v- V ' V- V 1 0 J9 o cr ,0 o„ -v S\ - ■ ^ V © 0' r0v O 0' .0 © '©0N vvN . . » v 0 ■ :-0S i4 t" y" - © cr ©• 0 Ml ■X © os ,0 ©, - - Scanned from the collections of The Library of Congress AUDIO-VISUAL CONSERVATION at The LIBRARY of CONGRESS Packard Campus for Audio Visual Conservation www.loc.gov/avconservation Motion Picture and Television Reading Room www.loc.gov/rr/mopic Recorded Sound Reference Center www.loc.gov/rr/record M I \ 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 ;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— The PURITONE Needle. BURNISHED in Puritone or your own envelopes pack- ed in different sizes. Quality guaranteed. Price popular. Dealers can secure a sample package free. Send jobber's name with letter. Remember, a quality needle will help you ; it means a profit and a following. a - ' I VHE following is a new sell- ing idea for needles, pack- ed exclusively by us : Instead of selling 100 or 200 needles at once, sell a thousand. We pack 1,000 assorted needles in a box, each box containing 200 of Extra Loud, Loud Opera, Medium and Soft. This is the "Special" Dean Packing. You can sell 1,000 instead of 100 and thus get 10 times the busi- ness. Want the Puritone Needle samples ? 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 A handsomely illustrated weekly. Largest cir- culation uf any scientific Journal. Terms, $3 a year; four months, $L Sold by all newsdealers. MUNN & Co.36lB'oadwa" New York Branch gaiuo. ©5 F St- Washington. D. Ct 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, 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 fiir Feinmechanik St. Georgen (Schwarzwald), Deutschland Cable Address: Gebriider Steidinger Sanctgeorgenschwarzwald. 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. 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 record* for 50 years 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 YOUR ORDERS IN NOW CHICAGO Largest Victor Distributors LIBERAL DISCOUNT TO THE TRADE 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 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 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. 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. ££ ?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 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 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 German, English, Italian, Spanish, Portuguese, French, Swedish, Slavonic, Ruthenian, Danish, Norwegian, 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 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; Reeinaphones; 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 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- 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. 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 You can order through your Jobber. He will supply you; if not, send your 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 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 y m 0 m 1 u * n % ft fern it &z~ mm w * # in IN ft m%v m ® m m m v 5- & n H# Z, ffl Z ±- S) M & ;! Jl I ft m * m mnn^z £ je m m a J Wt 31 - m 5 2 mrnmmn n * z * m J8 * W « t to S JS M m % m - m mm ill mm rssi i * m ? & Iff A A Edison Blue Ambero! List. he n mz 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 (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.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 4o 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 IBS ABSOLUTELY NEW Everlasting Dustless Record Cleaner FRONT VIEW 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 3> C4 DEALER'S IMPRINT BACK VIEW FIBRE NEEDLE CUTTER OVER 50,000 SATISFIED USERS EXACT SIZE You can order through your Jobber. He will supply you; if not, send your 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. 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 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 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^ SEND FOR im 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) $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 NEW INTERNATIONAL DICTIONARY THE MERBIAM WEBSTER? BECAUSE it is tlie only new unabridged dic- tionary in many years. BECAUSE it defines Over 400,000 Words. 2700 Pages. OOOO IUustra. \ tions. BECAUSE it is the only dictionary with the new divided page. BECAUSE he who 1 '"aows Wins Success. Let ub tell you about lis new work. WRITE for specimens of the new divided page, full particulars, etc. I G.&C. MERRIAM CO., Springfield, Mass. I Mention this paper, receive FREE, set of Pocket Maps I 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* 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). JS JS H to o JS CO to . JS ctf efl Q si _c N v u *> v CO « u c 0 JS JS c o c J£ H c _0 s > c o o > 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 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 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 vun for me to come back and vun for my wife not to come back." THE TALKING MACHINE WORLD. $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_ 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 \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 HullM 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 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 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 . -■" " : ■, • • • 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 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 ^jiiiiiiiiiiiiBiiiiiiiiiiiiiBiiiiiiiiiiiiiiiiiiiaBiHiiaieiiiiiiiiiiiiiiiiiiiiiiiia]iiiiiiiiiBaa9ibiBBtBiiC«^ 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 play the Longest Records Per- fectly. Flexible Needles are guaranteed to save the record from wear. Flexible Needles are guaranteed to eliminate the scratch. Flexible Needles make old records sound like new. ^eeofl9Qvco43S3GO«o«l»eae«eeseis«i99ioa«»o««ft • • i Four Pointed Flexible Needle i PATENTED 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.-, /}'f Fig. 1. 60 YEARS' EXPERIENCE Patents I RADE MARKS Designs Copyrights &c. Anyone sending a sketch and description ma; 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, $8 a year ; four months, $L Sold by all newsdealers MUNN & Co.361Broadwa!' New York Branch Office, 625 F St. Washington, D. CL 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 ^r^>^"' .4 t1 , ^'v\v, ^a -' 5 ^4 * *v»' ,04 N.\\c »et „ ot cj&W- ' 0 «'»<« . . 1 o«»" \«6 ' a4e° sec' ■v\o« 4^6 , o*et 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 .s Left Behind"; a Cockney's Military Band. Lament (Percy Tarling), Charles Penrose. "Boxing Day at Sea" (W. Whitlock), Whit olji >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." The Flexible Four Pointed Steel Needles PATENTED IN U. S.— FOREIGN PATENTS PENDING Flexible Needles are guaranteed to play the Longest Records Per- fectly. Flexible Needles are guaranteed to save the record from wear. Flexible Needles are guaranteed to eliminate the scratch. Flexible Needles make old records sound like new. 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. 1 Four Pointed Flexible Needle !laHaMl;H PATENTED FOUR TUNES ON ONE NEEDLE Write to the Nearer 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. dlaWMBag laHaKldlag UiHUH 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." Every Record User a Positive Customer The "DUSTOFF" is a positive necessity to every user of Records. Cleans All Makes of Records Ensures clear, distinct tonal reproduction free from blurs, scrapings and harsh sounds. "DUSTOFF" (Regular 15c. Model) RECORD 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 y ¥ 40; 15c. Model 40.' Discount 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. A handsomely Illustrated weekly, oulat'- year oulation of any scientific Journal. four months, th Sold by all newsdealers Largest clr. Terms, $3 a MUNN & Co.36,B'oad"^New York 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. 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