, and, needless to say, Edison
dealers exhibiting the line have taken full ad-
vantage of the publicity offered them through this
medium.
In Aurora, Neb., C. E. Nair, a live-wire Edison
dealer, designed a float for the Harvest Festival
in that city, which was awarded the first prize.
This float featured Edison diamond disc products
exclusively, and a $200 machine was operated invis-
ibly. The selections chosen were such as to arouse
much favorable comment, and the phonograph was
kept playing throughout the entire parade.
John R. Bok, Edison dealer at Kiel, Wis., con-
structed an attractive Edison float for the "Home-
Coming Harvest Week" in that city, which was
among the b< st floats shown, and enjoyed apprecia-
tion from thousands of visitors.
One of the most attractive events that the hus-
tling city of Hanover, Pa., has ever introduced was
the recent county fair, which drew great crowds
from all sections of the surrounding territory. Ivan
White, enterprising and live-wire Edison repre-
sentative in that city proved himself equal to the
occasion, and designed an Edison float which was
distinctive and artistic to a degree.
The Monmouth County Fair is always one of the
most important events staged in Southern New
Jersey, and this year's fair was a banner one. The
Tusting Piano Co.'s booth was voted one of the
finest at the fair, and the Edison $250 disc phono-
graph featured at the booth was award d the 'blue
ribbon for the highest type of musical instrument
exhibited. F. A. Richie, of the Phonograph Cor-
poration of Manhattan, Edison jobber, was in
charge of the exhibit.
Another splendid Edison display was that of the
-Cooey-Bentz Co., at the West Virginia fair field,
at Wheeling, W. Va., held recently. The Cooey-
Bentz Co. used for this occasion two Edison $250
disc models, one to attract the crowds by continual
playing, and the other for demonstration. One re-
sult of their exhibit at the fair was the securing
of an excellent list of prospects who evinced keen
interest in the Edison disc products.
H. C. BROWN'S NIMRODIAN EXPLOITS.
H. C. Brown, advertising manager of the Victor
Talking Machine Co., Camden, N. J., was a visitor
to New York recently in regard to the erection
of a new building in which the Sphinx Club is in-
terested, and of which he is president. Mr. Brown,
by the way, has just returned from a hunting trip
to New Brunswick, Canada. He "brought down"
a few moose and other game during his Nim-
rodian peregrinations.
A YEAR OF EXPANDING BUSINESS.
The Dallas Phonograph Co. Was a Year Old
on November 1 — Enjoys Large Edison Trade.
(Special to The Talking Machine World.)
Dallas, Tex., November 1. — To-day the Dallas
Phonograph Co., of this city, celebrates the con-
clusion of its first business year, having opened up
on November 1, 1913, handling the Edison diamond
disc and Columbia Grafonola. The initial force
consisted of three employes, which during the year
has increased to ten or more, thus demonstrating
the development of this business under the able
management of S. T. Brannan, vice-president and
manager.
The warerooms at 901) Elm street are attractively
arranged, with a number of handsome sound-
proof parlors for the convenience of buyers. The
manager reports an increasing business in the
Edison disc line. An excellent trade is also being
done with the Edison dictating machine, this com-
pany being the distributer for northern Texas.
H. N. Rudderow, managevr of the Kauf-
nianii Bros. Victrola department, reports that Octo-
ber's business was nearly 50 per cent, above the
previous month and also October of 1913. He- is
planning a series of Victrola concerts to be held
soon in the Big Store's auditorium.
The Schoen Music Co., which has moved its es-
tablishment from 119 Federal street, Northside, to
620 Penn avenue, is preparing to push more strongly
its talking machine department, which was installed
about five months ago. The Columbia instruments
are being handled.
HOLIDAY ADVERTjSINQ IN ORDER.
Some Very Effective Publicity Issued by the
Victor Co. as an Aid to Dealers to Stimu-
late Holiday Trade in Machines and Records.
TRADE NEWS FROM PITTSBURGH.
Lechner & Schoenberger Co. Handle "Talkers"
— Schoen Co.'s New Quarters — Kaufmann's
Victrola Concerts.
(Special to The Talking Machine World.)
Pittsburgh, Pa., November 10. — The Lechner &
Schoenberger Piano Co., 031 Liberty avenue, has
completed the installation of its talking machine
department, which is one of the most attractive
and up-to-date in the city. The four booths are
constructed along lines that make for the greatest
convenience and also complete comfort for patrons,
as their features embrace a very unique and ef-
fective ventilating system. D. S. Hartley, formerly
of the S. Hamilton Piano Co.'s talking machine de-
partment and a man of long experience in this line,
on November 1 assumed the management of the
new department. Mr. Hartley is very optimistic
concerning the outlook for holiday trade and, with
his two splendid lines, the Edison and the Colum-
bia, he expects to get his share of the business
transacted during this and next month.
The Victor Talking Machine Co.'s newspaper
advertisements for the month of November will
be based principally on the desirability of selecting
a Victrola for Christmas and the success of the
Victrola as an instrument for furnishing dance
music. The Victrola XVI, at $200, is featured in
three of these advertisements, and Mr. and Mrs.
Vernon Castle dancing the fox trot in the other
two advertisements. Particular attention will be
called to the fact that Mr. and Mrs. Castle use the
Victor exclusively and superintend the making of
Victor dance records.
Accompanying its advance copy of new Victor
records for December, which go on sale November
28, the Victor Co. has sent its dealers a proof of a
new and unusually attractive Christmas car-card
lithographed in brilliant Christmas colors — red,
green and gold — which will be furnished the deal-
ers free of charge, imprinted with their name and
address, provided they have a contract with the
street car company for twenty-five or more cards.
INCORPORATED.
His Master's Voice, Ltd., Toronto, Ont, has
been incorporated with capital stock of $100,000 to
manufacture talking machines, etc. The incor~
porators are J. S. Lovell, William Bain, Robert
Gowans and others.
Habits are like appendices. When they begin to
hurt it's time they were "cut out,"
Victor Distributors
Ten years of exclusive Victor Jobbing in
Maine and New Hampshire
Service Our Success
CRESSEY & ALLEN
Portland, Maine
60
THE TALKING MACHINE WORLD.
LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS
(Special to The Talking Machine World.)
Washington, D. C, November 10. — Cabinet fox
Sound Reproducing Machines. — Helge A. Borre-
sen, Marquette, Mich. Patent No. 1,109,386.
This invention has relation to improvements in
cabinets for sound reproducing machines, and has
for its special objects, first, the provision of such
a cabinet in such form that it may be embodied in
a desk, cabinet table or other like piece of fur-
niture ; second, the provision in such a cabinet of
an arrangement which will permit the amplifying or
delivery horn to extend directly without turn or
bend at right angles from the sound head and
vibrating membrane; third, the provision in such a
cabinet of simple means for assisting the feeding
of the stylus over the record, and fourth, the pro-
vision of simple means for operating my cabinet
To effectuate the above objects there is provided
the mechanism illustrated in the accompanying
drawings, in which Fig. 1 is a plan, partially in sec-
tion, of a cabinet table embodying the invention,
taken on the line X— X of Fig. 2; Fig. 2 is a cen-
tral, longitudinal elevation of the invention partially
in section ; Fig. 3 is a longitudinal sectional eleva-
tion taken on line Y — Y of Fig. 1 ; Fig. 4 is a
detail of the adjustable inclined horn-suspending
feeding rail; Fig. 5 is a detail of the sound head
guide rail, and Fig. 6 is an end elevation of the
cabinet table showing the doors to the phonograph
compartment open.
Sound-Box for Talking Machines. — Horace
Sheble, Philadelphia, Pa. Patent No. 1,102,090.
The object of this invention is to so construct a
sound box for talking machines as to provide for
the use of the same either in connection with a
record having a "lateral wave" groove or with a
record having a "hill-and-valley" groove, such dif-
ferent records being employed without the necessity
of changing the angular relation thereto of the
sound box diaphragm.
Fig. 1 is a view, partly in side elevation and
partly in section, of an ordinary talking machine
sound box illustrating the same as designed for
use with a record of the lateral wave type; Fig. 2
is a similar view illustrating the sound box as
adapted for use in connection with a record of the
hill-and-valley type, and Fig. 3 is an enlarged view
of the converting attachment shown in Fig. 2.
Sound-Box.— Jonas W. Aylsworth, East Orange,
N. J., assignor by mesne assignments to New Jer-
sey Patent Co., West Orange, N. J. Patent No.
1,115,374.
This invention relates to sound boxes particu-
larly of the type adapted for use in connection with
disc records having vertically undulating grooves,
although its use is not limited to that type.
With reproducers commonly in use, the track-
ing of the record groove by the stylus causes the
emission of minute scratch vibrations which great-
ly impair the quality of the reproduction. It has
also been found that when the stylus is rigidly
connected with the diaphragm excessive loudness
is given to some of the vibrations.
It is the principal object of the invention to pro-
vide a sound box free from these objections; and
iii conformity with this object, there is provided a
composite stylus arm having interposed between
the sections thereof an elastic yielding substance
which will absorb the minute scratch vibrations
and which will at the same time retard or dampen
the excessively loud vibrations.
Another object of the invention is to provide
adjusting means whereby the loudness of the
f%aZ p.-, /}'<?. 4
3
record may be modified and variations in the set
of the diaphragm compensated for.
Fig. 1 represents a side elevation of a sound
box embodying the invention ; Fig. 2 represents a
front elevation thereof, the connection between the -
two sections of the stylus arm being shown in cen-
tral longitudinal section; Fig. 3 represents a frag-
mentary sectional view taken on the line 3 — 3 of
Fig.. 2 : Fig. 4 represents a fragmentary side eleva-
tion partly in section of a modification ; Fig. 5 rep-
resents a front elevation partly in section of the
stylus arm shown in Fig. 4, and Fig. 6 represents a
similar view of still another form of stylus arm.
Disc Sound Record —Victor H. Emerson, New
York, assignor to American Graphophone Co.,
Bridgeport, Conn. Patent No. 1,113,973.
This invention relates to the building up of a
suitable tablet or disc that is to constitute the
b b
commercial sound record. Broadly speaking this
tablet consists of a main portion or body, a facing
that contains the irregularities corresponding to
the sound waves, and an intermediate layer or
stratum that serves the two-fold purpose of secur-
ing the facing of the. main portion and of other-
wise contributing (in a manner to be explained)
to the production of the commercial sound record.
In the drawing annexed hereto to illustrate an
embodiment of the invention, the parts are shown
greatly exaggerated in thickness.
Metal Sound Record.— Thomas H. Macdonald,
Bridgeport, Conn, (deceased), assignor to the
American Graphophone Co., same place. Patent
No. 1,114,010.
The object of this invention is to produce a
sound record of greatly improved durability with-
out any sacrifice of quality.
It is well known that with the sound records
now on the market each reproduction causes dete-
rioration, and that after several hundred reproduc-
tions or sometimes even less, the record becomes
so poor as to be practically worthless. It has
long been desired to obtain for permanent preser-
vation records of celebrated personages, great
singers, etc. Such records can be preserved for a
long time, perhaps indefinitely; but each use there-
of, for audible reproduction, to that extent tends
to destroy them. By this invention is produced a
permanent sound record which can ibe used thou-
sands of times without any appreciable deteriora-
tion, and which can be preserved for indefinite
ages, yet without any sacrifice of quality.
This invention will be best understood by refer-
ence to the annexed drawings that illustrate pre-
ferred methods of procedure, the discs shown in the
drawings being somewhat exaggerated in thickness
for sake of clearness and the drawings themselves
not being made to scale, but merely as illustrations
In the drawings Fig. 1 is an elevation intended
to represent conventionally the production of an
"original" disc sound record of the vertically-un-
dulating type, and Fig. la is a similar view repre-
senting the production of an "original" disc sound
record of the laterally-undulating type; Fig. 2 is
an elevation indicating the operation of rendering
the surface of such "original" electro-conductive;
Fig. 3 is a transverse vertical section through a
conventional representation of an electroplating-
bath for producing the electroplate masters or
"negatives" of the "originals," and Fig. 4 is a
similar view representing the production from such
negatives of electroplate "positives ;" Fig. 5 is a
sectional view of a pair of rotating chucks, indi-
cating the turning back of the circular edge or
rim of such metal "positives;" Fig. 6 is a vertical
section through a press, representing the pressing-
up of the double-faced sound record; Fig. 7 is an
edge view, and Fig. 8 a face view, representing the
completed record.
Phonograph Attachment. — Albert H. Leissing.
New York. Patent No. 1,114,492.
The general object of the invention is to effect
the removal of particles of dust, dirt or the like,
from the grooves or indentations of the surface
of a sound record. And to this end the inven-
tion resides in providing a cleaner in the form of
a brush and in adapting the brush to connect with
any desirable portion of the phonograph, such as
the diaphragm casing, and in adapting the con-
necting part of the brush to hold the brush in con-
tact with the surface of the sound record when the
said connecting part is attached to the phonograph.
Fig. 1 is a perspective view of a portion of a
phonograph showing the improved device connected
to the diaphragm casing. Fig. 2 is an enlarged de-
tail side elevational view of the diaphragm casing
and showing the improved device connected there-
to. Fig. 3 is a rear elevational view of the im-
proved device. Fig. 4 is a detail perspective view
of the device showing the parts separated. Fig. 5
is a detailed sectional view of the connection be-
tween the brush handle and the pocket.
Stylus. — Samuel Levin, Highland Park, 111. Pat-
ent No. 1,114,493.
The present invention relates to an improved
stylus, especially adapted to be used in connection
with disc sound reproducing machines, one object
of the invention being the provision of a stylus,
which being made of resilient material, which is
rectangular in cross section, will not unduly scratch
the sound grooves of the record and which will be
provided with a plurality of groove engaging points,
so that the life of the stylus will be greatly in-
THE TALKING MACHINE WORLD.
61
LATEST PATENTS RELATING TO TALKING MACHINES— (Continued from page 60).
creased, as will also the endurance of the record.
A further object of the invention is the pro-
vision of a flat resilient stylus, which may be com-
posed of any material, either metal, fiber, wood,
celluloid or in fact any material that will answer
the purpose, the opposite ends of the same being
provided either with a plurality of groove-engaging
points or a single groove-engaging point, so that
the same may be readily attached to the usual
form of reproducer used in connection with disc
sound reproducing machines, the same being dis-
posed at an angle to the sound groove, and the ro-
tation thereof, so as to resiliency support the
sound reproducer and thus reduce the wear upon
the record, such stylus when having more than one
point upon each end, being disposed at such angle,
that only one point is in engagement with the sound
record groove, while the other point is elevated
ihereabove.
In the drawings Fig. 1 is a plan view of one
form of stylus made according to and embodying
the present invention. Figs. 2, 3 and 4 ire plan
views of modified forms of stylus embodying the
present invention. Fig. 5 is a diagrammatic view
22
of a reproducer, and a portion of a disc record
with the stylus as shown in Fig. 1 in operable re-
lation thereto. Fig. 6 is a bottom plan view of the
stylus receiving member of the reproducer show-
ing the position the stylus is held in when clamped
thereto.
Phonographic Sound Box. — John H. Van Mater,
Atlantic Highlands, N. J. Patent No. 1,111,779.
This invention relates to means employed for
transmitting articulate and musical sound vibra-
tions from the contact needle of a phonograph to
is resonant diaphragm, and from which they are
transmitted in the form of sound waves by a suit-
able amplifier.
The object of this invention is to produce and
preserve the vibrations peculiar to articulate speech
and musical sounds, to the exclusion of those pro-
duced by the scratching or frictional effects pe-
culiar to phonographs.
In phonographs, heretofore part of their sound
vibrations have been transmitted from the stylus
point to the interior of the amplifying 'horn through
mechanical connections or sound conductors lead-
ing from the stylus needle to the material forming
the sound box, thence through such material to the
interior of the horn ; and such sounds so trans-
mil led irrespective of a diaphragm or sounding-
board are generally of an objectionable nature.
Tn carrying out this invention and to avoid such
objectionable sounds, all parts of the mechanism
employed for recording and reproducing musical
and articulate sound vibrations, including the stylus
and its holder, are insulated from the sound box and
horn, by means of a keeper composed of material
which offers an effective resistance to the passage
of all sound vibrations through it ; so that the only
way that such vibrations can be transmitted from
the stylus to the interior of the horn must be
through a single transmitting member leading from
the needle to a diaphragm and thence to the inte-
rior of the- horn.
This invention further embraces certain forms
of a sound transmitting member leading from a
stylus to a resonant diaphragm and adapted for
carrying with an increasing volume and clearness
certain vibrations common to musical sounds and
articulate speech which accord with certain vibra-
tory characteristics of said member, and in trans-
mitting with a decreasing force and clearness other
sound vibrations which do not accord with the
same.
Fig. 1 is a plan of the under face of a phono-
graph sound box embodying the invention ; Fig. 2
is a sectional elevation of the device shown by Fig.
1; Fig. 3 shows a part of the device of Fig. 2, in
section; Fig. 4 is a plan of the under face of a part
of the device of Feg. 1 ; Fig. 5 is a modified form
of the device of Fig. 2, shown in section ; Figs. G
and 7 are modified forms of part of the device of
Fig. 1 ; Figs. 8 and 9 show a working form of the
invention, and Figs. 10 and H show a practical
form of mechanism.
Phonograph Record. — Thomas A. Edison, West
Orange, N. J., assignor to the New Jersey Patent
Co., same place. Patent No. 1,111,999.
This invention relates to phonograph records
having a surface of wear-resisting material, such as
celluloid.
The object of the invention is to provide a rec-
ord of this type permitting the reproduction of the
sound record formed thereon with distinctness,
loudness and purity. It has been common to pro-
vide records with surface films or veneers of hard
materials such as celluloid ; but the reproduction
from these records has usually been accompanied
by harsh, unpleasant scratchy sounds which have
been discovered to be due to the fact that the
record surface is hard and unyielding so that the
reproducer strikes the bottom of the record groove
with a more or less sharp blow. In order to over-
come this and other objections and at the same
time provide a wear-resisting surface for the rec-
ord, the inventor has constructed an improved
record of a flexible or yielding surface film or ve-
neer of hard material, such as a thin sheet of cellu-
loid, and provide a resilient or yielding backing
therefore, this backing being in the preferred con-
struction formed of a base of hard material, such
as plaster of Paris, and a thin film or layer or resil-
ient material such as rubber, intermediate said sur-
face veneer and base. The
resilient material should
be a substance such, for
example, as rubber, which
yields but is not liable to
permanent d e f o rmation
under the pressure of the
reproducer stylus. The re-
c '_ * i i- ~i siliency of the intermedi-
ate film or layer permits a slight flexing or yielding
of the surface film or veneer under the reproducer
so that the sharp blows of the reproducer are cush-
ioned and the harsh noises above referred to elimi-
nated : while the rigidity of the base prevents a
diminution of the amplitude of the sound waves as
reproduced, so that the sound waves on the record
surface are transmitted with full amplitude to the
reproducer diaphragm. It is understood that the
intermediate film above referred to yields only suf-
ficiently to permit the cushioning of the stylus so
as to eliminate the harsh sounds referred to above.
Fig. 1 represents a central vertical sectional view
of a cylindrical sound record embodying this in-
vention ; and Fig. 2 represents a similar view of a
disc sound record embodying the invention.
Stylus Guiding Attachment for Sound Rec-
ords—Chas. W. Ebeling, Wheeling, W. Va., assign-
or of one-half to Harrison W. Rogers, same place.
Patent No. 1,112,407.
The present invention
relates to improvements
in stylus guiding attach-
ments for sound rec-
ords, the present appli-
cation being a divisional
application of co-pend-
ing application, filed May
20, 1913, Serial No.
7.668,845, one object of
this invention being the
provision of co-operable means, carried by the re-
producer and the sound record, whereby the stylus
is held above the record during a portion of the
revolution thereof and finally delivered into the
phonic groove thereof at the proper point.
In the drawings Fig. 1 is a plan view of a disc
record with the present attachment applied thereto.
Fig. 2 is a side view of a record and reproducer
with the present attachment in use in. guiding and
retaining the stylus from contact with the record.
Fig. 3 is a view taken from the right as illustrated
in Fig. 2.
Stylus Guiding Attachment for Sound Rec-
ords.— Chas. W. Ebeling, Wheeling, W. Va., assign-
or of one-half to Harrison W. Rogers, same place.
Patent No. 1,112,406.
The present invention relates to improvements
;n stylus guiding attachments for sound records,
one object of the present
invention being the pro-
vision of means adjust-
ably attached to the rec-
ord whereby a selected
point of the soim d
grooves will receive the
point of the stylus, thus
rendering the device es-
pecially adapted for use
in connection with sound
record carriers and mo-
tion picture projectors,
and particularly with the structure as set forth in
co-pending applications of Harrison W. Rogers
filed February 7, 1913, Serial Nos. 746,890 and
746,891.
A further object of the present invention is the
provision of means which may be properly attached
to the periphery of a d'isc sound record, and which
is particularly designed for use upon any of such
records, and in which the stylus guiding and start-
ing portion thereof may be" properly adjusted longi-
tudinally and traversely of the record, so that the
stylus after once positioned will be directed to the
desired selected point of the sound groove thus
rendering it unnecessary to manually rotate the
record for a number of rotations before the intro-
duction of the stylus to the groove or guide the
stylus in the phonic groove up to the point of sound
rendition.
A still further object of the present invention
is the provision of a stylus guiding attachment that
reinforces the periphery of the record and also by
reason of the fact that the stylus guide is formed
as a continuation of the phonic groove of the
record, whereby the needle is properly guided there-
to. It is also found that by forming the stylus re-
ceptacle as in the present instance, a projection,
the operator, even though operating in a dim or
no light, where the device is operated in connection
with a projector of a motion picture machine may
"feel" the position of the stylus upon the record
without any liability of damaging the record.
In the drawings — Fig. 1 is a plan view of a disc
record with the present attachment applied thereto.
Fig. 2 is an enlarged fragmentary plan view of a
portion of the record and the attachment adjacent
the stylus recervmg por^on of the attachment. Fig.
3 is a section taken on line 3- -3 of Fig. 1. Fig. 4
is a section taken on line 4 — 4 ;>f Fig. 1.
60 YEARS'
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invention is probably patentable. Communica-
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62
THE TALKING MACHINE WORLD.
RECORD BULLETINS FOR DECEMBER, 1914.
A.r>604
A1603
A1604
A1605
A 1 606
A160T
A1608
A1609
A1615
A56C3
A1611
A1612
A1614
A5608
A5607
COLUMBIA QRAPHOPHONE CO.
SYMPHONY DOUBLE-DISC RECORDS.
Der Freischiitz (Weber). Wie nahte rmr der
Schlummer (Ne'er yet by sleep deserted), bo-
prano Solo, in German, with orch. ...........
Emmy Destinn
Der Freischiitz (Weber). Alles pflegt schon
langst der Ruh (Earth now lulls her cares to
rest). Soprano Solo, in German, with orch.
Emmy Destinn
Bohemian Girl (Balfe). "Then You'll Remember
Me." Tenor Solo in English, with orch
Morgan Kingston
Lohengrin (Wagner). Lohengrin's Narrative.
Tenor Solo, in English, with orch ..
Morgan Kingston
DOUBLE-DISC RECORDS.
Dream Pictures (Traumbilder) (Lumbye)
Prince's Orchestra
Manzanillo (Robyn)Columbia Woodwind Quartet
Mountain High (Keefe). Yodler Song........
Matt Keefe
The Strolling Yodler (Keefe). Yodler Song....
Matt Keefe
A Visit from St. Nicholas (Moore). Recitation.
Harry E. Humphrey
The Raggedy Man (James Whitcomb Riley).
Recitation Harry E. Humphrey
All Hail the Power of Jesus' Name
Chimes of Trinity Church, New York City 10
Lead, Kindly Light (Dykes)
Chimes of Trinity Church, New York City. 10
Fighting Blood March {Sangre Insurgente)
(Sanchez) Columbia Band 10
26th of July March (Guriddi). ..Columbia Band 10
It's a Long, Long Way to Tipperary (Judge and
Williams) Baritone Solo, orch. accomp
Stanley Kirkby 10
Old Comrades March (Teike) Columbia Band 10
The Girl from Utah "Same Sort of Girl
(Kern). Soprano and Tenor Duet, orch. ac-
comp....Inez Barbour and John Barnes Wells 10
The Girl from Utah (Rubens). Waltz
Columbia Band 10
The Girl from Utah. (Rubens). Selections, Part
1 Columbia Band 10
The Girl from Utah. (Rubens). Selections, Part
2 Cloumbia Band
Dance of the Frowsy Heads (Story)
Prince's Band
Buttercup Schottische from "Wild Flower Dance
Suite" (Hager) Prince's Band.
Rejoice Greatly, O Daughter of Zion, from "The
Messiah" (Handel). Solo by boy-soprano,
orch. accomp Walter Lawrence
Come Unto Him, from "The Messiah" (Handel)
Solo by boy-soprano, orch. accomp
Walter Lawrence
Song of Hybrias the Cretan (Elliott). Bass Solo,
orch. accomp Miles Bracewell
Down Among the Dead Men. Bass Solo, orch.
accomp Miles Bracewell
DECEMBER SONG HITS.
The Land of My Best Girl (The Fatherland, the
Motherland) (Carroll). Tenor Solo, orch. ac-
comp Charles W. Harrison
Where the Red, Red Roses Grow (Schwartz).
Orch. accomp Peerless Quartet
After the Roses Have Faded Away (Ball). Tenor
Solo, orch. accomp Henry Burr
Come Back to Me (Von Tilzer). Contralto Solo.
orch. accomp Nora Watson
Along Came Ruth (Berlin). Baritone Solo, orch.
accomp Arthur Fields
You're the Same Old Girl (Young, Williams and
Grant). Tenor Solo, orch. accomp. Henry Burr
Along the Yukon Trail (Jerome). Baritone
Solo, orch. accomp John W. Myers
Let By-Gones Be By-Gones (Grant). Tenor Duet,
orch accomp
A. Camnhell (1st), I. Gillette (2d)
NEW DANCE RECORDS.
Reuben Fox-Trot (Claypoole). Violin and piano
duet Albert and Monroe lockers
Maurice Glide (Haenschen). Violin and piano
duet Albert and Monroe Tockers
The Mississippi Barbecue (Reed). One-step.
Violin and piano duet
Albert and Monroe Tockers
Amelia Waltzes (Jockers Brothers and Mayer).
Violin and piano duet
Albert and Monroe Jockers
Moonglide Waltz (Benyon). Hesitation
Prince's Band
The Same Sort of Girl,, from" "The Girl from
LTtah" (Kern). One-step Prince's Band
When It's Night-time Down in Burgundy
(Paley). One-step Prince's Band
That's Love with a Capital L (Je sais que von; etes
jolie) (Christine). Fox-trot ... .Prince's Band
12
12
12
Mi
III
12
10
EDISON BLUE AMBER0L RECORDS.
246S
2475
2480
2476
2472
2469
2479
2477
REGULAR LIST.
The Aba Daba Honeymoon (Field and Donovan).
Monkey Song, orch. accomn.
Arthur Collins and Byron G. Harlan
Adoration (Borowski). Violin, piano accomp. by
Robert Gayler ....Richard Czerwonky
Ballin' the Jack — Fox Trot (Smith and Europe)
(For dancing) National Promenade Band
The Birthday of a King — Christmas bong (Neid-
linger) Baritone and Chorus, orch. accomp
Thomas Chalmers and Chorus
Come to Me (Heltman). Contralto and Baritone,
orch. accomp
Helen Clark and Vernon Archibald
(a) Die Wacht am Rhein; (b) De'Uschland viber
Alles — Male voices Manhattan 0'iartet
Do the Funnv Fox Trot (Earl and Harry Carroll)
(For dancing) National Promenade Band
The Music of Love, from "The Girl from Utah"
2482
2487
2471
2466
2465.
2467
2463
2462
2464
247S
2470
;'4S0
24S1
2461
2473
2474
(Kubens). Soprano and tenor, orch accom..
Marie Kaiser and Reed Miller
Hark! The Herald Angels Sing— Christmas Song
(Mendelssohn). Organ and orch. accomp.....
Edison Mixed Quartet
It's a Long, Long Way to Tipperary Judge and
Williams). Baritone and chorus, orch. accomp.
Albert Farrington and Male Chorus
I Want to Go Back to Michigan — Fox Trot (Irv-
ing Berlin) (For dancing) • ■ •
National Promenade Band
Jocelyn— Lullaby (Godard). Soprano, orch. accomp.
Elizabeth Spencer
L'Elegante Polka (Damare). Xylophone, orch. ac-
comp Charles Daab
L'Estudiantina— Waltz Hesitation ( Waldteufel).
(For dancing) National Promenade Band
A Little More Pepper One-step (Lincoln) (For
dancing) National Promenade Band
Love's Last Word (Cremieux). Tenor and chorus,
orch. accomp Walter Van Brunt and Chorus
The Night Before Christmas (Moore). Recitation.
Harry E. Humphrey
O Come, All Ye Faithful — Christmas Song (Read-
ing). Organ ,and orch. accomp
Edison Mixed Quartet
Reuben Fox Trot (Claypoole). (For dancing)
National Promenade Band
Rule Britannia (Arne). Band, Baritone and chorus
Band, Albert Farrington and Chorus
Roses Remind Me of Someone (Schmid). Tenor
and chorus, orch. accomp
Arthur C. Clough and Chorus
(a) Russian National Air (Lord God, Protect the
Czar) (A. Von Luoff). (b) Belgian National
Air (La Brabanconne) (F. Campenhout)
New York Military Band
Soldiers of the King (Stuart). Baritone and
Chorus, orch. accomp. .. Jos. A. Phillips and Chorus
Spring of Love (Ehrich). Violin, violoncello,
flute and harp.. Venetian Instrumental Quartet
Ura noche de garufa — Tango (Arolas). (For
dancing.) New York Military Band
VICTOR TALKING MACHINE CO.
NEW DANCE RECORDS.
' No. • . ■ i Size
35396 When It's Night-time in Burgundy — Medley One-
step Victor Military Band
Violets— Waltz Hesitation (E. Waldteufel)
Conway's Band
35411 Pryor Fox Trot (Arthur Pryor — Arr. M. L. Lake)
Victor Military Band
Old Homestead Fox Trot (William H. Penn) . .
Victor Military Band
35414 Michigan Medley One-step.. Victor Military Band
Mv Lady of the Telephone — One-step, from the
latest Winter Garden success, "Dancing
Around" Victor Military Band
35415 Carolina Fox Trot (Will H. Vodery— Arr. Wm.
Schulz) Victor Military Band
Beets and Turnips Fox Trot (Cliff Fless-Fred
Ahlert) Victor Military Band
SPECIAL DANCE LIST PUT ON SALE LATE
IN OCTOBER.
17644 Free and Easy — Castle Polka (C'est pour rire)
(Rodolphe Berger) Victor Militarv Band
Tanz-weise — Castle Polka (Adapted from Meyer-
Helmund) Victor Military Band
35405 Ballin' the Jack Medley — Fox Trot (Chris. Smith
James Reese Europe) ... .Victor Military Band
Meadowbrook Fox Trot (Arthur M. Kraus) ....
Victor Military Band
35406 Do the Funny Fox Trot (Earl and Harry Car-
roll) Victor Military Band
Bubi Fox Trot (Walter Kollo)
Victor Miliary Band
POPULAR SONGS FOR DECEMBER.
17630 If That's Your Idea of a Wonderful Time (Take
Me Home) (Irving Berlin) Ada Jones
I Can't Believe You Really Like Me (It's Like
a Wonderful Dream) (Clarke-Abrahams)
Billy Watkins
17631»They Start the Victrola (And Go Dancing
Around the Floor) (Clarke-Abrahams)
Billy Murray
What a Wonderful Love that Would Be (Whit-
ing-Cunningham-Doyle)
Ada Jones-Billy Murray
17641 Come Back to Me (Albert Von Tilzer)...".
Arthur Clough
When Tune-Time Brings the Roses (Robert F.
Roden-Henry W. Petrie)
Ldna Brown-James F. Harrison
17649 Do the Funny Fox Trot (Earl and Harry Car-
roll) Collins and Harlan
At the Ball, That's All (J. Leubrie Hill)
Morton Harvey
17650 I Want to Go Back to Michigan (Down on the
Farm) (Irving Berlin) Morton Flarvey
At the Mississippi Cabaret (Brown-Gumble)
American Quartet
17652 When You Wore a Tulip, and I Wore a Big Red
Rose (Jack Mahoney-Perey Wenrich)
American Quartet
The Red, White and Blue (George Arthur-Louis
A. Hirsch) Peerless Quartet
17654 You're More Than the World to Me (Jeff
Branen-Alfred Solman) ....George W. Ballard
Diane of the Green Van (J. Will Callahan-F.
Henri Klickmann)
Albert Compbell and Henrv Burr
TWO BRITISH MEDLEY MARCHES
17651 It's a Long, Long Way to Tipperary — Medley
March (Jack Judge-Harry Williams)
Victor Military Band
Private Tommy Atkins — Medley March (Arr.
Carl Engel) Victor Military Band
TWO ATTRACTIVE INSTRUMENTAL RECORDS
BY TWO FAMOUS EUROPEAN PLAYERS.
17642 Polka Fantastimie. Bassoon Solo.. Carl Borgwald 10
The Soldier's Dream. Cornet Solo... A. Matthes 10
TWO BEAUTIFUL OLD CHRISTMAS HYMNS.
35412 While Shepherds Watched (Christmas Hymn)
12
12
12
12
12
12
12
12
10
10
12
12
12
12
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
CHEMISCHE
FABRIK
E. SAUERLANDT bel Apolda i. Th„ Germany
The largest manufacturing plant in the world devoted exclusively to the
manufacture of Master- Waxes and Master-Blanks for
Gramophone and Phonograph Recording
Sole Manufacturer of Wax '* P." the best recording material for Berliner- cut .
12
(Hymn by Nahum Tate, 1702-Air Arr. from
G. F. Handel, 1728) Victor Oratoria Chorus
It Came Upon the Midnight Clear (Christmas
Hymn) (Poem by Rev. E. H. Sears, 1850—
Tune by Richard S. Willis, 1850)
Victor Oratorio Chorus
A FINE ACCORDEON AND MANDOLIN DOUBLE
17643 "Italian Favorites" 1. "La Spagnole," 2. "Ciribir-
ibin" (Accordeon) Pietro Deiro 10
Azalea Waltz (B. Hartz) (Mandolin with piano.)
Dr. Clarence Penney 10
TWO FAVORITE "GEMS" NOW IN DOUBLE FACE.
35410 Gems from "Madame Sherry" (Hauerback-
Hoschna) Victor Light Opera Co. 12
Gems from "The Quaker Girl" (Ross-Greenbank-
Monckton) Victor Light Opera Co. 12
5861 Let Us Have Peace (Graff-Ball) Baritone Solo..
Reinald Werrenrath 10
NEW EDUCATIONAL RECORDS.
17646 1. Psalm 107 (Tune "Dundee"); 2. Psalm 100
(Tune "Old Hundred") from "The Bay Psalm
Book"— (The fifth book) Lyric Quartet 10
1. Mear (Barnard), 2. Lenox (Lewis Edson), 3.
Windham (Daniel Read), 4. China (Swan).
Nos. 1, 3 and 4 from "American Tune Book"
No. 2 from Methodist Hymnal) .. Lyric Quartet 10
17647 Nazareth, from "Christmas Carols and Hymns"
(Gounod — Arr. Johnston) (Pub. American Book
Co.) Lyric Quartet 10
The First Nowell (Traditional) from "Christmas
Carols and Hymns" (Compiled by Hollis Dann)
(Pub. American Book Co.) Lyric Quartet 10
BLUE LABEL RECORDS.
FOUR NEW SONG BIRD RECORDS.
Actual Songs of Birds in the Aviary of Karl Reich,
of Bremen.
45057 Song of a Nightingale, No. 2 1"
Song of a Thrush (German, Drossel) 10
15058 Song of a Sprosser (Also called "Field Nightin-
gale") 10
Canary and Thrush Duet 10
PURPLE LABEL RECORDS.
C0126 The Last Rose of Summer (Moore) Soprano
Solo Lucy Marsh 10
70111 Your Eyes (W. B. Johnson-W. R. Anderson)
Baritone Solo George MacFarlane
NEW RED SEAL RECORDS.
64409 Gioconda — Ciela e mar (Heaven and Ocean) (Act
II) (Ponchielli) Tenor Solo
Giovanni Martinelli
64418 Auld Lang Syne. (Burns) Contralto Solo....
Julia Culp
64422 Comin' Thro' the Rye (Scottish Air) Soprano
Solo Alma Gluck
64426 My Wild Irish Rose (Chauncey Olcott) Tenor
Solo John McCormack
64438 Vogel als Prophet, from "Waldscenen" Op. 82,
No. 7. Violin Solo (pianoforte by Percy B.
Kahn) (Robert Schumann) Mischa Elman
64444 Heimweh (Longing for Home) (Eichendorff-
Hugo Wolf) Contralto Solo (pianoforte by
Arthur Arndt) In German. . . . Margarete Ober
6446S Lucrezia Borgia — Brindisi (Drinking Song — It is
Better to Laugh) (Act III) (Donizetti) Con-
tralto Solo in Italian Sophie Braslau
74398 Aida — O terra addio (Final duet, "Farewell. Oh
Earth") (Act IV) (Verdi) Soprano and Tenor
Duet in Italian
Lucy Isabelle Marsh and John McCormack
74401 Love's Own Sweet Song, from "Sari" (C. C S.
Cushing-E. P. Heath-E. KalmanJ Soprano
Solo (pianoforte by Frank La Forge)
Frances Alda
87189 Nina Pancha Americana (Romea y Valverda) So-
prano Solo in Spanish Lucrezia Bori
87511 Traviata-Brindisi-Libiam nei lieti calici (A Bump-
er We'll Drain) (Act I) (Verdi) Tenor and
Soprano Duet with Metropolitan Opera Chorus,
in Italian Enrico Caruso and Alma Gluck
89082 Rigoletto — "Figlia! Mio padre!" (My Daughter)
(Act I) (Verdi) Soprano and Baritone Duet,
in Italian. .Frieda Hempel and Pasquale Amato
12
10
10
10
NEW MERCHANDISING HELP.
New York Talking Machine Co. Issues Gummed
Strips of All Numbers in Monthly Victor
Record Supplements for Use of Dealers.
The New York Talking Machine Co., SI Cham-
bers street, New York, Victor distributer, has just
completed a new plan which should prove of con-
siderable practical value to its many dealers. This
company has from time to time perfected various
innovations or ideas in Victor merchandising
which has added to the dealer's profits directly
and indirectly, and the latest idea is in accord
with the originality of the previous plans an-
nounced by the company.
This most recent innovation is the issuance of
gummed strips of all the numbers in the monthly
Victor record supplements as these supplements
are issued. The strips are perforated so that
each number will tear off easily, and be con-
veniently attached to the dealer's stock envelopes.
The company's dealers will be supplied with these
strips monthly in the future. The advantages of
these numbered strips are many, as they enable the
dealer to keep his stock envelopes clean and fresh
at all times and show plainly the number of the
new record without any possibility of confusion
or doubt. Those of the New York Talking. Machine
Co.'s dealers who have been informed of the new
plan have commended it from every standpoint.
SCHEDULES IN SPIEGEL FAILURE.
Schedules in bankruptcy have been filed by Ben-
jamin Spiegel, dealer in talking machines at 28
Delancey street, New York, which show liabilities
of $4,801 and assets of $5,095, consisting of stock,
$1,300; accounts. $3,490, and fixtures, $300; cash in
bank, $5,
THE TALKING MACHINE WORLD.
Leading Jobbers of TalKing Machines in America
1856
■wwhbut;
1914
VICTOR
DISTRIBUTERS
VICTORS EXCLUSIVELY
We make a specialty of getting the order
out on time — every time.
The Rudolph Wurlitzer Co.
CINCINNATI and CHICAGO
Two points of supply; order from the nearer.
PERRY B. WHITSIT L. M. WELLER
PERRY B. WHITSIT CO.,
213 South Hlan Street, Columbus. Ohio.
Edison
Phonograph
and R e e o
». jobbers
OLIVER
DITSON
COMPANY
BOSTON
Large.t VICTOR Talking
Machine Distributor* Ea«t
of Chicago.
Creitorc of "The F>ite«t Victor
Serrico." Let of tell J*a more
•boat oar wrrice.
W. J. DYER & BRO.
Saint Paul, Minn.
VICTOR & EDISON
Distributors
Quick Service for all points in the North-
west. Machines, Records, Supplies.
Do you
belong with-
"the quick
or the dead"
Every talking machine job-
ber in America should be
represented in The World of
December 15th.
If you are keenly alive to
your business interests you
will be with the live ones and
occupy space in the issue of
The World of that date.
The time to secure space is
now, and get your copy in at
once. Don't be a "dead one."
Where Dealers May Secure
COLUMBIA
Product
Ready, Full Stocks, and Prompt Deliv-
eries from Convenient Shipping
Centers all over the United States.
Distributors
Atlanta, Ga., Colombia Graphophone Co., 132
Peacbtrec St.
Baltimore, Md., Columbia Graphophone Co., 300-
307 North Howard St.
IllrmiiiEham, Ala., Columbia Graphophone Co.,
1818 Third Ave.
Boston, Musm., Columbia Graphophone Co., 1>4
Tremont St.
Buffalo, N. Y., Columbia Graphophone Co., ttt*2
M«ln St- -
Chicago. 111., Columbia Graphophone Co., 14 N.
Michigan Ave.
Cincinnati, O., Columbia Graphophone Co., 117-
119 W. Fourth Ave.
Cleveland, O., Colombia Graphophone Co., 1376
Euclid Ave. ■
Dnllaa, Tex., Southwestern Talking Machine Co.,
1101 Elm St. Columbia Building.
Denver, Colo., Columbia Stores Co., 505-507 Six-
teenth St. ,
Detroit, Mich., Columbia Graphophone Co., 114
Broadway.
Hartford, Conn., Columbia Graphophone Co., 719
Main St.
Indlnnnwolia. Ind., Columbia Graphophone Co.,
27 N. Pennsylvania St.
Kanaaa City, Bio., Columbia Graphophone Co.,
1112 Grund Are.
Lincoln, Nebr., The Qrafonola Company, 1036
O St.
I.lvinRaton, Mont., Scheaber Drug Co.
Los Anfrelea. Cal.. Colombia Graphophone Co.,
420-422 S. Broadway.
Louisville, Ky., Colombia Graphophone Co., 425
South Fourth St.
Milwaukee, Win., Albert G. Kunde, 815 Grand
Ave.
Minneapolis Minn., Columbia Graphophone Co.,
424 Nicollet Ave. .
Jfew Haven, Conn., Columbia Graphophone Co.,
20 Church St.
New Orleans, La., Columbia Graphophone Co.,
933 Canal St. „
New York City, Columbia Graphophone Co., 89
Chambers St.
Philadelphia, Pa., Pennsylvania Talking Mach.
Co., 1100 Chestnut St.
Pittsburgh, Pa., Colombia Graphophone Co., 101
Federal St.
Portland, Me., Colombia Graphophone Co., (50
Congress St.
Portland, Ore., Colombia Graphophone Co., 371
Washington St.,; fillers Music House.
Providence, R. I., Colombia Graphophone Co.,
119 Westminster St. „,
Rochester, N. Y., The Qrafonola Company, 23
Clinton Ave., Soutb.
Sacramento, Cal., Kirk, Geary & Co.
Salt Lake City. Utah, Daynes-Beebe Moilc Co.,
46 Main St.
San Francisco, Cal., Colombia Graphophone Co.,
834 Sorter St. _ '
Seattle, Wash., Colombia Graphophone Co., 1311
First Ave.; Eilers Music House, 3d and Univer-
sity Sts.
Spokane, Wash.. Colombia Grapbopbone Co., 818
Sprague Ave. _
Springfield, Mass., Colombia Graphophone Co.,
174 Worthtngton St .. . .:
St. Louis, Mo., Columbia Graphophone Co., 1008
OHve St. ■ „
St. Paul, Minn., Colombia Graphophone Co., 17
East Sixth St.
Tampa, Pla., Tampa Hardware Co.
Terre Haute. Ind., 040 Wabash Ave.
Toledo, O., Colombia Graphophone Co., 229 Supe-
rior St.
Washington, D. C, Columbia Graphophone Co.,
1210 G St., N. W.
DEALERS WANTED — Exclusive selling rights
given where we are not actively represented.
Write for particulars to the Columbia Graphophone
Co., Wholesale Department, Woolworth Butlding,
New York.
Headquarters for Canada:
Columbia Graphophone Co., 363-S-7 Sorauren Ave.
Toronto, Ont.
Southern Victor Dealers
Largest Stock VICTROLAS and RECORDS.
Prompt Shipment and Lout Freight Rates.
WALTER D. MOSES & CO.
Oldest Music House i* Virginia or North Carolina.
RICHMOND, VA.
SERVICE FIRST
EXCLUSIVE VICTOR JOBBERS
WHOLESALE ONLY
Standard Talking Machine Co.
PITTSBURGH, PA.
Edison Phonograph Distributors
for the SOUTHWEST
All Foreign Records in Stock.
Houston Phonograph Co., ^ texas^'
NEW ENGLAND
JOBBING HEADQUARTERS
EDISON AND VICTOR
Machines, Records and Supplies.
THE EASTERN TALKING MACHINE CO.
177 Tremont Street - ■ BOSTON, MASS.
PACIFIC COAST 'SSB-SS-
Victor Talking Machines records
STEINWAY PIANOS-LYON & HEALY
"OWN MAKE " BAND INSTRUMENTS
Vhprman f lav & Co San Francisco Portland
SUerilldU, V,IdV a Ml. 0akland Los Angeles
The Chicago
Edison Jobber
The perfection of Musical
Instruments— THE EDISON
diamond disc PHONOGRAPH
—with EDISON double disc
records.
THE PERFECTION OF
SERVICE— Our Service.
The Perfection of adver-
tising for the dealer — Our
plan.
The Phonograph Company
229 So. Wabash Ave. CHICAGO
CHASE & WEST "JST*
Machines
Records
Cabinets
Victor
Everything
in stock al!
the time.
WHOLESALE TO IOWA TRADE
Send us your name and address and we will mail you
postpaid complete illustrated catalogues, giving detailed
information concerning all Victor products. Snowing the
various styles ol Victor Machines, list cl all Victor Records,
the entire line ol Victor Cabinris. Repair Parts and all Ac-
cessories. Dealers, let us help you build a Victor Business.
THE TALKING MACHINE WORLD.
"Tell him what he
wants to hear"
"Sell him what he
wants to buy"
These two basic selling rules
were old when the world
was young. You use them
with the utmost freedom in
selling the full Edison Line
because of its tremendous
variety of talking points.
Edison Disc
and Cylinder
Phonographs
No matter what your cus-
tomers tastes, you can
always find some Edison
superiority he's been wanting
to hear about and so you
can always sell him what
he wants to buy.
as*
INCORPORATED
59 Lakeside Ave., ORANGE, N. J.
VOL. X. No. 12.
SINGLE, COPIES, IO CENTS
PER YEAR, ONE DOLLAR
Published Each Month by Edward Lyman Bill at 373 Fourth Avenue, New York, December 15, 1914
The best-known trade mark in the world
"The Victor talking machine's design, 'His Master's Voice/
has become a household word, and the quaint little fox terrier at
attention before the horn is familiar to more Americans than any
of the world's great masterpieces "—Colliers Weekly.
Entered as second-class matter May 2, 1905, at the post office at New York, N. Y., under the act of Congress of March 2. 1ST*.
THE TALKING MACHINE WORLD.
Leading Jobbers of TalKing Machines in America
SERVICE FIRST
EXCLUSIVE VICTOR JOBBERS
WHOLESALE ONLY
Standard Talking Machine Co.
PITTSBURGH, PA.
Edison Phonograph Distributors
for the SOUTHWEST
All Foreign Records in Stock.
Houston Phonograph Co., hTexasN'
NEW ENGLAND
JOBBING HEADQUARTERS
EDISON AND VICTOR
Machines, Records and Supplies.
THE EASTERN TALKING MACHINE CO.
177 Tremont Street - ■ BOSTON, MASS.
PACIFIC COAST "tohs^of"
Victor Talking Machines records
STEINWAY PIANOS-LYON & HEALY
"OWN MAKE" BAND INSTRUMENTS
Sherman, Clay & Co. ^IaFnr,SC0 K^SS*.
The Chicago
Edison Jobber
The perfection of Musical
Instruments— THE EDISON
diamond disc PHONOGRAPH
—with EDISON double disc
records.
THE PERFECTION OF
SERVICE— Our Service.
The Perfection of adver-
tising for the dealer — Our
plan.
The Phonograph Company
229 So. Wabash Ave.
CHICAGO
CHASE & WEST
DES MOINES
IOWA
Machines
Records
Cabinets
Everything
in stock all
the time.
WHOLESALE TO IOWA TRADE
Send us your name and address and vie will mail you
postpaid complete illustrated catalogues, giving detailed
inlormation concerning all Victor products. Showing the
various styles ol Victor Machines, list ol all Victor Records,
the entire line ol Victor Cabinets, Repair Paris and all Ac-
cess^ries. Dealers, let us help you build a Victor Business.
Where Dealers May Secure
COLUMBIA
Product
Ready, Full Stocks, and Prompt Deliv-
eries from Convenient Shipping
Centers all over the United States.
Distributors
Atlanta, Ga., Columbia Graphophone Co., 132
Peacntree St.
Baltimore, H., Columbia Graphophone Co., SOS-
SOT North Howard St.
Birmingham, Ala., Columbia Graphophone Co.,
1818 Third Ave.
Boston, Mass., Columbia Graphophone Co., 174
Tremont St.
Buffalo. N. Y., Columbia Graphophone Co., 6H2
Main St.
Chicago, 111., Columbia Graphophone Co., 14 N.
Michigan Ave.
Cincinnati, O., Columbia Graphophone Co., 117-
119 W. Fourth Ave.
Cleveland, O., Columbia Graphophone Co., 1375
Euclid Ave.
Dallas, Tex., Southwestern Talking Machine Co.,
1101 Elm St. Columbia Building.
Denver, Colo., Columbia Stores Co., 505-507 Six-
teenth St.
Detroit, Mich., Columbia Graphophone Co., 114
Broadway.
Hartford, Conn., Columbia Graphophone Co., 719
Main St.
Indianapolis. Ind., Columbia Graphophone Co.,
27 N. Pennsylvania St.
Kansas City, Mo., Columbia Graphophone Co.,
1112 Grand Ave.
Lincoln, Jfehr., The Grafonola Company, 1036
O St.
Livingston, Mont., Scheuber Drug Co.
Los Angeles, Cal., Columbia Graphophone Co.,
420-422 S. Broadway.
Louisville, Ky., Columbia Graphophone Co., 426
South Fourth St.
Milwaukee, Wis., Albert G. Kunde, 615 Grand
Ave.
Minneapolis, Minn., Columbia Graphophone Co.,
424 Nicollet Ave.
New Haven, Conn., Columbia Graphophone Co.,
25 Church St.
New Orleans, La., Columbia Graphophone Co.,
933 Canal St.
Jfew York City, Columbia Graphophone Co., 89
Chambers St.
Philadelphia, Pa., Pennsylvania Talking Mach.
Co., 1109 Chestnut St.
Pittsburgh, Pa., Columbia Graphophone Co., 101
Federal St.
Portland, Me., Columbia Graphophone Co., 850
Congress St.
Portland, Ore., Columbia Graphophone Co., 371
Washington St.,: Eilers Music House.
Providence, R. I., Columbia Graphophone Co.,
119 Westminster St.
Rochester, N. Y., The Grafonola Company, 23
Clinton Ave., South.
Sacramento, Cal., Kirk, Geary & Co.
Salt Lake City, Utah, Daynes-Beebe Music Co.,
45 Main St.
San Francisco, Cal., Columbia Graphophone Oo.,
334 Sutter St.
Seattle, Wash., Columbia Graphophone Co., 1311
First Ave.; Eilers Music House, 3d and Univer-
sity Sts.
Spokane, Wash., Columbia Graphophone Co., 818
Sprague Ave.
Springfield, Mass., Columbia Graphophone Co.,
174 Worthington St.
St. Louis, Mo., Columbia Graphophone Co., 1008
Olive St.
St. Paul, Minn., Columbia Graphophone Co., 17
East Sixth St.
Tampa, Fla., Tampa Hardware Co.
Terre Haute, Ind., 640 Wabash Ave.
Toledo, O., Columbia Graphophone Co., 229 Supe-
rior St.
Washing-ton, D. C, Columbia Graphophone Co.,
1210 G St., N. W.
DEALERS WANTED— Exclusive selling rights
given where we are not actively represented.
Write for particulars to the Columbia Graphophone
Co., Wholesale Department, Woolworth Bmlding,
New York.
Headquarters for Canada:
Columbia Graphophone Co., 363-5-7 Sorauren Ave.
Toronto, Ont.
Southern Victor Dealers
Largest Stock VICTROLAS and RECORDS.
Prompt Shipment and Low Freight Rates.
WALTER D. MOSES & CO.
Oldest Music House in Virginia or North Carolina.
RICHMOND, VA.
1856
1914
VICTOR
DISTRIBUTERS
VICTORS EXCLUSIVELY
We make a specialty of getting the order
out on time — every time.
The Rudolph Wurlitzer Co.
CINCINNATI and CHICAGO
Two points of supply; order from the nearer.
PERRY B. W'HITSIT L. M. WELLER
PERRY B. WHITSIT CO.,
213 South High Street, Columbus, Ohio.
Edison IflnnrnO Vlclor Talking
Phonographs ■ lllnnrnil Machines
and Kocords UUUUI.II W and Records
OLIVER'
D I T S O N
COMPANY
BOSTON,
Largest VICTOR Talking
Machine Distributor. East
of Chicago.
Creators of "The Fastest Victor
Service." Let as tell yon more
a boat our service.
W. J. DYER & BRO.
Saint Paul, Minn.
VICTOR & EDISON
Distributors
Quick Service for all points in the North-
west. Machines, Records, Supplies.
Do you
belong with-
"the quick
or the dead"
Every talking machine job-
ber in America should be
represented in The World of
January 15th.
If you are keenly alive to
your business interests you
will be with the live ones and
occupy space in the issue of
The World of that date.
The time to secure space is
now, and get your copy in at
once. Don't be a "dead one."
The Talking Machine World
Vol. 10. No. 12.
ST. LOUIS ASSN. ON FIRM BASIS.
Trade Organization Now Affiliated with Mis-
souri Retail Merchants' Association and En-
joys All the Facilities of That Body.
(Special to The Talking Machine World. )
St. Louis, Mo., December 7. — The St. Louis
Talking Machine Dealers' Association has suc-
ceeded in getting on a firmer foundation than was
anticipated in last month's report. After the plan
was completed five of the talking machine deal-
ers had arranged to join the Missouri Retail Mer-
chants' Association and to be appointed on a
talking machine committee which would enable
them to use the association equipment and to call
the other dealers into conference with them, the
larger association decided that it would be better
to carry out the original plan and establish a spe-
cial membership for the talking machine dealers
on a basis of employes, and so all of the dealers
have become identified with the larger association
and now there is no question about the use of the
office staff and equipment. The workings of this
office staff have been a constant surprise to the
me mbers.
When the need of a resolution or other
agreement is felt the members thresh it out in a
meeting, the professional and expert secretary of
the larger association disappears for a moment
while an assistant takes up his work and returns
with a resolution properly dictated, typewritten,
and if it is such a resolution that each member
would have a copy, the required number of copies
are ready before the meeting adjourns. Each em-
ploye of the larger association is an expert in some
line, and when work along that line is required
that employe is at hand and they are quick to point
out faults of proposed movements. For the pres-
ent the association will devote its efforts to
strengthening price and return terms, which are
being well received by the trade and which, deal-
ers say, are not causing any loss of trade and pro-
moting a better understanding between all dealers.
The Missouri association, which is the parent body,
includes practically all of the large department
stores, and it is through this association that the
railroad fares for out-of-town customers are re-
funded under certain conditions.
SEMIANNUAL COLUMBIA CATALOG
As Ever, More Complete and Interesting Than
Previous Issues of Similar Volume — Em-
phasizes Growth of Record Library.
The Columbia Graphophone Co. issued last week
its regular semi-annual catalog of Columbia rec-
ords, listing all the records issued up to date. This
publication, which is the most important book is-
sued by the company, is similar to the previous
edition of the Columbia record catalog, as the com-
pany found, by making inquiry of its dealers
throughout the country, as that the form and de-
'sign of the last semi-annual catalog was perfect
in every detail and did not permit of any practical
improvement.
The catalog is divided into three parts : First,
a partial list of grand opera and concert selections;
second, a general catalog of double-disc records,
alphabetically arranged; third, a list of special
school series records. The method of indexing fol-
lowed in this catalog includes numerous cross in-
dexing and listing, enabling the record purchaser
to locate a record with maximum convenience and
case. The system of indexing is so complete that
each record is listed under six to eight different
headings.
The growth of. the Columbia record library is
concretely set forth in this new publication, as a
number of prominent and renowned artists have
their first Columbia recordings listed in this edi-
tion. More than eight pages of the catalog are
devoted exclusively to Columbia dance records,
New York, December 15, 19 14.
these records including selections for all the modern
dances, and well illustrating the progress being
achieved by the Columbia Co. in this particular
field.
HERE'S THE ORIGINAL TURKEY TROT.
National Dinner Birds Dance to Music of
Phonograph and Gobble for More.
(Special to The Talking Machine World.;
Boise, Idaho, December 9. — Pleasure seekers on
the mesa recently witnessed a genuine turkey trot.
One of a group of equestrians was Probation Offi-
cer Lowe, of the Juvenile Court.
One of Mr. Lowe's special duties is to see that
turkey trotting is not permitted in the city, it be-
ing against the ordinance, but despite the fact that
this turkey trotting was outside the city limits,
Mr. Lowe concluded that he had better inspect it.
He is now glad he did so, for he has come to the
conclusion that the turkey is the most maligned
bird on earth, that genuine turkey trotting is not
vulgar in the least, but is quite a dignified pastime.
This particular turkey trot was held at one of
the country homes in the mesa close to town. The
house has a large loggia, which is screened in and
extends across the entire side of the house. On
this loggia was stationed a large phonograph, to
the music of which a group of friends were
dancing.
Crowded close to the side of the loggia was a
flock of forty or more turkeys, glossy and sleek,
in prime readiness for the table.
* "The turkeys apparently were fascinated by the
catchy ragtime music," said Mr. Lowe, "and they
moved about in the funniest way imaginable. They
would one-step to the right, then turn their heads,
craning their long necks to see what the other
fowls thought of their behavior. Then they would
one-step to the left, again craning their necks,
sometimes giving a little hitchy jump in between
and an occasional 'cluck.'
"You can imagine," said Mr. Lowe, "the effect
of some forty or fifty turkeys all going through
these peculiar motions to the music of 'Too Much
Mustard' and 'Your'e Here and I'm Here.' The
minute the music would stop those turkeys woul.l
get up the greatest gobbling you ever heard and
keep it up until the phonograph started again. I
could imagine something of what they were saying
expressing their delight at the new style of music,
I suppose."
MAY BE MEMORY CHAMPION.
Friends of Hyman Landau, Talking Machine
Man of Wilkes-Barre, Pa., Declares He Has
Best Memory in the City — Proof Submitted.
(Special to The Talking Machine World.)
Wilkes-Barke, Pa., December 8. — In a proposed .
contest to decide what man has the best memory
in the city of Wilkes-Barre, Hyman Landau, of
the Landau Music & Jewelry Store, is supported by
many of his fellow citizens, who declare that he
will carry off the honors in that line very easily.
Mr. Landau is credited with being able to give
without hesitation the number of any record in
the catalog of the Victor Talking Machine Co. once
he is acquainted with the name of the selection de-
sired. It is stated that a customer entered the
Landau store recently and gave a list of records
desired. Mr. Landau did not have to look up a
single number, but when he came to a certain selec-
tion informed the customer that he had already
purchased that record before. The customer de-
nied the fact, but was persuaded to call up his home
and found that the talking machine man was right.
Mr. Landau's chief competitor for the memory
prize is John T. Lenahan, one of the most noted
criminal attorneys in the State and also a for-
mer Congressman, who is credited with a remark-
able memory regarding legal matters.
Price Ten Cents
GOOD PROSPECTS IN COLORADO.
Denver Houses Giving Over Additional Space to
Talking Machine Departments and Big Ship-
ment of Records Is Received in Grand Junc-
tion— Knight-Campbell Co.'s New Rooms.
(Special to The Talking Machine World.)
Denvera Col., December 7. — The present talk-
ing machine business and the outlook in that line
in this city is of a most satisfactory character and
there is little doubt at present that with the holi-
day business already in sight the total for the
month of December will, with the majority of
concerns, prove considerably in excess of the sales
volume for the same period of last year.
Several of the local dealers have made special
preparation to feature the talking machine trade
for the holidays, among them being the Knight-
Campbell Music Co., which only a week or so ago
completed and threw open to the public sixteen
commodious and handsome demonstrating rooms
for Victrolas. The extra rooms have been badly
needed to handle the increasing Victor business
of the company. *
Another house which has made recent improve-
ments in its talking machine department is the
Denver Music Co. Several new demonstration
booths have been added to the company's depart-
ment on the second floor of its building, which now
embraces over 12,500 square feet of floor space.
The H. W. Vorbeck Music Co., of Grand Junc-
tion, Col., has installed a big stock of Victor
goods to take care of holiday demands, and only
recently received the largest shipment of Victor
records which ever went to that city.
NEW QUARTERS IN LAKEWOOD, N. J.
George Hurlburt, Victor Dealer, Now Located
in Larger and More Convenient Store.
(Special to The Talking Machine World.)
Lakewood, N. J., December 7. — George Hurlburt,
the successful talking machine and piano dealer of
this city, is now located in a handsome new build-
ing on Second street. The new structure, built of
stucco, occupies the site of Mr. Hurlburt's former
store, and, in addition to affording additional floor
space for display of the line, has been designed to
meet the particular requirements of the talking
machine and music business.
The equipment of the new store includes modern
indirect lighting system, three attractive demonstra-
tion booths for the talking-machine department, a
new set of record racks with an up-to-date filing
system, and other features that make for conveni-
ence and efficiency. In addition to Victrolas and
records, Mr. Hurlburt also handles the Hallet &
Davis Co. line of pianos, and a large assortment
of toys.
MUSIC TO SOOTHEIuRORS.
Washington Judge Sends Graphophone to Men
Locked Up.
(Special to The Talking Machine World.)
Wa Shington, D. C, December 5. — A jury sitting
in a murder trial in Criminal Court No. 1 here, and
which -was locked up last night until Monday
morning, got a fit of the glooms to-day and sent
word to Chief Justice Covington that they wanted
to do something to occupy their minds. Chief
Justice Covington ' expressed sympathy with the
jury and sent word that he would do something.
This evening the Chief Justice sent the jury a
graphophone and a set of records and to-night
from the court house window there is floating out
all kinds' of tunes, and the members of the jury
are doing all kinds of two steps and can-cans in
the corridors of the City Hall.
The easier it is to get a man to make a promise
the harder it is to get him to make good.
4
THE TALKING MACHINE WORLD.
MANY NEW TALKING MACHINE DEALERS IN DETROIT.
Leading Lines of Machines Well Represented in That City and Vicinity — Steadily In-
creasing Number of Piano Houses Handling Talkers — December Business Exceeding
Expectations — Some Elaborate Window Displays — Revival of Interest in Small Styles.
(Special to The Talking Machine World.)
Detroit, Mich., December 7. — F. A. Denison,
for the past three years manager of the Colum-
bia store in Baltimore, has succeeded K. M. Johns
as manager of the Detroit store, Mr. Johns going
to the Chambers street store in New York. Mr.
Denison's first month here was a record breaker,
and an augury for a prosperous future. Novem-
ber business exceeded the November business of
last year by $8,000, and exceeded the December
business of last year by several thousands, thus
making it the biggest month in the history of the
Detroit branch of the company.
The new styles of the machines, of which the
improved sounding board is the feature, are going
exceedingly well, and this is largely the cause of
the increase, though a certain contest system, in-
augurated by Manager Denison, has a good deal
to do with it. Mr. Denison each month offers
prizes for the members of the sales force who
make the best records in certain respects, the con-
ditions being altered each month. In November
the man who showed the largest percentage of
increase won a new hat. This month a certain
figure has been set for each man to try for, the
estimate being based on past performances, and
if he reaches it, he will win a pair of shoes. S. E.
Lind won the new hat in the last contest. Mr.
Denison says he expects to pay for about ten pairs
of shoes on the holiday month, if early indica-
tions are any criterion.
"December will be a wonder, if we can get the
goods to fill the dealers' orders," he said. "We
are having the orders of up-State dealers shipped
direct. I think Detroit and Michigan constitute a
great field for the Grafonola business. We handle
only a part of Michigan, the Western part of the
State being in control of the Chicago branch, yet
we have done more here since I came than we did
in Baltimore, where we controlled three States.
Detroit people seem to have money and be willing
to spend it."
Four new Detroit accounts were opened by
Manager Denison in November, and twenty in the
smaller cities of the State. Of the Detroit ac-
counts, that of J. Henry Ling is the largest, he
putting in a special department, with seven demon-
strating rooms, and handling only the Grafonola
line. Though Mr. Ling handled the Columbia for
the greater part of November, the contractor, who
did the remodeling of the fourth floor, did not
get the work done until December 1, so the for-
mal o'pening of the new department had to be
postponed. Formal invitations were sent out, and
on December 5 the new Grafonola store was in-
troduced to the public.
R. B. Barclay, a Columbia traveling man, was
present, and will remain at the Ling store through-
out December, to pilot the venture through 'its
first holiday trade. Miss Sarah Moorhouse is
office manager of the department and in charge
of the records, of which a complete catalog has
been installed.
Besides the seven demonstrating rooms, there is
a large reception room, decorated in Japanese
style, with bamboo chairs, ceiling and other effects.
A sure-enough Japanese girl served tea there at
the opening. In one corner is a Grafonola grand.
The other Detroit accounts opened by the Co-
lumbia Co. are the Noble Piano Co., which oper-
ates two stores ; the Cable Piano Co., which
also handles the Victrola line, and the Highland
Park Furniture Co., which has a large and modern
store in the suburb Henry Ford has made famous.
Wallace Brown, manager of the new Edison
Shop, and Max Strasburg, manager of the Vic-
trola Shop, who are old-time friends, exchanged
pleasantries when the last issue of the Talking
Machine World reached them. "The story was
all right except the headline," said they both. The
headline stated that it was the Max Strasburg
Co. which has opened the new Edison shop. "The
headline was in the biggest type, so a good many
people got the idea that I had taken on the Edi-
son line," remarked Mr. Strasburg. "Well, let
them think it. No harm done. Edison is a great
man, and I should have been much pleased to
meet him, as the headline says I did.
"Mr. Strasburg is all right. We have no ob-
jection to honoring him. But we have the Edison,
and we did a very flattering business with them
for an initial month," said Mr. Brown. "It seems
to be regular trade, too, not a holiday rush, for
we have sent out all the machines as soon as we
sold them, and have yet to store away our first
one for a Christmas present. I think we will get
plenty of such orders later, however."
December has opened up well for the Edison
shop, both in machines and records.
Max Strasburg stated that his business for
November was 25 per cent, better than in Novem-
ber of last year. This fact, taken in connection
with the experience of the Grafonola store, in-
dicates that Detroit is every bit as prosperous as
she has been pictured. While there are a good
many men out of work, business does not seem
to be affected by that condition. It is believed
that most of the idle men have come here from
other cities. It became known a few weeks ago
that the city was to begin a number of large pub-
lic jobs this month, in order to keep Detroiters
employed throughout the winter. These contracts
will aggregate $5,000,000 in value, and unemployed
men from other cities immediately headed for
Detroit to try to get work. But those jobs are
for men who engage in summer vocations and
ordinarily would be out of work in winter.
General business is so good that the business
and professional men feel no need of retrenching.
It is the business and professional men, princi-
pally, who patronize the down town talking
machine stores. They are buying more liberally
than ever before, showing that they have con-
fidence in the business situation.
"Last December will be hard to beat, for we
had a remarkable month," said Mr. Strasburg.
"But we hope to put the holiday record- of last
year into the shade."
Elaborate window displays are a feature of this
year's holiday talking-machine business. Grinnell
Bros., Victor jobbers, have devoted an entire
window to them. Summerfield & Hecht have a
window of their big store fixed up with a
Grafonola display. The W. E. Metzger Co. has
a Victrola display in its show window, in which
a miniature ebony minstrel is attached to one of
the machines by a wire and dances to the music.
This always has an appreciative audience. The
Story & Clark Piano Co., which has taken on the
Edison line, also gives the talkers liberal space in
the windows. So does Frank J. Bayley.
An unexpected turn to the trade here is a re-
vival of interest in the small styles, in quarters
where the prevailing demand has been for the
expensive ones. The secret is in the growing use
of talking machines for dancing purposes. A
family may have a $200 machine in the library,
but it is considerable of a task to move it up-
stairs to a ball room, or to any other room that
might be used for dancing. A small machine,
easy to tote around the house, therefore, is in de-
mand.
More and more do the piano houses realize the
necessity, or at least, the advisability of handling
talking machines to round out their business. Two
years ago only Grinnell Bros, and the Cable
Piano Co. had talking machine lines. Since then
the J. L. Hudson Co., Frank J. Bayley, J. Henry
Ling, the Noble Piano Co., the Story & Clark
have added talking machine lines, all but the last
named being prominent members of the Detroit
Music Trades' Association. A number of smaller
piano stores also 'have taken on talkers.
Service Is the Paramount Asset of a Victor Distributor
The factory controls the Prices and Terms. The distributor controls his Service.
This is the reason we have endeavored to make
EASTERN SERVICE THE BEST EVER
And we believe we have succeeded, and will convince you if you will give us the op-
portunity. A trial order will do.
Will you do it?
Thank you.
When may we expect it?
EASTERN TALKING MACHINE COMPANY
177 TREMONT STREET, BOSTON, MASS.
EDISON
FOR NINETEEN YEARS TALKING MACHINES EXCLUSIVELY
VICTOR
THE TALKING MACHINE WORLD.
5
Victrola IV, $15
Oak
Victrola VI, $25
Oak
Victrola VIII, $40
Oak
Victrola IX, $50
Mahogany or oak
"Will there be a Victrola in
your home this Christmas?"
This important question is confronting the people of the whole
country.
It is the key-note of our nation-wide holiday advertising cam-
paign, and its force is sending thousands of customers into the
stores of Victor dealers everywhere.
It is helping to make this the biggest holiday season you ever
had — even ahead of the phenomenal business of last Christmas.
Victor Talking Machine Co., Camden, N. J., U. S. A.
Berliner Gramophone Co.. Montreal. Canadian Distributors
Always use Victor Machines with Victor Records and Victor Needles —
the combination. There is no other way to get the unequaled Victor tone
Victrola X, $75
Mahogany or oak
Victrola XI, $100
Mahogany or oak
Victrola XIV, $150
Mahogany or oak
Victrola XVI, $200
Mahogany or oak
6
THE TALKING MACHINE WORLD.
Famous Record Albums
AT VERY LOW PRICES TO MEET COMPETITION
These Record Albums will Pay for Themselves in a short Time by Preserving Records.
When Full the Albums are Flat and Even Like Books. They will Fit in a Library
Cabinet or Book Case, or They will Lie Flat on One Another.
We manufacture Disc
Record Albums contain-
ing 12 pockets to fit the
new Victrola Cabinets
No. X. and XL
■ We also make Albums
containing 17 pockets,
and with the indexes
these Albums make a
complete system for
filing all disc Records.
For Durability, Artistic
Design and Finish, our
Albums have no equal.
They are made in the
most substantial manner
by skilled workman. We
sell our Superb Albums
at big discounts to meet
competition. Shall we
send samples and quote
our very low prices ?
THESE ALBUMS ARE THE BEST FOR VICTOR, EDISON,
COLUMBIA AND ALL OTHER DISC RECORDS j
Write for samples of our Albums, which are superior to all others
Address NATIONAL PUBLISHING CO., 235 South American St., Philadelphia, Pa.
ATTRACTIVE WINDOW DISPLAY IN LOS ANGELES.
Exhibition of Complete Line of Edison Disc Phonographs in Big Show Window of Barker Bros.,
That City, Serves to Halt Passing Throng and Results in Many Sales.
(Special to The Talking Machine World.)
E. P. H. ALLEN WITH EDISON STAFF.
Los Angeles, Cal., December 4. — A recent win-
dow display by Barker Bros., this city, featuring
their talking machine department, has attracted
much attention. This display occupied the entire
company recently made of fifteen large motor
trucks loaded with Edison Disc phonographs,
featuring the arrival of an entire carload of Edison
goods.
The business of this company has shown a
E. P. Huyler Allen has recently been added to the
sales force of the Thomas A. Edison, Inc. Mr. Al-
len's association in the musical business has been of
such an extensive nature that he is well qualified
to fill the position he now holds. He is the former
general sales manager of the Keen-O-Phone Co.,
of Philadelphia. Mr. Allen has been connected -with
Display of Edison Disc Phonographs in Show Window of Barker Bros.'
space of two of the largest show windows with a
main frontage of 28 feet, and an additional front-
age of 24 feet facing the main entrance to the
store on one side, and the entrance to the talking
machine department on the other. It was a splen-
did follow-up to the impressive parade which this
phenomenal growth under the management of J. W.
Boothe, who has shown marked ability in its
handling. From .present indications a heavy
Christmas trade is anticipated.
Barker Bros, handle the Victor, Edison and
Columbia lines including both machines and records.
Store, Los Angeles, Cal.
piano concerns for a • number of years — name-
ly, the Aeolian Co., Lauter Piano Co. and Schu-
bert Piano Co. Mr. Allen's success with the new-
Edison diamond disc has already been very marked, i
and he is greatly encouraged with the reception
that the Edison disc is being given by the trade.
THE TALKING MACHINE WORLD.
Victrola VI, $25
Oak
Victrola XI, $100
Mahogany or oak
Victrola IX, $50
Mahogany or oak
Victrola XVI, $200
Mahogany or oak
"Will there be a Victrola in your home this Christmas?"
That is the question being put before the entire country in the extensive Victor
advertising.
That is the question which is going to be settled in thousands of homes — and
settled to your satisfaction.
That is the question which will help to make a new high record for Victor
Christmas business.
So don't lose sight of the value to you of the Victor holiday advertising and
"Will there be a Victrola in your home this Christmas?"
Victor Talking Machine Co., Camden, N. J., U. S. A.
Berliner Gramophone Co., Montreal, Canadian Distributors.
Always use Victor Machines with Victor Records and Victor Needles —
the combination. There is no other way to get the unequaled Victor tone.
Albany, N. Y Finch & Hahn.
Altoona, Pa W. F. Frederick Piano Co.
Atlanta, Ga Elyea-Austell Co.
Phillips & Crew Co.
Austin, Tex The Talking Machine Co., of
Texas.
Baltimore, Md .... Cohen & Hughes, Inc.
E. F. Droop & Sons* Co.
H. R. Eisenbrandt Sons.
Bangor, Me Andrews Music House Co.
Birmingham, Ala. Talking Machine Co.
Boston, Mass.... Oliver Ditson Co.
The Eastern Talking Machine
Co.
M. Steinert & Sons Co.
Brooklyn, N. Y.. American Talking Machine Co.
Buffalo, N. Y W. D. Andrews.
Neal, Clark & Neal Co.
Burlington, Vt... American Phonograph Co.
Butte, Mont Orton Brothers.
Chicago, III Lyon & Healy.
The Talking Machine Co.
The Rudolph Wurlitzer Co.
Cincinnati, O The Rudolph Wurlitzer Co.
Cleveland, O The W. H. Buescher & Sons Co.
The Collister & Sayle Co.
The Eclipse Musical Co.
Columbus, O Perry B. Whitsit Co.
Dallas, Tex Sanger Bros.
Denver, Colo The Hext Music Co.
The Knight-Campbell Music Co.
Des Moines, la ... Chase & West Talking Mach. Co
Mickel Bros. Co.
Victor Distributors =
Detroit, Mich Grinnell Bros.
Elmira, N. Y Elmira Arms Co.
El Paso, Tex W. G. Walz Co.
Galveston, Tex.... Thos. Goggan & Bra
Honolulu, T. H . . . . Bergstrom Music Co., Ltd.
Indianapolis, Ind. .. Stewart Talking Machine Co.
Jacksonville, Fla ... Florida Talking Machine Co.
Kansas City, Mo. . . J. W. Jenkins Sons Music Co.
Schmelzer Arms Co.
Lincoln, Neb Ross P. Curtice Co.
Little Rock, Ark... O. K. Houck Piano Co.
Los Angeles, Cal. . Sherman, Clay & Co.
Louisville, Ky Monteuegro-Riehm Music Co.
Memphis, Term.: ..O. K. Houck Piano Co.
Milwaukee, Wis... Badger Talking Machine Co.
Mobile, Ala Wm. H. Reynolds.
Montreal, Can Berliner Gramophone Co., Ltd.
Nashville, Tenn....O. K. Houck Piano Co.
Newark, N. J Price Talking Machine Co.
New Haven, Conn.. Henry Horton.
New Orleans, La.. Philip Werlein, Ltd.
New York, N. Y...Blackman Talking Machine Co.
Emanuel Blout.
C. Bruno & Son, Inc.
I. Davega, Jr., inc.
S. B. Davega Co.
Chas. H. Ditson & Co.
Landay Brothers, Inc.
New York Talking Machine C©.
Ormes, Inc.
Silas E. Pearsall Co.
Benj. Switky.
Omaha, Neb Nebraska Cycle Co.
A. Hospe Company.
Peoria, III Putnam-Page Co., Inc.
Philadelphia, Pa... Louis Buehn.
C. J. Heppe & Son.
Penn Phonograph Co., Inc.
The Talking Machine Co.
H. A. Weymann & Son, Inc.
Pittsburgh, Pa C. C. Mellor Co., Ltd.
Standard Talking Machine Co.
Portland, Me Cressey & Allen, Inc.
Portland, Ore Sherman, Clay & Co.
Richmond, Va The Corley Co., Inc.
W. D. Moses & Co.
Rochester, N. Y E. J. Chapman.
The Talking Machine Co.
Salt Lake City, U.. Consolidated Music Co.
San Antonio, Tex. ..Thos. Goggan & Bros.
San Francisco, Cal. Sherman, Clay & Co.
Savannah, Ga Phillips & Crew Co.
Seattle, Wash Sherman, Clay & Co.
Sioux Falls, S. D... Talking Machine Exchange.
Spokane, Wash. . . . Sherman, Clay & Co.
St. Louis, Mo Koerber-Brenner Music Co.
St. Paul, Minn W. J. Dyer & Bro.
Syracuse, N. Y. . . . W. D. Andrews Co.
Toledo, O The Whitney & Currier Co'.
Washington, D. C. Robert C. Rogers Co.
E. F. Droop & Sons.
8 THE TALKING MACHINE WORLD.
We have set just one limit on the Co-
lumbia program for 1915— a minimum
limit of 100% increase of Columbia rec-
ord business. Watch it! But watch it
from the inside.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
NO LULL IN PITTSBURGH TRADE.
Talking Machine Dealers of That City Have
About All They Can Do to Meet Holiday De-
mands— Some Attractive Christmas Displays
— What Various Houses Report.
(Special to The Talking Machine World.)
Pittsburgh, Pa., December 11. — The talking ma-
chine outlook is the source of much satisfaction to
Pittsburgh dealers, many of whom are experiencing
a period of the greatest activity in their history.
While the piano trade has fluctuated greatly during
the past few months, the talking machine business
has shown a marked and uniform increase, reach-
ing its climax in the present holiday season. This
growth is explained as one result of existing indus-
trial and financial conditions, which have caused a
greater number of people to defer the purchase of
a piano and seek instead a high-grade talking ma-
chine at a much lower investment.
All of the stores were early in taking on a Christ-
mas season appearance, and some of the best effects
'yet secured in window displays are now in evi-
dence. The S. Hamilton Co. has a striking "Made
in America" exhibit. It contains the De Luxe Graf-
onola, labeled "Made in Bridgeport, Conn." ; a
Style XVI Victrola, labeled "Made in Camden, N.
J." ; and an Edison diamond disc, labeled "Made in
Orange, N. J." Attractively arranged with Ameri-
can flags and the usual Christmas decorations, this
exhibit is one of the most timely and appropriate
in the city. The Schroeder Piano Co. shows to
excellent advantage the new 1915 model Grafonola,
while the Henry Co.'s window is attracting consid-
erable attention with a disc record display, having
as its theme, "It's a Long, Long Way to Tipperary."
Manager Norman H. Cook, of the Boggs & Buhl
talking machine department, reports business as ex-
ceptionally lively, in both machines and records.
Two salesladies have been added during the past
week.
The Kaufmann Bros. Victrola department is do-
ing a full capacity business and Manager H. N.
Rudderow is exceedingly gratified over the quality
and quantity of holiday trade up to the present
date. The department's seven demonstration booths
are occupied by customers almost continuously.
.During the past month the sales of records have
ranged from 125 to 212 daily.
Although the Lechner & Schoenberger talking
machine department has just completed its second
month's business, Manager Hartley reports that a
very substantial trade has already been established.
The new department, which has been made one of
the most attractive in the city, has come in for a
large share of the fine holiday trade. Manager
Hartley expresses great faith in both of his lines,
the Edison and the Columbia, and is very enthusi-
astic over the future of the newly established busi-
ness.
The Schoen Music Co. reports that the outlook
for its talking machine department is exceedingly
bright since the recent removal of the establishment
from the Northside to 620 Penn avenue, in the
center of the most active business section. Beside
the Columbia line, the company is now successfully
featuring the Reginaphone. Some excellent sales
of this instrument are expected during the next
two weeks, in time for delivery before Christ-
mas.
MAKING PERFECT RECORDS.
Some of the Essentials Necessary Discussed by
Redferne Hollingshead Who Has Had Much
Successful Experience in Making Talking
Machine Records.
Redferne Hollingshead, who has made some ex-
ceptionally good records for Thomas A. Edison,
Inc., contributes to the Canadian Journal of Music
his experiences in having his voice recorded. He
says :
"I have found that several essentials are impera-
tive to the singing of perfect records. In the first
place, the production of tone of the singer must be
free and open, absolutely devoid of throatiness. The
forward nasal resonance, diaphragmatic breathing,
flawless diction — all these are absolutely necessary.
A flaw that will pass unnoticed in concert becomes
intolerable after its nth repetition in the same
place in the machine. The successful singer of rec-
ords must also remember that personality, or stage
presence, which is so often such a big factor in the
success of concert singers, is here not at all in evi-
dence. The singer must depend on artistry of the
very highest type. He must be sure his tone is bril-
liant, resonant, and withal, sympathetic.
"To insure this his breathing must be well sus-
tained and diaphragmatic. He must, in a word, use
intelligence and expression far more faithful, if
possible, than when he appears in public. With all
these essentials, I see no reason why our concert
singers should not find record making as pleasant
and satisfying work as concert singing.
"In conclusion, I might say that if there is one
vowel which should be avoided by the singer who
would make a successful record it is the 'e' vowel,
sung tightly on the teeth so as to produce a hard,
piercing tone. If the singer will use the French 'e'
or 'eh' instead, he will gain invariable success ; pro-
vided, of course, he follows the dictates of 'Bel
Canto.' "
DITSON Victor SERVICE
WE know every condition involving all Victor retail sales and we know that having
the goods is an important factor towards getting the big profits. JFor your benefit,
we maintain the largest stock in the East of Victor machines, records and supplies,
and you can feel sure that your orders receive quick attention. The Ditson organization is
trained to render the leading service and you can link up your store to our warehouse and
feel safe.
Ask us to explain the value of Ditson co-
operation. It means much to your business.
OLIVER DITSON CO., Boston, Mass.
THE TALKING MACHINE WORLD.
9
TRADE CONDITIONS IN CINCINNATI. PROSPERITY REIGNS IN CLEVELAND.
Ten Cent and Post Card Records Appear to
Worry the Regular Dealers — General Busi-
ness Very Satisfactory — John Shillito Co.
Opens New Department — Dealers Well
Stocked with Goods — News of the Month.
(Special to The Talking Machine World.)
Cincinnati, O., December 8. — Local retailers
have another cause for complaint. Consumers
during the past few weeks have been able to pick
up records suitable for use on the Victrola and
the Columbia instruments for 10 cents a throw.
And it seemed that the news spread like leaves
before a storm, for a tremendous sale of the cheap
article has taken place.
"Little Wonders" is the name of the record
which is being sold at a five and ten-cent store,
and while not a well finished article, the cheapness
and the novelty of the plates have resulted in an
unusual sale.
Then, too, some owners of machines, having,
friends in Germany, are talking about a postal card
record, some of which have reached this city.
They cost 10 cents and this novelty, when once
properly introduced, will also have quite a run
here.
The Victrola line is now domiciled in th; mus'.c
department of the John Shillito Co. The first
announcement was made just a week ago. The
company, through the Krell Piano Co., was con-
sidering such a line for months, and it was a fight
between the two prominent houses of the com-
pany. The matter of payment of stock is said to
have won. The goods are coming into this mar-
ket from a Chicago house. The entrance of the
Shillito concern into this field has caused the
H. & S. Pogue Co. to give more publicity to its
department. The situation here to-day is that the
talking machine is receiving more publicity than
pianos.
"Business is not really what it should be, and
yet we have left November so far behind that we
have about cleaned out our stock," said Mr.
Whelen when asked about present conditions. Mr.
Whelen, manager of the local Columbia store,
further stated that "December is starting in as a
close second, and if we can get the goods which
we badly need we will make last December results
look like thirty cents. The demand is spreading
out through the entire territory and while the
smaller dealers are crowding in their orders, the
larger dealers profited by experiences of former
years, when the demand was heavier than the sup-
ply and stocked up beforehand. The factory, in
order to save time, is shipping direct to the deal-
ers, but even so our shipping facilities are taxed
to the limit."
The local "Dictaphone" headquarters at the
Columbia store are busy working on new pros-
pective sales, but the dictaphone is holding its own
in the busy holiday rush handling correspondence
with speed and accuracy in a way that makes its
use invaluable to dictaphone users.
S. H. Nichols, who was recently appointed dis-
trict manager, spent a f;w very pleasant days in
the Cincinnati Columbia store. Mr. Nichols was
the former manager of the Cincinnati store pre-
ceding Mr. Whelen, the present manager, and it
was like "old times" to have him back, if only for
a few days.
SUITABLE NEWLY-WED RECORDS.
Hearts and flowers, Roses, roses everywhere,
'1 he Bells, O promise me, For all eternity,
A perfect day, In the evening by the moonlight,
Dear Louise, You're just too sweet to live.
Silent night, Sweet spirits hear my prayer,
Ah so pure, You've got to get under, Get out
and get under, Love me and the world is mine.
Scenes that are brightest, A dream, Every little
movement, Below the Mason-Dixon line.
Draw me nearer, Close to thee, In happy moments.
Beautiful isle of somewhere, Happy days, Call me
your darling again. Where the Robins nest again,
We have much to be thankful for, Some day, There'll
come a day, Afterwards, And a little child shall
lead them, Baby Rose, When it's apple blossom time
in Normandy, Old Folks at home, Where the morning glories
twine around the door, Bake that chicken
pie, Good-bye sweet day, Home, sweet home.
Both Wholesale and Retail Stores Very Busy
— Many New Dealers for the Leading Lines
May Break Last Year's Holiday Record.
(Special to The Talking Machine World.)
• Cleveland, O., December 7. — The activity mani-
fest in the wholesale and distributing talking ma-
chine stores is reflected in the very prosperous
business in all the Cleveland retail establishments.
Increasing sales, of both Victrolas and records,
is impelling the business to much larger than the
normal volume of the Eclipse Musical Co. De-
mand for Victor goods from local dealers,, and
from all sections in this territory, are reported
good, and indicates, Mr. Towell says, a large holi-
day trade.
G. R. Madson, manager of the Columbia store,
reports the sales of Grafonolas and records as very
satisfactory, largely of the higher grade instru-
ments. The Columbia dealers are all doing fine
business.
The Edison distributers for this territory, the
Phonograph Co., is daily increasing its sales and
extending its business throughout this section. Mr.
Bloom, of the company, is highly pleased with the
present and prospective business.
The Collister & Sayle Co.'s sales indicate a large
increase in the wholesale department. Mr. Dorn
says the holiday trade will prove as satisfactory
as usual.
At the exclusive wholesale and distributing Vic-
tor store of the W. H. Buescher & Sons Co., on
Chestnut street (entirely separate and distinct from
its retail store), a good and growing business is
reported. The store is larger, suitably fitted up,
and carries a larger stock of Victor goods.
In a line-up of the retail trade, indications are
that this season's holiday business will exceed that
of last year.
UNION No. 1
.Patent No. 776-672, others pending.
PRICES:
Gold plated, Nickel or oxidized
¥2.50.
^4- Easy Sellers- —
PRICE.
Gold plated, nickel
or oxidized. . . .$1.00
THE upper illustration
shows UNION No.
i, for playing Columbia
and Victor records on Ed-
ison Machines. UNION
No. i contains the
UNION Modifier feature-
The second illustration
shows the UNION Modi-
fier, a quick-selling device,
giving Edison, Victor and
Columbia owners absolute
control over the volume
of sound.
UNION
TALKING
MACHINE
SPECIALTIES
AT the right
is the new
UNION Sound
Box, just out,
taking Fibre or
any make of
needle. It is the
latest improve-
ment in sound
r e p r o duction,
and fits all Disc
Machines. Ask
for quantity
prices.
The UNION-
Needle Box
shown below
fills another
long-felt want.
Write to-day for descriptive folders and
prices on these six easy-selling specialties.
All persons selling- g'oods infring-
ing- our patents are liable to
suit for such. infringement.
Nickel, or
oxidized.
PRICE
Finished in
Mahogany, Circas-
sian Walnut or Fumed^
Oak, any finish.
I I
Increase Your Sales
JUT ERE are two quick-
selling specialities
that appeal to your cus-
tomers :
UNION
TALKING MACHINE
SPECIALTIES
UNION No. 2 (upper il-
lustration) plays Edison
Records on Victor Ma-
chines. No ■ alteration is
necessary. Price, gold-
plated $9.00, nickel, $8.00,
with Diamond Point.
UNION No. 3 (lower il-
lustration) plays Edison
Records on Columbia Ma-
chines without altering
machine in any way.
Price, gold-plated $9.00,
nickel $8.00, with Dia-
mond Point. Sapphire
Point, $1.50 less.
Liberal discount to
jobbers and dealers
Our tone arms and sound boxes
are the best on the market.
ASK FOR QUANTITY PRICES
THE UNION SPECIALTY AND PLATING CO,
409 PROSPECT AVENUE, N. W.
CLEVELAND, - - OHIO
10
THE TALKING MACHINE WORLD.
EDWARD LYMAN BILL, - - - Editor and Proprietor.
J. B. SPILLANE, Managing Editor.
Trade Representatives: Glad. Henderson, C. Chace, L. E. Bowers, B. Brittain Wilson,
A. J. Nicklin, August J. Timpe, L. M. Robinson.
Boston: John H. Wilson, 324 Washington Street.
Chicago Oil ice : t-. iJ. Van Harlingen, Consumers' Building, 220 South State Street.
Henry S. Kingwill, Associate. Telephone, Wabash 5774.
London. Eng., Olllce : 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Manager.
Representatives lor Germany and Austria: Verlag Nec Sinit, Berlin C. 19, Ross-Strasse 6,
Germany. Geo. Rothgiesser, Director.
The Talking Machine World has regular correspondents located in all of the prin-
cipal cities throughout America.
Published the 15th of every month at 373 Fourth Ave., New York.
SUBSCRIPTION (including postage). United States, Mexico, $1.00 per Year; Canada,
$1-26; all other countries, $1.75.
ADVERTISEMENTS: $3.50 per inch, single column, per insertion. On quarterly or yearly
contracts a special discount is allowed. Advertising pages, $120.00.
REMITTANCES: should be made payable to Edward Lyman Bill by check or Post Office
Money Order.
*ST NOTICE TO ADVERTISERS. — Advertising copy should
reach this office by the first of each month. By following -this rule
clients will greatly facilitate work at the publication headquarters.
Long Distance Telephones — Numbers S982-5983 Madison Sq.
Cable Address: "Elbill," New York.
U NEW YORK, DECEMBER 15, 1914.
ANOTHER Christmas is almost here .with all its influences,
which tend to soften and to expand. mankind along gentler
lines !
The Christmas spirit is a buying spirit — a softening spirit — a
spirit which tends to cause happiness everywhere, and talking
machine men have reason to feel reasonably happy for the measure
of prosperity which they have enjoyed during the present year.
It naturally follows that the cruel war which is devastating
Europe must affect the people in all lands, and many business en-
terprises in America have been frightfully Curtailed in output by
reason of existing conditions in Europe. But the talking machine
trade has been singularly blessed. It has shown an increase in
the manufacturing output, for the records of 1914 will show the
most fruitful year which the talking machine industry has ever
enjoyed. Talking machine dealers have also had their full share
of prosperity, and when we compare the conditions existing in the
manufacturing and retailing departments of this industry with those
..which exist in other lines, it must be conceded that we have much
for which we should be thankful.
EVERY phase of the talking machine industry has shown a
distinct advance over previous years. From the financial
stability of the trade down to the development of the best selling
ability of the retail salesman there is a better feeling existing to-
day.
Men are perhaps in closer touch with their business than ever
before. They understand it better — realize its possibilities, and it
must be conceded that the most important problems of the; trade,
such as quality of product — perfection of advertising, and other
similar phases of the industry — have received careful attention this
year. And, judging from indications, the thought and considera-
tion given these problems have produced results commensurate
with the outlay.
There is certainly an element of progressiveness infused into
the work of talking machine men which is distinctly noticeable,
and while complaints regarding general business conditions have
been frequent and widespread, and there has been a material
shrinkage, the talking machine trade has stood up under storm and
stress, and has come out victorious. That fact in itself should prove
inspiring, and the men who accomplish real success are those who
have confidence in the business; in which they are engaged and
confidence in the business conditions of the country. Without
doubt, the few remaining days of the~ year will be used by .talking
machine men to excellent advantage, and there will be a good
many holiday sales yet closed which will help out materially the
business of the year.
THE musical standing of the talking machine has received a
greater impetus during the past year than ever before. It
has become a greater force in the musical life of the nation, and
as an educational factor and as an aid in the school room it is
steadily acquiring greater power.
Record music is making America more and more musical
every day. In fact, it is contributing more to the musical enter-
tainment of our people than any other single element. In the
schools in every city throughout the land pupils to-day in folk
dancing and calisthenics step to the measures of record music.
Classes march from the building or to the assembly hall to the tune
of stirring marches. Music lessons are conducted with the chil-
dren listening to records, and studying the printed pages of music
at the same time from their school books. The regular grade
teacher is bung assisted in her literature work. Analyses of songs,
with vocal illustrations, teach enunciation, phrasing and expression.
Analysis of the modern symphony orchestra, with the children
learning the individual tone qualities of each instrument, serious
study of opera, librettos and scores, all testify to the truth of the
statement that records are a necessity.
The result of this is far-reaching. It is compelling dealers
and salesmen to become acquainted with musical literature, with
the operas, and to become acquainted with the record stock, and it
is all working out to higher and better things.
FROM a commercial viewpoint the talking machine is moving
steadily ahead, and the advertising end of the business has
more than kept pace with the rapid strides in publicity made by the
talking machine product of the past year.
The advertising of the talking machine manufacturers is gen-
erally commended by advertising experts as symbolic of the very
highest type- of modern publicity, and in view of the constant,
forceful and impressive national and newspaper advertising car-
ried on by the manufacturers, it is not to be wondered at that the
sales of talking machine records during 19 14 have reached the
high water mark, notwithstanding the serious shock which general
business has received through the European war.
Business methods — plans — systems — have improved. The small
dealers are beginning to learn that selling talking machines is a
business, and they have been aided by the manufacturers and job-
bers, who have given them valuable personal co-operation.
In fact, the talking machine industry is composed to-day of an
energetic body of men who represent modern business progressive-
ness, and their advance is certain and sure.
NOW and then clouds appear upon the trade horizon, but these
are quickly dispelled. The business has stood up splen-
didly under the attacks which have been made upon it. Dealers
of standing appreciate more and more that price maintenance
means business stability, and that the manufacturer, who has spent
time and money to create a demand for his products, does not seek
a special privilege when he makes contracts to prevent retailers
from slashing prices which are known to be fair.
Price maintenance is a trade principle in which every talking •
machine dealer should be- interested, for price maintenance means
that uncertainty and haggling are eliminated, likewise unjust dis-
crimination among customers.
It likewise guarantees to the purchaser a standard of quality,
and when you come to analyze it, what other way is there in which
a full standard of value can be secured everywhere in the retail
world than through a uniform selling price?
As it stands to-day in many trades, the transaction of buying
and selling is a contest of wits. The seller gives in many instances
as little value and gets as much money as he can. Within ample
limits the seller might legally lie with impunity, and, almost with-
out limits, he might legally destroy, by silence, a really good
bargain. But that condition is wrong, because it creates a wide-
spread system of cut-throat prices which in the end does not deceive
anyone. When one price is established by the manufacturer, the
unscrupulous merchant is forced to abandon his plan of the substi-
tution of cheap and inferior products for the standard articles.
THE practice of price-cutting on standardized articles would
mean ultimately depreciating a name to an alarming extent
which had become fixed in the public mind as a standard.
THE TALKING MACHINE WORLD.
11
What is price-cutting for? It is simply a baiting to attract
persons to the store by giving the idea that it is enabled to give
lower prices than others, and to prove it, puts forth a standardized
article at a cut rate. That is the department store plan, and the
business of many department stores has been built up by price
baiting, and it seems but a logical sequence that department stores
should be anxious to offer, provided, the law would not prevent
them, standard talking machines at cut rates, because that would
cultivate the idea that readers of the advertisement would be im-
pressed with the ability of the department store to supply cut rates
on other lines of merchandise than those advertised.
The talking machine trade should oppose strongly any attempt
at price-cutting by men who have not the welfare of the trade at
heart.
Furthermore, if it were possible to engage in price-cutting on
standardized machines generally, it would depreciate the business
and the profits of every man selling talking machines. It would
in a little while demoralize the business to such an extent that the
regularity of the business would be destroyed. Its profits would
become lessened and its stability weakened. There is no other end
ultimately to the price-cutting of a standardized article.
We believe that price maintenance is the foundation upon
which the security of this industry rests. Shatter the foundation
and the edifice crumbles. '
This thought should be impressed upon the minds of every
reader of The World, because we are all vitally interested in seeing
the direction along consistent lines, so that the trade and the
public are amply protected in every way.
gotten up in a most attractive manner with portraits of the world's
leading artists who sing for the Victor, thus combining the artistic
side and suggesting the talking machine as a holiday gift.
This is really the finale of the national campaign of the Victor
Co., the crux of which has been, "Will There Be a Victrola in
Your Home This Christmas?"
SO far as we know never in the history of commercial adver-
tising has there been such supplementary work as has been
put forth by the Victor Talking Machine Co. in its recent holiday
campaign for dealers in the cities of New York and Chicago. Full
page advertisements have appeared in all of the dailies of these
cities, not merely once, but in some instances a number of times,
containing the names and addresses of Victor dealers within the
metropolitan zones indicated.
These pages and others which immediately followed were
WHEN the great Edison plant, covering almost a square
mile of ground at Orange, N. J., was a mass of flames
on the fateful night of December 9, Thomas A. Edison stood
nearby and saw the work of years wiped out by the devastating
flames.
The famous inventor has been termed the greatest living
American, and his greatness was never evidenced in a more
striking manner than at this critical time. When the leading men
of his town were crowding about him, expressing their sympa-
thy, he said with cheerful voice : "I'll start all over to-morrow.
There will be some rapid mobilizing here when this debris cools
off and is cleared away. I'll go right to work to build the plant
over again. It is just a temporary setback; don't forget that."
There is revealed a will power — a spirit which never downs
— and Thomas A. Edison and his business associates have lost
no time in perfecting plans for a newer and greater Edison plant.
Fire and destruction can only temporarily halt the onward
march of such an indomitable will.
The entire sympathy of the trade will be enlisted in behalf
of the company which has suffered so greatly, and that sympa-
thy can be expressed in no better way than in putting up with
unavoidable delays and inconveniences until the time arrives
when the Edison Co. can complete its plans for regular output
of stock.
It seems particularly unfortunate, just at this time, when
the plant was rushed with holiday orders, that such a terrible
calamity should occur, but the Edison enterprise is composed
of men who will speedily work out of the present distressing
conditions and will, ere long, be able to supply the needs of
the Edison representatives.
Depend upon it all that can be, will be done.
EDISON DISC and
CYLINDER PHONOGRAPHS
EXCLUSIVELY
A200
Dealers of New York and
New Jersey
We can assure you prompt and efficient service
and deliveries by reason of our being the nearest
distributors to the Edison factory, and
therefore in a position to keep our stocks
complete and up-to-date at all times.
Eclipse Phonograph Company
A. W. TOENNIES & SON
Edison Distributors
A150
A250
203 Washington St.
Hoboken, N. J.
A80
12
THE TALKING MACHINE WORLD.
DEALERS, ATTENTION!
We are showing an attachment that we manufacture to go on the Edison Talking Machine
which enables one, with the aid of a Pathe Soundbox, to play the wonderful Pathe Discs and
puts the unlimited Pathe repertoire at everybody's disposal.
SEND US $1.75 FOR A SAMPLE ATTACHMENT,
or else mail your order for a dozen at $18.
BETTER REPRODUCTION !
In our opinion, by means of our attachment, you can get as perfect a reproduction on the
Edison machines of Pathe Discs as you can on the Pathe machine itself.
This gives you the widest choice among the Pathe records, with their incomparable fine Band
and their low-price Operatic discs.
F. C. KENT CO., 81 Columbia Avenue, Newark, N. J.
A NEW IDEA
Attachments for Edison Machines
We now place before you the opportunity to please the taste and supply every
whim of your customers by means of our attachments to be used on the Edi-
son disc machines with the Pathe Sound Box. This gives you an entree into
the vast repertoire of the Pathe disc records.
YOU CAN PLAY PATHE DISCS ON THE EDISON MACHINES
in this way better than Pathe can play them on their own instruments. You can
now have the finest operatic or the most popular selections in your place.
THE LAST WORD IN ATTACHMENTS— We have perfected an attach-
ment to be used on the Victor and Columbia machines to play both the Edison
and Pathe records perfectly.
—PRICE-
Sample attachment with sapphire for Victor and Columbia machines ■ $3.00 each, net
Sample Edison attachment -------- - $2.00 each, net
Sample Diamond Point for Edison attachment - - $3.00 each, net
Edison attachment with sapphire to play Pathe Record - . - $2.50 net
THE UNION SPECIALTY & PLATING CO.
409 Prospect Ave., N. W. Cleveland, Ohio
THE TALKING MACHINE WORLD.
13
TO TALKING MACHINE DEALERS
Gentlemen:
Pathe Freres goods have been on the market several
months j have been well received, and have had unbiased com-
plimentary judgment passed on them. A number of dealers have
been established, but we are ready for more. We will give
exclusive agencies and liberal territories to the right
parties and make it worth their while to handle our goods.
Whether a man sells competing phonographs or
not is of no interest to us. Pathe Freres goods sell on
their own merits and will sell in competition with the best.
Our records can be played on other machines. The
attachments that are now being made are cheap and simple.
Pathe Freres Operatic records range from $2.00
to $2.50 and are double faced. We would recommend that
you send for record #X2058, "Celeste Aida" on one side and
"Song of Triumph" from "The Prophet" on the other, sung by
Leo Slezak, the world's most famous German tenor, or #X2016,
"La Boheme" on one side and "The Girl of the Golden West" on
the other side, sung by Giorgini , of the Metropolitan Opera
House, New York; Covent Garden, London; and La Scala, Italy,
who toured the United States last year with Tetrazzini and
Titta Ruffo.
For Band records try our #2151, "American Parade"
on one side and "Le Cimbre" on the other side, or ask for
our catalog and select anything from it. We will send you
any record with our compliments, upon request.
Be successful by being up-to-the-minute.
Yours very truly,
PATHE FRERES PHONOGRAPH CO.
14
THE TALKING MACHINE WORLD.
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
(Special to The Talking Machine World.)
Boston, Mass., December 9. — Despite the fact
that many lines of business are more or less hard
hit by the present conditions, it is a fact that al-
most every talking machine dealer in the city and
environs, as well as many of them through New
England, are going to show a surprisingly good
business. Some localities are to do better than
others. For instance, outside of Boston such cities
as Lowell, Lawrence, Fall River and New Bed-
ford, cotton industrial centers, where business is
booming owing to war orders, dealers are making
most encouraging reports. On the other hand,
there are other cities whose industries are not
profiting by the war where it is very hard to get
business, and where, too, collections are slow for
those concerns which sell on time payments.
The war tax stamps are playing their part in
the sending of talking machine goods, and the rush
for stamps by all the Boston houses was so great
on the first days of the month that the Federal
authorities found it difficult to satisfy the demand.
Where possible the local stores have laid in a large
supply, but this is true in only a few cases. Inas-
much as the parcels post system is exempt from
the stamp tax the new arrangement is going to
largely increase the business by these carriers, and
even in these few days the parcels post system has
been taken advantage of by some houses to an
extent hitherto unknown.
Increases Sales Space.
Harry Rosen, whose store in School street is
one of the most conveniently located ones down-
town, has seen his business grow so that he has
been forced to add to his suite of rooms, and car-
penters are now at work tearing out partitions and
making a general rearrangement by which Mr.
Rosen will have quarters more than twice as large
as those he now has. Also on the floor above he
has several other rooms and into these he has
moved his Edison department. The repair room,
stock room and other departments will be installed
there. Three new men which Mr. Rosen has taken
on are A. W. Butterman, Harry A. Brigham and
Mr. Haskell, formerly with the Columbia people.
Distinguished Visitors.
Edward D. Easton, president of the Columbia
Graphophone Co., and George W. Lyle, the vice-
president of the same concern were in town
for a couple of days lately and they went over the
local situation carefully with Manager Erisman.
As it was their first visit here since the new Co-
lumbia store was made over they were deeply in-
terested in all the details, and they expressed them-
selves as more than satisfied at the enlarged facili-
ties for handling the large business. Since their
visit the local business has grown even larger and
within the past few days it ' has exceeded all
bounds. Naturally, Manager Erisman is highly
pleased over the outlook for the month of De-
cember.
Cleverly Arranged Victor Window.
Passers-by on Arch street in the downtown sec-
tion of the city have been interested in the clever
arrangement of the window of the M. Steinert &
Sons establishment in that street. It 'was Mana-
ger Royer's idea that a fox would prove a draw-
ing card by way of advertising the fox trots, sev-
eral of which are among the Victor numbers. So
he got a fine specimen of the stuffed variety .and
placed it in the window. On one side is a Victor
machine and on the other a large card showing a
couple dancing a fox trot, and to both of these
the fox is attached by means of ribbons. Hang-
ing to the fox's neck is the placard, "O, You Fox!"
Manager Royer has heard lots of commendatory
remarks for the enterprising scheme as a medium
of advertising.
Pardee-Ellenberger Co. Activity.
Manager Silliman, of the Pardee-Ellenbeirger
Co., Inc., reports business booming all along the
line, which is to say that the Edison diamond disc
business throughout his territory has reached very
large dimensions. Mr. Silliman says that the only
difficulty now being experienced is in getting the
machines fast enough to supply the demand. Mr.
Silliman and his son, Horace, were among those
who went down to New Haven for the great game
between Harvard and Yale.
More Artistic Window Arrangement.
The Boylston street windows of the M. Steinert
& Sons Co. have been done over so as to admit
of a more artistic arrangement. A high paneling
of French gray and white now separates the win-
dows from the rest of the store, and built high
the paneling serves as a capital background of
the Victor outfits. Just at this time the windows
are hung with Christmas greens and the large
wreaths of laurel tied with red ribbons lend quite
a festive appearance to the Victor display.
Callers on the Eastern Talking Machine Co.
Arthur Fields, who wrote "Aba Daba Honey-
moon" and who has just been appearing at Keith's
Theater, has been a caller at the Eastern Talking
Machine Co.'s Boston headquarters. Another
caller was Joseph Santley, who also has just been
a Keith attraction. None of the star performers
who appear at this handsome vaudeville house,
which is only a block away, if they make records
for the Victor ever miss an opportunity of calling
on Manager Taft and the Eastern boys.
Visited New York Headquarters.
Manager Arthur Erisman, of the Columbia Co.,
was over in New York a short time ago confer-
ring with some of the company's officers. Mr.
Erisman has lately had a post card prepared by
way of booming the foreign record department of
his business and on one side is a list of the twenty
languages records of which can be found in the
department devoted to this line.
Reports an Excellent Business.
All the staff of George Lincoln Parker's Victor
and Edison departments in the Colonial building
are glad to again welcome John Alsen, who has
been away seriously ill for several weeks. Mr.
Alsen has many friends in the Boston trade who,
too, are glad he is able to get back to work. Mr.
Parker states that his November business in the
Edison and Victor lines has been most satisfactory,
and the prospects are good for a large December
business judging by the way it has begun.
Developing the School Proposition.
Mrs. Henrietta Heaton, of the educational de-
partment of the Eastern Talking Machine Co., has
been in the city for two weeks, making a survey
of the school proposition. She gave a number of
talks while here and visited any number of the
more prominent educational institutions.
Noted Record Artists Visit Boston.
Harry Lauder, the great Scotch comedian, who
has just finished a big engagement at the Shubert
Theater, and John McCormack, the Irish tenor,
who gave a recital at Symphony Hall, were visitors
at the Eastern Talking Machine Co.'s local ware-
rooms. In honor of their presence in this city,
the Tremont street windows of the Eastern made
an appropriate display of their records, one being
confined to Lauder and the other to McCormack.
Scoring Splendid Success.
Thanks to business ability and a good personality,
Mrs. Anna Jones has been making a splendid suc-
cess of the talking machine department of the
Shepard Norwell Co. in Winter street. Mrs.
Tones has been with the department ever since it
was opened about three years ago on the third
floor of the Temple place side of the building,
ARDEE-ELLENBERGER CO., L,
BOSTON, MASS.
NEW HAVEN, CONN.
The demand for Edison Diamond Disc Phonographs continues to grow by leaps
and bounds. Our New England Dealers are becoming more enthusiastic over this
wonderful line from day to day. One of our Dealers, in a small city, has just made
the statement that he would not take five thousand dollars for his agency. If you will
investigate the proposition, you will readily see why there is such a demand for this
musical instrument.
We would be glad to interest you in an agency proposition in
places not already thoroughly covered. We will co-operate with you
towards making your department a success, and you will soon build a
business that will be very profitable. The highest grade line of musical
instruments and a weekly service on new records.
Don't neglect this opportunity.
Real Music
At Last
DISON DIAMOND-DISC PHONOGRAPHS
THE TALKING MACHINE WORLD.
15
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
and in that time the department has been enlarged
several times. Mrs. Jones possesses a thorough
knowledge of the talking machine business and in
these three years she has been instrumental in sell-
ing a great many Victor and Columbia outfits.
Talking Men Get Together.
Several inquiries have been made lately as to
when the boys of the talking machine business are
again going to get together. The beefsteak din-
ner of three years ago is pleasantly recalled by
many, and there are lots of good fellows who'd
be glad to enter into the spirit of another such
time. Who'll volunteer to engineer it?
H. A. Yerkes a Visitor.
H. A. Yerkes, the wholesale manager of the
Columbia Co., was a Boston visitor within the p^st
week. He was entertained by Manager Erisman.
ENTERTAINSJMMIGRANTS.
Eastern Talking Machine Co. Sends Victrola
to Immigration Station in Boston to Furnish
Music for Thanksgiving Day— Thoughtful-
ness Much Appreciated.
(Special to The Talking Machine World.)
Boston, Mass., December 9.— The Eastern Talk-
ing Machine Co. at 177 Tremont street, through
the instrumentality of William J. Fitzgerald, the
manager of the wholesale department, sent down a
Victor outfit to the immigration station the day
before Thanksgiving for the benefit of the im-
migrants who were detained there. The instru-
ment gave the greatest satisfaction and immedi-
ately Commissioner H. J. Skeffington sent a letter
to Mr. Fitzgerald, which read as follows :
"The undersigned wishes to express our appre-
ciation of your courtesy in loaning for the benefit
of the detained immigrants at this station one of
your Victor machines, together with a choice selec-
tion of records. It was a happy combination of
circumstances that brought the machine in time for
use on Thanksgiving Day. For while the celebra-
tion of this festival in the usual spirit was hardly
to be expected in the case of persons involuntarily
detained, it should be said that the entertainment
provided by your Victor served in some measure
to impress upon the immigrants the significance of
the day, and greatly added to the enjoyment of the
occasion. When the facts were explained to the
immigrants assembled they expressed their feelings
in a rising vote of thanks, which it is a pleasure
at this time to convey to you. Your kindness was
not only appreciated by the immigrants, but will
be felt by others during the coming months."
WM. H. GREEN APPOINTED MANAGER.
(Special to The Talking Machine World.)
Worcester, Mass., December 8. — William H.
Green, who has been employed by the Atherton
Furniture Co., of this city, has been appointed
manager of the talking machine department of this
house. This concern handles the Columbia grapho-
phones and the Edison diamond disc outfits, and
with both of these the house has been very success-
ful. Mr. Green is starting on a campaign which
promises well. The department is well equipped
for the display of machines, and two small booths
play an important part in demonstrating goods.
BIG PURCHASE OF RECORD ALBUMS.
(Special to The Talking Machine World.)
Boston, Mass., December 7. — H. Rosen, of the
School street talking machine headquarters, has
just made a large purchase of record albums from
a Boston stationery house. Mr. Rosen says this is
the largest purchase of albums ever made by a
Boston dealer. It is his intention to interest the
trade in these albums, which are of the standard
improved loose-leaf kind, some for the 10-inch and
others for the 12-inch records. In a leaflet which
Mr. Rosen has put out six reasons are given why
this particular holder should be used.
STIMULATING SALES ACTIVITY.
Special Rewards for Sales Force Who Made
Largest Records of Sales.
(Special to The Talking Machine World.)
Worcester, Mass., December 4.— At the Denholm
& McKay Co.'s large store a prize selling contest
lately was undertaken which has resulted most en-
couragingly for all concerned. It was continued
from the 10th of one month until the 13th of the
next, and the prizes offered were of generous cash
amounts and were offered to the clerks of the store
in the departments making the greatest gains in
percentage over the business of last year for the
corresponding period. Out of the fifty-two depart-
ments of this big store the talking machine depart-
ment led with an increase of 170 per cent. This is
certainly "going some" for alleged hard times. As
one of the men said : "We hustled some to do it,
believe me." The manager of thj talking machine
department at this establishment is William F.
Howes, who formerly was manager of a similar
department at Houghton & Dutton's, Boston. He
assumed his present position last April, and in that
time he has made some splendid strides in his de-
partment.
NUTTING TO HANDLE "TALKERS."
(Special to The Talking Machine World.)
Manchester, N. H., December 4. — W. L. Nut-
ting, of this city, who has a well-equipped piano
store at 4 Temple street, has decided to get into
the talking machine game and he has taken on the
Edison diamond disc line. Although having it but
a short time, he has been able to interest a great
many people in the proposition.
BUILDING UP A GOOD BUSINESS.
(Special to The Talking Machine World.)
Portsmouth, N. H., December 6. — Joseph M.
Hassett is finding a good business in Victor and
Edison goods. The conveniently located establish-
ment at 115 Congress street has had many callers,
including some of the best people of the city, within
the past few weeks, most of them intent on pur-
chasing for Christmas. Mr. Hassctt's business in
records alone has been extremely large.
NEW MANAGER IN WORCESTER.
*
C. H. Schaeffer Takes Charge of Barnard, Sum-
ner & Putnam Co. Department — Other News.
(Special to The Talking Machine World.)
Worcester, Mass., December 4. — C. H. Schaeffer
has been appointed manager of the talking machine
department of the Barnard, Sumner & Putnam
Co. Although a comparatively new man to the
talking machine business, he has been well coached
by W. C. Clifford, who is well-known to the trade.
This house carries the Edison diamond disc and
Columbia outfits and the holiday business has thus
far been excellent.
The Worcester Phonograph Co., of 11 Trumbull
square, is meeting with great success with the
Edison line, and it has been conducting some well-
attended recitals among some of the leading clubs
of the city.
The Marcellus Roper Co., of 284 Main street,
which is considered the largest Victor dealer in
this vicinity, is meeting with marked success, due
in no small degree to the work of Daniel J. O'Neil,
brother to the well known ambassador, "Doc"
O'Neil.
H. R. Skelton, the hustling traveler for Thomas
A. Edison, has been in town endeavoring to make
the diamond disc outfits a household word through-
out the city and environs. He spent two weeks in
town and he says that the holiday business in
Worcester promises to be large, and that there is
likely to be a shortage in high-priced outfits.
KEPT OPEN HOUSE DURING GAME.
(Special to The Talking Machine World.)
New Haven, Conn., December 8. — The Pardee,
Ellenberger Co., Inc., whose large establishment
here is known throughout the State, kept open house
the day of the big football game between Harvard
and Yale. Practically all of the Edison dealers
who happened into the city for the day paid their
respects to the house and those who had not been
there before were delighted to be shown about the
establishment. Among those who were entertained
by Mr. Pardee and his partner was F. K. Dolbeer
and members of his family, and Manager Silliman,
of the Boston store, and his son, Horace. After
the game several of Mr. Pardee's more intimate
friends were entertained at his hospitable home.
If your needles are
made by Bagshaw
— they are made right
Over 63 million talk-
ing machine needles
shipped in ten con-
secutive working
days to customers in
the United States.
This is the world's record,
and shows at a glance the
magnitude of our facili-
ties.
We guarantee Bagshaw-made
Needles to be the best
for any record
W. H. BAGSHAW
Established 1S70
Oldest and Largest Manufacturer in the World
LOWELL
MASS.
16
THE TALKING MACHINE WORLD.
HIGHER PRICED MACHINES HAVE CALL IN MILWAUKEE.
One of the Features of a Lively Holiday Trade — Prospects of Big Business Gains Over Last
Year — Billings & Sons Piano Co. to Handle Talking Machines — War on Transient
Merchants — Shortage of Some Types of Machines Now Reported — New Dealers.
(Special to The Talking Machine World..)
Milwaukee, Wis., December 8. — Milwaukee
dealers are finding themselves in the midst of an
exceptionally busy holiday trade. There was some
doubt expressed earlier in the season as to whether
or not this year's holiday business in the talking
machine field would be quite up to normal, con-
sidering the depression experienced in some lines,
particularly the iron, steel and heavy machinery
business, Milwaukee's most important industry.
The developments, however, have been so favor-
able that there is now every assurance that trade
will show a substantial gain over a year ago. Prac-
tically all the leading houses experienced a good
gain during November and conditions thus far in
December have been entirely satisfactory.
There has been one interesting development in
the trade thus far this season, and that is the in-
creased demand for high priced machines. This
seems to have been due to the fact that so many
of the people who usually buy the cheaper machines
have been out of work this fall and are finding
themselves able to buy only the bare necessities.
One would naturally think that the total business
would show a falling off, because of the fewer
sales of cheaper machines. Dealers and jobbers
declare, however, that the sale of high priced goods
has more than offset the decline in the demand for
the more moderate p-iced equipment.
Dealers about Wisconsin and other territory
tributary to Milwaukee jobbing houses have been
buying freely this fall, according to the leading
jobbers. Conditions in the smaller cities and towns
and about the State in general are very satisfac-
tory. Crops have been good and these are being-
disposed of at top-notch prices, with the result
that there is plenty of money about the State, if
people can be induced to part with some of it.
To Open New Department.
The Billings & Sons Piano Co., Milwaukee"s
latest piano house, which recently opened in its
handsome new store in the new Miller building at
504 Grand avenue, is planning on taking up the
agency for a well-known line of talking machines.
The deal has not been closed at this writing, but
it is practically certain that a talking machine
agency will be established at the store.
Milwaukee talking machine dealers have been
congratulating the piano houses on their success
in having an ordinance introduced in the Milwau-
kee Common Council which aims to curb the oper-
ations of transient merchants in all lines of busi-
ness. Many of the piano houses carry a talking
machine line, so the interest has been general. The
ordinance, which has been recommended for pas-
sage by the judiciary committee of the Council,
provides that the transient merchant will have to
submit to the city treasurer each morning "a state-
ment of his sales of the previous day and pay a
fee amounting to 10 per cent, of the sales, the total
fee to be paid not to be less than $5 nor more
than $25.
Shortage of Machines Reported.
The shortage experienced in Victor machines in
Milwaukee this fall is becoming a serious matter
in some quarters, especially during the holiday
season. Jobbers are being besieged by dealers for
certain lines of machines, but they in turn are un-
able to have their orders filled by the Victor
factory.
"We could do 400 per cent, more business if we
could only secure enough machines from the Victor
factory," said H. A. Goldsmith, secretary of the
Badger Talking Machine Co., jobber in Wiscon-
sin and Upper Michigan territory for the Victor
goods. "The demand from dealers became
stronger this season than anyone anticipated, and
we are finding it impossible to satisfy the trade.
The shortage is especially felt in styles X, XI, XIV
and XVI. The new type XIV Victrola is proving
to be a popular seller, but we are not getting
enough machines to meet the demands of the
trade. The feeling in the trade about the State is
much improved and dealers bought exceptionally
well this fall. The outlook is certainly bright for
a big business next year."
Harry R. Fitzpatrick, traveling representative of
the Victor Talking Machine Co. in Wisconsin,
northern Illinois and northern Michigan, is cover-
ing the trade in western Wisconsin at this writing.
Mr. Fitzpatrick is finding himself handicapped by
the shortage in Victor goods.
John McCormack, the popular Irish tenor, is
scheduled to appear at the Pabst Theater on De-
cember 10, and Victor dealers have been swamped
with orders for the McCormack records. The
new McCormack record. "It's a Long, Long Way
to Tipperary," has been proving especially popular.
Operating Large Victor Department.
The Hoeffler Piano Manufacturing Co., 306 West
Water street, operating an especial';- large Victor
department under the management of J. H. Becker,
Jr., seems to have been one of the few Milwaukee
houses which was fortunate enough to lay in a
large stock of machines earlier in the season.
"The holiday business is even better than we had
anticipated," said Mr. Becker, "but we are sup-
plied with a fine stock of machines. We even stored
a large number of the various styles, in order that
we might be in readiness for the holiday rush.
There is a brisk demand for styles IX and XI.
The record business is also exceptionally good.
We have nearly 100 Victrolas on our floor and in
our demonstrating booths. Our new mailing en-
velopes, suggesting Victor records for Christmas,
together with the colored Christmas list, which 1
prepared, are bringing excellent results. I believe
that this sort of advertising is always satisfac-
tory."
"Ragtime Rastus," a new dancing doll in the
Hoeffler window, is attracting considerable atten-
MIGHTY SCARCE, BUT
In mahogany and a
Stocks of Victrolas XVI at present in the hands of distributors
are extremely low and a very acute shortage in this type is
expected for the next sixty days. You will find it to your
interest to consult us now regarding your holiday requirements.
Don't Delay. The Shortage Is Real, Not Imaginary.
PHONE, 7531 MADISON SQUARE
BENJ. SWITKY, NEW YORK
Victor Specialist
THE TALKING MACHINE WORLD.
17
tion. The mechanical toy fits any talking machine
and dances automatically when the machine plays.
The wife of J. H. Becker, manager of the
Hoeffler Victor department, is recovering from her
five months' illness.
Now in New and Larger Quarters.
The Roethe-Buelow Co., an enterprising talking
machine house located on the Milwaukee south side,
formerly at 395 Grove street, has opened in new
and larger quarters at 396 Eleventh avenue. The
company has been meeting with a steady increase
of business and the larger quarters became neces-
sary. The Roethe-Buelow establishment has been
termed "the south side's handsomest talking ma-
chine store." The company handles the Columbia
line and has been meeting with a fine business of
late.
The Gensch-Smith Co., 730 Grand avenue, han-
dling the Victor line, is now nicely settled in its
additional quarters, which it recently secured, ad-
joining its store. The company's business during
the month of November showed a decided increase
over the corresponding month a year ago.
Milwaukee talking machine houses have adver-
tised in the local papers more freely than ever
this fall, and it is believed that the big increase
in business which has been experienced is one of
the direct results. The J. B. Bradford Piano Co.,
the Edmund Gram Piano House, the Badger Vic-
trola Shop, the George H. Eichholz Co. and Gimbel
Bros, and the Boston store, handling the Victor
line, A. G. Kunde, carrying the Columbia goods,
and the Edison Shop and the Flanner-Hafsoos
Music House, selling the Edison line, have been
carrying on an especially aggressive newspaper
campaign with the best of results.
Paul A. Seeger, manager of the Victor depart-
ment at the Edmund Gram Piano House, is finding
that his total business this season is showing a
decided increase over the same period a year ago.
The demand for the high priced Victrolas has
been especially strong at the Gram house.
The Roethe-Buelow Co., 396 Eleventh avenue,
made a sale of considerable interest recently, when
it disposed of one of the $500 Columbia machines
to Fred Oesterreich, a well-known manufacturer
on the Milwaukee south side.
A. G. Kunde, 516 Grand avenue, Columbia jobber
and dealer, has been receiving many inquiries from
teachers and schools all over the State of late re-
garding the Columbia line, as a result of the suc-
cessful demonstration of the Columbia machines
before the annual' convention of the Wisconsin
State Teachers' Association, held in Milwaukee
last month. General business at the Kunde store
has been exceptionally good since the concern
opened in its handsome new quarters.
The Edison people are also having their troubles
regarding a shortage in some lines of machines,
according to William A. Schmidt, manager of the
Phonograph Co., of Milwaukee, jobber in this ter-
ritory for the Edison goods. The scarcity in the
Edison field seems to be especially noticeable in
the various oak styles of disc machines. Mr.
Schmidt says that dealers in this territory have
been buying much more freely than had been an-
ticipated. The disc line has been placed with sev-
eral reputable Wisconsin houses of late. Business
at the Edison Shop, the leading downtown retail
Edison store in Milwaukee, is very good at the
present time.
Miss Henrietta Kane, formerly with the Koerner
Bros. Piano Co., of Milwaukee, has joined the
sales force at the Edison Shop, where she is meet-
ing with much success.
HOW THE DEALER IS HELPED.
The Co-operation of the Victor Co. in Helping
the Dealer Again Illustrated in Some Re-
markable Advertisements in the New York
Papers — Names of All the Dealers Given.
The Victor Talking Machine Co., on December
4 and 5, used a full-page advertisement in the local
newspapers which marked an era in newspaper ad-
vertising in the talking-machine industry. This
advertisement appeared in every New York even-
ing newspaper on the 4th of the month, and was
repeated in every local morning paper the day after.
The size of the advertisement and its simultaneous
appearance in all the local papers was sufficient in
itself to attract the attention of the public, aside
from the forceful copy used and the decidedly
unique character of the text.
This full page was headed "Victor Supremacy,"
and the heading was followed by two short and
pithy paragraphs calling attention to the fact that
the world's greatest artists make records for the
Victor Co., and emphasizing that the scope of the
Victrola in unlimited. To support this text, a bor-
der was used portraying twenty-eight of the world-
famous artists who record for the Victor library.
This border was completed by an unusually sharp
and clear cut of a Victrola XVI, with the inter-
nationally popular Victor trade-mark.
The unique and remarkable phase of this adver-
tisement, however, consisted of the listing of all
the Victor dealers in New York and vicinity, this
list being the first one of its kind ever published.
The publication of these names represented more
than a mere list of representatives of the Victor
Talking Machine Co., as it served to permanently
impress the reader with the prestige of the Victor
products and the remarkable popularity that they
have achieved in the past few years. The sales
value of the page is unquestioned, and the Victor
Co. has been in receipt of congratulations from its
dealers throughout the country, who regard the ad-
vertisement as a publicity and sales masterpiece.
The numerical strength of Victor representation
in local territory may be gathered from the fact that
241 names were listed in the advertisement. Ex-
actly 100 Victor dealers are located in the Borough
of Manhattan, fourteen in the Bronx, and seventy-
five in Brooklyn. The remainder of the list in-
cluded Victor dealers in Staten Island. Queens,
Westchester County, Newark, Jersey City and Ho-
boken, X. J.
The dealer who understands the power of adver-
tising will not be a price cutter. He will be a
conservationist, not a pirate. He will push his
business on service lines. Service brings him the
good will and fixed habits of satisfied customers.
W E H A V E THEM
few assorted finishes
Fellow -Distributors will be accommodated with moderate
quantities of Victrolas XVI on an exchange basis.
We foresaw the present shortage and are prepared to take
care of dealers and distributors.
PHONE, 7531 MADISON SQUARE
BENJ. SWITKY, NEW YORK
Victor Specialist
18
THE TALKING MACHINE WORLD.
Forlquality, variety, interest and activity
the Columbia Record List for January
is a symphony!
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
OPENS HANDSOME DISPLAY ROOMS.
New Victor Rooms of Chas. E. Roat Music Co.
Most Attractive — Flashlight of Photog-
rapher Brings Fire Department and Some
Unexpected Publicity in Its Wake.
When the Charles E. Roat Music Co., of Battle
Creek, Mich., completed its beautiful Victor dis-
play rooms it was so well pleased that it decided
to let the trade see, through The Talking Machine
World, what it had accomplished. Whereupon two
members of the sales force, accompanied by E. T.
Merchant, local commercial photographer, withdrew
on an evening to the scene and proceeded to take
the economy of space, a worthless basement being
transformed into a valuable sales department. The
rooms are so arranged that a customer may be
shown all models of machines at one time and from
one position without being inconvenienced or an-
noyed by outside influences. Rustic decorations and
portraits of various artists form a decorative
scheme pleasing to the eye, while a semi-indirect
lighting system gives the rooms a soft, mellow glow
in perfect harmony with the rest of the setting.
MAKE ALLEGANY COUNTY MUSICAL.
Twenty-five Victrolas in the Schools of That
County Serve to Cultivate the Musical
Tastes of That Section of Maryland.
Handsome Victrola Room of Chas. E. Roat Music
the above flashlight photograph. After taking the
picture they were congratulating themselves on
their success when — crash ! a breaking of glass
called them to the next room, where a fireman
came wriggling through the transom window. Upon
the main floor the situation proved still more hu-
morous when it was learned that a passer-by, seeing
the smoke from the flashlight, had turned in an
alarm calling out four fire companies. The total
damage was less than $1.
The company's new display rooms, one of which
is shown in the photo, are an excellent example of
SING A SONG OF BUSINESS.
Suppose we hadn't ever heard about this bloom-
ing war ; suppose the cables had been cut that run
from shore to shore ;
suppose that England,
Germany and Russia
and Japan and France
had cut the cables off
before the war began ;
suppose we never
heard a word of shot
and shell and flame —
we guess the great
United States would
go on just the same.
We're big enough
and strong enough and
have enough of crops,
says the American
Co., Battle Creek, Mich. Lumberman. We need
the stuff the farmers raise; the farmers need
the shops. If Europe wants to scrap around
and spend its cash in hand ; if Europe wants to
make itself look like cut over land, then we should
worry quite a lot about the fighting game — we
guess the great United States can go on just the
same.
So let's forget about the war, the battles and the
bombs, and keep on doing business here until the
tempest calms. Instead of shipping stuff to France,
to Germany or Rome, we'll make the stuff our peo-
ple need and sell it here at home.
While there have always been many lovers of
music in Allegany County, this county as a whole
has been far in the rear of other sections of the
East in music. Great strides have, however, been
made in this direction since the invention and mar-
keting of the different talking machines on which
music — vocal and instrumental, by the greater and
lesser artists of the day — has been reproduced. This
is especially true since the Victrola has become so
popular in this vicinity, and musical events which
formerly were unable to muster an audience of any
size are now crowded long before starting time.
And now comes the introduction of the Victrola
— especially constructed for the purpose — into the
graded public schools of the country. Twenty-five
of these Victrolas have been placed in as many
public schools of Allegany County, and under the
splendid work of Miss C. B. Morse, supervisor of
music for the county, backed and aided by the work
of County School Superintendent John E. Edwards,
and the principals and teachers of the graded
schools, the musical education of the children of
the county will be started in the public schools, and
they will have a chance to hear the best music of
the old and latter-day masters sung and played by
artists of world renown and given to them uncfer
the direction of one ably fitted to instruct in music.
The twenty-five Victrolas have been placed in the
schools by the Morrison Music Co. and will be paid
for by the several schools without taking a cent
from the public school fund for the purpose. It is
understood that the money to pay for the machines
and the necessary records will be raised by other
easy means, and some of the Victrolas have al-
ready been paid for. This move by Miss Morse is
bound to become a popular one with the pupils, and
will undoubtedly make them lovers of the best in
music in the years to come. — Cumberland (Md.)
Daily News.
Owing to the war, shipments of Lexton Needles from Europe, now on the way, have been delayed.
Pending orders will be filled in regular order.
DO YOU WISH
TO PLAY
EDISON DISCS?
Price $2.00
(Sample to Dealers $1.00)
LEXTON SPECIALTY CO., 216 West 99th St., N. Y.
THE TALKING MACHINE WORLD.
19
YOUR CHANCE IS HERE
to make the Holiday
Season of 1914 the High-
Water Mark in Your
Business History.
You must have a large stock of patience, will-
ingness, machines and records, and, in addition, a
value-proven and profit-proven line of Cabinets.
The Sale of a Small Machine will not be
"Small" if there goes with it a
SALTER
FELT-LINED CABINET
(MADE TO MATCH ALL MAKES OF MACHINES)
Old customers as well as new make
excellent Christmas prospects.
Every machine owner whose name is in
your files needs and will welcome this
suggestion for record storage.
REMEMBER— With the piles of records off the
table and chairs your record sales will be bigger.
SALTER MFG. CO.
Send for Catalog
337-39 Oakley Blvd. CHICAGO
CABINET No. 19 AND VICTROLA IX
STYLE 120 "OVERFLOW" CABINET
SALTER CABINETS-
STANDARD IN
THE INDUSTRY
20
THE TALKING MACHINE WORLD.
With the "one complete line" and Co-
lumbia exclusive rights, you can tune
the talking machine business in your
district to any keynote you like the
sound of.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick ai\d frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
THE TALKING MACHINE TRADE A BRIGHT SPOT
In the Music Trade Field of Kansas City — Present Conditions and General Prospects Most
Satisfying and a Large Holiday Trade in Talking Machines Expected — Jenkins Pub-
licity Attracts Thanks to Col. Hunter — Blackman Heads Phonograph Co. — The News.
(Special to The Talking Machine World.) I
Kansas City, Mo., December 8. — The talking-
machine business in Kansas City has been the only
bright spot in music business in Kansas ■■■ city
this fall. As one man expressed it: "The
talking machine has been an oasis ini the
desert of bad business." Now that" the Christmas
rush is well under way most of the dealers are
doing considerable advertising in the newspapers
as well as other mediums of advertising. It is the
consensus of poinion among the trade that regard-
less of how trade in general music lines will be
during the holidays, the business in talking ma-
chines will be above normal.
Harry Wunderlich, manager of the F. G. Smith
Piano ' Co., says that he is very much gratified
with the amount of business dome this fall as well
as for the prospects for the winter. Mr. Wunder-
lich recently returned from New York, where he
spent several days. In speaking of business con-
ditions there, compared to Kansas City, Mr. Wun-
derlich intimated that he believed them to be bet-
ter here than there.
An Excellent Record of Sales.
There is hardly a piano dealer in Kansas City but
says that the talking machine sales during the past
three months have far outstripped the piano sales.
This demand has not been for cheap machines, as
might be supposed, but for the higher-priced ma-
chines. A. A. Trostler, of Schmelzer Arms Co.,
who has charge of the wholesale lines for the Vic-
trola in this territory, says that it has been difficult
to keep up with the demand for high-priced .Vic-
trolas, and the prospects are that the holidays will
find the supply a trifle short. .
Opens Special Holiday Quarters.
The Hall Music Co., E. S. Hall, manager, the
only exclusive Victrola dealer in Kansas City, and
which has developed a nice line of customers in
its seven years, has opened holiday quarters near
Ninth, on Walnut streets, in the Scarritt building.
This is a busy location, where thousands pass daily ;
there is a large display window, and the entrance
is through a special door adjoining the ornate en-
trance to the building; there is another entrance •
from the lobby of the building. The company has
built up its trade largely through personal rela-
tions, the use of circulars, etc.
Elmer A. McMurtry, manager of the Columbia
Graphophone Co., reports high price machines in
good demand, and a fine Christmas trade under
way. He also is in the situation of having more
calles for records than can conveniently be handled,
the demand being general.
Joseph A. Mullen, manager of the talking-ma-
chine department of the Carl Hoffman Music Co.,
spent Thursday, December 2, in a state of ecstacy,
which was not due solely to the fact that Novem-
ber business ha 1 exceeded the trade of November,
1913, by forty per cent. There was another very
good reason for his rejoicing, namely, the receipt,
after a long wait, of a supply of records of "It's a
Long, Long Way to Tipperary." There has- been
a great demand for the record. Mr. Mullen re-
ports that the $100 machines have been the best
sellers this season.
Clyde C. Thomas, manager of the Field-Lippman
piano store in Kansas City, reports his Victrola
sales to be a redeeming feature of the fall and
winter trade, and the prospects for late winter
and spring are certainly fine, he adds.
M. M. Blackman, formerly in charge of the re-
taik record department of the Lyon & Healy Music
Co. at Chicago, has succeeded W. P. Hope as
manager of the Phonograph Co. of Kansas City.
The business of this distributing office has grown
66
Standard" Record Cleaner
Price, 50 Cents, List
Patented June 2, 1914.
ARTISTIC AND ATTRACTIVE
Grips the record surface and
clings as if on rails.
Extended brush area cleans rec-
ord with one sweeping circuit.
Send 10 cents in stamps for a sample cleaner. Write on your busi-
ness letter head only. Place regular orders through your jobber.
STANDARD GRAMAPHONE APPLIANCE CO.
173 LAFAYETTE STREET NEW YORK
We also manufacture the Simplex Record Cleaner, Price 15 cents, list.
markedly ; and indications being such that two
salesmen have been added to the retail force,
George Maxey and H. I. Hancock. Mr. Blackman
is confident that the present favorable business
conditions will hold out all winter.
Bird A. Ward, formerly with the Texas-Okla-
homa Phonograph Co., is now traveling for the
Phonograph Co. of Kansas City, and is sending in
most gratifying returns from his territory.
Some Clever Christmas Advertising.
You have to hand it to Col. W. C. Hunter, ad-
vertising manager for J. W. Jenkins' Sons Music
Co. — whenever there is a chance, his department
seizes upon it, and lets no phase of the opportunity
slip away. The talking machine department of the
establishment was certainly a good bet this holi-
day season, and while other departments have been
given very careful and extensive attention in the
advertising displays, a special stunt was pulled off
with reference to Victrolas that is causing a lot
of conversation. Just when the seasonal cam-
paign began, several corner storerooms at promi-
nent transfer point suddenly blossomed out with
the Jenkins advertising of Victrolas, the windows
being chuck full of displays of instruments and
pictorial advertising. At first glance it seemed to
the passers-by that Jenkins' had opened many
branch houses — one couldn't see within whether
there was a store or not. But investigation by
those who got to the sidewalk disclosed the fact
that the rooms had merely been rented for the
holiday- presentment of the Victrolas. Such promi-
nent locations as Fifteenth street and Troost ave-
nue and Thirty-first and Holmes streets were
chosen.
There is usually a small crowd around the big
plate-glass window of the Phonograph Co. of
Kansas City, the Edison distributing place, where
the bronze frame containing a plush cushion, on
which an Edison reproducing needle rests, is dis~
played. A large reading glass in position abov.e
the needle magnifies the diamond point several'
times, and the passers-by stop to examine it closely,
being impressed with tthe "point" made.
CHRISTMAS BOXES FOR RECORDS.
In accordance with its custom of former years,
the New York Talking Machine Co., 81 Chambers
street, New York, Victor distributer, has ready for
its trade handsome Christmas boxes for Victor
records, which it will furnish its dealers at cost.
These boxes, which are made in two sizes for the
10 and 12-inch Victor records, are decorated ap-
propriately for the Christmas season and contain
an expensive and beautifully embossed Christmas
card, which tends to enhance the gift.
NEW ATTACHMENT ANNOUNCED.
A new attachment permitting of the playing of
Pathe disc records on the Edison diamond disc
machine was announced last week by the F. C.
Kent Co., Newark, N. J., which is working to
capacity to turn out a sjfficient quantity to handle
the orders it has already received. This attach-
ment has been perfected after extensive experi-
mentation and is furnished complete with a sap-
- phire. .
THE TALKING MACHINE WORLD.
21
THE NEW GENERAL MANAGER OF THE COLUMBIA CO.
A Man of Rare Executive Ability, a Calm, Clear, Logical Thinker Who Quickly Grasps the Kernel
of an Intricate Proposition — Some of His Important Appointments.
John A. B. Cromelin, whose appointment as gen-
eral manager of the Columbia Graphophone Co.
was announced in last month's World, has been
appointed to this important position with all the
fulness of authority and freedom of operation
which have always been vested in the general man-
agership.
Few men in any business have had as broad a
business training as General Manager Cromelin.
In many positions of responsibility, in many lands,
he has filled those positions capably and with uni-
form business-building success.
Mr. Cromelin entered the Columbia service at
the bottom of the ladder, eighteen years ago,
WINNING SUCCESS ON COAST.
Frank M. Steers, president Sonora Phonograph
Co., Phelan building, San Francisco, Cal., was in
town last week consulting with Geo. E. Brightson,
president of the Sonora Phonograph Corporation,
57 Reade street, New York. Mr. Steers reports
that since the establishment of the new company
with its warerooms, business is being booked
all the time and the future looks bright not only in
San Francisco, but all along the Coast.
"The entire Pacific Coast is wonderful talking
machine territory," added Mr. Steers, "and I might
say that the people of this area have a sufficient
income to represent an excellent volume of busi-
ness."
WANTS MEdTTfORTHOS. A. EDISON.
Representative Robert H. Gittins, of New York,
recently introduced a bill in the House in which he
proposes that Congress shall confer a medal of
turns out and for the type of men who are the
brains back of the product.
When you meet Mr. Cromelin you are first of
all impressed with his pleasing personality, and
further with the fact that he is a calm, clear, logi-
cal thinker — an analytical thinker — quick to grasp
the kernel of an intricate proposition and quick to
realize its possibilities in a broad way. Two prin-
ciples which he has consistently followed and which
have played a prominent part in his successful
European administration are interesting to note, as
they serve as a prophetic sidelight on his probable
operations here. One is that in choosing business
associates the rule should be "90 per cent. Selec-
honor upon Thomas A. Edison, the inventor. The
bill carries an appropriation of $5,000 for use in
preparing the medal, which would be selected by
a cVjmmittee consisting of the President, the Vice-
President and the Speaker of the House.
TRADE OUTLOOK IN NORTHWEST.
New England Furniture Co. Increases Its Line
of Talking Machines — New Edison
Branches — Great Increase in Victor Busi-
ness— Attractive Columbia Window.
(Special to The Talking Machine World.)
Minneapolis and St. Paul, Minn., December 10.
— H. G. Derrick, manager of the Victor department
of the New England Furniture Co., recently added
the Edison disc and the Columbia Grafonolas, and
is showing the" three lines in adjoining compart-
ments.
"It's the only way to run an independent talking
machine store in my opinion," explained Mr. Der-
rick, to The World correspondent. "When a buyer's
fancy or judgment has been caught by a certain
kind of machine, it is much easier to sell him that
particular kind than to convince him that he ought
to buy something else. Our sales have been largely
increased by the addition of the two new - lines,
and that without diminishing but rather stimulat-
ing the sales of the first line.''
Three new Edison branches have been opened
in the Twin Cities since the November issue of
The World went out, namely, by Foster & Waldo,
and the New England Furniture Co., Minneapolis,
and the Golden Rule department store, St: Paul.
The deals were made by Laurence H. Lucker, of
the Minnesota Phonograph Co. The Edison discs,
he reports, are growing rapidly in popular favor,
largely through the two new elegant stores in St.
Paul and Minneapolis, which command attention
by the beauty of their design and arrangement.
W. J. Dyer & Co., general jobbers for the Victor
Co. in the Northwest, report a great increase in
business. "Our sales of late have averaged $3,500
daily," said Mr. Dyer, ""and we easily could increase
that 25 per cent, if we could get the goods. We
know that the Victor Co. is bending every effort
to supply the demand, and we probably are as well
supplied as any other house, but naturally we must
feel some regret when compelled to decline some
good business. We are making many sales of high-
class machines for Christmas gifts, and have set
aside a large room for machines to be delivered
Christmas morning. The demand for this class of
musical instruments shows no sign whatever of
abatement, but rather there is a constant growth."
Manager C. P. Herman, of the Columbia store
in St. Paul is working out an attractive window dis-
play for the holidays. The scheme will be in white
with frosty wintry effects, but poinsettias and holly
too will be used liberally to add color to the set-
ting. A full line of the Columbia machines will
be shown, from the smallest to the largest.
Miss Ellis, late of the Biltmore, New York, is
showing all the modern dances in the new Edison
shop on Nicollet avenue, Minneapolis.
AN INVENTION THAT INTERESTS.
(Special to The Talking Machine World.)
Boston, Mass., December 10. — An invention that
is taking by storm owners of talking machines is
the dancing Rastus, which was first introduced by
the Columbia Graphophone Co., though it was not
long before most all of the talking machine houses
had the contrivance. It is a clever arrangement —
a nimble doll-like figure, with loose legs and arms,
dances untiringly on a board over the machine
while the instrument plays a lively dance. It is
really a most clever invention, and it is being
eagerly sought at all the stores now.
MAGNET DECALCOMANIE NAMEPLATES
SOLD BY
HURTEAU.W1LIIAMS&C0.™
MONTREAL OTTAWA
-mm.® w
FOR TALKING MACHINE
CABINETS Etc
Va
EASILY AND PERMANENTLY APPLIED.
BE THE FIRST DEALER IN YOUR CITY
TO USE THIS POPULAR METHOD OF AD-
VERTISING.
500 Minimum Quantity Manufactured.
SEND FOR SAMPLES AND PRICES.
GEO. A. SMITH & CO.mc.
74 CORTLANDT ST.. NEW YORK
33 E . BRQA
and N-C^
=== 8SQJ3 EC ■
John A. B. Cromelin Snapped by the
served as private secretary to the president, and
later as assistant executive officer in the factory
at Bridgeport. Thirteen years ago he was trans-
ferred to Europe where he was employed in Paris
and Berlin. He was St. Petersburg manager, and
for the last four years European general manager,
with headquarters in London.
It is in this last-named position that Mr. Crome-
lin's rare executive ability, backed by soundness
of thinking and policy planning, has found such
profitable expression. He took the European helm
after the panic of 1907, when business in Europe
was being operated at a loss, developed it, and in
a short time put it on a profitable and sound
business basis. His problems were not alone sales
getting, but manufacturing; and the London fac-
tory to-day stands as a model of factory efficiency,
both on account of the high quality of product it
World Photographer at His Desk.
tion — 10 per cent. Supervision." The other, "The
dealer, first and foremost."
Since his promotion to the general managership,
Mr. Cromelin has made the following appointments :
Edward N. Burns, vice-president and manager
of the Columbia export department, has been
placed in charge of the foreign record department.
H. A. Yerkes, wholesale manager, is now dis-
trict manager of New England, also including in his
territory, Washington, D. C. ; Atlanta and Bir-
mingham.
R. F. Bolton, manager of local wholesale store,
has been appointed district manager of New York
territory, including Buffalo and Rochester.
Seth H. Nichols, manager of the Pittsburgh
wholesale headquarters, is now district manager of
that territory, with the additions of Cincinnati,
Cleveland and Toledo.
22
THE TALKING MACHINE WORLD.
The Trade In New York City And Vicinity
The local talking machine industry the past
month has stood out conspicuously as one of the
very few industries which maintained sales totals
that compared favorably with the figures of last
year. As a matter of fact the local business in
talking machine circles during November exceeded
all expectations, in that the majority of dealers re-
ported a substantial gain over last November's
business, and hardly a member of the trade re-
ported a falling off in machine or record sales as
compared with November, 1913. This prosperity
is remarkable in view of the unsettled conditions
which exist in practically every other retail mer-
cantile field in New York at the present time. The
stability and strength of the talking machine in-
dustry has long been acknowledged in financial and
commercial circles, but the wonderful sales records
which have been established this year in the face of
unparalleled conditions place this industry far in
advance of many industries established years be-
for the talking machine was placed on the market.
The prosperity which is now prevailing in the
talking machine industry may be attributed in a
considerable measure to the valuable co-operation
which the manufacturers have extended their dis-
tributers and dealers by stimulating the demand for
machines and records in every conceivable way.
When it is considered that the money market has
been unsettled since the first of the year, and finan-
cial circles throughout the country have been gen-
erally disturbed, the fact that all the manufactur-
ers are closing the best year in their history would
give a fair idea of the machine and record demand
which they have developed.
The most important feature of local trade the
past month has been the volume and character of
the newspaper publicity used by the industry as a
whole. The leading manufacturers have been using
The Spirit
of Christmas
Is Here With Us Now
Business Is Good
The Victor Talking Machine
Company's vast publicity and
attractive literature have stim-
ulated an interest and it is
for you to reap the harvest.
Are you prepared?
See to it to-day.
We can supply your needs.
C. Bruno & Son, Inc.
ESTABLISHED 1834
Victor Talking Machines
351-353 Fourth Ave.
Musical Instruments
New York
printers' ink to a greater extent than during any
previous holiday season, and this advertising has
been well calculated to enhance the musical prestige
and sales possibilities of both machines and records.
In' addition to this general publicity individual
dealer advertisements have been published daily,
and there has been hardly a local newspaper which
has not carried large announcements of talking
machine dealers and manufacturers.
Shortage in Some Types of Machines.
As predicted in these columns the past two
months, there now exists a marked shortage in ma-
chines of certain types and many classes of records.
The demand for machines this fall has inclined
perceptibly to the models retailing at $75 upwards^
and it is in the $75 and $100 types that the most:
serious shortage exists. Those dealers who de^
cided to order machines and records as they were
needed in preference to placing their customary
advance orders for the holiday, season have been
seriously handicapped by their lack of confidence
in the business outlook, and have doubtless lost a
number of sales through their inability to supply
both machines and records when they were actually
required.
Activity in Upper New York.
In that thriving and popular section of upper
New York, 125th street, which is quite a talking
machine center, the various stores have arranged
some very attractive windows for the holiday sea-
son. Worthy of special mention is I. Davega, Jr.,
who devotes a window to a "Tipperary" display,
soldiers moving out of the sound chamber of a $25
Victrola over a bridge into the sound chamber of a
similar machine on the other side. The movements
of the troops are most picturesque, and the atten-
tion the display attracts emphasizes the interest
in the famous marching song of the Allies.
Another attractive window preceding the fore-
going was devoted to the making of the Victor
records. An artistic window is that of the
Columbia Graphophone Co., which is admirably
arranged with a true Christmas atmosphere, the
various styles being on exhibition. Kranich & Bach
have a very attractive window in which the Vic-
tor and Columbia machines are displayed — in fact,
the talking machine stores throughout the district
are all up-to-date and evidently doing a good busi-
ness.
Good News from New York Talking Machine Co.
"November business was simply wonderful," said
V. W. Moody, -sales manager of the New York
Talking Machine Co., 81 Chambers street, Victor
distributer. "December of last year was of course
the best month of that year, and in fact the best
month in the history of our company, and as our
figures for this November just about equal our to-
tals of last December, the magnitude of our cur-
rent business may be realized. The improved Vic-
trola XIV and the XVI, with electric motor, are
proving very popular with the trade, and because
of the Victor Co.'s inability to make large ship-
ments of these new types, the more thoughtful
dealers are literally screwing their machines to the
floor, and hanging on to them like grim death. The
percentage of increased record business as com-
pared with 1913, is running slightly ahead of the
gains in machine trade, not because the machine
business has fallen off, but owing to the tremendous
growth of the record business."
Closed Great November Trade.
Anent Columbia prosperity, R. F. Bolton, dis-
trict manager of local wholesale territory, with
headquarters at the branch at 89 Chambers street,
said: "We have just closed the best November in
the history of our company. As a rule, our No-
vember trade falls somewhat below October busi-
ness, but this year it has been different, and last
month was 20 per cent, better than October. There
has been an enormous demand for the Leader and
Mignonette machines with both the record racks
and the new record ejector, and we have been taxed
to the utmost to secure a sufficient stock of these
(Continued on page 24.)
THE TALKING MACHINE WORLD.
28
"Little Things That Count"
11 »' JSkSS^- $25.00 g
DELIVERY BAGS
With Dealer's Imprint $11.00 per 1,000
Additional Discount on Quantity Orders.
SPECIAL CHRISTMAS LISTS
'Christmas Records" Lists- at 35c. per 100
'$25.00 Gift Lists" at 25c. per 100
"$10.00 Gift Lists" at 20c. per 100
m& ggg pive G00d Reasons
CHRISTMAS BOXES
(With Card)
10 inch 10c. each
12 inch 12c. each
Why You Should Identify
Yourselves With
Our Service
DEALERS' RECORD RACKS
$27.50 net per section
STOCK ENVELOPES
10 inch $12.00 per 1,000
12 inch $15.00 per 1,000
Prices Subject to Discount
Above Illustration Shows 5 Sections, Accommodating 5,000 Records
Write for Pamphlet "Complete Stock System for Dealers"
New York Talking Machine Co.
81 Chambers Street - New York
24
THE TALKING MACHINE WORLD.
A line of foreign records, representative
of every country in Europe, is to-day
strengthening every Columbia dealer in
handling the present phenomenal de-
mand for European national music.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.}
Columbia Graphophone Company
Wool worth Building, New York
THE TRADE IN NEW YORK CITY.
{Continued from page 22.)
models. Foreign record trade is increasing steadily,
and the war abroad has created a surprisingly large
demand for records of a patriotic strain. Collec-
tions are generally good, and the outlook as a whole
is very promising."
Edison Diamond Disc Popular.
"The prestige of the new Edison diamond disc
product is becoming more firmly established week
after week," sard A. W. Toennies, of the Eclipse
Phonograph Co., 203 Washington street, Hoboken,
N. J., exclusive Edison jobbers. "The wonderful
musical effects which may be obtained from the
combined use of the Edison disc phonograph and
the Edison disc records have made these products
popular among musicians who formerly ridiculed
the musical standing of the phonograph or talking-
machine. Last month was one of the best in our
history, and the quality of the Edison disc product
and the up-to-dateness of their new records have
enabled our dealers to consummate an excellent
holiday business, which was better than they had
ever hoped for."
Pathe Freres Phonograph Co. Progress.
The Pathe Freres Phonograph Co. has been mak-
ing steady progress in introducing its products to the
local trade, and during the past fortnight has signed
a large number of dealers' contracts in this terri-
tory. The unlimited Pathe record repertoire and
the many distinctive qualities of the Pathephone
have won the favorable attention of dealers
throughout the country. Among the most recent
new accounts are Ludwig Bautnann & Co., 125th
, street, the prominent furniture house; the Harlem
-Sewing Machine and Talking Machine Co., 1529
Madison avenue; B. G. Warner, Brooklyn, N. Y.,
and Hardman, Peck & Co., 433 Fifth avenue, one
of the best-known high-grade piano houses in the
country.
J. N. Blackman Is Optimistic.
"The demand for machines is greatest in the
models retailing at $50 and upwards," remarked
J. Newcomb Blackman, president of the Blackman
Talking Machine Co., 97 Chambers street, Victor
and Edison cylinder distributer. "Our machine
trade has been excellent, and our sales totals for
November showed a substantial gain over last No-
-vember. This industry is a conspicuous exception
to general business affairs, in that it has been steady
and prosperous in the face of unexpected commer-
cial disturbances. The only thing that we must
watch carefully is collections, and the dealer should
try to merchandise his product at fair and equitable
terms which will net him a profit without any fear
as to the responsibility of his customers. He should
not sell goods on terms which might embarrass him
later on."
Aeolian Co.'s Active Campaign.
The Aeolian Co. has been conducting an exten-
sive campaign on behalf of the products of the Co-
lumbia Graphophone Co., which has been producing
splendid results. Cowperthwait & Co. has also
used considerable newspaper space to advertise its
Columbia department, and Manager Woolley
states that the response to this publicity has been
most gratifying. Other new Columbia agencies
have realized the advantages of acquainting their
trade with the merits of Columbia goods, and as a
result, Columbia local trade has exceeded by far
last year's sales totals.
Landay Bros. Increasing Wholesale Trade.
Landay Bros. Victor distributors are doing a
very satisfactory business, as summed up by Max
Landay, president of the company, who says : "Up
to the first of December our general trade was
very good indeed. The reports of the dealers
whom we are serving would indicate that their in-
dividual stores were prosperous and busy,' in spite
of the conditions brought about by the war abroad.
Our advertising in The Talking Machine World
has brought us a large number of inquiries from
dealers, the majority of which we have been obliged
to refuse, because we are serving a limited num-
ber of dealers only, but after the first of the year
we expect to increase our facilities for handling
wholesale trade considerably. We believe in con-
centrating our efforts rather than scattering them,
and it has been this policy which has built up our
retail trade. This same system of concentrating
on a comparatively few dealers and serving them
well has been a prime factor in the growth of the
wholesale trade."
HELPS TO INCREASE ORDERS.
How E. G. Evans Uses His Automobile to Get
Victor Orders for C. Bruno & Son, Inc.
In this age of efficiency it is interesting to note
the method adopted by E. G. Evans, special Victor
representative of C. Bruno & Son, Inc., 353 Fourth
avenue, New York, who recently purchased an
American underslung automobile, primarily for use
in calling upon the trade. Mr. Evans makes this
significant statement, that with a car he is enabled
to make 50 per cent, more calls daily, with a cor-
responding increase in the amount of Victor sales,
there being in this particular remark a big hint
for many talking machine men as to how to increase
business.
Inasmuch as the foregoing move was at his own
volition, Mr. Evans is to be congratulated upon his
endeavor to get the greatest amount of business
from his daily time.
VISITING THE UNITED STATES.
Louis Sterling, who was 'recently appointed gen-
eral European manager of the Columbia Graph-
ophone Co., arrived in New York late last month
on the steamer "Franconia." Mr. Sterling, whose
headquarters are in London, England, is visiting
this country to confer with the executives of the
Columbia Co. regarding future policies and im-
portant matters relative to his new post. He was
accompanied by Mrs. John A. B. Cromelin, wife
of the recently appointed general manager of the
Columbia Co., and their family.
The Audubon Grafonola Co., a newly organized
retail concern at 3750 Broadway, New York, has
arranged to handle the Columbia Co.'s complete
line exclusively in its establishment, and has
placed a substantial order for stock for the holi-
day trade.
VOCA PHONE LATEST WRINKLE.
New Device Turns Whispers Into Loud Talk
at Long Range — Must Watch Your Speech,
You might as well be warned at once that any-
thing you say will be used against you. And you
don't have to say it loudly. You can whisper it and
not escape. For now comes the voca phone, "the
box that hears and talks." Gaillard Smith, presi-
dent of the Detecta Phone Co. of America, and
responsible for the instrument beloved of detectives
and fiction writers, from which the company takes
its name, fathers this new instrument.
It is the natural offspring of the telephone
and resembles its parent. But when you swing
over the arm carrying the receiver you hook up a
mechanism that magnifies sound many times, so
that instead of whispering privately into the ear
of the person at the other end of the line, the voca
phone talks to him distinctly, even though he be
many feet away from the instrument. And he
can talk back without bothering to get out of his
chair.
Mr. Smith's voca phone isn't ready for the mar-
ket yet, but it is already in the drama, for last
week he invited his friends to witness a private
view of "The Riddle of the Green Umbrella," in
which Alice Joyce as a girl detective startles the
villain quite out of his villainous self-control by
dropping a voca phone down the chimney and an-
nouncing through it that the spirit of the villain's
victim "will be revenged."
It is not, however, as an instrument for making
folks uneasy that Mr. Smith presents the voca
phone. It is intended primarily as an ideal means
of intercommunication between rooms, offices, fac-
tories or the various, widely separated units of any
industry. It is meant for short distance work, but
Mr. Smith said that it had worked satisfactorily at
twenty miles.
"As an illustration," said Mr. Smith, "suppose a
lawyer sitting in his office wishes to consult a book
in his library. His voca phone is switched on and
he does not move from his desk. 'Look up volume
so and so, page 241, and read me the second para-
graph,' he says. And the clerk, climbing a ladder
and finding the volume on the top shelf, can stand
there and read the desired reference, his words be-
ing transmitted as clearly as though he stood at the
lawyer's elbow."
RECIPE FOR GOOD HUMOR.
Take twenty-four hours ; mix thoroughly with'
the milk of human kindness, and spice of life to
suit the taste; a little discretion, some common
sense; knead with the hand of friendship and bake
in the open hearth of love ; do not allow it to cool
loo quickly by trouble, or become sour by affliction ;
serve with generous sauce and a bright smile. —
Washington Star.
F. W. Swan, who for forty-four years has con-
ducted a jewelry store at Muscatine, la., has be-
come an Edison disc dealer and has recently placed
a good sized order for Edison instruments.
THE TALKING MACHINE WORLD.
25
STEADY RECOVERY OF GENERAL BUSINESS NOW EVIDENT.
National Civic Federation Finds Optimism i
Over Six Hundred Sources — Some Inter
Letters Received — Railroads Declared to
n Most Quarters — Encouraging Reports from
esting Conditions Revealed by Some of the
be Pessimistic.
PLAYER AND PHONOGRAPH.
Combined in Patent Granted to S. S. Waters
and Assigned to the Aeolian Co.
Business improvement, with increase of pros-
perity for the immediate future and steady better-
ment thereafter, is the summary of the findings of
John Hays Hammond, chairman of the industrial
economics department of the National Civic Fed-
eration, as the result of a widespread canvass of
conditions throughout the country. Mr. Hammond
has had reports during October and November
from about 600 correspondents, including gover-
nors, mayors, officials of national banks, savings
banks, railroads, associations of manufacturers,
boards of trade, life insurance companies, State
federations of labor, trade unions, provident loan
societies, State labor bureaus and charity organiza-
tions.
Mr. Hammond presented a report on this cor-
respondence to the annual meeting of the Na-
tional Civic Federation, held at the Hotel Astor
recently, when the problem of unemployment and
the other financial and industrial questions arising
out of the war was considered.
"Business throughout the United States is im-
proving and the conviction that a further advance
toward prosperity will be made in the next few
months is widespread," says the summary of the
report. "Improvement in financial conditons and
the resumption of exports have been followed by
signs of improvement in many quarters.
Improvement Is Gradual.
"The resumption of normal business activities
must be gradual and the unusually large number
who are now unemployed will find work slowly.
We must expect a great deal of unemployment
in the coming winter months. By far the most
gloomy view is that taken by nearly all the charity
organizations. New York city reports applications
for relief 45 per cent, more numerous than a year
ago, while in smaller places such organizations
find their work increased from 20 per cent, to 100
per cent, over last year.
"But it is highly significant that in the many
gloomy letters from charity officials and trade
union authorities there is no note of actual despair
and no advocacy of untried experiments to relieve
poverty.
Railroads Are Pessimistic.
"Next to the charity organizations, railroads
are the most pessimistic. Several of the great
manufacturing associations insist that an increase
in freight rates would do more for the permanent
prosperity of the country than even the ending of
the foreign war.
"Largely owing to the railroad situation many
of the great fundamental industries have been for
a long period exceedingly quiet. But reports now
come in of new building projects in the Middle
West. The concrete trade is picking up and to a
slight extent this is true of the electrical trade,
although machinery lines still appear very quiet.
The president of one of the greater steel com-
panies says that in his opinion the bottom has been
reached in the steel trade.
"A markedly large number of letters emphasize
the service which the opening of the Federal Re-
serve Banks is expected to afford. Not only do
bankers make this point; manufacturers and mer-
chants are even more impressed with benefits to
be expected from these new institutions.
"Numerous letters refer to the lowering of
money rates that has taken place in the last month,
especially in the Middle West, and the consequently
freer movement of trade. Another significant fea-
ture is the improvement in the savings bank situa-
tion. The great savings institutions of New York
city report that business is now altogether normal.
"The last few weeks have brought about a little
convalescence even in those industries which
seemed wholly crippled. From mayors of cities in
North and South Carolina, Alabama and Georgia
come more cheerful views of the situation there.
"Many letters tell of purchases of supplies by
belligerent nations.
"In the great farming region west of the Mis-
sissippi and east of the Rocky Mountains, and to
a somewhat less extent in the agricultural sections
of more Eastern States and the Pacific Coast, local
conditions of prosperity, because of the unusually
good crops have prevented any serious effects from
the war."
(Special to The Talking Machine World.)
Washington, D. C, December 9. — The Aeolian
Co., New York, are the owners through assign-
ment by Samuel S. Waters, Washington, D. C, of
Patent No. 1,119,333 for a Combined Player-Piano
and Phonograph, and relates to a combination of
musical instruments especially adapted for the
CLOSED MANY IMPORTANT DEALS.
Clifford R. Ely, traveling representative of the
Columbia Co.'s wholesale department, returned to
New York last week after spending 123 consecu-
tive days in traveling through the South, middle
South and Northwest. Mr. Ely reports conditions
as being remarkably auspicious for Columbia pros-
perity, and secured orders from Columbia dealers
which far exceeded the orders they placed in No-
vember of last year. Mr. Ely states that condit ons
in the South are. of course, considerably below nor-
mal, but notwithstanding these handicaps, Columbia
dealers are selling plenty of machines and records,
in the majority of instances running ahead .of last
year's sales totals. Mr." Ely, while on this ex-
tensive trip closed a number of important deals for
new Columbia agencies, including the Lenhart
Piano Co.. St. Paul Minn., and others.
playing of two musical instruments together and
in the same musical time, and is particularly
adapted for the playing together and in the same
musical time two different or dissimilar instru-
ments. In the specific embodiment of this inven-
tion a piano and a phonograph reproducer mech-
anism aie combined. While of the particular rela-
tion and adaptation stated, however, this invention
is capable of use in connection with instruments
of other types than those specified.
A
BLACKMAN
I
"SATISFACTION AT BLACKMAN'S
COSTS NO MORE
THAN
DISSATISFACTION ELSEWHERE"
(BLACKMAN)
If you are PARTICULAR about service and MUST HAVE
THE GOODS on time— there is ONE SAFE PLAN
MAKE BLACKMAN YOUR JOBBER
BLACKMAN TALKING MACHINE CO,
J. NEWCOMB BLACKMAN, Pres.
97 CHAMBERS ST., NEW YORK
VICTOR and EDISON Distributors
26
THE TALKING MACHINE WORLD.
PLANNING FOR NEXT CONVENTION.
Entertainment Committee of Jobbers' Asso-
ciation is Whetting Appetites of Members
with Booklets Descriptive of Exposition.
The arrangement committee of the National As-
sociation of Talking Machine Jobbers has already
begun an active campaign for the purpose of in-
suring a large attendance at the 1915 convention
of that body, to be held in San Francisco some
time in July. Last week the committee sent out
to association members several interesting illus-
trated booklets regarding the Panama-Pacific In-
ternational Exposition, which will be under way
in San Francisco at the time of the convention, in
order to stir up early interest in the coming trip.
PROTEST 0N~ )UT1ES OVERRULED.
The Victor Talking Machine Co. protested the
New York Customs Collector's assessment on mica
washers, cut to size and finished for gramophones.
Duty was taken at the rate of 45 per cent, ad
valorem under the provision for "parts of gramo-
phones." The claim was for a tax of 1 cent per
pound and 20 per cent, ad valorem as manufac-
tures of mica.
The protest was overruled by the Board of Gen-
eral Appraisers.
BOOKED SOME BIG ORDERS.
T. F. Walsh, Secretary of Union Specialty &
Plating Co. Tells of Good Times in the
Trade — Many Specialties in Demand.
Among the visitors to the talking machine trade
in this city during the past week was T. F. Walsh,
secretary of the Union Specialty & Plating Co.,
Cleveland, O., who closed some very large orders
for the various specialties relating to talking ma-
chines manufactured by this prominent establish-
ment. He also made a general visit to the princi-
pal cities of the East, booking a satisfactory busi-
ness. When seen by The World representative Mr.
Walsh was very optimistic regarding business gen-
erally, and particularly buoyant over the outlook in
the talking machine trade, which he declared wa =
the least affected of any owing to the disturbed con-
ditions created by the European war.
The Union Specialty & Plating Co. is constant-
ly adding to its supplies for talking machine manu-
facturers and jobbers, and will have some im-
portant announcements to make in the near futu:e.
LIVELY TRADE IN NEWARK, N. J.
Talking Machine Stores and Departments En-
joying a Most Satisfactory Holiday Business
— Improvements in Hahne Department.
Newark, N. J., December 11. — One of the bright
features of the holiday music trade in this city has
been the satisfactory character of the talking ma-
chine business, practically every concern having a
talking machine department is enjoying about all
the business it can handle. The stocks of the deal-
ers are in excellent shape and there is little pros-
pect ,of a serious machine or record shortage be-
fore the holiday buying is over.
The talking machine department of Hahne &
Co., under the direction of the Musical Instrument
Sales Co., has been entirely rearranged and re-
modeled and four new sound-proof booths have
been built for the accommodation of record pur-
chasers. It is planned to make the department a
strong factor in the trade in the very near future.
The Griffith Piano Co., which has the agency for
the Edison disc phonographs, reports the sale of
five high-priced machines of that type this week,
with a number of excellent phonograph prospects
in sight for Christmas purchases.
The Armstrong Piano Co., which handles the
Victor line, is doing a lively business in that line
and reports that the volume of sales during the
present holiday season is greatly in excess of the
record for the same season last year.
The Columbia Grafonola department of the F. G.
Smith Piano Co. is very busy at present and it has
been found that the use of the Grafonola and Co-
lumbia as the accompaniment to dancing on the
floor above the store has proven of material as-
sistance in influencing sales of both machines and
dance records.
The talking machine departments of the Lauter
Co., Steger & Sons and the Standard Piano Co.
have proven very successful this fall and quite in
contrast to some other lines of business. The
higher priced machines, those of the cabinet type,
have the preference in the majority of cases.
RECORD ALBUMSJTHAT PLEASE.
Holiday Season Brings Heavy Demand for
Products of National Publishing Co. — Lib-
eral Reorders and Testimonial Letters from
Dealers Prove Satisfaction Giving Qualities.
The approach of the holidays and the stimula-
tion of record sales has had an excellent effect on
the demand for the line of record albums manu-
factured and marketed by the National Publishing
Co., Philadelphia, Pa. The many dealers through-
out the country who have already been handling
the National albums are enthusiastic regarding their
satisfaction giving qualities, including their durable
construction and attractive appearance, combined
with convenience. The National albums contain
twelve or seventeen pockets and are made in two
sizes to accommodate ten or twelve inch records.
The pockets are so designed that the numbers and
titles of both single and double-sided records are
plainly visible, which makes the finding of any
record desired a simple matter.
A feature of the policy of the National Publish-
ing Co. that makes a strong appeal to retailers is
the manner in which the company assists its deal-
ers in making sales through the supplying of spe-
cial circulars regarding the albums and other sales
helps. The circulars are attractively printed, con-
vincingly worded, show illustrations of the albums
and are supplied in quantities to the dealers upon
application. Selling hints are also supplied.
The fact that many dealers have not only writ-
ten enthusiastic letters in praise of the National
albums, but have also placed large reorders for
those goods is the best proof of their satisfaction
giving qualities.
Motion Pictures of Modern Dances with
Phonograph Accompaniment
are
the Greatest Business Builders ever offered to the
Talking Machine Dealer
Because they offer him not only the opportunity of
Increased Record Sales
but he can also
DOUBLE the profits of his business
through the combination of
Music and Movies
The Pathescope is not only "The Com-
panion Entertainer to the Talking Machine"
but with Films illustrating the Modern Dances
it can be best used in combination with the
Talking Machine.
The first Safe, Simple and Perfect
Home Motion Picture Machine.
Complete with 4-foot Screen and all Accessories - $150
The PATHESCOPE CO. of America, Inc.
Dept. 7, Aeolian Hall
New York
AGENCIES:-515 Crozer Bldg., Philadelphia. 1217 F St., Washington. 507 American Bldg., Baltimore
459 Washington St., Buffalo. 108 6th St., Pittsburgh. 622 Kittredge Bldg. , Denver. 1516 3d Ave., Seattle.
657 Leader News Bldg., Cleveland. 501 Dime Savings Bldg., Detroit, 14 W. Washington St., Chicago!
RESPONSIBLE REPRESENTATION DESIRED ELSEWHERE
An exceptional opportunity for Talking Machine Dealers to add a PATHESCOPE DEPARTMENT
and FILM EXCHANGE, or for Enterprising Men with some capital to establish a Permanent and Profitable
Business of their own. Write for Agents' Circular.
THE TALKING MACHINE WORLD.
27
Big Fire Will Cause Only Short Delay in Operation of Edison Plant.
Work of Rebuilding Factories in Orange Started on Morning Following Conflagration-
Thomas A. Edison Meets Disaster Courageously— An Optimistic Letter to the Trade —
Record Molds and Much Machinery Saved -Final Estimates of Actual Monetary Loss.
West Orange citizens gathered to the extent of
12,000 near the scene of the fire, all desirous of
helping the firemen. Sympathy for the famous in-
ventor was universal in the great crowd which
gathered. Hundreds of telegrams and letters from
friends and business acquaintances reached Mr. Ed-
ison after the fire. They came from all over the
country, and contained expressions of regret at his
loss.
Naturally Edison representatives in every sec-
tion of the country are deeply interested in the
future plans of the Edison corporation; but, they
can rest assured that no time will be lost in cre-
ating a newer and greater enterprise, and that every
possible means will be used to facilitate the rehabil-
itation of the manufacturing enterprise.
Encouraging Letter to Dealers.
On Thursday morning, the day after the fire, the
following optimistic and encouraging letter, signed
by C. H. Wilson, vice-president and general mana-
ger of Thos. A. Edison, Inc., was sent to the trade
Orange, N. J., December 10, 1914.
Mr. Edward Lyman Bill,
Talking Machine World, New York City.
Dear Sir: — We thank you Very much for your telegram expressing sympathy. Workmen
and engineers are already busy clearing away the debris and planning repair work. It is
the consensus of opinion that we shall be manufacturing phonographs and records in a
surprisingly short space of time. Yours very truly,
C. H. Wilson,
Vice-President and Gen. Manager.
The destruction of a large portion of the great
Edison plant at West Orange, N. J., by fire, on the
night of December 9, was a distinct shock to the
entire country, for not only talking machine rep-
resentatives, but the entire world were interested
in the great inventor and his creations, and will
sympathize with him and his associates in the de-
struction of the great Edison plant.
While it is not definitely known just how the
fire started, it is supposed that an explosion in the
the fire. There was also a small outside insurance.
The great inventor, with his wife and several
friends, stood near a window on the fourth floor of
the building across the street and saw the work
of years wiped out by the flames. His first con-
cern was for his laboratory, where scientific ma-
chinery of great value was installed and which
contained all the Edison patents and records of
all his works. Firemen kept more than a dozen
streams of water playing on this building, while
film room, a one-story frame building, was the
direct cause. At least an explosion was heard in
that building before the flames were first seen.
The celluloid films burned with a rapidity and
fierceness that sent tongues of flame through the
windows of the cabinet works, a five-story, con-
crete building adjoining. In a short time that
building was wrecked and the flames had spread
to half a dozen other buildings.
The moving picture building in which all of the
Edison photo plays were constructed and which
contained films, cameras and motion picture appa-
ratus of great value, was destroyed, not a single
thing being saved of all its contents.
The storage building of the chemical works prac-
tically blew to pieces when the fire came in con-
tact with the hundreds of pounds of chemicals
stored there.
The other buildings destroyed included the
plants of the Bates Numbering Machine Co., the
Edison Diamond Disc Phonograph Works, the Edi-
son Phonograph Cylinder Works, the Edison Pri-
mary Battery Works and the Blue Amberol Phono-
graph Works and the Administration building.
The monetary loss is very large. It is said that
Mr. Edison will have to stand a loss of between
$3,000,000 and $4,000,000. He carried his own
insurance, a so-called blanket policy, whereby out
of the yearly profits of the plant he has been put-
ting away a certain percentage for fire risk. He
explained that he has through that policy about
View of the Ruins of the Edison Plant Taken the Morning After
others carried out all of its contents and stored
them in the storage battery building across Lake-
side avenue. Both these buildings were saved in
their entirety.
The great inventor bore his loss bravely, his
voice was cheerful and he smiled when reporters
questioned him on the night of the fire.
"I'm pretty well burned out just now, boys," he
said, "but I'll start all over to-morrow. There'll
be some rapid mobilizing here when this debris
cools off and is cleared away. I'll go right to work
to build the plant over again. It is just a temporary
setback ; don't forget that.
"If anyone had told me yesterday that this block
could be destroyed by fire," he exclaimed, "I would
have considered that man crazy. But I'll wager
that the new plant I'll build will be proof against
everything but an earthquake."
Of the. 3,700 employes who worked in the build-
ings that were destroyed, as many .as possible will
get work in the reconstruction.
"While the film-producing plant was wiped out
entirely," said C. H. Maxwell, second vice-presi-
dent of the Edison Corporation, "we still have a
wooden auxiliary film building a short distance
from the site of the fire.
"The phonograph works were destroyed entirely,
and there will be a temporary stop to this branch
of the Edison business. This business should be
resumed in a very short time. Casts of records
on which the voices of famous singers are recorded
the Fire.
and should serve to set at rest any fears enter-
tained by jobbers and dealers regarding the ability
to secure future supplies of machines and records.
The letter reads:
"To Edison Disc Dealers — We find that the fire
is not as bad as first supposed. Most all our ma-
chinery is intact and will only have to be cleaned
up. We are moving it into the storage battery
buildings, which are nearly as large as those burned
and just completed; also we are starting outside
shops manufacturing the disc phonograph motors.
"As to records, we are not badly crippled and
believe we shall be able to ship a monthly list Jan-
uary 1, and be in good shape thereafter.
"All orders on file are hereby cancelled. Do
not ship to Orange any records, repair work or any
material until you are advised we are ready to re-
ceive it.
"Shipments of advance supplemental lists of disc
records, either on hand or en route, may be placed
on sale immediately.
"Assuring you that we shall work day and night
to put things into shape again, we are.
"Yours very truly,
"Thos. A. Edison. Inc."
Some men climb the ladder of success. Others
hold it. It's largely a matter of initiative — or the
lack of it.
$2,000,000 to offset in part the damage caused by were saved, however."
No harvest of success was ever reaped from a
sowing of wild oats.
28
THE TALKING MACHINE WORLD.
Mahogany or Quartered Golden Oak.
"JEWEL"
$35
Quartered Golden Oak.
"LEADER"
\\ nh Columbia Individual Record Ejector
$85
Mahogany, Quartered Golden Oak or
Satin Walnut.
With Record Racks
$75
Mahogany, Satin Walnut or Quartered Oak
(Golden Fumed or Early English).
"MIGNONETTE"
$100
Mahogany, Satin Walnut or Quartered Oak
(Golden Fumed or Early English).
FOR profit, prestige and publicity,
Columbia product is the one best
musical line you can couple up with
your business for the year of 1915.
No industry in the world has ever
shown the tremendous advance in qual-
ity of product and commercial develop-
ment that has been achieved in this
business.
It is quality of product that is the
foundation of our constant growth. It is
quality of product that always will be
the keystone of our future development.
We give bigger values in Columbia
product by actual comparison than any
other line in the trade. Machine for
machine, record for record, Columbia
product gives the consumer a higher in-
trinsic value on every dollar he spends.
Columbia Grapho-
WOOLWORTH BUILDING, N. Y.
Mahogany, with carved legs. Quartered
Golden Oak, Fumed Oak, or Eai'y English
Oak, with straight legs.
"IMPROVED
CHAMPION"
$25
Type BN, Quartered Oak.
"IMPROVED
STERLING"
$60
Type Bll — Quartered Oak.
THE TALKING MACHINE WORLD.
29
"METEOR"
$17.50
Quartered Golden Oak.
*HE price range on Columbia double-
disc records is absolutely complete.
The standard price of 65c. on regular
10-inch double-disc Columbia records,
two selections, one on each sid~, is a
trade attractor that is adding thousands
of record buyers as often as we issue a
new record.
This is not the place to discuss the
actual figures of the margin of profit,
but we can assure you that we realize
just as you do that the principal feature
of successful selling is successful buying
and we are prepared to go into full par-
ticulars with any dealer who will put a
little of his time against a little of ours.
We will agree to make the conversation
interesting.
phone Company
Creators of the talking machine industry- Pioneers and leaders in the talking machine art. Owners of the
fundamental patents. Dealers and prospective dealers, write for a confidential
letter and a free copy of our book, "MUSIC MONEY."
"PREMIER"
$50
Type liKWM Mahogany.
"DE LUXE'
$200
Mahogany or Quartered Oak (Golden
Fumed or Early English).
"IMPROVED
ROYAL"
$35
Type BNW Quartered Oak.
Mahogany or Quartered Oak
(Golden Fumed or Early
English).
30
THE TALKING MACHINE WQRLD.
TIMELY BUSINESS POINTERS.
Employers Taking Counsel with Employes —
The Knocker — Value of Tact to Salesmen —
Importance of the Correspondence Depart-
ment— Some Practical Suggestions.
Invariably in a large concern we will find sales-
men bright enough to sell goods and smart enough
to meet objections; wise enough when dealing
with a hard customer to know when a psycholog-
ical moment is at hand.
This being the case, don't you think that people
bright enough to work for your interest are bright
enough to help you make plans? Don't you think
you would gain valuable ideas in talking matters
over with them?
This does not necessarily mean that you must
pass from one employe to another in business
hours. That hardly is what one would call a con-
ference, but there should be a stated time, either
weekly, monthly or semi-annually, just so that
you got the selling force or clerical force, or
whatever it may be, together.
Where the proprietor or manager does the "boss-
ing" it is physically impossible for him to come
in contact with all customers. Even in shops
where the man at the head waits on trade there
are only just so many customers that he is able
to see personally, when, no doubt, he perhaps gets
a few ideas from these customers as to what line
of stock his trade would like.
Taking it for granted that he does, it is easily
figured what the concentration of effort in this
direction would mean. Talks with the selling
force would not necessarily be held with the idea
of just increasing the trade, but, on the other
hand, to discuss general conditions and the mer-
chandise to be handled.
A successful proprietor or manager of to-day
is a man who has a keen knowledge of human na-
ture and knows the shortcomings of his men.
Nearly every store has a "knocker." Some em-
ployes do not go to the manager with the griev-
ance, but spread discontent by talking of their
fancied wrongs to some fellow employe. Consul-
tation meetings or conferences at stated periods
will eliminate this "knocking."
Tact should be primarily the essential qualifica-
tion of all salesmen. It is unwise to depend upon
having your merchandise sold by people lacking
this virtue.
The salesman who is always polite and person-
ally telling you what you want is one of the worst
offenders against tact. He is the one who evi-
dently does not believe you are able to do your
own thinking, or the one who insists on selling
you the entire stock when your intentions are to
make some small purchase.
Salespeople should be tactful, indulgent, active,
alert and polite, thoroughly posted on the mer-
chandise they are handling and absolutely loyal
to the house. They are the agents who, from the
nature of their positions, help the success or the
failure of the business in their keeping, as they
are in immediate touch with the customer.
If any department is not a paying proposition
it is not necessary to wait for inventory day to
correct any existing evils. It can be done at once,
thus putting the department on a profitable basis
and taking no chance of an unprofitable depart-
ment hindering the growth of the entire business.
Any man's success is due to his ability to organ-
ize. If he cannot bring system to bear he is to be
likened to a man in a rowboat, not many feet from
shore, without any means of propelling it.
The correspondence department is important, as
prompt responses must be the keynote of this de-
partment. A dilatory answer is the worst form
of advertising a house could have. This depart-
ment requires a thorough knowledge of business
principles, as well as high diplomacy and good
judgment in their application. Nothing should
ever be put in a letter -which in any way will
reflect on the house. While the letter is intended
for one person, we cannot tell how many might
chance to see it.
The man who can make the recipient of his
letter feel that he is actually taking an interest
in the matter in question is a valuable asset to the
house.
A Mtxxy Olljrtstmafi
A
TO ALL OUR DEALERS
WE SINCERELY TRUST THAT YOUR BUSINESS FOR
DECEMBER WILL BREAK ALL RECORDS AND THAT
IT WILL FOLLOW YOU INTO 1915.
WE HAVE ENDEAVORED TO KEEP YOUR WANTS
SUPPLIED DURING THE RUSH, AND APPRECIATE
YOUR CO-OPERATION IN MAKING THIS THE BIGGEST
YEAR IN OUR HISTORY.
YOURS FOR SERVICE
AMERICAN TALKING MACHINE CO.
368 LIVINGSTON STREET
BROOKLYN, N. Y.
MAKING PROGRESS IN THE TRADE.
:onora Phonograph Corporation Adding New
Dealers to Its Lists Steadily — The Country
Well Covered — Demand Creating Policy
Pays — Some Attractive Types of Machines.
The Sonora Phonograph Corporation, 57 Reade
street, New York, of which George E. Brightson
is president, has met with flattering success under
its business policy, closely adhered to, wherein the
demand for the products of the company is created
before dealers are appointed to meet that demand.
The result is that the new dealers have something
tangible to work on from the start and are thor-
oughly appreciative of the company's methods.
Several new traveling representatives have been
added to the Sonora staff and new dealers are
being signed up at frequent intervals and in all
sections of the country. Only recently the Sonora
Co., of San Francisco, was incorporated in order
that the trade on the Pacific Coast might be looked
after properly.
The Sonora line ranges in price from $35 for
the "Jewel" model to $200 for the "Grand." There
is also a Sonora at $40, called the "Jewel Combina-
tion"; one at $50, termed the "Excelsior"; the
"Peerless," at $75; the "Imperial," at $100; the
"Baby Grand," at $125, while for $150 two models
are offered, the "Elite" and the "Rosary." In ad-
dition, the company also markets three special
needles, the "Jewel'' multi-playing, at $1 ; the Sap-
phire for French records, at $1, and the diamond-
point needle for Edison, at $5.
Considering the specifications of the Sonora, take
the style "Grand," for example. It has a 12-inch
turntable, extra heavy double-spring motor, play-
ing half an hour, or ten 10-inch records in one
winding. Has a tone modifier, sapphire needle,
diamond needle and multi-playing needle, this
equipment being all that is required to play all
makes of disc records. Has automatic starter and
stopper. Trimmings gold-plated. Envelope filing
system has capacity for holding 160 records.
In the company's advertisement on the back cover
of the World this month are illustrated four of the
popular models, with their specifications.
Going back to the selling policy of the company,
it is interesting to note that exclusive territory
goes with each accepted agency, the purpose of
this being to permit the dealer to reap all the profits
that he can. This is a feature of sales distribu-
tion that is being widely discussed to-day, and this
phase of Sonora exploitative work secures ready
indorsement.
NEW INCORPORATIONS.
Among the incorporations relating to talking ma-
. chines filed af Albany the past week were the fol-
lowing :
Union Talking Machine Co., Manhattan, manu-
facture phonographs, accessories, musical instru-
ments, etc. ; $5,000 ; Nathan Smith, Marie Zaconick,
Ida G. Jakowsky; attorney, H. H. Servis, Roches-
ter.
Artrecord Corporation, publishing reproduction
of sound, capital no par value ; J. T. Norris, Jr., H.
Harold Gumm, H. Von Tilzer, 125 West Forty-
third street.
The Master Talking Machine Co. was incorpo-
rated in Delaware for the manufacture and sale
of talking machines; capital, $500,000. Incorpora-
tors : S. S. Adams, Jr., J. G. Gray, M. B. F. Haw-
kins, Wilmington.
TRY THIS ON YOUR PHONOGRAPH.
(There is entirely too much "He said" and "She
said" in modern fiction, some critic has remarked.
We will correct that right away. For example:)
"I'm here," he burbled.
"I see," she gloomed.
"I've come for my answer. What is it?" he
boomed.
"It's the same," she sniggled.
"Take it back," he replied.
"I want no old answers." "Do without, then."
she sighed.
"That WON'T do," he blasted.
"Do you love me?" hissed he.
"I dunno," she sighed, "I've done forgot. See?"
THE TALKING MACHINE WORLD.
31
CONVINCING ARGUMENT FOR HIGH CLASS RECORDS.
A "Telephone Conversation" from the "Voice of the Victor" That Served to Give a Doubt-
ful Dealer New Ideas to Think About Regarding the Featuring of the Better Class
of Records and Their Profit-Making Possibilities — Value of Quality Goods.
The demand for high-class talking machine rec-
ords is growing apace throughout the country
despite the immense demand for the more popular
song and dance numbers of the day. Dealers
should make it a point in the development of their
record business to emphasize the importance of
every purchaser having a number of standard
songs and instrumental numbers in their record
libraries. It serves the good purpose of widening
musical appreciation— a field in which the talking
machine has played and is playing a most impor-
tant part in this country.
A rather suggestive "telephone talk" was that
which appeared recently in "The Voice of the Vic-
tor," in which the editor tells of a three-minute
chat with a dealer who became a better one as the
result of this rapid-fire interview. The talk fol-
lows :
(Voice over the 'phone) Hello — hello ! This
The Voice of the Victor?
Yes. Who is it?
A. Victor Dealer.
Oh, yes, Mr. Dealer. What can I do for you?
Say, give me the dope on this high-brow stuff,
will you?
Gladly, if you will tell me what your difficulty is.
Well, it's this way. I can't see this classical
music when there's twice as much demand for the
popular.
Now look here, old man, you can't see the back
of your head, for that matter, but it's there, and it
serves a very good purpose.
Quit your kidding, now — I'm asking for informa-
tion !
FOR SALE
&,000 brand n:w 10-inch discs, English songs and
musical selections. Must be sold at once, 10c. each.
Berliner Phonograph Co., 140 East Fourth street,
New York.
VICTOR BUSINESS FOR SALE
Retail Victor store with sporting goods in connec-
tion in Greater New York. Exclusive large wealthy
territory. Annual sales about $25,000 and steadily
increasing. About $9,000 required. Good reason for
selling. Address Box 44, Talking Machine World,
373 Fourth avenue, New York.
~ WANTED— POSITION
Position wanted as manager of wholesale talking
machine department; 15 years' experience. Would
take charge from buying to shipping. All around
worker. Am also expert repairer of machines.
Correspondence invited first instance. Address, Box
300, Talking Machine World, 373 Fourth avenue,
New York.
WILL BUY
Job lot of talking machine records. Also
second-hand and shop-worn records pur-
chased. Address Talking- Machine Ex-
change, 66 Halsey street, Newark, N. J.
FOR SALE
Victor talking machine store, the best in the city.
Large established trade. This year's profits over
$5,000. Will sell at inventory, nothing for good-
will. For particulars, address Jacobs, 2131 North
Seventh street, Philadelphia, Pa.
FOR SALE
5,000 single-face, 10-inch Columbia disc records,
guaranteed brand new; price, 9c. each. A bargain
for a wise buyer. Deninger Cycle Co., Rochester,
N. Y.
WANTED
To exchange $2,000 clean jewelry stock for phono-
graph stock, Edison, Victor or Columbia. Address
W. M. Lefavor, Avalon, Cal.
Well, I'll give it to you, but I admit I'm a little
touchy on this subject. .
That's all right, old sport, but here's the idea:
■'Too Much Mustard" is a fifty-to-one shot with
me as compared with the Prologue from Pagliacci.
Now, you're exaggerating, and you know it!
Well, a little, maybe; but you know what I mean.
I hope to thunder you don't mean what you say,
because it's sheer craziness.
Well, all right, but why is it?
My dear man, if you were in the dry goods busi-
ness would you refuse to stock silk because most
of the trade ran to calico?
No, of course not; but that's different! .
It isn't — it's the very same thing. Better-class
goods seldom have as big a demand, bulk for bulk,
as the cheaper ones, but they have to be carried in
stock. A department store, or any other store
for that matter, that was unable to supply quality
goods would be recognized at once as a "cheap"
house. Do you want that reputation ?
Don't get fresh, now. I can see all that plainly
enough, but you haven't answered my question y:t.
I'm in business to make money!
You are? Then you are going the wrong way
about it !
Can't see it. Can't see it with a spyglass. You
admit that better-class goods don't have as big a
demand in any line, don't you?
Yes, I've just said so.
Then you say that the better-class goods have
to be carried in stock. Now what I want to know
is, Why?
The answer is : Because you'll never buila up a
big, a profitable and a solid business except on
quality goods.
How do you figure that out?
The man who simply uses a Victrola for a mo-
ment's pleasure is essentially a "transient" cus-
tomer. For such people any band, any singer, in-
deed, any machine will do.
So you think
I don't think, I know. The man who likes mu-
sic— if he's given a chance — soon gets to liking
good music. The man who likes good music soon
gets over the "liking" stage. He gets "nutty" over
it. He wants music, and more music. He wants
it by the best singers available. He is no longer
content just to listen, but he begins to observe just
how this, that and the other artist gets his or her
effects. Now which type of man is going to help
you build up a steady business ?
Well, I guess there's something in that, all
right.
Of course there is. There are lots of people who
like to sit and listen to music, just as they like to
sit in a hot bath, but if you don't help them to get
beyond that point you won't be able to consider
them steady customers for very long.
Say, hold on; hold on! Enough's enough! I
quit. Call me a boob if you want to.
Get out, old man. I know you too well. Come
out and play a game of golf with me on Saturday.
Your "batting eye" is off color, that's all that's the
matter with you.
Well, I guess you're right, all right. Got any-
thing particular to suggest?
Of course, but you'll have to tell me just where
you get stuck — only tell me some other time.
Busy, I suppose?
Yes, very.
Well, don't blame me. I haven't said a word
and you've nearly talked the arm off me; however,
I don't hold a grudge long, so here goes.
A
Mmy (Eljriatttuts
nnb a
to all
Itrtar letters
JOINS EDISON SALES FORCE.
George Chittenden Turner has recently joined the
Edison sales force to represent the Edison phono-
graph products. For the present Mr. Turner will
devote himself to Edison interests in New York
and Brooklyn.
VirE hope that all
* * our Victor
dealers are satisfied
with our service
and we herewith
acknowledge our
appreciation.
At Your Service
for 1915 to 50
additional Victor
dealers only.
"A limited number of
dealers served well is
a very good policy as
our dealers can tell."
INC
Victor Distributors
Exclusively
563 5th Avenue
NEW YORK
32
THE TALKING MACHINE WORLD.
AEOLIAN-VOCALION ANNOUNCED.
Latest Product, a New Type of Talking Ma-
chine, Put on the Market by the Aeolian
Co., the Prominent Piano Manufacturers
and Retailers — Some Interesting Features
of the New Line of Instruments.
The following interesting announcement was
mailed recently by the Aeolian Co. the piano manu-
facturers of New York, to its stockholders :
ANNOUNCEMENT TO STOCKHOLDERS.
''Monday, November 23, will mark the opening
of the Vocalion department at Aeolian Hall. This
should be an event of the greatest interest to every
stockholder, for the "Aeolian- Vocalion is a new de-
parture, and its introduction to the public opens a
new epoch in Aeolian development.
"The executive officers of the company sincereiy
hope that the stockholders will make themselves
familiar with this remarkable new musical instru-
ment which they have had a share in giving to the
world, and that they may employ their every :n-
fluence to aid the management in making the
Aeolian-Vocalion the greatest success in the his-
tory of the company.
"It is suggested that the opening day affords an
opportune occasion for a visit to the Vocalion de-
partment, and to become acquainted with the new-
est and most wonderful phonograph.
"The Aeolian Co."
This brief announcement was the first official in-
timation on the part of the Aeolian organization
that the company was preparing to enter in a large
way upon the manufacture of phonographs, or
Aeolian-Vocalions, as the new type of instrument
will be called.
' Those responding to the invitation found await-
ing them a line of phonographs in mahogany cases
ranging in price from $90 to $375. There were
various features about the new instruments that
attracted attention, but probably the one that drew
the greatest interest was the Graduola. This is a
device built into the fundamental mechanism of
each Aeolian-Vocalion, by means of which the
volume of tone may be kept entirely under the con-
trol of the listener, if he so desires. To operate
the Graduola there is- a flexible control tipped with
a valve. This permits the listener to sit some
distance away from the instrument while he de-
creases or amplifies the volume of tone to suit his
own interpretation of the selection being played.
The Aeolian Co. owns the Graduola patents, hav-
ing purchased them nearly two years ago from the
Australian inventor — F. J. Empson.
Although the Graduola is' perhaps the most
striking innovation in the new line, there is bound
to be much interest in the tonal qualities of the
Aeolian-Vocalion. The company states that ex-
perimentation looking to a perfect type of phono-
graph has been under way in its laboratories and
factories for over two years. Elaborate investi-
gations have been made in connection with sound
box, tone-arm and horn, and several important
discoveries have been incorporated in the new in-
struments. In the opinion of the Aeolian Co. a
distinctive type of phonograph has been produced
in the Aeolian-Vocalion.
There will be a public announcement made late!
in reference to these new features, the company
contenting itself at present with a general an-
nouncement as outlined in its invitation to the
stockholders.
The various types of instruments now being ex-
hibited are only a small part of the full line in
process of development. No attempt will be made
until later to supply the company's agencies over
the country, although instruments are being sold
to stockholders and some of the New York City
customers.
COLUMBIA MANAGERIAL CHANGES.
R. F. Bolton Becomes District Manager for
New York City and Upper Part of State —
S. H. Nichols' Important Territory — I. F.
Bradt Joins Executive Staff.
The Columbia Graphophone Co. announced last
week a number of promotions and appointments in
its executive and managerial staff, which supple-
ment the appointment of John A. B. Cromelin to
the office of general manager of the company.
R. F. Bolton, manager of the Columbia Co.'s
wholesale headquarters at 89 Chambers street, New
York, and connected with the company for many
years, has been appointed district manager of New
York territory, including the Buffalo and Roches-
ter district. Seth H. Nichols, manager of the
Pittsburgh wholesale headquarters of the Columbia
Co., has also been appointed district manager, his
territory to include Cincinnati, Cleveland and To-
ledo in addition to his present territory. James P.
Bradt, who at one time held important managerial
posts with the Columbia Co., having been manager
of the Canadian business and London and Berlin
manager, has joined the executive offices of the
company, to perform special duties.
THE CRESCENT TALKING MACHINE
One of the Latest Additions to the Lines of
Machines Now on the Market, Makes Excel-
lent Impression — One of the Popular Styles.
One of the latest talking machines to be pie-
sented to the trade of this country is the "Crescent"
talking machine, manufactured, by the Crescent .
Talking Machine Co., Inc., 99 Chambers St., New
York. The style illustrated herewith is known as
model No. 10, the retail price of which is $40, ex-
clusive of the albums. Dimensions are : height, 36
inches', width, 16 inches, and depth, 16 inches.
Furnished with or without diamond point.
Since its introduction, the officers of the com-
pany report thai: a number of agencies have been
placed about the country, the latter being contin-
ually increasing as a result of the distributive work
that is going on.
Among the selling arguments advanced are the
following special features, which are taken direct
from the literature issued by the Crescent Co.
"Crescent machines are equipped with an improved
tone-arm, with friction reduced to a minimum, and
contain other novel features, among them being the
'universal tube,' which makes it possible to change
from steel needle to diamond point record by a
mere turn of the sound box. The Crescent will play
any type of record, including those for diamond or
sapphire point. A portion of the front of the cabi-
net, hinging outward, forms a prolongation for the
horn, throws the sound upward — to hearing height
— and leaves an unimpeded passage for the sound.
When closed, it protects the interior from dust and
leaves an ornamental, useful table, when not in
operation as a phonograph."
Materials for the manufacture of the cabinets are
Model No. 10.
carefully selected and the finish of the cabinet is
considered to be of high quality. The motor is
produced under specifications from the Crescent
Co., and is made specifically for this model. Other
types quite as attractive at their respective price
list at $12.50, $15, $150 and $200.
The Columbia Co. has closed arrangements with
the May Furniture Co., Columbus, O., whereby this
house will handle the complete Columbia line and
give it forceful representation in this important
territory.
The Riggins Piano Co., well-known throughout
southern New Jersey as a representative piano
house, with headquarters at Bridgeton, has recently
taken on the Edison disc line.
TO VICTOR AND COLUMBIA DEALERS
THE PERFECTION "BALL BEARING'
ATTACHMENT
Plays lateral cut records on the
EDISON DISC MACHINE
Do you want to sell records to owners of EDISON DIAMOND DISC MA-
CHINES? If you do, carry our "PERFECTION" attachment in stock.
EDISON DISC MACHINE owners will be coming to you every day asking you
if the records you sell can be played on their machines. If you carry our attach-
ments in stock you not only have a chance to sell them, but you also have a chance
to make record sales and add a new name to your record mailing list.
We can also furnish you with a reproducer which is fitted to our attachment.
Price of sample attachment, $2.50 in gold, nickel, or bronze finish. With repro-
ducer any finish $4.75. Cash or check must accompany each order for sample.
We will quote you quantity price on cash or credit basis on request.
EVERY PHONOGRAPH DEALER IN THE UNITED STATES AND CAN-
ADA SHOULD STOCK THIS ATTACHMENT.
If you are interested write to us and we shall be pleased to give you our view
of its present and future value.
NEW ENGLAND TALKING MACHINE CO.
132 Boylston Street
BOSTON, MASS.
THE TALKING MACHINE WORLD.
33
If you will make careful comparison
you will find thai the length of Columbia
prices will bring you closer to more
varieties of profit than any other line
on the market.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolwortta Building, New York
COOPERATION WITH THE DEALER.
The Jobber Who Desires to Win Success Must
Adopt This Policy, Says Wm. W. Gibson,
Manager of the McKee Surgical Instrument
Co., in Discussing the Entrance of His House
Into the Talking Machine Field.
William Wilson Gibson, manager of the Balti-
more, Md., headquarters of the McKee Surgical In-
strument Co., Washington, D. C, and Baltimore,
Edison "disc and cylinder jobbers, in a recent issue
of the Edison Phonograph Monthly, tells of the
entrance of his house in the phonograph business,
and gives some fundamental rules for the success
of a jobber. He said in part :
"If a jobber is to be successful, he must learn to
co-operate with every dealer who buys from him.
After all is said and done, if the spirit of helpful-
ness does not exist between jobber and dealer, there
is no hope of real success on either side.
"First of all a jobber must be thoroughly famil-
iar with his line. Fie must be able to answer any
question that a dealer may ask. If the jobber can
truly be an 'information bureau,' he will not only
help his dealers, but also himself, as the dealers
will want to patronize the one who can render them
the best service.
"Again, a jobber must be up to the minute in
every particular as regards new records, new equip-
ment, advertising, literature, etc.; must keep his
dealers supplied with all available helps that he
can. In order that this may work satisfactorily,
dealers must make their wants known from time
to time.
"In the third place, a jobber must carry a com-
plete stock of everything pertaining to his line.
There must not be any delays in filling orders, if
the jobber would hold his customers' trade. If
a dealer wants a certain record or part, he wants
it bad, and if his jobber cannot send it out the day
he receives his dealer's order, that jobber cannot
hope to retain the dealer's good will.
"Again, a jobber must be full of original ideas
for increasing the trade of his dealers. He must
give suggestions for increased retail sales if he
wants his own wholesale business to grow.
"The jobber is the connecting link between the
manufacturer and the dealer. He is a very neces-
sary adjunct to the success of the business, as no
manufacturers could begin to keep in touch with
every dealer located in all corners of this vast coun-
try. As long as our line of business lasts there
must be jobbers, and as long as these jobbers act
honorably with their dealers, so long will they re-
main in business.
"There is one way in which a dealer must help
his jobber, and that is by paying all of his debts
promptly. It costs a great deal for a jobber to
carry a large and complete stock, and if the dealers
won't pay. either one or the other will have to
suffer."
INCREASES CAPITAL STOCK.
The Scott Automatic Phonograph Co., Los An-
geles, Cal., has increased its capital stock from
$100,000 to $1,000,000.
ARTIST PRAISES ARTIST.
Maud Powell Praises Kreisler's Recital of
Wieniawski's Famous "Legende."
Maud Powell had a most important article in
the October Etude, analyzing Wieniawski's famous
"Legende." In her preliminary remarks she touches
on the subject of tempo rubato, saying, among
other things of exceeding interest to teachers and
students :
"Let every violin student listen to Kreisler's sound
reproducing machine record of the Bach E major
Gavotte if he wants to learn what playing in time
is. As for rhythm there is no better example ex-
tant. I may say right here that Kreisler is our
greatest violinist for refined delicate artistry, ex-
quisite and precious, and yet Kreisler in some of
his best interpretations scarcely deviates from the
tempo except in the subtlest manner possible. The
elasticity of Ysaye's tempo and the master's senti-
mentalizing of the melodic line (rhythmically),
while justifiable in Ysaye, the mighty, are not the
best models for the student. Elman also is an un-
safe model for the inexperienced to follow, inas-
much as too much emotionalism will inevitably
swamp the technically inadequate student. We are
young in this country, very young, artistically, so
that in our artistic beginnings we must copy those
models which have the seal of severe test. There
is a chastity combined with exuberant health that
one must seek in art as well as in life.''
VICTOR NUMERICAL CATALOG.
The Victor Talking Machine Co. sent out to its
dealers last week the annual numerical catalog of
Victor records. This catalog is similar to previous
editions of this important publication, containing
extra pages for pasting in the new records issued
every month, together with a page of valuable
suggestions on how to keep track of record stock.
Many a man's ship never "came in'' because it
was submarined by an overlooked opportunity.
It's the man with the single-track mind who has
collisions with mistaken trains of thought.
WHAT THE
<ING MACHINE W
SAYS ABOUT
THE
»4
OGDEN'
SECTIONAL RECORD
AND FILING SYSTEM
09°"' ^ i.
»t»'
4v- *
0r«
tot w4 0V
^*^:>^r^>^"'
.4 t1 , ^'v\v, ^a
-' 5 ^4 * *v»' ,04
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' 0 «'»<« . . 1
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a4e°
sec'
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AO*"
Write for catalog giving
name of your jobber.
J. B. OGDEN
Lynchburg, Va.
34
THE TALKING MACHINE WORLD.
* — <(w/w
To You or our Mailing List-
To You who have had a taste
of our Co-operation—
1 O You who appreciate Exclu-
sive Wholesale Service-
To You who may appreciate
our Holdag Greetings—
THE TALKING MACHINE COMPANY
12 North Michigan Avenue Chicago, Illinois
\
I
THE TALKING MACHINE WORLD.
35
From Our Chicago Headquarters
P. VAN HARLINGEN, Manager
HENRY S. KINGWILL, Associate
World Office
Consumers' Bldg. 220 South State St., Chicago
Telephone: Wabash 5774
(Special to The Talking Machine World.)
Chicago, 111., December 11. — The talking ma-
chine trade of Chicago and the Middle West is
doing what can safely be said to be the very best
Christmas season in history, and this despite the
general depression that exists in so many other
lines of business.
This optimism exists in a greater degree in the
smaller communities, where the industrial depres-
sion is more psychological than in the big cities.
Speaking generally, the main difficulty seems to lie
in the difficulty of securing machines, all jobbers
reporting a big deficiency and' an especial shortage
in instruments priced around $100. The public
seems to have been impressed with the work of
the manufacturers on machines at this price and
almost every dealer has calls for these machines,
and is, unfortunately, unable to supply them.
Some excellent advertising has been done by the
large manufacturers, both Edison and Columbia
being prominently exploited early in the season
and a big Victor campaign being carried on at the
present time.
Dance at the Edison Shop.
One of the most novel dancing exhibitions that
has yet been given was presented this week at the
warerooms of the Phonograph Co., the local Edi-
son dealers and distributers. The dancers were
Miss Edna Neill and Mr. Farnsworth Frick, who
demonstrated the new and very popular step known
as the "Rouli-Rouli." The crowd in attendance
was a very large one, according to General Man-
ager C. E. Goodwin, and the receipts on the day's
sales were likewise very big.
In this connection Mr. Goodwin made the state-
ment that present indications pointed to a Christ-
mas season at least twice as good as that of last
year. Mr. Goodwin adds further that despite the
disastrous fire at the factory the stock is sufficient
to last, as a very generous supply was received
some time ago in Chicago.
Some of the Good Sellers.
The five most popular selling records of the
Edison library this month appear to be a violin
number, "Ave Maria," as played by Carl Flesch ;
"Toreador Song" from "Carmen," sung by Thomas
Chalmers; "I'll Take You Home Again, Kathleen,"
tenor solo by Van Brunt; "Dixie Medley," a banjo
number, and "It's a Long, Long Way to Tip-
perary."
Five Columbia records that are selling well are
"Cohen on the 'Phone," "It's a Long, Long Way
to Tipperary," "Dreamy Chinatown," "Ballin' the
Jack" and "When It's Night Time Down in Bur-
gundy."
Of the Victor records five of those that are in
demand, together with selections on the reverse
side, are "Whispering Hope," "Stille Nacht, He-
lige Nacht," "Little Gray Home in the West,"
"Tipperary" and "Cecile."
Enlarge Lyon & Healy Office.
The wholesale rooms of the talking machine de-
partment of Lyon & Healy's have been considerably
enlarged and a new private office has been built
for Manager L. C. Wiswell in a location adjacent
to the retail record department. Mr. Wiswell re-
ports an exceptionally heavy volume of business.
There has also been a large volume of Christmas
business already transacted in the retail machine
department. This has necessitated the additional
help of several new salespeople, including H. B.
Barnes.
D. C. Preston at New Post.
D. C. Preston, formerly representative" of the
Talking Machine Co. in Wisconsin and Iowa, has
been selected as manager of the Victor department
of the L. S. Donaldson Co., of Minneapolis. The
opening of this new section of the big Minneapolis
institution was featured by a dancing exhibition
by Miss Helen Maxwell and Kenneth McKenzie,
who came from Chicago for the occasion. The
dances were given in the Tea Room adjoining 4he
Victor department and were very well received by
a large crowd of people. Mr. Preston was assisted
in the opening by G. P. Ellis, of the Talking Ma-
chine Co., of Chicago.
Mr. Preston will be succeeded in the Talking
Machine Co. by A. M. Lockridge, an experienced
salesman, who has been spending considerable time
in going through the instruction course, which con-
sists of a period of time spent in the repair de-
partment, stock rooms, sales department and the
sales floor.
Some Excellent Sales Supplements.
The Talking Machine Co. this year followed its
regular custom of supplying its patrons with a
number of supplementary sales ideas in anticipation
of the Christmas season. Among them were a
"$10 gift list," a "$25 gift list" and a complete
"Christmas record list." The Christmas boxes are
covered with holly and poinsettia decorated paper
and other articles designed to stimulate Christmas
sales.
Sales Manager Roy J. Keith has received a gen-
erous response to this outlay of sales literature
and says that the dealers have shown every sign
of appreciating them.
Visited the Victor Plant.
Fred Siemon, manager of the talking machine
department of the Chicago house of Wurlitzer, was
one of the visitors to the Victor plant at Camden
recently. Mr. Siemon reports that while he was
there the factory was working both day and night
shifts.
Attractive Wurlitzer Window.
Ellis B. Hansen, of the Wurlitzer Co., has been
showing an especially attractive talking machine
window recently. The window contained a minia-
ture opera house with a stage reproduced in de-
tail. The curtain rose and fell automatically upon
well-known scenes from several different operas.
The staging and lighting effects were especially
good and a large crowd was in constant attendance
before the unique display.
Geo. P. Bent Co. Opening.
The opening of the remodeled retail department
of the George P. Bent Co. was held Saturday,
December 12. The reconstructed warerooms have
been very beautifully designed and finished and
form one of the most attractive institutions of
its kind in Chicago. The Cheney and Victor lines
were prominently displayed and received much ex-
ploitation. The following is an extract from the
newspaper announcement:
"We are proud of the new setting of this de-
partment, because its facilities, its appointments
and its scope are such as to make 'shopping' a
genuine pleasure to our many patrons and to the
great Chicago public. * * * Not only have we
provided every convenience for the quiet and re-
fined demonstration of machines and records — not
only do we carry one of the largest and most com-
plete stocks in the city, but we have also a cour-
teous and efficient sales organization. Here the
counsel of salespeople, who are well versed in the
mechanical construction of talking machines as well
as in the repertoire of the Victrola, is at your free
and unlimited command. We will celebrate the
opening of these new ground floor quarters to-
morrow with a genuine "house-warming," to which
you are cordially invited. There will be tea and
flowers, as well as an enjoyable series of select
(Continued on page 37.)
THE WADE-J5!' EEEHHE WADE
The WADE embodies the right principle, worked out through long experience. It is simple, durable and accurate,
needle at an angle resulting in the best tone. The WADE cutters are made of the best steel and are absolutely guaranteed.
It trims the
The Wade
Fibre
Needle
Cutter No. Z
The WADE has a self-
acting stop, which pre-
vents waste and enables
one to get from 12 to 15
perfect playing points.
No. 2 has a double action,
from one fibre needle,
making it especially easy
to operate. No. 1 is a
very popular cutter
which has given excellent
service. You save more
than double the price of
the Wade in the re-
pointing of the first 50c.
worth of needles.
The Wade
Fibre
Needle
Cutter No. 1
RETAIL PRICES -No. 1, $1.50; No. 2, $2.00
Order from your regular Dis-
tributor— we sell to Jobbers only
WADE & WADE,
3807 Lake Park Ave.
CHICAGO, ILL.
36
TttE talking machine world.
t|?artg t^attks to tltnr
many frtPttoa for fa-
uorH rwtorn atto trust
tfyat o«r mh all mag
rttpiu, a trappy Nrui
i*ar !
m
THE TALKING MACHINE WORLD.
37
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 35).
concerts, for our to-morrow's guests. A. W.
Kaney and Miss Claudia Dana, direct from Castle
House, have been secured especially for this occa-
sion and will demonstrate the latest dances in the
concert room from 1 to 4 in the afternoon. Come !"
Retail Manager Otto Schnering has provided a
generous stock of machines and records and ex-
pects to do a big business. Edwin V. Zeddies man-
aged the dancing exhibition.
Rintelman Needle Introduced.
A. S. Rintelman, head of the Rintelman Piano
Co., of Chicago, has formally introduced and is
pushing vigorously the new "3-point A. R." needle.
The needle is similar in shape to a fiber
needle, its sides being concave and affording three
points at each of its ends. The material is said
to be a mineral product having almost the same
degree of hardness as the diamond. Its toughness
and elasticity, due to the composite material within
it, affords what is said to be perfect transmission.
It will withstand the various changes of tempera-
ture without expanding or warping, therefore
transmission is the same at all times. It is claimed
that the needle is practically permanent and that
its retail price of $2.50 is easily secured from those
io whom it is demonstrated. Mr. Rintelman says
that there is a very generous discount to dealers
on this product.
Storage Cabinets in Demand.
An interesting phase of the accessory side of
the talking machine business is shown in a recent
statement of John F. Mortenson, manager of the
Salter Manufacturing Co.
Mr. Mortenson said : "We have received an un-
usually large number of orders for our storage
cabinets, showing that dealers are making early
preparations to go after 'after Christmas business,'
as January is always a good month for records,
and lack of storage room on the part of machine
owners generally makes itself manifest at this time.
Business generally appears to be very excellent, as
we are receiving immense orders and having great
difficulty in keeping pace with them. Our Edison
cabinets for the smaller Edison machines are prov-
ing especially popular and we are getting a big
call for them. Cabinets for the Victor No. 9 ma-
chines and Columbia 'Favorites' also continue to
be good."
Fibre Needle Cutter Sales.
S. O. Wade, head of the Wade & Wade Co ,
manufacturer of fiber needle cutters, says that the
immensity of this year's Christmas trade is shown
in the unprecedented business which the Wade
cutter is enjoying. "Despite the fact that our deal-
ers heeded our warning and ordered their stock-
early, we nevertheless are swamped with orders
and are working at our best pace to keep up with
the demand."
Personals and Visitors.
Mr. and Mrs. Miles, of the Miles Piano Co.,
Streator, 111. ; J. F. Korn, of the Korn Piano Co.,
Michigan City. Ind. ; Mr. Randolph, of Egerman
& Randolph ; E. D. Allington, Freeport, 111. ; E.
Eurkhart, St. Joe, Mich.; E. L. Burr, of Burr
Bros., Rockford, 111.; E. T. Anderson, of Rock
.Jsland, 111., were all recent visitors to the local
trade.
L. V. B. Ridgway, Lyon & Healy's Pacific Coast
traveler, is spending a few days in Chicago.
A. D. Geissler and wife were recent prominent
visitors to the local trade.
L. C. Wiswell, manager of the talking machine
department of Lyon & Healy's, announces that he
has not yet selected a successor to the position of
manager of the retail record department, which
was recently vacated by M. M. Blackman.
Roy J. Keith, sales manager of the Talking Ma-
chine Co., spent some days in recent trips to Cin-
cinnati and Minneapolis.
Griffith P. Ellis, of the Talking Machine Co., is
the daddy of a new baby girl, born November 30.
Her real name is Martha Virginia, but because of
her loud, clear tones she is commonly known as
Victoria, Jr.
Mr. Jackson, of the Talking Machine Shop of
Rockford, 111., and Arch. Olds, of the Clay Pool
Music Co., of Crawfordsville, Ind., were recent
•visitors- to the local trade.
Other recent visitors to the local trade included
Mr. Milliken, of the Milliken-White Studios, Bay
City, Mich.; H. J. Power, of the Taylor Carpet
Co., Indianapolis; Albert J. Rice, Lafayette, Ind.;
Nick Wirth, Escanaba, Mich.; R. R. Smallfield,
Davenport, la.; Mr. Weller, of the Red Cross Drug
Co., Centerville, la. ; Edward Druckner, Dyersvillle,
111.; Mr. Sutton, of Sutton & Briggs, Clinton, Ind.;
Mr. Goodwin, of Goodwin & Co., Monticello. Ind. ;
W. A. Bryan, of W. A. Bryan & Co., Monticello,
Ind.; C. A. Richardson, of Richardson, 111., and
A. G. Kunde, Milwaukee, Wis.
Lyon & Healy's Mammoth Electric Sign.
An electric sign that is one of the largest in the
city has been in operation to advertise the goods
of Lyon & Healy, manufacturers and dealers in
musical instruments. Measuring 68 feet wide and
40 feet deep and carrying approximately 4,000
5-watt and 10-watt tungsten lamps, this sign stands
at the corner of Park Row and Michigan avenue,
within full view of persons on the latter street for
about 1.5 miles. The steel work supporting the
Graphophone Co., tells The Talking Machine
World that the last thirty days have broken all
business records in history.
"The main difficulty lies in supplying machines,"
said Mr. Baer. "We are always able to supply
records, but we have been completely swamped
in the matter of supplying the instruments them-
selves. The demand of the Mignonette and the
Leader models which are fitted with record eject-
ors, has been particularly heavy.
W. C. Fuhri, district manager of the Columbia
Graphophone Co., returned recently from the East
and says that while at Bridgeport he saw the fac-
tory working at its full capacity, with day and night
shifts working every minute of the twenty-four
hours.
A fewr of the new Columbia dealers in this territory
are : Charles T. Hess, Elmhurst, 111. ; L. L. Hut-
ton, Gibson City, Ind. ; Vincent Quarten, Lake For-
est, 111.; Block & Cool, Peoria. 111.: F. L. Dixon.
Rock Valley, la. ; Emerson & Hiltbrunner, Cedar
Rapids, la.: W: J. Massey, Des Moines, la.; C. A.
€a •• H;,1.,ILT I H U.H Li4J_.xj fj
LYON ft HEALY\
I M EVERYTHING
/M* si
| f M KNOWN IN MUSIC Kf
.V. '^VvM^'^•^^*,,
Lyon & Healy's Immense
sign on the buildings at this corner weighs 23 tons.
The border of the sign simulates a lyre within
which a Confederate and a Northern soldier are
marching at each side, one with a drum and one
with a horn. Out of the horn the words, "March-
ing Fifty Years" are blown by the soldier, this
expression being appropriate since the firm has
been in business for fifty years. In addition to
these flashing words, there is a changeable-letter
feature within the sign to allow different depart-
ments or the company's business to be exploited.
Pathe Jobber Faring Well.
A. J. O'Neill, of the O'Neill-James Co., an-
nounces that his firm, which has secured the local
jobbing of the Pathe talking machine, is doing a
most satisfactory business and that several sub-
stantial dealers have recently taken on the Pathe
line. In each case these agents are old established
talking machine men who have been much im-
pressed with Pathe possibilities.
The offices of the O'Neill-James Co., in the Hunt-
er building, are to be remodeled and provision
made for a demonstration room as well as a dis-
play room, in which the entire line of Pathe ma-
chines and records will be shown.
.Mr. O'Neill's company is distributing consider-
able advertising matter in the form of catalogs and
special folders exploitive of dance records and of
favorite operatic selections.
First Dividend Distributed.
The first dividend of 5 per cent, has been declared
in the case of the Indiana Music Co., of Terre
Haute, Ind., which encountered financial difficulties
about the middle of last year. Lane Robertson was
head of the concern.
Good Columbia Business.
C. F. Baer, local manager of the Columbia
Electric Sign in Chicago.
Ibblings, Waterloo, la.; Sutton & Briggs, Clinton,
Ind. ; Frederickson Piano Co., Oshkosh, Wis., and
Fisher Bros., Ap-pleton, Wis.
It was also announced at the Columbia office that
another hit had been scored when the entire Co-
lumbia line had been taken on by the retail .stores
of the Cable Piano Co., in Detroit, Grand Rapids,
Battle Creek, Lansing and Jackson, Mich.
Harry Bent Leaves for the Coast.
C. H. ("Harry") Bent leaves for the Pacific
Coast Saturday night. Mr. Bent will go first to
Coronado Beach, where he will enjoy a complete
rest and will later proceed to Los Angeles, where
he will make preliminary arrangements for the
Cheney talking machine. Mr. Bent is very en-
thusiastic over the product which is to repre-
sent and over the territory in which his work will
be. A host of friends in the trade wish Mr. Bent
all success in his new undertaking.
Talking Picture Company Incorporated.
The Comer Talking Motion Picture Co. of Chi-
cago has been incorporated for $10,000 to manu-
facture, lease, operate and deal in sound-repro-
ducing apparatus, motion picture projectors and
films. John J. Comer, Frank Mayer and Guy Van
Schoick are the incorporators.
Buys the "Healy Strad."
John McCormack, the celebrated Irish tenor,
whose records are so popular in the talking ma-
chine trade, has just purchased from Lyon & Healy
the famous "Healy Strad" for $10,500, and Paga-
nini's favorite bow, declared by experts to be the
finest in America, for $500. McCormack, in ad-
dition to being one of the world's opera stars, is
said to be an accomplished violinist. The "Healy
Strad" was made by Stradivarus in 1711, and is
considered one of his prize instruments.
38
THE TALKING MACHINE WORLD.
Your Opportunity
50 cents stamps brings you a sample ot our
highly perfected Standard Fibre Needle Cutter.
25 cents stamps brings you a sample of our
simple and accurate Standard Automatic Stop.
Samples sent only to bona fide dealers writing on their busi-
ness letterhead. Place regular orders through your jobber.
STANDARD GRAMAPHONE APPLIANCE CO.
173 LAFAYETTE STREET NEW YORK
MUST BEAR REVENUE STAMP.
War Tax Law Affects Lading Bills and Mani
fests — Must Be Supplied by Shippers.
On and after Tuesday, December 1, every mani-
fest, bill of lading or evidence of receipt for ship-
ment on a railroad, whether in bulk or in package,
must bear an internal revenue stamp, one cent in
value, furnished by the shipper.
This is in accordance with the provisions of the
War Tax law. The Pennsylvania railroad, in ad-
dition to sending instructions to its agents regard-
ing the law's requirements, will endeavor to keep
them supplied with stamps, though shippers are
requested, where possible, to buy their supplies at
the post-offices.
Some idea of the task it will be for the road to
supply stamps may be gained from the fact that
the road issues 50,000 bills of lading a day.
FLOAT USED IN STREET CARNIVAL.
The advertising department of the Columbia
Graphophone Co. received recently from its en-
terprising dealer in Shelburne Falls, Mass., I. W.
Booker's Columbia Display,
Booker, the photograph shown herewith, depicting
a float used by Mr. Booker in a street carnival
held in that city.
On the back of the wagon is featured a Colum-
bia "Jewel" machine, and proper band records
were played during the demonstration. The Co-
lumbia muslin sign covered the whole back of the
wagon and both sides of the display. The chil-
dren shown on the float are Mr. Booker's wide-
awake youngsters, who, to all appearances, enjoy
immensely the musical qualities of the Columbia
"Jewel."
CAUSES FAVORABLE COMMENT.
A Buffalo paper recently contained the follow-
ing notice: "The return engagement of Reid and
Ross, the clever dancers who made such a hit at the
Fall Fashion Festival, caused a great deal of favor-
able comment, and a goodly crowd was on hand
to welcome them at the J. N. Adams store. This
week Reid and Ross are dancing in the Victrola de-
partment, fifth floor, on a specially constructed
floor. More than one thousand people saw the
dancing yesterday. In. addition to dancing, Miss
Ross will demonstrate the new dansant frocks that
made such an impression at the Fashion Festival.
It was news to a great many people that the Vic-
trola could be so effectively used for dancing.
BOOKED S0MEJ100D ORDERS.
Philip Ravis, vice-president of the New York
Album & Card Co., 25 Lispenard street, New York,
manufacturer of record and photographic albums
returned this -week from an extensive trip through
various sections of the country. Mr. Ravis states
that general business conditions are steadily grow-
ing better, and that dealers are closing an excel-
lent trade with record albums. The most im-
portant phase of Mr. Ravis' trip was the large
orders he received for the company's photographic
albums, which many talking machine dealers are
featuring for their holiday trade with gratifying
success.
NO LONGER CONNECTED.
The Union Specialty & Plating Co., of Cleveland,
O., announces that H. B. McNulty is no longer
connected with that company in any capacity.
If you can't be optimistic don't be pessimistic,
HOLD EDUCATION RECEPTION.
Early Music House, Fort Dodge, Iowa, Hold
Third Annual Reception for School Teachers
for the Purpose of Creating New Interest in
Talking Machines for Schools — Rewarded by
Large Attendance — Good Musical Program.
(Special to The Talking Machine World.)
Fort Dodge, Iowa, December 3. — The Early
Music House, this city, prominent and successful
Victor and Edison dealers, recently held its third
annual musical education reception for the school
teachers of the city, and the interest aroused by
the event was indicated by the large attendance.
The reception was held in the evening to permit
of the teachers attending without interfering with
their regular work, and 135 in all took advantage
of the opportunity to hear the latest in musical
education helps.
During the reception discussions regarding
music in the schools were encouraged, and a dis-
cussion on musical expression was particularly in-
teresting, taking the form principally of a debate
between the private music teacher and the public
school teacher, the general thought being that in
time instrumental music would be made a part of
the school course, and given a major instead of a
minor place.
Through the efforts of the Early Music House
the schools in Fort Dodge and vicinity are well
supplied with talking machines and records, which
is a decided mark of progress in a city where, less
than five years ago, there was no supervisor of
music.
The formal program laid down by the Early
Music House showed much thought and care in
its arrangement and should serve as an example
for other concerns that are going after twe school
trade. The program follows:
1. Educational records, Victrola, Edison disc,
with explanation by Mr. George L. Bunt. 2. Folk
dances. Miss Virginia Lewis and class from Y. W.
C. A. 3 Discussion, "Music as an Expression of
Mental Activity" ; in the home — Mrs. Jeannie
Ringland Smeltzer, Fort Dodge Piano School; in
sducation — W. H. Blakely, Principal High School;
in gymnastics — C. E. Daubert, Physical Director
Y. M. C. A. ; in society — Mrs. Elizabeth Car-
micha°l, Supervisor of Music, Fort Dodge Schools.
4. Questions and Answers. 5. Refreshments.
Hostesses, Mrs. R. W. Hale, Miss Celia Peters,
Miss Mae Connel, Miss Frances Woods, Miss Ida
Wiker.
Worst thing about killing time is that most
everybody wants to go into some other fellow's
game preserve to do it.
To every man who does things there are many
who content themselves with telling about what
should be done.
Even when they try to rest on their laurels some
people are troubled with insomnia.
The man who loses his temper doesn't have to
advertise a reward for it.
Much of the success in getting anywhere lies in
knowing which road to take.
D 73
Mahoganv, Golden Oak, F. O.
and W. O.
Finished all around.
Sliding Record Shelf.
For IX Victrolas,
Capacity, 192 12-inch Records,
LONG
CAB I NETS
For Christmas
AND AFTER
Why not push Cabinets
where machines have been
sold?
The Geo. A. Long Cabinet Co.
Hanover, Pa.
Address Clement BeeCroft, Sales Manager
309 W. Susquehanna Avenue, Philadelphia
THE TALKING MACHINE WORLD.
39
The dealer who carries Columbia prod-
uct knows that he has one grade of
Quality all the time, and also he has the
comforting knowledge that he has some-
thing to match up pretty well with every
pocket that is brought into his store.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Woolworth Building, New York
CREATOR OF THE LANSING COVER.
Something of the Popular Bostonian and His
Achievement, the Khaki Moving Cover for
Talking Machines — Building Up Big Trade.
E. H. Lansing, 611 Washington street, Boston,
Mass., is the inventor of the Lansing khaki mov-
ing cover for talking machines, which is a covering
made of the proper size to fit the various machines,
the cover being made of Government khaki and
machines that were delivered in the regular way.
If a cover were used this expense would be elimi-
nated, so I proceeded to create the cover. Goods
are now delivered in perfect condition, and the cost
of the covers was saved in a short time. A number
of dealers all over the country are following the
same plan, for it is a policy that is in line with to-
day's efficiency."
Mr. Lansing is also a manufacturer of piano
scarfs, as well as being a big jobber in piano stools
and benches, and in music rolls, so he is thoroughly
familiar with delivery problems in the musical in-
strument trade and knows how to overcome them.
NEW BILL TO PREVENT FRAUD.
National Association of Credit Men Prepares
a Bill to Prevent Fraud in Transfer of Ac-
counts Receivable Secretly.
AN ORIGINAL WINDOW DISPLAY.
Attractive Thanksgiving Window Arrange-
ment of the Ross P. Curtice Co., Lincoln,
Neb., Which Won Considerable Commenda-
tion— Originality Produces Results.
Despite the fact that the manufacturing com-
panies supply frequent stock window displays for
the use of retail dealers, there is a constantly in-
creasing number of the latter who believe in orig-
inating their own displays, in keeping with some
local condition or some certain season.
A most interesting example of a seasonable dis-
play of the original sort is the Thanksgiving win-
E. H. Lansing.
interlined with four layers of heavy felt. Since its
introduction to the trade, where it instantly filled
a long felt want, there have been numerous repeat
orders and he is rapidly building a business of
large size.
When asked how he happened to create the
Lansing moving cover, Mr. Lansing said : "I
noticed that several talking machine dealers were
paying out a considerable sum of money every
month to repair scratches and damages to talking
The National Association of Credit Men has
prepared a bill designed to prevent fraud in the
transfer of accounts receivable, and will endeavor
to have it adopted by the legislatures of the vari-
ous States.
In explaining the purpose of the bill, J. H.
Tregoe, secretary-treasurer of the association, said
recently that in recent years there had developed
the practice of secretly transferring accounts re-
ceivable. Accounts receivable are property in the
eyes of the law, though not transferable from
hand to hand as negotiable credit instruments.
While such transfers are obviously in rare in-
stances made only for legitimate reasons, yet the
case with which secret transfers may be made
actually encourages dishonesty and over-extension
of credit.
HIGH PRAISE FROM VIOLINIST.
Mme. Maleta Bonconi, the noted violin virtuoso,
while in Sioux City, la., recently heard the Edison
diamond disc for the first time. She commented
very highly on its marvelous reproducing power
and the perfect blending of its colors and over-
tones. Her praise of the Edison violin selections
was especially flattering.
Ross P. Curtice Co.'s Clever Window.
dow in the store of the Ross P. Curtice Co., 1240
0 street, Lincoln, Neb., and which is illustrated
herewith. The window had a natural board fence
for a background, the floor was covered with earth
and the display of cornstalks, pumpkins, a turkey
and other features generally associated with the
Thanksgiving season made the display a most ef-
fective one. A Victor XIV acted as a centerpiece
for the display. «
BUSINESS IS GOOD— THERE'S A REASON
A TRIAL ORDER WILL SHOW YOU
WHY
THE GOODS AND THE SERVICE IS THE ANSWER
The DOME RECORD CASE
should be in your stock. Holds 20 records. Made in 10" and 12" sizes.
Equipped with lock and key. Order samples to-day, with the list of records
and that particular style or finish of Victrola you are unable to get elsewhere.
The completeness in filling and promptness in shipping your order will
convince you we have both goods and service.
Edison and Victor Distributer
W. D. ANDREWS, Buffalo, N. Y
40
THE TALKING MACHINE WORLD.
THE OUTLOOK FOR THE COMING WINTER SEASON
Discussed in a Most Interesting Way by Ben Switky, the New York Talking Machine
Jobber — Optimism and Enthusiasm the Keystones of Success — People Like to Do
Business with the Man Who Smiles — Constructive, Helpful, Heart-to- Heart Talk.
Optimism — and plenty of it is the only attitude
that we have justified in assuming at the present
time under the present conditions. Pessimism is
suicidal speaking figuratively, and has no place in
the mind of the active business man.
Just as there are men who start out in the morn-
ing feeling in perfect health, hear a few friends
comment upon the bad weather, and the fact that
their complexions do not look just right, read a
couple patented medicine advertisements plentiful
in symptons and warnings, and come home feel-
ing sick unto death in the evening ; so there are
people in business, your competitors or customers
for instance, who will keep on buying and selling
goods in the usual way, unless some, false friends
full of pessimism, come to kill all confidence and
hope.
People like to do business with the man who
can smile — the man whose very confidence in his
country, in himself and the line he handles serves
to breathe confidence in others and make the
future and not the present assume a rosy hue. As
a matter of fact, the talking machine men have
even reason to belong in the front ranks of the
optimists. It is true that our business system has
been for a few weeks past a little run down, a
trifle nervous. Yes, a bit feverish in the head
and chilly in the lower extremities, not that there
was anything particularly wrong with the general
health, but just slight symptoms of cold feet.
Symptoms that for the most part have been treated
before they had a chance to develop and have re-
sponded to that treatment. It is only natural,
however, that as we get very close to the holiday
season, the best business season of the whole
\ear, there exists a certain anxiety to know be-
forehand just lio'w business will compare with
that of last winter.
Prophecy is equally the delight of the wise and
the foolish. It has been said that "out of the
mouths of babes and fools ye shall learn the
truth." Therefore, hearken whilst I solemnly fore-
cast a Merry Christmas and a Happy Business for
the talking machine trade.
I would recommend that all my readers take the
attitude of a friend of mine who, when asked
for his opinion of the business outlook, replied :
"I don't know whether others will find it good or
bad, but I expect to do a bigger business this
year than ever before !"
That man has success marching by his side in
perfect step.
It might be interesting to analyze this audacious .
individual whose self-confidence is so great as to
be almost convincing: He believes that man is
the arbiter of his own destinies and the architect
of his own fortune. He turns to good account
even the misfortunes of others, believing that
" 'tis, indeed, an ill wind that blows nobody good."
With such thoughts, firmly embedded in his
mind, he sets out determined to eclipse all past
records. He feeis it in his bones, as it were.
Mark the mental attitude: He realizes that it is
strictly up to himself. He is not looking for any-
one or anything special to help him or to shoulder
the blame in the event of failure; furthermore,
he has faith that there is no circumstance or con-
dition so unfortunate as to be without benefit tn
some one. And he means to be that some one.
When you hear people say that business is poor,
draw in your belt a notch or two and girdle your-
self prepared to double your efforts.
Don't allow the croaker — and he is always with
us, in fair weather and in storm — to depress your
spirits, the time you spend listening to him can
be put to better use in hustling for and making
sales.
If you hear talk about bad collections, don't
believe it. Collections are always good. It's when
you can't collect — that's bad. However, with
greater care in the extension of credits and closer
attention to collections you may find your business
in a healthier state that when things are booming.
The present war has admittedly affected many
industries, nevertheless, you will agree with me
that the demand for "It's a Long, Long Wa-y to Tip-
perary'' has started the record-buying season off
with a hurrah, and as a direct result of the war.
Can any dealer or jobber recall having ever sold
so many patriotic selections to so many different
nationalities? All of which again illustrates the
truth of " 'tis, indeed, an ill wind that blows no-
body good."
The world just now is in a high state of ex-
citement. Pent-up feelings in this country find
vent in appreciation of martial song and music.
The advance sales of talking machines this fall
guarantee a still heavier demand for them for the
holidays. Christmas business will be as big as
you make it. If there is to be any general fall-
ing off in holiday buying, we must see to it that
the talking machine business shall be the excep-
tion. - The conditions are right to make it the
exception if the proper effort is put forth.
The foregoing statement is logical even if it
sounds queer. The answer is simple enough : Sup-
pose that Mr. Jones finds it necessary to curtail
his Christmas giving, and instead of spending $200
he must limit himself to $100. Now, it is for you
to convince him that a talking machine and some
records are more attractive and more appropriate
than some other things which he had intended
purchasing and will in additon give pleasure to
the entire family and their friends. Straight-
forward salesmanship based upon a thousand first-
class arguments and coupled with sincere and un-
usual efforts is going to make this holiday sea-
son a normal season or better for the talking'
machine dealer.
In other words, if the dealer sets his heart and
mind upon making this year's holiday business the
greatest ever, nothing can interfere with his suc-
cess— not even if the whole country were to spend
just half the money that it spent last year.
We may not sell so many $200 machines, but
we can, if we are determined, sell as many $50
and $75 machines as to make the total gratifying
in dollars and cents,
I predict that the sale of the lower-priced in-
struments will be phenomenal. As for the record
business, the demand will be so great that last
year's shortage of stock will be repeated three-
fold during the next few months.
There is no article more appropriate or more
popular as a Christmas gift. With a marvelous
range of prices to offer the public, it should be
an easy matter to interest them in your wares.
Everybody loves music. Almost everyone is danc-
ing these days. The theatrical, operatic and con-
cert seasons are in full swing. Music publishers
are putting forth their best efforts. There never
was such a plenitude of good material at hand.
Great heavens ! Can anyone stand and hesitate
as to the sort of business we are going to have
this winter?
To my mind it seems just a question of helping
the public to decide whether they want oak or
mahogany. I might grudgingly concede that with
some people it may be a question of deciding
whether it shall be a $15 or a $50 machine, a $100
or a $200 machine, but emphatically there' is no
question of "to be or not to be." So far as we
are concerned, that question died with Hamlet.
Enthuse ! Arouse yourself to a full realization
of the wonderful opportunities at your command !
Examine your sample line of machines from a new
angle! You are offering the public a thing of
joy. Your instruments embody tone, grace, beauty,
economy.
Pay no attention to those who complain of bad
times. Bad times hardly exist for the talking
machine dealer. Instead, mingle with the theater
crowds on upper Broadway any evening before
8.15. You would consider yourself, indeed, for-
tunate to be able to secure a ticket for any good
show at the regular box-office rates. Think of
the hundreds of crowded pleasure places and take
comfort from the reflection that our business be-
longs in the luxury class, and bear in mind that
certain indulgences are necessary to reconcile the
people to the sacrifice of certain necessities of
life.
ANNOUNCE NEW MACHINE.
Mermod & Co., 505 Fifth avenue, New York,
of which E. L. Cuendet is general manager, an-
nounce a new talking machine which will be re^
tailed for $10. This machine has a wooden cabinet
and is tastefully designed. This house has a big
business furnishing parts for manufacturing talk-
ing machines, including motors, turntables, sound
boxes and other accessories, so its experience in
the production of talking machines is of a prac-
tical nature.
NEW EDISON SALESMEN.
V. E. B. Fuller has recently been added to the
sales force of Thomas A. Edison, Inc., to push the
sales of the Edison phonographs. Mr. Fuller has
had considerable experience in musical lines and is
well qualified to present the Edison diamond disc to
music discriminating people.
READY REFERENCE OF GENERAL SUPPLIES
DEALERS
Send for our "Trial Proposition" on the
Regina Hexaphone — the latest and best pay-
ing popular priced coin-operated instrument
for use in public places.
211 Marbrldge BIdg., 34th SI. and Broadway, New York City
Manufacturers of Regina Music Boxes; Reginaphones;
Coin-operated Mandolin Orchestrions; Vacuum
Cleaners and other specialties.
Mermod & Co.
505 Fifth Avenue New York
Manufacturers of
Talking Machine Supplies
Motors— Sapphire Points
Diamond Points a Specialty
Keep Your Record StocK with
Costs about $2.00 for 250 records for 50 years
Send for SO'page catalog
THE SYRACUSE WIRE WORKS,
SYRACUSE - NEW YORK
THE TALKING MACHINE WORLD.
41
NEW QUARTERS FOR STEWART CO. NEW DEPARTMENT WINS SUCCESS.
Prominent Vjctor Jobbers of Indianapolis to
Move to Larger Quarters on January 1 —
Activity with Columbia Co. — Kipp-Link Co.
Preparing for Holiday Trade — Latest News.
(Special to The Talking Machine World.)
Indianapolis, Ind., December 8. — After Janu-
ary 1, 1915, the office and salesrooms of the
Stewart Talking Machine Co., distributers of the
Victor line of talking machines, will be situated
a: 110 North Pennsylvania street, which is prac-
tically in the heart of trade in Indianapolis. The
company is now at 221 North Pennsylvania
street.
The Stewart Talking Machine Co. in moving is
in the position of going back to its first home.
When the company was organized several years
ago, the business was launched in quarters at 110
North Pennsylvania street. But the room occu-
pied by the company was part of an old-fashioned
building and it was not long until the Stewart
Co. had to get out so that the building could be
torn down.
In the place of this building there is now a
modern sixteen-story office building. On the
ground floor are commodious rooms and the
Stewart Co. is to have ground floor rooms in the
building. There will be more demonstrating room
available in the new quarters and the company
is planning to attractively decorate its new home.
Business with the Stewart Co. is very good, ac-
cording to W. S. Bar-ringer, manager of the com-
pany. The wholesale business of the firm is in-
creasing to such an extent that larger warehouse
quarters are needed now and additional salesmen
have been employed.
A. W. Roos, manager of the Columbia branch
store in Indianapolis, says the month of Novem-
ber proved by a good margin to be the biggest
month for total net sales in the history of the
firm in Indianapolis. The November business was
almost three times as great as that of November
of last year. Cash collections are better than the
average, says Mr. Roos.
The new Grafonola styles have met with ap-
proval by the public and the only complaint
Mr. Roos has to make is that it is difficult to keep
a sufficient number of machines on hand to supply
the demand.
T. Allan Laurie, traveling auditor of the Colum-
bia Graphophone Co., spent ten days at this branch
in November. Mr. Roos had the pleasure of tak-
ing a dose of his own medicine as he was former-
ly traveling auditor for the company.
The branch store in Terre Haute, Ind., was
visited by Mr. Laurie and Mr. Roos. This store
is in charge of L. A. Moeller. ?Ie reported a num-
ber of sales for the month.
H. M. Wright, floor manager at the Columbia
store, says his greatest problem is to work fast
enough in ordering and unpacking records for the
shelves which continually need replenishing. The
last lists issued by the Columbia Co., the regular,
as well as the specials, have had an immense popu-
larity. The new dance records and "Tipperary"
are the best sellers of the month.
The Kipp-Link Phonograph Co., distributers of
the Edison disc machines, is busy preparing for the
holiday trade. Rush orders are being received
every day, and the entire force of the Kipp-Link
Co. is busy.
TO MAKE FLEXIBLE RECORDS.
The Ribbon Record Co., Chicago, 111., has been
incorporated with capital stock of $100,000 for the
purpose of manufacturing and dealing in flexible
phonographic records. The incorporators are :
John S. Huey, John T. O'Connell and Robert E.
Berlet.
A great salesman said : "I sold the goods. I
did not merely lay cornerstones and get things into
shape ; I did not secure a promise of an order the
next time : 1 did not fix the man for a future trade,
and then brag about it. Not I. I got the man's
name on the bottom of the order sheet. That's
what I did."
Victrola Department of Geo. B. Peck Dry Goods
Co., Kansas City, Mo., Proves Excellent
Venture — Large Recital Hall and Modern
Demonstration Booths Among the Features.
(Special to The Talking Machine World.)
Kansas City, Mo., December 8. — The Victrola
department that has been added to George B. Peck
Dry Goods Co., since the opening of the new
store has exceeded all expectations in the way of
larger crowd. The department wil have practically
the entire seventh floor as a display space when
the work on the building is completed. The
seventh floor is probably the most advantageous
location that could be secured for this department,
because the offices of the company are also located
on the same floor, and all of the best customers
of the company transact a large amount of their
business here.
John Ditzell, manager of the "Victrola Store,"
as he prefers to call it, has for the past five years
represented the Columbia Co. as a traveler in the
southwestern territory.
Part of Display Room.
business. "Our business" says John Ditzell,
manager "has been twenty per cent, greater than
we expected, and our figures were thought to be
too high."
■ The Victrola department is on the seventh floor
of the new eleven-story building occupied by the
George B. Peck Dry Goods Co. It was constructed
TO HANDLE COLUMBIA PRODUCTS.
Ashley B. Cohn, vice-president of Hardman,
Peck & Co., New York, announced last week that
the company had arranged to handle the complete
line of the Columbia .Graphophone Co. in its talk-
ing-machine department. At the present time the
company handles the Edison disc phonographs and
records, and the addition of the Columbia line wiil
necessitate the construction of additional demon-
stration booths. It is likely that a portion of the
fourth or second floors will be- set aside for talk-
ing-machine display, which, in addition to the
space now occupied, will give Hardman, Peck a
large and well-furnished department.
TO HANDLE COLUMBIA LINE.
H. Saletan, 2163 Broadway, New York, has ar-
ranged to handle the complete line of the Colum-
bia Co. and feature it aggressively. The excellent
location of Mr. Saletan's establishment in the city's
west side residential district should assist him con-
siderably in his Columbia campaign for the better-
class trade.
THE ENRAPTURED REPORTER.
The Recital Hall.
and planned when the building was erected. It is
equipped with four demonstration parlors and a
concert hall. However, the concert hall has been
closed for some time because of the large crowds
that used it as a rest room; during the holidays
it will be used as a demonstration parlor, after
which it will be enlarged so that it will hold a
(From The Aledo (111.) Democrat.)
Will Shaw varied the entertainment with some
delightful musical numbers both vocal and instru-
mental, by noted composers and artists who faith-
fully reproduced themselves in Edison's phono-
graph— one of the many wonders of our wonderful
age, wherewith I he "common people" no longer
remain "common" because the most costly amuse-
ment of the millionaires in palace of art are
brought to the humblest homes of those whom na-
ture endowed with appreciative gifts, which money
cannot buy, nor. the lack of it suppress, and
thus the- rural town enterprising music store be-
comes a most prominent factor in the education
and elevation of the public taste and interpreta-
tion of the classic in music.
Something New for You !
A THREE-POINT NOISELESS
TALKING MACHINE NEEDLE
This needle is good for a lifetime and
produces real, enjoyable music from
any disc record.
RETAIL PRICE $2.50
Special Terms to Dealers Send for Catalog
RINTELMAN PIANO CO., Mfrs.
420 Republic Building. CHICAGO.
This Needle Makes an Ideal Christmas Gift.
42
THE TALKING MACHINE WORLD.
The Trade In Philadelphia And Locality
(Special to The Talking Machine World.)
Philadelphia, Pa., December 8. — The talking-
machine business in Philadelphia in November was
most satisfactory. At every store it ran consid-
erably ahead of the November of last year, and
at several of them they have assured me that it
was double what it was last year. The December
business has started with a rush and it will only
be limited to the number of machines and records
that will be supplied the dealers. This is not alone
true of the Victor business, but of the Columbia
and Edison as well.
Dealers in the Victor do not hope to get, espe-
cially in several of the more popular styles, a
sufficient number of machines, for already there
are orders in hand by the jobbers showing that
they will not be able to supply them. The jobbers,
however, are using their best judgment and are
□ENN
I HONOGRAPH CO.
I HILADELPHIA
Largest
Stock of
Victor Records
and Victrolas
in
Pennsylvania
Orders Filled
Immediately
Upon Receipt
Give us a trial and be
convinced
PENN PHONOGRAPH CO.
17 South 9th Street
Opposite Post Office, Philadelphia
putting out these machines to the best advantage.
I saw a number of orders, in my rounds of the
trade, where retailers have sent checks with them,
which the jobbers were compelled to return, as
they were not regular purchasers, and they are
turning down good money in order to take care of
those dealers who have stuck to them and prob-
ably will have to wait several months for their
money. In the end, however, they expect to profit
by this piece of judiciousness on their part.
During the past month there have been no new
dealers started here by the Victor, but the Colum-
bia and Edison have placed their machines in a
number of satisfactory stores, and especially the
former have been most fortunate in this respect.
Series of Edison Concerts.
The Edison people have a corps of promoters
here at present who are arranging series of con-
certs and exhibitions, and their campaign will, no
doubt, have a telling effect on the dealers. They
are only giving these concerts to organizations
which will do them the most good, and each of the
individual dealers are also giving concerts in their
stores, and there is quite a boom for the Edison
here at present.
Blake & Burkhart report that their business has
been very good with the Edison, and a visit to the
store shows every evidence of this. They have
been giving a great many recitals recently, but
have had to discontinue them on account of the
holiday rush already started. They expect shortly
to be open evenings until after Christmas. They
have placed a new man on their selling force, Ray
England.
Louis Buehn says he is surprised at the terrific
demand for talking machines, but that the trade is
having a difficulty to get the $75 and $100 styles.
"Everybody is on the anxious bench about getting
stuff," he says, "but records are coming in very
fair." He says that the large talking-machine
dealers in Philadelphia are quite well fixed with
goods, which is in strong contrast with last year,
when they went through the fall and the holiday
season at a practically from hand-to-mouth rate.
Mr. Buehn has found an increased demand for
the Edison dictating machine, and has recently
placed these labor savers with the Lutheran Pub-
lication Society, the Keystone Type Foundry, the
Presbyterian Ministers' Association and the Re-
formed Publication Co., as well as a number of
smaller firms.
Manager Comerer, head of the piano and talk-
ing-machine department at Wanamakers, says that
their business is going big. They have twenty-
eight hearing rooms at present and they are filled
every day. The new style 'Victor, sold for $150,
has come in, and he believes that it is going to be
a winner, as the public takes well to the idea of
having the case finished all around, with the new
arrangement for the albums. They give recitals
every day at Wanamaker's, and have placed a
large force in the talking machine department for
the holiday trade, mostly through their own re-
sources in the store, for they have a system
whereby they train men in the stock department
to be salesmen and utilize them when necessary.
The Pennsylvania Talking Machine Co. reports
that its business in November has been all that
it could possibly expect, having surpassed last
year with a very substantial gain. Manager Eck-
hart says : "December is only going to be limited
by the amount of goods I am going to get from
the factory. I have never, in the years that I
have been in this business, seen it come as it is
coming at present. Machines have been coming in
and going out so rapidly that we have practically
encroached upon the city of Philadelphia, in the
way we have blocked the streets back of our store
all the way from Heppes to Cunninghams, nearly
the extent of piano row, in which we are sand-
wiched."
Mr. Eckhart says that the Columbia dictaphone
has also been a most active part of his business
in November, and that they have a number of im-
portant demonstrations now on which they expect
to close the first of the year. A number of their
November sales were to the Dupont Powder Works
and the Hercules Powder Works, of Wilmington ;
the Bush Sons Transportation Co., J. G. Mcllvain
Lumber Co., Surface Lumber Co., Fenton Label
Co., and the Hill School at Pottstown.
New Columbia Dealers.
During November they placed the Columbia ma-
chine in the following establishments : B. Miller,
604 South Second street, in which they put a full
stock on a big contract; A. Wolson, of Chester;
William R. Irvin, Mount Carmel, Pa. ; F. A. Jen-
kins, Honesdale, Pa. ; Ramsey, Donnelly Co., of
The Keystone of
The Buehn Service
is Completeness
When you order various models of machines, ten to one,
and even more odds, the type that you need the most is
the style that is missing. A big sale is postponed —
perhaps lost — and you suffer in profits. Next
time test the Real Service of
Edison
Cylinder
Philadelphia, F»a,
Handling Talking Machines ex-
clusively you secure a spe-
cialized co-operation of
the highest character.
Victor
Disc
THE TALKING MACHINE WORLD.
43
Salem, N. J.; E. E. Tuttle, Halstead, Pa.; W. C.
Kantner, Reading, who has been restored as a
Columbia dealer, and a number of others.
Mr. Eckhart, who is supervising the Columbia
Grafonola business of Baltimore, is very well
pleased with recent results there. The Pennsyl-
vania Co. have recently taken over the Delaware
Graphophone Co., of Wilmington, and Mr. Eck-
hart is personally interested in the business, while
John W. Goldie remains the manager. They have
increased their selling force by the addition of
several new men. Among the recent visitors were
James P. Bradt, of the Columbia Co., New York.
Gimbel Brothers report that they have done a
tremendous business in November, and fully dou-
bled their business of last year, and Manager
Stewart say's that he expects the department to
have a very fine holiday trade, as they are well
supplied with instruments to take care of it. The
department has arranged a number of attractive
Christmas suggestions which will help the pur-
chaser materially. They have added to their sell-
ing force H. M. Hillebrand, a son of the manager
of the Aeolian and Pianola departments at Heppes.
ENLARGES SALES STAFF.
Increase of Pathe Freres Phonograph Co.
Business Necessitates Much Larger Force.
The Pathe Freres Phonograph Co., 29 West
Thirty-eighth street, New York, manufacturer of
the Pathephone and Pathe discs, has added to its
already large staff a number of experienced men
for its sales, clerical and shipping departments.
This additional force was found necessary because
of the remarkably rapid increase in its business
which the company has experienced since making
its first announcement to the trade.
An officer of the company stated this week that
jobber and dealer arrangements for the Pathe
Freres were being closed daily and that valuable
territory from coast to coast is being requested
by representative members of the industry. The
Pathe dance records, which were recorded under
the supervision of Maurice and Florence Walton,
dancers of international renown, are meeting with
a ready sale throughout the country.
THE VANOPHONE CO. INCORPORATED.
A certificate of incorporation was filed last week
with the Secretary of State, Albany, N. Y., by the
Vanophone Co., which will manufacture phono-
graphs, accessories and devices. The capital for
this new concern is $250,000, and the incorporators
are M. W. Aron, W. L. and H. F. Wray, Brook-
lyn, N. Y.
WIN SUCCESS WITH EDISON DISC.
The McKee Surgical Instrument Co., dealers in
doctors', nurses' and invalids' supplies, has for
some time past handled the Edison diamond disc
phonograph very successfully in its Washington
store and has only recently secured jobbers' rights
for the same line for its store in Baltimore.
TO MAKE PHONOGRAPHS.
The Operaphone Manufacturing Corporation
filed a certificate of incorporation on Saturday with
the Secretary of State, Albany, N. Y„ to engage
in the manufacture of phonographs and records.
The capital is given as $100,000, and the incorpo-
rators are E. F. Gerner, M. Naughton and John
Fletcher, of Douglaston.
Edison once said he "could excuse an ignorant
man groping in the dark," but he "had no time to
waste on a man that knew he was in the dark
and didn't find his way out." Know your busi-
ness thoroughly — try and learn the methods by
which some men conduct business profitably — ap-
ply them so far as you can to your business —
learn why some men fail and try to avoid their
mistakes.
VICTOR CO. SUES R. H. MACY & CO.
Prominent New York Department Store Asked
to Account for Advertising Victo«* Machines
and Records at Cut Prices to Purchasers.
The Victor Talking Machine Co. filed a suit
in the United States District Court at New York
on November 19 against R. H. Macy & Co.,
New York, the prominent department store. This
action is based on the advertising used by R. H.
Macy & Co. in the local newspapers offering Vic-
tor machines and records at cut prices, in alleged
violation of the provisions of the agreements by
which the goods are licensed under the Victor
Co.'s patents. The Victor Co. asks for an in-
junction restraining R. H. Macy & Co. from sell-
ing the goods or offering them for sale, at less
than the prices named in the license agreements
and for an accounting and damages.
such a tax for the benefit of the State would be
constitutional.
The bill it appears, failed to pass the last ses-
sion of Congress, but the association is now work-
ing to secure its passage during the coming ses-
sion.
HEATH APPOINTED MANAGER
Of the
Baltimore Store of the
Graphophone Co.
Columbia
WANT TO TAX MAIL ORDER HOUSES.
National Merchants and Manufacturers' Asso-
ciation with Headquarters in Nashville Back
of a Bill with That End in View.
The National Merchants' and Manufacturers'
Association, with headquarters in Nashville, Tenn.,
is at present carrying on a strong campaign in
support of a bill introduced into the House of
Representatives last May by Congressman Hine-
baugh, of Illinois, and which is designed to levy
a tax of 1 per cent, on all business done by mail
order houses, conducting an interstate business.
The bill provides that mail order houses shall
file statements with the Secretary of the Treasury
at the end of each year showing the cash value
of all merchandise sold during the year. The bill
also provides that the Secretary of the Treasury
shall apportion all such taxes collected among the
several States in the ratio of the actual amount
of goods sold in each State.
The association, through its secretary, states
that it has been informed that the collection of
Albert J. Heath, formerly a member of the firm
of Gorham & Heath, Brooklyn, N. Y., successful
Columbia dealers and well versed in all details of
Columbia merchandising, has been appointed man-
ager of the Baltimore store of the Columbia
Graphophone Co. Mr. Heath succeeds George A.
Baker, who was appointed to the Baltimore man-
agership a few months since, but who returns to
New York to resume his duties as assistant man-
ager of the wholesale Columbia headquarters, at
89 Chambers street, New York, which position he
occupied before leaving for Baltimore.
R. F. Bolton, district manager of New York
and up-State wholesale territory, whose activities
were recently increased considerably, will be
obliged to devote so much time to his new fields
that a thoroughly experienced man was needed in
New York as assistant manager, and Mr. Baker's
previous connection with the New York headquar-
ters was invaluable for these important require-
ments.
DEATH OF MRS. WALTER P. PHILLIPS.
Walter P. Phillips, who has long been associated
with the Columbia Co., at its headquarters in
Bridgeport, Conn., is receiving the sympathy of his
many friends on the death of his wife, which oc-
curred on November 2S in that city, in her sixty-
eighth year. Mrs. Phillips was born in Attleboro,
Mass., and was married in 1866. She is survived
by her husband, a son, Albert C. Phillips, two sis-
ters and two brothers.
ORDER
TO-DA Y
THE
Lansing Khaki Moving Cover
FOR TALKING MACHINES
HEAVILY PADDED
AND QUILTED
This Government-Khaki Heavily-Padded
Moving Cover is endorsed by all Manufac-
turers of Talking Machines and is recommend-
ed to every Dealer as an indispensable help in
moving the Talking Machines from the Ware-
room to the Home, and for all Outside Demon-
strations.
It more than saves its cost in paper and
string, besides the time of "Bundling Up" every
time you take a machine off the floor. It pre-
vents marring and scratching, and the cabinets
are delivered free from finger marks, landing
the instruments without a blemish, thereby
making a Contented Customer, which means
added business in both records and supplies.
The new CARRYING STRAP, with its two
loop handles, shown in the cut above, is simple,
safe and convenient and absolutely necessary
in safely handling these heavy machines.
COVERS MADE IN TWO GRADES:
"A," Felt Inter-lining, $7.50, Without Strap
"B," Cotton Inter-lining, $5.00, Without Strap
All large cabinet covers
The No. 3 Strap is $1.00 extra
(Only one strap needed on each wagon or automobile)
E. H. LANSING, 611 Washington Street, Boston, Mass.
A poor excuse is better than none — if it passes
muster with the boss.
44
THE TALKING MACHINE WORLD.
They are telling us that the three Co-
lumbia "Tipperary" records— song,
march and dance— are to-day the big-
gest things in the industry.
(Write for "Music Money," a book "full of meat" for those
dealers interested in quick and frequent turnover of capital.)
Columbia Graphophone Company
Wool worth Building, New York
GAIN OVER LAST YEAR'S BUSINESS IN ST. LOUIS.
With the Majority of Dealers the Low Priced Machines Have the Call— Improvement in
General Business Helps Trade — Announcement of New Aeol ian-Vocaloi n Arouses In-
terest— Good Reports from the Country Districts — Interesting News of the Month.
(Special to The Talking Machine \v orld.)
St. Louis, Mo., December 7. — Local talking ma-
chine dealers — except those specializing in low-
priced machines — are looking forward to an excel-
lent Christmas business. They say that they have
many prospects for holiday sales on file and that
new inquiries are coming daily and that these sales
indicate, almost wholly, the sale of high priced
machines, those from $7o up, with records extra.
It also is a fact that practically all St. Louis
houses that make talking machines a department in
the selling will show gain this year over last if
the Christmas business is fair. December 1 saw a
neat gain recorded in sales totals for the year in
most houses and a gain in practically all. There
may be a few exceptions, but there are no notable
stores in the list, if confidential information is to
be relied on.
While the general depression of .business, from
which St. Louis is now beginning to emerge, has
shattered plans made a year ago and totals Jan-
uary 1 will be far below the figure set as the mark,
but the business, in spite of the practical sweeping
away of all of the "wage earner'' purchases, will
be sufficient -to maintain the record of "greater
business every year" for the talking machine trade.
There are two elements at work in the matter of
fewer small machine sales, the new one being the
fact that many wage earners have been out of
employment and those who have had regular work
have been apprehensive of further slowing down
and have he Id tightly on to what money they got.
The other is the fast spreading belief that only a
higher priced talking machine is worth while. The
class of customers who formerly saved $25 and
bought a machine for that sum as a cash sale is
becoming less very rapidly, and the amount that
formerly made the entire purchase now is being
used for a first payment in the belief that they are
getting better value. Except for special purpose
and for use in addition to a large machine, the
small priced talking machine is disappearing from
the market, and -in many local stores the number
of machines sold this year will not be more than
half that of two years ago, while the total business
will be much greater.
There perhaps will be one change this year that
will be welcome in the shipping rooms. This will
be that business conditions will curtail the demand
to somewhere near the ability of the factories to
meet all orders, and there will not be the effort to
ship something to every dealer who has an order
on file. So far this year the distribution has been
NEW JERSEY
PRICE TALKING MACHINE CO.
VICTOR DISTRIBUTOR
(Exclusively)
We can supply ALL your wants on time.
NEWARK
ample and practically complete orders are leaving
the local jobbing houses without delay. Heretofore
it has been the worry of the merchandise super-
intendent and the shipping clerk to divide twenty
machines among fifty-three orders, or some other
impossible fraction. Record stocks are said to be
in excellent shape, and any dealer who wants a
late rush order will be safe in entrusting it to St.
Louis jobbers, as they all avow with one accord
that they are going to be able to meet all demands
and will have their shipping rooms keyed up to
make a perfect record, and in this way boost the
yearly totals to the best figure possible.
The spirit displayed by all hands here is that
when business is under a handicap that is the time
to put on extra steam.
Much Interest in New Aeolian-Vocalion.
The trade here has been greatly interested in the
news printed in The Music Trade Review late in
November that the Aeolian-Vocalion had been dis-
played to the trade in New York City. All sorts
of rumors had been current here as to the intention
of this company for future merchandising of talk-
ing machines, and the limited statement given out
from the New York Aeolian Hall appeared to
answer the general question ; that the Aeolian Co.
was making its own talking machines and that it
would lie different in some respects from any ma-
chine on the market.
Harry Levy, of the talking machine department
at Aeolian Hall here, declined to discuss, the new
machine, except to say that he expected to have
some of the machines on display early in the New
Year. "In the meantime," he said, "I am very busy
keeping pace with the demands of our rapidly ex-
panding retail department."
Aeolian Hall has been conducting an active ad-
vertising campaign on Lehalf of its talking ma-
chine department, but other dealers, who, naturally
under the circumstances, have been watching the
advertising closely, professed to see in it more
talking machine and less of the boosting of a par-
ticular instrument.
Some Popular Columbia Styles.
At the Columbia warerooms Retail Manager
Duffy says the demand has been centering largely
on the Favorite and Mignonette styles with record
ejector attachments. The sales of these machines,
he says, is practically limited to the supply placed
at the disposal of the retail department. The ex-
traordinary demand for dance records continues
with the Columbia Co., and the use of these records,
coupled with the specialized advertising, has served
to open a wide field for machine sales which, it is
anticipated, will expand as the wage earners return
to their usual occupations.
C. R. Salmon, of the wholesale department, re-
ports excellent business in all parts of that trade
territory except in the cotton country. "Our late
orders are running heavy," he said, "and we may
yet experience trouble in supplying all holiday
wants, although we still are shipping promptly.
We now are caring for the last of the regular
holiday orders and we will then be in shape to
anticipate the late special or rush orders.
"I have sent our J. J. Bennett out on a flying
trip through southern Illinois and other near-by
territory. He is out to put a little 'pep' into the
dealers who fail to grasp the holiday possibilities,
and the reports he sends in are very encouraging."'
Manager I. B. Reid, of the Columbia warerooms,
made ' a short visit to Chicago the first of the
month.
Manager Robinson, of the Thiebes Piano Co.
talking machine department, was detained at home
the first of the month by illness.
Mark Silverstone, president of the Silverstone
Music Co., Edison jobber, was heels over head in
work at the month end, planning an energetic ad-
vertising campaign for the holidays. Mr. Silver-
stone recently has made his advertising on a more
general basis, boosting the Edison machine more
than the Silverstone service, with frequent refer-
ences to the number of dealers handling the ma-
chines.
The Silverstone Co. reports business in excellent
condition and attributes the mounting totals of this
store and the other retail salesrooms of the Edison
machines to the fact that they have been seeking,
since the disc machine was put on the market, to
urge the sale largely on higher priced machines,
and that this class of trade has suffered less this
winter than the lower priced trade. A heavy ship-
ment of machines received the first of the month
taxed the capacity of the Silverstone ample ware-
rooms, but an extra shipping force put on duty soon
cleared the decks by getting them out to waiting
dealers.
Better Conditions in Country Districts.
E. -C. Rauth, of the Koerber-Brenner Music Co.,
has spent considerable time on the road recently
and reports excellent conditions in the country dis-
tricts. Conditions there have improved more rapid-
ly in the city, because of the reawakened demand
for grains, which was checked for a time, and the
extraordinary sales of horses. Money is getting
plentiful and country dealers are ordering with
much more freedom than for early fall stocks.
Those who anticipated that early fall orders would
suffice for the holidays are repeating orders and
only because of ample preparations and the re-
fusal of Koerber-Brenner to become pessimistic as
to the future of the talking machine business are
they able to meet the demands made upon them.
When this company became exclusive jobbers of
the Victor line in this territory Messrs. Koerber
and Rauth gave out assurance that they would at
all times be prepared to meet the demands made
upon them, and they had this pledge in mind when
they made preparations for this season beyond what
the advance orders appeared to justify.
More people might try to pose as angels if
everybody didn't start right in and begin to look
at them with suspicion.
Greatness is never thrust upon a man who leads
an aimless life.
THE TALKING MACHINE WORLD.
45
2 GRESHAM BUILDING, BASINGHALL STREET E. C., LONDON, W. LIONEL STURDY, MANAGER.
Review of Trade Conditions Shows That Eng-
land Is Doing Well Considering the Circum-
stances— Some Active Advertising Being
Conducted by Gramophone Men — Reynolds,
War Supplement — Death of A. H. Little-
ton— O. Heinemann to Visit America — Co-
lumbia Co.'s Generosity Much Appreciated.
(Special to The Talking Machine World.)
London, E. C, December 5.— As the war
proceeds, and the days lengthen into weeks, the
weeks into months, the months into , commer-
cial men have good cause to glorify the British
fleet, which, by its vigilance alone, under the most
trying conditions, insures for them an uninterrupt-
ed maintenance of business relations with oversea
buyers. Dependent upon a continuity of general
commerce is the very existence of the gramophone
trade to-day. With supreme command of the seas,
England's machinery of trade is comparatively un-
affected, outside of course the severance of trade
exchanges with enemy countries. Recent official
returns provide an excellent index of internal con-
ditions, in that unemployment generally compares
to-day very favorably with even time last year.
In no one field of industry can it be said that con-
ditions are bad. If we take the gramophone trade
as a pregnant example — it is one of the first to re-
flect the worst of such a position as we find our-
selves in — what do we find? I will endeavor to
answer in conformity with actual opinion as gen-
erally expressed in the course of interviews with
prominent gramophone men. Let it be said at once
that in some quarters trade is more or less at a
standstill, partly on account of lack of supplies.
British talking machine interests, however, present
a condition of activity quite out of all proportion
to the prospects when war was declared. Ln the
main, record and machine sales are satisfactory,
and more than one company has conclusively
proved that even under present circumstances it
is possible to maintain a substantial turnover. While
employment is good, the spending power of the
masses is somewhat restricted owing to the preva-
lence of salary reductions and consequent economy.
Money being difficult to extract from the pockets
of the public in the ordinary way, the larger record
and musical instrument houses feel it necessary to
invest in publicity with the object of breaking down
this reluctance to part company with the "needful."
The response has been good. Yet with it all
there is a feeling of uncertainty abroad as to possi-
ble developments in the war area, and until some
decisive conclusion may be drawn pertaining to
the ultimate likely outcome of this gigantic strug-
gle between the forces of right and might the
gramophone industry cannot expect to recover sta-
bility. To sum up, the general view here is that
things might be worse, but all influences of an ad-
verse nature considered, bulk trade is vastly better
than anticipated. While every section of trade
and the community at large continue to be ani-
mated with the patriotic and common-sense spirit
of making the best of circumstances, maintenance
of gramophone trade, even though on a reduced
scale, is assured.
Some Active Advertising Campaigns.
A survey of the gramophone trade situation on
this side would be quite incomplete without a ref-
erence to the splendid press advertising campaigns
embarked upon by some of the leading record
houses. All circumstances considered, it must be
admitted' that publicity expenditure, with the ob-
ject of stimulating sales of an article of luxury
rather than necessity, more closely approximates to
a speculation than an investment. This aspect of
the situation has only to be realized by dealers to
insure a more active co-operation than at present
obtains. I do not hesitate to say that the success
of this advertising rests almost entirely with the
retail distributers upon whom mainly rest the op-
portunity of transforming mere inquiries into
profitable orders. To the question. Do dealers sys-
tematically follow up inquiries? the answer could
not be an unqualified affirmative one. It comes to
this, that sooner or later manufacturers will realize
the necessity of themselves clinching the deal di-
rect, and afterward credit their best dealers in each
locality from whence the original inquiry emanated.
In passing, I must congratulate the Gramophone
Co., Ltd., Zonophone and Columbia concerns upon
their whole-hearted efforts to maintain talking ma-
chine sales "as usual," by consistent publicity, thus
setting an encouraging example to the faint-hearted
members of our industry.
Coincident with the commencement of an exten-
sive press advertising campaign, the British Zono-
phone Co., Ltd., announce a new list of patriotic
records, bearing the pick of recent war composi-
tions. These records have been recorded by emi-
nent Zonophone artists., and may be accepted as
lilting examples of the very high standard of qual-
ity which characterize in general Zonophone re-
cording. The December supplementary list is re-
plete with first-class selling titles, and should be
in the hands of all oversea dealers who have a mar-
ket for London's best.
Reynolds' War Supplement.
"The man of many parts," W. H. Reynolds ad-
vises us that he is now in a position to supply
complete machines of British manufacture. These
are built throughout in conformity with the best
traditions of British workmanship, and thorough
reliability. For the complete instrument, or any
part thereof, competitive prices rule, and will be
found to compare favorably with Continental rates.
A war supplement giving full details of new lines
is now ready. Traders abroad are asked to re-
member that "any part of any talking machine ever
made" may still be obtained from this live firm.
The Latest Beka Records.
In the latest Beka supplement there is to be
noted a further aggregation of good selling titles
of a patriotic and Xmasy flavor, although in the
latter regard a separate program has been issued,
containing many well-known hymns, carols, de-
scriptive and other suitable titles.
A New "Meister" Record List.
A further list of "Meister" twelve-inch records
is now ready. It comprises a number of good oper-
atic and ballad items which make a special appeal
to high-class traders, whose clientele is mainly of
the musically-educated type. Very special care has
been devoted in the recording of these twelve-inch
Beka records. Full lists and terms can only be
obtained from O. Ruhl, Ltd., 77 City road, Lon-
don, E. C.
Trade Very Quiet in Russia.
A significant indication of the quiet state of the
interior of Russia is afforded by a communication
from the "His Master's Voice" Russian manager,
A. T. Lack, in which he asks his wife to leave the
safe shores of England and join him in Petrograd.
Mr. Lack, by the way, was in London when the
war broke out, yet despite the closing of the usual
Continental routes, he determined, if possible, to
reach Petrograd by way of Scandinavia. It was a
risky undertaking, but he got through notwith-
standing the existence in the North Sea and the
Baltic of German mines sown broadcast, men o'
war, submarines, etc.
A Remarkable Test of "Silver Sheath" Needles.
Various patent needles have at times been con-
demned on account of the extra wear to which
they subject records, and in this connection the
rebutting claims made on behalf of the "Silver
.Sheath'' needle are of interest. Daws Clarke,
of Manchester, bears witness to the results of a re-
markable test. A record carrying two verses was
selected. The first verse has now been played 442
times ; the second verse only occasionally for pur-
poses of comparison, and the result is no appreci-
able difference in tone. Excellent testimony surely
to the non-wearing and smooth playing quality of
this unique needle.
Death of Alfred Henry Littleton.
Widespread regret will be felt at the news of the
death of Alfred Henry Littleton, chairman of
Novello & Co., the well-known music publishers.
He was born in London in 1845. He was a member
of the Royal College of Music, the committee of
the Royal Choral Society, and was master of the
Musicians' Company in 1910-11. A personal friend
of Verdi, Gounod (whom the firm of Novello paid
{Continued on page 46.)
THE MAN OF MANY FARTS 99
The only man in the world who can
supply you with one part — or any num-
ber of parts for any Talking machine
m ever made from Adam to
Edison-Roosevelt.
64 Page Catalogue Yours for Asking
W. H. REYNOLDS, Ltd.
"KNOTASLEPE"
London, England
46
THE TALKING MACHINE WORLD.
FROM OUR LONDON HEADQUARTERS— (Continued from page 45).
£4,000 for the copyright of "Redemption''), Liszt,
and many more of the prominent European musi-
cians. Mr. Littleton occupied for a long time a
unique position in the music-social world.
According to a recent public announcement, the
Albion Record Co., Ltd., this city, has decided to
go into voluntary liquidation, and to that end a
meeting of creditors was held last month. The
liquidator is S. C. Brown, 22-24 Tabernacle street.
New Companies Incorporated.
Diaphone, Ltd., described as musical instrument
manufacturers. Capital, £33,000. Registered office,
203 Regent street, London, W.
H. P. Hodges, Ltd., music dealers. Capital,
£5,000. Office, 117 Above Bar, Southampton.
Records for the Fighting IVlen.
The recent call for supplies of records for the
use of our sailors, who naturally want something
to relieve the monotony of their dangerous vigil
in the North Sea, has met everywhere with a very
hearty response. A Belfast paper gives prominence
to an appeal for more records, and underneath the
editorial we notice a timely reminder from Thos.
Edens Osborne, which may induce those so minded
to purchase records for dispatch to the fleet, of
which almost every ship is now equipped with one
or more gramophones.
Miss Margaret Woodrow Wilson's Records.
Of exceptional interest is the Columbia list this
month, for it announces records by no less a celeb-
rity than the daughter of the President of the
United States, Miss Margaret Woodrow Wilson,
which are already well known in the States.
Miss Wilson is a singer of unusual attainment, as
has long been known to her own circle of ac-
quaintances, and her voice is "naturally" an organ
of singularly beautiful tone. It has been developed
under the direction of the world's leading teachers
and this training has resulted in not only a singer,
but an artist of notable interpretative attainment.
New European General Manager.
The Columbia Graphophone Co., London, has
sent out a formal announcement to the trade to the
effect that Louis Sterling has been appointed Eu-
ropean general manager of the company, succeed-
ing J. A. B. Cromelin to that position. Mr. Crome-
lin's conspicuous abilities, displayed while in charge
in Europe, recently won him promotion to the post
of general manager of the Columbia Co., with head-
quarters in New York. Mr. Sterling is well and
favorably known in the trade here, and is well qual-
ified to assume the duties of his new office.
O. Heinemann on Visit to America.
O. Heinemann, a director of Carl Lindstrom
(Berlin), is now on a visit to America. He pays
generous tribute to the courteous treatment of our
officials, but thinks he will be more useful on your
side of the pond than in London, where his move-
ments and commercial plans were naturally some-
what restricted.
Llewellyn Davies Makes a Change.
The trade will learn with interest that Llewellyn
Davies has resigned his position at the Wholesale
(Special to The Talking Machine World.)
London, Eng., December 1. — A matter of world-
wide interest is the recent formation of a new con-
cern which has for its objects the marketing of an
entirely new type of double disc and an attractive
range of exclusively designed instruments. Located
at the now historical address, 81 City road, London,
in the very heart of "phonoland," by the way, the
Diamond Disc Record Co., Ltd., is particularly for-
tunate in having as its general manager W. D. En-
ville Simons, late sales manager of the Thomas A.
Edison Co., who is well known and popular
throughout the whole trade.
The diamond disc is of the phono-cut type with
a thread between that of the Edison and Pathe
records, double-sided, played with a jewel point,
ten and one-half inches in diameter, with playing
time up to three and one-half minutes, and is priced
at eighteen pence retail. It weight is said to be
Musical Supply Co., Ltd., this city, to take up an
important service with the Perforated Music Co.,
Ltd., of City road, London. Mr. Davies' long ex-
perience in the gramophone and music trades is a
sure foundation upon which to rest our belief that
he will reap the highest success in his new sphere.
Columbia Co.'s Generous Donation.
Under date of November 23, the Columbia
Graphophone Co. advise me of a further donation
on account of royalties from the sale of Regal
records to the Prince of Wales' National Relief
Fund. This latest contribution of £250 brings the
Columbia total to the handsome sum of £1,000,
which speaks volumes for the truly regal support
from trade and public alike of the company's ac-
tive assistance in behalf of those who qualify for
participation under this magnificent scheme. The
latter, by the way, has now to its credit over £4,000,-
000 voluntarily subscribed by the public from all
parts of the British Empire.
close upon double that of the average needle record.
Since public opinion varies somewhat with regard
to volume, the company will issue records in two
strengths — "concert" records of extra loud volume
and records of ordinary volume, at the same
price. Interviewed on the subject of policy and
trading prospects, Mr. Simons, speaking enthusias-
tically of the progressive demand for a competitive
price record of the phono type, said : "The trend of
public opinion is undoubtedly in favor of sapphire-
played records, and I consider the diamond prod-
ucts make a timely appearance in conformity with
trade expansion in this direction. The field has
not been developed to anywhere near its enormous
sales possibilities for an intermediate priced record,
and I am convinced that our future prospects will
materialize into a sound commercial undertaking
of influence and standing in the gramophone world.
Already quite a substantial number of orders are in
AN IMPORTANT NEW RECORD PROPOSITION.
W. D. Enville Simons, Late Sales Manager of the Thos. A. Edison Co.,. in Control of Big Under-
taking, the Details of Which He Explains in an Interesting Way.
'His Master's Voice'
Copyright
This intensely human pic-
ture stands for all that is
best in music
— it is the "His Master's Voice"
trade-mark, and it brings to you,
no matter where you are, the
very best music of every kind,
sung and played by the world's
greatest artists — the greatest
singers, pianists, violinists, or-
chestras and bands — all enshrined
in the unequalled "His
Master's Voice"
records.
'His Master's Voice'
—the trade-mark that is recognized
throughout the world as the
HALL-MARK OF QUALITY
J2?
1 Branches \
AUSTRIA: Oesterr. Grammophon - Gesell-
schaft, m.b.H., Graben 29, Trattnerhof I, Vi-
enna I, Austria.
BELGIUM: Cie. Franchise du Gramophone,
51, Avenue de la Porte de Hal, Brussels.
DENMARK: Skandinavisk Grammophon- Akti-
eselskab, Frihavnen, Copenhagen.
FRANCE: Cie. Frangaise du Gramophone,
115 Boulevard Richard Lenoir, Place de la Re-
publique, Paris.
GERMANY: Deutsche Grammophon - Aktien-
gesellschaf t, 35, Ritterstrasse, Berlin.
HUNGARY: The Gramophone Co., Ltd., Kos-
suth Lajos-Utcza S, Budapest.
SPAIN: Cia. Francesca del Gramophone, 56,
Balmes, Barcelona.
SWEDEN: Skandinaviska Grammophon - Ak-
tiebolaget, Drottning Gatan No. 47, Stockholm.
RUSSIA: The Gramophone Co., Ltd., 45, Nev-
sky Prospect, Petrograd (Petersburg); 9, Golo-
vinsky Prospect, Tiflis; Nowy-Swiat 30, War-
saw.
INDIA: The Gramophone Co.. Ltd., 139, Bal-
liaghatta Road, Calcutta; 7, Bell Lane, Fort,
Bombay.
| Agencies \
AUSTRALIA: S. Hoffnung & Co., Ltd., Sole
Concessionaires of The Gramophone Company,
Limited, 163, Pitt Street, Sydney.
NEW ZEALAND: E. J. Hyams & Co., Post
Box 45. Wellington.
SOUTH AFRICA: Darter & Sons, Post Box
174, Capetown; Mackay Bros., Post Box 251, Jo-
hannesburg; Mackay Bros. & McMahon, Post
Box 419, Durban; Ivan H. Haarburger, Post
Box 105, Bloemfontein; Franz Moeller, Post
Box 108, East London; B. J. Ewins & Co., Post
Box 86, Queenstown; Handel House, Kimberley;
Laurence & Cope, Post Box 132, Buluwayo; The
. Argus Co., Salisbury.
EAST AFRICA: Bayley & Co., Lourenzo
Marques.
HOLLAND: American Import Co., 22a, Am-
sterd Veerkade. The Hague.
ITALY: A. Bossi & Co., Via Orefici 2, Milan.
EGYPT (Also for the Soudan, Greece and the
Ottoman Empire) : K. Fr. Vogel, Post Box
414, Alexandria.
Great Britain :
The Gramophone Company, Ltd.
HAYES
MIDDLESEX
ENGLAND
THE TALKING MACHINE WORLD.
47
BEKA DOUBLE-SIDED RECORDS
BRITISH MADE THROUGHOUT.
A BIG PATRIOTIC
AND XMAS LIST
OF NEW TITLES
—NOW READY—
All hot sellers ! !
(Bert Grant),
(Scott
SOME RECENT EXAMPLES.
"Hail King Christmas," Part I ; Empire Mili- "When the Angelus is Ringing
QOJ tary Band. Q90 Stanley Kirkby.
"Hail King Christmas," Part II ; Empire Mili- uoil "You've Got Me and I've Got You'
tary Band. and Godfrey), Stanley Kirkby.
"Hail King Christmas," Part IV; Empire Mili- "Billy Whitlock— Special Constable" (W.
QOr tary Band. no* Whitlock), Whitlock and Party.
"^""Le Pere la Victoire" (Louis Ganne), Empire 30t .<The Bloke Wot>s Left Behind"; a Cockney's
Military Band. Lament (Percy Tarling), Charles Penrose.
"Boxing Day at Sea" (W. Whitlock), Whit
olji ><pet-ais Intermezzo
Orchestra.
"The Blue Dragoons" (Kennedy Russell)
928 Jamieson D.odds.
W. Whitlock
(Raymond), Beka Bijou 935 „j£cK and £arty; t, ... ,w wi,>i n
■ . . . Christmas Eve at the Front (\\. Whitlock )
'Sons of the Motherland" (Liuii-'l Moncktou !
Victor Conway.
Whitlock and Party.
"The Ancient K'nut" (W
QQfi lock and Party.
"Chuckles" (W. Whitlock)
Whitlock), Whit-
Complete catalogue and trading terms on ■application.
O. RUHL, Ltd., TT CITY ROAD, LONDON, E.
C, ENGLAND.
FROM OUR LONDON HEADQUARTERS— (Continued from page 46).
hand lor early delivery in tins country, and plans
for the development of a big campaign overseas
will shortly come into operation. We are out," con-
tinued Mr. Simons, "with a very tempting proposi-
tion based upon products mechanically and scien-
tifically perfect in every respect. Our moderate
prices are proportionate to the enormous sales
which are bound to accrue, and oh these grounds
the diamond agency will be one of the most profit-
able ever placed before the trade." In justification
of his confidence in the future of the phono disc,
Mr. Simons cited the one time apathy of even
America's grand old man, and whose efforts and
ingenuity are to a great extent now devoted to this
type of record.
In regard to trading policy, I learned the dia-
mond products will be marketed through factors
or -jobbers only. Pathe trading being direct through
dealers, Mr. Simons believes that factors will
therefore greatly appreciate the exclusive oppor-
tunity thus presented to handle a competitive line
of phono discs, price considered, free of competi-
tion. Notwithstanding this exclusively wholesale
policy, the Diamond Co. will take care to arouse
dealers to the wonderful trading prospects of its
goods. Large expenditures upon trade, newspaper
and other publicity will commence forthwith, and
this advertising is to be so closely associated with
the requirements of factors and dealers that they
will directly benefit by special advertisements placed
in its local mediums.
Although price maintenance conditions will be
rigidly enforced, Diamond traders are not required
to sign obnoxious agreements, it being only neces-
sary to conform with certain simple sales condi-
tions. Recognizing the enormous number of gramo-
phones in use to-day, Mr. Simons estimates on
4,000,000 — all available to be fitted with the new Dia-
mond sound box, the latter is so constructed as to
be ready for use on any make of instrument with-
out troublesome adjustments, which one must ad-
mit is a most important thing.
The Patent
Silver -Sheath
Needles
NEEDLE
is— i
SECTION
They come between steel and fibre needles
and wear your records less than any metal-
lic needle whatever. Each S/Sheath will
play 400 to 500 records, with occasional
resharpening.
Medium loud tone — clearest results pos-
sible— scratch almost done away with.
Prices
Post Free :
Ask for particulars of the FLEX loud
speaking diaphragm, etc.
DAWS CLARKE, 14 Lome Grove
FALLOWFIELD MANCHESTER, ENG
WANTED AGENTS. Good Trade Discount.
1 S/Sheath Needle $0.25
C Needles with sharpener 1.65
Aluminum Sharpener,
.separately 50
COLONIAL and FOREIGN BUYERS
of gramophones and records may obtain
valuable information from English firms
who are desirous of opening up trading re-
lations with oversea markets upon appli-
cation, stating requirements, etc., to our
European representative,
W. LIONEL STURDY
2 Gresham Buildings,
Basinghall St., London, E. C.
Diamond discs carry no labels, the necessary' par-
ticulars being engraved on the recurd itselt. AH
Diamond products will be marketed under a dis-
tinctive color— Union blue, and a unique registered
trade-mark, which makes them instantly recogniz-
able whenever displayed.
On the question of artists, I was told that prac-
tically all the well-known and popular vocal and
instrumentalists, orchestral and band combinations
have made some fine records, and in addition, many
new stars will make their gramophone debut under
the aegis of the Diamond. Topical titles form a
special feature of the Diamond program, and a
point of unusual interest is that in this regard fac-
tors and dealers will be encouraged to co-operate
in catering for local requirements. In other words,
the company invite suggestions for the production
of titles particular to individual localities. "Tell
your readers," said Mr. Simons, "that" many new
ideas will operate- with a view to building up a
really iirst-class catalog, and thus making Diamond
discs the popular line of every year." December
will witness the publication of a big initial musical
program in good time for the Xmas trade. Here"
are some examples of the artistic value of Dia-
monds :
First Life Guards, Scots Guards, Irish Guards,
King's Colonials, Midland Silver Prize Band, Met-
ropolitan Band, Anglo-American Orchestra (from
the White City), Royal Court Orchestra, the Har-
rison Trio (violin, flute and harp), Bernard Hall
(violin), Elsie James (the original Gaiety Girl),
Billy Williams, Mark Sheridan, Will Evans, Whit
Cunliffe, Geo. Lashwood, Margaret Hayes, Mme.
Clara Lewis, Alfred Heather, Humphrey Bishop,
Westminster Choir, the Royal Operatic Singers,
etc.
Having heard records by some of the foregoing
artists I am able to say they are in every way splen-
did examples of the recording art. Good volume,
musically pure in tone, absence of undue scratch,
comprise features of the Diamond record which will
undoubtedly carry it To great "heights in public esti-
mation. To the trade the Diamond agency should
prove of exceptional value and I can but urge my
readers to immediately investigate such a good bus-
iness proposition. Fuller information may be ob-
tained by writing direct to the Diamond Disc
Record Co., Ltd., 81 City road, London, E. C.
SHORT=PAID POSTAGE HURTS TRADE
Notwithstanding the efforts of trie different de-
partments of the Government and those of many
commercial organizations and trade papers, some
American firms desiring to establish business rela-
tions with Chilean dealers and merchants have not
yet learned that it is necessary to pay foreign
postage on all mail sent. According to Consul D. J.
Myers, Iquique, the regulations of the International
Postal Union require the postal authorities of the
United States to accept and forward all short-paid
letters to foreign countries, but no rules of the
foreign office compel the addressee to accept such
mail and pay the penalty of doubl; the deficiency.
In mails arriving from the United States recently
fifteen letters from American firms were received
at the Iquiqus consulate. Six of these carried two-
cent stamps, instead of five-cent ones, as required.
The letters with full-paid postage were delivered in
twenty-four hours, but notices of the arrival of
the short-paid letters were not received until al-
most a week after these letters had reached Chile.
POINTS TO CONSIDER.
Because crating and packing may be considered
non-productive work is a poor excuse for neglect-
ing it. And besides, a little neglect here may cause
a big expense in the way of claims for damaged
goods, particularly those sent to foreign countries.
Just when a man's conviction that he is the whole
thing becomes perfect he may find himself sud-
denly retired to obscurity.
STROH VIOLS
VIOLIN, VIOLA, ETC.
The mellow and matured tone of these
instruments, which are constructed largely
of aluminum, yet possess none of the
characteristics of the gramo
phone or wind instrument, is
only one of its many points
which are fully set out in an
illustrated booklet which will
be mailed free on request to
String Fiddle the sole makers.
GEO. EVANS
& CO 94 Albany St'
London, Eng.
OR
in U. S. A. to their sole repre-
sentatives
Oliver Ditson Co.
150 Tremont Street
BOSTON
NEW YORK and PHILADELPHIA
Violin
48
THE TALKING MACHINE WORLD.
COLUMBIA GRAPHOPHONE CO.'S HOME IN BOSTON.
Rearrangement of Store Consequent on Widening of Avery Street Gives Boston House
Much Additional Window Display as Well as a Much More Attractive Establishment
for Display of Their Varied Lines of Talking Machines and Records.
(Special to The Talking Machine World.)
Boston, Mass., December 10. — The Columbia
Graphophone Co.'s establishment in this city, locat-
ed at 174 Tremont street, now occupies one of the
most central locations in Boston, as the various
improvements which the near-by streets have been
undergoing are entirely finished and a new street,
known as Avery street, runs next to the store. The
Columbia headquarters are located on a corner di-
practicable and an aid to the convenience of the
store's patrons it is immediately put into daily use.
Arthur C. Erisman is manager of the Boston
store of the Columbia Graphophone Co., and it has
been under his able management that the Boston
territory has become such a fertile and profitable
one for Columbia products. Mr. Erisman is fully
conversant with the unlimited sales possibilities af-
forded by Columbia machines and records, and he
Street View of Columbia P
rectly opposite the famous Boston Common, and
the traffic which the store attracts is "well set forth
by the accompanying photograph, taken a fortnight
since.
Although the location of this store has undoubt-
edly been an important factor in the establishment's
signal success, the main reason for the steadily in-
creasing popularity of Columbia products in this
territory lies in the efficiency of the store's sales
honograph Co.'s Boston Store.
has left no stone unturned to make the store at 174
Tremont street a Mecca for Boston's music lovers.
A feature of the local Columbia store's business
the past year has been the remarkable dance record
trade it has closed. The Columbia establishment
has co-operated with various prominent newspapers
and other local mediums of publicity in acquainting
the public with the true beauty of the modern
. dances, and the scope of the Columbia dance record
A Section of the Artistic Columbia Warerooms in Boston.
staff, the progressive advertising policy it pursues,
and the quality of Columbia machines and records.
Every perfected idea in retail merchandising which
applies to the "talker" industry is carefully tried
and tested out by the store, and if it is feund to be
library enabled the store to achieve truly wonderful
results. In its general business, the local head-
quarters of the Columbia Co. are breaking all
records, showing a substantial gain, month for
month over 1913, its previous banner year.
SANG WITH OWN EDISON RECORD.
Natural Quality of Edison Diamond Disc
Demonstrated in Interesting Manner in
Des Moines by Operatic Artist.
(Special to The Talking Machine World.)
Des Moines, I a., December 5. — Anna Case, an
Edison artist, while in this city recent, in concert
recital, pleased her audiences immensely, and they
gave her a most enthusiastic reception. While here
she visited the store of Harger & Blish, Edison job-
bers, where she desired to hear her own voice on
some recent Edison disc records. During the play-
ing on the disc of her "Louise" she started to sing
the aria while the Edison phonograph was playing
it. The effect was beautiful. The pitch, quality
and tone were perfect; not a shade was lost. She
would alternately start and stop picking up the
aria here and there, and it showed how accurately
the Edison disc had reproduced her voice. When
she approached the high passages the effect was like
operating the grand swell on a great organ. It was
a fine demonstration of the perfection of the re-
cording of her voice on the Edison diamond disc.
VICTOR HOLIDAY PUBLICITY.
The Victor Co. sent out to its trade this week its
usual set of spec.al holiday advertising matter.
Chief among this publicity is a handsome litho-
graphed Christmas folder with a typ'cal Christmas
cover, and supporting the company extensive na-
tional magazine advertising with the query, "Will
there be a Victrola in your home this Christmas?"
Inside of this folder there is a beautiful picture of
a home scene in colors that is typical of the Christ-
mas spirit. Turning back '. his picture is displayed
the entire line of Victrolas lithographed in colors.
The last page contains a convincing Victrola' argu-
ment, with space for the dealer's imprint.
Another special folder included in' this publicity is
devoted exclusively to the Victrola IV. and shows
in its center pages a splendid cut of this machine,
together with its most important constructional fea-
tures. On the back of this folder is presented a
short list of records representative of the wealth
of diversified music that may be found in the
Victor record catalog.
HANDSOME NEW QUARTERS.
Hook Bros. Piano Co., Madison, Wis., has just
occupied its new building on Capital Square, and
fitted up one of the most attractive talking machine
departments in the State for the exclusive .exploi-
tation of the Edison diamond disc.
EDISON DISC PHONOGRAPH CATALOG.
The Edison people have recently issued a hand-
some new catalog of "Edison Diamond Disc Phono-
graphs,'' in the introduction of which we find a
statement giving a clear and concise explanation of
the peculiarities of the new Edison disc and of the
machine designed by Mr. Edison to play it.
Its many feet are what enable a gas bill to run
up so rapidly.
WebsterS
New International;
-TheMerriamWebster
I It answers with final authority all [
1 kinds of questions in Language, His- |
I tory, Biography, Fiction, Trades, |
1 Arts, and Sciences. I
I 400,000 Words and Phrases Defined. j
| 6000 Illustrations..
2700 Pages.
MM
If Springfield
| Mass
^UIIIIIIIIIIIIIIIIIIIIIIIIIUIIIIIIIIIIIIIUI
THE TALKING MACHINE WORLD.
49
0. K. HOUCK CO.'S SPECIAL WINDOW.
The Popular Music Trade Man of Memphis Ar-
ranges Special Window in Honor of the Tri-
City Ceremonial of the Nobles of the Mystic
Shrine — The Victrola Crosses the Hot Sands.
(Special to The Talking Machine World.)
Memphis, Tenn., December 7. — There are no
Nobles of the Mystic Shrine in the State of Ten-
nessee and apparently very few in any section of
the United States who do not know personally, or
have heard of, O. K. Houck, who is one of the most
O. K. Houck Co.'s Mystic Shrine
active of Shriners. It was most fitting, therefore,
that the O. K. Houck Piano Co., of which Mr.
Houck is the head, should prepare a special window
display in honor of the tri-State ceremonial of
the Nobles of the Mystic Shrine held recently.
A perusal of the accompanying ^.lustration indi-
cates better than words the elaborate character of
the display. There was a pyramid at the back,
hanging against which was a portrait of Imperial
Potentate Dr. Frederick R. Smith, and in the row
underneath portraits of Potentates of the Wahavi
Temple, Jackson, Miss. ; Sahara Temple, Pine
Bluff, Ark., and Al Chymia Temple, Memphis. The
bottom of the window was covered with sand and
small cactus and "crossing the hot sands" was a
camel with two humps wearing an Al Chymia fez,
harnessed to a small Victrola, with Victor rec-
ords for wheels. Following the Victrola was a
lion and a wild cat, illustrating the old saying that
"Music hath charms to soothe the savage breast."
There was also displayed in the window a copy of
the official program of the entertainment held on
Tuesday, November 24, together with two signs re-
ferring to the crossing
of the hot sands to the
music of the Victrola.
The whole window was
lighted by a large em-
blem of Al Chymia
Temple, outlined with
electric lights, the em-
blem, together with the
menagerie, having been
borrowed from the
Shrine.
Those who attended
the convention of the
National Association
of Talking Machine
Jobbers at Atlantic
City last summer will
recognize hanging
along the sides of the
pyramid the "Keys to
Window. Memphis," which were
so liberally distributed by Mr. Houck on that oc-
casion. Throughout the period of the ceremonial
the Houck display was one of the centers of inter-
est for all Shriners, as well as thousands of others
outside the fold, which, of course, pleased the
genial O. K.
IMPORTANT NEW CONNECTIONS.
Pathe Freres Phonograph Co. Arranges for
Representation in Many Sections of the
Country — Big Shipments from Europe.
God bless the man with a scheme, an idea. It
may be visionary, but in any case it certainly must
be better than resting all the time. — -Leslie M.
Shaw.
During the past month the Pathe Freres Phono-
graph Co., 29 West Thirty-eighth street, New
York, has closed a number of important deals for
representation in various sections of the country,
including both distributer and dealer agencies.
The company has .inaugurated an aggressive pub-
licity campaign through different mediums, and its
many machine and record catalogs which are high
grade in every detail, are calculated to give the
prospective purchaser an adequate understanding
of the qualities of the Pathephone and Pathe discs.
Referring to the general business situation at
the present time, an officer of the company said:
"We are progressing very nicely in all depart-
ments of our business, and as a matter of fact,
we have been working nights recently to keep pace
with the demands of our trade. We have in-
creased our sales and office staffs considerably
the past few weeks, and one of our traveling rep-
resentatives is now making a trip through Illinois
and the surrounding territory with gratifying suc-
cess.
"Our shipments from abroad have been causing
us no concern whatsoever, but, on the contrary,
our shipments have been as large as if there was
no war or commercial disturbance on the other
side of the Atlantic. The extent of our shipments
may be gathered from the fact that the inspectors
at the New York Cusloms House advised us this
week that our latest shipment was the largest singl:
shipment of any merchandise that had been re-
ceived in this country since the war started.
"We are more than pleased with the reception
accorded our machines and records throughout the
country, and the dealers that we established a
month or so ago are enthusiastic in approving the
dstinctive features of our product. The complete
opera scores and unusually fine dance records
are all giving perfect satisfaction to our dealers
and their patrons."
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SAMUEL LEVIN
HIGHLAND PARK, ILL.
50
THE TALKING MACHINE WORLD.
A CHRISTMAS SERMON FROM SANTA CLAUS.
In Which the Merry Old Elf Discusses Among Other Things the Talking Machine as a
Factor in Human Happiness and Enjoyment During the Holiday Period — Interesting
Comments on Useless Christmas Presents and the Most Appropriate Ones.
I was dozing by the open fire in the library.
The wind was rising among the maples outside the
window, and I could even hear the sharp crackle
of the thin ice along the shores of the Rancocas
as the flooding tide split it asunder.
Ever and anon a snowflake came down the
chimney only to sputter into steam as it en-
countered the blazing logs. My pipe had gone out
but 1 was really so comfortable that even that did
not matter. I gazed sleepily at my desk where
pad and pencil, uncovered typewriter, and a good-
ly store of manuscript paper called me to work.
• "Go hang ! all of you I" I cried, and closed my
eyes.
A low chuckle answered me from the fireplace,
and I sat up with a start. Standing with his back
to the flames, gazing at me from two very merry
blue eyes, and bathed in a soft and mellow glow,
The Christmas Spirit.
stood Santa Glaus. I had seen too many caricatures
of His Majesty of the toys and reindeer not to
know him at once. Strange to say, it did not seem
unusual that he should be there. In fact, I
remembered wishing only a short time before that
I could procure some ideas from 'him regarding
my prospective Christmas story already overdue.
"If anybody is well posted concerning Yuletide
gifts," I had ruminated, "Santa is the chap. Wish
I could interview him."
"Well.."' chortled my fat little visitor, ' puffing
away at his stubby pipe, "I got your mentaligram
and I'm here to be interviewed."
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from blurs, scrapings and harsh sounds.
"DUSTOFF"
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Aroused to my duties as host, I placed an easy
chair near my own, brought forth a s.rving table
with samovar, cigars and tobacco urn, and bade my
guest be seated. He complied with a flourish, and
I thought, or was it imagination? that his red
paunch shook a little as he moved, just as it did on
"the night before Christmas," long ago. He helped
himself to my oolong, filled his short-stemmed clay
from my store of Bull Durham, and signified his
willingness to be interrogated.
"Mr. Claus," I began, do you know anything
about talking machines?"
"Inasmuch as I handle thousands of 'em every
year, I should say, 'Yes.'" Then reaching again
for the samovar, he continued, "This refreshment
of yours is very warming after a long ride in the
snow; I'll take another if you don't mind," and he
poured out another. tup.
"Do you consider the talking machine an appro-
priate Christmas gift ?." I asked him".
"Emphatically so," he replied, and crossing one
fur-booted leg over the other, and shaking his fin-
ger at me by way of emphasis, he launched forth
as follows: "If the people upon this earth stopped
a moment to consider just how great an instru-
ment of music the talking machine has grown to
be, there would necessarily be a few million less
worthless parcels go into my sleigh. However, they
are waking up, these people, and the time is not far
distant, I am sure, when the money now spent for
articles of great price but of absolutely no value
will go for records by Caruso and Melba. I've
handled presents for hundreds of years, as you
doubtless know. There is nothing from a penny
doll to a brownstone mansion in the way of a Yule-
tide gift since the world began that is not written
down upon my books. That being the case, I am
unquestionably the greatest authority extant upon
that particular subject."
He paused a moment to relight his pipe and settle
himself more comfortably in his chair, then, quite
at ease, he continued : "You gentlemen of the
talking machine fraternity are in a position to do
a wonderful amount of1 good this Christmas time.
I say this Christmas time because, it seems to me,
that never before were you so amply qualified to
fulfill this mission of uplifting your fellowmen."
"I don't quite get you, friend Claus," I remarked
doubtfully. "We are merchants, not clergymen."
"Exactly,", quoth Santa between puffs, amused at
my skepticism, "but nevertheless you' have the
greater opportunities to accomplish the end I have
in view. Listen, and I'll make myself clear. The
reverend gentleman can only talk to his flock of the
folly of their ways and explain to them as forcefully
as is consistent with "the restrictions of his particu-
lar denomination what' will ultimately befall them if
they depart from the straight and narrow path.
You go to-church ; therefore, you know the method
employed there?"
"Oh, yes, of .course — that is, I have been to
church," 1 answered, endeavoring to be truthful.
"Very well, now I will show you how you can do
infinitely more good with your bottled songbirds
and canned musical organizations than the theolo-
gian with his sermons, no matter how carefully pre-
pared they may be, because you are in a position
to prescribe an antidote where he is not.
"Young folks won't stay off the streets at night
just because they are told they should. The fact
that it is supposed to be wrong, makes it far more
alluring. This.' same idea, of course, applies to the
cheap theater, the sensational movie parlor, and the
dance hall.
"Now then, this is where you come in," and he
grinned at me most encouragingly. "By the intro-
duction of your talking machine with the right kind
of records, and your moving picture machine for
the home with its wealth of valuable and intensely
interesting films, you can make home more allur-
ing than the dance hall and the theater, and thereby
solve the problem.
"There is no better way of rapidly advancing
Talking Ma-
chines, Typewriters, Phono.
graphs, Adding Machines, Cash
Registers, Guns and Tools and all
Polished Instruments. THE FI-
NEST OIL MADE. It absolutely
prevents rust. NYOIL now sold
everywhere by all hardware and
sporting goods men. Large bottle
(cheaper to buy) 25c; trial size, 10c.
WM. F. NYE, New Bedford, Mass.
For polishing
varnished woodwork it is
extremely satisfactory. No oil is so clean.
Jlsk your watch repairer whose
oil he uses on your watch.
civilization than by making the home more attract-
ive than the street, thus eliminating the desire to
wander abroad in the nocturnal hours, and, also
destroying the germ of immorality with which the
night air is saturated. The fellow would be a poor
fool who would prefer a dollar a night cabaret
singer to Geraldine Farrar, or a squawky dance
hall orchestra to Sousa or Liberati."
"I get your idea, Mr. Claus, and I beg to assure
you that I deem it well worthy of deep considera-
tion," I exclaimed enthusiastically. "I shall see
that it is exploited with the elaboration it deserves."
"I am glad to know that," he replied seriously,
"because it proves that my visit here to-night will
not be in vain. What is most needed at this time,
and what you can help me to bring about," he add-
ed even more seriously, "is the expenditure of
money along the lines that will do the most good
toward the advancement of civilization. I have
watched the evolution of this terrestrial sphere
with a great deal of interest throughout the cen-
turies, and I am sometimes very much discouraged.
Especially is this true when I see a fond mother
presenting her offspring with a $500 jewel-encrust-
ed cigarette case instead of elevating his mind, eyes
and ears with good music and interesting views, all
of which could be done for less money than was
expended by the doting parent for this bauble.
You spoke not long since, Mr. Claus," I remind-
ed him, "of the fact that we are able to do more
good toward the uplifting of our fellowmen than
even the clergy can accomplish. Why not collab-
orate with these gentlemen?"
"By all means do so," cried my guest, as he ad-
justed his furs for departure, "for by making the
church attractive as well as religious through the
medium of the phonograph and the motion pic-
ture, you will accomplish great things."
"Please do "not hurry,' 1 entreated, as he drew
on his mittens, and pulled his peaked cap, with its
silken tassel, down over his ears. "Won't you have
another cup before you go?"
He filled his cup once more and lifted it right
jauntily, "I give you this toast," he said :
TO A MERRY CHRISTMAS
Out of the northland do I come,
A Saint of the sleigh and toys.
Making happy the Christmas time
Each year for girls and boys.
Right merry chap they say I am,
Rich in good deeds too,
Yearning to please the ones I serve.
Can't beat that, can you?
Here's to your health before I go;
Right well have you served me here.
In after years i'll think of you,
So free with your cup and cheer.
To-night we part, but who can say;
Maybe we'll meet again.
A last farewell, good luck to you;
So-long, knight of the pen.
I seemed to hear the distant tinkle of sleighbells,
the faint thud of hoofs upon the roof, and an echo
of the driver's commands to his reindeer steeds,
then all was still.
"You've been dreaming, dear, and it's bedtime."
A loving hand caressed my brow, and I awoke.
Howard Taylor Middletqn.
THE TALKING MACHINE WORLD.
51
Margarete Matzenauer, leading con-
tralto of the Metropolitan Opera House,
has just made her first Columbia
records.
(Write for "Music Money," a book "full of meat" for those Columbia GraptlOptlOIie Company
dealers interested in quick and frequent turnover of capital.) Woolworth Building, New York
FRESH PROOFS OF ENTERPRISE IN SAN FRANCISCO.
Rearrangement of Talking Machine Stores, Attractive Displays, New Quarters All Tell
the Story of Prosperity in the- Talking Machine Field — Depression . Has Affected
These Establishments Less Than Any Other Line of Business — What Dealers Say.
(Special to The Talking Machine World.)
San Francisco, Cal., December 5. — General
improvements in the talking machine quarters of
this city in the past year are one of the best bits
of evidence that that branch of business suffered
less from the general depression, which has been
felt more or less all over the country, than most
other lines of trade. There is hardly a talking
machine department here, but what has under-
gone changes recently, and two new places have
started in the last few months. The Hauschildt
Music Co. is the latest concern to seek new quarters,
which will give it much better facilities for all
branches of its business, and particularly the talk-
ing machine department. The remodeling of the
ground floor of dark, Wise & Co. has just been
completed. The new' Edison Shop on Geary street
is a notable addition of this fall ; the department
on the ground floor of Eilers' Music House isn't
much older, and only last month the opening of
headquarters here for the Sonora Phonograph Co.
was reported. It hasn't been very long since
Sherman, Clay & Co. had their entire third floor,
which is devoted to talking machines, done over,
and not many months have elapsed since the Paci-
fic Phonograph Co. moved its jobbing business
from Mission street to new quarters on Geary.
In each instance the moves and changes were in
the nature of improvements, and at the present
time San Francisco can well be proud of her talk-
ing mach'ne headquarters. Judging from reports
from various interests, business has warranted the
forward strides. While other merchants have
been complaining very few complaints have ema-
nated from talking machine sources, and holiday
trade is starting in quite briskly. The distributers
are being rushed, and retailers are already holding
a good many outfits for Christmas delivery.
Hauschildt Music Co. in New Quarters.
The new location of the Hauschildt Music Co.
is at 105 Kearny street, in the same block with
Sherman, Clay & Co. and the Wiley B. Allen Co.
The store was formerly occupied by the old firm
of Benj. Curtaz & Sons. The company moved
in last week, but the remodeling of the premises
is st'll in progress. The talking machine depart-
ment is located on the ground floor, where five
demonstration rooms are being installed. These
will be absolutely sound-proof, and they are so
arranged that four others can easily be added at
a future date, if business warrants. There is also
ample room for general display purposes. The
building is a four-story and basement structure,
30x130 feet, which provides nearly 20,000 square
feet of floor space. Offices have been installed at
the rear of the ground floor, and the small goods
department will occupy part of the floor in con-
junction with talking machines. The second and
third floors are being fitted up for piano and
player-piano salesrooms. The fourth floor will 'be
utilized for shop purposes, and the basement for
storage. When the work in progress is completed,
the store will present an attractive appearance, and
will be conveniently arranged for both customers
and employes. Henry Hauschildt, head of the
company, who spends most of his time at the Oak-
land store, says they have been enjoying an ex-
cellent business in talking machines at both
locations. He handles Victor, Columbia and Edi-
son goods, and he reports the demand increasing
rapidly for Edison disc products. •
Demonstration Room for Sonora Co.
A demonstration room was installed at the So-
nora Phonograph Co.'s quarters on the Arcade
floor of the Phelan building the past month, and
other improvements have been made in the fur-
nishings and equipment. Manager F. B. Travers
reports business starting off encouragingly, and he
expects to work up a nice business on the Pacific
Coast for Sonora products.
Clark, Wise & Co. Store Remodeled.
Since remodeling their store, Clark, Wise & Co.
have very attractive talking machine parlors on
the ground floor. The remodeling called for the
installation of three more demonstration rooms
and a reception room, which gives the place
a home-like appearance and takes away the de-
cided store atmosphere, making it comfortable for
patrons to come in, rest awhile, and listen to the
new records without feeling obligated to purchase.
Mr. Wise thinks this feature will lead to an in-
creased sale of records, however. This room is
situated under the extension of the mezzanine
floor, and is furnished with writing desk, settees
and other conveniences.
Excellent Outlook in the North.
Andrew G. McCarthy, who looks after Sherman,
Clay & Co.'s Victor 'business, returned a short time
ago after a visit to the company's interests in the
Northwest. He reported business slightly im-
proved in the Northern cities, and is enthusiastic
over the firm's new store in Spokane, Wash., which
will be ready for occupancy either just before the
holidays or just after. He says business is boom-
ing in the wholesale department here. Four car-
loads of Victor goods arrived a few days ago, and
three of them were reshipped to their branch
stores and other dealers, whom they supply, on
the following day. Retail business is gaining im-
petus also as the holidays approach.
M. Dorian Arranging for Columbia Exhibit.
M. Dorian, treasurer of the Columbia Grapho-
phone Co., has been in San Francisco since
November 1. He has charge of arrangements for
the company's exhibit at the exposition, and has
devoted most of his attention while here to prep-
arations for the display. From all indications, his
firm plans to make an elaborate showing. He is
optimistic regarding prospects for the remainder
of this year and next. He called on the trade
in the Northwest en route here, and was well
pleased with the reports submitted by Columbia
connections in Portland, Seattle and Spokane. He
says the San Francisco agency has made a splen-
did record this year, more business having been
done in the first ten months than during the entire
year of 1914. He expects to leave for home early
in December.
New Manager for Emporium Department.
A change has taken place in the management
of the Emporium music department, Harry Mar-
cus succeeding A. A. Schell. Mr. Marcus comes
from Pittsburgh, where he was manager for Jacob
Doll & Sons, and prior to taking that position was
connected with the trade in New York. This
is his first experience on the Pacific Coast, and he
arrives with the intention of bringing the talk-
ing machine and piano business of the Emporium
up to the highest possible standard. Columbia
goods are handled by this firm exclusively. Mr.
Schell has not announced definite future plans.
IN CHARGE OF NEW LANDAY STORE.
Benj. Landay has been appointed manager of the
new Victor store of Landay Bros., Victor distrib-
uters at 23 West Forty-second street, New York,
which was formally opened on Monday of this
week. Mr. Landay, although comparatively young
in years', thoroughly understands the principles of
high-grade Victor merchandising, having been
connected with his brothers in the conduct of
other Victor stores in the Landay Bros.' chain.
Don't loaf around waiting for good luck. Buckle
down and compel good luck to come a-running.
Many a man who fails to score in this world
says the tally sheet is wrong.
WE BUY
Talking Machine
NOTES
LEASES
AND
CONTRACTS
From Responsible
Dealers & Manufacturers
EMPIRE SECURITY CO.
Harris Trust Bldg. CHICAGO
52
THE TALKING MACHINE WORLD.
LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS
(Special to Tlie Talking Machine World.)
Washington, D. C, December 10. — Stylus
Guiding Attachment for Sound Records. —
Harrison W. Rogers, Wheeling, W. Va., assignor
of one-half to Charles W. Ebeling, same place.
Patent No. 1.112,838.
The present invention relates to improvements
in stylus guiding and starting attachments for
sound records, one object of the invention being the
provision of an attachment adapted to be con-
nected to and carried by a sound record, and pro-
vided with means whereby the stylus will be prop-
erly guided to a selected point of the sound groove,
thus producing a device which is especially adapted
for use in connection with a record carrier operated
from a projector mechanism, as particularly set
forth in a copending application filed February 7,
1913, Serial No. 746,890, the present attachment
rendering it an easy matter for the operator to
position the stylus for entering a selected point
of the sound groove when the record carrier is
operated at the proper time through the projector
mechanism.
A further object of the present invention is the
provision of ■ an attachment carrying a stylus re-
ceiving and guiding portion which is so constructed
as to be readily adjusted relatively to the sound
groove of the record, so that the stylus will be
started at a selected point of the groove, and with-
out the necessity of causing the record to be rotated
a plurality of revolutions before the sound wave
forming portion of the record is in operable en-
gagement with the stylus.
A still further object of the present invention is
the provision of a stylus guiding attachment, which
will reinforce the sound record at the starting point
of the phonic groove, in that a metal, or other hard
substance is placed to receive the initial presenta-
tion and guiding of the stylus. This substance is
provided with means for insuring the direction of
the stylus into the sound groove, at its beginning
or at any "lead in" point of such groove. This fea-
ture cannot be too greatly emphasized, for where
the record is used in a booth with a motion pic-
ture machine projector, a stylus positioning and
guiding means mus' itself be durable and the rec-
ord at the starting point must be reinforced to
withstand the resulting hard usage. By making the
guide a projection above the record surface, a
means by which the operator may "feel" the posi-
tion for inserting the stylus in the dim or no light
of the booth is afforded, and thus at all times is
provided means whereby the proper positioning of
the stylus is assured.
In the drawings, Fig. 1 is a plan view of a disc
record with one form of the present invention ap-
plied thereto. Fig. 2 is a fragmentary portion of
the disc showing the structure as shown in Fig. 1
upon a larger scale. Fig. 3 is a view similar to
Fig. 2 showing a modified construction of the pres-
ent invention. Fig. 4 is a view similar to Fig. 1
showing another modified construction of stylus
guiding and starting device or attachment. Fig. 5
is a side elevation of the device with a portion of
the record in elevation. Fig. 6 is a detail view of
the pivoted stylus sLarting and guiding member
thereof. Fig. 7 is a section taken on line 7 — 7 of
Fig. 5.
Graphophone and Gramophone Sound Box.- —
Albert L. Roethe, Milwaukee, Wis. Patent No. 1,-
113,911.
This invention consists in what is herein par-
ticularly set forth with reference to the accompany-
ing drawings, its objects being to eliminate hissing
noise in sound reproductions from graphophone
and gramophone records and to improve the tone
of such reproductions by means of improved sound
boxes to which this invention relates.
Fig. 1 of the drawings represents a sectional view
of one of the improved sound boxes and is indi-
cated by line 1 — 1 in Fig. 2; Fig. 2 of said drawings
represents a side elevation of the sound-box partly
broken away ; Fig. 3, a plan view of a detail of said
sound box partly in horizontal section as indicated
by line 3 — 3 in Fig. 1, and Fig. 4, a partly sectional
view of another detail of the aforesaid sound box
on the plane indicated by line 4—4 in Fig, 2.
Diaphragm for Sound Reproducers —Frederick
W, Thomas, New York City, N. Y. Patent No. 1,-
116,165.
The object of this invention is to provide a new
and improved diaphragm for sound reproducers
such as are used in gramophones, graphophones,
receivers and transmitters of telephones and other
sound-reproducing instruments and machines, and
which is exceedingly sensitive for the reproduction
of sound vibrations.
In order to accomplish the desired result use
is made of a diaphragm of metal made exceed-
ingly dense or compact throughout by pounding,
beating, pressing, hammering or similar processes.
Figure 1 is a face view of the diaphragm as ap-
plied to a graphophone sound box shown in dot-
ted lines; Fig. 2 is an enlarged cross section of
the diaphragm on the line 2 — 2 of Fig. 1, and
showing in dotted lines the ring for compacting
the peripheral edge of the diaphragm, and Figs.
•j and 4 are cross sections of diaphragms of dif-
ferent shapes.
Diaphragm for Sound Reproducers. — Frederic
W. Thomas, New York, N. Y. Patent No.
1,116,166.
This invention relates to a diaphragm for sound
recorders and reproducers and is especially adapted
for use in phonographs, graphophones and the like.
At the present time mica diaphragms are in uni-
versal use for phonographic sound recorders and
reproducers, although numerous other types of dia-
phragms have been proposed, and among these
others are metallic diaphragms variously corru-
gated or indented for the purpose of obtaining a
reproduction or recording of sounds equivalent to
that obtainable with mica, the aim being to obtain
a cheap substitute, as mica is expensive in the
present condition of the market. Corrugated me-
tallic diaphragms are unsatisfactory for various
reasons, but mainly on account of their weakness
at the central part where buckling occurs, thus
showing a lack of strength of material or required
stiffness. According to another type of diaphragm,
the diaphragm is flat throughout its area and the
metal pounded to strengthen the diaphragm by
compacting the material, and then the diaphragm is
nickel-plated to prevent corrosion or affection by
the elements. Such metal diaphragms being of
the same thickness from center to edge are un-
satisfactory because of the lack of stiffness at the
center, and, furthermore, because of the coating of
nickel-plate, which materially interferes with the
tonal qualities.
It is the object of the present invention to over-
come the objections above noted by producing a
metallic diaphragm which in recording and repro-
ducing qualities is superior to mica, far less ex-
pensive, smaller in size for the same capacity of
sound reproducing and recording, and which is
practically indestructible, whereas mica diaphragms
■are of very short life because of their laminated
structure, which results in the separation of the
laminae by the vibratory action.
In carrying out the invention any suitable metal
may be employed that is practically unaffected by
the weather and temperature changes, such metals
being gold, silver, platinum, antimony, tin, alumi-
num and the like, and alloys of such metals.
Blanks cut from sheets of metal and preferably in
the form of discs are subjected to a pounding, ham-
mering or other compressing or compacting opera-
tion, whereby the metal is compacted and the air in
the pores excluded. The pounding or hammering
is so carried out that the resulting diaphragm will
be of somewhat greater thickness at the middle
than at the periphery, there being a gradual and
uniform diminution of thickness from the center
outwardly. During the shaping of the diaphragm
the metal spreads radially, whereby the diaphragm
acquires the required stiffness or rigidty and en-
tirely overcomes any tendency to buckle. In other
words, the diaphragm is of uniformly increasing
strength from the supported periphery to the un-
supported center.
When the diaphragms are made of certain kinds
of metals it has been found beneficial to subject
the diaphragm to a bath of cyanid of potassium,
which tempers and strengthens the metal. It may
also be necessary in some instances to increase
the stiffness or rigidity of the diaphragm, after it
has been acted on by the pounding or hammering
dies which produce the uniform decrease in thick-
ness from the center to the periphery, by stamping
the entire peripheral portion of the diaphragm by
means of an annular die which effects a radial ex-
pansion and hence radial stress because of the
flow of metal outwardly in radial directions.
In the accompanying drawings, wherein similar
reference characters designate corresponding parts
throughout the several views, Fig. 1 is a side view
of a blank of metal from which a diaphragm is
made; Fig. 2 is a plan view thereof; Fig. 3 is a
view showing the blank in the initial stage being
hammered; Fig. 4 is a similar view showing the
final stage of pounding or hammering the dia-
phragm ; Fig. 5 is a view showing the manner of
compressing the peripheral portion of the ham-
mered diaphragm; Fig. 6 is a plan view of the dia-
phragm resulting from the operation shown in
Fig. 5; Fig. 7 is a sectional view of the finished
diaphragm having one side flat and the other side
convex; Fig. 8 is a sectional view of a diaphragm
convex on both sides; and Fig. 9 is a sectional
view of a diaphragm which tapers from the center
to the periphery on straight lines.
THE TALKING MACHINE WORLD.
53
LATEST PATENTS RELATING TO TALKING MACHINES — ( Continued from page 52).
Repeating Device for Talking Machines. —
Lawrence Abraham, New York. Patent No. 1,117,143.
This invention relates more particularly to a
device for use in connection with disc record ma-
chines, although a device of similar nature can be
arranged in connection with the records of various
makes of machines.
This device is shown as applied to the well-known
Victor talking machine and has for its object to
adapt the machine to repeat the playing of the
record by automatic means requiring no attention
on the part of the operator other than keeping the
motor going. This device when properly applied
will also prevent the scraping of the needle after
a record is played if the operator should neglect
to lift the needle from the disc.
One form of this device as adapted to the Vic-
tor machine is illustrated in the accompanying
drawings, of which Fig. 1 is a plan view and Fig.
2 a side view.
Talking Machine. — Charles L. Hibbard, Phila-
delphia, Pa., assignor of one-half to Frederick W.
Hager, same place. Patent No. 1,118,902.
This invention relates generally to talking ma-
chines and has particular reference to the construc-
tion and arrangement of the sound amplifier em-
ployed in connection therewith.
The object of the invention is to simplify and re-
duce the cost of the machine, and at the same time
give the reproduced sound improved tone quality
and greater volume and clearness.
In the drawings — Fig. 1 is a central longitudinal
section, taken on the line S\ S'! of Fig! 2 and Fig. 2
is a horizontal section, taken on the line Sa, S2,
of Fig. 1.
Diaphragm. — James W. Owen, Lansdowne, Pa.,
and Albertis Hewitt, Camden, N. J., assignors to
the Victor Talking Machine Co., Camden, N. J.
Patent No. 1,118,675.
This invention particularly relates to diaphragms
for sound recording and reproducing devices, such
as are preferably adapted to talking machine con-
struction.
The principal objects of this invention are, to
provide a diaphragm that will respond with per-
fect clearness to the most delicate vibrations, ir-
respective of any atmospheric changes, and that
will accurately record and reproduce both the high
and low- tones and the included range with equal
effect ; and to provide a diaphragm which not only
has the characteristics essential to the best repro-
duction of clear, loud and distinct tones, but com-
bines therewith durability and stability, together
with cheapness of manufacture in any desired quan-
tities.
In the accompanying drawing, Fig. 1 is a front
elevational view of the simplest form of this in-
vention ;
front elevational view of a
diaphragm formed of fine woven fabric; Fig. 3 is
a view similar to Fig. 2, showing the fabric treat-
ed with an electrically conductive material ; Fig. 4
is a view similar to Figs. 2 and 3, showing the fab-
ric diaphragm having an integument of metal; Fig.
•5 is a fragmentary transverse section view of the
diaphragm shown in Fig. 4 ; Fig. 6 is a front ele-
vational view of a diaphragm similar to the dia-
phragm shown in Fig. 2, but of a relatively coarser
fabric ; Fig. 7 is a fragmentary transverse sectional
view of the diaphragm shown in Fig. 6 showing
its interstices provided with a filling, and Fig. 8 is
a fragmentary transverse sectional view similar to
Fig. 7, showing a dermatoid metallic integument
formed therewith.
Sound Box for Talking Machines. — Alva D.
Jones, Philedelphia, Pa. Patent No. 1,118,653.
In sound boxes for talking machines, as general-
ly constructed, the sound reproducing diaphragm is
detachably held in position by one or more detach-
able annuli of rubber or similar material and the
sound box is composed of a plurality of metallic
and rubber parts united together by screws, the
various parts having rubber insulation between
them, whereby the cost of production is greatly
increased.
It is further well-known that most sound boxes
in use frequently emit a metallic or scratchy sound
accompanying the reproduction of sound from the
sound reproducing tablet. By the present inven-
tion, the entire sound box body is constructed of a
single body of rubber or similar suitable material,
the main body portion of the box having attached
thereto by an annular, resilient, integral hinge, a
front annular bead, having a diaphragm seat there-
in, said bead being softer or semi-cured with re-
spect to the sound box body, which latter is harder
or cured to a harder degree than said front annular
bead containing the diaphragm seat.
It has been discovered as the result of an exten-
sive series of experiments, that rubber when prop-
erly cured to the requisite degree, possesses many
characteristics of the human throat when employed
for a sound reproducing agent, and by constructing
the entire sound box body of rubber and mounting
the diaphragm in a seat within the front annular
bead, which is softer than the sound box body,
there is produced a device whereby the sound de-
livered from the diaphragm is greatly mellowed
and improved, and a clear and distinct articula-
tion obtained, provision thus being made for the
diaphragm to be yielding supported so that it has
capacity for vibration adjacent to its perimeter as
nr.
well as its center, the novel sound box and its
adjuncts being inexpensive to construct, sensitive
in action, easily and quickly repaired and readily
accessible for the purpose of inspection or replace-
ment of parts, means being thus provided for a
general improvement of the tones, amelioration of
the scratchy, metallic or grinding sounds common
in instruments of this class, and provision being
thus made for a faithful development and repro-
duction of the delicate sounds ordinarily difficult
to reproduce, which are reproduced by this device
with a maximum degree of fidelity and faithful-
ness to the original.
To the above ends, this invention consists of a
novel construction of a one-piece sound box com-
posed of rubber or similar material, wherein the
body portion is thickened and cured to the requisite
degree of hardness, said body portion having in-
tegral with or secured to the front portion there-
of, an annular bead encircling and containing the
diaphragm, the material of which said bead is com-
posed being softer than the body of the sound box.
whereby the requisite capacity for the vibration of
the diaphragm at its outer and intermediate por-
tions is provided.
It further consists of a novel construction of a
sound box having a one-piece body of rubber or
similar material of varying degrees of hardness,
within the softer portion of which the mica or
other diaphragm is cast or molded, without neces-
sitating the employment of extraneous fastening
devices.
Fig. 1 represents a side elevation of a sound box
for talking machines, gramophones, graphophones
and the like, embodying the invention. Fig. 2
represents "a section on line x — x Fig. 1. Fig. 3
represents a view similar to a portion of Fig. 2,
showing the sound box on an enlarged scale.
Sound Box for Reproducing and Recording
Sound Waves. — Robert L. Gibson, Philadelphia,
Pa. Patent No. 1,118,647.
This invention has reference to sound boxes for
reproducing and recording sound waves, and con-
sists of certain improvements.
This application is a division of application
Serial No. 372,432, filed May 7, 1907.
The object of the invention is to provide a suit-
able manner of supporting the vibrating diaphragm
with which the stylus bar connects, whereby the
extreme perimeter or circumferential edge of the
diaphragm will alone be held in engagement with
the ring or casing of the sound box, and by reason
of which the vibrations of the diaphragm will be
independent of the elasticity of any intermediate
supporting means in the plane of the vibrations
such as have been heretofore employed and which
cover a material portion of the face of the dia-
phragm.
-4-
This invention consists in providing a metallic
ring portion which may be secured to or form a
part of the case of the sound box in which the
interior diameter is accurately formed, so as to co-
operate with the extreme outer edge or perimeter
of the diaphragm so as to hold the same definitely
in position by a slight clamping action upon sub-
stantially the entire perimeter of the diaphragm,
whereby the entire diaphragm is free to vibrate,
while at the same time the perimeter is practically
held against movement.
More specifically, this invention consists in pro-
viding the interior surface of the ring of such a
construction that different portions thereof have
different diameters, and by means of which the dia-
phragm may be crowded into position so as to be
held at its extreme perimeter at one definite place
within the ring, and in interposing between the
perimeter of the diaphragm and that portion of the
ring which it is to engage, an exceedingly thin layer
of yielding material, whether of textile or other
material, which while not having any material
elasticity will form a better binding union between
the extreme outer circumference of the diaphragm
and the metal ring which supports it.
Fig. 1 is a front elevation of a sound box, em-
bodying these improvements; and Figs. 2, 3 and 4
are enlarged cross sections showing definite man-
ners of uniting the ring and diaphragm, embodying
the invention.
60 YEARS-
EXPERIENCE
Trade Marks
Designs
Copyrights Ac.
Anyone sending a sketch and description may
quickly ascertain our opinion free whether an
Invention is probably patentable. Communica-
tions strictly confidential. HANDBOOK on Patents
sent free. Oldest agency for securing patents.
Patents taken through Munn & Co. receive
special notice, without charge. In the
Scientific American.
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oulat'-
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Branch Office 626 F SU Washington, SJ, C.
54
THE TALKING MACHINE WORLD.
RECORD BULLETINS FOR JANUARY, 1915.
VICTOR TALKING MACHINE CO.
No.
17629 Me
SONG HITS OF THE MONTH.
Size.
et Me in Blossom Time (Moriarty-Shannon) . .
Oakland-Campbell- Burr
I Am Longing for the Days that Might Have
Been (Jacobns-Selden-Doyle)
Edna Brown-James F. Harrison
17653 You're Always Welcome at Our House (Wm.
Tracey-Al. Harriman) Geo. Wilton Ballard
Underneath the Japanese Moon, from "Follies of
1914" (Gene Buck-W. Gus Haenschen)
Irving Kaufman
17655 He's a Rag Picker (Irving Berlin)
Peerless Quartet
Poor Pauline (Charles McCarron-Raymond Walk-
er) Billy Murray
17657 The Memphis Blues (W. C. Handy)
Morton Harvey
The Mississippi .Barbecue (Dave Reed)
Collins and Harlan
17659 Sister Susie's Sewing Shirts for Soldiers (R. P.
Weston-Herman E. Darewski) .... Billy Murray
Now I'll Raise an Army of My Own (Roger
Lewis- Ernie Erdman) Billy Murray
17666 Back to the Carolina You Love (Grant Clarke-
Jean Schwartz) Peerless Quartet
Tennessee, I Hear You Calling Me (Harold A.
Robe-Jeff Godfrey) American Ouartet
MEW DANCE RECORDS.
17606 Parisimo One-step (Charles E. Roat)
Victor Military Band
Jamais Trop (Never Too Much) One-step (Otto
Frey) Victor Military Band
17604 Metropolitan Hits — Medley One-step (Accordeon)
Pietro Deiro
Corker Medley One-step (Accordeon) Pietro Deiro
35419 Humpty Dumpty — Fox Trot (C. Straight- Arr. W.
C. O'Hare) Victor Military Band
Spookville Chimes — Fox Trot (Theo Morse)....
Victor Military Band
35422 Hits of 1915— Medley Fox Trot
My Tango Girl — Fox Trot (Louis Hirsch)
Victor Military Band
17665 The Sparkling Moselle, from "Papa's Darling"
(Harry B, Smith-Ivan Caryll)
O. Kline-H. Macdonough with Lyric Quartet
Love Moon — Waltz Song, from "Chin Chin"
(Anne Caldwell-lvan Caryll)
Olive Kline and Lyric Quartet
35420 The Life of Our Lord(Bible Story) Pauline Potter
David and His Brethren (Bible Story)
Pauline Potter
17658 Mr. Dooley's Address to the Suffragists
Steve Porter
Fall in Line (Suffrage March) (Zena S.
Hawn) Victor Military Band
17671 Home, Sweet Home — Transcription (Celeste
Solo) Felix Arndt 10
Scotch Songs — Transcription (Celeste Solo)
Felix Arndt 10
PATRIOTIC AIRS OF GERMANY. AUSTRIA. FRANCE
AND BELGIUM.
1766S La Marseillaise — National Air of France
Sousa's Band 10
Belgium — National Air (La Brabanconne)
Victor -Military Band 10
17669 Die Wacht am Rhein (Watch on the Rhine) — Na-
tional Air of Germany (Carl Wilhelm)
Sousa's Band
Austrian National Hymn (Gott erhalte Franz den
Kaiser) (Austrian Hymn)
Victor Military Band
17670 Die Wacht am Rhein (Watch on the Rhine) (C.
Wilhelm) In German Carl Schlegel
Deutschland, Deutschland, iiber Alles (German
National Song) (Joseph Haydn) In German..
Carl Schlegel
S5397 Die Walkiire — Magic Fire Scene (Wagner)-...
Vessella's Italian Band
Rienzi Overture (Wagner) A. Pryor's Band
17656 Krupp March (Wilhelm Wacek)
United States Marine Band
Grand Duke of Baden March (Teike)
United States Marine Band
35413 Gems from Robin Hood (Part I) (H. B. Smith-
Reginald de Koven) . . .Victor Light Opera Co.
Gems from Robin Hood (Part 2) (H. B. Smith-
Reginald de Koven) ... Victor Light Opera Co.
NEW EDUCATIONAL RECORDS.
17662 (1) Come Away, Death, from "Twelfth Night"
(A. Barrat) (2) Take, Oh Take, Those Lips
Away, from "Measure for Measure" (J. Wil-
son ("Songs from Shakespeare") (Harp ac-
companiment) Raymond Dixon
Oh, Mistress Mine, from "Twelfth Night" (Music
by Thomas Morley (Songs from Shake-
speare") (Harp accompaniment)
Raymond Dixon
17634 Who is Sylvia? (F. Schubert) from "Two Gentle-
men of Verona" (Baritone Solo with harp)..
Reinald Werrenrath
It Was a Lover and His Lass, from "As You
Like It" (Music by Thomas Morley) ("Songs
from Shakespeare") (Unaccompanied)
Raymond Dixon-Harry Macdonough
17663 Good News (Old Negro Spiritual) (Unaccom-
panied) Tuskegee Institute Singers
Live a-Humble (Old Negro Spiritual) (Unaccom-
panied) Tuskegee Institute Singers
17645 (1) Jack in the Pulpit, (2) In the Belfry, (3)
Corn Soldiers, (4) Naming the Trees, (5) The
Squirrel, (6) The Windmill, from "New Song
Book and Music Reader" (Fullerton & Gray)
(with piano) Olive Kline
(1) Riggetty Jig, (2) The Singing School. (3)
Dancing Song, (4) Dancing in May, (5) Mother
Goose Lullaby, from "New Song Book and
Music Reader" (Fullerton & Gray) (with
piano) ..Olive Kline
PURPLE LABEL RECORDS.
Nora Bayes, Soprano.
60U2 We Take Off Our Hats to You, Mr. Wilson!...
Blanche Merrill
finl27 1 Work Eight Hours, Sleep Eight Hours. That
Leaves Eight Hours for Love Ted Snyder
in
in
10
10
10
10
12
10
10
10
10
10
10
12
12
10
10
10
10
10
10
10
10
10
10
10
10
6012S A Birthday. Soprano Solo by Florence Hinkle,
Poem by Christina Rosetti ; music by R. Hunt-
ingdon Woodman .* 10
70109 The Garden by the Sea (Otway Thorps-Francis
Lloyd) Baritone Solo George MacFarlane 12
THE JANUARY RED SEAL RECORDS.
64429 Golden Love. (Mary Mark Lemon-Milton
Wellings) Tenor Solo in English
John McCormack 10
64439 Hungarian Dance No. 7 (with pianoforte)
(Brahms-Joachim) Violin Solo..Mischa Elman 10
04450 Solitude (poem by T. d'Offoel to Rubinstein's
"Melody in F.") Soprano Solo in French, with
Balalaika Orchestra — Pianoforte by Frank La
Forge Frances Alda 10
64457 Barcarolle — Tales of Hoffman. (Offenbach) Vio-
lin Solo Maud Powell 10
64470 Thy Beaming Eyes, Op. 40, No. 3 (Poem by W.
H. Gardner; Music by E. A. MacDowell). Con-
tralto Solo in English; Pianoforte by Rosario
Bourdon Sophie Braslau 10
74406 Parsifal — Amfortas' Gebet, "Mein Vater!" (Am-
fortas' Prayer, "My Father") (Act III) Bari-
tone Solo, in German (Wagner)
Clarence Whitehill 12
74417 One Sweetly Solemn Thought (Sacred Song
(Phoebe Cary-Paul Ambrose) Bass Solo, in
English Herbert Witherspoon 12
74419 The Death of Nelson (John Braham) Tenor Solo,
in English Evan Williams 12
87143 Thais — Aria Alessandria — Ecco la terrible citta
(That Awful City , I Behold) (Act I) (Mas-
senet) Baritone Solo, in Italian ... .Titta Ruffo 10
871S4 Der Jager lang dem Weiher ging (Hunter's
Song)_ (Folk Song) (Pax. Arr. Wilhelm Ber-
ger) Soprano and Tenor Duet, in German....
Alma Gluck and Paul Reimers 10
87191 Serenade, "Softly Through the Night is Calling"
(Mattellath-Schubert) Tenor Solo in English;
Pianoforte by Vincent O'Brien
John McCormack and Fritz Kreisler (Violin) 10
87201 Life's Dream Is O'er (Music to "Alice Where
Art thou?") (Arr. by S. G. Pratt) Soprano
and Contralto Duet, in English
Alma Gluck and Louise Homer 10
88469 Aida — O patria mia (My Native Land) (Act III)
(Verdi) Soprano Solo, in Italian
Emmy Destinn 12
88492 Le Carillon de Cythere (The Chimes of Cythera)
(F. Couperin) Piano Solo
Ignace Jan Paderewski 12
88503 Carmen — Micaela's Air (I Am Not Faint-Heart-
ed) (Bizet) Soprano Solo, in Italian
Louisa Tetrazzini 12
COLUMBIA GRAPHOPHONE CO.
SYMPHONY DOUBLE-DISC RECORDS.
No. S
A5612 Mary (Richardson). Soprano Solo in English,
with orch. accomp Bernice de Pasquali
Swiss Echo Song (Eckert). Soprano Solo, in
English, orch. accomp Bernice de Pasquali
A5610 Tannhauser (Wagner). "O Star of Eve" Bari-
tone Solo in English, orch. accomp
Charles W. Clark
Herodiade (Massenet.) "Vision Fugitive"
(Fleeting Vision). Baritone Solo in French,
orch. accomp Charles W. Clark
BLUE-LABEL DOUBLE-DISC RECORDS.
A1616 Aloha Oe (Liliuokalani)
Toots Paka Hawaiian Company
Hawaiian Medley Toots Paka Hawaiian Co.
A Popular-Priced Operatic Coupling.
A1618 Lucia di Lammermoor (Donizetti) "Tomba degli
avi miet" (Tombs of My Ancestors). Tenor
Solo in Italian, orch. accomp
Manfredi Polverosi
Traviata (Verdi). "Parigi o cara" (Far from
the Parisian Throng.) Soprano and Tenor
duet in Italian, with orch. Ida Cattorini,
soprano, and Angelo Bendinelli, tenor
A1621 Revival Day (Berlin.) Baritone Solo, orch. ac-
comp Al Jolson
Back to the Carolina You Love (Schwartz). Bari-
tone Solo, orch. accomp Al Jolson
A1622 A Perfect Day (Jacobs-Bond)
Columbia Mixed Quartet
Oh Fair, Oh Sweet and Holy (Cantor). G. Stehl,
violin; M. P. Lufsky, flute; C. Schuetze, harp
DOUBLE-DISC RECORDS.
A1582 What a Friend Thou Art to Me (Main)
Chautauqua Preachers' Quartet
Glorious Things of Thee Are Spoken (Towner).
Chautauqua Preachers' Quartet
A15S5 Why Did He Die? (Owen)
Chautauqua Preachers' Quartet
I Want My Life to Tell (Lorenz)
Chautauqua Preachers' Quartet
A1584 Let the Lower Lights Be Burning (Bliss)
Chautauqua Preachers' Quartet
Softly Now the Light of Day (Gottschalk)
Chautauqua Preachers' Quartet
A15S5 Hold the Fort (Bliss)
Chautauqua Preachers' Quartet
The Wayside Cross (Palmer)
Chautauqua Preachers' Quartet
A1610 Still, Still With Thee (Garrish)
Chautauqua Preachers' Quartet
Remember Me, Oh Mighty One (Kinkel)
Chautauqua Preachers' Quartet
A1617- It Was a Lover and His Lass (German). Con-
tralto and Baritone Duet, in English, . orch.
accomp Carrie Herwin and George Baker
Whisper and I Shall Hear (Piccolomini). Con-
tralto and Baritone Duet, in English, orch.
accomp Carrie Herwin and George Baker
A1619 Henry VIII Suite (German). Morris Dance...
Columbia Orchestra
Henry VIII Suite (German). Shepherd's Dance.
Columbia Orchestra
A1620 It's a Long, Long Way to Tipperary (Williams).
Prince's Band with Chorus of Men's Voices
Red, White and Blue (Shaw) .... Prince's Band
12
12
CHEMISCHE
FABRIK
E. SAUERLANDT bel Apolda i. Th., Germany
The largest manufacturing plant in the world devoted exclusively to the
manufacture of Master-Waxes and Master-Blanks for
Gramophone and Phonograph Recording
Sole Manufacturer of Wax " P.*' the best recording material for Berliner- cut .
10
10
The Prise Song of the Panama-Pacific Exposition Song
Contest Conducted by the San Francisco Bulletin
A1623 Nineteen-Fifteen San Francisco (Jacoby). Tenor
Duet, orch. accomp
A. Campbell (1st), H. Burr (2d) 10
I Love You, California (Frankenstein)
Prince's Orchestra 10
A1631 Jackanapes Polka. Concertina Solo. . .A. Prince 10
Chicago Schottische (Clifford). Concertina Solo.
Alexander Prince 10
LATEST SONG HITS.
A1625 When It's Night Time Down in Burgundy
(Paley.) Orch. accomp
Columbia Stellar Quartet
The Dress My Mother Wore (Sunshine and Mar-
shall). Tenor and Baritone Duet, orch accomp.
Charles W. Harrison and Andrea Sarto
A1624 Chinatown, My Chinatown (Schwartz). Soprano
and Tenor Duet, orch. accomp
Grace Kerns and John Barnes Wells
Mrs. Sippi, You're a Grand Old Girl (Ashlyn).
Columbia Stellar Quartet
A1626 Do the Funny Fox Trot (Carroll and Carroll)
Baritone and Tenor Duet, orch. accomp
Arthur Collins and Byron G. Harlan
Poor Pauline (Walker). Baritone Solo, orch. ac-
comp Arthur Fields
A1627 In the Garden (Lange). Soprano and Tenor
Duet, orch. accomp
Ada Jones and George W. Ballard
It's a Very Easy Thing to Put a Ring Upon a
Finger (Grant). Baritone and Tenor Duet,
orch. accomp.... A. Collins and B. G. Harlan
A1628 He's a Rag Picker (Berlin). Orch accomp
Peerless Quartet
Stay Down Where You Belong (Berlin). Bari-
tone Solo, orch. accomp Arthur Fields
A1630 In Siam (Klein.) Tenor Solo, orch. accomp...
Henry Burr
The Red, White and Blue (New Ballad) (Hirsch).
Orch. accomp. Peerless Quartet
A5611 Jewels of the Madonna (Wolf-Ferrari). Intro-
duction to Act II Pince's Orchestra
Jewels of the Madonna (Wolf-Ferrari). Intro-
duction to Act III Prince's Orchestra
A5614 Clammy Green Golden and Hughes
"I Don't Care If You Never Come Back," "Push
Dem Clouds Away," "Good-bye, Manhattan
Isle," Columbia Minstrels
DANCE RECORDS. RECORDING SUPERVISED
G. HEPBURN WILSON, M.B.
A6613 It's a Long, Long Way to Tipperary (Williams).
One-step Prince's Band
As You Please (Lamont). One-step
Van Eps Banjo Orchestra
A5615 College Medley, No. I — One-step. .Prince's Band
College Medley, No. II — One-step. Prince's Band
A5616 Destiny Waltz (Baynes) Prince's Band
Free and Easy (Berger). "Castle Polka."
Prince's Band
A5617 Morning Exercise (Berlin). Fox Trot
Prince's Band
Love's Perfume (Parfum d'Amour) (Henry) . .
Waltz-Hesitation Prince's Band
A1829 Soup to Nuts (Arndt). One-step
Van Eps Banjo Orchestra
I Want To Go Back to Michigan (Berlin). Fox
Trot Van Eps Banjo Orchestra
12
BY
EDISON BLUE AMBEROL RECORDS.
2485
2488
2501
2509
2498
2484
2499
2494
2496
2490
2507
2504
2500
2502
2492
2489
2495
2493
2503
2505
2506
2510
2491
2497
2508
REGULAR LIST.
Boat with My True Love's Name (Collin Coe)
Contralto and Baritone Duet, orch. accomp...
Helen Clark and Vernon Archibald
By the Setting of the Sun (Florence Gear) Tenor
Solo, orch. accomp Walter Van Brunt
California and You (Harry Puck) Tenor Solo and
chorus, orch. accomp. .. .Billy Murray and Chorus
Come Back to Me (C. Flavell Hayward) Contralto
Solo and Chorus, orch. accomp
Mary Jordan and Chorus
Comfort Ye, My People — Messiah (Handel)
Tenor Solo, orch. accomp Reed Miller
Dost Thou Know that Sweet Land? (Connais tu le
pays) — Mignon (Thomas) Contralto, orch. ac-
comp Marie Morrisey
Ev'ry Valley Shall Be Exalted — Messiah (Handel)
Tenor Solo, orch. accomp Reed Miller
Fairest Rose Waltz (H. Engelmann) Xylophone
Solo, orch. accomp Charles Daab
Girl from Utah — One-step (Jerome D. Kern) (For
Dancing) National Promenade Band
I'm Goin' Back to Louisiana (E. Clinton Keithley)
Tenor Solo and chorus, orch. accomp
Billy Murray and Chorus
1 Want to Go Back to Michigan (Irving Berlin)
Tenor Solo and chorus, orch. accomp
Billy Murray and Chorus
La Boheme Waltz Song (Puccini) Whistling Solo,
orch. accomp Guido Gialdini
Leave Me to Languish — Recitative and Aria from
Rinaldo (Handel) Soprano Solo, orch. accomp.
Adelaide Fischer
Love's Melody (Leo Daniderff) Tenor Solo and
Chorus, orcn. accomp
Elizabeth Spencer and Emory B. Randolph
Lu Lu-Fado (Nicolino Milano) (For Dancing)..
National Promenade Band
Meadowbrook Fox Trot (Arthur Kraus) (For
Dancing) National Promenade Band
Mrs. Sippi, You're a Grand Old Girl — Pretty Mrs.
Smith (Belle Ashlyn). Contralto and Tenor
Duet, orch. accomp.. .Helen Clark and Billy Murray
My Dream of Dreams — Pretty Mrs. Smith (Car-
roll and Robyn) Soprano Solo, orch. accomp.
Marie Kaiser
Ta-Tao One-step (Chinese Dance) (William H.
Penn) (For Dancing) ... National Promenade Band
Vulcan's Song (Gounod) Basso Solo, orch. ac-
comp T. Foster Why
Weber's Last Thought — Fantasia (Weber) Cor-
net Solo, orch. accomp Gustav H. Heim
When the Ebb-tide Flows (Stanley Gordon) Male
voices Knickerbocker Quartet
When the Green Leaves Turn to Gold (Ray-
mond White) Soprano and Tenor Duet, orch.
accomp Elizabeth Spencer and W. Van Brunt
When the Roses Bloom (Reichardt) Tenor and So-
prano duet and chorus, orch. accomp
Emory B. Randolph, Elizabeth Spencer and Chorus
(a) Yesterday and To-day (Spross); (b) Because
(d'Hardelot) Baritone Solo, orch. accomp...
Charles N. Granville
One piano house that some few seasons ago de-
cided not to continue the talking machine feature
of its business, i.e., the Carlin Music Co., of Indian-
apolis, Ind., has recently changed its attitude and
now re-enters the field, this time with the Edison
disc line exclusively.
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READ your trade paper ! Get The
Talking Machine World regu-
*■ larly — It is worth many times to
you its annual cost.
There is but one talking machine
paper covering this entire industry, and it
is admitted by all that it is of great aid to
the dealers in every part of this country.
New economic conditions make cer-
tain knowledge necessary on the part of
merchants, and in every issue of The
World there is contained educational mat-
ter, instructive service, business news and
technical articles which are worth many
times the cost of the paper.
Thousands have been benefited by
the business articles which appear in The
World, and every talking machine dealer
should receive it regularly.
The only way to do that is to pay for
it, and the cost is trifling — a little over
eight cents a month, and for that small
sum The World, with all its mine of infor-
mation, is at your service.
If you do not receive the paper regularly just
put your dollar in an envelope and address it to the
office of the publication, and you will say that it is
the best investment that you have ever made.
Do not delay but send on your dollar now.
Recollect that your competitor is getting The
World — getting it regularly, and in it he is securing
some valuable pointers — information which places
you at a disadvantage if you do not read the paper.
Do not overlook such a valuable contributing
factor to your business success.
EDWARD LYMAN BILL
PUBLISHER
373 Fourth Avenue New York City
THE TALKING MACHINE WORLD.
Price, $35.00
Style "Jewel."
lOVi"
Double-
of disc
extra;
Nickel-i
Turntable. Tone
spring Motor. Eqtr
records in the woi
Multi-l'laying Needl
plated.
Modifier. Sapphire Needle,
pment for playing all makes
Id. (Diamond Needle $5.00
e $1.00 extra.) Trimmings
Price, $40.00
Style "Jewel Combination."
(Albums Extra)
10^" Turntable. Tone Modifier.
Sapphire Needle. Double-spring Motor.
Equipment for playing all makes of disc
records in the world. (Diamond Needle
$5.00 extra. Multi-Playing Needle $LO0
extra.) Trimmings Nickel-plated.
Fili
olding
Dttom i
Price, $100.00
Style "Imperial."
itable. Extra. Strong Double-
or, Nickel- plated. Tone Mod-
lti'-Playing Needle. Sapphire
diamond Needle. Automatic
d Stopper. Equipment for
makes cf disc records in the
■imrair.gs Nickel-plated. En-
ng System, with capacity for
records. Compartment at
cabinet for accessories.
Tone Quality
Universal Playing
Motors of Power
Precision and
Individuality
These are some of the individual selling points of the Sonora. There are
many other features, such as a Tone Modifier that modulates without muf-
fling, an automatic Start and Stop, a filing system that preserves and keeps
records for easy handling.
Our Policy — Exclusive Representation
Our policy is one dealer to a territory. It is an inviting proposition to be the only Sonora
dealer in your city. Every prospect must come to you. And every Sonora sale is the first
of a series. Satisfied customers talk about their Sonoras. Be the first in your field. Someone
is going to be our exclusive dealer in your district — why not vou?
SONORA
PHONOGRAPHS
"The Highest Class Talking Machine in the World"
"Plays Perfectly All Makes of Disc Records"
The Sonora Phonograph Corporation has been the first to market a jewel disc record in
this country — the first to offer a hornless machine under $200 — the first to perfect an auto-
matic start and stop that works — the first to. introduce an electric phonograph that does
not require a mechanic to run it— the first to make a jewel needle to play all steel
needle records without injuring the records.
Other great advantages in preparation for next season. We
lead in many points where others follow — why not lead with us?
The Sonora line is a complete line, with styles from $35 to $200. Our policy is broad and
liberal. Our dealers receive a good profit and co-operation. We have created a demand
for Sonora instruments and solicit correspondence from reliable representatives.
SONORA
Jewel Multi-Playing Needle
Plays hundreds of times without changing.
Plays on all makes of machines. Plays all
steel needle records. Saves the life of new
records, preserves the life of old ones. Saves
needle expense. Costs $1.00.
Sonora Phonograph
Corporation
57 Reade St. New York City
GEO. E. BRIGHTSON, Pres.
Price, $200.00
Style "Grand."
12" Turntable. Extra Heavy Double-
spring Motor, playing half an hour, or
ten 10" records, in one winding. Tone
Modifier. Sapphire Needle. Diamond
Needle. Automatic Starter and Stopper.
Multi-Playing Needle. Equipment for
playing all makes of disc records in the
world. Trimmings Gold-plated. En-
velope Filing System, with capacity for
holding 160 records.
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