00-1-11-4116Ball.KINO Cae-Z

Home , Monna Vanna, The Rock (Rachmaninoff)

SINGLE COPIES. 25 CENTS VOL. XIV.No. 11. PER YEAR. TWO DOLLARS

:00-1-11-4116balL.KINOcae-z Cfor Th&spis& makers iv sellers

Published Each Month by Edward Lyman Bill, Inc., at 373 Fourth Ave., New York, November 15, 1918

e= The instrument by which the value of all musical I instruments is measured

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Victrola XVI, $225 Victrola XVI, electric, $282.50 Mahogany or Oak inmunitionenmannovntimmimmommilininunitomitnimiumumaimimoiniuminiiiimmitnommulimouititummunonoininimummoili....,,,,,1111111 I.. ,.1,111111 I. 11,1111tili.,11i1111111$11111.., 1, I; THE TALKING MACHINE WORLD NOVEMBER 15, 1918

Of Interest to the Entire Phonograph Trade onor Semi -Permanent, Silvered rrbir6 IN line with the well known policy of Sonora to endorse and market only that which represents the highest standard of quality and efficiency, we are pleased to announce the perfection of a Semi -Permanent, Silvered Needle that possesses all the advantages possible with such a needle without carrying with it any disadvantages. The points of superiority of these DEALERS : needles are sufficient to make their Make your Needle Sales count use permanent with every phono- by selling the Sonora Semi-Perma- graph owner, and that of the Steel'-nent Silvered Needle.It runs into Needle, or other substitutes, for- volume quickly. These needles are ever undesirable. put up in packages of five, and are The three strong outstanding ad- sold for 30c retail.Attractive advertising material will be sent with vantages of this needle are : each initial shipment of needles. Saves constant changing. Suitable matter descriptive of this Plays from 50 to 100 times before needle has been prepared and will wearing out. be sent on request. Adds to the life of the records, be- Send in your order for a sample cause the record engaging point does shipment. not enlarge as it wears, retaining the Sonora Semi -Permanent same diameter throughout. Silvered Needle After Being Used Fifty Times utturtt PlInnograpil ttles Company Incorporated George E. Brightson, President 279 Broadway, New York Canadian Office: Ryrie Building, Toronto

Ordinary Steel New Sonora Needle Semi- - After Permanent Bei7.,Used Silvered Oe Needle NOTE THE BLUNT POINT Soitors\,Semi Prmanent SilvereaVedes ili

Package of five -30c Three Grades-Loud, Medium, Soft New Steel Needle The Talking Machine World Vol. 14.No. 11 New York, November 15, 1918 Price Twenty-five Cents

AN INSPIRATION TO THE ARTISTS COLUMBIA SERVICE FLAG DISCONTINUE APPROVAL SYSTEM Victor Trade -Mark Forms Basis for Two Clever Banner Displayed in Executive Office Has 534Talking Machine Dealers inLouisville Place and Pertinent Cartoons Which Are Founded Stars, With One Gold Star in Border the Ban on the Sending Out of Machines and on the Request of Germany for an Armistice Records on Trial-Also Limit Deliveries The Columbia Graphophone Co. are now dis- The famous Victor trade -mark rarely everplaying a service flag in their executive office in Lout SVTI,I,E, KY.,November1.-Thetalking escapes the cartoonist when he wants ideas tothe Woolworth Building, New York, which tellsmachine shops in Louisville at a conference held suit great national occasions. "His Master'sthe story that 534 of the great Columbia familyin the Hotel Henry \Vatterson last week con- Voice" has been an inspiration to artists nothave gone into the war and have been and aretributed their mite to America's might in the only in this country, but throughout the world.doing their mightiest to help Uncle Sam bringnationwide movement to win the war.Leading It is so uniquely effective that it adapts itselfdemocracy and a "square deal" to those nationsdealers in phonographs and phonograph records most happily in expressing much in the handsthat have been transcending the rights of hu-attended the meeting and decided that, as an HE HEARS THE WILSON REPLY RECORD manity and justice.In this service flag there is effort -saving measure, they would adhere strictly one gold star in the border, which signifies thathereafter to the policy of not sending out talk- one Columbia man has made the "supreme ef-ing machines and records on approval. fort" and honored himself in so doing. Only new machines and new recordswill It may be interesting to remark that one of figurein the business from now on.Further the stars of the 534 stands for President Fran-the dealers decided that beginning at once they cis II. \Vhitten, who is now in the U. S. Navy. -will abide by the one -delivery -a -day plan that is The Columbia men represented in this servicebeing urged on merchants by the Government. flag are serving in practically every- line of ac-These reforms in the business were made at the tivity on land and sea. request of Eugene Straus, chairman of the Com- mercial Economy Division, Kentucky Council of National Defense. A dinner preceded the meet- TAKES CHARGE IN BAYONNE ing at which the action was taken. SamuelJ.Smith, formerly connected with This policy of discontinuing the sending of New York establishments, has been selected asrecords on approval is one that is being gen- A Timely Cartoon From the Montreal Star the new manager of the Bayonne Talking Ma-erally adopted throughout the country. of those gifted men who discuss in a pictorialchine Co., Bayonne, N. J., succeeding the late The concerns present that voted for the poli- way the great questions of the day. Lewis Gurans, whose death caused such keencies outlined were Herman Straus & Sons, Stew- The recent correspondence between President regret among a large army of friends and busi- art Dry Goods Co., J. Bacon & Sons, Kaufman - Wilson and the German Government in regard ness associates.Mr. Smith intends to develop Straus, Central Furniture Co., Adler Manufac- to an armistice inspired the Montreal Daily Starbusiness for this house along progressive andturing Co., Schupp & Schmitt, Grafonola Co., of October 15 to put out the cartoon picturedefficient lines. and Trumbo Furniture Co. herewith, unquestionably the very best ofits kind that we have seen.Westerman, in the Ohio State Journal, also had a cartoon in thatMAUD POWELL TELLS HOW THE FIGHTING MEN LOVE MUSIC HIS MASSER'S VOICE Recently Returned From Tour of Camps and Tells How the Soldiers Like the Best in Music- Sends Autographed Records to Boys at Front-Encourages This Move Miss Maud Powell, the eminent American vio-ville act, for instance,' could see the boys' faces linist,whose Victor records have won suchand hear their applause. It would convince wide acclaim, has beenvisitingthemilitarythem, as it has me, that the men in service have camps of the country and is very enthusiasticas keen an appreciation of the best in music as over her reception, and the appreciation dis-any audience in the country." played by the soldiers for good music. Miss Powell pointed tothe records before "We have been underestimating thetaste,her in witness of her claim.Ever since Amer- the enthusiasm, the spirit of our fighting men,"ica entered the war she has been donating talk- declared Miss Powell as she turned from hering machine records for which the boys have desk to plunge wholeheartedly into a discus-asked. sion of one of her favorite topics-the boys in "By the way they ask for records, I know that the service.She was busy autographing talk-their enthusiasm for good music is not feigned," ing machine records, adding to each carefullyMiss Powell went on."It is one thing to ap- inscribed signature alittle individual message,plaud politely some one whom you know to have and on the last disc was written "Our heartscome miles over bad roads and on uncertain are with you."She might have said withouttrain schedules to play for you. Itisquite egotism "my heart," for the major part of heranother thing to request, as the talking machine time and practically her entire thought are given record you want most to have, a violin solo of Another Treatment in Ohio State Journal nowadays to the service of the American army. the 'high brow' type.That is why Isay we publication of October 21, which, while not so "I wish you could see them asI have seenhave underestimated the taste of American sol- effective as that of his Canadian confrere,is them," she went on, "crowding into Liberty the-diers by giving them low grade music, cheap also very pertinent. atres, sitting wedged together on hard benches,popular stuff.For the appeal of a selection Really, itis difficult to know what our car-the men on the very ends sitting back to theirmust be universal if it is to be played again and toonists could do with the Victor trade -mark on neighbors to hold themselves on the narrowagain to hundreds of men drawn from all walks great occasions. edge, some on the floor, others on the steps ofof life, without growing stale or boresome. Yet the stage, sometimes squatting right at my feetyou can see what they want: they have asked WATCHING DEPRECIATION asIplay, and all of them intent to the lastfor these"-and she indicated the pile she had note:Forty minutes is what I usually plan forautographed,withtheirvarying subjectsof Depreciationisan inevitable cost of doing a program. Sarasate, Beethoven and her own harmonizing business.Itisfelt that not until within the But I rarely play less than an hour, past decade have the grantors and receiversand often it runs into an hour and forty minutesof American negro melodies. of credit appreciated the character and extentor even two hours.\Vhen men will listen that "I have stripped my own cabinet bare," went of this depreciation cost, but the careful studentlong to music which the managers scornfullyon Miss Powell, "not of 'slacker records,' as the is beginning to realize that it is something whichcall 'high brow,' under the most uncomfortablePhonograph Record Recruiting Corps calls the ought to be taken account of in allits anglesphysical conditions, and beg for more and moreidle ones most people have, but of the records by merchants. and more when you try to stop, you may knowI actually play and love myself.My favorites they want more.They like the best.I playare all gone, and I can't deny there was a wrench INSTALL EDISON PHONOGRAPHS the same things I give at concerts-not long,in parting with them.Yet I believe that is the too abstruse selections, but Bach, Beethoven, thevery contribution we each of us should make G. L. Bell, manager of the phonograph depart-classics of the violin.And the response!No the thing that we love so much ourselves that ment of the Kent Piano Co., Ltd., of Vancouver,audience is so rapt, none so completely mine.it hurts to part with it.In some way the sac- B.C., advises The World that they have re-They know my repertoire and call for their fa- rificeitselfwill make the contribution mean cently placed three new Edison phonographs onvorites. Iwish some of the men who havemore to the boys-though they may not know three of the steamships operated by the Cana- politelysuggestedthatinmy program wethe actual pull of the separation; somehow the, dian Pacific Railroad. might insert 'something lively-a little vaude-gift that is given from the heart reaches best." 4 THE TALKING MACHINE WORLD NOVEMBER 15, 1918 Increasing the Efficiency of Sales Forceas a Means of Augmenting Sales :: By W. E. Dewell W. E. Dewell, manager of the Edison phono- reason and best judgment ofthecustomer? be skilfully put.Itis a great thing to thor- graph department of theKillianCo.Cedar "What portions of it can be used to appeal tooughly understand every point in the talk or Rapids, Ia., who handle the Edison exclusively, the emotional or spiritual nature of the cus-argument you are going to make, but itisa is a firm believer in the fact that salesmanship tomer? much greater art to be able to talk the ideas isthe most important iteminbusiness, and "To what class of people can it be sold?Ifeffectively. holds that the successful salesman is one whoit can be sold to several classes of people, is "Thesalesman whose argumentsarenot makes a systematic study of his selling prob-there a distinctivelineof argument for eachstrong, forceful, energetic, and backed up by a lems and seeks constantly to improve his meth-class? magnetic, healthful body, filled with pure red ods and increase his efficiency. "We must study and apply analysis in orderblood, and whose functions are not performed "I have always maintained that the increasethat we may be able to analyze all kinds ofnormally, is greatly handicapped. in sales comes from the increased efficiency of instruments, our competitors' as well as our own. "The greatest salesman is the one who is learn- your sales people," says Mr. Dewell."In other 2 ing all the time, and thinking all the time, con- words the increase comes from within your LI--- tinually digging deeper into his subject for bet- store rather than from without.You can inter ideas and better. arguments. crease your volume of business very materially Eleven Positive Qualities "The cry of the hour is for a broader knowl- without an additional looker or prospect if your edge and more thoroughness. sales people are in the proper state of mind. to Practice for a Month "A man's personality does not come by acci- "The method used to accomplish this is shown dent.It is a natural gift, just as his mind and herewith.Once every month I prepare such a READ THEM EVERY DAY muscle are natural gifts, and like them it must bulletin, a copy to each sales person, and every /-Analysis 6-I niti atioe be cultivated.Develop it by eliminating every- morning one of the sales people calls our atten- 2-Judgment 7-Ambition thing that is bad, and cultivating everything that tion to the qualities listed so that every day in 3-System 8-Enthusiasm is good. the year we are confronted with success quali- 4-Work 9-Courtesy "Cut out the blues as well as worry and jeal- ties rather than thoughts that hamper our busi- 5-Concentration 10 -Agreeableness ousy and envy, and alltheir relatives.They ness and under this training some of my sales I I -Optimism are man's worst enemies.Fill your whole mind people have increased their sales from 60 to and lips with energy, hope, sunshine and an in 80 per cent.Two of my young men inless vincible determination to do things.Feel every than two years time have secured positions as minute of the day that itis the best day you department managers and are still using the suc- What appears to be a small point of differenceever had.Like thoughts are always attracted cess thoughts. will often close the sale if the point is shownto each other.To think and feel enthusiasm, "Most sales people know the things that areto be superior.Our ability then, to so analyzeconfidence and success, will develop in you a listed on attached papers, but forgettouse the instruments of all makes that our point ofsplendid personality, and set in motion the forces them, so that our monthly bulletins, with dailysuperiority, although it may be small, is clearlythat will bring prosperity and power. reference to them, keep those thoughts foremost brought out, very often closes the sale. "Be in dead earnest, and your prize can be the in their minds." "Everything else being equal, a customer pre- world." A sample of Mr. Dewell's monthly bulletinfers to buy from the Killian Company.There- reads as follows: fore, we must watch that everything is equal. VICTOR DEALERS PLEDGE LOYALTY ANALYSIS OF PHONOGRAPH TO BE STUDIED AND USED "People will not buy in a department that is -QUESTIONS TO ASK OURSELVES AND BE ANSWERED dirty, or service poor, or sales people incom- The recent statement issued by the Victor "(a) Who produced or manufactured it? petent. They will not buy from a salesman whoTalking Machine Co., setting forth the present "(b) What is the method of production? is poorly dressed, or discourteous, or a poorproblems of the company in the matter of pro- "(c) Where was it produced? salesman,especiallyifhe hasa good com-duction, as well as giving an idea of the manner "(d) Of what is it composed? petitor. in which the Victor factory is being devoted "How does it compare as to finish, material, "We must thoroughly understand the con-in part to work for the Government, has brought workmanship and price with competitive articles struction of our instrument. We must learn topleasing response from dealers throughout the put out for the same purpose? think the same thoughts which the man had who country. Hundreds of letters have been re- "Can it be shown that its value to the pur- made it.if we can do that, if we can find outceived at the Victor factory from dealers prais- chaser compares favorably with its cost? the reason for taking every step, we are gettinging the company for putting its patriotism first, "What is its purpose-in other words, what isa basic knowledge, which, after we have learnedand expressing the intention of carrying on in it good for? how to talk it, will fill our hearts with courage the face of all difficulties until such time as the "How can it be analyzed in such a way as toand confidence, and our mouth with words,company can again meet infull the demands appeal by a logical process of argument to thewhich are not only the result of skill, but will for its products. LEGERDEMAIN and VICTOR SERVICE WE have no Magician's Bag of Tricks- We Cannot Pull Machines and Records Out of Empty Hats-But We Are Here to Give the Victor Dealer the Best Service Pos- sible and With the Spirit of Sincerity Always ITSONEvident. ERVICE DITSON'S The Wartime Service BOSTON VICTOR EXCLUSIVELY NEW YORK NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 5

Victrola VI, $32.50 Victrola IX, $60 Oak Mahogany or oak Victrola XI, $115 Mahogany or oak

There's a lot in the power of sugges- tioa, and we're again using this phrase in our advertising to suggest the Victrola for Christmas. We get the people thinking "Victrola" and every Victor retailer benefits by it.

Victrola XVI, $225 Victrola XVI, electric, $282.50 "Victrola" is the Registered Trade -mark of the Victor Talking Machine Company Mahogany or oak designating the products of this Company only. Warning: The use of the word Victrola upon or in the promotion or sale of any other Talking Machine or Phonograph products is misleading and illegal. Important Notice.Victor Records and Victor Machines are scientifically co-ordinated and synchronized in the processes of manufacture, and their use. one with the other. is absolutely essential to a perfect reproduction.

111111111111111111111111111111111111111M116111 -11fI 111111111111-11111 I !!) "HIS MASTERS VOICE- SEG. U.S. PAT. OFF. Victor Wholesalers

Albany, N.It. GatelyHaire Co..Inc. Des Moines, Is Mickel Bros. Co. Omaha. Nbr A. Horne Co. Atlanta. Ga Elyea-Austell Co. Detroit, Mlch. Grinnell Bros. Mickel Bros. Co. Phillips & Crew Piano Co. Elmira, N. Y Elmira Arms Co. Peoria. Hi Putnam -Page Co.. Inc. Austin, Tex The Talking Machine Co.. ofElPaso. Tex W. G. Walz Co. Philadelphia.PaLouisFluehn Co., Inc. Texas. CJ. IleoPe. Honolulu, T. H Bergstrom Music Co.. Ltd. The George D. Ornstein Ce. Baltimore, Md Cohen & Hughes. Houston. Tex Thos. Goggan & Bro. Penn Phonograph Co.. Inc. E. F. Droop & Sons Co. Indianapolis. IndStewart Talking Machine Co. The Talking Machine Co. H.. R. Eisenbrandt Sons, Inc. H. A. Wevmann & Son. Inc. Andrews Music House Co. Jacksonville, Fla-Florida Talking Machine Co. Bangor, Me Kansas City, MoJ. W. Jenkins Sons Music Co.Pitt.burgh, Pa W. F. Frederick Piano Co. Birmingham, Ala Talking Machine Co. C. C. Mellor Co.. Ltd. Schmelzer Arms Co. Standard Talking Machine Co Boston. Mass Oliver Ditson Co. Lincoln, Nebr Ross P. Curtice Co. The Eastern Talking Machine Portland. Me Cressey & Allen. Inc. Co. Little Bock, Ark, O. K. Houck Piano Co. Portland. ors Sherman. Clay & Co. The M. Steinert & Sons Co.Los Angeles, cal-Sherman. Clay & Co. Providence. R. Samuels & Bro.. Inc. Brooklyn, N. Y American Talking Mch. Co.Memphis, Tenn 0. K. Houck Piano Co. Richmond. Va The Corley Co.. Inc. G. T. Williams. Milwaukee, Wis Badger Talking Machine Co. W. D. Moses & Co. Buffalo, N. Y W. D. & C. N. Andrews. Minneapolis, Minn.Beckwith. O'Neill Co. Rochester, N, Y.. F..5. Chapman. Neal. Clark & Neal Co. Mobile. Ala Wm. H. Reynalds. The Talking Machine Co. Burlington, Vt American Phonograph Co. Montreal, Can BerlinerGramophone Co..Salt Lake City, U. Consolidated Music Co. Butte, Mont Orton Bros. Ltd. The John Elliott Clark Co. Chicago,Ill Lyon & Healy. Nashville, Tenn 0. K. Houck Piano Co. San Antonio. Tex.Thos. Goggan & Bros. The Rudolph Wurlitzer Co. Newark, N. J Price Talking Machine Co. San Francisco, Cal.Sherman. Clay & Co. Chicago Talking Machine Co.New Haven, Conn TheHorton-GalloCreamer Co.Seattle. Wash. Sherman, Clay & Co. Cincinnati, 0 The Rudolph Wurlitzer Co. New Orleans. LaPhilip Werlein, Ltd. Sioux Fails, S. DTalking Machine Exchange. Cleveland, 0 The W. H. Buescher & SonsNew York, N. Y..Blackman Talking Mach. Co. Ca Co. Emanuel Blout. Spokane, Wash Sherman. Clay & The Collister & Sayle Co. C. Bruno & Son. Inc. St. Lout., Mo Koerber-Brenner Music C.. The Eclipse Musical Co. I. Davega, Jr., Inc. St. Paul, Minn W. J. Dyer & Bro. Columbus, The Perry B. Whitsit Co. S. B. Davega Co. Charles H. Ditson & Co. Syracuse, N. Y W. D. Andrews Co. Dallas, Tex Sanger Bros. Landay Bros.Inc. Toledo. 43 The Whitney & Currier Co. Denver,Colo The Heat Music Co. New York Tallcing Mach. Co.Washington, D. C Cohen & Hughes. The Knight -CampbellMusic Ormes, Inc. E. F. Droop ft Sons Ce. Co. Silas E. Pearsall Co. Robt. C. Rogers Co. C. XG C. IMMTIMMTM muniimumoumummimmimummmmilnummer 41112r" VIIVIr/(1 .014 ON. 41, 41:"Va.- _411/4, IfMminnui mniiininniumnimnniimmmniumminitiummonummitommumnimmnninmlmmimninmmtrmmunminnlimninnamtithourminmmrmmenwmmn sigi 6 THE TALKING MACHINE WORLD NOVEMBER 15, 1918 ALL RECORD CUSTOMERS ARE ALBUM CUSTOMERS A Place for Every Record and Every Record in its Place Albums are an Indispensable Requisite in the talking machine business and wherever records are sold.Practical and handy.Save time and records. A profitable adjunct to the business. We manufacture disc Record Albums to fit cabinets of all sizes and styles.With the indexes they are a complete system for filing all disc records. We have unexcelled manufacturing facilities, and considering quality our prices are the lowest. Write us, giving quantity you may desire, and we will quote prices.

OUR ALBUMS ARE MADE TO CONTAIN VICTOR, COLUMBIA, EDISON, PATHE AND ALL MAKING THEIR SELECTION OTHER DISC RECORDS NATIONAL PUBLISHING CO., 239 S. American St., PHILADELPHIA, PA. THE PERFECT PLAN with the customer and when it comes to the HOW TO CAPITALIZE THE CAPABILITIES OF THE SALESMANquestion of terms, references and so on there is The Best Way to Attain This Result Is Not to Interfere with the Salesman's Policy of Handlinga reserve fund of friendliness on both sides of Customers-Manager or Credit Man Should Not "Butt" In the fence sufficient to withstand many jolts. "Having progressed that far we may be pretty We have all had the experience of seeing the "We humans are not built according to thesure that the salesman is much less likely to manager of astore- hover in the offing as asame specifications by a long shot.A credit put questions the wrong way, and when it comes salesman was handling a customer, and indi-man by the very nature of his business has toto the real facts concerning credit-well-peo- cate by every action that he, the manager, wasbe of the cold type and there's something of theple don't pick up a Victrola and walk off with in a nervous sweat for fear that the salesmanhard-shell crab about managers-otherwise in-it, and the salesman will have ample opportunity might not be able tohandle the deal evenstead of managing their business their businessto talk things over himself with the credit man though it consisted merely of taking a couplIC ofwould soon be managing them.Neither of themlong before the instrument in question is act- clean collars out of a box and getting the thirtywill usually possess the infectious enthusiasmually delivered to the customer. or forty cents therefor. We have also seen thethat is so necessary to the salesman.Circum- "Selling musical instruments to music -loving manager deliberately butt into the transaction stances compel them to be judicial rather thanpeople is not at all the same thing as establish- and simply kill the pleasing impression that was ardent -and there you are! ing credit at a bank.Do you suppose it would beingmade bythesalesman.Underboth "It would seem then that the way to capitalizeadd anything to the audience's enjoyment of an situations it is not hard to imagine just whatthe capabilities of the salesman for all they areopera if the management put the box office on the salesman is thinking and how he feels.If worth would be to keep the credit man in thethe stage? his feelings and his thoughts were put into exe-office-with the door shut. we thinkit would resultina cution, the manager would probably be a pretty "The salesman is already on friendly termsconsiderable loss of appetite." sick man. For- the manager to butt in and assist the TALKING MACHINE EXPORTS GROW exports of records and supplies for July, 1918, salesman gives the impression to even the most were valued at $267,671, as compared with $127,- casual customer that the salesman is not com-Exports, Including Records, for Seven Months580, in July, 1917. For the seven months end- petent and cannot be depended upon, proba- Ending July 31, Totaled $2,693,868 ing July, 1918, records and accessories were ex- bly an impression just opposite to that which ported, valued at $1,334,070, as compared with the manager seeks to create., Thetime,to train WASHINGTON, D. C., October 31.-In the sum-$1,074,368, in 1917, and $604,948, in 1916. and coach salesmen it during the off -hours andmary of exports and imports of the commerce notinthe presenceof customers. On thisof the United States for the month of July,BOOSTING THE EDISON IN OKLAHOMA important subject "The Voice of the Victor" for1918 (the latest period for which it has been compiled), which has just been issued, the fol- A recent "Booster Trip" was made by the October had the following comments to make: Enid Commercial Club throughneighboring "When a salesman is really successful in hislowing figures on talking machines and records towns of Oklahoma.The accompanying photo - work he is so by virtue of his own personalityappear: andhis own methods. Why thentakethe The dutiable imports of talking machines and chance of spoiling sales by having a third partyparts during July, 1918, amounted in value to butt into the game? $20.209, as compared with $45,827 worth, which "Music has been called the language of the were imported during the same month of 1917. emotions, and while it has been called a varietyThe sevenmonths'totalending July,1918, of other things that definition will suffice forshowed importations valued at $216,162, as com- the present.In any case, we all know that thepared with $318,071 worth of talking machines music -loving public is made up quite largely ofand parts imported during the same period of people who are essentially sensitive-and there- 1917. fore easily offended. Talking machines tothe number of3,257, "It stands to reason that if the salesman has valued at $119,021, were exported in July, 1918, been able to bring the customer up to the clos-ascomparedwith.7,247talkingmachines, ing point he must have been able to establishvalued at$170,751, sent abroad inthe same some sortof sympathetic understanding and period of 1917.The seven months' total showed Delivery Autos of H. W. Lee Music Co. consequently it would seem that to introduce thethat we exported 45,229 talking machines, valuedgraph was taken at Marshall, Okla., and shows credit man or the manager at this point wouldat $1,359,798, as against 47,163 talking machines, the four salesmen's carsof the H. W. Lee be more likely to result in a discord rather thanvalued at $1,196,637, in 1917, and 31,177 talkingMusic Co., exclusive Edison dealers of Enid, that in added harmony. machines, valued at $791,093, in 1916.The totalaccompanied the members of the Enid COmmer- cial Club and assisted them in their propaganda work. This Trade -Mark WHERE MUSIC IS BADLY NEEDED on a RecordAlbum The medical supply base at Port Newark Ter- minal, N. J.,is a comparatively new army post Stands forTQuality and suffers from the deficiencies of newness. A complete line There is no Y. M. C. A., no community theatre of albums-from the lowest -priced -no nothing, not even a phonograph. good album to the finest metal back album made. If you have a talking machine and records, Write for sample of our 3 grades "low or high brow," that you feel would be doing their bit better serving in the army, send New York Album & Card Co., 2 3-25 Lispenard St., New York them along to Private George Liesner, Medical Corps, Port Newark Terminal, N. J. NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 7

- ,(0) _eie10,lny

Victrola IV, $22.50 Oak "Will there bea Victrola in your home this Christmas?" Victrola VI, $32.50 Oak

Victrola XIV, $175 Mahogany or oak This important question will again confront the people of the whole Victrola VIII, $50 Oak country right on until Christmas.

Itisthe key -note of our nation-wide holiday advertising campaign, Victrola 1X,:$60 Mahogany7or oak and its force will send Victrola XVI, $225 thousands of customers Victrola XVI, electric, $282.50 t*. into the stores of Victor Mahogany or oak retailers everywhere.

Victrola X, $90 Victor Talking Machine Co. Mahogany or oak Camden, N. J., U. S. A. I Victrola XVII, $275 Victrola XVII, electric, $332.50 Mahogany or oak Mrlt MARffillmm 05e.',FN42 tratati

"Victrola" is the Registered Trade -mark of the Victor Talking Machine Company designating the products of this Company only. Warning: The use of the word Victrola upon or in the promotion or sale of any other Talking Machine or Phonograph k products is misleading and illegal Important Notice. Victor Records and Victor Machines are scientifically co-ordinated and synchronized in the processes of manufacture, and their use, one with the other, is absolutely Victrola-Xl, $115 essential toa perfect reproduction "HIS MASTER'S VOICE" Mahogany!or oak REG. U.S. PAT. OFF.

mah...lirdit .411reAr40.111,16,11.AVIRAVYAVAAV.V.V. 8 THE TALKING MACHINE WORLD NOVEMBER 15, 1918 With war turning so strongly in favor of the Allies, it is to be hoped that the expected victory and the peace that will come with it may be realized shortly.It may be some months in the future, but the crisis is passed. That much we know. Members znaleors ,¢)lASALC111N1=v of the talking machine trade must take courage and make every tailaprsellers of endeavor to "carry on" as strongly as possible during the emer- gency in order to be able to take advantage of the return to normal conditions. PUBLISHED BY EDWARD LYMAN BILL, Inc. Members of the trade must realize that as they are feeling President and Treasurer, C.L.Bill, 373 Fourth Ave., New York; Vice -President, the effects of the war and the demands it makes upon the coun- J. B. Spillane, 373 Fourth Ave., New York; Second Vice -President, J. Raymond Bill, 373 Fourth Ave., New York; Assistant Treasurer, Wm. A. Low. try's resources, so is every other non -war industry.In fact, in many particulars the talking machine trade, due in no small J. B. SPILLANE. Editor J. RAYMOND BILL. Associate Editor measure to the efforts of those representing it at Washington, Trade Representatises: B. BRITTAIN WILSON, L. M. ROBINSON, WILSON D. BUSH, is in better shape than many other industries, so far as percentage C. CHACE, V. D. WALSH, E. B. MUNCH, L. E. BOWERS, A. J. NICKLIN of curtailment and percentage of supplies available go. Boston: JoHN H. WILSON, 324 Washington Street Chicago Office: E. P. VAN HARLINGEN, Repuhlic Building, 209 South StateStreet. Telephone, Wabash 5774 MUCH has been said and written of the necessity of shorten- London, Eng., Office: 2 Gresham Buildings, Basinghall St.W. LIONEL STURDY, Mgr. ing retail credits on talking machines by insisting upon The Talking Machine World has regular correspondents located in all of the principal cities throughout America. larger down payments, as well as larger monthly instalments, Published the 15th of every month at 373 Fourth Ave., New York. in order to enable the dealer to keep a proper cash balance, to keep his books clean, and thereby be better able to _meet the SUBSCRIPTION (including postage):UnitedStates,Mexico, $2.00per Year; Canada, $2.25; all other countries. $3.75.Single copies, 25 cents. financial requirements of his business. ADVERTISEMENTS: $4.50 per inch, single column, per insertion.On quarterly or yearly contracts a special discount is allowed.Advertising pages, $125.00. Quite as important as securing proper terms, however, is REMITTANCES should be made payable to Edward Lyman Bill, Inc., by check or the question of collections. Every payment that is skipped means Post Office Money Order. a fair percentage of loss to the dealer, and he should, therefore, VarNOTICE TO ADVERTISERS.-Advertising copy should see to it that no payments are skipped, that the money comes reach this office by the first of each month. By following this rule when it is due, or if not, that suitable action is taken. clients will greatly facilitate work at the publication headquarters. This collection question applies particularly to accounts that have been running for a considerable time, and for one reason Long Distance Telephones-Numbers 5982-5983 Madison Sq. or another have become rather dormant.There are thousands Cable Address: "Elbill," New York. of machines out on instalments at terms that, if made now, would NEW YORK, NOVEMBER 15, 1918 spell ruination for the dealer.Each day such machines are out their value increases, and yet the old terms remain the same. It is only by wiping out such accounts, either by going strong EVEN in the midst of war and pestilence the talking machine trade refuses to be throttled.Proof of this statement is on the collection end or by repossessing in cases where collections are impossible, that the dealer can expect to break even on found in the fact that although during the past month the Spanish the deal. influenza epidemic. has swept the country, practically paralyzing Cash is the biggest asset any merchant can have these days. the industry in certain cities, to say nothing of crippling the sales The ability to discount his bills means that if there is any prefer- staffs of the various stores, while the Liberty Loan took the ence to be shown in the matter of stock allotment he is going patriotic away from their businesses and put them at the service to get it.It means that he will be able to meet without delay of Uncle Sam, talking machine sales kept right on increasing. the tax bills from the Government, and the dozen and one other From every section of the country comes the same report, the expenses that have cropped up during the war.It means that volume of business being limited only by available stock.Some he has money upon which he can draw interest instead of houses actually showed a percentage of increase during October, having that money tied up in slow -paying accounts, where the as compared with the same month of the previous year-this interest is of a negligible quantity. could hardly be believed were the figures not offered in sup- Keep the accounts paid up, or take the instrument back. port of the claims. This is not the time for hesitating or for tolerating the prac- Each year the wiseacres declare, and have declared, that the tices that in ordinary times might be winked at because com- peak of the talking machine business has been reached ;that petition was strong.Every machine out on instalments means the trade will get into the normal rut just as other industries. one less on the floor to sell, and ifitis not being paid for Even though we have a first-class war on our hands business promptly, it is eating into the profits of the business. totals keep growing, and the end is not yet. Talking machine dealers-many of them-have solved the collection problem by selling machines only for cash.They find THE report of the action taken by the War Industries Board that they can get rid of all available stock on this basis, and at in the matter of supplies of various sorts for the talking ma- the same time leave the worries of the instalment accounts to chine manufacturing trade, as presented by the War Service the other fellow. Committee of the talking machine industry, should serve to set at rest the fears of many of those in the trade that their busi- THE recent drive of the organization known as the Phono- ness will be irreparably crippled by the Federal orders. graph Records Recruiting Corps to gather all unused, or what There has, of course, been a curtailment ordered-curtail- are termed "slacker" records, for distribution among soldiers and ment that on the face of it seems rather heavy, but which under sailors in camps, hospitals and ships, brought forth excellent actual conditions should not prove a burden too heavy for the results despite the fact that for months past various organizations trade to bear. And it must be remembered that the announced in the different sections of the country, including the Red Cross regulations are effective only until January 1, after which time and Y. M. C. A., have been soliciting records along similar lines. a readjustment will take place, based upon the progress of the The interesting fact is that the drive for "slacker" records war, and other matters of national and economic importance. has led to a realization that there is a genuine opportunity for The trouble has been that there have been too many rumors, providing new records for the fighting men, for it has been found too much careless handling of facts, or alleged facts.Daily news- that many people were inclined to turn over only records for papers have seized upon any item from Washington referring which they had absolutely no use-records of popular songs of to the regulation of talking machine output, and given it un- months or years ago, or records of songs of '61 or thereabouts, welcome prominence. These rumors and newspaper reports have that have absolutely little appeal to the average soldier who, naturally had their effect in disturbing men in the industry who but a few months ago, was in civil life and in close touch with did not know which way to turn.With the facts before them, music of the day. however, they know just where they stand and can govern them- Even in the army these soldiers, through the medium of selves accordingly. entertainments and through the playing of. their bands, have NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 9 kept in touch with the new things in popular music, and naturally be changes that will add still further to the burdens of the in- do not feel kindly toward records that are passe. As was stated dustry.It is only by keeping in close touch with the situation in in The World recently, the Government does not give the fight- Washington that contemplated changes can be protested against ing men second-hand food or clothing, so why should they be and perhaps forestalled.Dealers everywhere should not fail to expected to be satisfied with second-hand music? write their Senators and allow them to know how they feel on We are glad to learn that the Phonograph Records Recruit- this important question. ing Corps have a campaign now on foot, in which prominent members of the trade have interested themselves, that has for its CERTAINLY the music interests of the country, with which object the supplying of new records to the soldiers and sailors. the talking machine trade was prominently identified, made The plan is to be worked through the dealers in every section a record that will stand out prominently in trade history in con- of the country, who, while engaged in the patriotic work of sup- nection with the securing of subscriptions for the Fourth Lib- plying new records to men in the service, likewise find them- erty Loan. In the New York district alone Allied Music rounded selves in the way of making some legitimate profit in the trans- up a total of over six and a half million dollars for the Loan, to action. say nothing of more than one million dollars raised in the Chicago Many relatives and friends of soldiers, whether or not they, trade, and substantial sums in every city of importance through- themselves, own machines, would be only too glad to purchase out the country. the latest records to be sent to their friends in the service, if Were the subscriptions to the Loan made by the music in- the matter was brought to their attention in the proper manner. terests or made through their direct efforts brought together in The new campaign has for its object the focusing of public atone total, there is no question but that the figure would prove tention on this question of supplying up-to-date music to our astounding not only to those who have been engaged in the work, fighting men, and it should, without question, meet with the but to the laymen who unfortunately frequently underrate the success it deserves. importance of music.It has happened, however, that only in a few districts were the music interests -directly organized in sup- AS The World goes to press, the new War Revenue bill is port of the Loan, and in other sections,of the country it is im- still in process of discussion, but not far enough advanced possible to separate the subscriptions by and through musical to permit of any satisfactory guess as to when it will be finally circles from the general total.However, music both in the trade moulded into acceptable shape, passed and signed. and profession has more than done its share.It has again proven The Senate Finance Committee some time ago reached Sec- conclusively its importance and its essentiality not alone in pre- tion 900 of the bill, covering excise takes on musical instruments, serving the morale of the nation, but in tendering material finan- and decided to retain the 10 per cent. tax on talking machines, cial support to the Government in its war program. music boxes, hand organs and piano player mechanisms, re- Although suffering severe financial loss through necessary ducing the tax from 10 per cent. to 5 per cent. on pianos and curtailment of output, for instance, the members of the talking organs, other than pipe or hand organs, and entirely freeing machine trade dug deep and often into their financial resources church organs. Even after passing from the hands of the Senate for the purchase of Liberty Bonds, and in a great many instances Finance Committee this section of the bill, as well as the other taxed their financial credit in support of the Loan.Surely the sections, may be considered as being only in tentative form, and patriotism of the trade and profession has never been more some sections may be entirely rewritten before the bill actually clearly demonstrated. becomes a law. Not only did the talking machine trade, every division of it, The fight now being waged is directed against the floor tax buy bonds tillit hurt, but it was due largely to the generosity provision of the law, which in the case of talking machines would of the recording artists that the great rally at Carnegie Hall on mean that the dealer will be called upon to bear a tax of 10 per September 30, which opened the drive, proved such an unquali- cent. on every instrument on record in his store at the time the fied success and brought in almost enough subscriptions to cover law went into effect.The floor tax clause has been denounced the allied music quota in the New York district, set at $4,350,000. as a most iniquitous piece of legislation, and if passed very likely At the final luncheon of the commit -tee at the Hotel McAlpin, will prove a burden to many dealers .who, while holding sizable where nearly one and three-quarter million dollars was sub- stocks, cannot realize the cash necessary to pay the floor tax scribed by those at the tables, the talking machine artists fur- demanded. nished the entertainment. Meanwhile, the War Revenue bill will still bear close watch- There is no question but that this trade did its full duty and ing, for the trade can only be certain of its provisions when it a little bit more in making the greatest Loan in the history of finally leaves the President's hands. Up to that time there may nations a success. Beans ! ! Right now we're all in the trenches ! We want more goods and plenty of turkey. Neces- sity compels us to sell what we can get-and eat beans. But beans are rich in protein and life -sustaining. Thanksgiving finds us all better off than last year and in 1919 we hope you and the Pearsall Kid will get the wish-plenty of turkey. In the meantime, Pearsall Service is on a war -time schedule and doing everything in its power to serve you. Silas E. Pearsall Co. Wholesale Distributors of Victrolas and Records 10 East 39th Street NEW YORK 10 THE TALKING MACHINE WORLD Novi,\i 1:1'.1,15, 1918

To Purchasers of Brilliantone Steel Needles CAUTION

SUPERIOR STEEL ILLIANTO NEEDLES

MADE IN MADE BY U. S. A. AMERICANS

YOU-CAN get a sufficient quantity of Brilliantone Steel Needles to take care of your increased holiday requirements IF YOU WILL ANTICIPATE We are prepared to fill a reasonable number of .orders promptly. We don't know how long our supply will last, or how soon we will have to call a halt on additional business. THEREFORE If you want to be sure of an adequate supply of Brilliantone ALL -QUALITY Steel Needles, we say, ORDER TO -DAY.

BRILLIANTONE STEEL NEEDLE Co. ic,'NFc0AR'p'0ERRA'T2 Suite 655-657-659 Marbridge Building, Broadway, at 34th Street B. R. FORSTER, NEW YORK President SUPERIOR STEEL CITY 13 RI LL. IANTONE NEEDLES NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 11

101111,

ij The Customer: "Have you a record by So and So?" Per- haps you aren't sure. A glance at the New Artists' Section of the New Catalog tells you.Helpful. Columbia Graphophone Co. NEW YORK Thr,-2 indicatingthat improvements that have been NEW PATHE"ACTUELL" PRESENTS REVOLUTIONARY IDEAmade have been in the line of reproduction. Special Diaphragm, Embodying New Principle, Reproduces the Tones From the Record in Full Through the use of the new device the tone, Volume Without the Aid of Sound Box, Tone Arm or Amplifying Horn whether it be of the voice or a musical instrument, is thrown to every part of the room xsith In the Pathe "Actuell," officially announced by In introducing the "Actuell" E. A. Widmann,equal intensity, and not thrown by the means the Pattie Freres Phonograph Co. to a dozen orpresident of the Pathe Freres Phonograph Co.,of a horn in one particular direction. so invited guests at a luncheon at the company'ssaid thatfor over thirty years the inventive "The object of this device," said Mr. Wid- factory in Brooklyn on October 28,thereis minds in the phonograph line have been experi-mann, "is particularly directedto the attain- found a phonograph of a distinctly revolution-menting to improve the small diaphragm now inment of direct propagation in free air from a ary type without sound box or tone arm andgeneral use and thereby improve tone reproduc- record of self-sustaining sound waves, substan- entirely devoid of any form of amplifying horn. tion. In-umerable experiments have also beentially corresponding to theoriginal recorded In other words, it represents a distinct new form sounds, in intensity or amplitude, as well as in of phonograph reproduction, representing years pitch and timbre.The sound waves are ampli- of experimenting and long and careful work of fied on the body of this device the same as the the Pathe experts in its final development to a t:ne of a string is amplified on the body of a point of practicability. violin and faithfully transmits the vibrations of The fact that this new type of phonograph 's the record in a manner that the results are ac - now ready for presentation to the trade means teal reproduction of the orig:nal voice or inthat not only have the Pathe e(perts worked stPumelt. without change cf character and without to perfection a new process of reproduc:ng, out appreciable loss of energy." but they have been compelled to design an en- For the present the phonographs embodying tirely new form of cabinet to hold it.The cah- the new -Actuell" reproducing method will 1)2. inet with the reproducing mechanism shown is confined to one style, similar to that illustrated. illustrated herewith. The elimination of the horn makes it possible The "Actuell" consists principally of a 'arge to increase the width and decrease the depth of cone -shaped diaphragm of parchment fitted into the cabinet. believed to be an attractive feature a large circular aluminum frame.The center in the horn, and by increasing the width proof the diaphragm is connected by a wire, under vides more room for the filing of records. tension, with the needle holder.The sound as Those present at the luncheon, in addition to it comes from the record sets np vibrations in Mr. Widmann, included C. C. Conway, vice- the wire, and the vibrations are released in the president of the Hallet & Davis Piano Co., Bos- form of recognizable sound directly from the ton; W. J.Craig, general manager and vice- diaphragm.The volume of sound is controlled president of the Pathe Freres Phonograph Co., by a special attachment on the arm protecting 1.td., Canada; Frank L. Dyer, the well-known the wire, for those who desire this method, but patent attorney,formerlyactivelyconnected is more readily controlled by the opening and with the phonograph trade; H. B. Ray, advertis- closing of the doors of the cabinet.There are ing manager of the company: Frank D. Lewis, two doors in front, each of which may be closed chief engineer of the Pattie Co.; representatives separately, and a large door on the side which of the trade press and others. also gives control to the tonal volume. After an extended demonstration of the "Ac- The circular frame holding the diaphragm is tuell," in which records of all types and a great constructed of aluminum, heavily gold plated, variety of makes were given exhaustive com- as is the tube through which the wire runs from parative tests, several of the guests were taken the needle to the diaphragm, as well as the other The New Pathe "Actuell" on a tour of inspection through the big Pathe metal parts of the attachment. The simplemade with various types of tone arms, horns,plant, observing with much interest the great twist of the needle holder permits the playingsound boxes, etc., and in some instances with activity prevailing therein. of either hill and dale or lateral cut records onapparent success.He stated that experiments the same machine, and it therefore makes thehad shown that a disc record made a number of The Coeola Phonograph & Cabinet Corp., of new reproducer practically universal inits ap-years ago was in most respects, and particularlyNew York, was recently incorporated with a plication.It is claimed for the Pathe "Actuell"in the matter of tone quality, equal to the rec-capital stock of $10,000.Those interested are that, inasmuch as the sound comes initsfull ords made by the same manufacturers to -day,A. Posen, H. Rothstein and J. A. Kohn. volume direct from the reproducer to the ear, it does not suffer from the overtones or conflicting vibrations that sometimes develop when the THE REGINAPHONE sound is carried through an amplifying current and likewise by reducing the number of fac- A phonograph of the highest grade tors incident to tone reproduction also reduces with many exclusive features. The new the chances of unsatisfactory reproduction. Regina Sound -box is the greatest im- At the official demonstration exhaustive tests provementintalking machines in were made of the new reproducer diaphragm on years, reproducing all hill and dale Pathe and other standard makes of machines, and lateral cut records equally well, with a great variety of records, and it did not and in a manner unsurpassed. New Regina Sound -Box require an expert totestifyastothetone Territory arrangements with active dealers.Send for particulars. volume of the new reproducer or to the fact that through its use surface noise,if not en- THE REGINA CO 47 West 34th Street. NEW YORK tirely eliminated, is reduced to a point where 209 S. Wabash Ave.. CHICAGO. ILL. it is not audible. Manufacturers of the Regina Music Box and other musical instrumentsfor over 25 years. 12 THE TALKING MACHINE WORLD NOVEMBER 15, 1918 If You DoNot SELL Why Do You Not?

There Are Many Reasons If You Knew the Reasons Why You Should We Know You Would

INI AL ,./Ci`:t vol.?

1 I 41- 4,4iN 2 Some of the Reasons Why You Should

NO The Reason The Reason Of profit on their sale Of economy in their use The Reason The Reason Of their tonal qualities Ot customers' satisfaction The Reason The Reason Of non -injury to \c"\!41-_ o Of increase in the records sale of records 2

Nov \?' There Are Also Good Reasons Why You Should Sell The "B and H" Repointing Device

The Reason The Reason That there's a profit That each needle may in its sale. be repointed eight or The Reason nine times. That it restores a The Reason usedneedletoits That each repointing original condition. improves the tone.

For the above and for should write us at once other good and suffi- for further particulars U. S. PATENT DECEMBER 5. 1916 cientreasons, you Retail Price, $2.00 and prices. "Ba:d H"INFIBRE MANUFACTURING COMPANY 3335 CHICAGO, ILL. NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 13 Customer Courtesy-Importance of its Mean- ing to Talking Machine Dealers By M. A. Morley Gaining new and retaining old customers canbusiness is given afair and satisfactory trial. first-class stock of instruments and records to be made a realization by the talking machine Why not make this matter the leading idea offer his trade.He understands, too, the value dealer who undertakes to solve this matter thatin the conduct of your business?Perhaps youof making his stock display attractive. He notes at times becomes a problem by some simple have done so in the past.If this is the casethe importance of making his store of such ap- rules. But simple as they are, they must be has it not been proven a profitable plan?But peal by its character that it will naturally draw strictly adhered to in order to attain the ends even if you have endeavored to do so is theregood customers.He combines these attributes desired. A disregard for some of the funda-still possible an ictea that can be added to thewith those of quality, service and courtesy, and mentals often becomes a costly error to the man list,an effort made that will prove to bea then goes forward in a sea that is not beset with of business, and while perhaps not aware of the greater help?\Vhat rules have you made forreefs and shoals that will wreck his industrial reason for his losses, goes forward in a blindthe salespeople that cover this plan, and how ship. manner that only makes his future success more well have they been trained in this important Heisdeterminedto make every man or difficult of attainment. part of the business -getting system?If youwoman or child (and the latter of to -day is the There are several qualifications that are de- customer of to -morrow) welcome to his place manded 'forsuccess. Primary among theseMINNOMMENNUNIMINHENNOMMIM of business.He is going to prove to them that courtesy isto be considered, for the business he is there for service, and that he is not go- man who is courteous has many strong argu- ing to permit anything or anyone to stand in ments that will help him to increase his sales. his way to prove his right to a hearing in the Many of us go to the store where we know that Quality and Service court of customer opinion and good will.Now the reception will be pleasant and the conduct this is going to take a great deal of care, and it of the proprietor or the salesperson marked by Added to Courtesy is going to demand of him and his employes, that extra eagerness to please.We likethis everyone of them, a larger share of that extra kind of treatment, and though we might be in attention to the littledetails that might have the nature of a grouch ourselves, we still look Are Never -Failing heretofore escaped him.Very often these little for and admire the contrary in the man who items that are passed by with a wave of the hand, seeks to sell us either machines or records. and which are looked upon as of no material im- Realizing this, how many dealers bring this to Trade Winners portance, are vital.It might be that the deal- bear with all the force and power that is im- er has been neglectful of these, feeling that they plied therein?What percentage of the dealers were only trivialaffairs that would be over- cultivate this attribute and put into practice the looked by the trade.So they are at times, but little helps that will be found so much a forceleave it to them they might not fully grasp itsthe repetition makes them increase in size, and inits greater development?The little things real value.Of course, you will try to see that inthe eyes of the customer they become as count-the seeming trivial items inthe day'sall your customers are given a fair deal, and tomountains of neglect.They will not be toler- labors that do so much to bring the sum totaldo this demands that you resort to the most ated for any length of time. of the efforts that will increase our power in thecareful plans. Give your customers every courteous consid- community in which we live and barter and sell. Some of your employes might be courteous eration.Give them the best in service, in qual- Greeting the customer with a smile, a word ofat times, and then at another forget this unless ity, in attention, in stock, in delivery, in fact, in cheer and an eagerness to prove yourself of serv-you have been more than careful in making yourevery part of your undertaking, so that there ice, at once arouses in the mind of the prospectrules strict.The fact that it costs nothing towill be no comebacks.The added cost, the in- a feeling of interest.Ile feels that you have abe polite makes the labor one that is doublycreased labor and the time that you expend in personal desire to see that his wants are wellprofitable.It pays even a larger profit, for thebringing to perfection this larger measure of cared for, and that ifit is possible to meet hispleased customer becomes the living advertise- service, will be found an asset that is of the desires this will be done.You may not be able ment for your store, and this is the kind thatmost significant value to you in making your to supply these requests, but at least your man-brings the quickest and largest returns.Othersname and success go hand in hand for greater ner will imply that you are willing to do so,may fail at times, but the pleased customer is achievements. and this makes up for something that you may eager to say a good word for you, and you cannot have in stock.In case you do not have not afford to make even one enemy customer J.13. Scofield, formerly manager of the talk- in stock the machine or record requested youin all the trade that lies within your territory. ing machine department of the Cable Piano Co., can offer him something else. You havea Every live talking machine dealer, however,Toledo, 0., is now fighting on the Italian front record, for instance, that will please him, andfully understands the magnitude of having awith the 332nd U. S. Infantry. there should be no trouble in making this evident quickly.If your actions are indifferent hewill leave your store with afeeling that you are too independent to be courteous. lmportant 2nnountement In addition to being courteous there are also the items of quality in the character of the machines and records offered and the service you render your customers.There is a sign that is Prices of Steel Needles in one store in a large city that reads,"Our Motto:Quality, Courtesy, Service."The term Have Advanced to 15c. a Package Retail courtesy is practised here and its value is noted in a way that is good to see.A polite greeting, attention and a pleasant "thank you" do much to Owing to the continued scarcity of needles round out a purchast, and you leave a store of we have decided for the best interests of this kind with a feeling that the proprietors and salespeople really wish to have you call again. the trade to limit the shipments of no more Strictly speaking, customer courtesy includes quality and service, for you are there to please than 50,000 to any one dealer. and how can this be possible if your stock is not the best and the kind of service you render MAGIC TONE NEEDLES, LOUD ONLY only of the indifferent type?So the three are co -existent, and each has a part to play in the sum total that the dealer has to keep well in 70c. per 1000 mind.If he overlooks any of these he will find Subject to change that the neglect has been the cause of lost sales that cannot be readily made up.They are The present offer is for your immediate acceptance. vital to his real success, and if he does not be- g lieve this is a fact let him give the matter ag . serious test and watch the results.The indif- m ferent dealer is that man who soon finds out I. DAVEGA, Jr., Inc. that his neglect has been costly.The public VICTOR FACTORY DISTRIBUTORS has been educated to -day to look for a great.- deal of consideration, and the wise dealer is the 125 West 125th Street NEW YORK I man who is going to see that this phase of his Miummunommounionammansismannommthownifienummummumannionsimanumummumnimmuma 14 THE TALKING MACHINE WORLD NOVEM DER 15, 1918

WORLD PHONOGRAPH CO. MANUFACTURERS The Instrument of Quality orib"

We can take care of Send for immediate Catalogue wants

PLAYS ALL RECORDS Every "World" Phonograph isbuilt by master artisans in our own factory. Correct design, high-grade construction, durability, appearance and finish are features of the "World" Phonograph. Manufactured by WORLD PHONOGRAPH CO. GENERAL OFFICES AND FACTORY 736-738 TILDEN STREET CHICAGO, ILL. NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 15 The Application of Period Decoration to Talking Machine Cabinets The Hepplewhite The talking machine designer of to -day wholikewjse to the designing of otherfurniture and laidor painted by noted artistsof the day. is giving attention to the reproduction of themanaged to give to the variouspieces adis- Hisfurniture,asarule,was made lighter English periodstyleswillfind much inthetinctiveness that has marked hiswork as un-than was that of Chippendale, and he depended designsofHepple- for enriching his effects upon a generous use whitetogainf o r of pier glasses and mirrors.Hepplewhite was that style earnest one of the few designers whose works can be consideration; f o r observed today just as he designed them, for the designs of Hep- his book, "The Cabinet Maker and Upholster- plewhite, although er's Guide," published by A. Hepplewhite & Co. in most every in- in1788,issaid to he found inthe principal stance designed be- libraries and to be consulted at first hand. fore1788, may be The accompanying plate gives some general used with perfect idea of the characteristic Hepplewhite designs freedomto -dayin as applied to various pieces of furniture. adding embellish- Hepplewhite was partial to inlaid and painted ment to modern fur- designs and the inlay was always beautifully niture. simple. His.,chairs and other furniture were in Of all the famous realityfirst covered with a coat of Japanese cabinetmakersof lacquer, and on this ground the delicate orna- the eighteenth cen- ments were painted.Gold on a black ground tury,and theyin- was a favorite combination, and the ornamenta- cluded Chippendale, tion for the most part inclined toward floral Sheratona n dthe designs. Adam brothers, In adapting the motifs favored by Hepple- none produced such white to talking machine cabinets of the pres- asmall number of ent day, care must be used in preserving the impracticaldesigns generalfitnessof things.Ordinary cabinets as Hepplewhite. cannot be turned intoaHepplewhite model Nearly every one of by sticking on a few motifs at random any his designs shown in -more than a Ford car can be turned into a his book, "The Cab- Packard by changing the hubs.The design inet Maker and Up- has to be either all Hepplewhite or not Hepple- holsterer's Guide," white, andthedefinitecarrying outofthe published in 1788, period idea must be planned with the design- can be used to -day ing of the cabinet in the beginning.For that just as it was orig- matter the same rule holds good in the adap- inallycreated. Al- tation of any period design to cabinets. though formality Of the customers who buy cabinets in Hep- was the rule of his plewhite design, nine out- of ten will select a time in the matter of cabinet with some definite object in view and household furniture, with some definite understanding as to what it Hepplewhite m a n - represents. Even though theproportionof aged to incorporate those who know were smaller, it would still be richnessinhisde- a matter of Nvisdom to cling to accuracy for signs while still ob- the benefit of the sophisticated. serving the general demands ofthe The new Victrola department of Geo. S. Dales, period. Of course, 120 Main street, Akron, 0., was formally opened Hepplewhite's repu- Examplesof 'Hepplewhite Designs for public inspection the closing days of last ta tion rests most firmly upon his chairs, and inusual even to this day of great achievement.month, and the arrangement and display of the chair he showed a distinct preference for the In his designs he favored ovals and curvestalking machines and records came in for much shield -back.However, he gavehisattention ofalldescriptions.His table tops werein-commendation.

CERTAIN PATENTED FEATURES -46"6"--- found in PHON d' AMOUR exclusively make the PHON d' AMOUR a re-creation in the phonograph field. The PHON d' AMOUR marks the first real de- Reproducer parture in construction since phonographs were first offered to the public. THE REPRODUCER IN PHON d' AMOUR is an entirely new and greatly improved "sound box."It is finished throughout with the precision of a watch.

It is the patented features in PHON d' AMOUR that make the difference Copyright, 1917, by and which make this instrument the phonograph with the Soul of a Violin. The Fritzsch Phonograph Co. Trade Mark THE FRITZSCH PHONOGRAPH COMPANY 228-230 West 7th Street CINCINNATI, OHIO 16 THE TALKING MACHINE WORLD NOVEMBER 15, 1918 Colwarnbia Grafonola The New Columbia Record Catalog

An improved edition, with new sections; new features; new ideas for the Columbia Owner and the Columbia Dealer

The Columbia Dealer may well be proud of the New Catalog!. In bind- ing, in style, in arrangement and in material it is far superior to any past issue. Not only has the typography been improved from the standpoint of readability, but the illustrations and the features have been greatly enlarged and improved.It is an interesting, informative book about phonograph music. In the New Catalog are a number of innovations of real sales value to Columbia merchants. One of these is the method of making up the various sections- Part I. being a list of all artists making records for Columbia. Thus, when a customer asks, "Have you records by so and so?" you have the answer at your finger's tip.

Part II., a complete alphabetical list of all Columbia Records, has been greatly improved by being broken up into familiar sub -heads. Your customers will want this New Catalog. Make it an inducement for them to come to your shop.That means business for YOU! COLUMBIA GRAPHOPHONE COMPANY New YORK

Sell Foreign Language Records, small investment-quick turnover-good profits. International Record Dept. 102 West 38th Street New York NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 17 C0111171Thi Grafonola Make the New Catalog ;fed of;._ t eleo085.5 Make New Customers cQ People like catalov- particularly people who own plionop-raphs \('

A record catalog is a source of inspiration to the music lover; a silent salesman in the home, working for the Columbia Dealer. Put the new Columbia Catalog to work for you. Let your customers know you have it; send copies to your mailing list; display it in your windows-above all, study

11.% of All CulumblA it and know what it contains. ComPicte 31111.11:4 ...rd.. and Att. lo 21,1113.11,ailY ow ,ndnarn< of The New Catalog is a decided improvement over any edition ever published before.

It will be a veritable encyclopxdia of valuable information for the Columbia salesman, imparting a knowledge of the artists who make Columbia Records and of the records themselves that will inev- itably result in increased selling capacity. Feature the New Catalog in your windows. People who come in for it will often stop to buy records. COLUMBIA GRAPHOPHONE COMPANY New

Sell Foreign Language Records, small investment-quick turnover-good profit,. International Record Dept. 102 West 38th Street New York

111111111111111111111111111111111111111111111111 18 THE TALKING MACHINE WORLD NOVEMBER 15, 1918 DON'T MAKE 'EM LIKE IT, GIVE 'EM WHAT THEY WANT EDISON TONE TEST CAMPAIGN Play a Record for the Customer That He Knows and Likes and He'll Think You're a Great JudgeDistinguished Artists Who Will Be Heard in 583 of Good Music-Even the Preacher Man May Like a Little Jazz Occasionally Recitals Which Have Been Booked by Edison Dealers for This Fall and Winter Sam Small as a matter of business-at least The first rule in his little red book was then that was his alibi-took particular pains to spendmade to read:"Find out what shows they've In last month's World (page 97) details were several afternoons and evenings each week inseen and then shoot 'em the music.They'll given of the great Edison tone test campaign the hall of the two -a -day, which is just plain like it because they know it."The second rulenow under way, in which a total of 583 recitals vaudeville theatre, in the jazz joints on the main was:"Cut out the deaf and dumb signal sys- havebeen booked by dealersforthisfall. stem, or, if not there, listening more or less at-tem and get the prospect talking, and that talkThese, with the 1,742 previously given, make a tentively to the music of some new operettas,will most likely give the low down on their totalof2,325recitals which willhave been or kidding himself that he was really getting full nationality.Then give 'em the music from thegiven by the coming Christmas.This means value for the price of a seat at the grand opera. old home town.""Gee," thought Sam."If Ithat two million people will have heard dem- After gathering that great variety of music intohad played Swede music for an Irishman, in-onstrations of the New Edison.The artists his soul, Sam just felt that he could count him-stead of Irish music for a Swede, what a beau-participating in this tour are pictured herewith. self as an authority.He bulled himself into tiful funeral I'd have had."The third rule read: the belief that he knew it all, and the fact that"When a sweet young thing cries for the record he fell for his own dope proved that he wasof a new popular song not in stock, don't just some little shoveler of the camouflage. tell her you haven't got it.Tell her she will When some innocent prospect would wanderget tired of it anyhow in two weeks and sell into Sam's store for a demonstration of ma-her something for half a dollar more that will chines and records, he would just simply trot last longer. out a record of the latest music he heard, or "Even the preacher man doesn't want to hear next to the latest, if he did not have the latesthymns all the time.It is his business to listen HARDY MERLE ALCOCK MARIE RAPPOLD in stock, and proceed to letitgo. He didn'tto them in church, but when he is home and \VILLIAMSON Contralto Soprano lose many sales, and any lack of enthusiasm onaway from the flock, a little jazz doesn't go so Tenor the part of the prospect was put down to igno-rotten at that.Sell them what they like-what rance, and winked at as such.The big blow - they understand," says Sam."When a speaker off came, however, when a big blonde dame with tells an audience something they already know a purple feather in her yellow hat, and wearingthey think he is a wise guy.When he tells number ten brogans, blew in and nodded herthem something they don't know they generally head in response to the inquiry as to whetherthink he is a liar.But don't make the mistake she wanted to listen to how a machine played.of playing them something they know too well. Sam had heard an Irish tenor warble the nightMore than one murder has been committed be- toAMY ELLERMAN ALICE VERLET before and naturally slipped on the record ofcause the wrong music was played at the wrong Soprano Contralto MARIE MORRISEY "Kathleen Mavourneen."The dame stoodit time. If you don't believeit, try playing the Contralto nobly for about ten bars, and then blurted out, 'Wacht Am Rhine' in the open store for a pro - "That don't bane music ay lak.Ay guess ayGerman without bolting the door and having go."Sam almost had totie her to the chairthe rear exit clear.When the mob breaks in until he could sail to the rack of Swede records there will be no time to waste in finding a new and dig through the dust for something thataddress." would tickle the servant girl's heart.It was just Swede to him, but it was music to her. C. H. RICHARDSON ENTERS SERVICE Sam learned his lesson.His old slogan had MARIE TIFFANY IRMA SEY DEL been:"Make 'em like it.I know best."But. Manager of Talking Machine Department of Soprano Violin FLORENCE FERRELL he tore up the past performance sheet, got him Clark Music Co., Syracuse, Joins U. S. A. Soprano a new line of dope and changed the slogan to "Find out what they want."He went intoa Charles H. Richardson, for some time man- trance and without the use of much second sight ager of the talking machine department of the found out why an aged party had not gone intoClark Music Co., Syracuse, N. Y., has left to raptures over a selection from the latest "Fol-join the United States Tank Service.He is the lies."The old party hadn't seen the show andtenth employe of the Clark Music Co. to enter the music meant nothing to him, as Sam found theservice, most of the men now being in out when he played over the records of anotherFrance, and ifhe canfightlikehe cansell, show that he, himself, had not seen. look out Germany. BETSY LANE GLEN ELLISON SHEPHERD Baritone VERNON DALHART Soprano Tenor Ward's Khaki Moving Covers PROTECT YOUR MACHINES FROM ALL KINDS OF WEATHER and will enable you to deliver them ODETTE free from dust, scratches, bruises LE FONTENAY IDA GARDNER and all other finish destroyers FLEMING TRIO Soprano Contralto Our covers are faced with Standard Khaki, lined with a heavy grade flannel, interlined PUSH PINS FROM OLD NEEDLES with an exceptionally good grade of heavy All That is Needed Now is to Make Talking cotton or felt, diagonally and closely quilted, Machine Needles from Old Push Pins and manufactured according to the usual superior " WARD New London " quality. )ne bright mind recently contributed to one Grade "D", medium size,$6.00 of the popular magazines the description of a Grade "D", large size, $6.50 method for utilizing old talking machine needles Grade "K", medium size, $8.00 in the making of push pins.According to the Grade "K", large size, $9.00 description, the needleisset, pointed upward Carrying Straps: No.1 $1.00; No. 2 $2.00; No. 3 $3.50 in a small mould and sealing wax poured around ORDER SAMPLE COVER ON APPROVAL 'the head of the needle, forming a button -like With Name of Machine silk embroidered on any Cover; extra, _30c. top.If another bright mind will come along With Dealer's Name and Address. first Cover; extra $1.15 and tell how to make good talking machine Same on additional Covers. each extra 60c. Write for booklet needles out. of .old push pins, he will be doing something that will prove of trade interest. THE C. E. WARD CO. The Sampson Music Co., Boise, Idaho, re- (Well-known Lodge Regalia House) cently purchased the entire stock of Colum- 101 William St., New London, Ohio bia Grafonolas and records of the Kellerman :'Also Manufacturers of Rubberized Covers Grade "D1" Cover with No. 3 Straps. and Dust Covers for the Wareroom Piano Co.The stock was moved to the Samp- son Co. store. Supplement to Talking Machine World

AEOLIAN-VOCALION PUBLICITY ONE of the important factors of their immediate environments. in The Aeolian Company's Likewise, the provision made by success has been the char- The Aeolian Company, whereby acter of its advertising.For many dealers may profit through partici- years this has been maintained at pation in the national publicity is the highest level and has set the an added advantage to those who standard not only for advertisers in handle the Vocalion. the music trade, but for practically Reproductions of Vocalion and allothersusing magazine and VocalionRecord advertisements newspaper space. appear on the three pages follow- Aeolian instruments are natural ing. These reflectthegeneral leaders in their various lines by character of Vocalion publicity and right of intrinsic superiority.At are current at the moment. the same time, Aeolian advertising The advertisement on the next has contributed essentially to the page is a reproduction of one of widespread and ready acceptance the full pages in color, appearing of this leadership. monthly in the " Saturday Evening Aeolian-Vocalionpublicityis Post."Those following are news- typically Aeolian. Strong, dignified paper advertisements being run in and convincing, it is as far above various large cities. the level of ordinary phonograph The unquestionedsuperiority advertising as the Vocalion itself of the Aeolian-Vocalion; its many towers above ordinary phonographs. advantages and sellingfeatures ; Dealers who handle the Aeo- the extraordinary character of the lian-Vocalion and new Vocalion new Vocalion Record ;the excep- Record, are aware of this.They tional service rendered to dealers; are directly benefitted by the na- and the unapproached quality of tional publicity of the Vocalion and Vocalion publicity, make the rep- indirectly by the newspaper cam- resentation of this instrument an paigns conducted in mediums with invaluable asset to every progres- large spheres of influence outside sive music merchant.

Catalog and complete information sent upon request THE AEOLIAN COMPANY AEOLIAN HALL, NEW YORK Supplement to Talking Machine World

, 1 ASTERPIECE ofREPRODUCTION The New Vocalion Record- Crimi's "On With the Play." THIS wonderful aria from "Pagliacci" is far more than a mere song. Inits beautiful melody the composer has sounded the depths of human emotion. The very notes themselves voice the anguish of the poor clown whO, despite a breaking heart, must carry through his part to the end. Giulio Crimi has outdone himself in making this record.One of the greatest tenors alive today, his talent and his art have found real inspiration in the magnificent results achieved by the Vocalion system of recording.. Those who hear Vocalion Records played upon the Aeolian-Vocalion, listen amazed to new musical effects from the phonograph. Full, rich and clear, the tones of the human voice come from the instrument with all the beauty and freshness of nature's endow- ment. In perfecting this wonderful new system of recording-in making a record commensurate with the unrivalled musical character of the Vocalion-the Aeolian Company has put the musical world still further inits debt.One more notable feature of advantage it has also added to the sum of those already possessed by this instrument.

THE AEOLIAN-VOCALION is a product of the world's leading manufacturers of musical instruments.As a phonograph, it occupies the same position of distinguished leadership. as this maker's other famous instruments. The features of the Aeolian-Vocalion that give itpre- eminence, are first of all a musical quality that is unapproached. Second-a personal control of expression through its celebrated "Graduola' that no other phonograph possesses.Third-a beauty and distinctiveness of. appearance that has set an entirely new .standard.Fourth -a perfection of mechanical devices, such as its Automatic Stop, that bespeaks the 'unrivalled skill and experience of its makers. And, finally, the Irrrill't**a;" notable advantage's it possesses in its Universal Tone -Arm, 't which permits the Vocation to play all makes of records in GIULIO CRIM! addition to the exclusive privilege of playing the wonderful new Vocation Records. TI1F. AEOLIAN COMPANY announce i the initial and exclusire voice recordings of Ciulio Crimi. leading. Italian tenor of the Chicago Opera Company. Signor Crimi has been the sensation of the past season with the Chicago organization.His magnificent rote has the. irresistible charm and freshness of youth, to which is added a musicianly sense of artistic rallies capable of standing the test of comparison with othrr world-famous tenors.

I-0CA LION 7ke-AE 0L IAN STY LE "I" Illustrated, price $225. Other conven- tionalmodels,equip- VO CALI ON ped with Graduola, are priced front Madeax $115 upward; without Graduola, from $50.. Many beautiful. Period models, 71: E 0 LIAN priced from $240. All prices subject to change. OM PAN Y LONDON ,`TEOL_I-A2V HALL PARIS NEW YORK Supplement to Talking Machine World

ORCHESTRAL MUSIC THE GRANDEUR AND RICHNESS OF THE GREAT INSTRUMENTAL CHORUS VOICED WITH MOVING REALISM BY THE AEOLIAN VOCALION

TO put into the hands of music - lovers a phonograph so wonderfully constructed thatit can actually reproduce the tonal sonority oftheorchestra --itsheightand depth and breadth of voice- To give them a phonograph on which everydistinctive -voiced orchestral instrument is clearly recognizable-on which the wistful strings and pallid flutes, mellow clarinets and pealing brasses sing their parts with perfect and thrilling individ- ualism- And, above all, to put into their hands a conductor's baton-a wonderful new controlling device by which they may lead the orchestra- may color, shade and modify just as the orchestra conductor himself expresses his ideas in the talents oChis assembled players. Thisisthe achievement of rithe Aeolian Company in producing its extraordinary new phonograph-the Aeolian-Vocalion.

" Truly the Aeolian-Vocalionis the climax of phonograph development.With distinctive beauty of exterior-with unapproached tonal richness and capacity and with its exclusive feature for personal expression control (the Graduola), the supremacy it has so quickly gained is butthe measure ofitsmanifold superiority." THE AEOLIAN COMPANY AEOLIAN HALL NEW YORK Supplement to Talking Machine World

FOREIGN PATENTS COPYRIGHT 191b US PATENTPEHOING AEOLIAN COMPANY

Price $ I. A22007 AT DAWNING (CADMAN COLIN O'MORETenor Vocation Orchestra Accompaniment °gooTHE AEOLIAN COMPANY ogoo

Cohn O'More A great future awaits this splendid young tenor, whose voice of extraordinary beauty will be recorded exclsisirdy on Vocation Records. Following his recital at Aeolian Hall on Saturday, October19th, Cohn O'More is engaged for a recital tour which will cover the principal musical centers of America and will familiarize thousands of musicloverswiththedelightful charm of his artistry. COLIN O'MORE The Gilled Irish Tenor Will Make Vocalion Records Exclusively COLIN O'MORE possesses one of those rare voices that makes you glad or sad as the spirit of the song dictates.This talented young tenor adds new beauties of tone and interpretation to the old familiar ballads that everyone loves.His artistry is both finished and spontaneous. Vocation Records have reproduced Colin O'More's voice with remarkable fidelity.Through the naturalness of the new system of Vocation recording, the individual quality of this unusual voice, rich in heart appeal, is brought to you with amazing realism. The Vocation Records of Colin O'More will be played for you at any time. You will find many favorites among the selections recorded. At Dawning (Cadman) 1 22007 -10 -inch- $1 .00 Vocalion I Hear a Thrush at Eve (Cadman) Records Bonnie Sweet Bessie (Gilbert)...... 22002-10-inch-$1.00 by I Hear You Calling Me (Marshall)1 22006-10-inch-$1.00 Style 500, Price $175 Colin O'More Who Knows (Ball) THE AEOLIK\NOCALION As an unequalled medium for interpretingit in an individual class, far removed from the Vocalion and all other standard makes of records,ordinary phonograph. the Aeolian-Vocalion, the world's most artistic By means of the Graduola, a musicianly and phonograph, stands supreme. exclusive device, new beauties of expression -con- The advantages of this wonderful instrumenttrol are possible to the owners of the Aeolian- are manifold.Its clear beautiful tone has placedVocalion. Adolian-Vocations from $50 upward Graduola Models from $115 Distinctive Period Styles from $240 11 THE AEOLIAN COMPANY Makers of the famous PianolaLargest manufacturers of musical instruments in the world In MANHATTAN In THE BRONX In NEWARK 29 West 42d Street 367 E. 149th Street 11 Flatbush Ave. 895 Broad Street

/Z./ NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 19

tinginpersonalcontactwithexportersin INDIA SEEN FROM THE VIEWPOINT OF THE BUSINESS MAN Europe and America, thus gaining at first hand Why the United States Gets Only a Small Share of the B-usiness of That Country-Present Condi-an intimate knowledge of the markets.Under tions and What the Future Offers as the Result of Social Reforms-Many Interesting Facts such conditions the development of Indian trade should be rapid and untrammeled. Numerous A mostinterestingvisitortoNew York There are at present only something like 200,-commercial organizations have been formed in just now isValabhdas Runchordas, head of000 Europeans, mostly Englishmen, inIndia, India in the past, and particularly in the Bom- Valabhdas Runchordas & Co., Bombay, and soleand upon them the merchants must depend forbay Presidency, with a view to promoting the proprietor of the Talking Machine & Indianthe market for higher -priced talking machinesindustrial development of the country.Shortly Record Co., of Bombay, Calcutta and Madras. and pianos.Moreover, a large proportion of thebefore the war there was organized the Indian Mr. Runchordas is in the United States in theEuropean population consists of clerks and un-Commercial Congress, designed to promote both interests of his business as a general importerder officials, whose financial condition does notthe domestic and foreign trade of India, but ac and at the same time to pay particular attentionpermit them to indulge very extensively in lux-tivities have practically ceased for the duration to the matter of securing talking machine anduries and semi -luxuries.It is believed that ifof the war. record supplies of various kinds.He has beenAmerican manufacturers study the Indian field Meanwhile, manufacturing inIndia has ad- active in the talking machine field in India forthoroughly and prepare to cater to the peculiarvanced at a rapid rate, a fact particularly true over twenty years, and states that before thedemands of that country in the matter of sup-of the cotton industry, 1,318,810,126 yards of cot- war the great volume of business was done withplies and prices, they will have a good oppor-ton goods having been manufactured inthat machines and records of German make.The tunity of participating in its expected commer-country during the year 1916-1917.This indus- forced withdrawal of these products from thecial development. trial development is expected to enable India market has opened up a field for fresh importa- There is at present in effect an import dutyto prosper to a point where the country will tions with other countries. of 7% per cent. based on trade prices of talk-provide a fertile field for foreign manufacturers. Small American Business in India ing machines and records, and to this must be Where United States Consuls Are Located Mr. Runchordas offered the interesting infor-added rather heavy ocean freight rates. At the present time the United States has mation that before the war only 7.3 of the total The question of caste in India is a big one,Consuls in Calcutta, Rangoon, Madras, Colom- importations into India came from the Unitedthe original four castes of some centuries agobo, Bombay, Karachi and Adel, with Consular States, and, although European trade was al-having been divided and subdivided through va-representatives in Bucrah and Chittagong. It most entirely cutoff by the war, especiallyriouspolitical and social disagreements until his beliefinafter -war development of In- trade with the Central Powers, in 1917 the im-there are now existing something like over 3,000dian commerce that has moved Mr. Runchordas portations from the United States were onlydistinct castes.Of these the members of theto make his present extended visit to the United 12.9, the greatest volume of imports, of course,Bhattia caste are recognized as the leaders in theStates. Itis his belief in India's commercial being from Great Britain.When from the totalcommercial life.The members of this caste, al-future that also prompted Mr. Runchordas to volume of American export business handled inthough centered in Bombay Presidency, are totake an activeinterest as a directorinthe India is taken the great business of the Stand-be found in all of the various sections of India,Shrikrishna Stores Co., Ltd., a chain of mercan- ard Oil Co., the Remington Typewriter Co. andand in recent years in other countries, particu-tile establishments conducted without profit for the Singer Sewing Machine Co., it will be seenlarly Japan, and are found to develop in busi-the purpose of providing a practical education in that there is not a very material business doneness with greater rapidity and more success thanmerchandising for Indian youths. in other American lines.The principal reasonothers of their race. He plans to remain in New York and other for the fact that American products do not fig- Bright Prospects for Commercial Growth Eastern cities for a month or six weeks before ure more prominently in the Indian field, itis Much of the slowness of India's commercialworking his way back to the Pacific Coast. said,isthat American manufacturers are in-growth, itisdeclared, is directly traceable to Mr. Runchordas has been a subscriber to The clined to be conservative in their methods, andthe existence of the caste system.Up until aTalking Machine World since its inception, and put forth their efforts in endeavoring to forcecomparatively few years quite rigid caste regu-through it has become very familiar with the their standard styles and designs upon the na-lations covering his method and mode of livingconcerns and situation in the talking machine tive buyers rather than follow the example ofmade it practically impossible for the Bhattia totradeinthiscountry. Incidentally he con- Europeanmanufacturersandredesigntheirtravel overseas and into foreign countries with-tinued his World subscription, on a cash basis, products to meet the wishes and requirementsout running the risk of losing caste, consideredfor a number of years to come. of the export trade.In more than one case thisa very grave punishment.There was started, failureto meet the native demands even byhowever, a wave of social reform, with Mr. "INTERESTING AND VALUABLE" making slight changes in styles has forced In-Runchordas as one of theactivereformers. dian importers to stop handling American prod-Many of the caste regulations were set aside, The "Pathe Phono-Cinema-Chine" in a recent ucts. with the result that the Bhattia can now feelletter from Shanghai, China, enclosing a sub- Low -Priced Records Have the Call free to travel about at will, although still ob-scription for The World under date of Septem- The reason for the large business enjoyed inserving the chief laws of his caste. ber 13, writes enthusiastically about the merits German records in India before the war was due It is expected that after the war these leadersof The Talking Machine World, the contents to the fact that they could be sold at a low price. among the Indian merchants will tend moreof which this institution has found most inter- approximately 40 cents for the double -sided rec- and more to foreign travel with a view to get- esting and valuable. ords, and were offered in recordings of native dialects of which there are about 130, between thirty and forty having been recorded thus far. American cylinder records were sold to a con- It's a Pretty Good Idea to always siderable extent in India, while the cylinder records and machines were the vogue, but since the keep in mind the fact that a accession of the disc the trade has swung to Europe.When it comes to records of European or American music, especially vocal recordings, the Indian trade demands English records, as the English accent is more familiar to them. Indian talking machine buyers appear to favor fa -IV -BERT the horn machines, particularly those selling at low prices-$6 to $15 American money.To date American manufacturers have offered cabinet PHONOGRAPH machines so popular in this country, but which command prices that prohibit their extended sale will bear the closest inspection ;its par- in India. ticularqualities warrant investigation, Japanese Invading Indian Field . Since the beginning of the war the Japanese and hundreds of friends everywhere loudly have given much attention to the development oto of the talking machine trade in India, and are extol its superiority. especially active in supplying machines in parts of the sort required in that country.The pur- SIX MODELS $60.00 UP chasing power of the majority of natives of A $30 investment starts you with complete, up-to-date list India is very limited, particularly outside of the SCHUBERT of Popular, Vocal and Instrumental selections; 20 to 30 new Bombay Presidency, and the large cities of the RECORDS selections monthly; 10 -Inch Double Disc.Write for details. other provinces, and, although India as a whole has a population of over 350,000,000, three and The BELL TALKING MACHINE CORPORATION one-half times that of the entire United States, Offices and Show Rooms: Factory: the volume of business that can be handled is 44 West 37th Street, New York 85 Southern Boulevard, Bronx, New York little, if any, larger than is taken care of under Export Department, 498-504 Broadway, New York, N. Y., E. U. A. Smith -Woodward Piano Co., 1015 Capitol Ave.. Houston, Tex., Local Distributor normal conditionsinacity thesizeof San Special Australian Representative. B. LESCHHAU. 350.2 Flinders Lane. Melbourne Francisco. 20 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

Edison Message No. 31

Victory!

The music of the Allies-the music that sweeps over No Man's Land to the frightened and defeated hordes of Germany-now screams with the trium- phant note of Victory. The supreme moments of the war are approaching; and then the era of reconstruction and "Peace on earth, good will to men." The patriotic enthusiasm of the people of America thatiscalling for "Unconditional Sur- render" can be strengthened and enhanced by the rightly directed influence of music. The Edison Dealer who believes inthis "unnegotiated" settlement ofthe war and who rightly uses the musical influence he commands will help the cause of Victory-Victory on the fields of battle and Victory for himself in his own business.

THOMAS A. EDISON, Inc. Orange, N. J. NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 21 Keeping Good Help Should BeaPrime Con-

sideration With Live Dealers By Joseph A. Carroll The shrewd, far-sighted merchant recognizes Don't belittle the office boy, the stenographer, incities,towns and villages throughout the one all-important feature in the conduct of hisor the man or girl behind the counter.Each country? Time will tell. business-the value of good help.But beyondhas a brain; each can think.Teach them to do The Value of Incentive simple recognition, he appreciates qualityof so.Urge them to develop. To bring out in any progressive young man or service, and appreciating, he rewards it. The most dangerous man-be it the boss him-woman his strongest, most intelligent and pains- It can be accepted almost as an axiom thatself-in any outfitisthe one who stifles thetaking efforts, merchants and storekeepers, retail- the superiority or inferiority of a dealer's helpgrowth of subordinates.The most effectiveers as well as wholesalers, are realizing the value determines the success or failure of his store.executive is he who takes the employes at handof offering a special inducement-an incentive. Where there is strong competition itis prac-and handles them in a way that will bring theThe extra compensation will be returned many tically certain. fold. A yearly or semi-annual bonus in the form The merchant who is abreast of the times, 111111111111111111111111111111111111111111111111111111111111111111111111111 of a percentage of the profits is often given, or who is ambitious to build up a thriving trade, a commission on increased sales in the clerks' and is ever alert to the benefits derived from department, and frequently special commissions attracting the best class of customers to his are paid to speed up the sale of the slow -mov- Good Help Invalu- ,=__3 ____ store-those who buy frequently and buy in 1 ing merchandise. There are many variations of quantity and pay cash-realizes that this can be mithe idea, all for the mutual benefit of the em- done only by devoting his thought and energy able If the Retail ployer and employe. No progressive storekeep- to improving his stock, its systematic arrange- i erwill hesitate to adopt such a plan, for he ment, and its attractive display-but above all will see at once that anything which will enthuse by giving excellent service, which means em- Merchant Has an wihis employes to sell greater quantities of mer- ploying neat, courteous, intelligent and smart i chandise will mean largely increased profits for help. Eye to the Future himself, and he'll be only too happy to allow the It is not an easy matter to get exactly the high i clerks a reasonable share of what they have pro- grade, willing worker one wishes, but it is always duced by their additional energy and fidelity. possible to develop to a higher point of efficiency A Practical Suggestion the ability of the help one has at hand, if thought What better way to sell phonograph records, is given to the proposition. most good out of each and rounds them all intoespecially the earlier numbers? An extra com- Two Classes of Employers thesmoothestrunning,most animated andmission on slow -moving numbers would stir up One employer dominates his help too arbi-greatest producing machine. the clerks in charge to unusual activity.They trarily, and thus stifles their growth and, lessens The Big Fellows would work overtime; would canvass your cus- their worth. He is bent on impressing his own Carnegie was not always asteelmagnate.tomers in their off hours; would seek out new importance and hissuperiority of mind _andRockefeller was not born an oil king.Marshall customers, and would devise ingenious advertis- knowledge. The other employer treats his em-Field did not open his eyes in the lap of luxury,ing schemes to boost the sales in their depart- ployes with consideration; he invites suggestion, nor did F. W. Woolworth start his mercantilement, not alone on slow numbers, but on all encourages initiative and arouses a lively andcareer with a chain of stores.Each had his numbers.Such a plan would put spirit, dash profitable interest inall his clerks in the suc-humble beginning. No doubt in their very earlyand permanency into the organization.It would cess of his business. He makes of them an en- claysofclerkshipsome employerfailedto advertiseyour storeasan up-to-the-minute, thusiastic and productive part in the upbuild andprofit by the brain and latent ability they had. progressive enterprise of the first magnitude. expansion of his mercantile progress. 1Vho can say there are not young men of equal This idea applies equally to the small store as Few if any men or women fail to respond to talents now occupying clerkships in small storeswell as the larger one.Try it.It cannot fail. fair treatment.They will do better, more earnest and more accurate work if their employer is less of a "boss" and more of a "human being" in his dealings with them.Itis then greatly to the advantage of the employer to appeal to that side of a man's nature-and every man has such a side-which awakens in him good im- pulses; to draw from a man that which is best eon in him rather than by a harsh, overbearing and unsympathetic attitude force to the surface an indifferent,sullen and oftentimes antagonistic disposition toward an employer. neomplct;,411. A Paying Investment When you employ clerks you have an investment. Why not make it pay? How can you do this?Show by your interest in them that you regard them as an important factorin your business.Hold weekly meetings; discuss your merchandising problems with them; your plans for the next season; your future prospects.Be frank with them.Let them exchange ideas on policies;invitecriticisms from them; show a broad, open mind and the results will amaze you.You'llreceivea number of sound and A tonethatis ineffably valuable ideas.You'll put seriousness, ambition and enthusiasticinterest where formerly ex- exquisite-not phonographic isted, perhaps, frivolity, indifference and luke- warmness. The clerk is human.He wants recognition quite as much as you and I, and once it is given he will be a better, more valuable clerk. Developing Latent Ability Don't despise your clerk simply because he is a clerk.He may not be one long. The clerk of to -dayisthe successful merchant ofto- morrow.Husband the ability, cleverness and resources of your clerks.Make them an asset, not aliability. Stimulate them tothink,to Deipheon $75 Model originate, to co-operate.The obscure fellow behind that remote counter may have the very idea that if told would solve your greatest diffi- THE DELPHEON COMPANY culty. He's timid. He's afraid to speak. You've BAY CITY MICHIGAN never inspired him to do so. OR WRITE TO DISTRIBUTORS 22 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

THE TRADE IN BOSTON AND NEW ENGLAND JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.

BOSTON,MASS., November 5.-TheLiberty the Great Lakes Naval Training Station.Mr. ten of these panels and they are a part of the Loan and the epidemic of influenza, which have Walter, who went into service last month, hasNational Child Welfare Exhibit, which is now monopolized public attention for several weeks, been heard from at Pelham Bay, N. Y. touring the country.These panels, which are each in its own way to be sure, have not over- Escaped Ravages of the Grip in colors, indicate the importance of music to looked Boston. So far as the loaniscon- When the Pardee -Ellenberger Co. gets a con-the growing child and every phase of youthful cerned the talking machine industry came tosignment of Edison goods at its Oliver streetdevelopment is incorporated in some pleasing the front in good shape, and every house inquarters it is a case of shaking the dice to see manner. This house features the Victor and the city has made quite a record for itself inwhat dealer gets the goods.That's how Manthe Edison lines, and for both of these Manager the number and amount of subscriptions. Now agerFrederickSillimanfacetiouslyputsit. White reports there is a good demand. comes the big drive for the allied welfare in-This headquarters was most fortunate in being General Trend of Business Pleases terests and this,too,willfind many friendsable to escape the ravages of the grip, but Man- Frank S. -Horning, the Victor factory repre- among the same industry. ager Silliman took the precaution to have thesentative mentioned last month as having lately In the meantime, the epidemic was an unwel-women bring their lunches and at the same timecome upon the scene, tells The World corre- come visitor in Boston's midst.It hit businesshe kept the traveling men in, for in the mean-spondent that he is well satisfied with the gen- pretty hard here, and in some cases badly crip-time there was work enough for them to doeral trend of Victor business in this territory. pled the jobbers and dealers, who had to work right inside.A wise step! He has made The acquaintance of all the Victor with lessened volume of labor. While many Business Coming Along Pretty Swift dealers hereabouts, is enthusiastic over the type persons were out ill for short or long periods H. L. Coombs, of the Boston offices of theof men that handle the company's product here of time the fatalities happily were very few. Emerson Co., is getting rapidly acclimated toand finds an eager disposition to boost the busi- Secure Records for the Fighters Boston, and is finding everything to his liking,ness in every legitimate manner possible.Par- The week just ended was designated "Rec-especially now that he has got pleasantly lo-ticularly is he impressed with the uniform cour- ords -for -Fighters Week," and was devoted, as cated in Brookline. Business is coming alongtesy to help brother dealers in these days when in other places, to a campaign for records forpretty swift these days, and Mr. Coombs hasthere is a recognized shortage of goods. As the use of enlisted men in various branches ofbeen obliged to rearrange his suite of officesfor Boston, he is getting to like the old town the the service.A number of the Boston talkingso as to get larger stock quarters.The newlonger he stays here, he says. machine dealers featured the campaign in theirissues of Emerson records are finding favor To Distribute the OkeH Records advertisements, and one could not pass some ofwith all the dealers, so reports Mr. Coombs. Richard Nelson, local manager of theSo- the windows without having his or her atten- Vocalion Co. Activity nora Co., has been over in New York the past tion attracted to the campaign into which the The Vocalion Co. is sending out_1,000 lettersfew days making final arrangements for the restores threw themselves with great vigor.Theto prospective customers calling attentionto ceipt of large quantities of the OkeH records, sum total of records promises to be a notablethe merits of the instrument, and those receiv-which are being put out by the Otto Heineman contribution to the welfare of the soldiers ining these letters cannot but be impressed with Co. everywhere with great success.Mr. Nel- service. the handsome letterhead which adorns the sonhashadtheserecordsfordistribution Some Brunswick Phonograph News paper, for it is both artistic and striking.Man-among dealers for the past three weeks, and he The Brunswick-Balke-Collender Co. has justager Hindley did a very clever stroke the otherreports that there has been a wide demand for had a carload of machines arrive, and there isday when he was able to get a Vocalion machine them throughoutthisterritory. Joseph H. no difficulty experienced in disposing of them,installed into the third act of "Billetted," whichBurke, associate manager of the Sonora, who for business in general with this headquartersMiss Margaret Anglin is playing at the Hollishas been making his headquarters for the most is very good.F. J. Smith, who has been as-Street Theatre.The machine is used to greatpart in Hartford, Conn., for the past few months, sociated with the company for eight years inadvantage and plays an important part in theis now dividing his time between there and the other of its departments, is now devoting hisdevelopment of the final minutes of the scene.local office, as there is much work for him to time to the Brunswick line of machines as theManager Hindley has added to his staff Frankdo on this end. successor to F. H. Walter.Mr. Smith was up B. Lincoln, who was the manager of the talking It Is Now Lieut. Chas. F. Simes to Pittsfield, in the western part of the State,machine department of Timothy Smith Co. in The Veeco Co., manufacturers of the Veeco awhile ago givingademonstrationoftheRoxbury. Mr.Lincoln comestoManagerelectric motors for talking machines, 248 Boyl- Brunswick at the headquarters of Rice & Kelly, Hindley as a Vocalion enthusiast, for he hadston street, of thiscity, report that from intalking machine dealers, and there were so manybecome acquainted with the instrument whilequiries and orders now being received, manu- inquiries about the Brunswick proposition be-with the Roxbury house, which carried it. facturers are very much interested in the Veeco cause of the good impression that it made that Emphasize the Importance of Music motor.Existing conditions prevent the filling the house has a number of good prospects ahead. In the Boylston street window of the C. C.of orders as promptly as the company would M. J. Graff, who was with the Brunswick's Bos- Harvey Co. thereisaseriesof low panelslike, but itis hoped that the situation will be ton house for a time, coming here from thestretching around from side to side which are -relieved shortly. Western factory,is now inservice and is atattracting considerableattention. There are Charles F. Simes, formerly sales manager of

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E, ki gi Behind the Co-operation 1 ,w - we are now extending in Eastern Victor Service t ', lies the hope, that when the great world war has i come to a victorious close we may look back on a K.period during which we attained a reputation among w, Victor dealers for giving practical help to them in

the solution of their war -time problems. l p. J .. EASTERN TALKING MACHINE CO. 177 TREMONT STREET BOSTON, MASS. i iN :,,,eiveswaormwegrommravmmmmtremmmv&immimmmmmmly.m.i-mailliffpwooa NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 23 THE TRADE IN BOSTON AND NEW ENGLAND-(Continued from page 22)

Send for Descriptive Circular

DEMONSTRATION DOOM Ube AND RECORD CASES IN STOCK OR TO ORDER "SOUND PROOF" FRANK B. CURRY HENEY 19 Wareham St. Boston. Mass. the Veeco Co., who enlisted in the 102nd Field PHONOGRAPH Artillery as a private as soon as war was declared, has just been made a second lieutenant "Plays all records better" ofArtilleryinFrance, according to advices received this week.The 102nd Field Artillery was a part of the 26th Division that has fought almost continuously from January to July.Mr. Large surplus stock now in New York City Simes was wounded in action and spent some time in a Base Hospital.He worked his way for immediate deliveries in New York and upthrough thevariousnon-commissioned grades, and was finally sent to a school of in- Northern New Jersey. struction for officers where he won his commission. Leaves on a Sad Errand Write for Catalog and attractive Agency proposition. Ricardo Constantino, in charge of the foreign record department of the Grafonola Co. of New England, has hurried across the continent to be with his father, Florencio Constantino, the BURTON COLLVER Spanish tenor, who is said to be dying at Los Angeles,Cal. The son has been withthe Rep. New York and Northern New Jersey Grafonola Co., under Manager Arthur C. Eris - man, for some time and is highly esteemed by 4 West 40th Street Telephone the trade. Murray Hill 6576 An Attractive Window Background NEW YORK CITY In the large show window of the Vocalion Co.inBoylstonstreetisafivefoldscreen which serves as a background for the Vocalionian, a French and a Belgian, each listening to scheid, who, as Mr. Royer's outside man, is meet- his own native air.The body of the panels ising with marked success in interesting dealers of a cream white.The screen has attracted ain the Cheney, could get around better if only great deal of attention from passers-by. his Maxwell wouldn't balk so.His car is not Featuring the Edison Line acting half so well as Mr. Royer's little Dodge, The F. H. Thomas Co., whose headquarterswhich gets him everywhere in short order. in the Back Bay are admirably located to meet Thos. W. Hindley to Marry aselectclassof customers withinalimited Thomas W. Hindley, manager of the Vocalion zone,isfeaturing the Edison Diamond DiscCo., is soon to become a benedict. Within a few phonograph.The official laboratory model isweeks probably he will marry Miss Ethel Hud- specifically mentioned in the company's litera-son Hayden, of Watertown, who has been his sec- Novel Window Arrangement ture, and this model is finding many purchasers.retary and cashier at the Boston store.Itis exhibit.The paintings in each panel are thor- Increasing Call for Cheney Phonographs Mr. Hindley's purpose to find a home either in oughly warlike and they are the work of Miss II.I,. Royer continues to meet with markedWatertown or Belmont, either of which is quite E. Tremaine, of the Massachusetts Normal Artsuccess in exploiting the merits of the Cheneyconvenient to the downtown business section of School.The central panel, which is more thanphonograph, and heisconstantly getting in-the city. six feet high, shows an American soldier andquiries from leading dealers and heads of homes Issue Attractive Booklet sailorlisteningtothestrainsof "The Starwho are anxious to possess what appeals to The New England Talking Machine Co., 16-18 Spangled Banner," which float from a nearbythem as a leading type of talking machine. TwoBeach street, manufacturers of the well-known Vocalion.In the background the national col-dealers who have recently taken on the Cheney"Perfection"lineof phonograph accessories, ors are suggested in the sky effect, but this is line are A. E. Phenney, of Hyde Park, and Johnhave recently issueda very attractive book- not brought out inthe photograph.In theJ. Kelley, of Lynn, the latter having placed alet on their line of "Perfection" Flexitone re - other panels one sees a British soldier, an Ital-large order for machines.George J. Krum- (Continued on page24)

Oldest and Largest Manufacturers of Talking Machine Needles in the World-Thereareseveralreasons W. H. BAGSHAW CO., Lowell, Mass. 24 THE TALKING MACHINE WORLD NOVEMBER 15, 1918 THE TRADE IN BOSTON AND NEW ENGLAND (Continued from page 23) authorities that the public .begin their Christ- mas shopping early.It looks like a busy No- producers, and "Pur-I-Tone" reproducers and ably. Allhis Columbia associates, however,vember for this house. "Perfection"ballbearing tonearms. Ade-with whom Mr. Sheppard is very popular, are Secures the Paths Agency quate space is given in the description to theglad to again have him with them. M. J. Sullivan, Inc., of Lawrence, Mass., who qualities and accomplishmentsof eachindi- Business Good With Ditson Co. recently secured the exclusive agency for the vidual number and the booklet is well illustrated Business continues good at the Oliver DitsonPaths phonograph and records in this city, in- throughout. Co.'sVictorheadquarters, where HenryA. augurated the opening of their Paths depart- Manager Mann Sees Better Future Winkelman, the manager, is able to keep hisment last week with great success.The Paths Manager Fred Mann sees a better future fortrade sufficiently supplied with Victor goods todepartment was crowded all day and far into the Columbia line as well as for the talking ma-meet all pressing needs.The October businessthe evening of the opening day, and prospects chine business in general than in some time past. here was very satisfactory, the house experienc-for an excellent business during the coming sea- Dealers with whom he comes closely in con-ing the response to the general request of theson are very bright. tact everywhere report a steadily increasing demand for Columbia products and owners of machines eagerly look forward to the appearanceWM. J. FITZGERALD, BUSINESS MANAGER OF EASTERN CO. of the new record lists.It is not easy theseTakes Charge of Well -Known Boston House Followingthe Death of President Elton F. Taft, days to keep dealers in a happy frame of mind Whose Passing Has Caused UniversalRegret in the Trade when orders usually far exceed a company's ability to fill, but Manager Mann and his large BOSTON, MASS., November 4.-The Boston talk- was selected to succeed him, and he had held and well -ordered staff exercise the utmost fair-ing machine trade was shocked about the mid-that position ever since.Mr. Taft belonged to ness in dealing with dealers, and in the longdle of October to learn of the death of Elton F. no organizations and was essentially a home run there is little complaint. Taft,president and general manager ofthe Paths Supply Improving Eastern Talking Machine Co. at his home in The supply of Paths goods is coming along Brookline.Mr. Taft had been ill only a short considerably better these past few weeks, whichtime and because of a weak heart could not has enabled Manager R. 0. Ainslie to make asurvive the shock following an operation.Be- fairly liberal provision to the trade.The staffcause of the prevalence of the epidemic the of demonstrators, mentioned a couple of months funeral was private, but there were floral of- ago as having undertaken the job of enlistingferings from many friends and business asso- the attention of the public in the outlying sec-ciates, one tribute coming from the Victor Co. tions, has been able to gather in an encouragingThe burial was in Forest hills Cemetery. number of prospects. Mr. Taft was a native of Providence, R.I., Pittsburgh Columbia Manager in Town and was forty-five years of age.Before coming A visitor to the wholesale department of theto this city he was employed by J. A. Foster Columbia the latter part of October was S. Ii.& Co., talking machine dealers in Providence. Nichols, manager of thePittsburgh,Pa.,of-For a time he traveled for Thomas A. Edison fice of the company. He came over todis-through New England and during this period cuss some business matters with Manager Mann.he made a host of friends in the territory, and C. E. Sheppard, of this company, mentioned lastwith many of these he continued to have close month as having passed through a terrible or-business relations the rest of hislife. When deal because of the epidemic, is back at Work,the late W. H. Beck was the president of the but has not yetfullyregainedhisstrength. Eastern Talking Machine Co. he brought Mr. Both the anxiety incident to the death of bothTaft into the concern.That was eighteen years his wife and brother and the serious illness of ago.Ile made Mr. Taft general manager, and his child and himself told upon him consider-when Mr. Beck died four years ago Mr. Taft Wm. J. Fitzgerald man. Ile always paid the strictest attention to business, but the trade at large got a glimpse of him now and then on the occasion of the large talking machine gatherings which he found MANUFACTURERS time to attend.fie is survived by his widow and one son, Elton C. Taft, now in the navy. It was fortunate for the Eastern Talking Ma- chine Co. that in the death of Mr. Taft there JOBBERS DEALERS is an experienced man to succeed him. This man is William J. Fitzgerald, who learned the business under the watchful eye of Mr. Taft, who always regarded him most highly. Mr. Fitzgerald is to be business manager, and he as- sumes his new post following a seventeen years' association with the company.For two years and a half Mr. Fitzgerald traveled for the company and was thus brought into intimate relations with the leading men in the trade, the Victor in particular.For some time past he PerfectionUniversal Tone Arm and Reproducer PerfectionUniversal Tone Arm and Reproducer No. 6set in position for playing "lateral" cut No. 6 set in position for playing "bill and dale" has been wholesale manager. Ile has often record. cut records. been sought by other houses, but he has been Our PERFECTION line of tone arms and repro- machines for playing Victor and Columbia records. faithful to the Eastern Co. and Mr. Taft, with ducers are now complete and are attachable asfol- No.11 PURI-TONE reproducer playsallmakes whom hisrelations lows: of hill and dale records on Victor machines. have always been most No. 3 tone arm and PUR-I-TONE reproducer plays pleasant. In his travels he has gone off on Victor and Columbia records on Edison Disc Machines. No. 11-A PUR-I-TONE reproducer plays all makes No. 4 tone arm and Nos. 47 and 8 PUR-I-TONE of hill and dale records on Columbia machines. No special missions for Mr. Taft and to his credit reproducersplayVictor and Columbia records on 11 and 11-A reproducers are especially fitted to Victor Edison Disc Machines. and Columbia machines, and are easily the finest built it may be said that during the long period of a No. 5 tone arm with PUR-I-TONE reproducer plays in the world.Guaranteed not to blast on any record, scarcity of goods due to war conditions prob- all makes ofhill and dale records on Edison Disc and will reproduce Edison Disc records with perfect Machines. clarity of sound, also with excellent volume and reso- ably few jobbers have so wellsatisfiedtheir No. 6 UNIVERSAL tone arm and PUR-I-TONE nance of sound. reproducer plays ALL makes of records on Edison No. 9 PUR-I-TONE Reproducers fittedto Bruns- clientele as has Mr. Fitzgerald, as he has been Disc Machines. wick machines that have tone arms with detachable able to purchase records from points as far as Nos. 3 and 7 PUR-I-TONE reproducers are fitted reproducers. to Columbia machines for playing Victor and Columbia First-classhigh-gradeproduct,finelyplatedand the distant South, and in this way he has been records. carefullyassembled, makingthisline No. 7 PUR-I-TONE reproducer isfitted to Victor theleading able to keep his company in the foreground. phonograph accessory line of the world. Mr. Fitzgerald possesses rare tact, good judgment and an evendisposition,qualifications Manufactured by that have played a conspicuous part in bringing him and the company, of which he now is busi- New England Talking Machine Co. ness manager, to its present high standard. The Largest Manufacturers of Phonograph Accessories in the World A. Cohn has opened a new store in Bakers- 16-18 BEACH STREET field, Cal., for the handling of Brunswick phono- BOSTON, MASS. graphs and Paths records. Write for prices and information as to how these accessories are attached and used on the leading makes of phonographs When you refuse to recognize your opponent's ability, you do yourself, as well as him, an in- justice. NOVEMBER IS, 1918 THE TALKING MACHINE WORLD 25

Thenewlargesize

TRADE 11) MARK

/ Emerson / Phonograph Company, Inc. Retail ai 75 cents / 3 W. 35th St., N. Y. Please send me Emerson Phonograph Com information about the new large size Emerson Records. 3 West 35th Street New York Name Boston, 80 Boylston St. Chicago, 7 E. Jackson Boulevard / City State 26 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

66 Traviata" Barrientos and Lazaro in their first concerted number-this month.It's "Parigi 0 Cara," the tremendous climax of Verdi's most dramatic opera.

Columbia Graphophone CO. NEW YORK

DAMBOIS WITH THE AEOLIAN CO. VICTOR TRADE=MARK SHOW CARD OFFERING NEW CRY STOLA STYLES Distinguished Belgian 'Cellist to Make VocalionVery Artistic Presentation of the Victor Trade -The Crystola Co., of Cincinnati, Report an Ex- Records Exclusively-A Valuable Acquisition Mark in Colors Issued for the Use of Dealers cellent Demand for Their Products, Which -Accompanying Letter Explains Its Value Are Steadily Growing in Favor Maurice Dambois, the famous Belgian 'cellist, has consummated arrangements with the Aeo- The Victor Talking Machine Co. have issued CINCINNATI,0., November 4.-The Crystola lian Co., whereby he will make Vocalion recordsa very handsome card in colors of the VictorCo., of this city, are placing on the market a exclusively. This famous 'cellistis noted fortrade -mark for display in show windows, below number of their latest styles of phonographs, the quality of his tone, which is unsurpassed in hich appears the following text:"The famous which not only reflect the highest skill of the de- its purity and depth, and his interpretations aretrade -mark of the Victor Talking Machine Co.signer's art, but musically they represent a very characterized by a wealth of poetic feeling. The is on all genuine Victor instruments and rec-high standard.The members of this company company makes the claim "that the Vocalion ords. `Victrola'isalso the registered trade-have paid particular attention to the matter of records of his (Maurice Dambois) art are the mark of this company, designating its. productstone reproduction and the acoustic properties mostbeautifulphonograph reproductionsof only.Such genuine Victor products are on saleof their cabinets, with the result that the Crys- 'cello music ever heard.Appealing and sym-in this store."In this connection the companytola phonograph to -day stands as a worthy ex- pathetic as the 'cellois always, the Dambois states: ample of reliable construction in the domain of Vocalion records bring out in perfection the " 'The best-known trade -mark in the world-talking machines. natural beauty of the instrument and present afamiliar to more Americans than any of the Business with the company is very brisk, and wonderful tone -picture of the playing of thisworld's great masterpieces.'That is how Col-there isevident an increasing appreciation of master 'cellist." lier's Weekly described 'His Master's Voice.'Itthe attractiveness of their products.In their a true statement of facts which every Victoradvertisement elsewhere the Crystola Co. wish A POPULAR PLACE TO VISIT dealer has ample reason to contemplate withit to be distinctly noted that thcy manufacture justifiable pride. Large Demonstrating Room at Lord & Taylor's the original Crystola and desire further that it "Publicity alone won't make a trade -mark fa-should not be confused with any similar sound- Victrola Department Fitted Up as Nursery mous, but quality merchandise backed by theing name or combination of names. The Crys- There is no more popular place in the vastright kind of publicity will, and 'His Master'stola as it is made today is a creation that stands Lord & Taylor establishment in New York thanVoice' owes its popularity to the fact thatit absolutely on its merits and commands support the Victrola department.Children as well ashas always stood for all that's best in music.on that basis. grownups are to be found there, for one of theThe importance of this trade -mark and of our spacious demonstrating rooms has been fitted up trade -mark word, `Victrola,' is not perhaps fully INSTALL SEVEN UNICO BOOTHS as a nursery with games and toys, and morerealized, and we suggest that you give these especially a small -sized Victrola, on which iscards the greatest possible display. Seven of the latest types of Unico demon- always heard interesting children's records, both "The public to -day knows that it pays to seek strating booths, made by the Unit Construc- educational and entertaining.While their par-the trade -mark of the manufacturer as the surest tion Co., Philadelphia, have been installed by ents shop, the children have a great time en-and safest method of identifying quality prod-the Wilson Avenue Piano & Talking Machine joying their games and the Victrola music.Itucts.These cards positively identify you as aCo., of Chicago.The equipment in connection is a great idea and one that will doubtless appealVictor merchant engaged in marketing the bestwith these booths is most artistic, and it is con- to other big stores throughout the country. quality merchandise that human skill and in- ceded that there are few establishments as at- genuity can produce.It will pay you to displaytractive as the Victor department controlled by prominently this 'hall mark of quality' in your this company. CURTAIL NEEDLE PRODUCTION show windows." The Unit Construction Co. have won a nation- The War Industries Board has just issued an al reputation for the character of their goods, order curtailing the production of sixteen in- Germany has proved itself absolutely super-and are kept as busy as can be filling orders dustries for the purpose of saving fuel, labor, efficient in one way.It has secured the enmity fortheirequipment fromallpartsofthe capital, material and transportafion for essen- of the whole civilized world. country. tial war work.Among those enumerated are the manufacture of talking machine needles, the curtailment being 50 per cent. of the 1917 production. AUTOMATIC STOPS SECURED RECORDS FOR SOLDIERS The talking machine department of the Outlet The simplest and most efficient Automatic Co. in Providence, R.I., was a busy spot the closing week of October, being headquarters for Stop on the market.They give excellent the campaign conducted by the National Rec- service, are easily installed and are absolutely ord Recruiting Corps of New York for the securing of records for the soldiers.A goodly guaranteed. number was secured.

IMPORT REGULATION ON JEWELS Send 50 cents for Sample Stop WASHINGTON, D. C., October 21.-According to aruling justissued by the War Industries Board, the New General Import License Regu- lation No. 27 does not include jewels for phonograph needles, which may thereforebeim- KIRKMAN ENGINEERING CORPORATION, 237 Lafayette St., New York ported under the old form of license. NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 27

DON'T BUY -DON'T SELL -DON'T MAKE INFRINGEMENTS 0 T T H H E E R O S R A R I E G I C N P I A E L S THE ONLY MECHANICAL PATENT EVER ISSUED in this country on a Phonograph Cabinet as far as we know Any Phonograph Cabinet that has the record compartment alongside the instrument as shown in the above illustration is an infringement on the Windsor Patent DO NOT BE MISLED BY INTERESTED PARTIES but have a competent patent attorney give you his opinion on this patent Write the Commissioner of Patents at Washington, D. C., enclosing five cents in cur- rency, for an official copy of Patent No. 1279743 which covers this type of Phonograph Cabinet

WRITE FOR A CATALOGUE

Tbe 1.4 inti5or furniture Co. 1420 CARROLL AVE. ESTABLISHED 1885 CHICAGO, ILL. 28 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

EDISON "ROYAL PURPLE" ARTISTS Opera House in New York City and looks back upon his long and successful engagements at TALKING MACHINE DEALERS Taurino Parvis and P. A. Asselin Make FirstCovent Garden, London, La Scala, Milan, for of a Series of Records for the Edison Am-six seasons, Teatro Colon, Buenos Aires, and READ THIS berola-Both Have Achieved Wide Fame seven seasons in Petrograd. "The finest and most delicate pieces of mechanism do not prove P.A. Asselin was born in Canada. After efficient runless properly lohricated.Skill, Genies, Invention and Workmanship must have the proper Oil.Stop and con- In the November supplement of Edison Am-finishing his musical education he entered upon sider this whenyon have to boy an Oil for honsehold rise." berol records are two "Royal Purple" numbersa concert career and made a brilliant success. Itis the Edison policy to present only the most famous voices on the Royal Purple rec- til(4:)"k4 ords. The selections this month are quite in IS BEST

line with this purpose. FOR ANY TALKING MACHINE Being made in our Watch Oil GERMAN RECORDS INTERNED Dep't, the same care given in re- Executive Committee of Talking Machine Deal- fining as in our " Watch Oil," as allgums and impurities are ex- ers' Association of Kentucky Takes Action tracted, leaving it Colorless, Odor- less and Stainless. LOUISVILLE,KY., November 3.-The following resolution was unanimously adopted and the BEWARE OF SCENTED OILS Machines will not clog if oiled with NYOIL. list of records below was selected at a meet- NYOIL is used by the U. S. Gov't in Army and Navy.A trial order will make a perma- ing of the executive committee of the Talking nent cuytomer of you. Machine Dealers' Association of Louisville, Ky., Ladies use NYOIL for Sewing Machines, for it is stainless. held at Hotel Watterson recently: Sportsmen find NYOIL hest for Guns, for it "Whereas, Edison, Columbia and Victor rec- keeps them from rusting. NYOIL is put up in loz., 31/4 oz. and ord stocks now on hand in the trade generally 8 oz. Bottles, and in Pint, include vocal selections in the German language Quart and Gallon Cans. and instrumental records of German airs, and For Sale by all Talking Machine Supplies Dealers "Whereas, trafficinthese German records, WILLIAM F. NYE, New Bedford, Mass., U. S. A. or the playing of them is not consistent with our conception of true Americanism. WM. A. SCHREINER GOES TO SPOKANE "Be it Resolved that there be prepared at once a list of all Victor, Edison and Columbia rec- Well -Known Dealer Service Man for Columbia ords in any essential respect German, including Co. Goes With Eilers Music House other records of a pacifist nature or by organizations or artistsof 'known pro -German ten- William A. Schreiner, long associated with the Taurino Parvis, Italian Baritone dencies; and that such list be supplied to our Columbia Graphophone Co. in New York, most sung by artists new to Thomas A. Edison, Inc. recently as local dealer service man, has re- Taurino Parvis, the prominent Italian oper-membership and the trade, with the recommen- cently affiliated himself with the Eilers Music dation of this committee that the records named will have therein be immediately withdrawn from stockHouse. Spokane, Wash., where he chargeof thepublicity work forthat well- and interned for the period of the war." known chain of Grafonola retail stores. Mr. The following are the numbers of recordsSchreiner's intimate knowledge of servicere- that were interned by all dealers who handlequirements gained by his long experience should the following lines:Edison, 50; Columbia, 260, his new position. Mr. and Victor, 575. insure him success in On Saturday, October 19, all firms who areSchreiner was at one time connected with the members of the Talking Machine Dealers' Asso-old Twenty-third street store of the Columbia ciation of this city, had on display in their win-Co., then went with the F. G. Smith Co. and C. dows these records, featuring them with a ballBauer & Sons, Brooklyn, before occupying his and chain around them, and had them in a jail,last position with the Columbia Co. or something around them, to show that they were interned for the duration of the war. UDELL WORKS VERY ACTIVE INDIANAPOLIS, IND.,November 2.-TheUdell KEEP EVERLASTINGLY AT IT Works, this city, report that they are at present More Necessary Than Ever Now to Keep Yourenjoying a splendid cabinet business and that Name Before the Public owing to existing conditions the chief problem right now is to fill orders and get shipments in In sending out their wonderfully well selectedthe hands of talking machine dealers who have budget of window hangers and streamers, aslong featured Udell products. well as magazine, educational and agricultural One of theofficialsof the company state's advertising for November, the Victor Talkingthat the Government's order against the intro- Machine Co. very succinctly point out:"'Keep-duction of new styles has not affected the coming everlastingly at it' is a mighty good sloganpany to any degree, and says:"We, of course, for any advertiser even in normal times.To- have had to confine ourselves to the old pat- dayit's more necessary than everifthe ad-terns, but the truth of the matter is that these P. A. Asselin, French Tenor vertiser hopes tokeep his name beforethe have been tried and not found wanting, which atic baritone, has had a wonderful musical his-public and thus retain the prestige and goodis proven by the fact that the trade buys them, tory. He is now singing at the Metropolitan willit has required years to build." sells them and then comes back for more." EXACTSIZE WHY NOT ORDER A SAMPLE Reproducer and HEAR FLETCHERthe improvement it makes in tone and detail of your records?

Samples $4.00.Satisfaction guaranteed or money refunded FLETCHER-WICKES CO. 6 E. LAKE STREET CHICAGO, ILL. NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 29

Magnificent! "11 Trovatore" and "Carmen"played by the Metropolitan Opera Orchestra! The biggest classic instrumental ever put on aColumbia Posy0 Record.

Columbia Graphophone Co. NEW YORK

THREE NEW VICTROLAS PORTLAND ASSOCIATION MEETS the association whichiscomposedofretail dealers.The resignation was not accepted and Victor Co. Announces Styles IV, VI and XXVOregon Dealers Consider the Plans for Form-a committee was appointed to wait upon Mr. Containing Exclusive Victor Features ing a National Association in Trade Heater and ask him to reconsider the matter, as his resignation would be regretted by allthe The Victor Talking Machine Co. recently is- PORTLAND, ORE., November 5.-The first Meet- dealers, who considered him a valuable and ef- sued literature announcing three new Victrolas,ing of the season of the Talking Machine Deal-ficient member of the local association. IV, VI and XXV. ers' Association of Portland was held at the Im- A committee was appointed to secure new The new Victrola IV is equipped with sound-perial Hotel recently.The attendance was notmembers and to see that measures be taken to ing boards at the aperture of the amplifyingas large as at former meetings, owing to themake these meetings enjoyable and profitable to compartment; this, with the decided, improve-fact that there had been a mistake in sendingthe entire membership. ment in the appearance of cabinet, will serve asout the invitations.After dinner the president, a distinct identifying mark in comparison withE. B. Hyatt, called the meeting to order, andUSES PHONOGRAPH TO LURE SEALS the Victrola IV -A. C. A. Alphouse read the minutes of thelast The new Victrola VI is equipped with a re-meeting and then read some letters received Voices of Prima Donnas Attract Seals to Within movable motor board while the improvement infrom dealers in other cities in the East.The Range of Hunter's Rifle cabinet designisimmediately apparent.The first letter was from the Talking Machine Men, new Victrola VI will be supplied in mahogany Inc., of New York, in regard to forming a na- PORTLAND, ORE., November 2.-A new use has or oak, and as the need of a mahogany instru-tional associationof talking machine dealers.been foundforthe phonograph by Edward ment of this type has long been recognized thisThe communication was received withgreatCorfee, a hunter employed by the Washington instrument will find a ready market awaiting its favor and referred to the secretary, C. A. Alp -State Fish and Game Commission, in making it public announcement. house, with instructions to see what action canthe means to lure the destructive hair seals to The new Victrola XXV is equipped with anbe taken that may assist in forming a nationaltheir doom. Mr. Corfee, under instructions enlarged tapering tone arm and new taperingassociation. A lettercontaining resolutionsfrom the commission, spent several months at sound box tube. adopted by the Talking Machine Men, Inc., inUseless, Mutiny and Cultus Bay on the Lower Shipments of these new styles will soon gowhich they condemned action of Eastern job-Puget Sound hunting these destructive animals, forward to wholesalers, and it is very probablebers handling both retail and wholesale trade,who prey upon the salmon.It is said that one that they will reach warerooms in about threewas also received.The local association laid sealdestroys more than athousand dollars' to six weeks, according to the distance from thethe resolutions on the table for the time beingworth of salmon in a single season. factory. until there was a better representation of the The phonograph was taken to the beach and Portland dealers present. the seals no sooner hear the sweet strains of L.D.Heater,manageroftheColumbia some prima donna tlian they come above the NEW PATHE RECORD BULLETIN Graphophone Co., tendered his resignation, as hesurface of the water to listen.Then the hunter's December List of Pathe Records Presented inwas in wholesale business and didn't thinkit rifle would speak and there would be one less Folder of Simplified Design in Keeping Withfair to the other dealers to remain a member ofseal to diminish the salmon pack. Government's Conservation Plan In keeping with the Government's request for the conservation of paper and printing mate- Have You Suffered from the rials,the Pathe Freres Phonograph Co. have presented their list of records for December in much simplified form as compared with previous bulletins. The entire bulletin, printed inthe Needle Shortage? form of an eight -page folder, is devoid of any color but black, but is nevertheless attractively arranged and laid out and does not in any sense HERE IS THE REMEDY suggest overeconomy.For the convenience of the dealer the bottom half of the last page has The LIBERTY STYLUS, a semi -permanent needle play- space for the name and address for mailing purposes, together with room for the dealer's im- ing from 100 to 300 records, will enable you to forget the print.When folded over once and fastened needle shortage, for We guarantee prompt deliveries. with a specially designed Pathe rooster label, the new bulletin may be sent by post most con- This Stylus is the only semi -permanent needle on the veniently. market that can be used, removed at any time, and re- The front, or title page, bears a portrait of Muratore, and the announcement of his two placed in the needle holder, without lessening the tone latest records, namely, "Le Regiment de Sambre quality or damaging the record. etMeuse,"thenationalmarching songof France, and the aria from "Monna Vanna," both The LIBERTY STYLUS is manufactured in full, medium being compositions which will undoubtedly make and soft tone, and ismarketed in packages of three a wide appeal. needles to a package, 50 packages in a box. COTTON FLOCKS Free Samples to the Trade .. FOR.. Record Manufacturing 149 Kirbyvenue, West LIBERTY STYLUS CO. DETROIT,AMICHIGAN THE PECKHAM MFG. CO., FNWATIrflee,t. 30 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

Three Big Values-ThreeBig Sellers

Model No. 3 $125.00 -7 - Model No. 6

. ..,..-_,Ii. . , $90.00

- - Model No. 5. . --__ ,...iai_i...._ ii.._ $75.00 ...... r.7.F..._0!"-'

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MANDELPHONOGRAPHS-madeby one maker-backedto the limit by themanufacturer,meansa servicethat guaranteesyour success.

The MANDELembodiesmassivenessin cabinet design,efficiencyin mechanical constructionandrichnessin tonalquality.Thesethreefactors are the makingof a goodtalkingmachine.And the MANDELis a good machine.

The threemodelshereillustratedareproducingbigresultsfor MANDELdealers. Threepopular-pricedphonographs-eachmodel giving the consumergreatervaluefor hismoney than hecould ordinarily obtain. And tothe dealer weoffer a wonderfullyattractive proposition-aco- operative planthat makesit pay himto sellMANDEL Phonographs.

Writefor fulldetails-today

A Letter from Missouri- Name and Address on Request MANDEL MANDEL MFG. CO., Chicago, Ill. Gentlemen: Please book my order for immediate shipment by freight, the following: M ANUFACTURINGCO. Two Style No. 3 MANDEL Phonographs, Oak finish. Two Style No. 3 MANDEL Phonographs, Mahogany finish. thel siolPt7hEelEkstisMdAgliZe, sale EdarcahwspttWeaslefs. olidlly,tiro rilcchaseolgsh'alouuetNi'ids:iYil, 501-511 So.Laflin Street,Chicago,Illinois ment. I want to keep the MANDEL on my floor. (A MANDEL DEALER) NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 31 The Spirit of Service and Co-operation is Developing in the Talking Machine Industry The spiritofservice,or co-operation, has words, there is a lack of that co-operation which to sell his goods.It should be the duty of the been developing steadily in all branches of in-is essential to the success of this service plan. dealer handling the goods of the manufacturer dustry.In fact, every day we are realizing how This attitude is somewhat surprising, for theto co-operate enthusiastically so as to put these much one leans upon the other.The war in closer the intercourse between the manufacturerideas into use unless they are faulty or can be Europe has demonstrated most vividly how Gov-and the dealer the betterforallconcerned. improved upon. ernment and business must work hand in hand, When suggestions aresent out by manufac- Manufacturers to -day are giving serious con- each aiding the other, in order to secure theturers which do not appeal to the dealer he sideration to any and every plan that will tend colossal results aimed at in winning the war. ought to make it a point to write and tell why,to help their own and their dealers' business. Fighting methods in business will always ex-and if he can see a better way of handling the Many of them have opened bureaus for this pur- ist, but they will be along fairer lines, for a pose under the management of capable men, reformation is well under way, and the spirit where special literature is prepared and plans underlying this movement isfar stronger than outlined to help dealers promote business in many people imagine.In every -day business their locality. This isa most commendable we find that the merchant and the manufacturer plan; it is along those progressive lines that help are working hand in hand to achieve the de- Dealers Should to build up great enterprises. sired results. Adopt Every New But all these efforts are a waste of time unless "Service" is the foundation on which a greater dealers are alive to the necessity for action.It and more successful business structure is being Idea That Will iscertainly disheartening to spend time and built. The manufacturer to -dayisspending money in setting forth ways and means of help- thousands of dollars preparing suitable advertis- Enable Them to ing the business of a dealer when he treats with ing matter in the form of catalogs, window dis- apparentindifferencethe various saleshelps play cards, circulars, in fact, all kinds of printed Meet Competition sent out by manufacturers. matter most attractively arranged, whereby the Conditions at present render it imperative for talking machine dealer's business is helped, and the dealer todiscardallold-fashioned, anti- his path toward success made more easy. quated methods of doing business, and to adopt It would seem that this generous offer of co- . every new idea and method which will help him operationonthepartofthe manufacturer subject his suggestions will certainly be received tomeet successfullythekeener competition would be seized upon with avidity by talkingby the manufacturer in the proper spirit.Forwhich has developed since the beginning of the machine dealers, and eagerly utilized.Yet weit takes real co-operation on the part of bothwar, and the dealer who deliberately disregards hearofcomplaintsfrommanufacturersof manufacturer and dealer to put any suggestionand neglects to use those aids which the manu- talking machines who are sending out suitable into practice. facturers offer him is certainly not conducting literary matter in the way of helps and hints It takes time and money on the part of thehis business efficiently, or with a view to secur- to the trade, that their suggestions are not ac-manufacturer to produce ideas which are dis-ing maximum resultsinhis sales and profits cepted or utilized as they should be.In othertinctly aimed to aid the dealer and to help him columns. THE VICTOR TRAVELING FORCE lyn; F. McGalliard, Kansas and Missouri; R. S. WARNS OF CREDIT ABUSE Cron, Georgia, Florida and Alabama; P. F. Mur- The Men Who Now Form the Connecting Linkray, Pittsburgh Pennsylvania; Ben Harding Declares Too Free Use Will Increase Between the Factory and the Dealer Whitlin, Philadelphia and Eastern Pennsylvania; Cost of War W. T. Davis, Baltimore, and P. A Ware, Ohio. As soon asthis country declared war on W. P. G. Harding of the Federal Reserve Germany, the traveling department of The Vic- A GREAT EDUCATIONAL FACTOR Board, in an article in the November number tor Co., in common with the other important deof System on "The Abuse and Use of Credit," partments of the organization, began tolose The BrooklynCitizeninarecentarticle says that "too free use of credit will affect us men-men who were among the first to answerpointed out that the talking machine as an edu-in at least four ways: their country's call and won commissions or en-cational factor has tremendous value. Through "It will make credit for war purposes more listed in various branches of the service.Withthis means the children can become familiar withdifficult to obtain, and consequently higher in a dozen men of the department in service it be-all that is best in music, either vocal or instru- price. It will tend to force prices to greater camenecessarytoreorganizethetravelingmental; they can learn not only the music but heights, because civilian business will then be force, which as now constituted is as follows:about the composers, and the great men andable to compete with the Government, and they H. A. Beach, manager; C. Lloyd Enger, assistant women who sing and play various instruments.will bid against each other.This will increase manager; L. M. Willis, Texas; Thomas Mc- the cost of living, and also the cost of the Creedy, New York City; F. S. Horning, Boston; VICTROLA FOR THE SOLDIERS war. It will impair the strength of our gold H. D. Smith, Western New England;J.A. reserve, which must be maintained, as we are to Frye, California and Northwest; H. A. Lamor, The recreation hall at Ft.St.Philip, whichremain upon a gold basis. New York State; J.E. Dunham, Indiana andwas built in one day as a gift by the Elks Club "Our gold- will be one of our strongest assets Michigan; L. R. Yeager, Chicago; W. F. Fries,of New Orleans to the soldiers, is now boastingafter the war, and any course which now affects Iowa, Minnesota, North and South Dakota; H.of a beautiful Victrola, which has been installed that reserve will hamper us in getting back toa A. Brennan, Northern New Jersey and Brook-by the Philip Werlein Co., Inc. normal peace basis." The Duo -ToneThe De Luxe Stylus EQUIPPED WITH TUNGSTEN NEEDLES SEMI -PERMANENT Softor Loud Plays 100 to 300 Records without changing No Scratch or Hiss Perfect Points Thousands of talk- Mr. Dealer: Are you interested in increasing your profits and satisfying machine ing your customers?Would you invest $11.75 to make a quick profit owners are using of $7.45?If so, order at once our attractive Counter Display Stand or the Duo -Tone and Silent Salesman, containing 12 Duo -Tones and 24 packages De Luxe De Luxe Needles. Needles. Descriptive circulars furnished.De Luxe stylus furnished separately.Write for samples and discounts. The Duo -Tone Company, Ansonia, Conn. 32 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

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TheCIIJ/SitOid is Musically and Scientifically Correct

The Horn is made of Glass. Strange? Not at all.-The Horn should be a REFLECTOR and not a sounding board.

On pages 157 and 158 of "The Science of Musical Sounds" appears the following :

"The Horn of itself cannot originate any component tone and hence cannot add anything to the composition of the sound.

. . . The Horn is an air resonator and not a sound -board. . The walls of the Horn should be smooth and rigid." -PROF. DAYTON C. MILLER, D. Sc. Case School of Applied Science, Cleveland, Ohio. Beveled -edge Mirrors-New Dia- phragm-Ball-bearing needle finger -etc., etc., are essential and exclusive features that distinguish the CRYSTOLA and make it an instrument of Surpassing Excellence.

Your inquiry for New Proposition to Dealers will be welcomed. The CRYSTOLA COMPANY Elm and McFarland Streets, Cincinnati, 0 hio Note:- We manufacture the original Crystola. Do not confuse it with any similiar sounding name or combination of names.

racirrilltrioltritatirlIMIKItriNtriAlntailfredlYitt riki tntriortiammaridtraotriorreorratredmtrimmirrormirretrismin: NOVEMBER15, 1918 THE TALKING MACHINE WORLD 33 Happenings in Dominion of Canada

home city as evidenced by the regular demand INFLUENZA EPIDEMIC DISTURBS BUSINESS IN MONTREALfor the better class of music."His Master's Regulationof Business Hours in Retail Establishments Hurts Sales-Numerous New Stores Voice" Red Seal records he findsinregular Opened-Changes Among the Salesmen-General News Worth Recording request by homes formerly addicted almost exclusively to popular songs. MONTREAL, CAN.,November 4.-The commer- Quite a number of the local talking machine Walter F. Evans, head of the well-known cial situation has been greatly disturbed by theand piano dealers during the recent "flu" epi- music house of Vancouver, B. C., bearing his worst epidemic that has ever visited this city.demic when the theatres and places of amuse-name, was a recent trade visitor to Eastern The retail trade are compelled to close theirment were closed by order of the Board ofpoints, including Montreal and Toronto. Mr. doors early and open up at 10.30 a. m.As a Health advertised:"Don't be without music be-Evans, who is an aggressive distributor of "His consequence sales have fallenoff very mate- cause the theatres are closed.""Sickness doesMaster's Voice" lines, which he has featured for rially.Manufacturing in almost every line ofnot prevent you having music at home," etc. years, and who is well known in connection with industry is curtailed, owing to the large number The Ideal Phonograph Co., Sherbrooke, Que.,the Heintzman & Co. district agency, had no of employes that are laid up; this applies as wellhas dissolved partnership and a new firm formed note of pessimism inhis interviews with the to the retail as well as wholesale and manufac-under the same style. Easterners. InVancouver generalbusiness turing industries.This is a very bad season of CassavantFreres,thewell-knownorgan conditions and prospects are better, and alto- the year to have business upset, as itis, owingbuilders of St. Hyacinthe, Que., are now manu- gether the Sunset City continues an attractive to the rush of orders that are still to be com- facturing talking machines and cabinets. residential and business city, the people grow- pleted for interior points before the season of The Parlor Furniture Mfg. Co.,. Ltd., Pointeing more musical each year and more apprecia- navigation closes. aux Trembles, Que.,is manufacturing phono-tive of the place of music in individual and na- C. 0. B. O'Brien's many friends in the tradegraph cabinets in addition to its regular line oftional life.Mr. Evans is himself a gifted mu- will undoubtedly be pleased to learn that he isfurniture. sician and has contributed largely of his talent now with C. W. Lindsay, Ltd., as salesman in The Playola Co., Ltd., Toronto, has opened atoward the musical advancement of this city. their phonograph salons.Miss D. H. Faucher,Montreal office at 248 St. James street. late of Layton Bros.,isalso connected with V. H. Hopper, who was for some time asso-SOME TRADE CHANGES IN WINNIPEG Lindsay's in their main store. ciated with the Western Gramophone Co., Ltd., Layton Bros. advertise the fact that they haveCalgary, Alta., branch, has joined the sales staffThe Phonograph Shop, Ltd., Marks a New De- 20,000 records on hand to 'select from, which in-of the Brunswick Shop, Montreal. velopment in the Local Trade-New Type of clude Columbia and Edison makes. J. Donat Langelier, Ltd., are manufacturing Talking Machine Demonstrated by Inventor For the convenience of patrons the Unitedthe Disc -O -Phone at their factory in Pointe aux Globe Exchange, Geo. J.Lifton, manager,is 'Trembles, Que., and are meeting with success WINNIPEG, CAN.,November 3.-A tangible proof opening joint branch stores in different districtsxvith the placing of this machine in various Ca-of the invasion of the phonograph is to be found of Montreal for the exchange and the sale ofnadian centers. locally in the fact that the city of \Vinnipeg records.The new store at the corner of Guy A. T. Pike, late of the Cecilian Co., Toronto,now has a shop selling talking machines and and Notre Dame street is now in full operation.has joined the selling force of Layton Bros., records exclusively.A few months ago a com- The head office is at 204 St. Catherine street,replacing W. W. O'Hara, who resigned to gopany known as the Phonograph Shop, Ltd., of West. into business on his own account. which Arthur G. Joy is the manager, purchased the phonograph business of Cross, Goulding & TORONTO DEALERS GOING STRONGLY PROSPECTSSkinner and since then have conducted an exclusive phonograph shop in the same premises. One Dealer Declares That Only 4 Per Cent. of His Business Came Unsolicited-Describes Methods They have the franchise in \Vinnipeg for the of Prospect Getting-Some Recent Changes in the Trade-Walter F. Evans a Visitor Brunswick phonograph and records and also act as selling agents for Columbia Grafonolas and TORONTO, CAN.,November 3.-"Less than 4 perhave a valuable list of A-1 prospects?Through Columbia records. cent. of my phonograph sales have been to peo-a friend I obtained 100 or more names of muni- An unusual program was recently heard at the ple whom I.did not solicit," said S. C. Thorn-tion workers making from $5 to $10 a day, these regular Men's Musical Club recital in this city. ton, of Dundas, Ont., at the recent convention I circularized and followed up as I did in formerA local inventor, S. R. Seabrook, demonstrated of Edison dealers in this city.This was overmethod.I secured even more prospects fromto the members of the M. M. C. his newly per- a period of three and one-half years in a town thislist and eventually sold 50 per cent. offected talking machine in a lengthy lecture re- of 5,000 people.Mr. Thornton was addressing them." cital.The writer was privileged to hear the the convention on "How IGet Prospects," and The Canadian Symphonola Co.,Ltd., havemachine at a private demonstration and was de- he declared that the town dealer's prospect list been appointed Canadian distributors for Charlescidedly impressed with certain features of the is his most valuable asset.In getting prospects H.Elting & Co., Chicago manufacturersof invention.Mr. Seabrook has been bending all he told of two methods:First, from the townsprings, motors and tone arms. of his efforts of late on the construction of a assessment rolls he secured the name of every Caroline Lazzari, contralto, of the Chicagolarge machine designed for theatre, public halls resident, age, occupation, religion, owner or ten-Opera Co., Edison artiste, received a warm re-and public parks, which he claims will carry ant, value of property, number of children andception at Massey Hall recently.The R. S.three miles and even farther than that over their ages.Worthless names were discarded, Williams & Sons Co., Ltd., report a good demand water.It was principally this machine that was the others card indexed with the information.for her entire repertoire of Edison recordings. used at the lecture recital, although four ma- A canvassing campaign was mapped out, the I. Montagnes has returned to Toronto from achines in all were utilized in the demonstration. town being worked by wards.For three suc-week's combined business and pleasure trip toAn exhaustive program of instrumental- and cessive weeks the people were circularized withNew York, where he conferred with the Sonoravocal numbers was given, and Mr. Seabrook good liveliterature. The third one, an Am-Corp. and arranged for regular deliveries of thethoroughly explained the new and original fea- berola on three days' trial, was offered.At themodels that are not yet being manufacturedtures of his machine.Chief among these,it same time Mr. Thornton conducted an adver-in Canada. would appear, is a system of forced draught, tising campaign by newspaper, concert pro- A. L: E. Davies, who returned to Toronto a which intensifies and increases the volume of grams,etc.,andslidesinthemovie. Theshort while ago to take charge of the Robertsound as well as emphasizing the undertones. show window displays and cards were linkedSimpson Co.'s talking machine department, isThe elliptical shape of the horn isalso,itis up with the campaign. greatly pleased with the musical progress of his (Continued on page 34) The personal canvass then commenced. Out of 200 names selected from the first ward Mr. Thornton stated that he secured between 140 and 150 prospects to 30 per cent. of whom sales were made within a few months."The rest I Talking Machine Supplies followed up in the usual manner and many have since developed into sales," said Mr. Thornton. "Besides,Isecured a good number of piano and Repair Parts prospects, also record customers, ordersfor piano tunings and repair work.The piano SPRINGS, SOUND BOX PARTS, NEEDLES tunings paidthe cost of advertising and circularizing. "'Second method.'Did it ever occur to you that these days every factory has a large per- THE RENE MANUFACTURING CO. centage of employes who are earning big wages, MONTVALE, NEW JERSEY and if you could secure their names you would 34 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

Songs at Twilight Longer evenings now. More time at home for music.That's an idea that brings business - properly pushed.

Columbia Graphophone Co. NEW YORK

TRADE CONDITIONS IN CANADA COLUMBIA DEALERS HOLD MEETINGism with an interesting resume of business con- (Continued from page 33) ditions as they exist at the present time, and First Gathering of the Fall Season Well At-the outlook for the future. claimed, an improvement, having the effect of tended-Toscha Seidel Introduced-Mark P. The November mid -month records were then straightening out the sound waves and project- Campbell and G. W. Hopkins Speak played by 0. F. Benz, of the general sales de- ing them in a concentrated area.The composi- partment, and they were enthusiasticallyre- tion with which the horn is lined isstill an- Morethan150Columbiadealersinthe ceived. other novel feature, and is responsible for themetropolitanterritory,accompaniedbythe Mr. Fried] then introduced Mark P. Camp- increased clarity obtained.The novelty of themembers of their sales staffs, accepted the in-bell, chairman of the Allied Music Trades Com- event doubtlessly accounted for the large at-vitation of the Columbia Graphophone Co. to bemittee, Fourth Liberty Loan, who made one tendance of people at the lecture recital whopresent at the first monthly meeting of the 1918of his usual stirring addresses in behalf of the seemed greatly interested. fall season to be held under the auspices ofLoan.As a mark of their appreciation of Mr. Reinald Werrenrath, the Victor artist,will thelocalColumbiabranch.Thismeeting, Campbell's address, and his untiring efforts in give arecital in Winnipeg the latter part of behalf of the Loan, the dealers presented him November. with a handsome total of additional subscrip- The Russian Symphony Orchestra is billed to tions which was turned in to the Fourth Liberty visit Winnipeg shortly.All Columbia dealers Loan through his committee. and the Phonograph Shop in particular are using The next speaker on the program was George printer's ink most freely, announcing the fact W. Hopkins,generalsales managerofthe that the only records obtainable of the Russian Columbia Graphophone Co., and one of the rec- Symphony Orchestra and Florence Macbeth, the ognized authorities in the world of wholesale and coloratura soprano of the company, are made retail merchandising, who delivered an effective by the Columbia Co. discourse on Columbia Grafonola and Columbia Marie Morrisey, contralto, of the Edison staff record merchandising, in which he advanced sug- of artists,with Theodore Speering,violinist, gestions and ideas that were heartily applauded gave a series of ten recitals in Manitoba points by everyone present.Mr. Hopkins has been as- recently. sociated with some of the leading mercantile The opera, "Have a Heart," was recently heard organizations in the country, and his familiar- here, and J. J. H. McLean & Co., Ltd., report a ity with every detail of retail merchandising has large call for Victor records of this score. enabled him to give Columbia representatives invaluable ideas whenever he has an oppor- A BUSY ESTABLISHMENT tunity of addressing them.On Wednesday, for example, he submitted a thought which, if car- The Music Shop, exclusive agents for the Aeo- ried out, will undoubtedly increase their record lian-Vocalion at 124 'South hill street,Griffin, sales 100 per cent.This suggestion is especially Ga., report an excellent demand for these instru- opportune at the present time in view of the ments; they are making a strong appeal to the shortage of machines, and the fact that there people of that territory. is no immediate relief in sight.It therefore be- hooves the dealers to concentrate on the development of record sales in order to show satis- Toscha Seidel factory sales totals. which was held in the Waldorf Apartments at The "star" event of the afternoon was the in- the Waldorf-Astoria Hotel, was a signal suc-troduction of Toscha Seidel, the young Russian /TONE ARMS & SOUND BOXES violinist, who was recently added to the Colum- cess,and LambertFriedl,managerofthe Columbia Co.'s New York branch, was heartilybia recording library, and who will make Colum- congratulated by the dealers on the interestingbia records exclusively.Mr. Seidel was intro- Dealers program that he had prepared for their enter-duced by Theodore H. Bauer, director of the tainment. ColumbiaCo.'sconcert and operaticdepart- If you want the best, These monthly meetings were inaugurated byment, who is responsible in a considerable meas- Mr. Friedl the early part of 1918, and althoughure for Mr. Seidel's acquisition to the Columbia be sure that the ma- their prime purpose was to introduce the mid -recording staff. chines you handle month records in order to give the dealers an Mr. Seidel was enthusiastically received by the opportunity to place their orders after receivingColumbia dealers, and his rendition of several are equipped with an actual demonstration of the records, thesestandard selections served to emphasize the fact meetings havealsoservedtointroduceto that this young artist, who has been acclaimed Columbia representatives many of the new art-by musical critics as one of the leading violinists MUTUAL ists who are now making records for the Colum-of the present day, well deserves the praise be- bia library.In other words, the dealers werestowed upon him in Europe and this country. TONE ARMS AND given an opportunity to meet these artists and His Columbia records, which go on sale immedi- SOUND BOXES become personally acquainted with them, there-ately, were also played for the dealers, and each by welding a personal bond that is invaluable.record was a faithful reproduction of Mr. Seidel's Atthelastmeeting Mr.Friedlpresided,remarkable technique and warmth of expression. andinhisopening remarks paidatributeThis violinist, who inaugurated his 1918 con- Mutual Talking Machine Co., Inc. to the loyalty of the Columbia dealers, thank-cert season last week, will undoubtedly add to ing them for their splendid support during thehis laurels this year. 145 West 45th Street, New York past year in the face of discouraging conditions. His address contained a timely note of patriot- Make your quarters grow.Buy Thrift Stamps The Talking Machine World, New York, November 15, 191S

WHY WAIT FOR MERCHANDISE? Waiting Does Not Pay Rent You Have to Sell Hot Cakes While They Are Hot, and Hits While They Are Hits We Will Make Immediate Delivery on the Latest BroadwayHits 1 Smiles-Dance 1086f Smiles-Vocal Duet 1101) tDjer Kiss 1Since I Met Wonderful You ( When You Come Back-Vocal Oh, How I Hate to Get Up in the 1073 1074 Morning-Vocal 1Hearts of the World Good Morning, Mr. Zip, Zip, Zip. The Missouri Waltz-Dance I'm Sorry I Made You Cry-Vocal 1099 l'm Gonna Pina Medal on the Girl 1072{I Hate to Lose You 1 Left Behind 11 Ain't Got Weary Yet-Vocal Everything Is Peaches Downin 1106 K -K -K -Katy 1096{ Georgia-Vocal Lovin' 10h, How I Wish I Could Sleep Until My Daddy Comes Home-Vocal Tell That to the Marines-Vocal 11081 1107) 1 What a Wonderful Message from Ring Out Liberty Bell Home fMy Belgian Rose-Vocal Dear Old Pal of Mine-Vocal 1110 IDreaming of Home, Sweet Home 1112 l'm Gonna Pina Medal on the Girl and others I Left Behind Send in Your Order and Cash in on the Popularity of These Big Numbers

Otto Heineman Phonograph Supply Co. INCORPORATED 25 WEST 45th STREET, NEW YORK FACTORIES, ELYRIA, 0. -NEWARK, N. J. PUTNAM, CONN. SPRINGFIELD, MASS. CHICAGO ATLANTA SEATTLE TORONTO ; NovEmBER 15, 1918 THE TALKING MACHINE WORLD 35 CONSERVATION RULES FOR TALKING MACHINE INDUSTRY 111111111111111111116 Government, Through War Industries Board, Issues Formal Program for Guidance of Manufac- ...... _.. r-immil turers-Number of Styles Limited, as Is the Use of Metal for Certain Parts and Trimmings- crhe ,--mm Record Cut -Out Syitem to Be DisContinued and Size of Monthly Lists Reduced 50 Per Cent. _- MIScot _-,, mom.... Numerous rumors and many plain guesses No. 4. Name Plates:The use of metals other and I have been circulated in the trade as to the cur-than zinc for name plates to be discontinued. tailment orders that have been issued, or would No. 5. Casters: The use of casters with metal '-'SuperiorUniversal- be issued, covering the manufacture of talkingwheels to be dis-continued. -. -_- machines and parts.Members of the trade can No. 6. Wheels: The use of wheels other than ME ReFroducer -mm, now rest easy, however, owing to the fact thatcasters to be discontinued. --...... under date of October 28 the Conservation Divi- No.7. Horns:The manufacture of metal =NM sion of the War Industries Board at Washing-horns to be discontinued. -. TheIdeal ton issued its formal notice of curtailment as No. 8. Needle Cups:Metal needle cups to be ...... applied to the talking machine trade.The of-eliminated. -U Combination ....._ ficial notice addressed to manufacturers of talk- No. 9. Locks and Keys:Locks and keys to ImoPlaysAllMdhes of Records ing machines is most plain in its wording, andbe eliminated. -IN..... as theyshould be played with introductory comments reads infullas No. 10. Metal Knobs:Metal knobs on doors Imo follows: or top covers to be eliminated. Priceof Sample Prepaid Records and Needles No. 11. Record ejector for filing of records to nickel,*5.25 Gold, $6.50 In order to meet war requirements and otherbe eliminated. MI.Adjustedfor Cabinet ma measuring8%inches from center of Tonearm essential needs it is of primary importance that Records 1=i basetocenter of Turntable shaft the country's resources be used to full advantage No. 12. The so-called cut-out system, provid- and that we husband our supplies of material,ing for the return of records by the dealers to equipment, labor and capital. manufacturers monthly or annually to be dis- The Conservation Division,inco-operation continued. This does not applytorecords , Nv i t h numerous industries, is putting into effect purchased by dealers previous to the date of sOPRlo plans for saving essential material and equip-this schedule. ., 4,1/ ment, for simplifying manufacturing operation No. 13. The monthly issue of new records by C.) and for reducing the amount of capital tied up each manufacturer not to exceed 50 per cent. of <2- inmanufacturers',wholesalers' andretailers' his average month's issue during 1917. li& stock. No. 14.Record catalogs to be issued not more 4 t appears that manufacturers of talking ma-than one a year and to be as condensed as pos- . 0 licp chines are making a greater variety than is nec- sible.Each manufacturer now issuing a month- essary in time of war, and that it will be entirelyly supplement to reduce it at least 50 per cent. dP, practicable to effect a material reduction as a Needles measure of conservation.It is particularly de- No. 15. Each manufacturer to confine his pro- sirable to eliminate every unnecessary use ofduction of metal needles to not more than two steel, which is urgently required for war pur- styles, size or weight. poses. No. 16.Needles to be put tip in envelopes-U The enclosed program has been drawn up only. Distinctive Features with the assistance and advice of representatives General ....aillcThe Reproducer pivots on its axis (as illus.Nom of your industry.It will be made effective, as No. 17.Each manufacturer when the supply "..11 trated above), taking the correct angle ll it now on hand is exhausted to discontinue the dis-IIII for all makes of records, and the needleN ml is now issued, unless substantial reasons are .... retains same center in both positions. immediately presented to show that by sometribution of metal stands records. IIISurface noise is less than with any otherOm modifications the needs of the Government can No. 18. This schedule to be made effective im-.y1 reproducer- surface scratchings being_ reduced to a minimum through perfect be met more effectually.If you have any sug- mediately. MO gestion whereby greater economy can be secured B. M. BARUCH, Chairman. proportioning of the stylus construction,MN = and placing the needle in the center ofgi we shall be glad to receive them. 315-650, ( )ctober 28, 1918. the groove at the correct angle. CONSERVATION DIVISION, \VAR INDUSTRIES BOARD. ...acThe split construction of the frame andMilm The Conservation Program CHRISTINE MILLER SINGS AT CAMPS.0 face ring of the Reproducer, togetherwool ScheduleforManufacturersof Talking Ma- mil with the method of pivoting the stylus.lam. ME bar, and perfect insulation-effect a sen. chines, Records and Needles. Christine Miller, the prominent Edison star,Ell sitive and free vibration-and prevent amei Talking Machines has been called to Washington, D. C., by the .... pinched tone resulting at any time fromWm. No. 1. Models: Each manufacturer to restrictNational War Work Council to make arrange- natural contraction or expansion of the ill his production to not more than six standardments for a tour of about twenty army camps in MIMI metal parts. Mom the cThe reproduction is the mellow, natural°I.11 models or types, but in no case to exceed the Eastern and SoutheasternStates. Miss midi quality of tone-absolutely getting away number of models or types that he made in Miller's first engagement was at Camp Lee, Va., from the usual sharpness and metallic 1917. A different cabinet construction consti-where she sang before an audience of aboutimin effect so noticeable in most reproducers. III tutes a change in model.Each manufacturer 3,000 enthusiastic soldiers.It will take her some....ysmINSound waves act upon the same principleii tofile with the Miscellaneous Product Sectionweeks to complete the tour as outlined by the as light waves-they travel in a straight..._ ... line until they meet some obstruction, of the War Industries Board specifications of National War Work Council. from which they are deflected at right the models he proposes to continue.No change angles. crhe right angle turn at the back 11 thereafter to be made in models, or new models imgmin of the Scotford Tonearm causes less STEADY GROWTH IN FRENCH TRADE breaking up and confusion of the sound or types to be introduced or manufactured (lur- smom ing the period of the war. In a table of imports into France covering the Ems waves than occurs in the curved arm. 1NM .NcThe connection between the Reproducer mi No. 2. Finish: Each manufacturer to restrictyears 1916-17,preparedbyConsul -General _13 and Tonearm is perfectly insulated with"..... the number of finishes in his line to three asThackara in Paris, and designed to show the a hard rubber bushing. Inside diameterIIM follows: one mahogany, either red or brown,trend of French trade with the United States of the Tonearm is correct to accommo.mi.. as each manufacturer may elect; one golden oakduring those years, it 1..., date the volume obtained from the latestNE is found that musical in- records. ii and one fumed oak. struments to the value of $234,822 were imported cThe right -side turn for changing needle isMi. No. 3. Electric Motors:The manufacture of,into France from the United States in 1917, I than the old style turn.back, and as talking machines with electric motors to be dis- compared to a total of $183,345 imported for therhandierwhen in position for the Hill.and.Dale continued. year 1916, a gain of something over 25 per cent.fill records there is no interference withI...... '411 lowering the cabinet cover. Ili .stcThe lateral movement at the base is sim.is.s smill ple, free and permanently satisfactory.1.= Inside there is no obstruction to interfere4= "MAGNET" DECALCOMAN1E NAMEPLATES with passage of the sound waves. ThereMg

are no loose balls in the bearings, there. ig fore no buzzing noise can occur from the :FAR TALKING MACHINE - 'Rom MICO::.0A.% NMI great vibration on high notes. - THE PHONOGRAPH 13- It. ma gm!NI ,CABINETS El -cc /240 HURON ROAD Wm, Imelosti p 0.0 `eveet- 40.1,1, LAND I.e. a...... II.... SOLO aY Pamphlets with fac-simile illus- 131f D.IMOILT &TA MO - OTTAWA trations and prices mailed 1111.Barnhart Brothers6- on request. rid-t,trueusx-O ST no"c ....-. 1;111&11111AIO1IEVR:7A.. & Spindler . vpP etE0.10 to ca., .sera!II.Monroe and crhroop Streets --Chicago vniar sm. SMITH-SCHIFFLIN CO. F ,D 126 Liberty Street New York City V3''''1 111111MMIIif111t 36 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

Wholesale Representation Desired in Large Distributing Centers Very advantageous connections can be made at this time. WRITE NOW ! The Tel -O -Tone has a number of new and strong talking and selling points not to be found in any other phonograph.Let us tell you more !

Our guarantee affords, We have passed and as few others can, un- left behind the days limited insurance to of experimentation wholesaler and retailer alike.

Tel -O -Tone De Luxe Retails $200 Tel -O -Tone (Reg. U. S. Pat. Off.)

"The Soul of Music Dwells Within"

Tel -O -Tone Tel -O -Tone Standard Encore Retails $160 Retails $110

Our specifications are We claim unequalled absolutely standard oil throughout; equip- clearness of reproduc- ment, material and tion and challenge workmanship of high- comparisons. est obtainable quality Tel -O -Tone, Matinee Retails $85

The Western News Company,21-29 East Austin Ave.,Chicago, Ill. Retail Display Room, 730 Republic Building, Chicago, Ill., U. S. A. NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 37

TALKING MACHINE BEING FEATURED sociation campaign is being conducted throughcampaign, and Paul F. Netzow, chairman, and the medium of the Milwaukee Journal, whichC. L. Dennis, secretary of the National Associa- MilwaukeeAssociationofMusicIndustrieshas by. far the largest circulation of any localtion of Piano Merchants, who are actively in- Wins Praise for the Quality and Excellencenewspaper.The advertising department of thisterested in this work, are to be complimented on of the Page Advertising Now Being Issued paper isgiving the association and individualthe success so far achieved.

MILWAUKEE, WIS., November 2.-The Milwau- usictoSuitYourMoodVICTOR SUPPLEMENT FOR DECEMBER kee Association of Music Industries, originator of the co-operative method of music advertis- List of "Best Sellers" Contained in December ing, which began its third campaign on Octo- Supplement-No New Records Listed ber 18 by the publication of a full -page advertisement dealing mainly with the value of the The Victor Talking Machine Co. has recently musical instrument in the home under present- issued an announcement to the trade calling at- day conditions, 'is arousing the enthusiasm of tention to the December Supplement which has its members as the subsequent advertisements just been issued, and which contains a selected appear. listof records for which there has been so The advertising drive embraces a period of ffe2Yagic;------great a demand that it has been impossible to ten weeks, during which an average of two full ithePhonograph keep dealers supplied with adequate stocks of pages will .be published each week.The sec- the same. No new records are to be listed for ond advertisement told of "The Magic of the December, this being thefirsttime that the AT THE TIPS of you' fingers you have the music Phonograph" in suiting every mood with music, that you love, Whenever it suits your pleasure, through the magic of the established precedent of issuing new records at phonograph. Within this wonder-working cabinet is confined the whole and as may be seen from the illustration here- realm of music-yours to release at will,Whether A be vocal or insunmental mu- the first of the month has not been followed. sic, opera or folk song, patriotic or sentimental, ragtime or class, you have it with was confined purely to a talking machine faithfully reproduced at your command by the talking machine. All of the record manufacturing facilities of the salestalk. The third was devoted to music company have been concentrated on the records Without stepping from your door you are entertained by roll advertising, and the others which will fol- great singers, thrilled by stirring marches, fulled by sweet melodic, inspired by listedinthe December Supplement, and the pkrriotic airs:or brooght to your feet by impetuous dance music. No matter what low, treating of various phases of the industry, your mood, there is music to fit. If you want to dance. you hose the quiet dreamy Victor Co. is endeavoring to catch up with the waltz, or thesnappy fos.trot The favorite elections of every member of the fam will be of like interest. . ily are recorded on the discs, ready for all to enjoy. demand for these recordsthis month.The

The expense of this, as well as previous cam- Not ror a too, Oro, dna aerhap. new, nom, tall total.. able to January Supplement will offer new records in buy that Ptionotriao 1, a t 1M one. roa coo 6. a today. TIM toms paigns, is borne by the association, which raises anyonent make a ease One you to tiara mimic in yen tonne accordance with the usual custom, and in addi- suchspecial funds by the voluntary subscription a supplement will be issued containingfor- tions of its members, who are asked to con- MILWAUKEE Ass o C IAT1ON eign-language record listings. tribute according to the volume of business they 2i" Music INDUSTRIES INC. do. In this manner $4,000 was raised a year Music Dialers Who Moire It Easy for Yoa to Buy with Confisterice COLUMBIA CO. DIVIDEND ago; $1,200 last spring, and $1,200 during the &q.t. Ga. Pam 4 CGrrria 44% past month, or a total of nearly $6,500. to cover A I 1441err 4 -.4T. The Columbia Graphophone Co. has declared .... Ws.Ca wt. "trz...-: three drives.The names of all members of the VNf 11. ..- its regular semi-annual dividend of 3% per cent. Z.... ur, associationare publishedinconnection with star.7=2. on its common and preferred stock, payable No-

4. 4 Pim. Ca MY.. 4 INIA !wee each advertisement under the trade -mark and .4.742 vember 15 to stock of record November 1. corporate title of the organization. . Individual members of the association findit Association Ad on Talking Machines INCORPORATED exceedingly profitable to re -enforce the co-op-members as well the benefit of its planning and erative ads with smaller ones of their own, ef- production service without charge. The Royal Talking Machine Corp., Chicago, fectively linking up the general campaign with There is no question that the sales of talkinghas been incorporated with a capital stock of their particular stores.This plan also has pro- machines,pianos,rolls - andrecordswillbe $100,000, with Chas. Hanson, Andrew Olson and duced some 'very excellent "copy."The as-stimulated to a higher degree by this publicityE. Robinson. The Leonard MarkelsBurrekiv, The Leonard Markels Jewel Bearing Butterfly Motor has revolutionized the motor industry. Itis silent running and silent winding and represents the acme of perfection in motor construction. Specifications This motor has achieved phenomenal success, Beveled gear noiseless winding, and is being used exclusively by leading phono- New ratchet device that prevents clicking. Bakelite intermediate gear-absolutely silent. graph manufacturers in all parts of this country Plays seven 10 -inchorfive12 -inchrecordsat one and Canada. winding. Cast iron nickeled frame. Write today for a copy of our

Powerful, durable, compact, accessible. Built especially for the highest -grade machines. New Butterfly folder Guaranteed in every minutest detail. LEONARD MARKELS- 165 William St., New York 38 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

The most wonderful Talking Machine of thepresent age at the price An Instrument of Supreme Value, Tone and Quality

SPEAKS FORITSELF

No. 75-$75

The Cleartone has become very popular because of itsquality,splendidvalue and the advertising and sales campaign that now stands in back of it.Dealers! Watch usgrow - writeforour agency and grow withus. SUNDRY DEPARTMENT

MOTORS-No. 1, double -spring, 10 -inch RECORDS-POPUI1AH AND GRAMMAVOX, turntable, plays 2 10 -inch records, $3.25; No. new 10 -inch, double -disc,lateral cut,allin- 6,double -spring 10 -inchturntable,plays 3 strumental selections 35c. each. 10-incb records, $4.00, with 12 -inch turntable, $4.25; No. 8. double -spring, 12 -inch turntable, GOVERNOR SPRINGS- TofitVICTOR, plays 3 10 -inch records, castirou frame. $5.85; COLUMBIA and all other motors at moderate No. 9, double -spring, 12 -inch turntable, plays prices.Special prices on large quantities to 3 10 -inch records, castiron frame, bevel gear Motor Manufacturers. wind,$6.85;No.10,double -spring,12 -inch turntable,plays410 -inchrecords,castiron GENUINE DIAMOND POINTS, for playing frame, bevel gear wind, $7.85; No. 11 double- Edison records, $1.75 each. spring, 12 -inch turntable, plays 7 10 -inch rec- SAPPHIRE POINTS, forplaying Edison ords, castiron frame, bevel gear wind, $9.75. records, 1Sc. each. TONE ARMS AND REPRODUCERS-Play all records-No. 2, $1.45 per set; No. 4, $3.05 SAPPII IREBALLS,forplayingPattie per set ;No. 6, $3.75 per set; No. 7, $3.75 per set; records, 22c. each. No. 8, $3.75 per set; No. 9, $3.25 per set. NEEDLES, steel, 75c. per thousand in 10,000 MAIN SPRINGS-No. 00, % in., 9 ft.,39c. lot. each ;No. 01, % in., 7 ft., 29c. each ; No. 1, % Ue also manufacturespecial machine parts,suchas in., 10 ft., 40c. each ; No. 2, fi in., 10 ft., 49c. each ; worm gears. stampings, or any screw machine partsfor No. 3, % in., 11 ft., 59c. each ; motor; reproducer and part manufacturers. No. 4. 1 in., 10 Special quotations given to Quantity buyers in Canada ft., 59c. each ;No. 5, 1 in., 11 ft., heavy, 75c. and other export points. eacb; No. 0, 11/4 in., 11 ft., 95c. each. We also carry other size main springs tofitVictor, Write for our 81 -page catalog, the only one of Its kind Columbia and allother motors at nominal In America, illustrating 33 different styles of talking ma- prices. chinesand over500different phonographicparts,also gives descriptionof our efficient Repair Department. Lucky 13 Phonograph Co., 3 and 46East 12th St., New York NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 39

12-15-25 Do your Christmas selling early.Get your Fall Advertising Campaign going full speed ahead now-you'll be ready for the big spurt of December 15-25. Columbia Graphophone Co. NEW YORK

thousand dollars' worth of bonds.Entertain- LOOK FOR ACTIVE EARLY -HOLIDAY BUSINESS IN BUFFALOment and four -minute speakers were furnished Business Normal Following Lifting of Influenza Ban-Vocalion Line With Denton, Cottier & Dan- daily at the booth. iels-New Business Organization Formed-Help Gather Talking Machines for Soldiers While on a recent visit to Buffalo, where she filled an engagement, Mme. Amelita Galli-Curci BUFFALO, N. Y., November 3.-By proclamation Smoke Fund.They were furnished by those.visited the store of Denton, Cottier & Daniels. of Mayor Buck, of this city, the quarantine laid whom Mr. Rielly carried in his automobile dur- There she listened to a few of her records on on Buffalo on account of the Spanish influenzaing the street car strike.Contributions werethe Victrola. has been lifted.The disease played havoc with stimulated by a sign at the side of his car. Talking machines and other musical instru- the selling forces of the talking machine dealers "We could use several carloads of Sonoras ifments for the soldiers at Fort Porter, Buffalo, and jobbers.While no deathsinthe tradewe could get them," was the comment of L. M.are being collected by the Chromatic Club. were recorded several members were tied up at Cole, Sonora representative, who recently visited home for a time on account of illness. The Buffalo. PLAY VICTROLA AND KEEP HEALTH opening ofalltheatres, schools and various A large holiday order for Pathe talking ma- other places since the checking of the, influenzachines was recently given by the Koenig PianoThat Is the Advice Offered by Omaha News- epidemic and the settlement of the strike haveCo. to A. D. Ogden, New York State repre- paper During Recent Influenza Epidemic helped to put the early -holiday business in talk-sentative of the Hallet & Davis Piano Co. ing machines at full speed.This rush promises Talking machine dealers who are booming the Evidently the Victrola stands high in the opin- to continue right through November and theplan for the purchase of Christmas gifts thision of the people of Omaha, Neb.In a recent early part of December, when, according to the month include A. Victor & Co., J. N. Adam &newspaper story suggesting precautions against advertised wishes of the merchants of Buffalo,Co., Walbridge & Co., William Hengerer Co., catching Spanish influenza it was advised on the most of the Christmas purchases will have beenBing & Nathan, Bricka & Enos, Household Out-authority of the Health Commissioner to "stay completed. fitting Co. and Adam, Meldrum & Anderson Co.at home and don't have any visitors." After What is said to be the most extensive adver- Peace that will come from the complete sur-pointing out the danger of getting into crowds, tising campaign ever conducted in Buffalo inrender of Germany is advocated by R. C. Scher-or even having a half dozen guests at home, the connection with the. sale of talking machines ismerhorn, who recently expressed that sentimentstory reads: now being handled by Denton, Cottier & Dan-in a letter to a Buffalo friend.Mr. Schermer - "So the cautious ones will stay at home, keep iels, who announce that they "have taken thehorn, former manager of the store of Robert L.the windows open, read the religious books or representation of the Aeolian-Vocalion and the Loud, Victrola dealer,is now in the Quarter-Sunday papers, or play the Victrola.It is also new Vocalion record." This feature news ismaster's Department at Washington. advised by Dr. Manning to go out and take long being heralded broadcast in page ads inthe The newsboys' booth established in front ofwalks in the open air." Buffalo newspapers, which are also using col-the store of A. Victor & Co., Pathephone job- From the stimulated demand for records of umns of news stories about the event.The set-bers, during theFourth Liberty Loan cam-all typesitis apparent that many people in up of the ad is similar to that which recentlypaign, was responsible for the sale of several Omaha took the advice to play the Victrola. appeared in The Talking Machine World, referring to the same subject.The advertisement reiterates what Buffalonians for several genera- tionshave known "thatDenton,Cottier & Daniels is not only recognized as one of the strongest constructive forces in the music trade, Phonograph Dealers-Attention! but enjoys the confidence and respect of its public to -day, ina measure rarely equaled in the music or any other industry." The Fourth Liberty Loan wentover big The completion of several specially selected lists of Victor records is announced by Neal, Clark & Neal.These include "patriotic music, dance music and Christmas music." William H. Daniels, of Denton, Cottier & Dan- "Hook Up" to the Pathe Line and iels; Ralph C. Hudson, president of J. N. Adam & Co., and Edward Hengerer, president of the William Hengerer Co., all of which firms handle "Go Over" With Us talking machines, have been appointed leaders of a new business men's organization, known as theAll -for -BuffaloCommittee. Thiswas A few desirable territories still open formed tosafeguardBuffalo'sindustrial and commercial life and prevent any further inter- ruption of street car service. Write Today "Caruso Sings HERE" was a sign recently used in the show window of Robert L. Loud, Victrola dealer.This was especially effective at the time of the cancelation of the Caruso concert scheduled for this city.The quarantine was responsible for the closing order.Clifford The Fischer Company Ford has been appointed general floor manager of the Loud store. (Oldest Pathe Jobbers) William H. Rielly, salesman for the Utley Piano Co., Inc., New Ediion dealers, has turned 940 CHESTNUT AVENUE CLEVELAND, 0. over worth -while contributions to the Soldiers' 40 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

THE TRADE IN PHILADELPHIA AND LOCALITY

PHILADELPHIA, PA., November 6.-The talking machine businessinPhiladelphiainOctober showed about the same conditions as the previous month, and was somewhat disappointing in the limited supply of goods that the many TALKING MACHINE DEALERS dealers were able to maintain.They sold every-. thing they could get, and how much more they could have sold is a question, but they were only can greatly increase their profits without additional able to get about half the amount of stock of October a year ago, and consequently business overhead expense, by selling the world-famous showed an equal falling off.They do not look for any material change in the coming months- in fact, until the end of the war-but they do not seem discouraged, for they expect to get Weymann "KEYSTONE STATE" the business some time. Columbia Had Good October The Columbia branch report that they' had an excellent business in October.Manager A. Musical Instruments J. Heath says:"We have been able to keep our people well supplied with records-especial- a combination that has proved to be an instantaneous success. ly the popular selling numbers for which there has been a big demand.There has been quite a shortage on machines, although we have re- Write for catalogue ceived a few shipments which have enabled us to keep our dealers partially supplied." Mr. Heath went to New York hoping that he would be able to speed up shipments.The influenza H. A. WEYMANN & SON epidemic played havoc with the Columbia organization, but every one is back again to work Manufacturers with the exception of E. A. Manning, the credit Victor 1108 Chestnut St. manager, who has been lying at the point of death- the past two weeks. Wholesalers Philadelphia, Pa. Among the recent Columbia visitors were F. Established 1864 W. Zerker, of York, Pa., and Mr. MacDowell, of the Lauter Co., of Easton, Pa.C. R. Lamm, who was in charge of the trade promotion de-ern part of the State.They report that their E. Hipple, of their sales force, returned on Mon- partment of the Columbia, was assigned to onebusiness has been very fine.They have beenday of this week after an absence of several of the Georgia cantonments and was made agetting in machines promptly the past week, re-weeks with the influenza.Among the visitors sergeant within two months.W. A. Quinn, a ceiving two carloads of Brunswick from Du-at the offices was F. K. Dolbeer, well known for former employe, is now in the Naval Reserves. buque,Ia., one car containing 183 machines.a number of years in talking machine circles, At the Dictaphone offices the reports are mostThe J. C. Bright Co., of Lansdale, Pa., one ofbut now associated with the Overland Automo- encouraging.C. K. Woodbridge, the new serv-the largest distributors in this State, have taken bile Co.The firm received a postal card this ice manager, has just paid the local offices aon the Brunswick, and are introducing it throughweek from- one of their former men from the visit. Last month was the largest month thetheir chain of stores.Among the recent Bruns-firing line in France-Corporal J. B. Iannarella. Dictaphone has ever had in the volume of sales.wick visitors was P. L. Deutsch, secretary of the He is in the Tank Corps. New Brunswick Distributors company. Why Louis Buehn Is Optimistic Manager C. B. Chew, of the Brunswick phono- Have Felt the Influenza Epidemic The Louis Buehn Co. have a very attractive graph headquarters, spent several days up the The Penn Phonograph Co. have felt the influ-window at present.Mr. Buehn says: "We are State this week.This firm is making big in-enzaepidemic and the curtailment of stock,selling all the goods we get, and thatisnot roads in the business in all sections of the east -which has sent their business off considerably. many."But he takes an optimistic view of the situation, and believes that this condition is only temporary."I am not disgusted nor discouraged," he said, "I know thisis not going to last, and later on we will do a better business than ever.Probabilities are that there will be A Good Time To Lay In Your a slight improvement the coming month." Doing Satisfactory Business The firm of Blake & Burkart, the largest deal- Supply of Accessories ers here in the Edison, report that they had a very satisfactory October, and that they were able to get goods in sufficient quantities to meet their demands.They- have been handicapped Lundstrom Cabinets-Oneof thebestsellingpropositionsinthe during the month somewhat on account of the Talking Machine business today. illness of so many of their men.H. C. Trader, A neat plush brush, leather back-finds of the office force, was at home illwith the Record Cleaner Brushes-a ready sale. influenza for two weeks, and C. J. Levering, one of the salesmen, was also away for the same A necessity for every talking machine with a lid.Makes a length of time. Record Lites-fineChristmas gift. Business in the Edison dictating machine in Philadelphiain October was very good, and Needle Cutters-Lyon & Healy and the Record Lite Fibre Needle Cut- considerably ahead of lastyear. Nelson C. ters.Best cutters on the market. Durand was a visitor .inPhiladelphia thefirst A Plaster Paris Miniature. Four inches high. week in November. HIS Master's Voice-sellslike hot cakes.Order a sample dozen. New Pathe Accounts Walter Eckhardt, head of the Philadelphia Pathephone Co., was in an exuberant mood over the business of his firm in October and said: "Business in October was so good I hate to tell Penn Phonograph Co., Inc. about it. We had in October our greatest month 913 ARCH STREET PHILAI)ELPHIA in spite of the influenza by more than 63 per cent." Victor Wholesalers Exclusively The Pathe Co. during October connected with some very important accounts,including the well-known firm of Braunsteen-Blatt Co. at At- NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 41 Sell Wisely During November

THE shortage of goods dictates that every care should be used in your Credit Depart- ment to give preference, first,to cash customers; second, to charge customers; third, to customers paying large down -payments and terms, and fourth, to regular terms customers. This policy will strengthen your financial position and put you in excellent shape to take care of the predicted new era for 1919.

Meanwhile, rest assured that every energy back of Buehn Service is being utilized for your progress. The Louis Buehn Company, Philadelphia Victor Wholesalers

!antic City, where they opened a very fine de-patriotism.Much attention is always given byinclude such tax in our increased prices.Fur- partment, and are doing a whale of a business. this house to their window display.Favorablethermore, while recognizing the convenience of H. A. Weymann & Son Activity comment on the same is not alone limited tosuch action we are opposed to it as unfair to H. A. Weymann & Son have reported a num-Philadelphia, but one of their recent displaysthe ultimate consumer, and we believe the prac- ber of new dealers for their Keystone State linewas reproduced and commented upon inthetice is one that is looked on with disfavor by of musical instruments.This lineis proving"Voice of the Victor." various Governmental authorities. very valuabletonumbers ofVictor dealers "When the new Revenue bill becomes effec- throughout the country, asitis the means of DIAMOND DISC PRICES ADVANCE tive we shall bill the excise tax to jobbers as a adding additional profit, but is at the same time separate charge." entirely non -conflictingtotheirregularline. New Prices for Edison Re -Creations Which Go Provisions also are made for an adequate re- The co-operation of the dealers in sending in Into Force on November 15 turn allowance to dealers to cover re-creation their orders as far in advance as possible has overstocks andthedetailsof suchre-crea- enabled H. A. Weymann & Sons to make satis- In a general bulletin to its jobbers Thomastion returns are arranged as to simplify the pro- factory distribution of these goods. A. Edison, Inc., announces an advance in pricescedure now in effect for the dealer and to save During the Fourth Liberty Loan the window ofitsDiamond Discre -creations. The ad-transportation. of H. A. Weymann Son on Chestnut streetvance is made effective November 15, 1918, and attracted much comment on its timeliness anduntil further notice applying to all shipments made on that date and thereafter irrespective ENLARGING SPACE FORRECORDS of when orders were placed.The following is The C. F. Murray -Smith Co.. of Wilkes-Barre, The BEST TALKING a comparison of the present and future list pricesPa., are finding their Amberol record trade ex- MACHINE NEEDLE on which its discount to jobbers is figured: panding to such an extent that it has become List Pres-List Price Effec- On the Market-Packed in Counter Salesman Class entPrices tive Nov. 15 necessary to use much of the space formerly No. 50001 and up $1.00 $1.15 devoted to the disc line, and to take additional No. 80010 and up 1.50 1.70 109 No. 82031 and up 2.00 225 space for the disc.The contemplated addition No. 82510 and up 2.50 2.75 .1.11 ag' w No. 83004 and up 3.00 3.25 will make the department some fiftyfeetin No. 84001 and up 4.00 4.25 length with two booths on each side and a disc "ftlY11LkittlailE In its bulletin Thomas A. Edison, Inc., laysand Amberola display in the center. PHONOGRAPH NEEDLES stress upon thefactthat these advances are EAU' NEEDLE WILL PLAY 10 RECORD the result of careful consideration and reflect The Anthony Furniture Co., of Providence, R. the extreme of moderation.Referring to theI., has adopted the following slogan for its talk- efild=31..1 forthcoming Federal excise taxes thebulletining machine department:"The cosiest Victrola says: rooms in Providence." Cr 'n7.7 So "At the moment we do not know what tax VII.16110 A . 50 will be imposed on phonograph records by the The pessimist always hears the katydids an- acit.eHost. vt0tAPH0N, pending Revenue bill, and accordingly cannot nouncing the coming of winter first. EACH NEEDLE WILL PLAY 10 RECORDS WESTERN VENEER PRODUCTS CO. 50 Needles to a box and they retail at 10c. per Box. 3900 CHOUTEAU AVENUE, ST. LOUIS, MO. 60 Boxes to a package $6 00. This package costs you $3.90 net. Your profit is $2.10 and your customer gets a needle that will give satisfaction. Largest Manufacturers of 3 -ply The Fred. Gretsch Mfg. Co. roadway Br,613e0o oBk lryona Veneer Phonograph Shipping Cases of Musical Instruments Canadian Wholesale Agent, H. A. BEMISTER 10 Victoria St.. Montreal, Can. Ask for Prices and Samples 42 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

"Send for Catalog" More sales are snared by that phrase than any other trick in the ad -man's bag. Are you featuring your new catalogs with your trade? Columbia Graphophone CO. NEW YORK

call for the records of Lucien Muratore, since SAN FRANCISCO TRADE IS ACTIVE DESPITE CONDITIONShis appearance here during the Fourth Liberty Brighter Outlook Held for Business Now That Epidemic Is Conquered-Welcome for N. F. MilnorLoan campaign. The attractive advertising done -New Machine Makes Its Debut-California Phonograph Co.'s New Quarters-Other News by the Pathe Co. has helped out wonderfully, he says.Mr. Stern is now anxiously awaiting SAN FRANCISCO, CAL., October 28.-Business hasthe way of increased business for the Pathea large shipment of Pathe records. not been all that might have been desired here line.This company has the distributing agency Now Comes the Lady Traveler during the month of October, but sales are con-for Pathe machines and records in the States In keeping with the spirit of the times Walter sidered well up to expectations in view of the ofCalifornia,Arizona and Nevada,andis S. Gray, jobber of talking machine trade acces- circumstances. During thefirsthalfof thebranching out in a very promising manner. sories, has employed a lady traveler.She is month, or, to be more exact, during the period New Wholesale Quarters Opened Miss Hazel Layton, who has had quite a bit of of the Fourth Liberty Loan campaign, the sell- A new talking machine has just made its ap-experience in the retail end of the game, and ing of talking machines, records, etc., took sec-pearance in San Francisco.Itis The Lois,is making a very good initial showing in booking ondary place to the securing of bond subscrip-offered by the United Talking Machine Co.R. wholesale orders.At present she is out on a tions,and thentheSpanishinfluenzacame F. Bowles is manager.He has opened an of-Southern trip.To provide more office space along, causing business generally to slump even fice and sample room at 417 Montgomery street,and also more room for displaying his lines Mr. more than it had under the pressure of the loanand from here will cover the territory west ofGray has taken another office in the Chronicle drive. All schools, theatres and other public Denver.In addition to The Lois line of talkingBuilding, and is using his old quarters for show- meeting placeswere orderedclosed,people machines Mr. Bowles has the Western distrib-ing bulky goods only. were advised to avoid crowds, and when appear- uting agency for Operaphone records, also a new Brunswick Line for Wiley B. Allen Co. ing away from home to wear masks, all of whichline here.The two in his estimation make a The Wiley B. Allen Co. has put in a stock of has had a strong tendency to keep people off thevery strong combination. Brunswick phonographs andisconducting a street and out of the stores. From present indi- G. E. Morton Joins the Colors strong campaign in their behalf, which George cations the ban will soon be lifted, however, and Another San Francisco talking machine manW. Hughes says is bringing very good results. then the music stores, as well as other lineshas given heed to the call for men to serve the Kohler & Chase have again added talking ma- of business, hope to make up for lost time. colors. G. E. Morton, manager of the Em-chines, after confining their attention to pianos, New Columbia Manager Welcomed porium talking machine department, is the manplayers and sheet music for some time.The The Western trade bade farewell to Fred A. inquestion. He has made arrangements toPathe lines is featured. Dennison as Pacific Coast manager of the Co-enter the Artillery Officers' Training Camp at lumbia Graphophone Co. during the past month,Camp Taylor, Ky., and expects to be called very PUBLICITY CAMPAIGN IN DALLAS and welcomed his successor, Nathan F. Mil -shortly.Meanwhile he is continuing his regularMusic Dealers Combine in Advertising Drive in nor, into their midst.Mr. Milnor has, as heduties, and a successor has not been named to Which the Talking Machine is Featured puts it, just been getting acquainted thus far,take his place. and incidentally putting some finishing touchesLarger Quarters for California Phonograph Co. The Dallas Music Industries Association has on the company's handsome new offices and The California Phonograph Co., of which F.been conducting a very active campaign in the salesrooms on the second floor of the Day-A. Levy is president and general manager, hasdaily newspapers of thatlive Texas cityin light Building in Sutter street.Lack of stock fitted up extra space inthe basement ofitswhich page ads have been used to splendid ad- has a tendency to curb aggression, he says, in store on Market street, above Sixth, in order to vantage.In this publicity the talking machine seeking new business. take care of a larger reserve stock of records.has come in for a large share of consideration, George W. Lyle a Welcome Visitor Other facilities have been improved also, tend-and one advertisement in particular shows the A welcome visitor to the local trade about theing to keep pace with the growth of the busi-value of music in the workroom and factory, as middle of October was George W. Lyle, gen-ness.Mr. Levy comments particularly on thewell as in the home.It points out that talking eral manager of the Pathe Freres Phonographbig gain in the demand for records in the lastmachine music isa tonic and relaxation and Co., while making a tour of the country. He few months, which he attributes largely to theeases the load and increases the pleasure of had visited in southern California before reach-increased interest in patriotic music.At pres-every human being-man, woman orchild. ing the Golden Gate City, and after spendingent things are quiet, but Mr. Levy looks forThe concerns jointlyinterestedinthis cam- a few days in this vicinity continued his travelsnormal selling to return as soon as the epidemicpaign are the Bush & Gerts Piano Co., Brooks to the Pacific Northwest. With the introduction passes over. Mays & Co., Field Lippman Piano Stores, W. A. of new capital into the Western Phonograph Muratore Records Help Loan Drive Green Co., G. H. Jackson, Leyhe Piano Co., Co. and the incorporation of the business Mr. The Stern Talking Machine Co., according toThe Edison Shop, Sanger Bros., Thos. Goggan Lyle expects "big things" inthis territory inFrederick Stern, has experienced a tremendous& Bros., Titche-Goettinger Co., Will A. Wat- kinCo., Western Automatic Music Co., and CRYSTAL EDGE MICA DIAPHRAGMS the Adam Schaaf Piano Co. A MUCH TRAVELED GRAFONOLA Let us send you samples today of our dia- CONCORD, N.H., November 5.-The Ilarriott M Music Co., Columbia dealers here, recently made phragms and you will readily understand why a sale of a Columbia Grafonola which Mr. Har- I the best talking machines are equipped with riott believes will establish a record.The sale Crystal Edge Mica diaphragms exclusively. was made to a missionary who is stationed at Monteaba, Africa.The Grafonola willtravel We use only the very finest selected mica, from Concord and New York to the West In- dies, thence to Cape Town and Mombasa, thence Athe best diaphragm material in the world. inland 1700 miles, the greater part of this distance being covered by native porters.Itis PHONOGRAPH APPLIANCE CO., 109 West Broadway, NEW YORK expected that the Grafonola will not reach its destination for nearly six months. The Talking Martine IT'orld, New York, ATovember 15, 191S

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NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 43 Co gave a very successful demonstration of the FAVORABLE TRADE REPORTS FROM PITTSBURGH DISTRICTVictor methods in a pleasing talk and Victrola Home Entertainment During Influenza Epidemic Helped Sales of Records-Standard Co. Boomingrecital before the pupils and faculty of the West- "In Stock" Records-Rotary Club Donates Grafonolas-Many New Representatives Recorded ern Pennsylvania Institution of the Blind.The program included folk and Indian songs and was PITTSBURGH, PA.,November 4.-Thetalking lent sales for October, and isanticipuating a well received. Miss Grazella Puliver, of the machine trade in this section has not apparently brisk holiday sale of Edison machines and rec-Victor staff of educational supervisors, spent suffered .to any great degree as a result of the ords. several days in Pittsburgh on professional work. Spanish influenza and the quarantines enforced Gray & Martin, who handle the Sonora line,She then left for Madison, Wis. by the health authorities inefforts to stamphave very fine and spacious quartersinthe P. W. Simon, the well-known Victor dealer of out the disease.Due to the prohibition of pub-Jenkins Arcade.Their demonstration roomsUniontown, Pa.. was a recent Pittsburgh visitor. lic gatherings, and the closing of theatres and are attractively fitted up.Sales of the Sonora S. H. Nichols, manager of the Columbia ,Pho- picture houses, the thoughts of many home peo-machines were said to be very satisfactory, andnograph Co.'s local office,is spending several pleturntoentertainment withintheir ownit was stated that all machines that could be weeks in Boston on business. houses, and record sales jumped accordingly. shipped in time for Christmas delivery would The Kaufmann & Baer Co., who have the local A. B. Smith, assistant manager of the Colum- be disposed of.The Household Furniture Co.agency for the Aeolian-Vocalion, as well as the bia Co. branch, stated that the sales of records also sell the Sonora machine, and last week had Vocalionrecords, have made aspecialan- for last month far exceeded similar sales for Oc-a fine display of the Sonora styles in their largenouncement concerning Christmas buying of tober,1917. He said:"We are more thanshow windows. those instruments, advising that selections and gratified with the sales of Columbia records. The Dauler-Close Furniture Co. for some time.purchases be made as soon as possible.At the Our dealers have been very energetic in adver-past have been conducting an advertising cam-present time the company has an excellent as- tising and giving publicity to the records that paign on behalf of the Cheney phonograph withsortment of machines on hand. were issued during October, and as aresultexcellent results. J.A. Endres, sales manager inthePitts- sales have been far in excess of what we had an- Miss Lillian A. Wood, in charge of the Vic-burgh district for the Brunswick phonograph, ticipated." Mr.Smithalsoindicatedthat tor educational department of the C. C. Mellorreports a very brisk demand from the dealers. Gra fonolas were moving satisfactorily. At theStandard Talking Machine Co.offices it was learned that the company, through its service department, is making laudable efforts to bring to the attention ofitsclients the use of "In Stock" records.Very attrac- The Phonograph You Will tive posters, with lists of "In Stock" records, are printed.These posters are for the use of dealers and to be displayed in the shops or show window.By "In Stock" records are meant rec- Eventually Handle ords that can be supplied at any time in reasonable quantities, and they include many excellent numbers.The Standard Co. has just added TO improve our models at the minimum cost we have decided to a new press and other equipment in its printing department. concentrate our efforts .of production upon the marketing of but A. N. Ansell, manager of the Victrola depart- T -W -O popular -priced models.This we feel is the most advis- ment of McCreery & Co., who returned a few days ago from a business trip to New York, is able course in face of the difficult manufacturing conditions to -day. prepared for a brisk Christmas trade.The Vic- trola department under his direction is one of the largest in the city and the demonstration Model Number II is similar to model Number I in rooms are attractively fitted up.Owing to the construction differing in dimensions only, the same war all of the male members of the sales force being: height 46TH inches-depth 21 inches-width in the department have been called to the colors and theirplaces have been taken by young 19 inches. women, who are proving very acceptable sales- persons. Mr. Ansell reported excellent sales Retail Price, $85.00 for October.On the last day of the month he sold two Victor machines, each priced at $225, We positively believe that the fruits of our efforts and an additional order of $100 worth of Vic- tor records for each within a half hour. are absolutely the best that can be produced for the GeorgeS.Hards, manager of the Victrola money. We do not offer our product to the trade department of the W. F. Frederick Co., and A. R. Meyer, manager of the Victrola department as a "bargain," but as greater value for the price of the Joseph Horne Co., both active members than any other machine on the market.We invite of the Talking Machine Dealers' Association of the most careful and deliberate inspection and com- Pittsburgh, were illfor some time during the past month, but are now back "on the job." parison. The Rotary Club of Pittsburgh in order to furnish music to the soldiers in the camps in Our stock is so complete at all times as to insure this vicinity have thus far donated eight $60 Grafonolas and a number of Columbia records. prompt and immediate shipments.However, trans- They were purchased through the S. Hamilton portation is "so uncertain it is advisable to order as Co.'s talking machine department, which is under the direction of T. E. Shortell. far in advance of your needs as possible to avoid H.J.Brennan, manager of the Pittsburgh delay and disappointment. Pathe Shop, is very optimistic concerning the holiday business outlook in Pathe machines and Pathe records. He said: "We have made ample Model provision for providing for the demands of our Height 42 inches, Width 17 Distributors of Lyric Records retail dealers as well as the retail sales in our inches, Depth 19 inches. and Wall -Kane Steel Needles local branch. Our road men who have covered, Retail Price, $70.00 within the past few days, territory in western Pennsylvania, eastern Ohio and West Virginia, have booked many orders for early Christmas delivery.We have just arranged for the open- Write Immediately for Unusual Liberal Discounts and Territory ing of a new Pathe shop in Youngstown, 0., where the Michigan Furniture Co. has been ORDER YOUR SAMPLE NOW given the agency for Pathe machines and records." The J. M. Hoffman Co., a leading music house, has taken the agency for the Brunswick phono- OPEROLLO PHONOGRAPH COMPANY graph.They also handle the Starr phonograph 54 W. Lafayette Blvd. DETROIT, MICH. and Gennett records. A. A. Buehn, manager of the Buehn Phono- graph Co., Edison jobbers, reported very excel- THE TALKING MACHINE WORLD NOVEMBER 15, 1918

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There's our big absolutely exclusive feature, the spun metal vibra- tory horn,It gets a clear, resonant, soft, penetrating, beautiful tone and aids and abets ourownexclusive, acoustically perfect, thin model sound box in accurately reproducing the voice or instrument of the recording artist. The motor, made inour ownplant, under the personal supervision of the inventor, is a mechanical wonder and never causes the slightest variation of pitch because of uneven operation.

The Fulton Cover Support is a delight.A touch raises the cover.It stops at any desired position, does not warp the lid and cannotfall,injuringsensitive fingers. We makeour owncases and they are models of artistic cab- tf inet work. 2

In other words the Fulton Fonograf is made by us in its entirety. We stand behindit in every respect. The Fulton Fonograf books different and is different. It'sa natural leaderand with it you cannot fail to cap- Style A Closed ture the best trade and the best paying trade in your community. Better write for full information today Agencies are being established rapidly and you cannot afford to miss the one best bet inthe talking machine field today. FULTON-ALDEN COMPANY Factory and General Offices, WAUKEGAN, ILL. Chicago Warerooms : 305-309 E. Jackson Blvd. Style A Open

rnitrfirrIliVarkirrifirridrYiedraifirWraillY~ritirritlIllYaltriarefirrkiratirridrVI trartrittall t91tY911fY911fY9clf9 raritanknarenrahirrav 9 rriN/Mrrel IraCriVirrktrillfriarCI NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 45 INFLUENZA EPIDEMIC DEMORALIZES CLEVELAND TRADE Dealers Pleased at Better Outlook-Death of Henry N. Brainard-The Wamelink -Sale-Talking Machine Dealers' Association to Meet Late This Month-Records for Soldiers-Other News CLEVELAND, 0., November 4.-Cleveland's talk-display of machines and records is almost equal ing machine dealers were hard hit during theto that of any talking machine dealer in the last two weeks of October and the first few dayscity. of November because of the epidemic of influ- "We find these machines excellent -trade pro- enza, which caused the health authorities toducers," said a member of the firm, "and our Close retail stores at 5 p. m. daily, Saturday in-salesof machines are constantly increasing. cluded. Often in fitting. out homes- we include a talking The closing order kept thousands of peoplemachine and several records.Machines are now, employed away from music and other stores.regarded by many persons as household .ftir- The short noon hour did not afford time fornishings, and newly weds'accept this new con- shopping. The early store closing Saturdaysdition and buy accordingly." and other days barred these people from stores H. L. Garford, the head of the Gafford Mfg. during work hours, so retailers of talking ma-Co., makers of talking machine's, in Elyria, 0., chines as well as concerns offering other lineshas given most of his time to the district draft of goods found themselves without patrons. board in Cleveland during the past year. Mr. Talking machine dealers took the new turn ofGarford'sfinancialsacrificehas beenheavy. ill -events as a part of conditions. but he has entered no complaint.His usual .The closing ban hit hard the slogan for early midwinter trips to his Pacific Coast home have holiday shopping being sounded by all talkingbeen cut out for two winters and he is still on machine dealers,butthe ban of the healththe job at the old court house, this city, almost moguls will probably be lifted in a week and daily. Few Ohio men of his means have been members of the Talking Machine Dealers' Asso-more self-sacrificing in the cause of winning the ciation of Northern Ohio say they will then getwar. into the fight for early holiday orders with a The Harmony Music Shoppe Co., which re- vim. cently took over the piano, player -piano and The Brunswick-Balke-Collender Co.'s Hurontalking machine business of the Hart Piano road store reports a good run of business in itsCo., has added a novel and attractive show win- talking machines during October. "Businessdow booth to the "shoppe" in the Arcade.Presi- has been hard hit by the epidemic," said Man-dent W. S. Raeder, of the company, reports ager W. F. Young, "but we are preparing forgood business and an expansion of the talking No. 1410 Rim Table for Victrola an unusually large holiday trade and are book-machine features of his business. ing many orders for Christmas delivery." Because "musicisa war weapon" Mayor IX or IXA Mahogany Charles K. Bennett, president of the TalkingHarry L. Davis has named a committee consist- Holds 5 Victor Albums Machine Dealers' Association of Northern Ohio,ing of James A. Taylor, Joe Folkman, William announces that the concert proposed by theH. Krippendorf, Charles Henderson and John INCREASE organization has been postponed on account ofA. Doan to take steps to collect as many talk- the "flu" epidemic.The concert was originallying machines and records as possible to be sent RECORD scheduled for about the middle of November. totraining camps forsoldiers. This action No date has been set, although steps had beenwas taken in response to the national move- SALES taken by a committee to make the concert anment to provide more music for soldiers and interesting one. others engaged in war activities.Talking ma- WITH The epidemic also knocked out the Octoberchine dealers of the city have promised their meeting of the association members.The No-co-operation in this new movement. vember meeting has been fixed for the third Henry M. Brainard, seventy-four,for over UDELL Thursday at 6 p. m.Dealers are urged to at-fifty years the head of the Brainard Sons Co. tend to discuss ways and means of getting early music store, died October 27.The store was CABINETS holiday trade. founded by his father, Silas Brainard, one of The Conrad-Baisch-Krohle Co., Euclid avenuethe city's pioneers.The store was well patron- AN attractive, solidly built, ef- furniture dealers, are using talking machines as ized. trade attractions.The firm's present window The Collister & Sayle Co., Victor retailers, ficientlyfittedcabineten- staged one of the best Hallowe'en window dec- courages machine owners to buy orations of the city.The night, however, was more and better records, and pro- "The Music Without the Blur!" not observed on account of the epidemic, which This ideal of talking machine manufacture is attained caused a cessation of all public meetings in the tects those records. It doubles the more nearly than by any other,inthe construction of the city. practical value of the machine. "Let this Christmas be one of good music MARVELOUS MAGNOLA and good cheer" is the message the music de- It takes little salesmanship to con- "Built by Tone Specialists" partment of the May Co. is sending to patrons "Magnola's Tone Deflector eliminates the scratch" this year.Manager Dan J. Nolan, of .the com- vince a customer of the facts and pany's big music department,is pushing the every cabinet sale means a two early sale of talking machines, records, player - pianos and other musical instruments.He re- way profit on the cabinet itself ports an unusually large number of early book- and on the new records sold. ings for Christmas delivery. The purchase recently of the entire stock of Make UDELL Cabinets keep the J: T. Wamelink & Sons Piano Co. by the up your profit average. Starr Piano Co. caused the passing of a. music house established by J. T. Wamelink in 1835. A catalog-free on request-will help The Huron road store of the Wamelink house you decide. was also taken over by the Starr Co., whose district manager is E. G. Taylor, who came to Cleveland twelve years ago from Johnstown, 1> ---0 Pa.He now has charge of four stores in Cleve- /0D404. land, the main house, in Huron road, that of the UDELL t tchird the, Music Come Out Wamelink concern, a new branch in PrOspect We want to show you how to make money with avenue, and another at Woodland and East MAGNOLA; and how MAGNOLA isthe best buy on the Talking Machine Market to -day. Fifty-fifthstreet,besidesstoresinElyria, -4P0 Send us your name and let us send you some real Akron and elsewhere in northern Ohio. Eugene Talker Tips. Wamelink has gone with the Starr people. The TRADE MARK stock includes a large number of talking machines, records and other instruments which are MAGNOLA TALKING MACHINE COMPANY THE UDELL WORKS being disposed of at special sales. OTTO SCH ULZ. President 1205 W. 28th Street General 0Mces Southern Wholesale Branch Buescher's store is pushing Victrola war rec.- 711 MILWAUKEE AVENUE 1530 CANDLER BLDG. ords through local advertising and otherwise INDIANAPOLIS INDIANA CHICAGO ATLANTA. GA. getting a fair share of business. 46 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

"The Quality Phonograph"

The best selling point is better thanevertoday! An Enlargement of the EVER since its origin, the Pathe Sapphire Ball Pathe has been the best phonograph selling point for Sapphire the dealer. Because itis exclusive, permanent- Ball does away with needle changing altogether-pro- dPACS Record Grooves duces pure natural tone and gives long life to records. Today, with needles rising in price by the minute and rapidly disappearing from the market, this big exclusive No Needles to Change Pathe feature is not alone a better selling point than ever The Pathe Sapphire Ball takes the place before. Itinsures the dealers against a possible future of needles.It need not be changed. stoppage of his phonograph sales. Long Life to Records (Pathe Guarantee) Right now, when we can !assure you immediate and We guarantee every Pathe Record to play at least one thousand times with the Pathe full deliveries of Pathe Phonographs, get in your orders. Sapphire Ball, without impairment to the unexcelled beauty oftone and without showing anyperceptible wearonthe Do you know what "The Other 20%" is?Write for record. book "The Other 20%" and itwilltell you plainly and The Pattie Controla convincingly. With the Pathe Controla you may increase or decrease the tonal volume of the Pathe Phonograph at will. Plays All Records Pathe Freres Phonograph Company Each Pathe Phonograph plays not only Pathe Records, but all other makes of 20 Grand Avenue Brooklyn, N. Y. records, and plays them perfectly. 11 The Pathe Freres Phonograph Co. of Canada, Ltd., Toronto

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Sheraton Model Satin Mahogany Finish $215 MURATORE Principal Tenor Other Models $32.50 to $1000 Chicago Opera Company NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 47

Records At Leastone thousand times "What !Guaranteed Records?" Well, that certainly means " easier to sell - Records, doesn't it ? Especially when- It further means the latest American music before out on other records and a complete selection ALL MURATORE'S of the "old world's" music never out on other Records are Pathe Records records. Read the Pathe Guarantee : "We guarantee every Pathe Record to play at least one thousand times with the Pathe Sapphire Ball, without impairment to the unexcelled beauty of tone and without showing any perceptible wear on the record." And don't miss any more of the sales this Guarantee alone makes for the dealer.Write for Pathe Dealer's proposition today! Pathe Freres Phonograph Company 20 Grand Avenue Brooklyn, N. Y. The Pathe Freres Phonograph Co. of Canada, Ltd., Toronto

An Enlargement of the Pathe Sapphire Ball bad P.a..; Record Grooves Jacobean Model 48 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

SUBSCRIBE $6,632;550 NO STAINS IN OUR TO FOURTH LIBERTY LOAN DIAPHRAGMS OF BEAUTY Talking Machine Industry Helps New York's THE INTERNATIONAL MICA COMPANY Allied Music Division Go Over the Top by Factory, 37tb and Brandywine Streets Office and Sales Department, 1228 Filbert Street 50 Per Cent.-How Talking Machine Men MI PHILADELPHIA Worked to Roll Up the Tremendous Total subscriptions of the dealers, and C. G. Child, Only in a few districts were the music inter- Music again Came to the forefront in New,through whose efforts Galli-Curci, Caruso, Mc-ests organized separately for the loan, and in York and vicinity during the recent drive forCormack and Heifetz were secured for.the greatChicago, for instance, they rolled up a total of the Fourth Liberty Loan, when the Allied Music rally at Carnegie Hall on September 29, the de-well over a million.Owing to the fact that Division, in which the talking machine industrytails of which were' given in ,The World lastmany members ofthetrade and profession was strongly represented, went "over the top" Month. worked as individuals and members of the gen- with a total of $6,632,550, more than 50 per cent. As vice-chairman of -the entire division Mr.eral committee, it is impossible to compile fig- over the quota of $4,350,000 set for the division. Blackman had a big job on hii hands, and realiz-ures showing the real work of the music inter- Inasmuch as all divisions of the music tradeing the fact thoroughly, simply forgot his reg-ests in the entire country for the loan, but the and profession combined in rolling up the rec-ular business for the three weeks' period andfact remains that the $6,000,000,000 Fourth Lib- ord for Allied Music, it was not regarded as agave all his thoughts and energies to helpingerty Loan, the largest loan in the world's his- matter of policy to announce the subscriptionsUncle Sam. Inthetalking machine tradetory, was oversubscribed by $900,000,000, and from any one section and thereby provide oppor-proper the sub -chairmen and captains also for- -the talking machine trade will display no undue tunities for comparison, but it can be said thatgot business for the nonce, and enlisted theiregotism in claiming credit for doing itsfull the talking machine industry, which subscribedselling abilities in the cause of the loan, withshare and alittle more, making the loan the something like $1,000,000 to the Third Libertyresults that speak for themselves. success it was. Loan, observed strictly the injunction to double ORGANIZATION IS MOST TIMELY over to April or May, because of opera engage- up the Third Loan subscription for the Fourth ments, so it cannot well figure in the Tri-State There Loan, and then went a little bit further. President Reis, of the Tri-State,Victor Dealers'annual meeting. is at least one subscription of $500,000, and an- Association,SpeaksofPostponementof '"We must hold this meeting as soon as pos- other for $400,000 from talking machine com- Their Regular Meeting and Also Why Dealersisble," said President Reis, "or the members will panies that were credited to the Allied Division. Should Get Together and Work Together and subscriptions of $100,000 or $200,000 were begin to think that this is sort of a private association for the benefit of theSt.Louisins surprisingly plentiful, despite the fact that war Sr. Louis, Mo., November 3.-The Tri-State with its consequent effect upon production has who happen to be officers.Nothing is further Victor Dealers' Association, announced to meetfrom our minds.We want every dealer inter- been a severe strain on the finances of the trade. in this city October 23, was a victim of the in-ested and helping to solve the many problems To single out any of those working on com- fluenzaquarantine. President Val Reis and mittees who garnered the talking machine men's that confront every Victor dealer, as well as Secretary J. F. Ditzell have announced that theother talking machine dealers.We feel that it subscriptions and who were most largely respon- meeting will be held later, probably some timeis up to the Victor dealersto take thefirst sible for the result would prove a somewhatduring November, and that they will make everystep in this line, as they always have been the difficulttaskbecause everyoneputfortha effort to arrange a more elaborate program thanleaders in the trade and should maintain that maximum of effort for the common end. Al- they had in mind for the October meeting. position. though Mark P. Campbell was chairman of the This greater program idea is partially due to "Further than that, we believe that this is the Allied Music Division, J. Newcomb Blackmanthe fact that for the October meeting the Caruso Just now was vice-chairman of the division, and in direct proper time to cement organizations. concert was a strong attraction.This was tothe trade is on a higher plane as tocredits, charge of the campaign in the talking machinehave taken place on the evening of October 22, cash payments, abolition of freeservice and trade, those assisting him being H. L. Willson, and the officers of the association believed thatfreedom from other evils than ever before, and who lookedafterthesubscriptionsfortheevery Victor dealer would be greatly interestedwe feel that if we can get all the members to- manufacturers; Roy J. Keith, who had chargein this concert and would come a day ahead to gethernow, we cantakeimportantsteps of the jobbers and wholesalers' section; Ed-hear Caruso, who has done so much for theirtoward holding dealers of the country inline ward L. Boykin, who was responsible for therecord list.But the Caruso concert has gone when machines become more plentiful, and the old evils are again likely to arise in the trade. "I have been thinking much of late about these things, and it appears to me that the musical instrument tradeis making a serious mistake The Wide Awake at present by not taking up the matter of local organizations now while practically everybody is falling in line with the best ideas of credits Phonograph Dealer and limit of free service.Now, while all hands Knowing that the diverting of raw materials by the can agree, would be the time to talk it over abd government for war purposes has curtailed the output get together and there would be a much better of all Phonograph Manufacturers, is concentrating his opportunity of keeping these agreements. All effort on other sources of revenue than the selling of dealers now know the advantage of having busi- new Phonographs. ness done in a businesslike way, and itis not -A ,- hard'to bring them together on almost any rea- He is Increasing His Record Sales sonable proposition. The "BLISS" Reproducer, with its treated silk dia- "Here in St. Louis I happen to know that the phragm, affords an incomparable aid to the dealer in man who formerly was the freest with credit selling Phonograph records. now is getting even higher payments than some this. The "BLISS" Reproducer eliminates that unnatural sharpness of mica-it reproduces of his competitors.He boasts now of with better articulation, tone quality, and volume. It would be much easier to get them all in line now and after they get in practice while there Phonograph owners who have become tired of the unnatural reproduction of their arc no temptations they might stickindefi- phonograph records would again become enthusiastic purchasers if the merits of the nitely." "BLISS" Reproducer were brought to their attention. Every standard make of Phonograph can be improved iffitted with a "BLISS" TALKING MACHINE MAN MURDERED Reproducer. D. P. Proodian, who has conducted for the Other Phonograph Specialties that we are featuring are the "Disk-Lite," an electric past five years a thriving bUsiness in talking lighting attachment adaptable to any phonograph, and the "Phono-Lite," an automatic machines at 158 North Main street, Providence, lighting attachmentforthe New Edison;also Diamond and SapphirePoints, Bathe Sapphire Points, Lakeside Rotometers, Johnson Electric Motors. B & H Fibre R. I., was recently murdered in his store by a Needles, B & H Fibre Needle Repointers, and the Vallorbes Semi -Permanent Needles. man who attempted robbery. The assailant has been captured and will face a murder charge. Write for our dealers' price list,-or may our Parcel Post Salesman call? M. Welte & Sons, Inc., who a short time ago took on the Cheney talking machine intheir studios on Fifth avenue at Fifty-third street, WILSON -LAIRD PHONOGRAPH CO., Inc. report much success with the line.The tone 29 West 34th Street NEW YORK CITY value and attractive cabinet designs of these talking machines provide a fitting side line for the particularly. high-grade line of pianos and autograph pianos produced by this company. NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 49 )

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Send to -day dimensions of your available space.Plans and estimates for a complete department will reach you promptly THE UNIT CONSTRUCTION COMPANY RAYBURNCLARK SMITH, President Fifty-eighth Street and Grays Avenue, PHILADELPHIA, U. S. A. 50 THE TALKING MACHINE WORLD NOVEMBER 15, 1918 A STRIKING COLUMBIA WINDOW DISPLAY FOR DECEMBERILSLEY'S GRAPHITE PHONO SPRING LUBRICANT The. dealer service department of the Colum-window, comprise this set.The large window - Haley's Lubricant makes the Motor make good is prepared in the proper consistency, will not run out, dry up, or bia Graphophone Co. has prepared a Decemberstreamer worded, "Which Grafonola Will You become sticky or rancid. Remains in its original form indefinitely. window display which will amply fulfil dealers' Buy," may be affixed to the glass slightly above Put up in I, 5, 10, 25 and 50 -pound cans for dealers. This lubricant is also put up in 4 -ounce cans to retail at 25 cents Christmasrequirementsthisyear. Witha the eye, while the "Dance Hits" and "Song Hits" each under the trade name of Grafonola or two, and a set of brilliantly litho-cards will balance it do either side, also pasted EUREKA NOISELESS TALKING graphed cards and cut-outs, a complete holidayto the glass.The two half -sheet cards, "Songs MACHINE LUBRICANT offering is covered, and the dealer's store frontof Yuletide" and "Barrientos and Lazaro Duet," Write for special proposition to jobbers. rendered an attractive spot which reflects thecan be placed at either side of the window as ILSLEY-DOUBLEDAY & CO., 229-231 Front St., NewYork Christmas spirit and makes the passer-by realizeshown, while the four smaller cards and five a cut-out for a prominent place in the display. "The Gold and Silver Waltz," combined with "WhileI Am Crying for You," by the Gypsy Orchestra, is a record of great interest, and its pl ominence in the window display material is an indication of how the publicis receiving this WhiltOdumbiaGrafonola will uou buy? new form of music which bids fair to rival the 'mg" tft.ouct utv nr .k.osse Hawaiian craze of a few years ago. wt.. rt. Or IA, P.t, t11,;$ ;Wilt th:t11 . The Columbia monthly window display serv- icewillbe continued through the year 1919 along even more elaborate lines. PROPOSED FLOOR TAX CONDEMNED Executive Committee of Talking Machine Men, Inc.,Passes Resolution Protesting Against Floor Tax Clause in New War Revenue Bill A meeting of the executive committee of the '1 alking Machine Men, Inc., was held on Oc- tober 25,1918, attheofficeof the president, James T.Coughlin, 487 Eighth avenue, New York City.A motion was made and seconded that a resolutionin regard to the new floor tax be adopted, which read as follows: "Whereas, The new floor tax, Sections 909- 910, as now contemplated is unfair, unjust and detrimental to the interest of our members and that the legal committee be instructed to continue their efforts with the Senate Finance Com- mittee in order to have this new impost eliminated; inasmuch as a tax has already been Paid on the goods; further "The proposed tax would work a grievous in- A Holiday Window Prepared by the Dealer Service Department of the Columbia Co. justice on nearly every talking. machine dealer, who in order to do business must of necessity what is the most seasonable of gifts.The cen-record cut-outs may be artistically arranged incarry a complete catalog of records, many of tral figure in the window is the Columbia maga- the foreground. which are slow sellers and almost dead stock; zine ad for December, which points out to the Five record display holders, each listing onefurthermore for the reason that public that the dealer's store is the market placeof the new Columbia December records and il- "The trade is at present laboring under severe for the extensively advertised Grafonola.Here lustrated by means of a flap attached, offer adifficulties occasioned by reduced discounts and an opportunity is afforded the dealer of becom-novelty which is pleasing to the eye and quitea serious shortage of stock.This association, ing an active part of the vast publicity cam- unusual.In connection with these holders thehowever, favors a tax which can be collected at paign, and cash in on the big expenditure ofColumbia metal window display records may be the factory or source of supply." the Columbia Co. in newspaper and magazineused to excellent advantage, and the commer- The executive committee also recommended mediums. cial product spared from damage by the sun, that the association apply for membership in the The display istechnically described as fol-which is liable to occur at this season of theMusic Industries Chamber of Commerce. lows: Fifteen cards and cut-outs, all equippedyear, when awnings are not used. The session of the association was a short with easels and ready to be exhibited inthe A popular E series record has been allotted but highly important one. AMERICAN

. - . 1 P The AMERICAN gives satisfaction, andstays sold when Nrc-As , delivered.We are able to supplyour dealers for some

I --- ...- months to come. Thename, the design and the grade of merchandise are importantfactors, and alineofsix models in two woods demandsyour attention.The AMERICANS go entirelyon their merits.

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IMMEDIATE DELIVERY OF THE BIG SELLERS Your customers are asking for Smiles, Belgian Rose, and other big Broadway hits. Can you supply the demand?Turning customers away does not help build up your business.Handle OKEH Records, and give your customers what they ask for, when they ask for it. The American public wants what it wants when it wants it. OKEH Kan RECORDS omOt The Record of Quality JOBBERS OTTO HEINEMAN PHONOGRAPH SUPPLY CO., Inc. 25 West 45th Street, New York. DEALERS Gentlemen: - I am interestedinyour 01(EHRac"DS OKEH RECORDSare of special interest to you. Please put me on your mailing list. A remarkable proposition. Name Get in touch with us today. DEALER OR JOBBER Street

LET YOUR EAR BE YOUR JUDGE City State 1 NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 51 Featuring the Musical Possibilities of the Talking Machine By William Braid White [Note.-This is the twenty-first in a series of articles on values to the attention of the people through the lin,'celloor piano, the talking machine can the general subject of the musical possibilities of the talk-schools, those gardens of our social relations,always give one thing inunlimited quantity. ing machine.The aim of the series is to develop these pos-and it now remains for us to carry on this work sibilities from allangles, thus opening up fields for sales It can give an unlimited number of examples expansion oftentimes neglected wholly or in part.-Editor.] in even more intensive ways.Among the many ofstyle. To the vocal student the oppor- possibilities which have not as yet been culti-tunities for comparison of styles, of delivery, MUSIC STUDENTS AS PROSPECTS vated to any extent, but which are worthy ofof phrasing and of general artistic conception the closest investigation nevertheless, is that ofare very numerous indeed, and become more We may resist the truth as much as we will,linking up the talking machine with the definite numerous every month.Almost any branch of but we cannot stay its progress.We may pre-and serious study of music.As yet, indeed,vocal study and vocal art can now be subjected, tend to ourselves that the next few years willthe details are not completely clear in my ownthrough the talking machine and its records, to be as past years have been, that the world willmind,but I do not speak at random.The sub-close comparative study.It is literally as if one wake from its dream of torture to go back toject has been before the attention of musicianshad the opportunity to take lessons in the art old ways and ideals without a spasm of change,and of practical talking machine men and hasof singing from a whole regiment of the best but we know when we say it that we are talkingthe utmost importance and value. singers. nonsense. The world can never go back, and For the moment itis possible only to lay The Student as a Sales Field it would be a most unfortunate thing for thedown certain general ideas, from which per- It seems to me that this side of the question world indeed if it could. haps may be evolved later more specific rules.has not yet been handled with sufficient intense- Business But if the general principle can be established ness. The general public have heard much Now, among other things, which will neverthere will be no trouble about working out theabout having Caruso at home and all that sort be again as once they were, is undoubtedly the details in due course. of thing, all of which has been good and useful business of selling musical instruments, espe- For the Student in its way.But the music student has not yet cially those elaborate and relatively expensive The point I should wish to press to the utmost been made the object of definite sales work de- embodiments known asthe talking machine,is that the talking machine can be promoted, ad-signed to bring him or her into close vital con- the piano and the player -piano.The talkingvertised and sold as a definite aid to the definite tact with the talking machine as with an im- machine or phonograph, whatever one callsit, and serious study of music; an aid which is quiteproved weapon for his study and improvement. is at the moment passing through a very graveunique and which stands quite by itself, neitherIt seems to me that we are neglecting the enor- and very important crisis in its adventurous ca-taking the place of any other method or imple-mous numberofmusicstudentsandtheir reer. The days of promotion are decidedlyment orsusceptibleofsupersession by anyteachers. past. Thedaysofpublicindifferenceareother. The assertionisalso made here that What istrueofthe vocal studentisalso gone for good.The days of blind acceptanceby taking up and working out this idea in prac-true of the violinist or 'cellist.The recording are gone, too.In a word, the formative periodtical form, the retailing of the talking machineof the 'cello is one of the triumphs of the art has been left behind and we find otirselves fac-may be put intoastronger position for theand the same may be said to -day of violin rec- ing a public grown strangely critical yet strange-strenuous times which we shall have to expectords, which are now more than ever true to life ly desirous.We 'find before us a demand forduring the post -victory period.Itis not, andand faithful representation of the loveliest mu- music such as the world has never known be-is not asserted to be, the only new idea needed, sical instrument ofall. More and more, the fore, and along with it a critical taste and judg- butitis asserted to be one of the good andart of recording begins to approach complete ment, which, with all it must yet learn beforepractical ideas needed by the trade. fidelity.More and more, therefore, itis up to itis approved perfect, is nevertheless daily be- Consider a few broad aspects of the question.us to -take advantage of every situation and coming more acute and exacting. We have all the elements and nothing is lack- of every strong point that is brought forward. New Ideas ing save their due correlation.The study ofThese strong points multiply as. the records and Such notices as that of the new reproducermusic may be considered under two aspects, asthe machines improve and as the list of grey' which the Pathe people have just announced,professional work and as work in appreciation.artists becomes ever greater in size and impor such improving, refining and developing as we Nine persons in every ten will be more inter-tance. \Ve are missing great opportunitiesit see all round us indicated in the advertising col-ested in the second branch of the subject.But we fail to seek out, develop and enlarge every umns of this paper, point alike to the openingthe tenth person will, of course, be the more se-field of sales opened up as new fields always of a new and splendid era.They point alsorious one relatively and keenly interested. Whatwill be opened up with every improvement in to a recognition by the trade of the need forcan the talking machine give to the serious stu-manufacture. One of these opportunitiesis higher and more critical standards, to supportdent of music? sketched out here.I shall hope to set it forth and meet the needs of a more exigent public. The Question of Style in complete detail during some subsequent ar- Itisevident indeed that we have much to Whether the subiect of study be voice. vio-ticles in this paper learn. \Ve are faced with the necessity for bringing before the public a more convincing 111111111111111111111111111111111111111111111111111111111111111111111111111111111111111111111111111111111111111111111 story.We must have a new tale totell and one which shall charm minds no longer fasci- nated by any sort of sounds ground out from any sort of machine. We have to find new and better retail methods, and find them now. An Objection But is it not true, some one will say, that the great difficulty just now isto get the goods? Is there the slightest difficulty in selling such 7th Floor 229 Fulton Street machines and records as we can get?Assured- umgmagmgomm ly not.There is no difficulty to -day, but things may be quite different to -morrow. However long the last stretch of the road to victory may Clifford A. Wolf be, the end is actually now calculable.Victory is coming.And with victory will come the MANUFACTURER OF manifold problems of demobilization, of reconstruction and of readaptation to ways of peace. Diamond and Sapphire It will therefore be more than ordinarily neces- Phonograph Points sary for us to have in preparation for these times new and better machines, new and better Illlllllllllllllllllllllllllllllllllllulllgligill1111111111111111111111111111111111 records, new and better methods of selling. New York City Phone. 1678 Cortland[ A New Field Much could be said on this subject that be- longs better to articles on salesmanship, but there is one special point to whichIshould like to direct attention.When you come to think of it, the musical possibilities of the talking machine should always furnish the basis for any selling scheme whatever.Already the far-sighted and enterprising work of the Victor Co., to take one prominent example, has brought the message of the talking machine's musical 52 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

Style 4 Mahogany, $260.00 Walnut, $280.00 Height, 51 inches. Depth, 25% inches. Width, 24 inches.

Style 2 Style 3 Mahogany, Mahogany, $155.00 Walnut, $170.00 $225.00 Height, 46% inches. Depth, 24 inches. Walnut, $215.00 Width, 21% inches. Height, 51 inches. Depth, 25% inches. Width, 24 inches.

Style 00 Retails at $60.00 Mahogany or Oak

THE BUSH & LANE Style 1 Oak, $130.00 Walnut, $145.00 Mahogany, $130.00 Height, 46lA inches. Depth, Style 0 21V, inches.Width, PHONOGRAPH Mahogany, $95.00 10% inches. Oak, $95.00

BUILD by men who have madealife -studyof tone -production,the Bush & Lane Phonograph combines the principles of the piano's sound- board with the highest ideal of case architecture and of constructional work- mdnship. Itis an instrument of UNIQUE, not of ordinary or usual, good qualities.It stands in a class by itself; for it is among PHONOGRAPHS what its famous NAMESAKE is among PIANOS.

For prices, and pertinent compelling facts, get in touch with BUSH tic LANE PIANO COMPANY HOLLAND, MICHIGAN NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 53 the market for a product, may raise the price AN IMPORTANT U. S. COURT DECISION ON PRICE FIXINGuponitagain and individually profit by the In Dismissing Federal Indictment Against Colgate & Co., Charged With Violating Sherman Law,operation.The court says: 'What the public is U. S. Circuit Court Expresses Valuable Opinions on Price Maintenance interested inis that only reasonable and fair prices shall be charged for what it buys, and The members of the talking machine tradethe right to dispose of them as it saw fit, or, if it itis not claimed that the defendant's manner who are involved in, or who have some directchose, not to dispose of them at all to merchants of conductingitsbusiness has otherwise re- interest in, cases now in the courts regardingwhose methods were injurious to itself, its dis- sulted. the rights of a manufacturer to fix retail prices,tributers and the public. "PendingthisdecisiontheFederal Trade as well as to refuse to sell to dealers who fail "The company, therefore, accepted the indict-Commission had adopted the view of the At- to maintain prices, have received with consider-ment, and filed a demurrer to it, asking that it betorney General and in a large number of pro- able satisfaction the announcement that Federal dismissed.This demurrer has now been sus-ceedings before itheld that a refusal tosell Judge Waddill,inthe United StatesCircuit tained and the indictment quashed in a sweeping todealers who donot adheretoindicated CourtfortheEasternDistrictofVirginia,decision upholding all of the company's conten-prices violates the Sherman Law, although it has sittingin Norfolk, Va., on October 29,dis-tions. also expressly ruled that selling below cost is missed an indictment returned against Colgate "The opinion states the vital issue raised byan unfair and unlawful method of competition. & Co., the soap and toilet powder manufactur-the indictment to be 'how far one may control "Between thesevariousconflictingrulings ers, for alleged violation of the Sherman Law.and dispose of his own property,' and affirmsthe law will not be finally established until the This action was on a demurrer by the company, the right of any owner of goods to sell themmatter comes before the Supreme Court.The which the Court sustained. or not as he sees fit. presentcaseisthe only proceeding of any Judge Waddill sustained the contentionof "The court recognizes the vital interest which kind before a Federal tribunal, squarely pre- Colgate & Co. that a manufacturer, provided hea manufacturer has in the prices at which hissenting this issue, in which any opinion has yet is not in conspiracy with other manufacturersgoods are resold and the injurious effect uponbeen handed down, and stands as the most care- of similar products, has the right to fix and en-his business which may be caused by price -fully considered and deliberate expression of force the maintenance of reasonable and fair cutting.It notes that the public is not by anyjudicial opinion thus far uttered.The company prices and that such a manufacturer is violatingmeans necessarily benefited by price cutting, but isconfident thatitwill be sustained by the no law in refusing tosell again to a retailerthat a price cutter, after he has demoralizedSupreme Court." who fails to maintain such a fixed price. Price cutting demoralizes business, the Court FINE NEW QUARTERS IN PORTLAND NEW "CONVERTO" MODEL declared, and the publicisnot always benefited by temporary reductions in prices if theHyatt Talking Machine Co. Now Settled In FineJust Announced by the Lundstrom Mfg. Co. to article is not a necessity and if no monopoly New Home In That City Accommodate Latest Victrola "VI" exists in its manufacture. It is expected that the action of Judge Wad - PORTLAND, ORE., November 4.-The Hyatt Talk- The C. J. Lundstrom Mfg. Co., of Little Falls, dill will have a material effect upon other casesing Machine Co. are now permanently locatedN. V., manufacturer and patentee of the well- of a similar nature now in the courts. intheir handsome new quarters at 350 Adlerknown "Converto" cabinets for the small Vic- In analyzing thedecision,Charles Wesleystreet, where no expense has been spared introlas, have announced a new model inthe Dunn and Mason Trowbridge, of counsel formaking the establishment one of the finest in mahogany finishtoaccommodate thelatest Colgate & Co.,first referred to the fact thatthe city, if not in the State, devoted exclusivelymahogany Victrola "VI" just out. after the courts had pronounced illegal the oldto the sale of talking machines. The Lundstrom Co. has alsorecently an- system of price maintenance contract between The equipment includestwelve soundproofnounced a new policy of distributing these cab- manufacturers and distributors,the manufac-booths for the demonstration of machines andinets through the jobbers only to the retail trade turers were forced to adopt other means, one ofrecords, all of them arranged with a view tofor the protection of both itswholesale and the plans being to attach a notice to a copy-both general attractiveness and convenience ofretail contingents. righted book or patented article prescribing thebothemployesandpatrons.Ample record The large representativelistof wholesalers price at which it could be resold, another plan spaceis provided and the record departmentnow handling the "Converto" cabinets is strong being to license the use of the article by the isreadily accessible from any of the booths.evidence of the merits of this unique cabinet. dealer and by his customers as well. Author-The booths are furnished with handsome rugsThey have proven a tremendous success wher- ity to adopt both of these plans is held to beand draperies to match and supplied with com-ever introduced and offer an exceptional oppor- vested in the manufacturer under the Patentmodious upholstered wicker chairs and tables.tunity for Victor dealers in these times when Law, but both methods were held to be illegalThe display rooms have a capacity of about cabinet machines are almost unobtainable. by the courts and therefore had to be abandoned,seventy-five machines. themostfamouscaseunderthelicensing The Hyatt Co. handle a well diversified line, The Chicago Talking Machine Co., who have method being that of the Victor Talking Ma-including the Victrolas, Edison Diamond Discs, been sending folderstotheir dealers, listing chine Co., with which the trade is familiar. Edison Amberolas, Grafonolas and Brunswickevery record in their stock which they can ship After reviewing thefailureofvariouspat- phonographs, as well as a large stock of recordsat once, have received appreciative letters re- tempts to fix resale prices, the Colgate" & Co.for the various types of machines. garding this move. IIIII IIIIIIII II III I IIIIIIIIII 111111 IIII II IIII IIIIIIII I III II III II II IIIII IIIIAII 1111111 llllllll IIIIIIII mmu uu woa mmmwu! counsel said in part: nmu:n n nmumnw!un:a r r. r.:::,;r u n rnunnu r e rm rn unuuun n nn n i c::' nl II II IIIII II 111111 I III II IIII II IIIII11111191IIIII III 111111 IIIII IIII III IIII Itl I III VIII II "This left but one remedy to a manufacturer still unforbidden by the courts.He might simply refuse to sell to any dealer who would not PRESS THE BUTTON- charge the prices the manufacturer suggested. Various concerns had adopted this policy, but THE MOTOR STARTS probably none of them had employeditso long as Colgate & Co. or had stuck toitso No Winding, No Noise, No Spring Trouble consistently.This company maintained it continuously in some of its lines for forty years THAT IS or more.The policy has become so far identified with them as to be very generally known in the trade as the 'Colgate plan.' THE VEECO WAY "In1917FederalDistrictcourts-inthree cases between private litigants in which they The improved VEECO electric motor is designed primarily and passed upon this sales plan as used by other exclusively for Talking Machines.It is smooth and noiseless in companies-instructed juries that this, too, cre- action and practically fool -proof.Standard models run on any ated a combination in restraint of trade, and voltage from 100-125, A. C. or D. C., without adjustment.Other was contrary to the Sherman act.Thereupon models for any voltage from 6-250.Furnished mounted on 12 the Attorney General informed Colgate & Co. or 12Y2 inch mahogany board ready to install, or without board, that they would be indictedifthey did not all ready to mount on such board as used by the manufacturer. abandon the policy.It was not an agreeable thing to invite a criminal prosecution, especially With the VITRALOID turntable, supplied with the motor, it in the face of these adverse rulings, but the makes a complete motor unit for high class machines. company felt that they were fighting for a princi- Send for a sample NOW and place your order at once for early ple and that it was due to themselves and their delivery. customers to see the thing through. "They stood for the fundamental right of all owners of property to sell or not as they please. THE VEECO COMPANY The right of a dealer to resell Colgate products which he had bought and paid for, at any price 248 Boylston St. Boston, Mass. he saw fit, was recognized fully by the com- THE ORIGINAL PRODUCERS OF A COMPLETE ELECTRIC DRIVE pany.But it claimed for itself a similar right FOR TALKING MACHINE MANUFACTURERS' USE with respect to goods it had not yet parted with; 54 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

Over There Are given a few of the factsper- taining to a very remarkableop- portunity. Ifyouwish to greatly increase yourbusiness this winter, with profits increased in proportion Sign thecouponprinted below and mail same tous at once.

THOS. E. WILSON & CO., 701 North Sangamon St., Chicago, Illinois Gentlemen :- Please send me particulars pertaining to your special proposition on Wilsonian Phonographs.I understand that this request places me under no obligation whatsoever.

Signed Address NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 55

A Complete Line Backed By One Of The World's Greatest Trade Marks

Seven Wilsonian Plays Superb Models Prices Range Any Record Each of the seven in- $ 45.00 The Wilsonian plays struments included in the 55.00 all makes of disc records Wilsonian line is designed 80.00 with wonderful clearness and priced to appeal to a 100.00 and beauty of tone.It distinct buying class. 115.00 is not necessary to make You will have a phono- 135.00 annoyingmechanical graph for each prospect 165.00 changes when varying if you handle the com- There is a Wilsonian styles of records are being plete Wilsonian line for every home. played. We are also National Distributorsfor, and always carry a complete Stock of, Paramount Records Write To -day For Our Dealer Proposition It Means Money To You

25 West 701 North 45th Street THOS. E.WI LSON & CO. Sangamon Street New York Chicago CHICAGO U.. S. A. Wilson & Co. branches are in all principal cities including: Pittsburgh Buffalo Denver Kansas City Boston Detroit Omaha Charleston Philadelphia Rochester Dallas Memphis Baltimore Cleveland Atlanta Spokane Salt Lake City New Orleans Los Angeles Minneapolis 56 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

NEW! The Columbia Record Catalog is outthe New one! And new all through-typography, pictures, material, arrangement. New and better Columbia Graphophone Co. NEW YORK

economies during the remainder of the war BIG DEMAND CAUSES EMBARRASSMENT IN MILWAUKEEperiod and the era of readjustment and recon- Stock Shortage Makes Dealer's Problem One of Allotment Rather Than of Selling-Looking For- struction afterward. ward to Post -War Period-Badger Co. President Honored-General News The new Aeolian-Vocalion records issued by the Aeolian Co. are becoming increasingly pop- MILWAUKEE, WIS., November 9.-The talking wick-Balke-Collender Co.'s local branch."If weular in Milwaukee under the vigorous represent- machine trade of Milwaukee is convinced that it had the goods I believe we could sell twice asation given by the Edmund Gram Music House. is an unerring law of the business world that atmany machines.Our dealers throughout Wis- Miss Julia Wolf, manager of the Aeolian-Vo- a time when the demand is best the supply isconsin and Upper Michigan report the largest calion department at Gram's, is doing splendid shortest.That seems to be the outstanding sales ever known." work in the promotion of both machine and rec- feature of the situation at this time.In the Charles J. Orth, distributor of the Puritan in ord sales. face of probably the broadest and most urgent Wisconsin and Upper Michigan, is conducting demand for talking machines and phonographs one of the most striking advertising campaigns that has ever been known, not only are stocks this city has ever known.Mr. Orth is looking WISCONSIN SONORA DEALERS MEET in the hands of retailers low, but jobbers andafter the retail interests of the Puritan in Mil-Seventy-five Sonora Retailers Guests of Yahr & wholesalers have practically nothing on theirwaukee and immediate vicinity and scarcely a Lange Drug Co. at Second Annual Convention floors, and, to cap the climax, manufacturersday passes without the appearance of an Orth- Held in Milwaukee Recently have been requested to make a further curtail- Puritan ad.Mr. Orth ispersonally respon- ment of production. sible for the "copy," which is distinctly new and MILWAUKEE, WIS., November 2.-The second This is not a rosy outlook on its face, but theattractive. He is co-operating with his retailannual convention of Sonora dealers of Wiscon- prospect that within a short time the war -tornrepresentatives throughout the territory and fur- sin and Upper Michigan was held in Milwau- world will be delivered from great evil offersnishing them with similar "copy" suited to theirkee on October 23, at the invitation of the Yahr such encouragement that talking machine men peculiar local needs. & Lange Drug Co., wholesale representative in are glad to make further sacrifices at the mo- Frank II. Hochmuth, Victor dealer, 347 Third this territory.Because of the ban placed upon ment with the knowledge that they are on thestreet, is receiving the sympathy of the talkingpublic assemblages of all kinds by the health threshold of a new wonderful era for their busi- machine trade at the death of his eldest son,authorities to combat the spread of the epidemic ness. Hans W. Hochinuth, who succumbed to pleuro-of Spanish influenza, the convention was planned The demand that has been created is not go- pneumonia, the outgrowth of Spanish influenza,along less elaborate lines than originallyin- ing to be dissipated very soon, in the opinion ofat the base hospital at Camp Custer, Mich., on tended, before the disease gained such a foot- local dealers and jobbers as well.There is October 21.Mr. Hochmuth spent nearly three hold as to virtually "close up" the entire city every indication that it will far outlast the pres-weeks at the bedside of his son to minister toandState. Neverthele.ss,aboutseventy-five ent period of short stocks and will manifest it- hiswants. The young man was thirty-twodealers were present and profited by the busi- self when that day comes when manufacturersyears of age and entered the military service inness sessions and enjoyed themselves at a din- again find themselves able to return to normalSeptember, 1917.Previously he was his father's ner party.Frank E. Coupe, director of sales production.Therefore there is no gloom in thechief assistant in the store. and advertising for the Sonora Co., was the talking machine trade in Milwaukee. GeorgeF.Ruez, presidentoftheBadgerguest of honor and contributed much to the "The demand for Victors unquestionably isTalking Machine Co., Victor jobber, has beensuccess of the convention. the best and broadest in our experience," said honored by Bishop Henni Assembly, Fourth De- Business meetings were held at the Yahr & Harry A. Goldsmith, secretary of the Badgergree, Knights of Columbus, by election as faith-Lange wholesale house, and the dinner at the Talking Machine Co., Victor jobber. "Supplies ful purser, or treasurer.Mr. Ruez is an activenew Milwaukee Athletic Club.Fred E. Yahr, are perhaps the lowest they ever have been. Onworker in the ranks of the K. of C. 'and has secretary of the company, who is giving his per- top of that we received notice a few days ago of done some particularly effective work inthe sonal attention to the Sonora department, acted further curtailment of production.That makes war camp activities of the order. as toastmaster.H. M. Hahn, Sonora sales man- it a question merely of distributing such stocks Many Milwaukee talking machine dealers lo-ager, was master of ceremonies.At the din- as we can get in the most equitable manner.Our cated in the outlying sections are entering en-ner Mme. Marie Yahr, wife of a brother to Mr. dealers must be satisfied to get delivery in thethusiastically into the work now being done toYahr; Edna Bodden-Hahn, and Miss Audrey proportion that we are supplied.All of them,co-ordinate the various neighborhood business Eisendrath,allofMilwaukee, weresoloists. I think, understand the situation." men's associations into a central body knownAccompaniments and solos were given on the Mr. Goldsmith, like other keen students ofas the Milwaukee Federation of Local Commer-Sonora. Fleetwood Diefenthaler accompanied conditions, looks forward to a post-war periodcial Associations. Community clubs to the num- Mine. Yahr, who is a _soprano of national note, of the greatest development of the talking ma-ber of eighteen already have joined the newin her principal selections.The convention was chine business since this form of musical in- body. This will greatly facilitate the adminis-voted a great success, and every one who at- strument was invented. tration and enforcement of rules and regulationstended returned to his home much enthused and "Brunswick business is splendid" is the com-issued by Governmental authorities to promote even more aggressive a booster for the Sonora ment of Thomas I. Kidd, manager of the Bruns- conservation of light, fuel, man -power and otherthan when he came.The gathering emphasized once more the good will existing between the Yahr & Lange Co. anditsdealers, and the splendid spirit of co-operation thatis making PERSONAL SERVICE the Sonora known in every part of the Badger The members of our Company are always available and State. will gladly see you personally or write you at any time we SEND FOR ILLUSTRATED PRICE LIST can possibly serve you. AND FREE SAMPLE Why not communicate at once with us? "GLOBE" TRANSFER NAME PLATES DEALERS EVERYWHERE APPLY THEM ON PHONOGRAPHS. PIANOS, FTC. BADGER TALKING -MACHINE CO 135 SecondMILWAUKEE, StreetWIS. GLOBE DECALCOMANIE CO. VICTOR DISTRIBUTORS JERSEY CITY, N. J. NOVEMBER15, 1918 THE TALKING MACHINE WORLD 57 ONE GERMAN SOLDIER IS HATLESS UNSOLICITED BUSINESS IN ATLANTA L. C. Mountcastle, Formerly a Talking MachineMany Sales of High -Priced Instruments Made Man in Pittsburgh, Sends Back the Helmet to People Who Close Deals on First Visit to of a Prussian Guard as Souvenir Stores-What the Leading Houses Report

PITTSBURGH,PA., November 4.-The Standard ATLANTA, GA., November 8.-The talking ma- Talking Machine Co. has just received a most chine business in Atlanta and the Southeastern interesting Boche souvenir from its former roadterritory for the month of October was very man, L. C. Mountcastle, now a sergeant in the satisfactory.The shortage of goods in all lead- 103rd Field Signal Corps in France.The hel-ing linesis affecting business to some extent, met is particularly interesting, inasmuch as it but at the same time sales are more easily made was worn by one of the Prussian guards, thethan ever before in the history of the industry. crack German military organization, which re- The purchases are made spontaneously, the case of one dealer being typical.He sold seven $100 grade talking machines in one morning, and he had never heard of nor seen any of his cus- tomersbefore. Anotherdealeralsosolda $200 instrument and a $115 instrument for cash topersons whom he had notsolicitednor pressed to buy. The Haverty FurnitureCo., Grafonola and Pathe dealers, say that their business for Oc- tober was indeed gratifying.Mr. Wilson, the manager,statesthat asfastashecanget Grafonolas opened and on display they are sold, placed on a truck and delivered.Practically all sales are from $100 up.He states that the record business is large and growing all the time. The Haverty Co. report that all of their stores in Georgia, South Carolina, Alabama, Tennes- see and Texas are doing a nice volume of business. The Atlanta Talking Machine Co., Columbia and Aeolian dealers, report business as substantial in volume and satisfactory as to cash sales, Phono-Grand first payments and monthly terms.They ex- pectacontinuedlargevolumeofbusiness. There is an inclination to stiffen first payments ThePerfect Instrument Sergt. Mountcastle's Souvenir and monthly terms all along the line.Geo. P. Howard, president of this company, is very op- cently received such rough treatment atthe timistic for the future. hands of the American soldiers. for to -day's Musical In sending the helmet Mr. Mountcastle wrote: The Atlanta Phonograph Co., of whom it was "Thought maybe the office would like a Ger- recently announced in these columns that they Needs man souvenir, so I am sending to -day a helmethad taken on the Columbia line, are reported as doing a fine business.They are fortunately lo- worn by one who at one time belonged to thecated in a section of the city where there has famous Prussianguards,theKaiser'scrack troop. Bill sent them against the boys fromnever before been an aggressive, active dealer Pennsylvania and we showed 'em a new road toin any snake of talking machine, and have an excellent strategicstandpoint. A Reproducing Piano hell. You willnotice the helmet is camou- location from a flaged, and it has the Prussian guard insignia onMr. Riley, 'proprietor of thestore,ishighly and the side.Officers and men wear the same hel-pleased with his success xvith the Columbia line, met these days.Only the most valuable troopsand is looking forward to a most satisfactory are given helmets at all.Suppose Fritz is shywinter and holiday trade. A Splendid Phonograph on metal. The Cable Piano Co., exclusive Victor dealers, "Never had so much money in my life.Theyare doing as much business as they can with the amount of goods they are able to get.It pay us regular, but we have nothing to spend Beautifully and compactly money on. Oui! ifI ever hit Paris with allis stated that they could in all probability sell these francs, what a time I'll have!" ally quantity of Victrolas that could be secured. combined ;shape and size Their record business is very large and all rec- idealfor or The new J. H. Remick Co. store in Clevelandords are in active demand, the popular selections apartment will handle the Columbia line. at85centsgoingliterallylike"hotcakes." Their business in Red Seal records is possibly bungalow homes. the largest in the city. Your correspondentinpassingalongthe Piano uses Q R S expres- DEALERS streets cansee almost every day some new Offset the Record Shortage! dealer intalking machines.All the oldline sionrolls. Phonograph companies are not qualifying any new dealers, Plays all Records. Keep Your Sales -Force Busy! but there are any number of new makes on the Sell Our Language Records! market, and some of them are of merit. The Atlanta district went several million over Everybody isdelighted with French the quota in the last Liberty Loan campaign, the Spanis h city of Atlanta being about $2,000,000 over. . it, everybody wants it. Italian At a recent meeting held in Atlanta there was ALSO formulated a plan for materially strengthening The Phono-Grand is the one best the stand retail merchants are making for large F.M.C. FRENCH cash payments and greatly shortened terms on proposition for a big and quick MILITARY retail sales.Many merchants (talking machine seller this winter. CONVERSATION dealers as well) have been for some months Cash in now on the selling on shorter terms, and if the talking machine dealer could sell, as most other merchants Write Now for Facts Language Phone Method do, on thirty, sixty and ninety days' time,it and Rosenthal's Practical Linguistry would possibly be the greatest step forward in Ii requires no scientific salesmanship to sell our records. the recent history of the industry, for the time The courses are so simply arranged that the demon- has passed when the phonograph was a curiosity stration satisfies the prospect. The French Military J. P. Seeburg Piano Co. Course, 5 Double Discs, and Military Manual (Retail and those long years of approvals, cut-throat $10.00) is ideal for Army, Navy, Red Cross terms, and almost impossible competitive condi- Our Display Signs Sell the Goods tions, even for the largest and strongest deal- 209 South State St. Send for Particulars-Prompt Delivery ers, have practically passed. It is very gener- 419 West Erie St. Chicago, Ill. THE LANGUAGE PHONE METHOD ally hoped that the new idea will take root and 992 Putnam Bldg.,2 West 45th Street, New York grow. 58 THE TALKING MACHINE WORLD NOVEMBER 15, 1918 HOLIDAY ADVERTISING CAMPAIGN ON IN INDIANAPOLIS R. W. GRESSER'S NEW POST Talking Machine Dealers After Christmas Trade-Pearson Piano Co. Has Vocalion Line-HowHas Become Associated With the Southern Cali- Epidemic Helped Record Sales-E. B. Knight Wounded-News of Month fornia Hardwood & Mfg. Co., With Head- quarters in Los Angeles INDIANAPOLIS, IND., November 6.-Withthe The latest word from Mr. Knight is that he is taking over of the entire line of the Aeolianrecovering in an evacuation hospital.Knight R. W. Gresser, formerly sales manager of the Co. here, the Pearson Piano Co. will handlewas sent into action two weeks after his arrival Delpheon Co., Bay City, Mich., manufacturer four makes of talking machines-the Victor, the inFrance.In aletter describing the event,of the Delpheon phonograph, has resigned from Edison, the Cheney and the Vocalion. Knight said the company of marines he was withthis position and has become associated with The closing of Aeolian Hall at 237 Northwere sent to assist some shock troops. He saidthe Southern California Hardwood & Mfg. Co., Pennsylvania street will be missed by Indianapo-the boche artillery was sending shells over rap-Los Angeles, Cal.Mr. Gresserleftforthe lis music lovers.The entire building of threeidly and that his squad finally reached an aban-Coast the end of last month, and according to floors and a large basement was given overdoned German trench.Shortly after Knightpresent plans will have an important announce- entirely to musical products, among which wassaid something hit him and that he knew noment to make regarding his new connection in the Vocalion. The securing of the line by suchmore until he awoke on a hospital cot.He was the very near future. a prominent house as the Pearson Co. will, how-wounded in the shoulder and said he expected to Inhispresent postinLos AngelesMr. ever, go far to fill the gap. be out of action for several months. Gresser will have charge of the phonograph The bans issued by the city board of health The talking machine and music dealers havedivision of the Southern California Hardwood & in the effort to ptevent the spreading of influenzajoined together in an advertising campaign forMfg. Co., and will have under his direction the and pneumonia have been lifted, much to thethe Christmas season.In page advertisements manufacturing and merchandising of this com- satisfaction of talking machine dealers, althoughthe dealers are appealing to the public amongpany'spopularlineofphonographs. Mr. this class of business was not hit as hard asgeneral musical lines, the names of the dealers Gresser's past experience in the trade well quali- some other lines of retail business for the reasonbeing placed atthe bottom of the advertise-fies him to assume this important position, and that many people bought records to entertainments."Music is the spirit of Christmas" is the hisintimatefamiliarity with every detailof themselvesathome,everythingelsebeingheadline on the latest advertisement. The ap-talking machine manufacture will undoubtedly closed up. peal also is made for early Christmas shopping.enable him to achieve pleasing success in Los As soon as the board of health had issued its Angeles. order closing theatres, schools, churches, etc.,HOW BUFFALO WENT 'OVER THE TOP' While associated with the Delpheon Co. Mr. and also ordered that retail stores in the busi- Gresser made frequenttripsthroughoutthe ness district should' not open up before 9.45 a. m. BUFFALO, N. Y., November 6.-The talking ma- country, visiting the dealers and the leading and close at 6.15 p. m., George F. Standke, ofchine and piano men of Buffalo went consider-jobbers. He made a careful study of the deal- the Brunswick Shop, took advantage of theably over their quota, which was $215,000 in theers' requirements, and left nothing undone to situation and inserted an advertisement in theFourth Liberty Loan drive, and officially re-give the dealers 100 per cent. service from a newspapers directing the attention of the publicceived an expression of gratitude for the finemanufacturing and sales standpoint. to the drastic closing orders with the suggestionwork from the general managers of the cam- The Southern California Hardwood & Mfg. that talking machine owners lay in a stock of paign.Previous to the drive there was a get-Co. occupies the largest and oldest wood -work- records and that persons not having a machinetogether dinner at the Hotel Statler, presideding plant in the West, this plant covering eleven should make a bee line to the Brunswick shopover by William H. Daniels, which helped ma-acres.The company has been achieving splen- and get one at once.The results from the ap-terially toward the unification of the allied musicdid success with its line of "Hawthorne" phono- peal were gratifying. forces.A feature of this dinner was the re-graphs, and under Mr. Gresser's able direction Word has been received of the wounding inelection of the following officers of the Talkingthe popularity of these products will undoubt- France of Emerson B. Knight, formerly adver-Machine Dealers' Association of Buffalo: Presi-edly advance steadily. tising manager of the Stewart Talking Machinedent, Thomas A. Goold; vice-president, E. G. Co., wholesale jobbers for the Victor line here.Emens; secretary, Harry G. Towne, and treas- The Kaiser has not invested in War Savings Mr. Knight is with the marines in France. urer, Mr. Biesinger. Stamps.Are you like the Kaiser? YOU LOSE An opportunity, Mr. Dealer, unless you learn the MERITS and BIG_ FREE OFFER on

The Space will Not ORIGINAL Permit the RECORD CABINETS and Only SAFE Explanation of POLISH, IAN the Wonders CLEANER and ,111 REVIVER lami Remenna!! for PIANOS, Record Envelopes pianos, PIANO CREAM TALKING king Hach Cabinets Will Accomplish MACHINES all High Gra uRN1TUR and Delicate A Distinctive FURNITURE d and swan', Preparation for the 11erlfg&SPeCld Musical "Ready Files" CANDEN.N " Not a Floor Oil" 1111 Instrument Trade For Records I /I'

Packed in 15c., 30c., 50c. Tubes-also larger Packages. Write your Jobber at once for BIG FREE OFFER or communicate with CLEMENT BEECROFT MASTER MFG. & SPECIALTY CO. 309 West Susquehanna Avenue

CAMDEN, N. J. . PHILADELPHIA, PA. Special Representative-Clement Beecroft NOnAISER 15, 1918 THE TALKING MACHINE WORLD 59

A Talking Machine Needle WithoutaFault Rush Coupon for FREE SAMPLE! Something brand new! Something infinitely more store stand first and foremost in your locality.Don't pleasing and satisfying! A real scientific discovery. put off!Send coupon NOW for free samples and A graphophone needle that draws forth such beauty price of the latest sensation - the greatest of all and clearness of tone as has never been equalled. A phonograph needles, the Tonofone! needle that doubles the value of the phonograph - BETTER STILL :Order a supply today.Increase your Christmas Sales of machines and records. We will that trebles sales of needles! records! - machines! give you the right wholesale price. Our money -back - -that quadruples your profits! That will make your guarantee protects you ABSOLUTELY. 66 99

The Talking Machine Needle That Puts Magic in Music The Tonofone is made on entirely new principles, of tinct advance in phonograph music-a new epoch in the phonograph world. entirely different materials.Instead of skipping or jumb- Gone is the scratch-the twang-the squeak. Gone is the last linger- ing blemish to phonograph music!All is eliminated by the Tonofone. All ling many of the finer microscopic undulations vibrated is replaced by a beauty, a clearness, a matchless and mysterious purity of into the groove when the record was made, the smooth, tone that has amazed listeners everywhere - that can be produced, resilient, platinum -like Tonofone point gets them all. positively, by no other needle. Nor does this wonderful needle dig into and mutilate the walls of the Tonofone needles play all records, both vertical cut and lateral cut. groove and so impair the record itself and the volume and quality of the re- Can be used on all modern phonographs and talking machines. production. On the contrary, it preserves and prolongs the life of the record. Each needle plays from 50 to 100 records faultlessly!Sell It transmits each separate tone in all the fullness and quality of the atretail -4 for 10c in attractive package, 100 packages original rendition.It loses nothing-confuses nothing.It marks a dis- in a display carton. Don't Be Hide -Bound by Precedent! Blaze New Trails-Sell What the People WANT! Be progressive! Be alive to fresh opportunities! Get in at the beginning-when ideas are new-when sales and profits are luscious.Put Tonofone needles in stock and sell the people what they want. One demonstration will suffice!Manufacturers, dealers, critics and public all crazy about Tono- fone results.Send the Coupon and see for yourself. If, for any reason, you do not find Tonofone needlesas Money -Back Guarantee represented,and entirely satisfactory, you may ,....- return them at our expense and we will refund full purchase price. .... osci''.* # ce'; \'tP.° PROMPT DELIVERIES No sales -losingdelays-noprofit -losing waits-not when you c:o.. i.e," .C.S1:,' order TONOFONES. Immediate deliveries anywhere...... 4,.ZSNep.e. e&e, e9 CP. ..,..*". . V e'.q,%..\e' 0° .0$$'. Mail Mail 1,9" 6,ec. 'z' '.30%.,,i. 4' sec.,0 the the 016 t,'\O. \ 'o 4) '' C ' 7 ". 1.4 Ge',6` ,S.0 k.,- i ,t) $* C'''` Coupon ! Coupon ! 60 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

By George ! George Cohan wrote it. George MacFarlane sings it.It's some record -"When You Come Back." Everybody's buying it-How are you fixed for a supply ? Columbia Graphophone NEW YORK

year's business already isfar in excess of the TWIN CITY DEALERS MAKING BEST OF WAR SITUATION total for 1917 or any other previous year. Members of Retail Trade Appreciate the Problems of the Factories and Make Allowances for Stock Excellentbusinessisbeing done bythe Shortage-Foster & Waldo Take on Sonora Line-Jobbers Flooded With Orders Cheney shops in St. Paul and Minneapolis. A letter from Robert Souders, once North- MINNEAPOLIS and Sr. PAUL, MINN., November standpoint and will be able to divert its organ-western manager for the Columbia Co., to E. F. 4.-Unless all indications fail every talking ma-ization immediately to the regular channels." O'Neill conveys the information that the writer chine sent to Minneapolis and St. Paul before Foster & Waldo have added the Sonora lineis having the time of his life.He is in charge the holidays will be sold and the dealers willto their stock of Victor, Edison and Columbiaof the Y. M. C. A. hut for officers in Winchester, be yelling for more and more.As a matter of machines.This house already is doing a holi-England, and declares that it is a great privilege fact they are complaining already, and if it wereday trade in talking machines, and the additionto work for the men who are putting the Huns possible to sour the nature of a talking machineof the fifth line, the Brunswick, for instance, ison the run. man some of them would be quite bitter by thisin the range of possibility. Skinner Chamberlain & Co., the big music time. The dealers, however, are making the "We are helpless in the situation that con-house at Albert Lea, Minn., announces that it best of the situation, hoping to reap the rewardfronts us," declared George Mairs, manager ofwill confine its phonograph business to the Vic- later on of their present virtue. the talking machine department of W. J. Dyertor line, preferring to suffer a present sacrifice "We realize fully that the Victor Co.'s loyalty& Bro. "We are receiving orders from hun-and have its full compensation later on. in participating inthe Government's wartimedreds of points in the Northwest, which we are The Edison sales in the Northwest, both in the program has greatly diminished their output ofunable to fill." rctail stores inSt. Paul and Minneapolis and talking machines and thereby greatly reduced The big Pathe stock of machines and recordsthe interior towns, already have exceeded the the supply available for dealers," saidE.F. held by G. Sommers & Co. fordistribution 1917 totals in the number of machines disposed O'Neill, of the Beckwith -O'Neill Co. "Theirthroughout the Northwest is going rapidly, ac- of. The money value, of course, isfar and letters of September 13 and October 30, outlin-cording to Jay H. Wheeler, the manager. He away above the figures of last year. ing their position, have been favorably receivedreports that he already is barren of the popular Boutell Bros. are pushing the Brunswick line by the Northwestern dealers as unusually frankNo. 7 and No. 12 styles, and only has a fairwith characteristic energy and cleverness.The and able statements of the true situation, andsupply of the other styles.Seven men are ondemands of the war have taken George M. Nye the men in the trade are making the best of anthe road throughout the Minnesota and Da-and his Brunswick shop is closed, at least tem- unavoidable condition. From a wholesale stand- kotas territory, and they virtually are swampingporarily. point it is now possible only to distribute ma- the headquarters with orders. chines and records in exactly the same ratio as It's the same story with the Columbia Co.'sF. A. DENNISON APPOINTED MANAGER we receive the same from Camden and to view Northwestern headquarters.The road men areTakes Charge of Columbia Co. Branch in Buf- the future with an optimistic mind. We areturning in such large orders that the local sup- falo, Succeeding 0. M. Kiess, Who Enters Y. convinced that the end of the war will find theply nearly is exhausted, and the producing fac- M. C. A. Overseas Service Victor Co. unimpaired from a manufacturingtoryfailsto meet the incessantcalls. The Fred A. Dennison, formerly manager of the Columbia Graphophone, Co.'sSanFrancisco branch, has been appointed manager of the company's Buffalo branch, succeeding 0. M. Kiess, who has resigned in order to enter the.Y. M. C. MELOPHONE MOTOR A. overseas service.Mr. Dennison is one of the "veterans" of the talking machine industry, and his host of friends throughout the country will be glad to learn of his appointment to the management of the Buffalo branch.He has for some time been desirous of residing in the No.1 No.I East, and his wish is now gratified.Mr. Kiess, who has achieved signal success as Buffalo manager, will undoubtedly be a valuable addition to the Y. M. C. A. Overseas Corps, and in all probability will leave for France shortly.

SOLDIERS APPRECIATE MUSIC Top and Side Regulator Major -General Shanks Writes of Pleasure Given COMPLETE WITH 10 -INCH TURN TABLE by Edison Machines on Troop Ships Simple in construction, the most satisfactory and durable of all small motors. In a letter recently received by Thomas A. Will play two ten -inch records with one winding. Edison, Inc., Major -General David C. Shanks comments upon the contribution of the recently Three years' successful record as the best single spring motor manufactured. donated Army and Navy models to the content- ment, not only of the troops en route, but also Immediate Deliveries Sample $2.00 of the seamen and gun crews who are subjected to the constant hazard of crossing the sea. Write for Quantity Prices General Shanks remarks also on his pleasure in the interest which the American people take Melophone Talking Machine Co. in the moral welfare and wholesome entertain- 380 Lafayette Street, New York ment of our men.He feels that such efforts are thoroughly appreciated by the soldiers. NOVEAIBER 15, 191$ THE TALKING MACHINE WORLD 61 the Portland branch, and A. W. Wettler is the FURNITURE STORES FEATURING TALKERS IN PORTLAND credit man. Prominent Establishments in Oregon City Give Much Attention to That Department and Handle "The Record Shop" isa new institution- in Leading Lines-Stock Shortage Still a Problem-General Trade News Portland.This little shop issituated in the Heilig Theatre Building-a most desirable loca- PORTLAND,ORE., November 4.-Nearlyallof The phonograph department of the Meier &tion-and is conducted by C. H. Williams.Co- the big furniture stores of Portland are selling Frank Co. is doing an excellent business.J. H.lumbia records are on sale exclusively. talking machines.Powers' sells the Victrola;Matney is head of the department. L.D.Heater,manageroftheColumbia Jenning's the Columbia Grafonola; Calef Bros. Miss Florence Isaacs, of Lipman, Wolfe &Graphophone Co., says they have all the busi- the Pathe; Gadsby's the Columbia, and Ed-Co.'s sheet music and Victrola departments, re-ness they can take care of, but few machines. ward's the Columbia.All these are prominentports a big record business.The Victor is theTherc are plenty of records and that part of the furniture stores doing a big business in regularonly machine carried by Lipman, Wolfe & Co. business is better than ever.Frank Dorian, who lines and delighted with the success of the differ- A fine business is being done by the Bruns-has been appointed manager oftheSeattle ent talking machines carried by them.All re-wick-Balke-Col lenderwholesalehouse. Thisbranch, is due in Portland in a few days. port good and increasing sales. company furnishes Brunswick machines to deal- The demonstration rooms of the departmenters all through the State, and has six dealers Good advertising is force applied at the right in Powers' furniture store are very pleasing toin Portland. A. K. McKinley is manager ofpoint. theeye. Rose-colored carpets and curtains, easy chairs, beautifully shaded lamps make an attractive place to spend an hour or so listening to the records that are so willingly played for customers by W. B. Maxwell, in charge of the department. The talking machine business at Wiley B. Al- len Co.'s is doing remarkably well.Paul B. Norris, manager of the department, is keeping up his reputation as an excellent salesman. The Brunswick machine, which has recently been added to their stock, met with instant favor. A Sonora has just been sold by James L. Loder, manager of the Bush & Lane talking machine department, to Captain Rouselite, of the French motor ship "Pecheney," a boat which was built in Portland.Captain Rouselite, who is an accomplishcd musician, was delighted with the Sonora as soon as he heard it.The transaction was for cash-the Sonora costing $375.

Since this sale there have been three other in- G. U.S. PAT.OFF, . quiries from boats in the harbor as a direct result of the sale. :- Leonard Streibig, who has taken charge of the R E f 11 talking machine department of Wm. Gadsby & Sons, is having a successful fall trade. The Co- lumbia Grafonola is sold by this house. Mrs. Z. Baker, in charge of the record department of Sherman, Clay & Co., has been very paramounit ill, but has returned to work in her department. Miss Llewellyn, of the record department, has resigned and gone to the Sherman, Clay store, of Seattle. H. E. Cress, who has occupied positions with several music houses, is now working for Bush Records & Lane Co. in the talking machine department. The last Saturday in September was the biggest record day the Hyatt Talking Machine Co. has ever had.Business is rushing in their new location. Edward's furniture store is having a good talking machine trade, said M. W. Davis, who is in charge of the department.This store carries j Smiles-Fox Trot, Dance Orchestra 30074 the Brunswick, Vitanola and other machines. 1Djer Kiss-Waltz, " W. H. Burr, who has been manager of the talking machine department of Gadsby & Sons, {K-K-Katy-Baritone Solo, Arthur Fields retired on account of illhealth and has been 30076When You Come Back-Tenor Solo, Henry Burr succeeded by Leonard Streibig. W. E. Dodds, who has been in charge of the {0h, How I Hate to Get Up in the Morning-Medley One Step t_Roger's talking machine department of Powers' furni- 50006Rock -a -bye Your Baby-Medley Fox Trot I Band ture store, has enlisted in the navy and is in the radio branch of the service in San Francisco. "We are away behind in orders," said L. E. Gilman, manager of the Stradivara Co."Busi- Dealers and Jobbers ness couldn't be better.The new OkeH records are in and dealers are exceptionally well pleased with them."Mr. Gilman has placed a Good Profits: new agency in Seattle with the Standard Furni- Real Sales Cooperation: ture Co. By a unique method G. F. Johnson, of the Prompt Deliveries: G. F. Johnson Piano Co., has arranged his win- Are You Interested? dows in a manner that displays a hundred feet of Victor records at one time. The effectis highly pleasing to the eye, and Mr. Johnson says it has resulted in large increase of record sales. Robert Callahan, who was head of this depart- NEW YORK ment, has gone to the Officers' Training Camp at the University of Oregon, his place being RECORDING filled by Miss Hayes. ON BOTH LABORATORIES J. L. Loder, in charge of the talking machine Port Washington department of Bush & Lane,isconvalescing Wise;ortsin from an attack of influenza, as is H. E. L'An- DP glaise, manager of the Remick Song Shop. 62 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

.,.....,.), ....` During 1917 our increase of WE ARE CLOSING ,,r ,1- sales over 1916 was " . JOBBING RIGHTS V4.P :-. 1808% AND TERRITORY ,...- See Talhing Machine World Woe March 15, 1918 ..,.. r. VERY FAST co - e , .

, , ;.., During the first 10 months

M. What About You.

of 1918 we have sold ., --...'' ' ..r 4? HQ FFAY - . . , 't" , - ., ..,

% ..!:r...,

. 4446s. %sulk," Nine Times As Much , -. - -4.' .., H 0 F F A Y IS PROVED as during 1.917

N .-,;.a. imt TO BE THE HIGHEST - , ; -,:.; HOFFAY TALKING QUALITY LINE THERE i MACHINE CO., Inc. IS TODAY

- 3 West 29th Street, New York City

s" ... -''

PLANT IN WHICH THE PARAMOUNT RECORDS ARE MADE CHICAGO, ILL, November 9.-Perhaps manyGrafton, the town in which it is located, is but Geo. A. Lowe Co. people in the trade still fail to realize that withineight miles from Port Washington, Wis., where ninety miles of Chicago we now have a modernthe general offices of the company are located. OGDEN, UTAH talking machine record plant of large capacity The recording laboratories are located in New and where the dealer desiring to be posted in-York, where the largest possible opportunity for Sole Distributors of telligently regarding the product he handles cansecuring instrumental and vocal talent exists, witness the pressing of records under the mostand is under the direction of Walter Rogers, a HOFFAY PRODUCTS favorable circumstances. man of years of experience in the selection of for the State of Utah, East- As can be seen by the accompanying illus-recording talent.Both the laboratory experts ern Nevada, Western Wy- oming, Southern and Eastern Idaho.

cently added a number of prominent concerns to the already formidable list of distributors. ...1, Ilr"----' r I r-i The demand for Paramount records has grown apt no so rapidly in the last few months that it has jrii.'" L,.9,11 ': =22111;li`LIT's Waal :MI alInit " required the installation of a number of new ati :Lai ;P ; irsi ii BS Ws 1111 NU MI " '1" 'NI ;Ia. ;;;; . :gli Ur lail as rat :. presses at the Grafton plant. r _ RR ._ 1111 ern ;In = e ilia -%; .... - - oral/bk. A PLEASING SOUVENIR The Brilliantone Steel Needle Co., Marbridge Building,New YorkCity,aredistributing The Factory of the New York Recording Laboratories, Grafton, Wis. throughout the trade a very handy and attrac- tration, the plant in which the Paramount rec-and the capable superintendent of the pressingtive souvenir in the form of a leather -covered ords are made is ideally adapted for the pur-plant at Grafton are men who were secured byperpetual memorandum book, which willbe pose. It is literally a daylight factory and isthe Paramount interests after years of experi-found invaluable to recipients. admirably located so far as labor supply is con-ence with the old Eastern record producing concerned; infact, the company has experienced cerns.Remarkable progress has been made in Pathephones for holiday gifts are command- noinconveniencewhateverinthisrespect.the organization of the distributive channels,ing a ready sale at the A. F. Koenig Piano Co.'s Transportation facilities are of thebest, andand the sales manager, M. A. Supper, has re-store in Buffalo, N. Y.

Read the Trade Mark carefully, hear the machine, and you'll agree that it is truly The World's Musical Instrument THE RESURRECTONE Improves All Records (Trade Mark Registered) $125 Is the only reproducer giving sounds proper intonation and rhythm, combined with such naturalness and "warmth" of color as to make them a true resurrection of the original. Using loud tone needle it gives greater clearness and volume of sound and fully 50% less surface scratch than any other reproducer; with a soft tone needle or fibre needle the beauty of the reproduction is just what it should be. Prominent dealers, upon testing this supreme reproducer, state that they had not heard their records before. Superb in voices-colossal in instrumental, orchestras and bands. The "Resurrectone" makes your records more salable. One model fits Victor Victrolas, Sonoras, and attachment for Edisons. Other "A musicloverwillnever model fits Columbia machines exclusively.Send for samples.Unless our claims hesitate topay $10 for a are justified, return at once.Fully guaranteed.Net dealers' prices, $5.40 'nickel reproducerthat trebles the musical value of his records." plated ; $6.75 gold plated.Retail prices, $10 and $12.50, respectively. Write for exclusive territory proposition. Height, 44 Width, 201/4 Depth, 201/4 Other Models HOFFAY TALKING MACHINE CO.,INC. SYTOI FIC STTY $175, $225, $275 NOVEMBER .15, 1918 THE TALKING MACHINE WORLD 63

against other commodities encourages ustobelieve that VICTOR TALKING MACHINE CO.'S WAR STATEMENT NO. 2 the War Industries Board has a comprehensive view of the situation and will be as considerate in arriving at future Governmental Action in the Matter of Curtailment Output Set Forth and Commented Upon ondecisions as the necessities of the case will permit. Statement Sent Out Under Date of October 30 for Benefit of Dealers Conferences have been also had with the Conservation Division of the War Industries Board for the purpose of Following the issuance of theirfirst "War previously announced belief that the administrative officers deciding upon practical economies inour industry. At of the Government would not curtailor in any way in-this point it should he borne in mind that upon the degree Statement" to the trade on September 13, which,jure our own orother important industries beyondthe of our co-operation with the Conservation Division depends incidentally, aroused much interest, the Victorpoint made absolutelynecessary by the requirements of in a large measure the consideration that we may expect Talking MachineCo.,over thesignatureof the war program. At the same timeit was pointed out toreceive from the War Industries Board, which isthe Ralph L. Freeman, its secretary, issued "War that suhstantial sacrifices through reduction in volume of controlling body. As a result of these conferences manu- output would he required ofallindustries except actual facturers will be asked to make many changes calculated to Statement No. 2" on October 30, setting forth producers of vital war materialstothe end thatlabor, conserve the essentials mentioned in the second paragraph the report of the conferences between the repre- materials, fuel, transportation and capital may be diverted hereof. You willhe fully informed of these changes as sentatives of the industry and the members of in sufficient volume tothe purpose of making a thorough soon as they are definitely determined upon, and we have the Priorities Committee and the Conservation and quick joh of winning the war. thegreatest confidencein your willingnesstoco-operate Following the conference ahove referredto,the Com- in this means of service to the Government. Division of the War Industries Board and the missioner of Priorities under date of September 30 issued A report by the War Service Committee of the talking rulings regarding curtailments and other mat- a ruling which applies to all manufacturers of talking ma- machine industry covering some ofitsactivitiestodate tersthat had been issued asaresult. The chines and of which the important features are as follows: and including the order of the War Industries Board is being printed.This report, while prepared for the manu- statement in full reads: 1. A reduction of 60 per cent. in consump- facturers, will douhtless he of interest to wholesalers and War Statement No. 2 tion of iron, steel, copper, hrass and aluminum retailers and we have, therefore, ordered sufficient copies To the Trade-The numerous appreciative and very in- in manufacture of instruments during the last which we willmail, soon as received, to our valued cus- telligent letters receivedin response toour "War State- four months of 1918 as compared with a sim- tomers. We bespeak your careful perusal of this report, ment" of Septemher 13 leave no room to doubt that the ilar period of 1917. from which itwill be seen that the interests of the trade tradeisintensely interestedin developments due to the 2. Permission to purchase the materials nec- have not heen overlooked. war which affect manufacturers of talking machine products, essary for the new schedules of manufacture We feelthatit would not be proper to encourage too and we therefore issuethis additional statement covering will he furnished to manufacturers on condi- optimistic a view of the future and would he inclined to the period since Septemher 13. tion that they and their customers will ohserve suggest that dealers prepare for a possihle continuance of On September 14 the Priorities Committee of the War therequired pledgesasto economy in use the curtailment in volume of Victor output, but we feel Industries Board of the Council of National Defense gave thereof. justifiedinpointing outthe ohviousfactsthat(a)the acourteous and prolonged hearingtothe War Service Schedules for next year are to he the subject of further forehanded acts of the Victor Co. in ohtaining Government CommitteeoftheTalking MachineIndustry,atwhich conferencewith the War Industries Board, hut acom- contracts is distrihuting our carrying expenses over a much conference the needs of the Government for its war pro-parison of the restrictions now imposed upon the manu- greater total output than would otherwise he possible and gram were stated and full confirmation was given to our facture oftalking machine products with thosein force thus continues in a measure our economical methods of manufacture; (h) the unavoidahle confusion connected with NEW HEINEMAN REPRESENTATIVES side of East River and the Jersey side of the curtailment of a manufacturing program has, with us, heen Hudson, and Mr. Miller is planning an intensive passed;(c)thecontinuanceof ourorganizationisas- Miller & Bloch, New York, Appointed Jobberscampaign in his territory. sured and this will place. us in an advantageous position atthe cessation ofhostilities;(d)allthesebenefitsto in Greater New York for Heineman and Meis- Miller & Bloch are firm believers in the value the Victor Co. accrue also toitstrade, who will quickly selbach Products, Including OkeH Records of efficient transportation service, and their dark see the advantage toall concerned of carefully consider- red delivery wagons are already winning consid- ingtheentiresituation before indulging inexperiments The Otto Heineman Phonograph Supply Co.,erable popularity in the localtrade.One of with suhstitute lines of goods. New York, has announced the appointment of thesewagonsisshownherewith,and -the Miller & Bloch, 110 East Twenty-third street, "OkeH" record sign gives the body of the truckVICTORY LOAN MESSAGE ON RECORD New York, as jobbers for Heineman and Meis-a distinctive and artistic appearance. selbach products in Greater New York.This In addition to motors, tone arms, records, re -Canadian Minister of Finance Makes Record firmhasalready In Support of Recent Loan Drive startedanenergetic campaign in behalf of TORONTO, ONT., November 2.-One of the t he s e produCts and v.VeR&Bk Oc turesoftherecentCanadian Victory Loan drive was the manner inwhich thetalking particular attention DISTRIBUTORS ly will be paid to the de- machine aided in bringing the message of the velopment of Heine- K EsH loan to machine owners in every part of the

man "OkeH" record kt,CORD Dominion.Just before the opening of the loan business. drive Sir Thomas White, K. C. M. G., Cana- PHONOGRAPHS -ACCESSORIES -MUSIC ROLLS Both Mr. Bloch and r. dian Minister of Finance, made a special "His Mr. Miller have spent 110 E.. 23 ST. .i Master's Voice" record for the purpose, of act- severalyearsinthe N.Y. C.- ually informing the public, in his own voice, con- talkingmachinein- t cerning the need for the second Victory Loan. dustry, and are well Ite Many thousand records of Sir Thomas' speech known int h elocal were distributed. trade.Mr. Bloch has called upon the deal- EDISON DEALERS ENLARGE ersin Brooklyn and Long Island for sev- The C. F. Murray -Smith Co., of Wilkes-Barre, Pa.,areenlargingtheirEdison department. eral years past, and is Messrs. Miller and Bloch and Their Delivery Wagon familiarly knownas The contemplated changes will make the de - "Will" to the great majority of the local trade.pair parts, etc., Miller & Bloch will also han- partment some fiftyfeet inlength with two He is an indefatigable worker and thoroughlythe a complete line of music rolls, and thisit -n- booths on each side, and a disc and Amberola appreciatestheimportanceofrendering theportant branch of their business bidsfairto display in the center. dealers efficientservice andco-operation.assumelargeproportionsinthevery near "Dave" Miller will take care of the Manhattan future. Do your "two bits."Get another Thrift Stamp. -U o m Superior Die Castings II...... will Cut Your Costs and Increase Your Sales...... 0. Tonearm and Reproducer Parts, Attachments, Turntable Hubs, Motor.. old Governor Discs, Knobs, Piano Player Parts-accurately cast in Alum-I. .mil .0 . il inum,White Brass, White Metal Alloys or Zelco Metal- ready for nickel.0.. . --or gold plating.41 41We employ a large force of die makers especially 0 0 Nis skilled in this class of work and operate a large battery of die castingIN

... 1 machines of our own design and construction with a capacity of 011 Mil 50,000 to 100,000 castings per day. .. . 1. .. mos

1 I. MI II Write for Send us MIII ION sm Samples of Work we youror Smpoedclefilscafotirons MB I N M MI are doing in o m =O this line ''1:....,,,, allElgpignmimq 'UM quotations ow ise ,. IN so. \ . No' \ \ N ,16 i iiia MB '4" Barnhart Brothers &Saindler ::: .. Monroe and Throw) Streets AA Chicago' Illinois''" .. I. IM i.. ,.. 64 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

THE NEW EDISON:DIAMOND AMBEROLA MODEL 50 A MODERN JACK THE GIANT KILLER Sixty-five Phonograph experts faced a curtain behind which were a New Edison Diamond Amberola and a $200.00 "Talking Machine" of well-known make. Unseen, the instruments alternately played the same selection. A vote was taken that unanimously favored one of them.It was the Edison Diamond Amberola that had defeated its much higher priced rival. This is only one of many similar tests, always with the same result, that have earned for the New Edison Diamond Amberola the title of "Giant Killer."

THOMAS A. EDISON, Inc. Amberola Department ORANGE, N. J. NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 65 formance enthusiastically, one well known critic TWO NEW VOCALION RECORD ARTISTSstating in part as follows: First Recordings of Maurice Dambois, Famous "For beauty of tone as well as mastery of the Belgian Violinist, and Colin O'More, the Irishresources of his instrument Maurice Dambois, Tenor, Announced by Aeolian Co. who held the interest of alarge audience at Immediate Deliveries Aeolian Hall last evening, is scarcely surpassed The Aeolian Co., New York, made two im-by the great Casals himself, while the young portant announcements of new Aeolian-Voca-Belgian player has greater warmth of temper- lion artists last week; these two additions toment.Maurice Dambois makes his violoncello the Vocalion record libiary being Maurice Dam-both sing and dance, and occasionally discourse bois, the famous Belgianviolinist, and Colinin eloquent and moving speech, and there is no The Charmaphone O'More, the gifted Irish tenor.Both of thesefine tone effect which seems impossible to him." artistswillrecordfortheAeolian-Vocalion Musical critics who have had an opportunityAn Instrument of Supreme Value, of listening to Colin O'More, the young Irish tenor, predict that a great future awaits this Tone and Quality splendid young artist, who possesses one of those rare voices which give new beauties of toneand interpretationtotheoldfamiliar balladsthat everyoneloves.His artistryis both finished and spontaneous, and his Vocalion

records have reproduced Colin O'More's voice with remarkablefidelity.HisfirstVocalion records include "I Hear You Calling Me," by Marshall, and "Bonnie Sweet Bessie," by Gil- bert, and there is no doubt but that Vocalion Colin Wilber .5 ,,,,, r ...woo Mos dealers will find a wide demand for these rec- ,s., to w, Oa" ords. :711. Itisinteresting to note that following his .14a, ho. re.toldi COLIN O'N'IORE Akita Holl recitalatAeolian Hall on October19,Mr. OacIer 114, Celia The (Afled Irish "Tenor I kr mird is" .1.1,4,11.ork Me pia,' WILL MAKii Vot:AutptREcottim O'More was immediately engaged for a recital ExcuusivEut 717111 =st 1Z= tour which will cover the principal musical cen- mom 19... gra* th k. ClOLIN 0.MORE pone". loft id those roe v.:nil. thoom *fin ,,,,,, make. ran alsii or as dee ipork dw _ _ This talented iv... ttiwt h+'""<' l""`J 0 ters of America and which will give thousands Announcing the O'More Records of music -lovers a chance to familiarize them- library exclusively, and their first records areselves with the delightful charms of his voice. now ready for presentation to the trade. In accordance withits usual custom of in- REVIVAL OF THE "CHANTEYS" tl itsartiststothegeneralpublic Records of Famous Old Sea Songs Coming through the medium of attractive advertising, Into Favor With Thousands of Boys Who the Aeolian Co. carried artistic large -sized ad- Are Being Trained for the Merchant Marine vertisements in the leading New York newspapers advising music -lovers that these two artists WASHINGTON,D.C.,November 7.-Inthese have joined the Aeolian-Vocalion library. Thesetimes in fact landlubbers may see "counterfeit advertisements are shown in part, and the dig-presentments" of sea sights and hear sea sounds, nity and quality of the Aeolian-Vocalion phono-very near therealthing, without going far graph and record library is reflected in this ad-from their own firesides, or if they may not do vertising. so to -day, the time isnot far off when they Maurice Dambois, who has won international will,for a concerted effortis being made to bring hometothepeopleallthat may be "canned" of the movement and accents of sailors' life. In this educational effort-for it is such, purely, undertaken from various angles by various people, but under authority of the United States Shipping Board, offi'cial sponsor for the Mer- Immediate chant Marine-some noveleffectsare being Deliveries worked out. Guaranteed For example, in due time it may be expected that sailors' songs and sailors' chanteys"-as

Belgidn sung in forecastles and at tasks on deck when MAURICE DAMBOIS Jack, the Merchant Mariner was a personage No. 100 WILL MAKE afloat and ashore, as he is getting to be again- VOCALION RECORDS EXCLUSIVELY will be reproduced in the records of the familyWholesale Price $42.50 and War Tax MANY entice have pronounced dm Mstim phonograph. gumhed young arms the greatest 'cellist Terms 5% - 10 days, Net 60 days. of our dayCertam itis that the Vocation Chantey singing is being revived in the Mer- Records of hie art are the most beautiful phonm graph reproductions of 'cello music ever heard Appealing and sympathetic as the 'alio m chant Marine, atleast on the training shipsA high class Mahogany finished Cabinet 44" high ways, the Dambom Vachon Records bring out in perfccbon the natural beauty of the mouse which are preparing Young America, at the rateand 18" wide and 21" deep. meat and present a wonderful toneincture or of 4,000 lads a month, for service on our vast the playing of this master 'cellist new commerce fleets, and under the new orderIt is equipped with a Heineman No. 3 Motor which records without rewinding andis The AEOLIAN-VOCALION of things it will be possible for Bangor, Maine,will play five guaranteed by the manufacturer. The Dambois Announcement and Mesa, Arizona, to hear in the same hour fame in musical circles, was born in Belgium inthe actual notes and phrases of such famous The large Tone Arm and Sound Box used is the 1889. Like most musical artists who are enti-chanteys as "Shenandoah," "Bound for the Riosame as used by other manufacturers of machines tled to be called "great," his extraordinary talentGrande" and "Blow the Man Down," for theselling as high as $200.00. became evident at a very early age.He made record may have them hard and fast beforeThe record cabinet has three shelves as illustrated. spring flowers bloom again. his debut before Her Majesty Queen Marie- Itis equippedwitha modifierand ballbearing Henriette of Belgium at Spa, playing the Saint- Even the nautically classic songs of Charles Saens concerto in "A" minor, and at the age ofDibdin, the song -writer par excellence of the casters. fifteen was acclaimed a virtuoso.He had wonsailor, may not be counted too old, in spite ofAll parts heavily nickel plated.This machine must unlimited praise from the leading critics heretheir 150 years, to find a place beside Caruso,be seen to be appreciated. and abroad. and Galli-Curci in the family cabinet of talking Let us send you a Sample Machine. At a recent recital which he gave in Aeolian machine records. Hall thelocal newspapers spoke ofhis per - Quite in keeping with the times, in fact, willWe carry a line of Phonographs from $9.50 up. be the rolling chorus of that noble sentiment to Write for Catalogue and Price List. H. J. SMITH-Jewel Manufacturer "The Lass Who Loved a Sailor"-that old-time MANUFACTURER OF-Phonograph Diamond and Sap- favorite with men of the sea: phire Reproducing Points-Recording Laboratory jewels R. L. Kenyon Mfg. Co. -Jewel Bearings for Electrical Instruments-Rough But the standing toast that pleased us most Diamond-Diamond Powder-Experimental Work. -Was "The wind that blows and the ship that Mexico, N. Y. Telephone 2896 Market goes, 833 BROAD STREET NEWARK, N. J. And the lass that loves a sailor." 66 THE TALKING MACHINE WORLD NOVEMBER 15, 1918 gift certificate, illustrated herewith, the success BOOSTING RECORD BUSINESS DURING THE HOLIDAY SEASONof which the past years has warranted its con- Record Gift Certificates Prepared for Use of Victor Dealers a Most Successful Method of Develop- tinued use. ing Record Trade-Convenient and Time Saving for the Dealers MILITARIZING THE HOME One thing the trade can apparently be sure offeel just sure of that friend's desires, a gift cer- is that the Christmas demand for talking ma-tificate will prove particularly convenient.The A Chicago Imperialist Would Employ the Talk- chine records for gift purposes will be fully equal certificate calling for records of a given value, ing Machine as a Factor to Attain This End to that of other years regardless of whetherand of the recipient's own selection, means that sufficient stock will be available to take care ofthe recipient is going to get just the records that A writer in the "Hit or Miss" column of the the demand. Many factors combine to makehe wants, and that he willfeel most appre-Chicago Daily News conceives the happy idea the giving of talking machines and talking ma-ciative both of the gift and of the spirit of the of militarizing the householder by the following chine records appeal to the average buyer. Thegiver. method: scarcity and advanced prices inall the usual To the .talking machine dealer the certificate "Some time ago we discovered that by rig- linesofChristmas goods, coupled withthewill save the sale of a customer who wants toging up the alarm clock to the phonograph so thatthelatter played `TheStar Spangled Banner' we couldin- A GIFT FOR -VICTOR RECORD CERTIFICATE ducethe family to CHRISTMAS DAY -- stand up at a proper AND EVERY OTHER DAY - hour oft h e morning A Victor Dealer Company and, at the same time, THE VICTOR GIFT CER- 1035 Main Street, Philadelphia, Pa. Afe-c/A 25? we could take the hor- TIFICATE eliminatesthe ror out of the alarm difficulties of selecting suitable clock's wild shrieks. gifts for your family and friends. 77 I Cf; 75ZZa,c-e-dx_/ 114 Var t° (4A, c/- 11-4-17 In is Properly endorsed, this Certifi- tit aoli this way there cate enables the recipient to nothing personal in this choose Victor Records from the ictor Records of any desired selection to the value of $Z`-6.\2° matutinal summons. Victor Catalogcomprising more There is the big idea- than six thousand selections. DOLLARS you can set up a me- This yearaboveallothers chanical tyrant, a just music will prove a source of Because music ofluour own choosing must please you best. one, to be sure, as in- inspirationandcomfortin the choice is left to you. may those Records bring youa exorable as the law of millions of homes 111.trrli tTolpifilmna ur0 '19)pg, nr. the Medes a n dPer- Sign your name on lower line, 24,2-1 sians, and yetescape the recipient's name on top blame. Itsmacks line and return to us, specifying the amount.The Certificate somewhat of socialism will be mailed to any address and Prussianism, but in you direct, timed to arrive on thesetimes we must 14:4, Christmas Eve. fightthe junker with fire.The army bugle callsserveadmirably in a phonograph -alarm Form of GiftCertificate for Use of Victor Dealers clockorderedhouse- Government's request that Christmas giving be give records, but hesitates about selecting them hold. From reveille to taps there is a signal confined to useful articles and not simply spe- himself. Itlikewise means that the recordsfor almost everything, a mechanical reminder cial holiday goods, will turn the thoughts ofcalled for in the gift certificate will be selectedof duties to be done. Of course, somebody many to music, particularly in view of the promi- after Christmas, and after the bulk of the holi-must adjust the alarm clock right along and nence that music has assumed in the affairs ofday rush is over, thus insuring a considerablechange the records, but we expect the manu- the country to -day. saving of time in selling records for direct giv-facturers of phonographs to take up this idea The campaigns now being carried on to in-ing during the week or two before Christmas,and give us soon a clockwork phonograph that fluence Christmas buying will, of course, andwhen the time of the salesman is most valu-will need but one winding a day.With one of for that matter are, having their effect, but, al- able. these in every home life should be one grand, though these campaigns may serve to spread Thegiftcertificateforrecordslikewisesweet, mechanical something or other." Christmas buying over a more extended periodbrings the recipient to the store with which he Righto!But hasn't our friend just observed than usual, there must undoubtedly be expected perhaps has had no previous business dealings, theresultof themilitaristic policyinGer- some holiday rush.To offset this rush and toand opens up for the live salesman a chance formany?Cause of real war!In these days when make the strongest appeal to the person whobooking a new record customer. the world is "fighting for democracy" we doubt desires to make an acceptable gift to a friend The Victor Talking Machine Co. has as usualif this militaristic scheme of making home life who owns a talking machine, but who does notprovided for the use of its dealers the attractive one grand, sweet sob will go "over the top." Don't Lose the Business Momentum It's Harder to Start and Gain Speed Than It Is to Keep Going-Don't Put on the Brakes We are putting forth every effort to back up our dealers, not only with available stock, but with sales promotion material and exploita- tion plans that will keep the pep in their business until conditions become normal. Our Business Now-and Always-Is to Help as Well as Wholesale NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 67

HIGHER PRICED MODELS 1111U1111111111111111111111111111111111111111111111111M111111111111 SOUGHT IN CINCINNATI Jobbers Have Hard Work to Get Machines toMR. "VICTOR" DEALER Satisfy Demands of Dealers-Big Vocalion Business-Wurlitzer's Victor Trade JUST THINK THIS OVER CINCINNATI,0., November 8.-Buyersinthe These are strenuous times and the DEALER who has his Christmas stock on hand is indeed for- Middle West areseeking thehigher priced tunate.As usual there will be a great demand for cabinet type machines.Are you prepared to meet models, this being the feature of the trade dur-this demand or do you intend to go through the most profitable season of the year WITH A LIMITED ing the latter part of October and will continueSTOCK? throughout November, according to a number of The the jobbers. Just now there is a wild scramble on the part of the jobber to get all goods possible.Each and every member of the trade looks forward to a complete clean-up of the stock which can i be accumulated between this week and the holi- CONVERTO day season.Dealers are using allkinds of Patented December 11. 1917 schemes to increase their supplies, but the material is not available. TALKING MACHINE CABINET The Phonograph Co., for one, is now receiv-has already solved the Christmas problem for thousands of DEALERS. These cabinets are made to ing freight in less than carload lots and someaccommodate the small Victrola models and double your profits when sold in connection with same.It shipments by express,thisbeing anovelty.also enables you to place a cabinet type machine at a moderate price within the reach of a class of Muncy Bros., Richmond, Ky., and the John B. people who will not consider any other make than a VICTROLA with all of the advantages of the more expensive models. Carlisle Co., Lebanon, Ky., have taken on the Present owners of the small Victrolas will readily appreciate the advantages of the "Converto" and Edison line. by circularizing this field in connection with your record business you will easily revive interest in your C. L. Byars, of the Aeolian Co., reports the line."CONVERTO" sales will result in increased RECORD sales. closing of the biggest October business in the Vocalion department in the history of the local The C. J. Lundstrom Mfg. Co., Little Falls, N. Y. Aeolian store in Cincinnati.Over 50 per cent. of the business was cash business, and most LUNDSTROM "CONVERTO" CABINETS are broadly covered of the instruments sold were of the larger types. by patents.Infringements will be promptly prosecuted. Each of the five salesmen in his department was given a 'quota for the last ten days of the month,andtherewasconsiderablerivalry STRONG SELLING POINTS among the salesmen in their efforts to exceed their quota.The last four days of the contest Lundstrom "Converto- Cabinetsare madein OAK and closed up in regular holiday fashion.With the MAHOGANY FINISHES and convert the small Victrola into a Liberty Loan drive closed and the epidemic con- handsome cabinet type. ditions rapidly improving, we have every reason Protects machine and records from dust. to expect November to be a big month. Provides receptacles for new and used needles. T. Sigman, Victor department, The Rudolph Placesagenuine VICTROLA Wurlitzer Co., reports excellent business during with the cabinet type effect into the October and the first few days of November, hands of the user at a price less than saying:"Mostly all of our dealers reported ex- isusually charged for cabinet ma- cellent business for the month of October, con- chines of unknown make. sidering the great shortage of Victor Victrolas Place Your Order Promptly and records, to say nothing of the influenza epi- Through Your Wholesaler demic.Accessories helped both the wholesale and retail departments of the Wurlitzer Co. to relieve the machine and record shortage somewhat. A specialdrive was made on record albums, recordcabinets,fibreneedlecutters, record lites, and books of the opera with excellent results. "'Buy now' was the Wurlitzer slogan for the past month and the early shoppers were very much in evidence. A marked increase inthe sale of Red Seal records was noticeable and we are looking forward to the November and December months to be the banner Red Seal record months." Restrictions are not bothering the Crystola Co., which expects to close the year with absolutely clean stock floors.The Cincinnati company finds it easiest to ship to all points of the compass but due East.Albert Swing, president, declares the outlook to be most favorable. Many of the dealers in the Cincinnati district were looking to the Cable Company to dispose of its stock of Victrolas from the Cincinnati store in chunks, but such is not the case.All Setting Victrola into Cabinet Suund DoorsOpen for Playinyj supplies have been shipped to the store at At- lanta. Converto Wholesale Distributors Austin, Tex TheTalkingMachineCo.of Milwaukee. Wis Badger Talking Machine Co. DEATH OF HERBERT MACK Texas 3Iohile. Ala Reynalds Music House. Baltimore, Md Cohen & Hughes Newark, N. .1 Price Talking Machine Co. Prominent Music DealerofIndianaPasses E. F. Droop & Sons Co. New York, N. V Emanuel Blout Birmingham, Ala Talking Machine Co I. Davega, Jr., Inc. Away After a Brief Illness Boston, Mass ...... Oliver Ditson Co. S. B. Davega Co. The Eastern Talking Machine Co. Omaha, Neb..... Mickel Bros. Co. Brooklyn, N. V American Talking Machine Co. Peoria, m Putnam -PageCo.,rnsteinInc. Herbert Mack, owner of the Sonora Music Buffalo, N. Y W. D. & C N. Andrews. Philadelphia, Pa The George D. Co. Shop, Elkhart, Ind., and also owner of music Burlington, Vt American Phonograph Co. Penn Phonograph Co., Inc. Butte, Mont Orton Bros. H. A. Weymann & Son, Inc. stores in South Bend and Laporte, Ind., died Chicago, Ill Lyon & Healy Pittsburgh, Pa W. F. Frederick Piano Co. Cincinnati, 0 The Rudolph Wurlitzer Co. C. C. Mellor Co., Ltd. at his home in Laporte recently after a brief ill- Cleveland, 0 The Collister & Sayle Co. Standard Talking Machine Co. ness following an operation for appendicitis.In Columbus, 0 The Perry B. Whitsit Co. Richmond, Va ...... The Corley Co.. Inc. Dallas, Tex Sanger Bros. W. D. Moses & Co. addition to owning the music stores Mr. Mack Denver, Colo. . The Knight -Campbell Music Co. St. Paul, Minn W. j. Dyer & Bro. Elmira, N. Y. Elmira Arms Co. Syracuse, N.Y W. D. Andrews Co. was assistant purchasing agent for the RumleyEl Paso, Tex. W. G. Walz Co. Toledo, 0 The Whitney & Currier Co. Co. in Laporte.He was forty years old and Kansas City, Mo J. W. Jenkins' Sons Music Co. Washington, D. C Cohen & Hughes .. . -.Schmelzer.Arms Co.' . E. F. Droop & Sons Co.'''' is survived by a widow. Memphis, Tenn 0. K. Houck Piano Co. 68 THE TALKING MACHINE WORLD NOVEMBER 15, 1918 the stereotyped which is so apparent in a great DETROIT'S BEST YEAR WERE IT NOT FOR STOCK SHORTAGEdeal of talking machine and phonograph adver- Good Reports From All Sides-Campaigns for Early Holiday Buying-Visits of Artists Help Rec-tising. ord Sales-Hudson Co.'s Talk -O -Gram Service-The Month's Interesting Budget of News William H. Goldblum, formerly manager of the Story & Clark Piano Co., is now manager DETROIT, MICH., November 6.-Only a shortagejobbers.Besides they have a talking machineof the music department at the People's Outfit- in the production of talking machines stands indepartment in all of their branch stores.Atting Co.He handles the Victrola and Stradi- the way of making this the best year for the their main Detroit store nearly forty booths arevara in talking machines. dealers.This statement is made after careful given over to demonstrating records. The J. L. Hudson Music Store is enjoying its interviews gathered from the leading men in The visit to Detroit by Caruso in Octobercustomary good business in both machine and the industry in Detroit and throughout the State.stimulated the sale of his records very mate-record departments.This institution handles It is also true that piano dealers are enjoying rially. His concert here was a tremendousthe Victrola, the Sonora and Cheney lines of good business, but nothing as compared to the success,thousands beingturned away after phonographs.Half of the first floor is exclu- talking machine dealers.It has been a fightevery available inch of standing room was dis-sively for record sales. with dealers to secure enough stock, both ma-posed of.On November 11 the noted Galli- The J. L. Hudson Co. has inaugurated the chines and records, butithas been afight Curci is scheduled for a recital, and already we Talk -o -Gram Service on the mezzanine of its worth while because the people have certainlyhave noted a number of attractive window dis-main store on Woodward avenue.There is a taken to talking machine products as never be-plays featuring her records. charge of 75 cents for four four -minute messages fore in their history. The influenza epidemic, which hit Michiganand the same number of replies, plus a 6 -cent Under the auspices of the Detroit Retail Mer-for three weeks in October, resulted in manycharge on each message for transmission.The chants' Associationacampaign has alreadytalking machine stores shortening their hours ofrecords can be shipped to soldier boys at Camp started, urging people to buy early for the holi-business.The State Board of Health put theCuster, and later the company plans to extend days and to carry home where they can do so,ban on amusements, public gatherings, etc., butthe service to other camps in the United States. as well as to carry home parcels unwrapped.this had a good effect on the sale of talking ma-This service is a feature of the Hudson Mili- Quite a number of talking machine dealers havechine records, as people were at home more than tary Shop, and is operated in conjunction with contributed to the fund.The campaign has al- ever.The State ban was removed on Novem-the Dictaphone branch of the Columbia Grapho- ready made good in co-operation with effortsber 6. phone Co. along similar lines by thedealers. For in- Max Strasburg, 74 Library avenue, is winding R. B. Alling, manager of the Edison Shop and stance, it is no uncommon sight to see peopleup his best year.Mr. Strasburg has a largethe Phonograph Co., of Detroit, is now at Camp carrying new recordsintheenvelopesun-stock of machines, having prepared for the ap-Taylor, Louisville, Ky., in the Officers' Training wrapped; dealers also report that during Octo-parent shortage months and months ago.This School. During his absence Frank Faul will ber they took deposits on more machines thanhas been ideal golf weather, and so Mr. Stras-look after his interests in the above companies. ever before-and all were for holiday trade, peo-burg has been spending considerable time in Letter received by The World correspondent ple making deposits to assure getting them. the afternoons out on the links. indicates that Private Peter C. Sweeney is now Grinnell Bros. and the J. L. Hudson Co. took Wallace Brown has opened his fall advertis-with Battery A, 328th Field Artillery, American an active part in the recent campaign to gather ingdrive on Brunswick phonographs. Mr. Expeditionary Forces, somewhereinFrance. records for the soldiers.They made windowBrown is having a big fall trade, and he has Mr. Sweeney was for three years connected with displays of the records brought in and even sentbeen driving home several excellent thoughts to the Edison Shop 3f Detroit, as manager of re- after large quantities.At the Hudson talkinghis patrons.One is that "music at home is the tail sales. machine shop old records thus received werebest and most economical way to enjoy the eve- J. Henry Ling, of the Ling Piano House, who first put through the cleaning process. nings during the coming cold winter months."handles the Columbia line, is showing samples S.E.Clark,general manager ofGrinnell Another point he brings out is that the shortageto his trade of a replayer, which he will, soon Bros., says his company isshort on talkingis getting serious in phonographs, that pricesput on the market.It is Mr. Ling's own in- machines as well as records, but that they arewill soon advance, and that now is the time tovention. doing everything possible to get more stock. buy.We must give every credit to Mr. Brown The Grosse PointeFurnitureCo.,Grosse Grinnell Brosare the only Michigan Victorfor the timeliness of his advertising-it is notPointe, a suburb of Detroitis using street cars NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 69 to boost the Edison line, which it handles ex- CONCENTRATE ON RECORD SELLING clusively in that millionaire residential section. A number of jobbers for various lines of talk- The Development of Foreign Record Business ing machines declare that business is good, and Can Be Made Profitable-Timely Pointers that right now they are not as anxious to put What Qualities Do on everybody without first conducting a rigid The shortage of records of what are termed investigation relative to credits."It's no trou-the popular sort having practically forced many You Demand In ble to sell your goods if you can get what thedealers to work more intensively on the selling customer wants," is their contention. of records of the standard sort now in stock Wallace Brown is now handling the Emersonor available, which in the past did not frequently A Cabinet ? records, featuring them at 65 cents. receive their full share of attention, has also During the month of October, through the co-brought about a more general appreciation of operation of the Phonograph Co., of Detroit,the opportunities for developing business among quite a number of recitals were given in De-the foreign element of the population. troit and through the State by Glen Ellison, Regarding the development of foreign record baritone, for the Thomas A. Edison Co., Inc.,business, "The Voice of the Victor" for Octo- the purpose being to create new interest in the ber says:"There's a reason why every dealer Edison phonograph. In Detroit three recitalsshould handle a foreign record business; a rea- were given before large crowds at churches andson that jingles merrily to the tune of a bag at the Masonic Temple, under the auspices ofof silver dollars.Yes, there's money in it- Frank A. Bayley, of Bayley's Music House, andmore to -day than ever before, and unless you're R. B. Alling, of the Edison Shop.Some of the afraid of the income tax you'll take our tip and dates set for the recitals through the State hadget these catalogs in circulation. to be canceled on account of the ban on public "They'll bring the business all right, and it's gatherings due to the influenza. However, amostly cash business.The foreigner is,as a series of these concerts will no doubt be givenrule, not prone to intrust his money to a bank. during November now that the ban is removed. He prefers to hide it in a stocking and pay for what he buys when he buys it.And his stock- EXPLOITING DECALCOMANIE ing is just bursting out at toe and heel, and bulging all over with bills and silver, forit's Samples and Information Regarding That Prod-wages that have advanced by leaps and bounds, uct Being Sent to the Trade and the foreigner isa wage-earner.But not all of the contents of his weekly envelope goes The Globe Decalcomanie Co., JerseyCity, into the family bank.No; a good share of it is N. J., are sending out to the trade a new pam-being distributed among different merchants for phlet showing the number of samples of theirluxuries and comforts he has always cherished products.Prices of various quantities of nameand could never before afford.If you're not plates are also included, as well as an untrans-getting a share of it,it's because you haven't ferred sample, which can. be used in an actualtold him of the hundreds of his native songs, demonstration.In speaking of business con-marches and folk dances he can have on Victor ditions affecting their industry this season one records. of the officers of the above firm recently said: "So first find out what nationalities are in- "The demand for decalcomanie products duringcluded among the foreign population of your thepast few months has been quite heavy.city, and then order catalogs in those languages. Manufacturers, of course, always placetheirGet one into the home of every foreigner in name upon their products and there are buttown, for they're all music -lovers, especially of Appearance? few dealers today who have not taken advan-the music of their native land. tage of the benefit a name plate gives them in "Put yourself in the foreigner's shoes for a keeping their business before the purchaser. minute.Imagine you're in a strange land where Individuality? you seldom if ever hear English spoken. As PAINE ARMY AND NAVY MODEL you're walking about the street you suddenly Finish? hear some such song as 'Carry Me Back to Old The Pathe Freres Phonograph Co. was recently advised by the United States GovernmentVirginny.' How would itaffect you?You'd Strength ? that its Army and Navy model had been se-be pretty sure to stop and listen, and then- lected for the U. S. S. "St. Francis," one of theyou'd find out the source of that familiar music. If you discovered thatitwas arecord you new members of the United States Navy.This THE CELINA CABINET instrument was chosen after keen competition,wouldn't hesitate long to buy that record, and a Victrola, if you could afford to.The foreigners has all these qualities.It and the Pathe Freres Co. is naturally gratifiedin your city would be affected the same way to learn that its Army and Navy model was theby hearing a song as typical of their country as is a cabinet the excellence ultimate choice for this new United States war-'Carry Me Back to Old Virginny' is of Amer- ship. ica, and, remember, they can afford to buy Vic- of which is readily recog- trolas and records. nized.Made by furniture "If one song is prized so highly by a stranger The VIVITONE in a strange land, think what the effect will be specialists.That is why it upon the foreigner when he gets a catalog listing stands out from others. Gives New Richness of Tone to many such songs.Songs which recall happy Your Favorite Records memories; patriotic marches that make his blood course more merrily through his veins, and folk This Tone Controller is the 1919 wonder Use the CELINA cabinet of the Talking Machine World. dances that bring back the nimbleness of youth to worn and tired bodies. and make your line distinct- Insert Vivitone in the needle post of the "Maybe you thought it was necessary to speak sound box. You will be delighted with the ive.They come equipped vivid, pure, vibrant tone that results. the different languages to deal with these people, but you don't.The ready reference labels are or unequipped. A special Shut your eyes and you imagine you are printed in English, and the Supplements in both hearing the living voice of the singer or proposition for dealer, job- the actual music of the instrument. English and the foreign language.Then, too, remembernumeralslookthesameinall ber or manufacturer. The Vivitone can be used with all phono- languages except Chinese, so the foreigner has graphs that use either ordinary steel or Tungsten needles. merely to point to the number of the record to make his wants known." We will be glad to send Each package contains four tubes, playing Some interesting information then follows re- thousands of records.Retails for 50 cents per package. garding the new and complete foreign record you all information catalogs just issued in twelve languages. Sample free to Dealers who write for proposition on their letter head. A feature of the recent 37th anniversary sale at J. N. Adam & Co.'s store in Buffalo was the CELINA FURNITURE CO. Vivitone Controller Company celebration of "Victrola week.""The real' purpose of this event," said the company, "is to CELINA OHIO 400, 401, 402 Bell Block, Cincinnati, 0. acquaintyouwithourfineVictrolahead- quarters." 70 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

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New York Talking Machine Company Chicago Talking Machine Company 119 West Fortieth Street 12 North Michigan Avenue NEW YORK CHICAGO

xitWri'VriVirTOrTitrwWW frictretutrativemtacirMbvi aa trAW'cltri6666 MOW &&& draredl dnitUrral & NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 71 FROM OUR HEADQUARTERS World Office E. P. VAN HARLINGEN, Republic Bldg., 209 South State St., Chicago Manager CHICAGO Telephone: Wabash 5774 CHICAGO, ILL., November 8.-Much activity isly paid no attentiontoaccessories, such asWeary Blues"; "Then You'll Remember Me," seen this month throughout the wholesale tradeneedle cutters, electric lights, etc., have wakened from "Bohemian Girl" and "Serenade"; "For - of Chicago due to the final spurt in makingto the fact that there is money to be made byYour Boy and My Boy" and "Freedom for All preparations for the rapidly approaching holidayhandling such parts, and have been laying in aForever"; "You'll Always Find a Lot of Sun- season.Many instruments have been manufac-supply of them.The popular patrioticrec-shine in My Old Kentucky Home" and "After tured during the past few months and set aside ords are still leading features. You've Gone"; "Rock -a -Bye Baby" and Wit - in anticipation of a heavy demand.The demand Establish New Empire Agency mark's "Hit Medley"; "Hindustan" and "Friv- is now beginning and nearly all manufacturers J. H. Stiff, of Atlanta, Ga., has been appointed olity." are prepared to deliver the goods.Some ofSoutheasternrepresentativefortheEmpire The six best Edison sellers for the month are: them were very fortunate in anticipating theTalking Machine Co., and will look after the"Just Like Washington Crossed the Delaware, new curtailment, which only permits the makingStates of Georgia, Louisiana and Alabama. General Pershing Will Cross the Rhine" and of six models.These particular manufacturers RepresentativeStiffwritesthe Empire Co."Makin's of theU.S.A."; "Indianola" and had been industriously working to get downthat there is a constantly growing demand for"Down in Jungleland"; "Dixieland Memories, their models to no more than six types, and soboth the Empire talking machines and the Em- No. 1" and "Dixieland Memories, No. 2"; "Rigo- were in a measure prepared for the curtailmentpire records throughout that territory. Thisletto Selections, Part 1" and "Rigoletto Selec- order, which went into effect October 28.Some isconfirmedbytheEmpireCo. fromthe tions, Part 2";"I'll Think of You-the Rain- of them formerly had as high as a dozen typesnumerous inquiries which they have receivedbowGirl"and"RainbowGirlFox -Trot"; of instruments, but somehow or other they gotfrom that section.Mr. Stiff is .a man of high"Zampa Overture," 1 and 2. the idea into their heads that an entirely newstanding throughout his territory and has had The six best Emerson sellers for the month line containing only six models would be per-long experience inthe wholesale phonograph are:"\Vhen You Come Back and You Will mitted and they had worked accordingly.Theyand piano business.He recently received hisCome Back" and "\Vhen I Get Out in No Man's are now having no difficulty in complying withfirst shipment of Empire samples, and in writ-Land, I Can Be Bothered With No Mule"; "Oh, the Government's request. Itisthe generaling to the company acknowledging receipt saidHow I Hate to Get Up in the Morning" and opinion that the new order will bring wonder-that he was greatly pleased with both the in-"Our Country's in It Now, We've Got to \Vin It ful results in the talking machine industry. struments and the records, and that they haveNow"; 'When I Send You a Picture of Berlin" For instance, consider the matter of finish.more than fulfilled his expectations.Since his-and "Oh, Frenchy"; "I'm Sorry I Made You Formerlyithas beenthecustomtohave appointment as Southeastern representative ofCry" and "I'm Always Chasing Rainbows"; perhaps half a dozen different finishes, the ob- the Empire Co. Mr. Stiff has closed quite a num-"General Pershing" and "April Smiles"; "Smiles" ject being tosatisfy atrade that wanted tober of new deals for the Empire black -facedand "Since I Met Wonderful You." match instruments up with parlor curtains, por- records.' The latest offerings of the OkeII library are: traits,etc. The new order, however, permits Six Best Sellers "Sing, Ling, Ting" and "Oh, Lady"; "Alimony the use of but three finishes, mahogany, oak The Victor Co. announce the six best sellersBlues" and "Three Pickaninnies"; "National Em- and fumed oak.The mahogany must eitherforthe month asfollows: "La Ronde desblem March" and"NavalReserveMarch"; be red or brown, but not both.This in itselfLutins" (Dance of the Goblins), "Love's Gar-"Keep the Home Fires Burning" and "There's will go far towards saving necessary coloringden of Roses"; "A Dream of Love" and "Mad-a Long, Long Trail"; "Hearts of the World" material. ame Butterfly"; "Oriental" and "Dodola"; "Forand "When You Come Back"; "Good-bye, Alex- The recordsituationisslightly improved.Your Boy and My Boy" and "\Vhen You Comeander" and "Mammy's Chocolate Soldier." The greatest change of allis announced in theBack"; "When You Sang 'Hush -a -Bye Baby' to Columbia Gleanings December advance list of the Victor Co.This Me." W. C. Fuhri, manager of the Chicago branch company has issued a notice that in lieu of the The Columbia Co. offer the following six bestof the Columbia Graphophone Co., in reviewing usual list of monthly records they are pressingsellers:"De Molay Commandery March" andthe status of the Western trade for the month an especially selected list of best sellers.It is,"Invercargill"; "Indianola" and "Oh, You La!of October stated:"The business transacted however, expected by the majority of the whole-La!"; "Everything Is Peaches Down in Georgia"was the greatest in our history.The tendency sale record men that even though their monthlyand "You're in Style \Vhen You're Wearing ais towards higher -priced models in machines, receipts are larger they will not be able to fillSmile"; "How I Hate to Get Up in the Morn-while the popular records continue to be the the demand which they expect to be made upon ing" and "Let's Bury the Hatchet"; "The Yanksleaders. We areinexcellent shape to take them during the next two months. Are atIt Again" and "\Ve Don't Want thecare of the holiday business." The retail trade is moving nicely, and theseBacon"; "Pickaninnies' Paradise" and "Every- The Chicago branch of the Columbia Co. has men are in a fair way to take care of their de-thing Is Peaches Down in Georgia." recently installed a new department, known as mands for both instruments, records and acces- The six best sellers announced by Pathe forthe city order department, which is in charge of sories. Many of the retail dealers who former-the month are:"Beale Street Blues" and "The (Continued on page73) NEW PRICES ON THE "WADE" FR E NEEDLE CUTTE

The Wade The WADE Fibre Needle Cutter The Wade Me"ORIGINAL"Re thiter

Fibre The 20(or mom) Fibre Needle BEFORE AFTER Cutter No. 1 - ORIGINAL REPO1NTS Cutter No.2 Price $2.00 Price $2.50 Write for samples and Trade Discounts or Order from your regular Distributor WADE & WADE, 3807 Lake Park Ave.,Chicago, Ill. 72 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

hetaVictrola This 24 - sheet

.. '1'.nms,...... 11, " 1 poster now and ready for keep smiling! distribution. -7/ Ask for prices. From $22 5° upwdrcl Easy terms Vim iJ Lyon& Healy. Wabash Ave.atJukson-Evelythinfirnown in Music

If Every Woman wantsaVictrola, but does she know thatyoursis the best place to get it? cA storeis judged by its advertising just as a person is judged by his clothes. (1Half the battle is won by "dressing" your advertisements attractively. This you can accomplish with the aid of the services we provide. 4j1 Just one sale will pay the cost of any of these services for a year. Lyon & Healy Victrola Advertising Victrola Newspaper Advertising Service consists of one Victrola Record Fairy, 24 -sheet Poster, $2.30 each in Victrola advertisement each week, including matrix of lots of five or more.Specify quantity. the illustrations, proof sheet and copy.Price $8.33 per Victor Record and Knitting Bags.Made of Kraft paper month. with string handles, 12c each in lots of 100 or more. Victrola Newspaper Advertising Half Service consists Specify quantity. of 26 advertisements per year, complete, at $4.17 per mouth. Small Instruments Newspaper Advertising Service, thirty-six illustrations per year, $4.17 per month. Victrola Art Window Cards.Printed in colors; four per month,i.e., two 14x22 inches in size; two 11x14 Piano Newspaper Advertising Service. Forty-eight illus- inches insize. They feature the new Records, $1.25 trations per year, free to Lyon & Healy dealers. per month. Soldier Song Books.Featuringthelatestpatriotic Victrola Art Covers.Use them instead of envelopes songs, 2c each; a splendid advertising novelty.Specify for mailing the monthly Victor supplement; beautifully quantity. printed in colors.Tell us how many you need; we will quote prices. TEAR OFF HERE Victrola Galli-Curci, 24 -sheet Posters.Lithographed in colors with name strip, $2.30 each in lots of five or more. Specify quantity. No charge for this Record Fairy Cut-out. We will send six of these 50c. cut-outs with each order for our advertising services received this month. Lithographed in full color, size 12x10.

Messrs. Lyon & Healy, LYON&HEALY Chicago. Please send me the service and 6 cut-outs. Victrola Distributors My name is CHICAGO My address is NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 73 Wherever You Go You are sure to find a dealer somewhere selling a talking machine "without a kick."His business is growing steadily.Why?If you investigate the instruments he handles you will find they are rightly Equipped.That's what counts!Equipment.Look over your machine's Equipment a second time and then just remember that The Chicago Cover Balance Number 1 is one equipment feature that builds a dealer's business.Can your dealers say they are selling talking machines "without a kick"?If not, write us at once and we will help put your machines on the market-"Kickless." The cover is "PUT" and "STAYS PUT" WE ALSO MANUFACTURE CONTINUOUS AND GRAND TOP HINGES

Chicago Hinged Cover Support and Balance Co. 2Cilk'it'io,1831rOg

(PatApplied Port COVER BALANCE No. I FROM OUR CHICAGO HEADQUARTERS-(Continued from page 71) G. I. Stanton.It is entirely separate from allsome wonderful speed and ingenuity in gettingturing of talking machines and is therefore a the other departments in the Chicago branch, out of a perplexing predicament recently causedvaluable asset for the Wilson house. such as country business,etc., the idea beingby the delay of their November shipments of Now General Manager of Fulton -Alden Co. quick and efficient service for those who call records. The records were several days late John R. Fulton, whose photograph is repro- personally for their orders. and for a while no trace could be found of theduced herewith, has just resigned as cashier of Frank Dorian, of the New York executive of- cars. However, after much long distance tele-the People's Bank of Waukegan, Ill., of which fices of the Columbia Co., passed through Chi-phoning, the shipment was located on a car re-he was the organizer and a heavy stockholder, cago recently on his way to Seattle. He waspair trackatFt. Wayne, Ind. After much accompanied by his family and in future will wrangling with the railroad company the ship- make his home in that city. ment was finally moved as far as the Burnside A. G. Decker, manager of the trade promo- Yards. This was on the night of October 31, tiondepartmentoftheColumbiaChicago and the records were to be on sale the follow- branch, announced the. arrival of a young lady ing day.It was then that D. A. Creed's in- at his home the other day. genuity came to the front.He got off a dozen Miss Florence Bell, who was formerly W. C.or more large motor trucks and with the cara- Fuhri's secretary, has arrived safely in Francevan made a quick ride of about thirty miles to with the Red Cross contingent.Her place inthe Burnside Yards.The train was already the Chicago branch is being occupied by herhooked up and waiting orders to pull into sister, Bessie. cago. Mr. Creed located the cars that con- Happenings at the C. T. M. Co. tained his shipments, backed his trucks up to L. F. Geissler, general manager of the Vic-them, unloaded them and sped back to the Chi- tor Co., and R. J. Keith, vice-president of thecago warerooms. Everyone in the office worked Chicago and New York Talking Machine Cos.,all night sorting the records, and at about 8 passed through Chicago a few days ago eno'clock the next morning the same were deliv- route to the East from a week's hunting trip inered and on sale. Canada.Both gentlemen had a lively time dur- Wade & Wade Announce New Prices ing the hunt and managed to bag a number of Wade & Wade, manufacturers of the well- fine ducks. Mr. Keith stated that there wereknown Wade fibre needle cutters, announce their eleven varieties of ducks in their bag. new prices, which went into effect November 1. Walter Geissler, assistant credit manager forThey are $2 retail for No. 1 and $2.50 retail for the Chicago Talking Machine Co., received a the No. 2 Wade cutter. wire from his brother, E. A. Geissler, general New Wilson Manager manager for the Geo. J.Birkel Co., Los An- Philip S. Ridgway, for many years connected John R. Fulton geles, that the latter's son, Ted, had died ofwith the Victor department of Sherman, Clayto become general manager of the Fulton -Alden pneumonia several days ago. & Co., in San Francisco, and for the past twoCo., of that city, manufacturers of the Fulton Corporal Emmett O'Connell, who was for-years manager of the Victor department of thetalking machine. Mr. Fulton organized the Peo- merly connected with the record department ofCable Company, is now manager of the phono-ple's Bank in 1900, prior to which time he had the Chicago Talking Machine Co., was reportedgraph department of Thos. E. Wilson & Co., been connected with the First National Bank killedinactionduring activitiesintheSt. succeeding thelateArthur L.Spring. Mr. for ten years.He has been associated as a Mihiel salient. Ridgway has wide experience in both the whole-stockholder with the Fulton -Alden Co. for some Mastered a Difficult Problem sale and retail branches of the trade.He istime, and he has been naturally in close touch The Chicago Talking Machine Co. showedthoroughly conversant as regards the manufac- (Continued on page 75)

5 TRANSFER NAME=PLATES We make the Transfer Name - Plates and Trade -Marks for the largest talking machine manufacturers in this country and for dealers in every state. YOUR NAME, Mr. Dealer, on every machine brings the owner back to you for records and his friends to you for a machine. Samples, Suggestions and Sketches Furnished Free

41 THE MEYERCORD COMPANY, CHICAGO Largest Manufacturers of DECALCOMANIATransfer Name -Plates

C .70 1-n re ri a r r tintnntirn rAtornivnt;ttlt.rilt tAftiltorni NOVEMBER 15, 1918 74 THE TALKING MACHINE WORLD

Two Great Selling Features Every Brunswick Dealer Appreciates

THE Brunswick Methodfeatures of The Brunswick of Reproduction has Method of Reproduction : brought about an increased[I] The Ultona and [2] The

volume of sales.Dealers Brunswick Amplifier. 1. everywhere join in praising A description of the Ul- this great idea. II tona is enough to make the Most dealers realize theaverage buyer anxious to see drawbacks to old methods of this new all -record player. The reproduction, and the pub- Ultona - lic, in becoming acquainted In speaking of The Bruns- a unique feature of The Brunswick with The B runswirickwick Tone Amplifier, we Method of Repro- state how The Brunswick duction.N o w Method, islosinginterest you can play all in yesterday's standards. attains superior reproduc- makes of records at their best. tionby complying with The House of Brunswickacoustic laws, and how we is educating the music -lov-avoid old conceptions. ing public to make comparisons.In its advertising in By studying our adver- national publications Thetising, you will note that it HouseofBrunswickis is pure selling copy, the stating compelling facts-exact arguments you and which few purchasers careyour salespeople can use to ignore. to great advantage.Itis straight from the shoulder, The current advertisingandpresentscompelling campaignspotlightstwo REASONS WHY.

This sui-er-phonograph, as our resources behind this pho- hundreds of Brunswick Deal- nograph and we know that an ers will attest, has won high even greater future is attain- rank asaprofit and friend - able. maker. And its popularity is More and morer:ThejBruns- ever increasing. wickis ',winning friends- everyone who hears:it-recog- We are proud of its recep- nizes its worth. We intend to tion and of the finedealer increase this appreciation of connections it has brought to The Brunswick-and every The HouseofBrunswick. Brunswick Dealer will profit We have placed our faith andthereby. The Brunswick B Amplifier The Brunswick-Balke-Collender Company a new idea in to n ereproduc- Branch Houses In Principal General Offices: Canadian Distributors tion, departing Cities of United States, Musical Merchandise Sales Co. Excelsior Life Building fromold - time Mexico and Canada Chit-go and New York. Toronto crudities.Tones hitherto lost are now brought out inrichclarity. NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 75 FROM OUR CHICAGO HEADQUARTERS-(Continued from page 73) with his brother, Robert Fulton, president of ment.This they did to a remarkable degree, trim their main show window.The prizes are the company, and has seen the development ofbut itis not surprising that the case was sac-divided into five lots, the first being a $100 Lib- the Fulton machine withitsfundamental vi-rificed in some degree to the instrument.The erty Bond, the second a $50 bond, the third be- bratory horn.He will very easily adapt hissecond development of importance was the de- ing $25 in War Savings Stamps, the fourth $15, broad business knowledge to the organizationparture from the old external horn type to theand the fifth $10. of which he is now an executive. cabinet type of machine, in which the horn was It was also announced that this unique and As the readers of The World already know,made an integral part of the cabinet and tookstraight -forward proposition is open to every- the company recently purchased the business of -the function of atone chamber beneath theone except to employes of the Victor Co. and the Metal Specialties Co., of Benton Harbor,operating parts of the machine.It was somethe Talking Machine Shop. Mich., manufacturers of motors, and W. R.time before any material change in type of cab- They request in their ad that their regular Everett, who founded that concern, will be theinet was made, but in the meantime the furnish- form of rules be applied for.The rules are then superintendentof the Fulton industry. Theing of homes of comparative wealth and re-sent out printed on a large sheet of paper con- company are also preparing to make their own finement had undergone a distinct change, andtaining space for applicant's name and address, sound box,forwhich greattonalmeritis the various period types had developed.Nat-etc., and numerous lines to guide the writer in claimed, and of a new cover support. A weekurally this company, which was primarily a fur-making his suggestion. ago the company established a Chicago office niture' manufacturing concern, was in touch with Of course the main idea of this contestis at rooms 309 and 311, 20 East Jackson boule-these changing modes. to get prospects for thesale of talking ma- vard. President Robert Fulton will be in per- "We produced the first cabinet without the chines.Therefore a small blank is attached to sonal charge of the office.While, of course, aslightest intent on our part of going into thethe end of the paper on which itis suggested full line of the company's machines will be onbusiness in a commercial way. My mother hadthat if the contestant knows of anyone who is exhibit and he will always be glad to meet visit-a machine in her home, and one day asked meconsidering buying a Victrola, will he or she ing dealers, he will devote a grea.t deal of timeif I couldn't make a new cabinet for it so thatplease mention their names and addresses on to marketing the company's motors, sound boxes it would harmonize with the Louis XVI stylethe blank. and cover supports with other manufacturersof furniture in her living room.I got working The list of prospects already received by the of talking machines. on the idea,'and, as a result, we built our firstTalking Machine Shop is amazingly large. Secure Protection of Console Type of Machineconsole type, which was the progenitor of this The "Self -Service Record Cabinet" A great deal of interest has naturally beentype in the talking machine field.It is a very Another new business -getting idea is the re- created in the trade by the announcement in last logical development.The console is, of course,cent installation of what is known as a "self- month's World that the Windsor Furniture Co.,in no sense a table.It is primarily an orna-service record cabinet."This is a cabinet con- of this city, has been granted a patent on whatmental pieceoffurniture, intendedtostand tainingsixty-threecompartments, each com- against the wall.Its utilitypartment measuring three inches wide by twelve asacontainer for maga-high and twelve deep.The total length of the zines, bric-a-brac and whatcabinet is approximately sixteen feet. not is only secondary.It The purposeistwofold.Thefirstisthat occurred to me that by in-records of which thereisaplentiful supply troducing the console typecan be placed in the cabinet.The customer is of talking machine it wouldatlibertyto make his own choicewithout simplyfitin beautifully inwaiting for the attendant and he may then go the decorative scheme of aback to the demonstration room and try it over u. jl room and thus avoidthe for himself.In this way much time is saved, introduction of anotherthe purchaser selects more freely and is apt to piece of furniture.That inpurchase proportionately. short was the genesis of the Again this "self-service cabinet" comes into idea with us, and it was notgood effect in the following manner.At times, long before we approachedin this store, as in all stores, more customers a few of our customers whocome in than can be taken care of by the sales- had been buying art furni- ladies.The saleslady cannot wait on more The Windsor Harmonizing With Surroundings turefromusf o rmanythan one at a time, whilst the customers are in years. Peoplelikethe ahurryto make their purchases andleave. is known as the console type of cabinet talkingTobey Furniture Co., of Chicago, grasped theAs is well known in cases of this kind, the im- machine, covering the location of the recordidea eagerly, and the popularity of this type haspatient customer will generally walk out with- file alongside of the machine itself.It is, ac-steadily grown. Of course, there will alwaysout waiting his turn.There the "self-service cording to H. C. Moyer, president of the 'Wind-be a large demand for the upright machines, butcabinet" comes totherescue,the purchaser sor Furniture Co., the first mechanical patent itis very apparent that the demand for the con-takes advantage of the liberties offered him and granted on atalking machine cabinet. The sole type of machine is rapidly growing amonggoes down the line of records, chooses the one patent was applied for something over threethose who can afford to furnish their homes inhe wants and takes it to the wrapping counter years ago and was finally allowed on Septemberthe most artistic manner." himself. 24 of this year. Start Window Dressing Contest Over each compartment of the container there "To my mind the development of the console The Talking Machine Shop of Chicagois is alittle sign telling the price and names of type of machine marks a distinct step in thenoted for original methods of attracting busi-the selections on both faces.The results ob- progress of the talking machine industry," said ness.One of the latest stunts is to inaugurate tained during thethree weeks or more that Mr. Moyer. "As I understand it, for very manya window trimming contest.They have in-this cabinet has been in service have more than years the whole effort by the three great firmsserted in the local daily papers a pen drawingpaid for its cost. who are the originators of the industry was toof their building and announce that they will The Victor Co., it is said by C. L. Davidson, develop the machine itself as a musical instru-pay $200 for the best suggestions as to how to (Continued on page 77) UNIVERSAL TONE ARM

PLAYS ALL Patent Applied For NO SPRINGS MAKES NOR WEIGHTS Talking machine manufacturers should an- OF RECORDS TO ADJUST ticipate their tone arm needs early to insure PERFECTLY prompt delivery.The demand for phonographs this Fall will be very large, and it MADE IN is the manufacturer who places his order WRITE earlythatwill be given the benefitof FOUR Empire service. Get in touch with us at US FOR LENGTHS once and secure our quantity prices on this PRICES splendid equipment. Address all inquiries to Chicago Office Sales Office: 425 SO. WABASH AVE., CHICAGO. ILL. THE EMPIRE PHONO PARTS COMPANY Factory: 1100-1108 W. 9th STREET, CLEVELAND. OHIO 76 THE TALKING MACHINE WORLD NOVEMBER 15, 1918 A Great Sales Power FOR EVERY

PHONOGRAPH DEALER

Every Hiawatha you sell means more sales. They act as an endless chain. Honest merchandise can always repeat. Every Hiawatha Phono- graph can be sold with your stamp of approval and backedup with your business reputation. Prepare for your i 1] Fall business.

FIVE HIAWATHA MODELS:$50, $75, $95, $125 and $175

IMMEDIATE DELIVERY Hiawatha Phonograph Company 209 South State Street CHICAGO, ILL. NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 77 FROM OUR CHICAGO HEADQUARTERS-(Continued from page 75) were very much impressed by this cabinet anding requests," said Mr. Fricke, "for repairs and it was learned he had sold one of the Cleartone took the trouble to send one of their repre-repair parts of motors and tone arms for theseinstruments that he appropriated. The detec- sentatives to the Talking Machine Shop to findmushroom machines, especially those placed on tives later found him at the home of one of out just how it worked. the market by dealers whose only object is tothe waitresses, Mrs. Helen Tracy, where he was Vitanola Co.'s Activities get hold of a few customers, make some salesenjoying aselection being played on one of As may be seen elsewhere in this paper theand forget whether the trade suffers or not.the missing instruments.Nicholson had told Vitanola Co. is formally announcing to the tradeSome ofthese motors and tonearmsare the woman that he was a veteran of both the that in compliance with the conservation requestbrought in by people who want them repaired.Philippine and Mexican campaigns and proudly of the Government itislimiting itself to sixActually a legitimate dealer would be ashamedpointed to a number of medals he was wearing. models, five cabinet machines and one art model. to offer such stuff to the public even as equip-Later he confessed that he bought these medals S. S. Schiff, general manager of the company, ment of a $10 machine. Nevertheless, thesefor ten cents each. has made several announcements as to this new dealers are getting prices similar to those being J. B. Schiff in Service of United States line during the past four months, as he had con- asked for the best make of machines. When- The trade of Chicago has once more asserted vinced himself that a new curtailment orderever we get a request for these type of motorsits patriotism and has given another of its well- would limit the number of designs to be manu-or tone arms from some new company we al-known members to the service of Uncle Sam. factured by any company.He believes that heways turn them down, and we also turn downThe latest recruit is Jeffrey B. Schiff, who was isvery fortunate in anticipating the Govern-requests for repairs on these parts. ment's desire. For the past four months the "We believe that an association of jobbers Vitanola Co. have been working along with their should be formed with acentraloffice, and new models, and have a plentiful supply on handthen whenever a jobber receives a request for to take care of their trade.The models sentthese cheap parts from any manufacturer the out up to the date of curtailment were only thename and address of that company should be six that had been manufactured previously. The turned over to the association and its members six models being offered at present are entirely warned not to have anything to do with them. new in design and construction.Methods ofThe sole object of such people is quick money. conservationof material have been followedWe know of instances where these fellows go in their construction to a maximum and a largefrom town to town, start up under new names, stock has been accumulated in preparation forget a lot of goods on thirty days and then dis- the Christmas trade.All of the old styles areappear, leaving a bunch of cheap machines in now discontinued. their wake and a bunch of sorrowful purchasers During the past few months Manager Schiffas owners. has been ceaselessly toiling for the benefit of "The time is ripe now for manufacturers and Vitanola dealers.In fact, he has been workingjobbers to get together and form an associa- so hard that he has gained the soubriquet "dou-tion for mutual protection.These mushroom ble service," due to his initialsS.S., from his companies show themselves time and time again associates.If he hears of a new idea being em-to be skips and bill evaders, and if record were ployed by some dealer, he goes over itthor- kept of them it would not only protect the job- oughly and gives it an acid test, determines itsbers and manufacturers, but would prove of merits, and then sits down and gets out a cir-great benefit to the small company that is just cular letter making it known to all Vitanola starting up." dealers.He has done much good for Vitanola Mr. Fricke made the announcement this week Jeffrey B. Schiff dealers by circularizing their that his company has made a fortunate pur-called to the colors on Tuesday, October 29. writing up ads for their local newspapers, and,chase of three thousand Stewart phonographs.About four months ago Mr. Schiff enlisted in in fact, doing everything possible to help them These instruments have been made since Julythe U. S. Naval Forces and made application get business.He has recently made a contract1. and the Stewart Co. asserts, according to Mr. forentrancetotheEnsign Naval Training with a national bill posting concern and hasFricke, that they are the only ones that willSchool on the Municipal Pier, Chicago. He was laid out copy for a new twenty-four sheet poster.be made by that company until after the war. formally notified on Tuesday to present him- These posters will be employed in vicinities ad- Pseudo Soldier Arrested self at the Great Lakes Naval Training Station jacent to Vitanola dealers' warerooms. According to an item which recently appearedand begin a three weeks' term ofdetention. A Timely Talk on a Timely Topic inthe Chicago Examiner, Robert Nicholson,His first day in detention brought him, as he G. C. Fricke, vice-president of the Lakesideformerly connected with the Cleartone Phono-states, under terrific bombardment.The first Supply Co., believes that legitimate talking ma- graph Co., 327 South LaSalle street, was turnedattack was from a hypodermic needle, as usual, chine dealers are seriously hampered in theirover to the Federal authorities charged withand then as soon as he got out of the surgepn's work by warehouses and auctioneers, who get posing as a soldier.Incidentally, he is said tooffice he was sent to the Quartermaster's De- holdofacheap machineofflashydesign, have admitted the theft of several phonographspartment.As he was walking along he was hit equipped with extra cheap motor and tone arm, from the Cleartone Co.Nicholson is quotedwith a mattress.He picked the mattress up, a machine that will sell from appearances only,as leaving his position a few days previous toas per instructions he received from the donor, rather than quality."We are constantly receiv-his arrest.He was followed by detectives when (Continued on page 79) We Distribute at Wholesale the OKEHRECORDs

Hill -and -dale cut.Double face, A Full and Splendid Line of Pa- 10 -inch size.Retails at 85c. triotic Music, Popular Songs, Dance Hits, Musical Comedy, Grand We Can Fill Your Orders Opera, Standard, Sacred. Monthly Bulletin Mailed The Star Spangled Banner GREAT ARTISTS !! Free for the Asking (Xcy) (Arr. by John Philip Sousa) Rand Write Us Now! NOW READY Magnola Talking Machine Company General Offices OTTO SCHULZ, President Southern Wholesale Branch 711 Milwaukee Avenue, Chicago CHICAGO 1530 Candler Bldg., Atlanta, Ga. 78 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

VITANOLA 17, $300 0 VITANOLA 12, $160.0 Brown Mahogany Mahogany or Oak Announcement

The Vitanola Company announces the complete new lineof Vitanolas-a new phase in the development of sound-reproducing instruments.New models, with many new and valuable improvements-and just in time VITANOLA 16, $200.00 VITANOLA 10,:$120.0 Mahogany or Oak for the holiday season. Mahogany or Oak The exquisitely designed cabinets, the enlarged and voluminoustone chamber, the improved motor, the new tone arm and sound box are all incorporated in our new models.

Write for Prices and Terms

VITANOLA TALKING MACHINE CO.

VITANOLA 14, $180 00 501-509 W. 35th St.' Chicago, Ill. VITANOLA 8, $90.00 Mahogany or Oak Mahoganyor Oak NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 79 FROM OUR CHICAGO HEADQUARTERS-(Continued from page 77) and he went on a few feet further and was Seven Wilson Styles to Select From struck by a pair of navy brogans.He was con- The loss of A. L. Spring, whose sudden death "The Blackstone" tinually bombarded for a half hour with vari-was such a shock to the local trade, has been (CONCERT MODEL) ous items of clothing and equipment and thendeeply deplored by the entire staff of Thos. E. assigned to his bunk.The latest reports showWilson & Co.But his successor, P. S. Ridg- "The Talking Machine with that heisgetting along very nicely andis way, is setting out with a firm determination to a Silvery Voice" tickled to death with his new undertaking. carry on worthily the work so well begun by Mr. Schiff is a nephew of S.S.Schiff, gen-Mr. Spring.The Wilsonian phonograph line eral manager of the Vitanola Co., and M. C.now includes seven models, and the company is Schiff, president of the company. Since hisin a position to fillall orders to a reasonable first connections with the Vitanola Co., shortly extent. In their advertising to the trade they after his graduation from Notre Dame Univer-are laying stress ,on the fact that the lineis sity in 1915, he became active with the Vitanola"backed by oneof the world's greattrade- interests and was soon appointed secretary ofmarks," meaning by this, of course, the famous that company.His work was of the highest"\V" design of the Wilson house, which is so caliber, for he is an excellent advertising man,familiar throughout the Middle and Western as well as correspondent. sections of the country. Helping the Dealer Fletcher Reproducer News "The traveling salesman who keeps tab on The Fletcher -Wickes Co., 6 East Lake street, just what his dealers are doing isthe fellow findtheir principal trouble these days to be who can help his company in a large measure,"how to frame excuses .for slow delivery to cus- said F. W. Clement, manager of the Chicagotomers who wait impatiently.At the moment branch of the Emerson Phonograph Co."He isof writing we are informed that a release of continually confronted in calling on his dealerssome more steel has now been obtained and with problems as to why records aresellingthat many orders which have been held up for or why they are standing still, and itis up towant of material can now befilledatonce. him to spread the good news in one case andWithout discussing the special acoustical claims lend a helping hand in the other.If he callsmade for the Fletcher reproducer,it may be on a dealer, and that dealer is making a phe-said candidly that the reproduction secured by nomenal success with his records, itis an easyitsinstallation on various machines we have matter for him to go over the latter's plans andhad the opportunity to hear is decidedly remark- find out just how he is achieving that success.able, especially in respect of bringing out low Then when he comes to the dealer who is prac-bass tones, in clarifying orchestral detail and tically standing still he can help tremendouslyin making piano accompaniments distinct and by going over the situation and suggesting somecleaninsteadofmuffled and halfinaudible. of the plans of the successful dealer..In thisThe Fletcher constitutes, in fact, a definite ad- manner he aids, not only the slowdealer, butvance in reproducer construction. his company and himself. Woodard With Emerson "For example, Iwill relate a case that may C. J. Woodard, one of the best-known whole- Retail Price, $150.00 sound out of the ordinary to talking machinesale representatives in the Chicago trade, is now dealers," he continued."Nevertheless it can beassociatedwiththeChicagobranchofthe Specifications tried out very successfully in a small town andEmerson Phonograph Co., and is looking after wonderful results can be obtained.One of ourthe territory comprised by Chicago and suburbs. Unusuallylarge,massive mcn reported how an Emerson dealer in a smallSince his connection with the Emerson Co. Mr. town inIndiana, who was asleep on the job,Woodard has opened quite a number of new ac- and handsome Cabinet woke up one day and began tosellrecords.counts throughout his territory, and Manager made from the finest select- This dealer had a very nice jewelry store andF. W. Clement is more than pleased with the ed foreign and domestic he carried a side line of talking machines andresults of his work.His most recent achieve- Emerson records.No one ever came into thement has been securing the well-known piano hardwoods; size, 50 inches place except an occasional man wanting a watchfirm of Julius Bauer & Co. as an Emerson ac- high, 23 inches wide and or a clock fixed, but they never bought records. count.This firm will handle the new 75 -cent The dealer looked out of his door one day and Emerson double-faced records. 24 inches deep; finished in saw business going onintheotherstores Brunswick Shown at Fair agenuine pianopolish, around him.The grocery store on the corner One of the most interesting and attractive mahogany only. Has finest was busy and out on the front sidewalk theybooths at the recent County Fair held at Can - had a stand displaying their wares.The same double spring motor; uni- case with the furniture dealer.His wares were versal tone arm; playing also on the sidewalk.The dealer then looked around his own store and made the discovery perfectly any disc record that his talking machines and records were in made. Equipped with the the back part of the place, almost entirely hid- latest style tone amplifier den from view.A happy idea struck him.He took them out from the back and put a few and modifier.Special res- machines on the sidewalk, with a record rack onantsoundchamber as well.One of the machines was started to work and soon there were several people around scientifically constructed on it listening to the music.The dealer then put acoustic principles.Un- the customary window hangers in his window, Kenny Bros. Co.'s Exhibit usually large record filing and soon the whole town was wise to the factton, Ohio, was that of the Kenny Brothers CD., that they could buy talking machines and Emer-of that city.The booth, as will be seen from space. son records in that store." (Continued on page80) Unusually liberal discounts to dealers, thereby insuring unusually good profits. Cabinets Cabinets Cabinets Write us for full particulars -also about our exclusive For dealers, wholesalers and jobbers or those who desire agency in your territory. to sell their own brand, style and make of talking machines. Let us figure on what you desire. We are not too busy to Jobbers Attention build your cabinets. We make special machines under your own name, on contracts of sufficient size, when desired. Chas. Passow & Sons GARVIN-BROWN CO. 2121 to 2141 ALLPORT STREET CHICAGO, ILL. 2501-2503 N. Western Avenue, CHICAGO, ILL. 80 THE TALKING MACHINE WORLD NOVEMBER 15,1918

We Have Purchased from the Stewart Manufacturing Corporation 3000 Stewart Model "C" Phonographs All these machines have been built since July 1,1918, and so have all latest improvements including brass bearings on motor, ground shafts, cut gears, etc. The retail prices are $8.50 east of the Rockies ; $9.00 west of the Rockies; $9.50 in Canada and $10.00 in Western Canada.(Write for Whole- sale Prices.) Packed in individual cartons, 5 or 6 to a case When present stock is exhausted no more of these machines will be available till after the war. We can supply you with phonograph hardware, mica diaphragms, tone arms and motors. We maintain an expert repair department and can supply parts for nearly all types of motors and tone arms. LAKESIDE SUPPLY CO., Inc., 202 South Clark St., CHICAGO, ILL. PHONE, HARRISON 3840

FROM OUR CHICAGO HEADQUARTERS (Continued from page 79) theillustrationon page79,wasartisticallyvantage of abooth atthefairwherein weoperates a chain of drug stores, and handles decorated and contained afullline of pianos,could show our goods directly to perhaps morewell-known brands of talking machines and rec- player pianos and Brunswick talking machinespeople than the newspapers reach, we obtainedords which are extensively advertised.Since handled by that company. results that were far beyond our expectations. taking on the line the company had been doing R. W. Kincaid, manager of the company, is "The Brunswick made quite an impression on alittle business, but not insufficient amount seen in the right hand side of the booth.In visitors to our booth because of the fact thatto satisfy the manager.After investigation the commenting upon the success of the fair, Mana- thousands of visitors were enabled to have anmanagement came to the conclusion that it was ger Kincaid, stated that the County Fair heldactual demonstration.Its beauty of design andnot worth their while to go into the talking main Canton each year is one of the very biggestfine tonal qualities favorably impressed thosechine business as a side line and were on the events, and as a general rule all business men who heard it, and as a result we made numer-point of throwing the instruments and records take advantage of the opportunity to show aous deals while the exhibition was on.Not out entirely.Then they made the discovery line of their wares. "We are advertising theonly were we successful with our Brunswickthat the business was on the increase in one of Brunswick line extensively in the newspapersdemonstration, but our piano demonstration-their stores.So they watched this store for a andhave had some wonderful results throughand we handle a good line of pianos, the Gul-couple of weeks. The business kept on in- thismedium, butIfound that by taking ad -bransen and Brinkerhoff-also received consid-creasing. erable attention." Their curiosity was aroused and they made a Western News Co.'s Expanding Business further investigation.Then they found that The Western News Co., of this city, reportone of the boys who wrapped up the packages "Orotund" and "Superior" excellent developments in their wholesale tradeand made deliveries of goods was making use during the past month.Agencies for the com-of the talking machine record circulars that were pany are being placed, and already have been es-under the counter. Attachments, Tone Arms tablished in the States of Nebraska, New York, It seems that both the talking machine com- Ohio, California, Minnesota, Illinois, South Da-pany and the record company had sent out to and Jewel Points kota, Indiana, Connecticut, Alabama, North Da-all of the stores a supply of small leaflets, ad- kota, Texas, Oklahoma and Mississippi. Thevertising the instrument and records, and these for company is offering special advantages at thiswere supposed to be sent out in the monthly time to responsible corporations, firms and in- mailing list or else kept on the counter.They PERFECT TONE dividuals who desire to tie up to a large pro-had been placed, however, under the counter gressive and completely organized institution,where no one could see them, and in this par- Recommended by all expert dealers and which is able to produce and actually is produc-ticular store the errand boy was making use of manufacturers. ing a phonographic musical instrument of the them to wrap up packages.As a result every- The "Best" because they will playall most splendid type, containing an array of real one who had a package delivered from this store makes of records perfectly, with the least talking points and built under conditions whichreceived a couple of circulars, and this in turn mechanical and surface noise, also most absolutely guarantee the finest mechanical andresulted in calls on the drug store for both rec- safely. musical results.The Tel -O -Tone, which is the ords and machines.Of course, the boy was un- name of the company's phonograph, is being "Orotund.' and "Superior" attachments produced now in adequate quantities and in five Equip Your Phonographs With are scientifically made and perfect in ac- styles, which retail from $85 to $200.The popu- tion. The only attachments which will give larity of the line is becoming thoroughly estab- Perfect Automatic Brakes satisfaction when operated according to lished and all who have seen and heard it are instructions. loud in its praises. All up-to-date dealers should handle at- When the Western News CO. undertook to tachments as there are many favorite rec- go into the phonograph field they also deter- ords in the world's library made in both mined to go into their new undertaking so thor- Samples Also made hill and dale and lateral cut lines. oughly well that from thestart they should $1.00 Each with long have only the best, without comebacks. Attachments made tofitallstandard They Cash with order brake shoe makes of talking machines. chose to make a high-class article, mechanically and acoustically right, beautiful to listen to State make for 1 inch Write for prices and descriptive circular. and beautiful to look at.The motto of the of tone arm used offset Tel -O -Tone, "The Soul of Music Dwells With- in," is appropriate in every sense.The com- Combination Attachment Co. pany's retail warerooms in Chicago are in the Patented Aug. 28, '17 famous Republic Building. Simple construction and easily attached. 20 E. Jackson Boulevard Why Advertising Literature Should Be Used Made in four styles to fit any make of tonearm. A simple method of advertising that pays was Write for attractive quantity price Chicago, III. brought to the attention of the Chicago office of The World recently.The story is as follows: PERFECT AUTOMATIC BRAKE CO. Up on the North Side there is a company that Room 400, 425 S. Wabash Ave., Chicago NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 81 FROM OUR CHICAGO HEADQUARTERS-(Continued from page 80) conscious of what he was accomplishing byare greater than he anticipated and from the The department store of L. Klein, at Four- using these circulars in wrapping packages, butway he looks at it there will be an enormousteenth and Halstead, one of the biggest de- when the management ascertained the resultsdemand for these records.Instead of the regu-partment stores outside of the loop district, has orders were given that the same plan be fol-larmonthlyreleasestheVictorCo.have also installed a complete line of Brunswick in- lowed at the rest of their stores. selected with care sixty-nine of their best sell- struments.This dealwasbroughtabout Xmas Posters Ready ers during the past twelve months and the press- through the efforts of Alburn Lippitt, who han- The Victor Department of Lyon & Healy is ing plant will turn out these numbers only. dles the Chicago territory for the Brunswick Co. receiving an unprecedented demand from their Fire Laddies Happy New Vitanola Catalog dealers throughout the country for their new Swift & Co., one of the world's greatest pack- It has just been announced by the Vitanola twenty-four sheet service posters.These post-ing companies, have just purchased a Bruns-Co. that their new catalog is off the press.This ers are designed to remind the public that thewick phonograph from theretailBrunswicknew catalog is highly illustrated and unique in Christmas season isfast approaching and that store.The instrument together withafine many ways.Its design is entirely different from the instruments and records mentioned thereonselection of Pathe records was presented to Fireanything that has ever been offered the dealers are very suitable and appropriate as ChristmasEngine Co., No. 40.This engine company is before. gifts.The posters are printed in such a waystationed in the center of the stockyards. Orders Are Steadily Increasing that a space isleft whereon the dealer's name New Brunswick Agents S. A. Ribolla, manager of the Central States and address can be printed. It has just been announced that the WadeDivision oftheOtto Heineman Phonograph L. C. Wiswell, manager of the Victor depart-Graphophone Shop, 14 North Michigan avenue, Supply Co., reports the demand for motors as ment for Lyon & Healy, stated that the re-have taken on the entireline of Brunswickvery active with orders coming in in increasing quests for December releases of Victor recordsphonographs. quantities daily.

Why Is The Empire So Popular? Read This Letter from a Dealer :

EMPIRE TALKING MACHINE CO., OCTOBER 21sT, 1918. CHICAGO, ILL. Gentlemen: Kindly duplicate my last order for October records and send them at once, also send me as soon as possible the machines which I ordered from your representative several days ago.I am entirely out of machines -had a big run on them lately and I can only attribute the reason for same is that you now have a good combination, good machines and good records, and we hope to see you continue improvements on the records. Yours very truly, Name furnished on request. 00 W1,10 0 00 00 0000 0010ooaa o o eao e opaeopo000000S

IB1

B rttl for our new catalog tt and record supplements. Our list of December Rec- tt ords contains 20 numbers. Our agency proposition These with the addition will also be sent you with of the 15 numbers in the these. November list and 20 in the B B tt Do so today-before some October list make a total A other dealer in your local- of over 100 selections, and K LB ity beats you to it. offer a large variety of the E3 latest musical successes. 0 0 For list of December Em- 0 pire records see the Record 0 0 tt Bulletin in thisissue. 0 0 Ll 0 0 4 0 0 El

B ttBIBI 0 000 st 0000000 ttB WitgggaFikiTifgli DBMOM B AAMM

The merchant who sells Empire Machines is selling more than just an ordinary talkingmachine-he isselling a satisfaction which becomes an ever-increasing asset to his business.Empire machines make happy homes and prosperous merchants-you can build up a profitable phonograph department by handling Empire machines.You can get the exclusive Empire agency in your city without investing a large amount of money. Made in 12 models, retailing from $32.50 to $500.Each model is constructed with the utmost care and the Empire tone arm will play any make of disc record perfectly.

EMPIRETALKINGMACHINECO. John H. Steinmetz, President 429 South Wabash Avenue, Chicago, Ill. 82 THE TALKING MACHINE WORLD NOVEMBER 15, 1918 FROM OUR CHICAGO HEADQUARTERS-(Continued from page 81) attention to looking after the executive office R. C. WADE CO. INTRODUCES THE " TONOFONE" NEEDLE of the R. C. Wade Co., Inc. Newly Organized Company With Ample Capital and a Strong Business Organization Formed for An extensive publicity and selling campaign the Purpose of Manufacturing This New Needle, Which Is the Invention of R. C. Wade has been inaugurated.In general the company purposes following established customs of the Cnrcnco, ILL., November 4.-The R. C. Wadetion with the other and ordinary needles nowphonograph and musictrade-itintendsto Co., incorporated under the laws ofIllinois,on the market. work, first, through the jobber and distributor, makes its formal bow to the talking machine in- The company, as will be noted by its advertis-but, until the entire field has been thoroughly dustry this month and announces thatit hasing, has sufficient confidence in the merits ofcovered through this medium, it proposes mak- finally perfected its new needle, to be knownthe needle to give an unqualified "money -back - ing sales direct to and opening accounts with as the "Tonofone," and that it is now ready forguarantee." Itclaimsthattheneedlewill the retail dealers, as a means of paving the way the market.It is the invention of R. C. Wade.play all records, both vertical cut and lateralfor the jobber. Itis worthy of mention thatthis Tonofonecut, and says "fix the needle securely in the In a recent letter to The World's Chicago needle is not just an accident, but a product ofsound box and without readjustment play recordoffice the Wade Co. states: "In general we pro- long, intelligent study and the result of tireless,after record."But for best resultsitadvo- pose conducting our business along lines that patient experimenting. cates playing not more than about fifty recordsare strictly in keeping with good business ethics. Mr. Wadeisan electrician,aclever ma-with each needle-which, however,isby noWe are convinced of the superior merit of our chinist, a mechanical genius, and withal a greatmeans the needle's limitations. own product and, without disparaging or con- lover of music.As long as four years ago he Meanwhile, the proposition grew beyond Mr. demning any other, we shall try and try hard, by became interestedinthepossibilitiesof theWade's financial means and, after enlisting theall fair means, to convince the public that Tono- phonograph needle as a medium of sound repro-interest of two or three immediate friends, a fone needles are all we claim for them." duction. He conceived the idea of a needlecorporation was formed to provide the neces- The R. C. Wade Co. maintains a general of- "that wouldbesemi -permanent,thatwouldsary additional capital and to carry on the busi-fice at 29 South La Salle street, and its factory bring out tonal qualities impossible by means ness.Mr. Wade was honored with the presi-is located at 538 South Dearborn street, Chicago. of the ordinary steel needle and, at the samedency, W. W. Gorham was made vice-president time, eliminate those extraneous sounds that soand Dorchester Mapes secretary and treasurer. WORLD PHONOGRAPH CO.'S PLANT greatly mar phonograph reproduction." TheThe original incorporation was for $2,500, which longer he worked the more enthusiastic he be-has now been increased to $50,000, with some-New Establishment in Chicago Well Equipped- came and the perfected Tonofone needle is thething over $30,000 paid in in cash, machinery, Chas. Brown Is Superintendent result. general equipment and patents. The issued This needle is made of a combination of mu-stock isallin the hands of the originalin- CHICAGO, ILL., November 10.-The plant of the sical metals, specially treated for the purpose.vestors and the balance is held in the treasury.World Phonograph Co., of this city,is unique The shank metal is adapted, both musically andThe company is offering no stock to the public. inbeing oneof mechanically, to receive and carry the needle Mr. Gorham, the vice-president, has had a thef e w plants point proper, which, by process of the Wadewide practical experience in general merchandis- which toallin- construction, is so securely embedded in and fas-ing and will devote such of his time as is re- tents and pur- tened to the shank as to make the entire needlequired to the sales development of the business. p o s e s manufac- practically one piece.The needle point is bothMr. Mapes, secretary and treasurer, has been turest h ecom- ductile and resilient and is burnished smoothconnected with "big business" in Chicago for a plete machine un- and so.shaped that it follows the groove of thelong time.He was first and for many years in der oneroof. record, picking up and transmitting, separatelythe employ of Franklin MacVeagh & Co., whole- The factory isa and distinctly, the most minute undulations orsale grocers, entering their service as office boy large five -story sound waves-without scraping or scratching onand graduating as head credit man and general affair with base- the bottom of the groove.In a word, Mr. Wadeoffice manager.He subsequently served in the ment,occupying contends that the Tonofone needle is mechan-lattercapacitywiththeSimmonsCo.,the the space of 50 by ically and musically correct. world's largest manufacturers of metal beds. 125 feet, and laid Mr. Wade'sfirstneedles werenecessarilyMr. Mapes is now president of the Platinum out in such a way crude and, while satisfactory in a measure, be-Mining & Milling Co., which operates the Ram- World Co.'s Factory that each ma- ing made by hand, the process was slow and thebler Mine in Wyoming, this mine having thechine during manufacture is moved but a few costprohibitive. This,again,broughtMr. unique distinction of being the only lode -vein, feet at a time instead of being started on one Wade's inventive genius into play and he in-platinum -producing mine. He was one of thefloor and taken to an upper floor and then back vented and has developed an automatic machine,charter members of the Chicago Credit Men's on which patents are pending, which turns outAssociation and served on their board of di- the perfected and completed needles at a raterectors for several. terms.His affairs are now that permits of their being soldincompeti-in such shape that he can and will give his first

Our Repair Department

WE ARE EQUIPPED TO DO REPAIR WORK OF ALL KINDS

Our experts are men of 20 years' experience in the assembling and repairing of all the mechanical parts of a talking machine World Phono. Co.'s Cabinet Shop to a middle floor before itis assembled.It is and are capable of repairing and adjusting any kind of a a daylight plant equipped with the most modern motor, sound box or any other part of any make of machine. machinery. All work guaranteed to be satisfactory in every respect. The World Co. is very fortunate in securing Efficiency and quick service at all times, with reasonable prices. Send us your repair jobs and they will receive prompt attention

INCORLPAOWRSAOT FEDILULINNDOEIRs THE

,d,eignrs, SUCCESSORS '11C3rde T tailtariliiis.DiCleZCords. TRADE MAR .f Standard Toth.. Machine Co. World Phono. Co.'s Cabinet Room United Talking Machine Ca. Talking Machine Supplics, Ete. CONSOL.A" Harmony Talkina Machine C.. CABLE ADDRESS the services of Chas. Brown as factory super- O'NeilbJapnee Co. 227 W. Lake Street, CHICAGO. ILL. 'CONSO' Aretilso Ca. intendent.Mr. Brown is a man of long experience, having devoted practically all his indus- NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 83 FROM OUR CHICAGO HEADQUARTERS-(Continued from page 82) triallifeto the manufacture of talking ma-of the business is being looked after by Ernest A. L. SPRING DIES SUDDENLY chines.Under his supervision the plant is rap-G. Cook, who issecretary and general man- idly being brought up to the highest efficiency.ager of the company.Mr. Cook is a man ofProminent Chicago Piano and Talking Machine long selling experience, the result of which is Man Passes Away After Attack of Double shown by the number of big houses he has Pneumonia-Had Long Career in the Trade landed as distributors for World phonographs in the comparatively short time he has been at CHICAGO, ILL., November 4.-Arthur L. Spring, the helm. one of the best-known piano and talking ma- Since he has been associated with the concern chine men in the country, died at his home in he has sacrificed the quantity and not the qual-Chicago on Thursday, October17,of double ity of his models.For this reason he has con-pneumonia. Mr. Spring was one of the men fined his output to two models.These can bein the trade whom everybody thought well of. had in oak or, mahogany.Mr. Cook believesHe was said, by those who knew him, to be a that by concentrating the company's energies infriend of a kind that is few and far between. this way he can reduce the cost of manufacture Every place he went, and he traveled the coun- to a great extent. try for a good many years, he was always wel- The World Phonograph Co. have recently es-comed with a hearty handshake, as his lovable tablished two new branches, one at 202 Guardian disposition was unforgettable. World Phono. Co.'s Woodworking Shop Building, Denver, Colo.This branch will at- He received his early training as a piano man It is centrally located within ten minutes' walktend to the wants of the Western part of thewith the firm of M. Steinert & Sons Co., of Bos- of the loop, and is in the immediate vicinity ofcountry.The other branch was established at ton, seventeen years ago.After several years Chicago's greatest freight yard center. 4400 Euclid avenue, Cleveland, 0., to take carewith this firm he resigned and became asso- The supervision of sales and general conductof business in that section. ciated with Denton, Cottier & Daniels, of Buf- falo, with whom he remained for a period of fouryears. Upon severinghisconnections with this firm he went to St. Louis as sales manager of the Aeolian Co.'s branch in that city. He served in this capacity for about six years Dealers, Jewelers, Phonograph Merchants and then went over to the old Detroit branch of the P. A. Starck Co., where he remained for GUARANTEE your profits with satisfactory sales and two years. He then returned to the Aeolian Co., and was connected with their wholesale Vo- gain the everlasting gratitude of your customers by ac- calion department up until about ten weeks ago, quainting them with the when he assumed both the wholesale and retail managerships of Thos. E. Wilson & Co., talk- BLOOD PHONOGRAPH PRODUCTS ing machine division.Two weeks ago he made a trip to St. Louis in the interests of this com- That it is a BLOOD invention, manufactured under the personal supervision of Mr. Blood, ABSOLUTELY GUARANTEES the trade that it is of the best in the world. pany. While inSt. Louis he contracted the influenza, which caused him to return tohis home. He is survived by a widow and three children, one of whom is but three months old. His BLOOD'S CONCERT REPRODUCER body was shipped to Buffalo, N. Y., where his wife's parents reside. Be it said to the credit of his last employers, created an immense sensation during the War Show in Thos. E. Wilson & Co., that everything pos- Chicago when it was estimated that over 250,000 people sible was done by them to assist Mr. Spring and heard it.The result -75% of the first output was sold at his family in his last hours. retail from our own shop, with less than 2% returns. Every day brings happy expressions from purchasers. VOCALION AGENCY FOR PEARSON CO. Prominent Indianapolis Piano House to Repre- MANY DEALERS in Chicago, some of the largest in sent the Aeolian Co.'s Vocalion Products, as the Trade, have proved that the BLOOD REPRODUCER Well as the Pianola in That City is a "dead -sure" seller-in fact, sells itself upon hearing. An important announcement has been made by the Aeolian Co. to the effect that the agency When they feel that a talking machine customer is getting for the Aeolian Co. line of Vocalions and Vo- away, they slip on a BLOOD REPRODUCER and calion records in Indianapolis, together with the "clinch" the sale. Pianola and piano lines, has been placed with the Pearson Piano Co., the old -established and AS AN ACCESSORY, you will not alone "drive home" prominent piano house of that city. The arrangement comes at a most opportune satisfaction on your own past phonograph sales, but also time, inasmuch as the lease on the building oc- profit on the past sales of your competitor. cupied by the Aeolian Co. branch in Indian- apolis will expire shortly, and in placing the The BLOOD REPRODUCER does not "resurrect cre- agency with the Pearson Co. the Aeolian Co. will be enabled to close that branch, with the ation" butsimply reproduces NATURAL AS LIFE, feeling that they will have most adequate repre- which makes it a ready seller at $6.00 (Mica) and $7.00 sentation throughout the territory.The Pear- (Mica, Gold) when fitted with the proper flanges for the son Piano Co., in addition to its store in In- dianapolis, also operates a half dozen success- machine you wish to equip. ful branches in various parts of the State. The Pearson Co., fully alive to the prestige WATCH THIS SPACE that goes with the agency for the Aeolian Co. product, have arranged to devote their excel- for other remarkable BLOOD Phonograph Accessories lent facilities to the fullest degree in the ex- ploitation of the Aeolian-Vocalion and Vocalion which will be announced from time to time. records.A special department will be devoted to Vocalions, for which there is a big field in Indianapolis and vicinity. Order Your Blood Reproducer NOW The Pearson Co. have arranged to take over the stock at present on hand at the Aeolian Co. Usual Discounts.Samples and Shipments sent C. 0. D. to all branch, and the work of transferring the stock is already in progress. 59 EAST VAN BUREN ST. The charter of the Quincy Phonograph & Art Phonograph Repair Shop CHICAGO, ILL. Co., 411 Hampshire street, Quincy, Ill., has been dissolved.The business was taken over last ,March by A. F. Odell. 84 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

Knights o' the Road Your catalogs are your traveling salesmen. They go into every home in your territory. Get a supply of the New Catalogs and put them to work for you. Columbia Graphophone Co. NEW YORK

MRS. E. J. BREWSTER IN CHARGE NEW BOOK BY WM. MAXWELL DORIAN COMBATS WAR REVENUE BILL Appointed Manager of Sonora Phonograph SalesVice -President of Thos. A. Edison, Inc., Com-Chief Auditor of Columbia Graphophone Co. Co.'s Fifth Avenue Salon pletes Interesting Work on Salesmanship Spends Ten Days in Washington and Receives Promises of Favorable Consideration of Argu- Mrs. Edmond J. Brewster, who has been as- William Maxwell, vice-president of Thomas ments Before Bill Is Reported to Senate sistantmanager oftheSonora PhonographA. Edison, Inc., has completed a new book on Sales Co.'s Salons at Fifth avenue and Fifty-salesmanship which isto be published by the Marion Dorian, chief auditor of the Colum- third street for the past two years, has been bia Graphophone Co., returned recently from a placed in charge of these handsome demonstra- ten-day stay in Washington in connection with tion rooms. the new War Revenue bill.Mr. Dorian ap- Chas. S. Ellis, formerly manager of this es- peared before the Senate Finance Committee, tablishment, has been called to fill the vacancy which now has the bill under consideration, and occasioned by the death of H. W. Bender, for- interviewed the different members of the com- merly manager of the Sonora retail warerooms mittee as well as other members of the Sen- at 279 Broadway. ate, in the interests of the talking machine in- Mrs. Brewster has been in charge at the Fifth dustry.Mr. Dorian stated that his arguments Avenue Sonora Salons since October 1,and for a more favorable consideration of the talk- during the month of October her sales totals ing machine interests were well received, and for the month were double the figures for last that the members of the committee promised October.November has started in equally as to give them careful attention.The chairman well, and, judging from all indications, will show of the Senate Finance Committee promised that asubstantialincreaseoverlast .year. Mrs. the rate of tax on talking machines was to be Brewster is ideally qualified for her present post, taken up for reconsideration beforethebill and has achieved remarkable success in intro- was finally reported to the Senate. ducing the Sonora phonograph to the high-class Mr. Dorian stated that there was consider- Fifth avenue clientele. able ambiguity about the action of the bill with respect to the floor tax, and said that sugges- WILL BUY TALKING MACHINES tions had been made with a view to removing this ambiguity and at the same time reducing War workers are flocking to Niagara Falls. the floor tax to the lowest possible minimum. N. Y., where homes to accommodate them will Mr. Dorian went to Washington on October be built by the Government at a total cost of ts- 19, and did not return to his desk until October $1,650,000. This enterprise spells the extension William Maxwell 29. He was busy every moment while at the of the trade of the talking machine dealers of J.B. Lippincott Co., of Philadelphia, next Jan-National Capital, and in addition to his work int that city. uary.The volume is entitled "The Training ofconnection with the War Revenue bill also lent a Salesman." assistance tothe War Service Committee of Mr. Maxwell's previously published volumesthe Talking Machine Industry, with a view to and his articles in Collier's Weekly and otherobtaining priority orders from the War Indus- magazines duringthepast twoyearshave tries Board. earned him a national reputation as a writer on the art of salesmanship.His business career HURT AMERICAN MERCHANTS justifies the authoritative tone of his writing, for lie has conceived and executed some of the German Agents Take Advantage of Trade -Mark biggest and most successful manufacturers' sell- Discrepancies ing campaigns that have ever been conducted in the United States. WAsnixoToN, D.C.,November 9. --German agents seeking toobstruct the expansion of COLUMBIA OFFICIALS ON SICK LIST American trade have taken advantage of the wide differences between trade -mark laws of The influenza epidemic, and its twin brother,North and South America and thereby have Ideal for Holiday Sales the plain but severe cold, served for a time to forcedAmerican merchantsto pay ruinous deplete seriously the staff of the executive of- In that period of uncertaintyas to what prices for recognition of their wares in Latin- to give, show your customers the fices of the Columbia Graphophone Co.H. L.American countries. Willson, general manager of the company,was This charge is made in a statement issued td - confined to his home with a severe cold justday by the International High Commission an- CORTINA when he was in the middle of his work of pre-nouncing that progress is being made in rati- Phone -Method paring his report on the priorities question asfication by American nations of the convention Sell them the records, the talking machine and chairman of the War Service Committee of the establishingtwotrade -mark registrationbu- the text books. The Cortina Military French- Talking Machine Industry.Edward N. Burns,reaus, one for North and Central America and English course is especially adapted for those vice-president of the company, was also on the going "over there." the West Indian republics and the other for sick list, as was also Edmund F. Sause, exportSouth America. Send for full info-mation.Advertising mat- manager, who for a time was very seriously ill. ter and window displays. Instead of waiting until just before Christmas "There's no time like the present," said thecustomers of Charles J. Hereth, the East Gene- The Cortina Academy opportunist sagely. 12 East 46th Street see street, Buffalo, dealer, have already begun :: New York "There's no time but the present," said theto buy New Edisons from him.These are in- other chap more sagely, tended as holiday gifts. NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 85

ESTABLISH MANY AGENCIES vantage of Mr. Collver's invitation to call at WHAT TALKER INDUSTRY IS DOING the studios. Burton Coliver Doing Good Work for the Che- Burton Collver iswell known to the pianoExcellent Points Made in Interesting Interview ney in New York and New Jersey Territories and general music trade throughout the country, With H. L. Willson Which He Controls-Trade Outlook Good as he was associated with the piano industry for many years before becoming wholesale repre- There has been prepared and has appeared in During the past few weeks Burton Collver,sentative for the Cheney phonograph.Duringvarious daily papers a most interesting inter- wholesale representative for the Cheney phono-recent years he occupied important positionsview with H. L. Willson, chairman of the War graph for New York and northern New Jersey, with the American Piano Co., M. Welte & SonsService Committee of the Talking Machine In- has established several important agency con -and Grinnell Bros., and he has won the esteemdustry, regarding the work the industry is do- and friendship of the dealers throughout theing and the sacrificesitis making toward the country. He is most enthusiastic regardingwinning of the war.The interview sets forth the future of the Cheney phonograph, andis the fact that the Government has ordered a 60 now making plans whereby Cheney dealers inper cent. curtailment in the output of talking this territory will receive efficient service andmachines, which willresultinlostbusiness co-operation during the coming year. amounting to about $25,000,000 per year. In the interview Mr. Willson emphasizes particu- EDISON SALES ADVISORY BOARD larly the great service that talking machines and Ten Executives of Thos. A. Edison, Inc., Com-records are rendering and have been rendering pose Board Which Will Help Edison Dealersfor the period of the war, in providing music Solve Various Problems in Their Business for the entertainment and solace of the Ameri- can fighting man at home cantonments, on ships Thomas A. Edison, Inc., has just organized aand on the fighting fronts and in the hospitals in Sales Advisory Board, which will be at the serv- Europe, to say nothing about maintaining the ice of Edison dealers throughout the country,morale of the war workers and others interested and which will give advice and suggestions re-at home. a, garding selling problems, window displays, advertising methods and other matters of impor- SECURE THE EDISON AGENCY tance to retailers.The personnel of the board is as follows: The Kesselman-O'DriscollCo.,well-known William Maxwell, consulting director of salestalking machine dealers of Milwaukee, Wis., has promotion; T.J.Leonard, directorofsales secured the agency for the Edison Diamond Burton M. Collver forces; L. C. McChesney, advertising (general);Disc phonographs, in addition to the Victor line, nections for this high-grade instrument.These A. P. Burns, general and technical questionswhich they have handled for some time past. agencies have inaugurated extensive campaignsand promoting sales; V. E. B. Fuller, publicThe company has a fine shop at 258 West Water in behalf of the Cheney phonograph, and judg-demonstrations-recitals,curtaintests;A.J. street, Milwaukee. ing from the enthusiasm of these representativesPalmer, advertising copy and sales letters; Har- this line is meeting with signal success in thisrison Durant, finances, instalment sales,etc.; REPORT ACTIVITY IN NEW YORK territory. Laura Scribner, window displays and interior Mr. Collver has opened Cheney studios at 4decorations;E.Trautwein, mechanical prob- The New York headquarters of the Bruns- West Fortieth street, New York, where dealers lems; C. B. Hayes, musical matters; R. K. Cum-wick-Balke-Collender Co. report brisk activity. are invited to call and thoroughly investigate the mings, secretary of the board. Chester Abelowitz, now on a New England trip, distinctivequalitiesoftheCheney. These Each member of the board is an expert inis sending in very favorable reports from that studios are located in the heart of the Fifth ave-some one special line, and the services of a board section of the country.P. L. Deutsch, of the nue shoppingdistrict,andduring thepastof this kind will prove very valuable to Edison Chicago headquarters, paid a flying visit to the month manyLONG out-of-town dealers have taken ad-dealers everywhere.CABINETSNew York office last week. FIRST and FOREMOST In the cabinet field. Why? Because we've specialized in CONSTRUCTION FINISH and ADAPTABILITY Our supremacy in these essentials warrants your handling the perfect line. No. 83 LNo. 79 In all finishes. Specially adapted for That's why you should anticipate your Inallfinishes.Shown with top use with Columbia 50, Model "D." wants NOW. moulding and shelves. Front posts made to follow lines of Specially adaptedforuse with posts on Columbia 75, Model "F." Victrola IX -A. Prompt deliveries on all orders.Write for Illustrated Catalogue of complete line THE GEO. A. LONG CABINET COMPANY HANOVER, PA. 86 THE TALKING MACHINE WORLD NOVEMBER 15, 1918 thor with his subject, and a knowledge of the A NEW VOLUME THAT STIMULATES MUSIC APPRECIATIONfacts that enables him to weave an interesting, "The Lure of Music," by the Noted Writer, Olin Downes, Treats the Human Side of Music Fromand at times romantic, web about the composer a New and Most Interesting Angle-Columbia Records Used for Illustration and his works, which will prove very instructive to the musical novice.It also holds great in- "A friend of mine had a graphophone which he occasion- terest for those who are well up in matters mu- Once in ever so often a writer on musical sub- ally enjoyed. He used to say that he 'wasn't musical, jects, especially a writer of books calculated to but he knew what he liked.'His repertoire was small, but sical, who will find in Mr. Downes' treatment of pleasing to him, since, thanks to the records, he had be- inspire musical appreciation, gets a genuine income acquainted with some half dozen pieces of fairly good the various composers and their works new ideas music, and could even whistle scraps of them from memory. and thoughts that will add still further to their spiration and leaves the beaten track in order "He never knew how musical he was until he chanced to prepare and offer something that attracts at-one day on a paragraph, in a book his daughter was read- appreciation of the beauties of music generally. ing, about one of the compositions that he liked. He sud- tention, not only for its originality, but for its denly realized that this composition told the story of an In all, the characteristics and works of thirty- episode in the life of another man, a human being whotwo of the world's leading composers are treated practicability.One of the writers thus inspiredlived, struggled, rejoiced, and narrated his experience in has been Olin Downes, the musical critic for the the language of tones. of by Mr. Downes in his book, each chapter be- "Having read the story he played the record over again, Boston Post, whose substantial volume, "The and discovered that it meant far more to him than it ever ing embellished with a crayon portrait of the had before. He wondered whether therewerestories particular composer drawn by Chase Emerson. Lure of Music," has just been published by abouthis otherrecords, and after much searchingob- Harper & Bros., New York. tained a little information on the subject that now absorbed The series begins with that most gifted Ameri- his leisure moments.He then invited a number of friends "The Lure of Music" depicts the human sideto his home and read them the stories of the records which can composer, MacDowell, and includes Rossini, he played. His friends were delighted and surprised to Verdi, Chopin, Liszt, Gounod, Offenbach, Puc- of various great composers and offers storiesdiscover all that the music, thus explained, meant to them. of their compositions that will go a long way to "When my friend told me this he convinced me that a cini, Leoncavallo, Mascagni, Saint-Saens, great need of to -day is a book which shall bring to every put into the minds of those fortunate enough to home the treasures of the musical world." Dvorak, Grieg, Tschaikowsky, Balfe, Sullivan, read the book a new realization of the fact that There is no question but that genuine appre- Nevin and others. music has a human side, the understanding ofciation of music comes only with a complete un- From the viewpoint of the talking machine which, in many cases, means an understandingderstanding of what music means.It is all wellman, of course, the most interesting feature of of music itself.It is the human element thatenough to tell a novice in matters musical thatthe book is the direct reference to the Colum- really makes music understandable and inter-the hearing, or actual playing, of the works ofbia records, for thelist,as compiled by Mr. esting. the great composers will bring withitafa-Downes, if made up separately would represent The most interesting fact is that Mr. Downesmiliarity, and consequently more or less appre-a catalog of the best works of the compos&s pays an unqualified tribute to the value of musicciation, but we really appreciate only that which he has selected for mention.In compiling the asreproducedbymechanicalmeans,and we actually understand, not that with which welist, and in other matters connected with its ar- throughout the many chapters of his book re-simply become familiar.Under Mr. Downes'rangement, the author was afforded the whole- fers the reader directly to records by the Co-plan the reader is given a straightforward, un-hearted co-operation of the officials of the Co- lumbia Graphophone Co.asillustratingthe embellished, and readily understandable idea oflumbia Graphophone Co., who extended to him particular works of the various composers towhat each particular selection means, the cir-the use of their records and their recordli- which he refers in the text.For instance, notcumstances under whichitwas written, thebraries, in carrying out his work to a success- only are the human side of the Nocturnes ofmood which the composer was in at the time,ful completion.In the introduction to the vol- Chopin described most interestingly, but theand the impression he intended to inspire. Withume Mr. Downes takes particular care to ac- reader is referred to Columbia records of thethis knowledge the reader can take the Colum- knowledge his indebtedness to the Columbia Co. Nocturne in E Flat, and likewise the Nocturnebia record as designated and, knowing just whatfor the courtesy extended to him. in E Minor, as providing a means for illustratingthe music is all about, find a new interest, or Columbia dealers have been quick to appre- the meaning of the text in actual music.Theperhaps his first interest, in the piece of musicciate the great value of "The Lure of Music" in plan offers a new line of thought-a new andthat unintroduced would ordinarily not appealstimulating interestin recordsofthebetter direct avenue for the development of musicalto him in the slightest. class, and of the most noted composers, and appreciation that should not go unrecognized. Mr. Downes' new book will also undoubtedlythrough co-operation with the Columbia Grapho- The idea back of "The Lure of Music" is per-appeal strongly even to those who do not own aphone Co. they have already placed orders for haps best described in the author's Foreword, intalking machine, for it is written in a mannerthe books running into thousands of volumes. which he says: that shows the intimate acquaintance of the au -It is felt that the placing of the book into the hands of the customer means a new disciple for good music, and a new customer for records that are generally classed as standard. THE PARR CENTRAL UNIVERSAL TONE -ARM Both the Columbia Co. and Mr. Downes are to be congratulated upon the production of a volume of this caliber, which represents a genuine and most advanced addition to the music library of to -day.

VICTOR FOLDER FOR CHRISTMAS . Handsome Piece of Literature Just Issued for (Patent Applied for) the Use of Victor Dealers This is theposition for playing LateralCut Records The Victor Talking Machine Co. has just In changing theposition to play the hill a six -page Christmas and dale type,the weight of tone - issued mostattractive arm isautomatically increased folder beautifully printed in colors and bearing The Parr Tone Arm is adjustable to any the caption: "Some of the Thousand Reasons length required.The needle always rests Why You Should Have aVictrolain Your at the same point, setting in the direct cen- Home ThisChristmas." The coverdesign terin playing either position.This has shows the well-known Victor artistsin front been the objective of all past tone arm pro- Christmastree, attractive ductions.Means are incorporated for tak- of. a and various ing up the wear, thereby overcoming any scenes are depicted in colors on the other pages. tendency for loose joints, which is the chief cause of "chattering." A full range of Victrola models are also shown The design of the tone arm permits perfect playing of either type of 'on the folder.The folder is of a size that can record without additional attachments.The sound box can be turned, allowing the needle to be changed with ease, and by a reverse movement be mailed in an ordinary envelope. the box returns to its normal playing position. BUY VICTOR STOCK IN REDLANDS Parr Magnetic Reproducer fitted with the Smith Bros., proprietors of the Oriental Art Store, Redlands, Cal., have purchased the Vic- Vibratone Patent Diaphragm trola stock of the Adams Music Store, that city, The most sensitive of reproducers.The permanent magnetic device, an integral part of the reproducer, acts on the stylus arm.Its possibilities in giving warmth and and moved itto their own quarters, where a delicacy in the tonal reproduction of quiet passages make old-style sound boxes seem obsolete.And in fortissimo passages where ordinary reproducers create unpleasant, special department has been fitted up for the music destroying blasts, caused by the needle jumping and losing its grip, the Parr display and demonstration of Victrolas and rec- Magnetic Reproducer, with its marvelous flexibility, follows every wave and vibration in the record and takes everything the record holds. ords. The indestructible, inon- crystallizing, alwaysresilientVbratone Patented Diaphragm DEATH OF FORREST H. SCHLICK Possessing all the good points of mica diaphragms, itovercomes all mica's bad features.Guaranteed uniform in quality, free from bubbles, blisters and waves, the Forrest H. Schlick, manager of the Schlick Vibratone Patented Diaphragm is non -porous, non-absorbent. It has a definite function and it performs it.It improves tone; in fact it creates Music House, Charles City,Ia., recently suc- new tone possibilities for every reproducer of other types. cumbed to the "flu."Mr. Schlick was visiting Chicago on business and after a short illness with the disease, which developed into pneu- PARR MANUFACTURING CORP. monia, passed away.Mr. Schlick's father will ONE UNION SQUARE - NEW YORK continue with the business. NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 87 & Strohber Piano Co. is using an attractive win- GREAT VOLUME OF CASH BUSINESS IN KANSAS CITY dow display of Elbertones, the new talking ma- Talking Machine Dealers Going After Better Class of Trade-Discontinue Approval System-chine recently put out by the company.T. E. Sending Records to the Army Training Camp-General Trade News Johnston is the manager. Millard A. Riley, one of the youngest talking KANSAS CITY, Mo., November 4.-October wasgood and we are getting more cash businessmachine men in the game and a member of the an unusual month in the talking machine busi-than ever." firm of Jenkins -Riley, of the Pathe Shop, has ness from several points of view.In the first 0. M. Fisk, formerly a wholesale traveler for just completed his training at the School of Mili- place came theFourth Liberty Loandrive. Edison covering eastern Kansas and northerntary Aeronautics, Austin, Tex., and been sta- Following close on the heels of which came the Missouri, is now on the sales force of the re-tioned at Fort Sill, Okla. epidemic of Spanish influenza, which has laidtail store. An interesting incident which could be made a ban on public gatherings for the past four Miss Pointer, in charge of the record depart-the basis of a bit of clever advertising was re- weeks.Yet in spite of these serious drawbacksment of the Edison Shop, has recovered from anlated at the office of Edison wholesale recently. to business activity many dealers report a very extended illness, and has returned to her posi- C.S.Hickson, Edison dealerofRichmond, good month's business. tion. Mo., sold a Laboratory Model to a Mr. Mayer, "Our percentageofcashbusinessforthe Burton J. Pierce, manager of the Victrola de-of that city.To celebrate the purchase Mr. and month of October is more than any monthpartment of the J. W. Jenkins' Sons Music Co.,Mrs. E. vfayer entertained a number of friends since we have beeninbusiness,"saidMrs. reports an excellent business withsales andat dinner.When the meal was about half fin- Williams, manager of the Victrola departmentterms keeping up splendidly.Five additionalished, to the accompaniment of the Edison, Mr. of the Jones Store Co., "and 400 per cent. moreVictrola rooms have been installed on the first Nfayer'slittlefour -year -old son turned to his than two years ago.Business is fine though wefloor in connection with the retail record salesmother with a troubled air to ask, "Mamma, are suffering acutely from shortage.However, department, which has been putinrecently.when are you goink to invite that man in to din- we are still holding to the Victor line, and feelThese are only a few of the interior changes ner?" that it is worth the sacrifice to keep our goodsand alterations which the house is making with George F. Standke, manager of the Bruns- up tostandard. Our record stockisfairlyan idea of increasing the efficiency of its serv-wick Shop atIndianapolis,Ind.,stoppedin good, and we are able to keep our customers ice. Kansas City on his way to Clinton, Mo., where comparatively well supplied." For the past year and ahalf, or since thehe spent some time visiting his parents. A. A. Trostler, of the Schmelzer Arms Co.'sUnited States declared war, the J. W. Jenkins' L. S. Blythe, formerly wholesale traveler for Victrola department, findsthesituationlittleSons Music Co. has sent hundreds of records the Brunswick-Balke-Collender Co., out of Kan- changed from last month.Owing to the short-and given a great many machines both to armysas City,'is now assisting Mr. Chestnut in the re- age of stock, however, the talking machine deal- training camps inthe United States and totail Brunswick store. ers in Kansas City agreed to adopt the policyAmerican Expeditionary Forces overseas.For J. H. Hassel, for the past two years connected of "No records on approval," beginning the firstthe past two months a movement has been underwith the Victrola departments of the Geo. B. of November.This move will be of materialway to encourage people to send their old rec-Peck and Jones Store Co.,isleaving Kansas benefit in combating the prevailing scarcity ofords to the automobile training schools for armyCity to take a position as manager of the Grafo- merchandise and is in addition a health measuremechanics in Kansas City, and also to the near-nola department of Eads .Bros.,Fort Smith, to be observed in co-operation with the localby cantonments.The donations have been han- Ark. health authorities. dled by B.J.Pierce, of the Victrola depart- Paul Bradford, manager of the Kansas City \V. C. Chestnut, manager of the Brunswickment of the Jenkins store, and as a result sev-branch of the Brunswick-Balke-Collender Co., Shop, has been called to New York by the ill-eral thousand records have been sent out. has just returned from a short business trip to ness of his wife, who was taken with influenza The Victrola department of the George B.Leavenworth, Kan. Mr. Bradford says that while on a visit. Peck Dry Goods Co. has just completed the bestbusiness is very good in spite of the shortage Lieutenant Leonard Putnam, nephew of FredOctober ithas ever had, according to0. D.of merchandise, and heis anticipating an in- H. Putnam, of Putnam -Page Co., Victor whole-Standke, manager. creasingly brisk trade from now on through the salers of Peoria,Ill.,is drilling the army me- R. E. \Vood, formerly in the Victrola depart-Christmas season. chanicsattheRaheAutomobileTrainingment of the Jones Store Co., was in Kansas City School at Kansas City.Since his arrival theon a five-day furlough.Mr. Wood is now sta- MURATORE RECORD IS POPULAR lieutenant has become acquainted with severaltioned at Fort Riley. members of the talking machine trade and has The Hall Music Co. has had a very fair busi- Pathe dealers throughout the country are fea- been entertained at the home of B. J. Pierce. ness for the month of October and is lookingturing toexcellent advantage the new Pathe M. M. Blackman, manager of Edison whole-forward to a very brisk Christmas season.Al- patriotic record presenting the "Star Spangled sale, has just returned from a brief business tripthough the stores are urging the public to doBanner," as sung by Lucien Muratore, the re- to Salina, Kan. itsChristmas shopping earlylittleeffect hasnowned tenor, who is a member of the Chicago J. W. Watson. manager of the Edison retailbeen felt as yet among talking machine dealers.Opera Co., and an exclusive Pathe artist.This store, reports a fair business during the month The Henley -Waite Music Co.is very opti-record has both a timely and patriotic appeal of October."Business isas good as can be mistic over business conditions. that makes it particularly salable at this time, expected," said Mr. Watson, "considering the H. N. N1cNIenimen, managing director of theand the fact that Muratore sings the anthem in unfortunate combination of circumstances.We Pathe Freres Phonograph Co., Brooklyn, N. Y.,English has given Pathe dealers an opportunity are getting plenty of records, but thereisa was in Kansas City recently. to inaugurate effective selling and advertising scarcity of instruments. Collections are very The Kansas City branch of the Smith, Barnescampaigns in behalf of this record. Telephone Gram. 3681 FOR To IMMEDIATE DELIVERY cINGAA ON and MUSIC ROLLS and DERFECT10 /Music RoUs OKEH RECORDS LIKE THE PYRAMIDS- BUILTTOLAST Heineman and Meisselbach Motors, Tone Arms, Sound Boxes, AND Needles, Repair Parts MILLER & BLOCH DISTRIBUTORS

110 East 23rd Street, Near 4th Avenue :: NEW YORK 88 THE TALKING MACHINE WORLD NOVEMBER 15, 1918 month records and the dealers had the opportunity of placing their advance orders for the VAN VEEN "BED -SET" BOOTHS records constituting this excellent list. LOUIS KAY TENDERS RESIGNATION Wholesale Representative for S. B. Davega Co. for Sixteen Years to Leave That House De- cember 31-Old-Time Member of Trade Louis Kay, one of the best-known men in the local talking machine trade, and who for nearly sixteen years has been connected as wholesale representative with the S. B. Davega Co., Vic- tor wholesalers, has announced that he will sever his connection with that organization on De- cember 31.At the present time Mr. Kay states that he has made no definite arrangements for the future. Mr. Kay is one of the recognized veterans of the industry, and has been connected with the trade for over twenty-two years in all, and has participatedinits development from a small beginning to its present importance.He leaves the Davega Co. with the best of feelings existing on both sides, the move being due chiefly to Prepare for the Greatest Talking Machine existing conditions, with the resultant scarcity of products.During his service in the trade he Trade in History has made hosts of friends in all departments, and particularly among the dealers. WRITE FOR A COPY OF OUR NEW CATALOG It will give you an idea of the attractiveness of Van Veen "Bed -Set" booths, and enable you to make plans PROVIDE NEW CATALOG BINDER for the great "after -war" business that the talking -machine industry will enjoy. Columbia Co. Offers Special Catalog Holder West 34th Street, New York for Use of Dealers in Demonstration Booths Arthur L. Van Veen &Co.urTELEPHONE - - - GREELEY 4749 With a View to Conserving Paper LIEUT. J. J. CALLAHAN WOUNDED X-rayed this p. m., after which `ze operation' will In line with the movement for the conserva- have removed all foreign bodies from my sys- Former Traveling Supervisor for Thos. A. Edi- tion of print paper, which can be effected in a son, Inc., Now in London Hospital tem. considerable measure by reducing the number "This hospitalisthe finest in London-theof bulky catalogs required, the dealers' service A letter received by T. A. Edison, Inc., fromformer home of Lady Warwick; the treatmentdepartment of the Columbia Graphophone Co. Lieutenant JohnJ.Callahan, Company "A,"is too good (for soldiers in my opinion).Athave provided a heavy limp leather record cat- 105th Infantry, U. S. A., American Expedition- timesIfeelImust be dreaming.To lie be-alog binder for the use of their dealers. The ary Forces, gives a graphic picture of the fight - tween white sheets on a downy couch in a mostbinder holds the record catalogs securely, and wonderful home; your meals served in bed-is attached to the wall of the demonstrating pajamas! bathroom!-all the comforts of a realbooth with a heavy chain. is expected home! Itis a drastic change from the usualto stop the practice of many patrons walking routine on the battlefield.From hell to heaven!out with the catalogs for which they sometimes My namesake, a very good friend, too-Captain have no real use. John F. Callahan-was captured early Sunday morning.He put up a fight and was killed by Hun bayonets.I am not in writing form as yet, so I must cut this short.I cannot tell the dura- GS tion of my stay here.I may be removed to another hospital, but I'm sure I'll be 0. K. soon again and back to the fray." C d N E COLUMBIA DEALERS MEET IN BOSTON TRADE IWO MARK IBM Regular Monthly Meetings Resumed-Interest- Made Not ing Talk by Olin Downes DOWN UP to a to a Standard BOSTON, MASS., November6.-Themonthly price meetings of Columbia dealers were resumed on October 22 at the Columbia headquarters on Federal street, and this was undoubtedly the best and most instructive meeting which has been Prices held.Manager Mann opened the meeting with Range a heart-to-heart talk with the dealers in which manufacturing conditions were frankly discussed from and the expectations as to deliveries of Columbia product frankly outlined.The dealers then had $80 the pleasure of listening to an interesting talk by Olin Downes, musical critic of the Boston to Post, and author of the "Lure of Music," pub- Lieutenant John J. Callahan lished by Harper & Brother, and illustrated with $160 ing "over there."Lieutenant Callahan is wellColumbia records.Mr. Downes related the inci- known in the phonograph industry. dent leading up to his determination to write Four Styles "Sunday last at 5:50 a. m. wetarted the at-a book of this character,in connection with tack on the Hindenburg line, between Cambria which F. W. Gibson corroborated, and who was Territory and St. Quentin.The barrage that followedalso present at the meeting and gave a most in- open for was the most terrificever laid down on theteresting talk. Agents Send for details and Western front.I ambled along until about 11 Mrs. Grace Drysdale, New England repre- dealers' discounts Helpful booklets a. m.We were but a short distance from thesentative of the educational department of the furnished to Culptone dealers 'Tunnel' forming part of the Hindenburg sys-Columbia Co., then discussed the relations of free tem when something (it seemed as thoughit the dealers to the educational department and must have been a locomotive) hit me. I laidthe profitable work which could be done by co- in a shell hole with six other wounded men forordinated effortsin connection with the sale Culp about three hours, during which time we wereof Grafonolas and records in the schools and Phonograph peppered with machine gun and artillery fire.the establishment of children's departments in The yells and groans of the wounded and dyingthe dealers' store. Ready for Co. I shall never forget.I was finally picked up 0. F. Benz, of the general record department Immediate 240 Broadway and landed here three days later.I am to bein New York, presented the November mid - Delivery New York City NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 89

LOOK! Your windows ought to be working overtime these days-and nights. Go outside-NOW-and take a look.Couldn't they be snapped up a bit?It means money, remember.

Columbia Graphophone CO. NEW YORK

would be likely to deceive and mislead the purchasing puhlic. IMPORTANT COURT DECISION IN SONORA NAME CASE "IT Is THEREFORE ORDERED, ADJUDGED AND DECREED that the defendants, theirofficers,agents, representatives, suc- Sonora Phonograph Sales Co., Inc., Secures Sweeping Injunction Against General Furniture Co., cessors and assigns, and each of them, are perpetually en- Chicago, in Action Brought to Protect the Trade -Mark Name "Sonora" joined from transacting any husiness under the names of `Sorona' and 'Sarona,' or using the said names, or either of them, or any simulation of either of said names, as a SalesCo.,Inc., tising its product in the leading daily newspapers, in trade The SonoraPhonograph papers, and in periodicals and magazines, and in hillboards trade name or trade -mark for any sound reproducing or through its attorneys, Schechter & Lotsch, of and the like, throughout the United States, including the talking machine, and from using in any advertisement, an- New York, recently brought another suit for City of Chicago, County of Cook, and State of Illinois. nouncement, placard, correspondence, or in any other way, "That by reason of the high quality and superior work- the words 'Sorona' and 'Sarona,' or either of them, or any infringement of its well-known trade -mark "So- so nearly resemhling either the words 'So- nora," resulting in an injunction against the de- manship of complainant's product, sold and distributed under other words, said trade name or trade -mark 'Sonora,' and due to the nora,' or 'Sorona' or 'Sarona' as may be calculated to defendants.This suit was brought against the extensive advertising hy complainant and its predecessors ceive or mislead the trade or the purchasing puhlic." GeneralFurnitureCo.,ofChicago,Ill.,and ininterest, as aforesaid, there has resulted an increasingly others, in the United States District Court, for largepuhlic demandfor complainant's product, and the MANUFACTURERS HONOR WILLSON the Northern District of Illinois.The Sonora trade name 'Sonora' thus permanently kept before the puh- licas designating not only the complainant, hut alsoits Co. claimed that the defendants in .marketing product has become well and generally known in the City General Manager of the Columbia Co. Elected and selling talking machines styled either "Sa-of Chicago, County ofCook, and State ofIllinois, and Vice -Presidentof American Manufacturers' rona" or "Sorona" infringed uponitstrade- throughout the United States, and such trade name isa Export Association Last Week mark "Sonora," which was a great injury to it, property right and a valuable asset of this complainant "Thatthe valueofthecomplainant'strade name or L. Willson, general manager of the Colum- and that by the continued use thereof the de- trade -mark and ofits good ,ill greatly exceeds the sum fendants were practicing a fraud upon it, and of one million dollars ($1,000,000). bia Graphophone Co., was elected one of the vice- that such acts further calculated to deceive and "That the defendants heginning with,towit, the monthpresidents of the American Manufacturers' Ex- mislead the public. of December,1917, and now are, manufacturing, selling, port Association, at its ninth annual convention The case came up for hearing before United advertising, marketing or exploiting in the City of Chicago, held at the Waldorf-Astoria inthiscitylast CountyofCook, andStateofIllinois,and elsewhere, States District Judge K. M. Landis, at Chicago, phonographs or talking machines styled, exploited, marketed week.The convention was devoted to the dis- Ill., on October 28, 1918, and a decree was en- and sold as 'Sarona' or 'Sorona,' and so exploited, manu-cussion of post-war trade with special refer- tered in favor of the Sonora Co., granting it a factured and soldhysaid defendants, are of an inferior ence to the export field, and one of the valuable againstthedefendants quality and workmanship, and are greatly inferior tothe suggestions made was that the American sol- perpetualinjunction quality of said complainant corporation. from using such infringing names, or any other "That the adoption and use by said defendants of the diers now in France will be well qualified to similar names. words 'Sarona' and 'Sorona,' or either of them, is a fraud become export salesmen and agents after the Various concerns throughout the country have and injury tothe complainant, and is an infringement of war. A resolution was passed requesting the attempted to profit from the use of names sim- the complainant's trade name and trade -mark 'Sonora,' and Secretary of War to utilize and enlist the serv- of complainant's exclusive right therein, and the use hy ilar to the "Sonora" trade -mark.In talkingsaid defendants of said names 'Sarona' or "Sorona' is a ices of the various agencies connected with our with the attorneys for the Sonora Co. regarding continuing and irreparable injury to said complainant, and military operations at home and abroad in asthis matter they say: the use of said names, 'Sarona' or 'Sorona,' if continued, sisting the need for foreign trade service. "Some time ago the Sonora Co. declaredit to be its policy' to vigorously prosecute allin- IMMEDIATE DELIVERIES fringers of its tradc-marks.Since then it has brought several suitsagainst such infringers, and, in each instance, has securcd perpetual in- Specials junctions.The Sonora Co. intends to continue to prosecute all such infringers, and it hopes by FOR this policy to rid the entire trade from these unprincipled business concerns." Victrola I X To show the recognition given to the Sonora trade -mark by the court, and of the sweeping scope of the injunction, we quote below from WE have in stock the decree as follows: "The trade mark or trade name 'Sonora' is an arbitrary other cabinets word, and was selected and adopted hy complainant and tofitallstylesof its predecessors in interest in or about the year 1907, to designate the goods marketed by the complainant and its machines and will be predecessors in interest, and todistinguish such merchan- glad to send our cata- dise from those manufactured and marketed by others. "That such trade -mark or trade name 'Sonora' has heen log for the asking. continuously used by the complainant and its predecessors in interest, as aforesaid, for upwards of ten years. Now Ready "That officialrecognition has beengiventothesupe- Mahogany cabinets to match' rior quality and workmanship of complainant's product, in the new Victrola VI. thatatthe Panama -PacificExpositionin1915the Jury of Awards grantedtocomplainant's productthehighest prize for tone quality, therehy recognizing and endorsing the 'Sonora' phonograph or talking machine as superior in tone quality to all other makes of phonographs or talking Schloss Bros. machines on the market. quality and excellenceof "That the high standard of 809 635-37 West 55th St. complainant's phonographs or talking machines has hecome 702 Mahogany, GoldenOak,Fumed Oak, well and universally recognized by the puhlic generally. We atherod Oak. Nickel- plated trim- NEW YORKbfahog any, Golde Oak, Fumed Oak,Weathered "That for the purpose of suitably and efficiently market- mings. Lock andkey. Height, 33 Oak.Nickel -platedtrimmings. Lockandkey. inches. Top,2231819%inches. Holds Rubber -tiredwheels. Height,30inches. Top. ing said product and therehy introducing the same into 192twelve-incbrecords. Matchesnew 17820 %. Matches New Victrola1X. Top has general puhlic use, the complainant and its predecessors in Victrolalx. Highesttypeofcabinet, Phone countersunk holes to accommodate rubber bumpers both in construction and finish.Average on machine.Moulding on top securely fitsbase interest have expended vast sums of money, in excess of weight crated. 80lbs. Columbus 7947 of machine.Average weight, crated,75 lbs. many hundreds of thousands of dollars, in conducting national and country -wide advertising campaigns and adver- 90 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

IMPORTANT NOTICE TO THE AMERICAN TRADE The Sterno Manufacturing Company 19 CITY ROAD LONDON, E. C. ENGLAND Manufacturers of the world known COMPACTOPHONE-the most complete portable gramophone extant-beg to announce the conclusion of arrangementsforthe EXCLUSIVE SELLING RIGHTS IN THE UNITED STATES OF THE Manufactured 11 St. Croix Hihg Grade Motors By mermod FreresSwitzerland

WONDERFUL MECHANISM DIFFERENT MODELS These motors represent Mermod Freres motors the acme of workman- comprise several types- ship and quality.Each single and double spring part is made to the finest worm and pinion -geared gauge limits and as- drive, the very latest and sembled to run with the scientific method of con- precisionof a watch struction. silent and true.Messrs. CONSULT US Mermod Freresisan old established Swiss Before placing your manufacturer.Back of orders elsewhere consult their motors are years us as to prices and terms of hard practical experi- of trading. We are out ence. The experimental for quick shipments stage was left behind a and prompt delivery decade or more ago. Re- direct from the factory liability and qualityis to the buyer. therefore assured. SPECIAL TERMS TO JOBBERS

Within the near future itis proposed to establish A CENTRAL DISTRIBUTING. DEPOT IN NEW YORK Meanwhile trade enquiries should be directed to THE STERNO MANUFACTURING CO. 19 CITY ROAD LONDON, E. C. ENGLAND NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 91 Responsibilities of Dealer and Manufacturer Anent Talking Machine Up -Keep :: By J. A. Steinmetz

In arecent article written forafurniture matter to have found several good experts onhe, in turn, would charge the customer. A de- paper,J.A. Steinmetz, of the Empire Talk-that class of work.As for minor repairs, a sup-partment of this sort should be self-sustaining ingMachineCo.,Chicago,presentedsome ply of parts should be kept on hand and rea-and, if properly managed, could be made a profit sound information regarding theresponsibili-sonable charges made. producer. ties of the dealer and the manufacturer in the "A good plan, one now in force in some cities, The wide-awake dealer who wants to have a matter of talking machine upkeep-information isto call upon the other dealers who handle successfultalking machine department must thatifproperly absorbed by dealersshouldtalking machines and combine with them ininstall a repair department or see to it that he serve to cut down the number of complaintsmaintaining a phonograph repair department,can call upon some responsible party to do the to, and demands made upon, talking machine this department being run for the benefit ofwork for him.One large dealer has his col- manufacturers in the matter of replacement of alldealers and the expense divided pro -rata lectorsmaketheminoradjustments,when broken springs and other parts.In this articleamong those benefitted by it.The department needed, on their monthly rounds, and also make Mr. Steinmetz says in part:"What does thewould charge each dealer for work done, andnotes of other necessary repairs needed. furniture dealer do when a customer comes to him with a repair complaint? The machine is HOFFAY PRODUCTS IN THE WEST section of the country who are featuring the out of order and does not play *perfectly-a Hoffay products. spring breaks or some piece of the diaphragm The George A. Lowe Co., Ogden, Utah, who has become damaged.Years ago, when furni-for some time have been the exclusive distrib-SCHLOSS BROS. OFFER NEW CABINET ture dealers handled pianos more extensivelyutors of the Hoffay Talking Machine Co.'s, Inc., than they do now, they would know exactlyproducts in the State of Utah, have been given SchlossBros.,thewell-known New York what todo under thecircumstances. Theythe rights by the Hoffay firm as distributors forcabinet manufacturers, have now placed on the would tell the customer that the damaged partUtah, eastern Navada, western Wyoming andmarket a new cabinet to match the new mahog- would be sent on to the factory and returnedsouthern and eastern Idaho.Since taking overany VictrolaVI. The firm announces that in good condition within a short time, and, lastthe jobbing rights in the above territories the they are now in a position to make deliveries but not least, the charge would be reasonable. George A. Lowe firm has met with much success, on this new style, and catalogs and prices of If the piano needed tuning, a man would be and in recent letters to the Hoffay Talking Ma-this and their other cabinets will be sent upon sent out to do the work and a reasonable charge chine Co. have sent a long list of dealers in that application. made for the job.The customer did not com- plain.He wanted the work done and was willing to pay for it when he was informed that he could not get itfor nothing. "But, here is a horse of an entirely different THE color.Let the talking machine dealer receive RECORD a complaint from a customer that a spring has IMPROVED BRUSH broken and right away he writes a letter to the No. 10 Patented Sept. 26 and Oct. 2. 1906 manufacturer and tells him that he expects a Sept. 10, 1907, and Nov.27, 1917 new spring for nothing as the machine was Others Pending guaranteed.He givesthecustomer theim- pression that he'll get itin a 'jiffy' and no 'ifs NICKEL GOLD PLATED For Victor Victrolas PLATED or ands' aboutit.. Most dealers do not know 35 CENTS that thespringsarenot guaranteed by the 75 CENTS makers, and the talking machine manufacturers naturally can not guarantee what is not guaranteed to them. "The machines leave the factories only after the most thorough tests.They reach the dealer in perfect order, ready for demonstration to A RECORD CLEANER customers, and the dealer should see to it that a representative of the store goes withitto That Automatically Removes Every Particle test it in the home within a few days after its of Dust and Grit from the Record Grooves delivery.If the machine is found in good working order after delivery to a customer, then BRUSH IN OPERATION why, in the name of fair play, should the dealer expect the manufacturer to furnish all repairs free for an indefinite period?Of course, this question does not apply to such mishaps as sometimes occur wherein the manufacturer can be held responsible because of flawed construction which has escaped the notice of the in- spector, but tothose repairs that are bound to come sooner or later to any user of a talk ing machine. "There are adjustments needed from time to time in a talking machine, just the same as a piano needs tuning and ifa machine needs adjustment the store should be in touch with a reliable mechanic who understands his busi- An article that every owner of a Victrola needs ness so that he could be sent out to the cus- and tomer's home to do the necessary work-and be sure and don't forget that a man's time is worth A money maker for the dealer something and billthe customer accordingly. One dealer has ahabit of crating up every Order from your Distributor machine and sending itback to the factory Circular and Price List mailed free on Request every time it needs attention and he also has By the habit of refusing to put his 0. K. to the invoices for work done on these machines by the manufacturer, claiming that since he has accepted the agency for that particular make of machine they, the manufacturers, should see to TALKING MACH I NE CO. it that the machines are kept in order, and with- 97 CHAMBERS ST. NEAR CHURCH ST NEW YORK out any expense to him.The outcome was that the agency was taken away and placed with Victor Distributors another dealer in that city, which, by the way, was of sufficient size to have made it an easy 92 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

HONOR ROLL CONTAINS 38 NAMES been in the hospital ever since.I was wounded Boche machine gun, and they opened up on us pretty badly; in fact, bad enough to require twofull speed. Believe me, we hit the dirt in a New York and Chicago Talking Machine Co.operations to get me straightened out.I washurry and crawled into some bushes.We final- Pays Honor to Former Employes Now in thelying on the ground at the time I was hit, andly got out of the woods and started across a Service of Uncle Sam-Letter From Front the shell burst behind me about ten feet away.large open field when a German sniper gently A piece of it struck me almost in the center ofshot at us no less than fifteen times before we On another page of this issue of The Worldthe right shoulder blade in the back, and it came got completely out of his range.The only rea- thereis reproduced an honor roll listing theout under my right arm, exactly in the centerson he didn't hit us was because we were pretty names of the former employes of the New Yorkof my arm pit.For a while I thought my armfar from him. Talking Machine Co. and the Chicago Talkingwas shot off, but gradually it came back to life, "Since then I have been operated on twice, and Machine Co., Victor wholesalers, who are nowand I felt a lot better. now I am 0. K.I am not sure about getting members of Uncle Sam's fighting forces.This "On the way back to the first aid station Iback to my company, for my right shoulder will honor roll lists thirty-eight names, and when itpicked up another fellow who had his jaw shotnever be exactly well enough, as a lot of muscles is considered that the total number of male em-away on the right side, and as he was nearly alland cords are all mixed up, but otherwise I feel ployes of these two companies prior tothe in I helped him along.We were getting along fine.Kindly remember me to all the boys and United States entering the war was eighty, thisfine when all of a sudden we were seen by a girls.(Signed) M. C. Stegner." record is indeed a remarkable one.Practically 50 per cent. of the employes of this company JOSEPH F. COLLINS' NEW POST cess and growth of the Pathe Freres Phono- volunteered to fight for the United States and graph Co.In his new field he will have unlim- humanity, and this percentage is undoubtedlyGeneral Sales Manager ofthe. Pathe Freres one of the highest of any industrial concern in Phonograph Co. Acquires Interest inSafe- the country. guard Checkwriter Co. Some time ago mention was made of the fact Joseph F. Collins, formerly general sales man- that W. G. Porter, formerly a member of the agerofthePatheFreres PhonographCo., New York Talking Machine Co.'s staff and now Brooklyn, N. Y., and one of the best-known fighting in France, was awarded the D. S. C.members of the talking machine industry, re- for signal bravery under fire.Since that timesigned from this position the first of the month. word has been received that fiveof the for-Mr. Collins has acquired an interest in the Safe- mer members of the New York and Chicagoguard Checkwriter Co., Lansdale, Pa., and will Talking Machine Co.'s forces have been injuredbe general manager of this company in charge in battle, and a letter recently received from M.of distribution and merchandising. The com- C. Stegner, formerly of the New York staff,pany has New York offices at 5 Beekman street, gives the details incidental to his injury.Thisand Mr. Collins will spend his time both at the letter, which is addressed to Roy J. Keith, man-factory and in New York. ager of the company, reads as follows: J.F. Collins can be termed one of the real "Since my last letter to you much has hap- -veterans" of the talking machine industry, for pened. I went into action on the American of-he has been associated with the trade for the fensive in the St. Mihiel salient September 12.I past twenty-one years.He is personally known lasted until the morning of September 15, andto the majority of the dealers, jobbers and man- then they got me.We were advancing veryufacturers from coast to coast, and he has won steadily through thick woods, which were ter- the esteem and friendship of the entire indus- ribly hilly, and while going through the woods try. During his twenty-one years he has oc- Joseph F. Collins the Germans shelled us heavily with high ex- cupied several important posts, and his indefat-ited opportunities to exercise his executive and shells.Very unluckily for me I got inigable efforts during the past few years havesales acumen, for the future possibilities in his the way of one of them and as a result have contributed materially to the tremendous suc- new work are tremendous. The Arrow Points in Both Directions If You Have the Eject -O -File in Stock Profits Profits on on Machine Eject -0 -File Sale Sale The many advantages of this highly efficient record filing device, that produces the record wanted at the touch of a finger, are so pronounced that salesare easily made

Eject -O -Files are built to fit: COLUMBIA Style 75.VOCALION Styles F, G. H, 1, J, K, and ED'SON Styles C150 and 100 Retails at $10.In beautiful oak or mahogany finish.Polished, wax or dull finish. Write for descriptive circular and details so thatyou may see the opportunities this line holds for you. EJECT -O -FILE SALES CO. 216 W. SARATOGA STREET -:- BALTIMORE, MD. NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 93

BIG RECORD "DRIVE" A SUCCESS Public Meetings Held Every Day at Wana- maker's in New York-Other Cities in Line -Calculated to Gather One Million Records The great "drive" for the collection of talking C HENEY6he machine records for distribution among the soldiers in camps and cantonments in this country and overseas and on many ships of the navy, PHONOGRAPH under the supervision of the Phonograph Rec- ord Recruiting Corps, 21 East Fortieth street, New York, which was conducted for over a "Plays all records better" week ending November 4, is conceded to have been a great success not only in New York but throughout the country. A feature of the drive was a public meeting Immediate Deliveries with music at the Wanamaker auditorium every from New York warehouse afternoon,at which prominent speakers,including Major -GeneralBell,andsuchwell- known musical figures as Maud Powell, David Bispham,Francis Rogers andanumber of We have a splendid proposition for aggres- others were heard.The public was invited to sive and successful dealers.Write for bring a record as an admission to these con- Style Five catalogs and agency details. certs, and cash was also received. Georgian Period Inthe prosecutionofthis campaign local committees were fully organized in over three hundred towns and cities throughout the coun- BURTON COLLVER try, and itis expected that as a result of this Wholesale Representative great "drive" a million records have been col- (Cheney Talking Machine Co.) lected. A systematic survey of the camps of the country has been made and records will be 4 West 40th Street, New York Telephone, Murray Hill 6576 distributed through the authorized official and semi-official welfare organizations.The various committees engaged in this work are certainly THE NEWEST DOEHLER BUILDING The growth of this plant during the last few entitled to commendation and sincerest praise years has been remarkable.The original build- for their untiring efforts in making this move-Great Plant of the Doehler Die Casting Co. ining of the group, situated in the middle of the ment a success. Brooklyn Now Covers Nearly Entire Block block on Ninth street,stillremains, but the A feature of the campaign was the meetings newer buildings made necessary by their con- on the steps of the New York Public Library, Work israpidly nearing completion on thestantly increasing business overtowers the old where from what seemed to be a huge talkingnewest building of the group which forms thehome. The new corner building will be the larg- machine the voices of well-known singers were Doehler Die Casting Co.'s immense plantin est in the group and outstrips the others not heard.The singers in person stepped into this Brooklyn, N. Y.With the addition of this new -only in area but in height as well. large case and accompanied by a piano their The Doehler Die Casting Co. has long made voices rang out over the crowd; in the meantime aspecialty of casting talking machine parts the musical program was interspersed with ap- and have as their customers in this department peals to the people to contribute either records, alarge number oftheleading talking ma- machines or money to buy them for the boys at chine manufacturing houses in the country. the front. TheDoehlerDieCastingCo.havealso On the evening of October 29 there was a con- plants located in Newark, N. J., and Toledo, 0., cert at Carnegie Hall in behalf of this good and is said to be the largest manufacturer of cause, when eminent artists headed by Schu- die castings in the country. mann-Heink,FriedaIIempel,MaudPowell, Lazaro,Rogers, Middleton andotherswere HEINEMAN MOTION PICTURE SLIDE heard, the proceeds of which are to go to the work of collecting the million records needed Dealers Afforded Convenient Means for Featur- for our fighting forces.A feature of the entering OkeH Records tainment was the reappearance of the young French pianist, Lacroix.Among those present TheadvertisingdepartmentoftheOtto at the concert was Major -General Bell, who ad- Heineman Phonograph. Supply Co., New York, dressed the audience on the need of music for The Great Doehler Plant the men in service. est building, which is located on the corner of Court and Huntington streets, the Doehler Die Mr. Smith will continue the business of Kee-Casting Co. will occupy almost the entire city nan & Smith, Auburn, Neb., recently dissolved. block.

TEN INCH

..?he Record of Quality Superior intone-Distinct and Clear Operaphone Hear them at PLAY WITH STEEL NEEDLE Heineman Motion Picture Slide ON ALL UNIVERSAL TONE ARM MACHINES (,as just prepared for the use of its dealers an attractiveseries of motion picture slides featuring "OkeH" records.These slides are being used to excellent advantage by the dealers handling these records, who have made arrangements whereby the slides will be shown regu- Records larly in their local theatres. One of the slides in this series is shown here- COMPLETE CATALOGUE SENT ON REQUEST with, although theblack and whiteillustra- OPERAPHONE CO., INC., LONG ISLAND CITY, N. Y. tion hardly does justice to the attractive color- ing of the slide.Publicity is being used in practically every form in behalf of "OkeH" records, and has contributed to their success. 94 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

ARTISTIC GRAFONOLA PARLORS with a table and puts before the customer a partment.We intend to advertise this depart- complete assortment of Columbia record bro-ment in the New York newspapers. We are going Hardman, Peck & Co.'s Attractive Establish- chures.This rack will show nine different cat-to stir up a lot of sleepy record buyers, and start ment in Brooklyn Has a Series of Demonstrat-alogs, three on each shelf, behind which may be them coming regularly to the Edison Shop for ing Booths Which Have Won Approval filed an extra supply of from eight to ten, ac-their Blue Amberol and Royal Purple records. cording tothe thickness of the book. TheWe believe that there is a tremendous amount of One of the many record demonstrating roomslower tier of the rack is somewhat wider thanAmberola business here in New York for the in the Grafonola parlors of Ilardman, Peck &the two above, and will accommodate the largedealer who goes after it, and this applies to the Co.'sattractive establishmentinBrooklynis general record catalog.The dealer service de-whole country.It is our ambition to have every here illustrated, fully equipped for the expedientpartment of the Columbia Graphophone Co. fur- Edison dealer become an Amberola specialist. sale of records with every needed appointment.nishes a wide variety of metal display fixturesWe know just what the Amberola can and will The outstanding feature of this arrangement isfor booths and window display purposes, anddo for the dealer who throws himself solidly its extreme neatness, effected by thecareful advertising material need not be carelessly ex-behind this proposition.The Amberola depart- framing of monthly bulletins of records, the ab-hibited about the store. ment is a gold mine, and the amount of gold a sence of a disorderly catalog table, and the neat- dealer gets out of it depends entirely on how ly framed photogravure of a celebrated Colum- TO FEATURE THE AMBEROLA hard he works and how deep he digs.Our ad- bia artist.The photogravure is a standing in- vice to all dealersis:'Work your Amberola vitation to hear this artist's Columbia record-Edison Shop Enlarges Amberola Department,gold mine to the limit.' " ings, and this form of suggestion isa highly and Will Advertise Same Extensively dignified one, and a potent sales factor. R. W. Anderson, manager of the Victor de- The use of metal fixtures, in which to dis- The Edison Shop on Fifth avenue at Forty-partment of John Boesch Co., Burlington, Ia., play the regular monthly bulletins, is an econ- firststreet, New York, has just enlargedits is the proud and happy father of a brand new baby boy. STATEMENT OF THE OWNERSHIP, MANAGEMENT, CIRCULATION, ETC., REQUIRED BY THE ACT OF CONGRESS OF AUGUST 24, 1912, Of The Talking Machine World, published monthly at New York, N. Y., for November 15, 1918. STATE OF NEW YORK, COUNTY OF NEW YORK, SS. Before me, a Notary Public, in and for the State and county aforesaid, personally appeared J. B. Spillane, wbo, having been duly sworn according to law, deposes and says that he is the Editor of The Talking Machine World, and that the following is,to the best of his knowledge and belief,a true statement of the ownership, management (and if a daily paper, the circulation), etc., of the aforesaid publication for the date shown in the above caption, required by the Act of August 24,1912, embodied in section 443. Postal Laws and Regulations, printed on the reverse of this form, to wit: 1. That the names and addresses of the publisher, editor, managing editor, and business managers are: Publisher-Edward Lyman Bill,Inc., 373 Fourth avenue, New York City. Editor-J. B. Spillane, 373 Fourtb avenue, New York City. Managing Editor-J. B. Spillane, 373 Fourth avenue, New York City. AssociateEditor-J. Raymond Bill,373Fourth avenue, New York City. Business Manager-None. 2. That the owners are:(Give names and addresses of individual owners, or, if a corporation, give its name and the names and addresses of stockholders owning or holding 1 per cent. or more of the total amount of stock): Edward Lyman Bill, Inc., 373 Fourth avenue, New York City; Caro- line L. Bill, New Rochelle N. Y.; J. B. Spillane, 373 Fourth avenue, New York City; J. Raymond Bill, 373 Fourth avenue, New York City;Estateof AugustJ.Timpe,164 Fifteenthstreet, West New York, N. J.;B.B. Wilson, 373 Fourth avenue, New York City; Carleton Chace, 373 Fourth avenue, New York City;L. M.Robinson,373 Fourth avenue, New York City;E.P. Van Harlingen, 209 South State street, Chicago, Ill. 3. That the known bondholders, mortgagees, and other security holders owning or bolding 1 per centor more of total amount of bonds, mortgages, or other securities are: (If there are none, so state.)None. 4. That the two paragraphs next above, giving the names of the owners, stockholders, and security holders, if any, containnotonlythelistofstockholders andsecurity holders as tbey appear upon the books of the company but also,incases where thestockholder orsecurityholder appears upon the books of the company as trustee or in any other fiduciaryrelation, the name of the person or corporationfor whom suchtrusteeisacting,isgiven; also that the said two paragraphs contain statements em- bracing affiant's full knowledge and belief as to the circum- Hardman, Peck & Co.'s Grafonola Parlor inBrooklyn stances and conditions under which stockholders and security holders who do not appear upon the books of the com- omy of space as well as a practical medium for Amberola line.In a recent interview E. C. pany as trustees, hold stock and securities inacapacity other than that of a bona fide owner; and this affiant has showing the latest records.Contained in the Boykin, its manager, outlined the plans for this no reason to believe that any other person, association, or large or No. 2 fixture are twelve of the regularincrease of Amberola business. corporation has any interest direct or indirect in the said stock, bonds, or other securities than as so stated by him. monthly hangers, one on each side of each of the "The Amberola business in New York City has 5. That the average number of copies of each issue of this publication sold or distributed, tbrougb the mails or six wings.The smaller one, over the Grafo-been neglected too much," said Mr. Boykin, "and otherwise, to paid subscribers during the six months pre- nola, or the No. 1fixture accommodates eightthe Edison Shop is preparing to go after it hard. ceding the date shown above is (This information is required from daily publications only.) of the midmonth lists,or hangers containingWe have just established a special Amberola J.B. SPILLANE, Editor. Sworn to and subscribed before me this30th day of seasonable or unusual record offerings. department right here in the heart of little old September, 1918. (Seal) EUGENE R. FALCK, The fixture to the extreme right of the photo-New York. There isn't a more attractive sales- Notary Public, No. 6, New York City. graph is a No. 4 catalog rack, which does awayroom in New York City than our Amberola de- (My commission expires March 30, 1920.) A $15.00 Phonograph That Is Guaranteed

Vanophone dealers are making substantial profits from the sale of the Vanophone Model "C" retailingat $15.00. The Model C Will Play All Records Made The Vanophone is no experiment, but an established success.It is guaranteed throughout, and every part VANOPHONE MODEL C has been thoroughly tested by our factory experts. Manufactured by a company of country -wide prestige. IMMEDIATE DELIVERIES ASSURED THE GARFORD MFG. COMPANY, Dept. B, ELYRIA, OHIO NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 95 DOEHLER DIE -CASTINGS Have been an important factor in the development of the most successful talking machine attachments on the market. This, together with the fact that the greatest number of instruments produced are equipped with tone arm and sound box of Doehler manufacture, is a tribute to the uniformly high quality of our product and the all around dependability of our service.

The Success attained by the "Perfection" repro- DOEHLER DIE- CASTING CO. ducer and tone arm is due to the popular recognition MAIN OFFICE AND EASTERN PLANT of a device of more than usual merit. ,w JERSEY pLA., WESTERN PLANT BROOKLYN. N.Y. TOLEDO.OHIO. NEWARK. N.J.

fulcrum points, screw in the two needle arm USE AUTOMOBILE IN SERVICE sothat spring screws as evenly aspossible, How New York Talking Machine Co. Co-op- REPAIRS needle arm rests firmly on fulcrum points with- erates With Sales Force-J. H. Bieling Re- TALKING MACHINE TROUBLES AND out any side motion. joins Company-Recent Visitors to New York HOW TO REMEDY THEM The toe of the needle arm should clear the surface of the diaphragm about 1/1000 of an Office-Makes Plea for Deliveries Conducted by Andrew IL Dodin inch.The lock nuts on tension screws are now In order to enhance the efficiency of its sales screwed up tight against the cap ring to pre-staff the New York Talking Machine Co., Vic- [This department of The TalkingMachine World is de- signedfor the service of all classesof our readers, includ- vent the position of needle arm being changed. tor wholesaler, recently purchased an automobile ing those who make, and those who sell, talking machines. Hold box in left hand with forefinger press- Andrew H. Dodin, who conducts this department, has a forits New England traveler, Fred Stewart. wide and enviable reputation as a repairer of talking ma- ing needle arm against diaphragm.Take pierc- chines and conducts an exclusive talking machine repair Mr. Stewart will now be in a position to call shop at176 Sixth avenue, New York.Tell him your trou- ing tool and pierce hole through diaphragm, let-upon his dealers with maximum convenience blesthroughThe World and he will help you if possible. ting point of piercer pass through top hole in The service is free.-Editor.] and thereby give them an even greater degree toe of needle arm.Then take 00x 112 top andof service and co-operation than he has during run through diaphragm and needle arm toe SOUND BOXES the past. holes to clear them of any obstructions. During the past few weeks Roy J. Keith, man- The Victor Exhibition Sound Box Place diaphragm screw with its paper washerager of the New York Talking Machine Co., In order that the dealer may become familiarin position-which will pull needle arm toe downhas received several letters from the company's tight to surface of diaphragm. dealers expressing their pleasure at .the fact that with the different ways in which sound boxes little wax and are constructed I am going to take up in detail Heating waxing wire, take a John H. Bieling has rejoined the company's sales the assembling of various makes of sound boxes.put a drop over the head of the diaphragm screw staff.This veteran of the Victor industry has and also over toe of needle arm. already renewed the friendship of the dealers in Possibly the best-known boxes to the average Put on rubber back with its two screws, place dealer aretheexhibition sound box ofthe histerritory, who are glad to welcome back Victor Co. and the No. 6 sound box of the Co-needle set screw in needle arm and the sound this popular old-timer. lumbia Co., and to these two I will confine mybox is complete and ready to be tested. Quite a number of out-of-town dealers called Columbia No. 6 Sound Box at the offices of the New York Talking Ma- first article. The Columbia No. 6 sound box differs from Assuming that the dealer is familiar with all chine Co. during the past fortnight to make a the parts composing an exhibition sound boxthe exhibition sound box in thatit does notunanimous plea for the shipment of merchan- we will go ahead and assemble one in the fol-use any means of tensioning the needle bar. Thedise and to verify the fact that the demand for needle bar is swung on two pivot points and theVictor products in their territories exceeds all lowing way: elasticity of the mica diaphragm is depended First, place an insulator in the cap ring in such previoustotals. Among thesecallerswere a position as to bring the joint directly underupon to assist the push and pull of the needle. Stiles Clinton, of the A. B. Clinton Co., Hart- the bar of the needle arm.Put a little shellac In assembling this box we place first the largeford, Conn.; Wm. C. Heim, Danbury, Conn.; paper washer in the bottom of the head, next,James Donnelly, South Norwalk, Conn.; A. P. around the top of the insulator to hold dia-one of the heavy rubber gaskets, the diaphragm phragm in place-be sure that it is held firmly McCoy, Fulton-Driggs-Smith Co., Waterbury, to the insulator by the shellac and be positiveis shellacked to the face of this gasket, the sec-Conn., and Mr. Kern, of the Kern Music House, ond rubber gasket is slipped into place and thenProvidence, R. I. that its edge does not touch the cap ring at anythe screw bezel is screwed down until the dia- spot. phragm is held securely in position. If diaphragm touches cap ring at ally place it The needle bar is now placed into position on SON OF E. A. GEISSLER DEAD will almost always cause a blast or false note,its pivots, and when these are tightened so that Edward P. Geissler, Former College Athlete, so always be sure to shellac it in its proper po-there is no side motion in the arm the little lock Passes Away in Los Angeles sition so thatit does not touch.This isof nuts on the pivot screws are tightened up against great importance if you want the best results. the frame. Los ANGELES,CAL,November 4.-Pneumonia Now place the second insulator into position, Placing the little washer and nut on the endlast Thursday, October 31, claimed as a victim the joint being placed on the opposite side ofof the needle bar and screwing them up tight Edward P. Geissler, formerly one of Stanford's the cap ring to that of the other insulator.Putagainst the mica completes the assembling andbest-known athletes, and one of the all-star on metal back and set in the three screws whichthe sound box is ready for use. Americanfootballteam that wenttoVan- hold it in place-as tight as possible. couver in 1912.Mr. Geissler, the son of E. A. Take the needle arm and put on the springs PLACED LARGE RECORD ORDERS Geissler, vice-president of the George J. Birkel atright anglestothe arm,setting upthe Co., was twenty-seven years old.He lived at screws good and tight.Put the spring screws Miss M. Anderson, manager of the record de-4843 Rosewood avenue, and leaves a widow, Mrs. in springs and screw lock nuts into position. partment of the Crary Hardware Co., Boone,Clara Louise Hollan Geissler, and two children, Now the needle arm is ready to set in place onIa., recently paid a visit to the Mickel Bros. Co., Edward B., five years old, and John H. Geissler, the cap ring. the Victor wholesalers in Des Moines, Ia., andaged one year and six months. Put the two slots on the needle bar over theleft a large order for records. Mr. Geissler was born in San Francisco, but spent most of his life in Los Angeles.He attended the Los Angeles High School and Stan- Talking Machine Hardware ford University.On returning to Los Angeles We manufacture hardware for all styles of cabinets from Stanford Mr. Geissler enrolled in the Col- lege of Law of the University of Southern Cali- Lid Supports Door Catches Sockets fornia, and became a member of Phi Delta Phi Needle Cups Sliding Casters Tone Rods Needle Rests Continuous Hinges Knobs, etc. Fraternity.In addition he was a member of the Los Angeles Athletic Club, and the First. BEST QUALITY LOWEST PRICES Methodist Episcopal Church. He was asso- WEBER-KNAPP COMPANY - Jamestown, N. Y. ciated in business with Wheeler Bros. & Pierce Co. 96 THE TALKING MACHINE WORLD NOVEMBER15, 1918 Industry Priority Certificateisrequired.No WAR SERVICE COMMITTEE REPORTS ON PRIORITIES RULINGguarantee can be given your industry that the Advises Industry of Regulations Under Which It Must Operate for the Time Being-Excellent material called for in any certificate can be sup- Arguments Presented at Washington-The Order of the Priorities Division plied. III There has just been sent to the members ofthrough the medium of the schools, and other "Copper, brass and aluminum are so urgently the talking machine manufacturing trade a most agencies. and immediately needed for war purposes in comprehensive report of the efforts put forth The brief was exhaustive and convincing, andquantities beyond the available supply that you before the Priorities Division of the War In-its presentation resulted in the issuance of thewill be expected to discontinue their use in any dustries Board by the War Service Committeefollowing ruling by the Priorities Division, listed form in the manufacture of your products. This in behalf of the industry, and the very favorableas Circular. No. 39, and addressed to the talkingregulation, however, will not be construed as rulings of the Priorities Division following the machine industry. forbidding you to hold such quantities of mate- presentation of arguments by Chairman H. L. Ruling of Priorities Division rials as you now have on hand unless you may Willson, of the War Service Committee. "Following conferences with your representa-be asked to release such materials for the war The committee, in addition to Mr. Willson,tives, the Priorities Division has reached con- program. the chairman, includes:A. L. Cushman, of theclusions as follows: "Practically all of the materials which are used EmersonPhonographCo.;CharlesEdison, I by your industry are of such importance and Thomas A. Edison, Inc.; Ralph L. Freeman, "Any of your manufacturers who desire to be the constantly increasing demand for them is so Victor Talking Machine Co.; Joseph Schechter, placed upon the preference list which has beenvast that your industry should make every effort of the Sonora Phonograph Corp., and secretaryprepared by thisdivision may obtain formsto avoid any unnecessary or wasteful use of ofthecommittee; and Eugene A. Widman,therefor from, and make application to, the sec-any of such materials.After the war demands Paths Freres Phonograph Co., all of whom at-retary of the Priorities Board.Any such appli-are met, there will be comparatively littleleft tended the meetings before the Priorities Divi-cations will receive consideration. of the most important materials which you use ion, and also W. H. Alfring, of the Aeolian "The preference list is the guide to all Gov-to distribute to industries engaged in producing Co.;JuliusBalke,Brunswick-Balke-Collender ernmental agencies and others interested in non -war products.It cannot be determined at Co.; L. Mandel, Mandel Mfg. Co., and L. Rom- " 'The production and supply of fuel, and elec-this time what allotments may be made at the mel, of the Bell Phonograph Corp. trical energy, the supply of labor and the sup-expiration of the period covered by the present The committee first secured recognition fromply of transportation service by rail, water, pipeallotments.Your success in accomplishing real the Chamber of Commerce of the United States, lines, or otherwise, in so far as said service con-and substantial reductions in your consumption as representing officially the talking machine in-tributes to the production of finished products.' of such materials and in prevailing upon con- dustry, and on September 14 appeared before "Priorities in the 'supply and distribution ofsumers to postpone and reduce their demands the Priorities Division of the War Industries raw materials, semi -finished and finished prod-for such products will contribute materially to Board, Judge Parker presiding, to present itsucts' are not governed by the preferencelist,the nation's welfare and will be a factor in meas- arguments in favor of the industry. but by priority certificates and automatic ratings uring your further allotments. Yours very truly, The arguments of the committee were pre-described in Circular No. 4 and its supplementsEdwin B. Parker, Priorities Commissioner." sented in the form of a brief by H. L. Willson, issued by this division. In submitting the report the War Service and he took occasion, first, to emphasize the part II Committee through Chairman Willson says: that phonograph and phonograph records are "Your industry can supply essential needs "Our country's needs are great and impera- playing in maintaining the morale of the sol-during the last four months of 1918 if you can tive under the stress of war requirements, and diers and sailors, in the camps, on the field andobtain certain limited quantities of materialswe believe, therefore, that you will cheerfully on ships.He called attention to the fact thatNhich have been discussed with your representa-accept the curtailments and economies imposed after four years of war England refused to cur-tives and if such materials are properly distrib- by war conditions, and prescribed by Govern- tail the phonograph industry, and that Lloyduted among your manufacturers with a view to mental bodies on our industry." George had particularly requested that that in-balancing and equalizing stocks.This division [See latest order of Priorities Commissioner, dustry be not interfered with. will issue to any of your manufacturers desiringincreasing metal allowances, on page 110.] In the relation of the phonograph industry to its distributive portion of such quantities of ma- other industries Mr. Willson stated that phono-terials Industry Priorities Certificates authoriz- graphs of a sales value of approximately $45,-ing them to purchase its quota of such materials AUTOMATIC 000,000 annually used but 12,000 tons of steel under the following conditions: BROOKS and less than 85,000 tons of coal, and that the "1. Such manufacturer will file with this divi- iron and steel entering into the manufacture ofsion its pledge as follows: PHONOGRAPH phonographs was approximately only 5 per cent. " 'The undersigned hereby pledges itself for of the total value thereof.He gave a list ofthe period from September 1, 1918, to December the iron and steel on hand at the time, as well31, 1918, (1) to use only in the manufacture of as the amounts of those metals required, andtalking machines, talking machine motors and stated that much of the material on hand wouldtalking machine accessories and parts therefor 11/4k be useless without supplies of other parts.He the materials suitable therefor which are now in also stated that more than 50 per cent. of theits possession or which may hereafter come into factory employes were women, and a large partits possession (other than materials required or of the remainder in some factories were enemy reserved for making other products covered by aliens and not permitted to work in munitionpriority certificates or automatic ratings); (2) plants. to reduce its consumption of iron, steel, copper, In the brief the fact is emphasized that mostbrass and aluminum used in the manufacture of of the large manufacturers are, in most cases,such products to a basis of not exceeding 40 per in the East, and that a great percentage of their cent. of four -twelfths of its 1917 consumption of product is shipped West, and that inasmuch assuch materials; (3) to comply with the regula- a large percentage of cars are said to go Westtions of the Conservation Division of the War empty, the hauling of phonographs does not in-Industries Board as to economics and substitu- terfere with transportation, but makes a West- tions.' ern haul a profitable one to the railroads. "2. Such manufacturer will file with this divi- Mr. Willson outlined the manner inwhich sion its statement under oath showing: England had handled the phonograph industry in "(a) Quantities(by weight)ofiron,steel, the matter of restrictions; realizing that that in-brass, copper and aluminum, and all products of dustry was important and essential and givingsuch materials used by it in producing its 1917 it consideration on that basis.He quoted news-output of talking machines, talking machine paper editorials, and expressions of opinion frommotors and talking machine accessories; Major -General J. Franklin Bell, Commander of "(b) Quantities (by weight) of such materials the Department of the East, and prominent men and products of such materialsinstock,in connected with the various war activities of thestorage, and in transit owned by such manufac- Y. M. C. A., War Camp Community Service, as turer on September 1, 1918, or held for it; well as official song leaders, to prove the abso- "(c) Quantities (by weight) needed to bal- THE WONDER INSTRUMENT lute necessity of music in preserving the morale ance stocks, but only so far as needed in con- Plays and repeats any kind or size record-any desired number of times-then stops automatically with the tone and keeping up the spirits of the fighting men nection with existing stocks to manufacture the arm suspended off to theright In the air. Anychild ran Facts were also presented to show what music,output of talking machines, motors and acces- operate it - WONDERFUL TONE WONDERFUL FINISH and particularly talking machine music, is doing sories and parts therefor mentioned in its pledge. WONDERFUL IN ITS SIMPLICITY for the education of the people at home, and in "3. When the pledge and affidavits mentioned The Machine CreatesInterest and Discussion. ItIsSelf -Advertising keeping up their patriotism. A special point washave been filled and Industry Priority Certifi- WONDERFUL SELLER made of the work of the phonograph in carry. cate issued it will take Class C rating and orders DEALERS-Send for Particulars, Prices,Terms. ing on Americanization work among foreign -placed according to its provisions and this cir- BROOKS MFG. CO., Saginaw, Mich. born residents, and particularly their children cular may be filled.No formal application for NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 97

Psychological ! That just when you're pushing records hard the new Columbia Record Catalog appears to help you.Get your supply ? Are they working ? Columbia Graphophone Co. NEW YORK

street; Hunleth Music Co., 515 Locust street; ST. LOUIS DEALERS COLLECTING RECORDS FOR SOLDIERS Kieselhorst Piano Co., 1007 Olive street; Klee- Talking Machine Men Send Their Wagons to Gather Slacker Records-The Stock Situation a Puz- kamp Bros. Piano Co., 3121-23 South Grand ave- zle to Many-The Jobber's Problem-What the Local Factories Are Doing nue; Larkatone Music Co., Inc., 3749 South Jef- ferson at Broadway and Chippewa; Murmann ST. LOUIS, Mo., November 9.-The talking ma- ber gave it as his opinion that if every personPhonograph Co., 1318 Olive street; Roesch Fur- chine business has gone through the Libertynow willing to buy a talking machine could be niture & Carpet Co., 1543 South Broadway; 417 Bond, an influenza quarantine and other handi-persuaded to buy regardless of make each wouldWest Schirmer street; Silverstone Music House, caps during the past month and comes out with be accommodated, and that there would be some 1114 Olive street; Smith -Reis Piano Co., 1005 aclean selling score.Practically alldealers left in the stores. Olivestreet;Thiebes PianoCo.,1006 Olive willtell you that their business could not be Another jobber whose machines are sold in a street. better without more stock. Every dealerin number of stores said:"I have been trying to Itis not detracting from the service of the town is complaining that the models he bestestimate the shortage of certain styles of ourtalking machine dealers in this work to say that likes are short.At the jobbing houses theycabinet machines, but am puzzled. Itislike they are already reaping some reward for their tell you that they are doing fairly well, but thatthis: A reported to me the other day that he zeal. Some persons bought new records to certain models are somewhat short. It hascould sell ten of our Style Q machines. B, send to the soldiers, but a larger class who had gotten to the stage where the jobbers make nowhose store is in the same part of the city andquit buying, or had become very conservative bones about being short, and in most cases theyin many ways similar, tells me that he couldbuyers, have enlarged their operations. "We openly admit that their chief trouble now issell a dozen Q machines.This is repeated indid not like to buy more while we had 200 rec- getting enough of the popular models at oneall parts of the city.Now the question thatords at home, but we gave away 100 of the pop- time to enable them to make proportionate dis-is bothering me is how often is the demand forular ones to the soldiers and now we will buy tribution of the orders on file. a single machine repeated.I am satisfied thatsome more," said one customer, and in certain But with the records it is different.They areA and B are dealing with some of the samedegrees this remark was repeated dozens of coming through in fair numbers, and, better thanprospective buyers.But how many duplicates?times. that, the people are catching the spirit of the My investigations would indicate that there are Manager Chrisler, of Aeolian Hall, who has thing and are willing to buy records that arethrce duplicatesinthese two reports, whichtaken over the management of the wholesale new to them but which are old on thelists.would mean a demand for nineteen machines in-Aeolian-Vocalion department, reports a most ex- It has been beneficial to the trade, in this re-stead of the apparent twenty-two. Buttherecellent trade in various sections of the country. spect, that much has been published about thismay be other duplicates by reason of several"\Ve are now seeking to protect our established and that trade being restricted to gain mate-persons in the same family inquiring.It is be-dealers rather than taking on new dealers," he rials and men to win the war.People like toyond me.I know that there is a shortage ofsaid, "but where a dealer is willing to consider think that the talking machine trade is doingour machines and we have not even a sample inthe styles that we have most of, we let him its part and they are willing to be a bit moreour jobbing warerooms of an obsolete cabinethave some stock to introduce our line."The patientaboutgettingrcallynew numbers.machine.We have offered to take any stickerLehman Music House, of East St. Louis,. and Others who are not so patient often can be sold offthe hands of any dealer. Thatis howJohn M. Taylor, oT Macon, Moberly and Co- by skilfully finding out if they have heard this nearly we are cleaned up.We have a few boxlumbia, Mo., are recent Vocalion dealers. record by that artist and then presenting themachines and a few of current styles, just in." Retail Manager Brandt said that he was chief- record as a new one.As long as the purchaser The local dealers have been giving much at-ly surprised at the small effect the influenza ban is happy, there is no harm done and there istention to the collection of slacker records for (Continued on page 98) one less person growling about the hardships thesoldiers. Their goal was 100,000. The of whipping the Germans. campaign was handled by F. L. Liebing, man- It might appear to be an easy question toager of the musical bureau of the Kieselhorst answer, but is there an actual shortage of talk-Piano Co., which store was the headquarters. Walter S. Gray ing machines (quality not considered)?The A room at the store was set apart for han- World correspondent has asked this questiondling the collection and before the drive began Chronicle Bldg., San Francisco, Cal. of a dozen dealers within the last few weeks andone of the Kieselhorst record saleswomen was each dealer has his own ideas on the subject.busy taking care of the early arrivals. When you get down to detail no two exactly The following dealers caused to be published N agree. a large ad offering the services of their stores All agree that there is a shortage of standardand delivery systems for the collection of sol- make andqualitytalkingmachines. Thatdier records.The following signed the ad (and E question admits of no doubt in the minds ofpaid for it): The Aeolian Co., 1004 Olive street; most dealers.Some think there is an actualthe Artophone Co., 1113 Olive street; Barthels E shortage of all kinds of machines, but one job -& Dusenberg (Concordia Music House), 912-14 Pine street; F. Beyer & Son, Seventeenth and D Record Delivery The heavy pa per Locust streets; Boehl Furniture Co., Grand and means protection Gravoisavenues;Field -Lippman,1120Olive Envelopes the button and cord L mean speed - you Safe - Swift -_Secure c a n wait on more customers. "NICHOLSON" Bring out YOUR New Catalog Showing New Styles E OWN NAME. Every time an envelope leaves your RECORD CABINETS ; store.let the adver- strictly high-grade construction at prices S tisement on ittake BELOW COMPETITION your name to the homes and bring new I Write for a copy of the catalog and our trade. The advertising special free advertising help for dealers. more than pays for the envelope. Pacific Coast Jobber for the Best in

Write for samples and prices. Chase City, I K. NICHOLSON FURNITURE CO Virginia Lewis C. Frank, 694 Book Bldg., Detroit Sectional Bookcases and Record Cabinets Talking Machine Trade Accessories 98 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

SOSS INVISIBLE HINGES Preserve Beauty In many beautifully designed, finely finished Talking Machines, Pianos, Music Cabinets, Piano Players and Benches, the elimination of the unsightly protruding Hinge is essential to preserve the beauty of the design. No.103 Design and Construction The fine cabinet work which is required in many instances to preserve the disguise of the instrument requires that the hinges be as inconspicuous as possible.SOSS Hinges are invisible. WRITE FOR CATALOGUE "T" SOSS MANUFACTURING COMPANY, 435 Atlantic Avenue, BROOKLYN, N. Y. DETROIT -922 David Whitney Bldg. LOS ANGELES -600 Metropolitan Bldg. SAN FRANCISCO -164 Hansford Bldg. CHICAGO-John C. Bold & Co., Clark and Washington Sts., Conway Bldg. No.101 COLLECTING RECORDS IN ST. LOUIS we expect to have all of our back orders filledAN EMERSON RECORD DEPARTMENT (Continued from page 97) before Christmas. We have been able to accomplish this by cutting off some dealers who were One of the reasons for the big success of had shown on sales totals."With an encour-not coming up to the expected standard and dealers handling Emerson records is the original aging number of machines in stock we couldwe are not taking on any new accounts thatand attractive displays used and the establish - have met all previous expectations, but as it is interferewithsupplying we have exceeded expectations, circumstances old customers. Our totals considered.The record business appears to beare making a most excel- almost without limit these days. People have lent showing, better than money and are buying not only popular music,we expectedto m a k e. but the most expensive records." Our record business is Manager Roos, atthe Columbia wholesale without precedent." branch, would like to employ a man or woman who can put talking machines into fractions and MUST LOOK OUT satisfy the trade."Our organizationiswell settled in an excellent stride and we are han- Credit men, both whole- dling all the business that we are permitted in sale and retail, are not go- fine shape.Our dealers report that they areing to have an easy time holding many prospects until the time that they ofitduring therecon- will have Columbias for them," he said."It isstruction period that will in time like these that reputation pays an ex-follow the ending of the cellent investment." war, according to one of C. D. Westervelt, who formerly was with the thebest-known credit Aeolian Co. at Boston, has joined the Vocaliongrantors in the city.The staff here. wholesale credit man will The decorators were in charge at the Arto-have the harder job of the phone Co., where a good deal of attention istwo, he said, for he will being given to the retail trade.The entire firstbe dealing with merchants floor has been quite handsomely fixed up andwho will have to conduct President Cone says that the brighter sales-their business in the face room already is proving a good investment andof a declining market, and that it and the improved Artophone is a com-who will have to "watch bination that is hard to beat. their step" pretty careful- Mark Silverstone, of the Silverstone Musicly in order to avoid the Co., says that he believes that his company will bankruptcy court.As for make very fair distributions of machines before the retailcredit grantor, the holidays, as the shipments now in sight will he asserted,his problem relieve the most acute shortages.The records, willliein good part in he says, are coming through nicely and the com-guarding against defaulted pany is now meeting all of the increasing de-payments on the part of mands. the many customers who President Fitzgerald, of the Mozart Co., re-are getting their pros- ports that his factory is busy chiefly on essential perity out of the war and work and the talking machine output at present who ordinarily would not is only such as can be made when the ma-be considered good risks. chinery is not on strictly war work. The situation is one that "We have been making very fair deliveries of must be carefully watched Interior Display Made by the S.S. Kresge Store, Indianapolis, hid. Pathe instruments," said Manager Staffelbachby all concerned. We mustmove slowly andanent of areally high-class record department. at the Hellrung & Grimm Furniture Co., "and cautiously. This interior display is from S. S. Kresge, In- dianapolis.It not only won a prize in a recent Emerson record display contest, but also sold BUY Y 0 U R ALBUMS THIS ALBUM MADE a great many records to new customers. DIRECT FROM US FAMOUS BY SELLING IT. EDISON CHRISTMAS SUPPLEMENT THE MANUFACTURER List of Blue Amberol and Royal Purple Releases WHY for December Just Issued Pat Dec. 15, 1914 DON'T YOU TRY? An excellent Christmas supplement of Edi- son Blue Amberol and Royal Purple records has just been issued by Thos. A. Edison, Inc., which contains several exceptionally high-class recordings by such artists as Arthur Middleton, Frieda Hempel, P. A. Asselin and other equally well-known Edison artists.The numbers BOSTON BOOK COMPANY, Inc. range from sacred songs, especially appropriate 43-51 Fourth Avenue, New York, N. Y. at Christmas time, to lighter ballads and popular songs, besides several instrumental numbers. NOVEMBER15, 1918 THE TALKING MACHINE WORLD 99 BUSINESS IS GOOD But You and I Are Here to Make It Better

L311111111111111I11111111111111111111111111111111111111,11111111111111111111111111111111111111111111111111,4 Attractive Proposition for Dealers and Jobbers HE ART CRAFT Write To -day LINE of Talking III, "" ' I III' I IIII1IIIIIIII.I'll'111111111111111111IIIVA Instruments is a true exemplification of the QUALITY for which Grand Rapids Furni- ture is internationally g,m,,,,,,,,,,,,,. recognized. Six a Art Models $140.0_0 to $350.L°

Eg C lie\.rt Traft Tronpantj MANUFACTURERS OF

PHONOGRAPHS SE- GRAND RAPIDS, MICHIGAN 100 THE TALKING MACHINE WORLD NOVEMBER 15, 1918 Recruiting Corps to be sent to men in service. BUSINESS UNUSUALLY ACTIVE IN SOUTHERN CALIFORNIAIn Los Angeles there will be two committees, Despite Many Untoward Influences Los Angeles Trade Was Most Satisfactory During the Past the general committee, with Marco Newmark as M-pnth-Record Demand Shows Remarkable Strength-Machine Shortage Is Still Most Pronounced chairman, and the campaign committee, with Miss Rena MacDonald at the head. Los ANGELES, CAL., November 4.-The month of more Columbia records were also sold than October was rather strenuous for Los Angelesever before in any one month in the territory ADVERTISING VOCALION RECORDS in- more ways than one.In fact, it was reallyof the Los Angeles branch. of the Columbia remarkable how well business kept up in spiteGraphophone Co. Featured in a Big Way in Announcement in the of the Liberty Loan and the influenza.The in- The Southwest is the Land of Sunshine and Saturday Evening Post dications are good for business during Novem-Flowers-it also aspires to be one of song. The ber. scarcity of Grafonolas evidently inspired the The Aeolian-Vocalion phonograph and Aeo- The shortage of leading makes of machinesdealers to drive on records.They had excel-lian-Vocalion records were featured to excellent and records isstill acute with no promise oflent material to work with both on the "special"advantage last week in a full -page advertisement bettering the present condition before the firstlists and the regular October records. that appeared in the Saturday Evening Post. of the year.All local dealers are making des- The death, somewhereinFrance, of GusThe attractiveness and artistic beauty of this p4ate efforts to bolster up their fast depletedSchiresohn, youngest brother of the well-knownadvertisement was enhanced by the fact that it stocks, but with little or no success. NorthMainstreettalkingmachinedealer,appeared in several colors, and this page was -The demand for "war" songs seems to beMax Schiresohn, proprietor of the Americanone of thefinesttalking machine advertise- increasing in spite of the numerous ones comingJewelry Co. and Schireshon Bros., has stirredments that any national advertiser has used re- mit every month, and the sales are still runningthe sympathy of their many friends. cently. big on such pieces as "Keep the Home Fires Nathan Milnor, formerly general sales man- The page featured the new Vocalion records Burning," "Just a Baby's Prayer at Twilight,"ager of the Dictaphone, visited the Californiamade by Giulio Crimi, the leading Italian tenor "Over There" and "Joan of Arc." Graphophone Co.'s headquarters at 745 Southof the Chicago Opera Co., who is an exclusive :The Purchasing Agents' Association, of LosBroadway, en route for San Francisco, where Vocalionartist. The Vocalionrecord "On kngeles, gave a delightful banquet at the Sierrahe is assuming the management of that branchWith the Play" from Pagliacci has achieved thisadvertisement Madre Club on the evening of October 4.Theas successor to F. A. Dennison. phenomenalsuccess,and most enjoyable thing on the program in the Mr. Humphrey, recently manager for Byroncalled attention to the musical qualities of this record. way of entertainment was a demonstration of Mauzy,SanFrancisco,hasbeenappointed the Edison Diamond Disc by Howard Legge,manager of Hamburger's Grafonola department. The Aeolian-Vocalion phonograph presented of the Southern California Music Co.Popular George W. Lyle, assistant to the president ofin this page was the Vocalion Style "I," retailing War songg were featured on the machine, whichthe Pathe Freres Phonograph Co., visited Losat $225, which is one of the most popular instru- was a laboratory model of the William and MaryAngeles in October. ments in, the Aeolian-Vocalion line, and which design, and during the evening those present J. L. George, manager of the talking machineis meeting with signal success throughout the country. 44 a new version of "Keep the Home Firesdepartment for the MercantileCo.,of Long Burning," led by theEdison machine. Mr. Beach, Cal., was in the city recently acquiring Legge gave a short talk on the Edison and itsstock for Christmas.Mr. George says hitjii: TALKER MEN GOLF CHAMPIONS ncss is good at the beach town and the enla,Fge- DES MOINES, IA., November 4.-The recent golf ColonelGeorge.P. Filmer, Pacific Coast divi-ment of all the shipbuilding plants has brotightmatch tq Aetermine the championship of Des siAn director for the Red Cross, purchased threethousands of workmen to the city who are -all Moines Was decided in favor of the team repre- drithe Edison Army and Navy model machines good prospects for machines. - senting the. Mickel Bros. Co.,Victor whole- tot three of the cantonments.This model is a Beginning Sunday, October 24, 1,000,000 rec- salers, amid. consisting of W. P. Beal, manager of fiiorite with the soldiers and sailors. ords, talking machines and small musical in-Mickel Bros: Co.; H. B. Sixsmith, traveler, and f- W. S. Stidham, local manager for the Colum-struments are to be assembled throughout the.Earl Haglind,'manager order department, which bia. Phonograph Co., says that during Octobercountry by the National Phonograph Recordwon out against the Southern Surety team.

A die-casting, bearingthe"INDIANA" imprint isan assurance of its perfection. We specializein such die-cast phonograph partsasshown above. "INDIANA" DIE CASTING CO. CORNELL AVE., at 1 1 th ST. INDIANAPOLIS, IND. NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 101 FLOOR TAX CLAUSES KILLED TALKING MACHINE INDUSTRY GRANTED INCREASE Section of War Revenue Bill Providing for Tax IN METAL ALLOWANCE FROM 40 TO 70 PER CENT on Stocks in Hands of Manufacturers, Whole- salers and Retailers Is Removed Favorable War Developments Move Priorities Commissioners to Give Quick Relief to Talking Machine Manufacturers-Order Reflects Attitude of Government Towards Business It was announced this week that after a strong fight by the music trade interests and others II. L. Willson, Chairman of the War Service Committee of the Talking Machine Industry, Sections 909 and 910 of the new War Revenuereceived the following telegram from Edwin B. Parker,Priorities Commissioner, on Monday, bill, providing for a collection of a floor tax ofNovember 11, in which the industry is advised that the ruling restricting the use of metal for 10 per cent. on all musical instruments in thetalking machines to 40 per cent. of the 1917 consumption has been amended to permit the use hands of manufacturers, wholesalers and retail-of 70 per cent. of metals.The telegram, which in itself is explanatory, reads: ers, had been eliminated from the bill. The "Account favorable war developments restrictions on talking machine industry, including motors proposed floor tax in the new bill differed fromand accessories, embodied in Circular No. 39, Priorities Division, are hereby so modified that for that existing in the present War Revenue Actthe last four months of 1918 the consumption by said industry of iron, steel, copper, brass and in that its provisions were extended to coveraluminum used in the manufacture of its products will be on basis of not exceeding 70 per cent. of retailers.The danger of the floor tax was earlyfour -twelfths of its 1917 consumption, instead of 40 per cent. as provided in said Circular.In recognized, and strong arguments were imme-allother respects rules and regulations remain in full force and effect.Please notify all mem- diately brought to bear on the Finance Commit-bers of your industry." tee, it being pointed out that the excess tax of The receipt of the telegram on the day thathe signing of the armistice with Germany was that sort against a retailer with a large stockformally announced is accepted by talking mach ne men as an indication of the favorable manner of goods on hand would in some cases threatenin which the industry is regarded in Washington, and likewise an indication of the attitude of the bankruptcy.It is not believed that an attemptGovernment in the matter of granting industries relief from restriction as soon as possible.The will be made to reinsert the same clause or putoriginal.priority order limiting the use of steel and other metals to 40 per cent. of 1917 consump- a similar one into the bill before itis finallytion was only issued, and had hardly become operative before the allowance was increased to 70 signed and becomes a law. per cent. Itis also reported that the Priorities Commissioner has issued an order permitting an increase in steel needle production from 50 per cent., as it now stands, to 75 per cent., thus providing great NEW COLUMBIA RECORD ARTIST relief for the industry as a whole. Miss Barbara Maurel, Mezzo -Soprano, Joins the ASK DEALERS' CO=OPERATION that the number of records to be collected will -Recording Staff of That Company more likely reach the total of two instead of one National Phonograph Records Recruiting Corps million. The Columbia Graphophone Co. announced Tells of Results Achieved in Drive for Records In view of this it is essential that talking ma- this' week the addition to the Columbia record- -Why Work Must Continue-Its Effects chine dealers should continuetheiractivities ing library of Miss Barbara Maurel, a mezzo- and co-operation.Somewhat more than 40 per soprano, who has achieved great success on the The National Phonograph Records Recruit-cent. of the dealers throughout the country have ccmcerp stage andinoperaticcircles. Miss ing Corps advises The World that reports re-become members of the Phonograph Record Re- Maurel will record exclusively for the Colum-ceived at headquarters at 21 East Fortieth street,cruiting Corps Trade Auxiliary, and others are bia record library, and her first, records will beNew York, prove that the mark set for the col-urged to join. announced very shortly. lection of over a million records in the. recent In a recent letter to the dealers the national !Miss' Barbara Maurel, who was born in Al-drive was not only reached, but passed by tenscommittee points out that the trade cannot fail sCe-LOrraine, studied abroad under Jean Deof thousands of records, and that the results ac-to benefit in a material way by this co-opera- Reszke, and her season with the Boston Operacomplished were largely due to the hearty co-tion, because millions of records will be do- C9. won the praise of the leading critics.Mu- operation of the talking machine dealers. nated, thus stimulating the purchasing of new siallyspeaking, she follows the traditions of the Major -General Bell, U.S.A., the honoraryones; countless future buyers will be created French school, and itis said by recognized au-chairman of the national committee, has justin the army and navy, and popular and official thorities that her voice is remarkably adaptedpointed out that this drive was only the startrecognition of the essential nature of the talking for recording purposes.Miss Maurel specializesof the movement, and the quest for machines machine business will be accelerated, to the gen- ini the rendition of old-time ballads, and her Co-and records will go on until the lastof oureral benefit of the industry. linnbia records will doubtless meet with a heartytroops have returned to these shores and have Dealers are aslced to send at once to their wOcome. been demobilized.Now that the war is endedlocal committees or to the New 'York City of- the need for wholesome entertainment for ourfice, 21 East Fortieth street, a statement of the W. L. MULVANEY NOW IN CHARGE fighting men is more imperative than ever, for,number of records and machines collected or as General Bell states, a million or more of ourpurchased, so that a complete tabulation of the DUBUOUE,IA.,November 4.-WalterL.Mul- men will be required in Europe for a year, per-material in the district can be made without de- vaney,:*formerly manager of the Victor depart- haps two, on police duty, hence the continued lay. rr*rit of the Geo. W. Wheelock Co., Peoria, demand for music not only abroad but also at has taken charge of the Victor department ofhome, where the process of demobilization will HOLD HALLOWE'EN PARTY Roshek Bros. Co., this city.This concern havenecessarily he slow. just, moved their department from thethird Army and navyofficersaretremendously The employes of the Victor department of floor to the second floor and have installed agratified by the extraordinary success of theChase & \Vest, Des Moines, Ia., recently held mo.dern three -booth department.The boothsslacker record drive, and have urged the corpsan old-fashioned Hallowe'en party, with bobbing are finished in white enamel with French win-tc, maintain a steady supply of talking machines for applies and all.In that contest the honors dows, and the whole department is covered withand records until demobilizationiscomplete.were divided between Chase West, manager of heavy green velvet carpet.A. Reh, the gen-Therefore most of the five hundred local com-the department, and Miss Golda Airy, manager eral manager of the store, has received manymitteesthroughouttheUnitedStateshave of the educational department.As the saying compliments on the installation. agreed to continue their work indefinitely sogoes, "a good time was had by all."

' An Exceptionally EntortanungAssortment VICTOR RETAILERS VICTOR Are You Getting This Valuable Monthly Sign Service? RECORDSFOR - NOVEMBER {1-22x28 SHOW CARD win make those 2-11x14 SHOW CARDS for PLUS POSTAGE 'Nfilhtsat.Honx, 23 8-RECORD EASEL SIGNS $3.00 rde.acant and 11-PRICE TICKETS only PER MONTH CARDS 1-WINDOW POSTER

xv Canadian price $3.50 plus postage and duty,

Send for a trial set and be convinced ofits exceptional value and window decorativequalities. We also manufacture the new " CARDO" imitation records and fancy papers for window trimming purposes. Ask Your Wholesaler.

PRINTERS & LITHOGRAPHERS ED. USOSKIN INC. 230 W. 17th St., New York City 102 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

IIM

_ E PEACE . _ HE Glad Tidings have been spread over the world. 6,. The din and roar of battle, the noise of firing cannon tlYi."-v-dand the shouts of charging men have ceased. Over the war-tornfield has fallen the quiet of Peace. To thedead that lie, cold and stiff, in Flanders fields, we pay

-1---- tribute.They asked us to take up the quarrel with the foe. Theythrewto us the burning torch and bid us hold it high. Theyleftto us the task of securing a Peace which would exact unbreakableguarantees that faith shall be kept. 1 Andwiththis Peace inscribed upon the great tomb wherein theylie,with the poppies showing red again in Flanders fields, = wehaveanswered. We have held high the burning torch and heldsacredtheir faith in us.They have not suffered and _-- diedinvain. N . m 1 -- Weare 1 proud of the small part it has been our rare privilege -- to play we thank our friends who have so loyally and 1 so patrioticallyunderstood conditions. 1 Andweface the To -morrow, the readjustment period between M warandpeace, with faith, with hearts filled to over -flowing anda prayerof thankfulness upon our lips. M- Cordially yours, M

m Vice -President 1 "ffi M4 STEPHENSON,INC., One West 34th Street, New York :-,---, 1 Manufacturers of the Stephenson Precision -Made Motor

E m CHUMMENNOMMOMMUMMENUMMINMEHMINNEthumuniummEMMENNIUMMINEMMORMUMMEHMEIMENCI NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 103

if Human Interest! People like catalogs.Particularly people who have phonographs. Feature the New Columbia Record Catalogthey'll come in for it; you do the rest. Columbia Graphophone Co. NEW YORK

TELLS SECRET OF SALE MAKING sale. If they wish a lower -priced machine we LATEST TEL=O=TONE LITERATURE can very easily supply it. Edison Amberola Dealer Tells How He Has "We find this to be a very easy way to makeHandsomely Printed and Interestingly Written Built Up a Large Business in That Line sales with the Edison.We have sold the Edi- Volume Bearing on This Chicago Musical In- son for over twelve years and have hundreds strument Will Interest the Trade In telling how he has built up a business inof customers which have been made this way. Edison Amberolas and Blue Amberol recordsIf you do not have the goods in stock you can- A volume of more than usual interest bearing Leslie E. Carl, an Edison dealer in Deposit, N. not make sales, and you surely cannot give freeon the Tel -O -Tone phonograph, which is being Y., says that the first consideration is to have trials and make sales." placed on the market by the Western News on hand a good stock of machines and records Co., of Chicago, Ill., has just reached our desk. and then to go after business: TAKES OVER VICTOR DEPARTMENT It contains illustrations and descriptions of the "Our prospects are mostly farmers.We keep variousartisticstylesof Tel -O -Tone phono- our phonograph playing in the store most of the WATERLOO, IA., November 4.-The Davidson Co.graphs which are illustrated elsewhere in The time and you would be surprised the prospects have recently taken over the Victor departmentWorld, as well as details of the various indi- we get in this way.When one comes in andof the James Black Drygoods Co., this city. Avidual features of these instruments, notably the shows the least inclination to be pleased withcomplete department has been installed in theseparator, the resonator, and the reducto.The volume contains a number of facsimile letters from prominent dealers who are handling this machine as well as from many individual purchasers.A feature of the volume is an interesting history of the phonograph. The closing page, signed by W. Cheney Beck- with, inventor of the Tel -O -Tone sound -reproducing tone chamber, contains a succinct presentation of the claims made for this instrument as well as brief reference to the features which have made it so distinctive.Taken allinall this volume is a most interesting one, and should be productive of excellent results in informing the public regarding the Tel -O -Tone. The war is over; now let us get busy!

TZRible.WMWMI=1/111111.W Edisons in Shipping Cases in Front of Store of Leslie Carl the clear tones of the Amberola we take himfront part of the store, with four booths and a TONE ARMS back and find out what songs or instrumentalcomplete stock of records.L. E. Cohen is gen- pieces he likes best; then we get him toleteral manager of the department, and Miss Leoti us put one in his home on trial; we ask him toCowles, formerly of the James Black Co., has Immediate Deliveries invite to his home his friends and neighbors tocharge of the record department. Both Mr. hear the well-known Edison Amberola. We areCohen and Miss Cowles have an enviable repu- very careful not to say anything about prices ortation throughout the State 'as"business get- terms; then we pick out about four dozen rec-ters," which is proven by Mr. Cohen's remark, BALL BEARING ords, taking care that there will be a number in"Our opening day was great, and we disposed this lot which will please his particular musicalof over 900 records and sold all but one of our taste.We always put out on trial the Edison Victrolas.The only reason that one remained BALL BEARING POSITION FOR USE WITH Model 75.This gives us a cabinet for the rec-was that we needed one for demonstrating rec- DIAMOND OR SAPPHIRE POINT FOR HILL AND ords and makes a nice showing inhis home. ords." DALE RECORDS We use a 'Tin Lizzie' for delivery and get it to his home as soon as possible, sometimes weSTANDARD CO. HEARS FROM FRANCE get to his farmhouse before he gets there. We almost always find somebody at home who will The Standard Talking Machine Co.,Pitts- F. C. KENT & CO. let us in with the machine; we then take painsburgh, Pa., received recently an interesting let- to show them how to run it, explaining the good ter from Sergt. D. R. Morrow, a former Stand- features of the Amberola and the Blue Amberolard Co. employe, now in active service in France. Manufacturers of records, how they can have any kind of musicSergt. Morrow told in an interesting way of the in their home simply by turning the crank. We American drive against the Germans, and of the tell them the day we are coming to get the rec- bombing of an American hospital by Boche air- Phonograph ords they do not wish to keep and leave them, men, after observations had been made to be letting the Amberola talk for itself. sure of the character of their objective. Accessories "The day we promise to come we try to be on the job.The first thing we tell them when RECOVERS FROM INFLUENZA we arrive is that we have come to get the records they do not care to keep.Almost every H. B. Sixsmith, traveler for the Mickel Bros. Cor. Mulberry & Chestnut Sts. time they have the rejected records all picked Co., Victor wholesalers in Des Moines, Ia., was NEWARK. N. J. out and ready.Then we talk prices and terms,a victim of the influenza epidemic, but is now and there is hardly a case but what we make arecuperating rapidly. 104 THE TALKING MACHINE WORLD NOVEMBER 15, 1918 PEACE NEWS STIRS BALTIMORE Recent visitors at the store of E. F. DroopBrunswick phonographs until he can take care & Sons Co. were S. Ernest Philpitt, of Tampa,of the demands of dealers already on his books. Talking Machine Dealers Forget Past Troublesand Miami, Fla., and John Oachis, of the Clark H. R. Eisenbrandt & Son are now in their in Planning for Future-Eisenbrandt & Son& Jones Co., Birmingham, Ala., both in search new quarters, and they have one of the most in New Quarters-General News of Trade of Victor goods. attractive stores in the city.The show window The National Piano Co Pattie distributors,is eighteen feet long and eight feet deep.Henry BALTIMORE, MD., November 11.-The announce- are expecting some shipments of machines andEisenbrandt says that Victor goods will likely ment of the armistice with Germany has causedrecords shortly to take care of the orders thatcome along better from now on, and while' he localtalking machine dealers to forget theirare piling up. does not expect to get as many machines and troubles of the immediate past, including stock A. Petit, local Brunswick-Balke-Collender Co. records as he could handle he is hoping that shortage, influenza ban, etc., and begin to planmanager, is declining to place new agencies forthe supply will be fairly ample. actively for the future.It might be said with truth that the trade in this territory emergedLATEST CHENEY REPRESENTATIVES will be featured by special recitals and analytical from the chaos of war in most satisfactory talks.Ludwig Baumann & Co. were the first shape. Now everybody is wondering how they Ludwig Baumann & Co., the well-known fur-Cheney dealers in New York, and have achieved are going to take care of the rush of businessniture house, is planning to give a special ex-splendid success with the line. expected during December. Meanwhile earlyhibitionanddemonstrationofthecomplete R. W. Olsen & Co., who operate four stores buying warnings are the rule. Cheney line of phonographs, including the artin Brooklyn, have recently become Cheney deal- Despite the fact that the staff of the localmodels that attracted such attention at the Na-ers, and have developed a splendid demand for Columbia branches is sadly depleted through ill-tional Music Show this summer, in the com-these instruments in their territory. ness, the volume of business for the month, espe-pany's threestores, beginning at the Eighth cially in records, has shown up remarkably well.avenue and Thirty-fifth street store early in De- WOMEN IN THE SALES FIELD At one time fifteen members of the staff ofcember, to be followed by similar exhibitions The Edison Shop at Dallas, Tex., Tells Interest- twenty-two were absent because of illness. iii the Harlem and Newark stores.The exhibit ingly of How Women Are Proving Most Ef- fective in Promoting Sales of Phonographs The opportunity given women in industry by this war is unparalleled in the world's history. That they are taking advantage of the opportunity, or, perhaps to put it more graciously, that CABINETS- -CABINETS they are standing up to their responsibilities is becoming increasingly evident with each day's AND = news. The Edison Shop, of Dallas, Tex., reports most interestingly concerning the advent with them of women into the sales field of the Edi- son industry.They say: "Quite a few months ago we realized that TALKING MACHINES there was only one way for us to save the salesman situation and that was through the medium of ladies taking the places of our men -who had gone into the service.This Wag some, five or six months ago,:To -day we now have four salesldies who are -actually taking the`pjace of Wholesalers, Dealers, Jobbers our four men who have gone into service, and Who are making good in every sense of the word. "The most interesting' part ofitallisthe fact that I have always been. very skeptical over We can supply you with high the possibilities of a woman taking the place of a man in a business way, but I assure ypu, that grade Talking Machines tosuit now my skepticism has been 'entirelY '.Swept aside.. your every need.While we are "We beganby, taking these young ladies throughathorbugh courseofsalesmanship through the medium of our sales meetings which cabinet makers we also manu- we hold regularly in our shop, and each and every one of these ladies is now turning in as facture complete machines. much or more sales even than the men whose places they took. "There is no doubt, of course, but that our sales meetings, which we have been conducting We have a large stock pre- regularly now for over a year, have had a great deal to do with the success of these young ladies, pared ready for shipment to but I believe any dealer who will select carefully his young ladies and then try to tell them just meet the requirements of the what he knows about selling Edison phonographs, and keep it up consistently, will be able trade. to get just as good results asIhave. Our sales meetings have grown to be decidedly the most interesting part of our work. "I am very enthusiastic over our salesladies and feel very gratified over the fact that even Prompt Deliveries though we have lost some of our very best men, our sales have not slumped one bit, but have kept up to their 300 per cent. increase over last year right along." Inquire for Catalog and Price List of CANARY RECOGNIZED GOOD MUSIC M. J. Soukup, Victor dealer at Decorah, Ia., recently purchased a canary which would not sing.Nearly every record in the catalog was BEN FERRARA tried with no result, until he hit upon Galli- Curci's "A Little Voice I Hear," from the Bar- ber of Seville.Instantly the bird burst forth ONEIDA, NEW YORK in wonderful song, which lasted until the record was takenoff. In honor of the wonderful powerofAmelitaGalli-Curcithebird was named "Lita." NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 105

6252 Nightingale Waltz (Fisher).... Empire Military Band INTERESTING PROGRAM FOR DEALERS Liberty Loan March (Sousa).Two-itep, CELEBRATE PEACE AND VICTORY Empire,IVIilitary Band Many Features Planned for Monthly Meeting 6253 Cutey (Motzan).One-step.. Empire Dance Orchestra Pathe Military Band and Pathe Forces, Headed Howdy (Sam Fox).One-step.. Empire Military Band of Columbia Wholesale Branch 6254 Popularity(Cohan). One-step. Saxophone, by President Widmann, With Kathleen How- Banjo and Piano Van Eps Trio ard, Parade Fifth Avenue, Arousing Tremen- Oriental (Rose).Saxophone and Piano, The regular monthly meeting of thelocal Williams and Davies dous Enthusiasm wholesale branch of the Columbia Graphophone 6255 Uncle Hiram's Husking Bee (Sweatman-Bonnell- Daly).Medley Accordeon Duet..Boudini Brothers Co. will be held to -day, November 15, at the My Sweetie(Snyder -Louis -Young). Medley One of the interesting features of the peace Waldorf-Astoria Hotel.Lambert Friedl, man- Fox-trot.Accordeon Duet Boudini Brothers day celebration on Fifth avenue Monday was ager of this branch, who will be in charge of an informal .band concert staged by the Pattie the meeting, has prepared an unusually inter- TO MAKE ONLY TWO STYLES Freres Phonograph Co.'s New York offices, 23 esting program that will undoubtedly result in a West Thirty-eighth street.This concert at- Operollo Phonograph Co., of Detroit, Make An- banner attendance. tracted much attention and contributed mate- According to present plans the artist who will nouncement to This Effect rially to the success of the celebration. appear at this meeting willbe Miss Barbara DETROIT,Mica., November 4.-An important The concert was entirely impromptu, and was Maurel, one of the latest additions to the Co-announcement has been made from the head-occasioned by the fact that E. A. Widmann, lumbia record library.R. W. Knox, advertis-quarters of the Operollo Phonograph Co., 54president of the Pathe Freres Phonograph Co., ing manager of the Columbia Co., will give theLafayette West, this city, concerning their planschanced to walk up Fifth avenue while the cele- dealers some idea of the Columbia advertisingfor future output.In accordance with the con-bration was taking place.He commented upon plans for the ensuing year. servationmethodsinpracticeinalllines the fact that something seemed missing in the The most interesting feature of this meeting,throughout the country in manufacturing plants,celebration and decided thatit was a lack of however, will be the inauguration of an openthe Operollo Phonograph Co. will hereafter con-music which kept the funmakers from properly forum, which will be conducted by the dealerscentrate their efforts in the production and mar-enjoying themselves. exclusively.It is planned to have a Columbiaketing of but two popular -priced models. With Mr. Widmann lost no time, but immediately dealer in the chair at this forum, and undoubted-this concentration of effort they will be able toarranged for the Pathe Military Band to as- ly therewillbe many practical subjects dis-produce at a minimum cost a talking machinesemble at Thirty-eighth street and march up cussed by the dealers. that they claim will be the very best that canFifth avenue.The band had been rehearsing be produced for the money.Plentiful stock isat the Pathe laboratories with Miss Kathleen EMPIRE RECORDS FOR DECEMBER reported on hand at the factory, which should Howard, and within fifteen minutes had started allow prompt delivery from the factory. up the avenue, accompanied by a delegation of CHICAGO, ILL., November 11.-The advance- list Pathe roosters and other appropriate signs.Be- of records for December just issued by the Enl- DEATH OF DR. ALVA D. JONES hind the band were the members of the office pire Talking Machine Co. is as follows: staff of the Pathe Freres Phonograph Co.'s New POPULAR HITS Dr. Alva.D; Jones, who was well known in the 6236 I'llCome Back to You When It'sAll Over York office, led by 0. J. Valliere, city sales man- (Brown -Kerry -Mills) Peerless Quarte,ptalking Machine trade through his 'inventions When You Come Home (Squire).Contralto with ager; Wm. Penn, recording manager; Wm. H. Male Trio Una Drake bearing -on the reproduction of sound, died atRose, and Mr. Weil, with Mr. Widemann as 6237 The Kilties March (Murchison), He Empire Male Quartet;his home in Philadelphia on October 12. marshal. When the Yanks Come Marching Home (Jerome - tii'as the inventor of the Perfektone sound box,' Furth).Baritone Ben Pilgrim As soon as the band commenced its march it 623g Laddie in Khaki (Novelle).Baritone, and- also held basic patents for the use of wicker- was followed by a crowd which increased by Frederick Williamson What Are You Going to Do to Help the Boys? work for talking machine cabinets, and hadhundreds, and by the time it reached the Public (Kahn -Van Alstyne). Baritone Arthur Fields taken out a great many patents covering other 6239 Oh, How I Hate to Get Up in the Morning (Ber- Library the band was leading a procession fully lin) Arthur Fieldsinventions of his relating to the industry in va-five blocks long. At the library steps Miss WhenIGet Backto My AmericanBlighty rious countries.He was a man of great ability (Fields -Morse) Arthur Fields Howard, accompanied by the band, sang the 6240 Give Me the Right to Love You (Glatt), and highly esteemed by those who had the pleas- Sterling Trio "Star Spangled Banner" and the "Marseillaise," For the Two of Us (Leslie -Ruby).Duet. ure of his acquaintance. after which the procession continued its march Campbell and Burr STANDARD VOCAL up Fifth avenue, where in front of St. Patrick's 6241 The Rosary (Nevin -Rogers).Baritone Ira Allen EDISON FORCE TREBLES ITS QUOTA Beautiful Isle of Somewhere (Faera)...Sterling Trio, Cathedral the band rendered the national an- 6243 Silent Night, Hallowed Night (Hayden). The Thos. A. Edison, Inc., went over the topthems of the Allies.By this time the proces- Bijou Mixed Quartet' Holy, Holy Holy (Dykes).Contralto...Una Drake. inthe Fourth Liberty Loan in great shape.sion was fully ten blocks long and had attained INSTRUMENTAL SELECTIONS 6243 Poet and Peasant Overture (Suppe), Their quota was $300,000, but the final figuressuch importance that moving picture operators Empire Concert Orchestra showed a grand total subscribed of $1,090,300.were busy filming it for the news weeklies. Poet and Peasant Overture.Part II, Empire Concert Orchestra This comprised subscriptions by the employes The return trip was made down Broadway, 6244 Fireflies-Intermezzo (Savino), Empire Concert Orchestra of $525,000. and by the company of $565,300.Itand at Thirty-eighth street the band managed Barcarolle-Tales of Hoffman (Offenbach), is interesting to note that the Edison industriesto elude the ten -block procession and renew its Empire Symphony Orchestra 6245 Patriotic Medley.Part I-Em_pire Concert Orchestra passed the $2,000,000 mark for the four Libertywork at the laboratories.The band concert was American Patriotic Medley.Part II, Empire Concert Orchestra loans. thoroughly enjoyed, andtheimportanceof HAWAIIAN SELECTIONS music was demonstrated conclusively by the 6246 My Lonely Lola Lo (Solman).Hawaiian Guitar accomp Sterling Trio PUSH THE RED SEAL RECORDS! fact that this band proved absolutely essential My Hawaiian Maid (Cunha).Tenor, Hawaiian Guitar accomp Henry Burr In speaking with The World on the record to the real success of the peace celebration. 6247 Aloha Land (Heuer). Waltz.Hawaiian Gui- tars Louise and Ferera situation Abram Davega, of I. Davega, Jr., Inc., Missouri Waltz (Eppel -Logan).Hawaiian Gui- Victor distributors, 125 West 125th street, New A STEWART PUBLICATION tars Louise and Ferera COMIC SELECTIONS York, called attention to the fact that, although The Stewart Talking Machine Co., of Indian- 6249 I Sent My Wife Away for a Rest (Von Tilzer). Baritone Louis Winsch a great many numbers were exceedingly scarce,apolis, Ind., recently issued a catalog of talking 'N' Everything (DeSylvia-Kahn-Jolson)Baritone. still there were quite a few Red Seal numbersmachine cabinets and accessories for distribu- Louis Winsch 6250 K -K -K -Katy (O'Hara).Baritone Louis Winsch with which the jobber was well stocked.Thetion among dealers that is unquestionably one That Funny jazz Band From Dixieland (Mar- shall).Baritone. Arthur Collins pushing of these numbers by the dealer with theof the most complete and exhaustive in its ex- DANCE SELECTIONS co-operation of the jobber would add materiallytent that has reached our desk for some time. 6251 Djer Kiss (Ager).Waltz Empire Military Band Oh, You Daddy-Fox-trot Empire Military Band to the record sales and profits. The volume is admirably prepared and printed. The STERLING "No. ONE" A Winner "The Phonograph of Sterling Tone and Quality"

OUR "Number 1" is a mahogany finish cabinet, size 44 x20x21, Eight Models listing at $80 retail, and comparing favorably with instruments selling for considerably more.Itis equipped with a Guaranteed in universal tone -arm playing all makes of records, a tone -modifier, Every Detail and the exposed parts are heavily nickel -plated.This model has a motor cast frame, goose -neck tone -arm, and asilent, Immediate double -spring worm drive motor. Deliveries of Any Quantity Liberal trade discounts. Compacto Phonograph Co., 31 East 12th Street, New York City- 106 THE TALKING MACHINE WORLD NOVEMBER15, 1918 WORLD'S CLASSIFIED ADVERTISING Any member of the trade may forward to this office a "Situation" advertisement intended for this Department to occupy a space of four lines, agate measure, and it will STEEL NEEDLES be inserted free.Replies will also be forwarded without cost.Additional space will AND PHONOGRAPH PARTS be at the rate of 25c. per line.If bold faced type is desired the cost of same will be Steel needles, full tone, in envelopes, per 1,000 needles 0.75 25c. per line. Sapphireneedles for Edison disc,each 0.30 Sapphire needles for Pathdisc, each 0.30 Genuine Edison diamond for disc, each 2.25 SALES EXECUTIVE of high caliber with a POSITION WANTED-Talking machine salesman, five Main springs for Edison disc, 1%", each 1.75 years'experience. Insidepositionlargecitypreferred. Main springs for Columbia disc, 1", each 0.65 past record of things accomplished and an in- Familiar with all well known machines.References.Ad- Main springs, %" oblong hole, each 0.35 dress "A. P. 2," Talking Machine World, 209 So. State St., Main springs for Columbia disc,,i." round hole, each 0.30 timate knowledge of manufacturing and who has Chicago, Ill. Governor springs for Columbia motor, each 2c.; per 100 1.50 Governor springs for Victor motor, each 2c.; per 100 1.50 recently placed on the market with signal suc- Governor screws for Columbia motor, eacb lc.; per 100 0.75 WANTED-Thoroughly experienced, aggressive Edison, Governor shafts for Slick or Wonder motor, each 0.15 cess one of the representative talking machine Victor and Columbia manager isopen to manage depart. Governor shafts for Heineman No. 0 or 11, each 0.20 lines in the trade will consider new connection. ment.Any location.Success guaranteed. Address "J. Governor gear wheels, for Triton motor, each 0.10 L. 8," care The Talking Machine World, 209 South State Mica diaphragms, 1st for Victor soundbox, each 0.15 My highly specialized services will be of par- St., Chicago, Ill. Mica diaphragms. 1st for Columbia soundbox, each 0.25 Mica diaphragms. 1st for all Standard soundboxes, each 0.22 ticular value to some big live concern ambitious 0.20 forpo- Turn -table,feltgreen,10",each SITUATION WANTED-Trade builder open Turn -table,feltgreen,12",each 0.25 to become or continue real factors in the talk- sition November 1.My record of sales will be of interest Motors, double springs cpt. with 12" T. T., each 5.25 to manufacturers who wish to further their output.Ad- Motors, single spring cpt. with 10" T. T., each 2.25 ing machine field.Address "Box 554," care The dress "Box 560," care The Talking Machine World, 373 Tonearms, universal, witb mica soundbox No. K-1, each. 2.00 Talking Machine World, 373 Fourth Ave., New Fourth Ave., New York. Tonearms, universal, No. H2, Sonora style, each 3.00 soundbox, fit Victor tonearm, No. H-1, each 1.75 York. soundbox. fitStandard tonearm, No. K-5, each 0.75 POSITION WANTED-By wholesale phonograph and Barrels, assembled, for Mirk or Triton motors, each 0.60 piano salesman.Open for position to travel east of Chi- Barrel, bottom gears, Slick or Triton motors, each 0.25 SALESMAN WANTED-If you cover the cago. Held last position 254 years.Phonograph position Key's Slatted, Slick or Triton, each 0.25. preferred.Best of references.Address "Box 536," care Key's Thread, for Flemish, each 0.25 phonograph trade in any section of the UnitedThe Talking Machine World, 373 Fourth Ave., New York. Needlecups,fit on Columbia, per 100 2.50 Needle cups, witb covers, for used needles, per 100 3.75 States and are interested in a live proposition, RETAIL MANAGER OPEN-Young man, married, long either as a side line or as your main line, we experience as retail manager, open for exclusive store or All orders must be accompanied with remittance. department executive, talking machines or pianos or both. Prices subject to change without further notice. have an interesting offer.In answering state Middle West preferred.Address "08," Talking Machine territory now covered. Address "Box 522," care World, 209 South State St., Chicago, Ill. FAVORITE PHONOGRAPH ACCESSORY CO. The Talking Machine World, 373 Fourth Ave., REPRESENTATIVE exceptionally well known on 1491 DeKalb Avenue Brooklyn, N. Y. Pacific Coast, already carrying several representative lines. New York. offers representationto one or two more non -conflicting linesin that territory.Willbe glad to consider your proposition.Address "Box 553," care The Talking Machine MANAGER-Experienced sales manager with World, 373 Fourth Ave., New York. both wholesale and retail experience and thor- FOR SALE SITUATION DESIRED-Production manager and super- Sole Columbia agent in town suburban New York, ough knowledge of talking machine production intendent seeks position.Seventeen years' experience. Can drafted,willsellagency or stockonly. Address is open for managership of enterprising, re- reduce costs and increase production.Highest references. "Box 563," care The Talking Machine World, 373 Address "S. P. 25," care The Talking Machine World, 209 Fourth Ave., New York. liable, well -backed concern where he will have South State St., Chicago, Ill. opportunity to grbw.Salary and commission. Address "0. C., 18," care The Talking Machine FOR SALE Something New World, 209 South State St., Chicago, Ill. For Sale -10,000 hand lathe turned perfect steel Phonograph records, lateral cut, 10 talking machine needles, medium andlight,at 7 POSITION WANTED-By wholesale talking and 12 inch standard make, a fine cents each.Each needle plays 200 twelve -inch rec- machine salesman to travel out of Chicago. Will assortment of vocal andinstru- ords. Guaranteed not toscratchor wear the rec- take a good line on a commission basis.Ad- mental selections.Also steel ords. W. A. Gross, 5081 Broadway, Chicago,Ill. dress "0. C., 29," care The Talking Machine needles, finest quality, in bulk and World, 209 South State St., Chicago, Ill. packages. I. DECKINGER FOR SALE WANTED-All kindsof phonographs and 3064 Albany -Crescent Ave. New York ExclusiveColumbiaGrapbopbone Agencysixty records, new or old, also phonograph parts. We miles from New York.Well balanced stock, finely arranged store. excellent location.Population draws buy anything.Address Brooklyn Phonograph over 12,000.Big opportunity and good investment for energetic man. Address M. F.C.,care The Co., 675 Greene Ave., Brooklyn, N. Y. Talking Machine World,373 FourthAve., New York. LARGE Record Manufacturer desires serv- FOR SALE Allkindsof phonograph parts,suchasmain springs, icesof high-class salesman for Middle West governor springs,allkinds of gears,also100turn -tables 10 in., with green felt,willfit any motor, at 20c.each. among jobbers only.An excellent opportunity Main springs,3/4 -in.size 15e. each FOR SALE Main springs,'/s -in.size lac each to make big money.Address "0. C. 10," care Governor springs 25c a 100 Phonographcabinets;fourstylestablemodels, Thumbscrews tofitall soundboxes 30c a 100 The Talking Machine World, 209 South State Green felt,12 in 9c each alsofloor models,Can make immediate shipment St., Chicago, Ill. Green felt,10 in 6c each in carlots.Good price toparties who can use in Micas to fitall soundboxes 5c each Rockford, BROOKLYN PHONOGRAPH CO.. quantities. Empire Manufacturing Co., WANTED-New and second-hand Victor and 675 Greene Ave., Brooklyn,N.Y. Ill. Columbia talking machines and records.Spot cash paidforthem. DeningerCycleCo., Rochester, N. Y. For Immediate Delivery, 5000 Main Springs FOR SALE Size TV by .023 by 10ft.6" long.$30 per Lot of 850 Meisselbach No. 66 Tone Arms and WANTED-Salesmen to carry line of well-known music hundred,or$.28eachforthelot. Samples Sound Boxes in perfect condition at a bargain fig- rolls and phonograph accessories on commission basis. Ad- $.50.16,000 winding key handles, beautifully fin- dress "Box 561," care The Talking Machine World, 373 ished in Mahogany or Ebony, $1.10 per hundred, ure.Telephone Cortlandt 4633. Fourth Ave., New York. or $1.00 per hundred for the lot. KIMBERLEY PHONOGRAPH CO., INC. EVERYBODY'S TALKING MACHINE CO., 206 Broadway New York, N. Y. POSITION WANTED-Talking machine salesman,five 38 N. 8th St., Philadelphia, Pa. years' experience, expert repairman, can take fullcharge, can handle both American and foreign trade. Address "Box 562," care The Talking Machine World, 373 Fourth Ave., New York. GREAT LIBERTY LOAN CONCERT for $4,300,000 worth of bonds at this concert, and itis said the concert was the most successful SITUATION WANTED-I have seven years' experience in phonograph trade exclusively.Wholesale and retail.I Edward N. Burns, Vice -President of the Colum- single event staged during the Fourth Liberty possess executive,initiativeability. Can furnish bonded Co.,ArrangesElaborate Loan.The total subscriptions of the Crescent references. Willtakefinancialinterestinorganization biaGraphophone which desires services ofreliable Canadian representative Program for Crescent Athletic Club A. C. to the Fourth Liberty Loan were $12,- who would guarantee results. I am prepared to establish American instrument in Canadian market. Address "Box 250,000. 564," care The Talking Machine World, 373 Fourth Ave., New York. One of the most interesting features of the drive for the Fourth Liberty Loan was are- HAVE BEEN WELL RECEIVED POSITION WANTED-Assistant manager of brancb of markable concert given at the clubhouse of the America's largest phonograph supply factoryisopen for executive position.Address "Box548," careThe, Talking Crescent A. C., Brooklyn, N. Y., one of the most The Culptone phonograph, produced by the Machine World, 373 Fourth Ave., New York. influential and successful organizations ofits Culp Phonograph Co., of 240 Broadway, NelA PHONOGRAPH recorderrequired,thoroughlyexperi- kind in the country.. York City, and which had its initial announce- enced and able to install and operate.Replies confidential. ment to the trade laSt month, has been favor- Address "Box 558," care The Talking Machine World, 373 Edward N. Burns, vice-president of the Co- Fourth Ave., New York. lumbia Graphophone Co., has been a memberably received throughout the trade.The four models comprising the line offer a variety of POSITION WANTED-City salesmanordepartment of the Crescent A. C. for several years, and his manager-bymanof twelve years' experience.Best refer- indefatigable work in behalf of his club's Fourth styles and prices.A. Culp, president of the com- ences.State particulars. Address' 549," care The Talking Machine World, 373 Fourth Ave., New York. Liberty Loan concert contributed materially topany, reports that they are fortunate in hav- Mr. Burns was in ing a stock on hand ready for immediate deliv- SITUATION WANTED-Who can use a high-class man- the success of the event. ager, either wholesale or retail, capable of taking exclusive charge of the musical program, and through hisery and are now negotiating with agents fol. charge and producing results?Have had over ten years' exclusive territory. experience, willing to locate anywhere.Address"Box540," efforts the following well-known Columbia ar- care The Talking Machine World, 373 Fourth Ave., New tistsappeared: Madame HuldaLashanska, York. Hipolito Lazaro, Miss Barbara Maurel, Arthur The Irvine Music Co., San Francisco, Cal., has SITUATIONWANTED-Salesman (35) acquainted Fields, Harry McClasky, the Peerless Quartet added a talking machine department, which is with every angle of the business.Phonographs, records and sundries.Vigorous result getter on road.Drawing account and Prince's Orchestra. under the personal supervision of R. S. Irvine. against commission.Address "Phonographs," 22 East 125th Handsome quarters have been arranged for. St, New York. The members of the Crescent A. C. subscribed NOVEMBER 15, 1918 THE TALKING MACHINE . WORLD 107

of the trade and advertising profession who rec- NEW STRADIVARA CATALOG DEATH OF LEONARD C. McCHESNEV ognized their value. Advertising Manager of Thomas A. Edison, Inc., Funeral services were held at the late homeHandsome Booklet Received as World Goes to Succumbs to Heart Trouble on Monday ofof the deceased on Wednesday afternoon, and Press-Seven Models Attractively Illustrated This Week-Prominent in Publicity Circles were attended by the officials and many employes of Thomas A. Edison, Inc., a large dele- As The World goes to press itis in receipt gation of advertising men, and representativesof a very handsome catalog published by the The phonograph industry has just suffered a Compton -Price Co., of Coshocton, 0., exploiting most severe loss in the death of Leonard C. Mc- of various branches of the industry. the Stradivara phonograph.The cover isof Chesney, for the past sixteen years advertising Mr. McChesney is survived by a widow, a son, Edison,Inc., and aLeonard W. McChesney, for a number of yearsgray with a gold embossed trade -mark name manager of Thomas A. "Stradivara" uponthe is prominent figure in advertising circles general. connected with the Edison Co., and two daugh- front. The inside ters. printedin brown and gray, the note border ly. Mr. McChesney, who was fifty-nine years characteristic of the Stradivara advertising be- old, died on Monday at his home, 170 High ing used on the pages.Seven models of this street, Orange, N. J., of heart failure. TALKING MACHINE RECORDS GROW machine are illustrated, including the Style 250 Mr. McChesney's interests were many.He Exports, Including Records, for Eight MonthsOn the back page is reproduced the extensive was one of the founders of the Association of Ending August 31 Totaled $2,963,413 factory of the company, as well as the Adminis- tration Building.A more complete review of WASHINGTON, D. C., November 11.-In the sum- thisbookletwillbe foundinnext month's mary of exports and imports of the commerceWorld.Included in the envelope with the cat- of the United States for the month of August,alogisa very complete dealers' proposition, 1918 (the latest period for which it has beengiving in detail the prices and discounts allowed compiled), which has just been issued, the fol-on these machines. lowing figures on talking machines and records appear: RETURNS FROM COLORADO TRIP The dutiable imports of talking machines and parts during August, 1918, amounted in value to H. A. Duncan, manager of the Victor depart- $33,227, as compared with $12,769 worth, which ment of the Duncan -Schell Furniture Co., Keo- were imported during the same month of 1917. kuk,Ia., has just returned from a health trip The eight months' total ending August, 1918,to Colorado Springs. showed importations valued at $249,389, as compared with $330,840 worth of talking machines and parts imported during the same period of Important Notice to Dealers 1917. Why Every Dealer Should Handle Talking machinestothe number of3,796, The Highest Grade Phonograph valued at $117,424, were exportedin August, Steel Needle in the World. 1918, as compared with 10,059 talking machines, valued at $218,761,sent abroadinthe same period of 1917.The eight months' total showed The WALL-KANE that we exported 49,025 talking machines, valued at $1,477,222, as against 57,222 talking machines, First-Each WALL-KANE needleisguaranteed valued at $1,415,398, in 1917, and 37,255 talking to play 10 records on any Phonograph, the tenth machines, valued at $946,755, in 1916.The total playing as clear as the first. Second-Phonograph owners will always purchase exports of records and supplies for August, 1918, WALL-KANE needles,since theyeliminate the werevaluedat$152,121,ascompared with troublesome changing of needles after each record. $105,837, in August, 1917.For the eight months Third-WALL-KANEneedlesarescientifically prepared, and, by reason of special composition, L. C. McChesney ending August,1918, records and accessories are beneficial to the grooves of the record, thereby adding toitslife. National Advertisers, and served as president ofwere exported, valued at $1,486,191, as compared with $1,180,205, in 1917, and $717,804, in 1916. Fourth-WALL-KANE needles minimize the that organization.He was at one time presi- usualscratchingsoundoftheordinarysteel needle and greatly improve the clearness and tone dent of the Orange Board of Education, and of reproduction. before joining the Edisoninterests was for USOSKIN WINDOW SERVICE TEST PROPOSED TO DEALERS TO twenty-oneyearssecretaryoftheOrange PROVE THE SUPERIORITY OF Chronicle Publishing Co. November Display Meets Approval-Cardo Imi- Mr. McChesney was recognized throughout tation Records in Demand-Large Canadian Demand Which Is Steadily Expanding Wall -Kane Steel Needles the country as one of the foremost authorities Take two standard disc records of the same selec- on advertising matters generally.He, person- tion,play one ten times with the same WALL- The November display of the Usoskin window KANE loud needle;playthe otherrecord,the ally, was a firm believer in clean and construc- same selection, ten times, but with ten new, full - tive publicity and in righteous business policies. service for Victor dealers,the second inthe tone steelneedles. He was straightforward and direct in his deal-monthly service produced by Ed Usoskin, Inc., You willfindthatthe record playedtentimes 230 \VestSeventeenthstreet,has met with withthe same WALL-KANE needlewill sound ings, frank in his opinions, and these character- clearer,willhavelesssurfacenoise,andthat hearty approval. The increasing number of under themagnifying glassthe groovesofthe istics won for him the esteem of those members record played ten times with the ten steel needles Victor dealers using this service is noticeable. will seem to be more disturbed. The Christmas display, which gives promises of NEEDLES-Wehave a considerable quantity of Truetone Needles, packed 200 in a tin box, for immediate delivery. being exceptionally fine, is almost ready. WRITE NOWTOSECURE THESE NEEDLES The Cardo imitation records for window dis- Price 75c. per thousand; special prices for large quantities. play have also met with an exceptional demand. The first issue of over 5,000 records has been entirely exhausted.The new stock was delayed Maestrola Mahogany Cabinet in delivery to the Usoskin factory, but every attention will be given to the rapid filling of the Machines, Size 15 x15 x 712 large number of orders that have accumulated. Motor worm gear plays 21/2 to 3 ten inch records. one winding.Prices $4.50in100lots,in dozen lots $5.00 each, Ed Usoskin, Inc., have received so many in- sample machine $5.50.Cash with order. quiries for their service from Canadian dealers that an extensive campaign for that country has been approved and will be shortly under way. H. Polliack, who handles the Columbia line in Capetown and Johannesburg, South Africa, has been spending some time in New York. SHELTON ELECTRIC PHONOGRAPH MOTOR BEWARE OF IMITATIONS We have increased our factory facili- Package of 50 WALL-KANE needles. tiesto handle the demand for the Loud, Extra Loud and Medium, greater Shelton Electric Motor, and are value than 500 ordinary steel needles, re- now ready to make prompt deliveries. tails for 15c, cost the dealer 9i4c. Phonograph parts selling at the old prices during Novem ber regardless of the scarcityof these supplies. Now Write for our Special Agency Proposition JOBBING TERRITORIES OPEN is the time to place your order. Be wise and save money. SHELTON ELECTRIC CO. Progressive Phonographic Supply Co. FULTON TALKING MACHINE COMPANY 145 West 45th Street, New York 640 Broadway New York City. N. Y. 30 East 42nd Street, NEW YORK 108 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

2 GRESHAM BUILDING, BASINGHALL STREET E. C., LONDON, W. LIONEL STURDY, MANAGER. Coming of Peace Brings Speculation Regardingthis grim output tothe avocation of peace-crease in the price of records, will have prepared the Reconstruction of the Industry-Warning times.It must be a gradual process occupyingthe trade for the news, recently announced, of Against Too Much Haste-General Advanceseveral weeks, and in most cases, months, ofa general revision in the retail price of the lead- of Sixpence in Record Prices to Cover In-steady work before completion. ing records. One of the first to move was the creased Cost-Luxury Tax Bill Strongly Op- The coming of peace willnotnecessarily "His Master's Voice" company, then the "Win- posed-James E. Hough Honored by Businessmean a great increase of business in the mu-ner," and inturnalltheother chieflabels. Associates-What Is Offered in the Latestsical instrument and record line.During theWhether the price of the record be two, six or Record Lists-New Artists Introduced-Plan-periodofdemobilizationandreconstructionmore shillings, itis interesting to observe that ning Development of Overseas Trade-Feel-business will doubtless be considerably disOrgan- in each case the increase amounts to sixpence. ing of Optimism Prevails-General News ized even if measured by a war standard. WeThe need for thiS additional sum is fully justi- must not, therefore, be too sanguine of im-fied alone on the grounds of the ever-expanding LONDON, E.C., ENGLAND, November 3.-As Imediate results, but strive to work patiently un-cost of materials, labor, freightage, and all other write, the news is to hand of President Wil- tilsuch time as the necessary ships of com-production charges, which itis anticipated are son's answer to the Central Powers' request formerce are once again able to voyage over theirlikely to get worse before a change for the bet- a cessation of hostilities.Few will disagreenormal trade routes of the world.This is moreter can take place.Given that hostilities cease therewith. At this stage it is difficult to foreseea time for serious preparation, a time when we within a few months, the war is not then over. or estimate the likely result.Of necessity these should allfirstly get our houses in order, soIts conclusion isfor commercial purposes co- notes from London are penned some weeks into speak, rather than rush into hasty commit-incident with a returnto normal conditions. advance of this publication.Events move so rap-ments which the exigency of future conditionsUntil that time arrives the effects of war re- idly that by the time this is in print the warmay nullify. main.The position will be such as to call for vista may have completely changed.In any A review of the talking machine situation to-war -time treatment, and no immediate slump case, the significance of the enemies' chastenedday would tend to show that our manufacturersin war prices, therefore, can be expected.It is, mood is unmistakably fraught with large pos-are alive to the peculiar situation, and will onlynevertheless, the intention of most of the record sibilities.Itleads to the great hope of anvigorously blossom forth when the dictates ofconcerns to introduce a readjustment of prices earlier peace than at one time, not so long ago,caution are removed by a favorable outlook.as soon as may be possible, and for this purpose the situation promised. Our commercial activity is at present restricteddealers were requested to make a return of their r The news will have an immediate and far-by the claims of the services.Yet, all things stocks.These statistics will be filed for future reaching effect upon the social and commercialconsidered, business is in fine fettle; the nucleusreference as and when occasion demands.This fife of all nations.The rusty wheels of com-of the trade has been maintained on a solidseems a very fair way of treating the difficulty, merce will need much oil before they again re-basis despite enormous difficulties, and we areand dealers 'should therefore in their own in- volve smoothly.But already the human handready for expansion as never before when free-terests make the required returns within the and brain are at work in a hundred and onedom of thought and movement once again holdmiod stipulated. little ways of reorganization and commercial sway. 'By the movement to increase prices at this development.In the gramophone trade there Henceforward, let the motto be Progress allstage, confirmation is given to the proposal Set is much to be done.As in the music industryalong the line! forth in these columns that such action should generally, factory organizations have been con- Record Prices Again Increased anticipate the Government's forthcoming luxury verted into machinery for the propulsion of war, The information given in these columns fromtax bill.'If this measure finds official accept- and it will be no light task to switch over from time totime, foreshadowing an all-round in-ance along the lines of the Select Committee's `His Master's Voice' -the trade -mark that is recognized throughout the world as the HALL -MARK OF QUALITY

Branches I Agencies

DENMARK: SkandinaviskGrammophon-Akti- AUSTRALIA: S.Hoffnung & Co.,Ltd.,Sole eselskab, Frihavnen, Copenhagen. Concessionariesof The Gramophone Company, Limited, 163, Pitt Street, Sydney. "Hie Master'e Voice" FRANCE:die.Frangalse du Gramophone, 115 Copyright Boulevard Richard Lenoir, Place de la Repub- NEW ZEALAND: Gramophonium, Ltd., 118-120 lique, Paris. Victoria Street, Wellington. SPAIN: Compaflia del Gram6fono, 5848 Holmes, SOUTH AFRICA: Darter & Sons, Post Box 174, This intensely human pic- Barcelona. Capetown ; Mackay Bros., Post Box 251, Johannes- ture stands forall thatis burg; Mackay Bros. & McMahon, Post Box 419, SWEDEN: Skandlnaviska Grammophon-Aktle- Durban;lvanH. Haarburger, Post Box105, best in music bolaget, Drottuing Gatan No. 47, Stockholm. Bloemfontein; Franz Moeller, Post Box 108, East London; B. J. Ewins & Co., Post Box 88, Queens- RUSSIA: The Gramophone Co., Ltd., 45, Nevsky town; Handel House, Kimberley; Laurence & -it is the " His Master's Voice " Prospect, Petrograd (Petersburg); No. 1 Solyanka, Solyanol Dror, Moscow; 9, GolovInsky Cope, Post Box 132, Buluwayo; The Argus Co., Prospect,Tiflis; Nowy-Swiat 30,Warsaw; 33, Salisbury. trade -mark, and it brings to you, Alexandrowskaya Ulitsa, Riga; 11 Michailovekaya EASTAFRICA: Bayley & Co., Lourenzo no matter where you are, the Ulitsa, Baku. Marques. INDIA:The Gramophone Co.,Ltd.,139,Bal- HOLLAND: American Import Co., 22a, Amsterd very best music of every kind, liagbatta Road, Calcutta;7,BellLane,Fort, Veerkade, The Hague. sung and played by the world's Bombay. ITALY: A. Boss! & Co., Via ()retie' 2, Milan. greatest a r t i s t s - the greatest EGYPT (Also for the Soudan, Greeee end the Great Britain : Ottoman Empire):K. Fr. Vogel, Post Box 414, singers, pianists,violinists,o r - Llexandria. chestras and bands-all enshrined in the unequalled " His The GramophoneCompany, Ltd. Master's Voice " records HAYES - MIDDLESEX - ENGLAND NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 109 FROM OUR LONDON HEADQUARTERS- (Continued from page 108) price of £40 and onwards.Why this differ- REX GRAMOPHONE CO. entiation? Any ordinary person would vote Soundboxes rather for a heavier taxation,ifanything, on are making a Specialty of the purchaser of a musical instrument up to IF you are after a genuine offer of EXPORT ,£40 than upon the poor man who can perhaps soundboxes,you'll do well to in the ex- only afford musical entertainment to communicate with us immediately. Horn, Hornless & Portable Disc Machines tent of a few pounds.It is against such glaring absurdities that the new Gramophone Associa- We have tens of thousands of perfect REX GRAMOPHONE CO. 2 Elizabeth Place soundboxes,fittedwiththebest Rivington Street, LONDON, E.C. 2 tionanditsmemberstakekeenexception. Energetic action to secure a cancelation of the qualitymica.Confidently recom- Cable Address "Lyrecodise. London** Enquiries Solicited whole proposal as applied to all musical instru- mended for cheaper machines, ab- ments has been put into effect by the issue to solutely reliable and give excellent proposals, involving a tax of 4d. on the twothe trade of explanatory literature, which in- shilling record, which the public will have tocludes a draft petition to the Prime Minister, reproduction. Pricetoclear pay,itwould obviously have been adifficult to which the signatures of the musical public $50 per gross, F. 0. B. London. matter to increase by sixpence the rock bottom record price retail, after the Luxury Tax bill are invited. Orders for less than gross lots not accepted Presentation to James E. Hough became law.As itis,the record companies have rendered their position considerably easier An interesting day in the annals of the gramo- by their prompt action, albeit the luxury tax is phone trade was that of October 17, when a Wire "Knotoslepe, London". thereby increased to sixpence per record.Itpresentation and luncheon was given at Fras- will be seen that the standard record, which but cati's Restaurant, this city, to "Jimmy" Hough, W. H. Reynolds (1915) Ltd. popularly recognized as "The Father ofthe twelve months ago sold retail at eighteenpence, 45, City Road, London, E. C. has increased within that period by exactly 100 Trade,"inhonor ofhisseventieth birthday. per cent., given the luxury tax becomes law.In all there were present 105 members of the This 100 per cent. is made up by the last andtrade representative of manufacturers, factors, Write for new illustrated the present price increase of sixpence per recorddealers, music publishers and artists, not to men- Complete Catalogue each time, and the expected luxury tax levy of tionthe''oneinahundred,"Mrs. Hough, twopence in the shilling or any part of a shilling, whose presence lent added charm to the pro-structive survey of the -talking machinefield making sixpence on the now minimum half-a-ceedings. Sir George Croydon Marks, M.P.,during the past thirty years.' crown standard disc. O.B.E., took thechair, with M.E.Ricketts Reference should also be made to the fact that In the case of the "His Master's Voice" the (Gramophone Co.) as vice-chairman.After anMr. Hough was the recipient of a very fine clasp following labels now cost retail:Plum, 10 -inchexcellent war -time luncheon the chairman in a album from the employes of J. E. Hough, Ltd., double, 3/6; 12 -inch double, 5/6.Black, 10 -inch happy speech made interesting reference to hisas a personal mark of their high esteem and re- single, 4/; 12 -inch single, 6/; 10 -inch double, 5/;old-time associations with Mr. Hough, to whose spect for "the Guvnor." business acumen and straightforwardnessthe 12 -inch double, 7/.Violet label, 10 -inch single, The Latest Zonophone Program -' 5/; 12 -inch single, 7/.All other labels remain at whole trade was much indebted for the pro- Notwithstanding war condition's the British the same price as hcretofore. gressive development of the phonograph indus-Zonophone Co. has throughout continued the Columbia records-Light Blue label,10 -inch try.The feelings of the audience were trulymaintenance of the excellent standard of quality double, 4/; 12 -inch double, 6/.Star Light Blue, reflectedwhenSirGeorgestatedthatMr. for which Zonophone records were renowned in 10 -inch double, 4/; 12 -inch double, 6/.Purple Hough, while always following a path of hispre-war days, as now.This is more than con- label,10 -inchsingle,5/;12 -inchsingle,7/. own cutting, had always displayed a straight andfirmed by their latest issues, and by the enor- There is no change in the price of other Co-honest endeavor in his dealings with others; amous sales of these records. Records of the lumbia labels, except the Regal 10 -inch double man whom all held in the highest esteem and"Soldier Boy," "Going lip," the "Lilac Domino," record, which is now 2/6. respect.For so long Mr. Edison's attorney inand other London successes, as played by the The Zonophone record new prices are, 10 -inchthis country, Sir George spoke with authorityBlack Diamond Band are typical of Zonophone double,2/6;12 -inchdouble,4/6;Celebrity in his brief historical reference to the early talk-instrumental recording, and good examples of label, 3/6. ing machine days. vocal contributions are furnished by the -latest The Winner 10 -inch dduble is now 2/6; the After reference to the wonderful value of mu-records of Sydney Coltham, George Parker, Scala 10 -inch, 2/6; 12 -inch, 3/6, and the Coliseum sic to -day,thechairmanpresentedtoMr. Herbert Payne, Peter Dawson, Zono Vevey, etc. 10 and 12 -inch the same. Hough, amid loud applause, a set of handsomeThe Misses Elsie and Dorothy Southgate on the The foregoing comprise the leading records,silver bowls as representing a mark of the greatviolin and minstrel organ are responsible for a and itis expected that the smaller firms willesteem in which he was held by his trade friends. magnificent rendition of Eileen Alannah, and shortly announce their intention to revise theA beautiful bouquet was next presented to Mrs.Killarney. prices of their particular makes. Hough in a few felicitous words by Sir George. The records mentioned, as indeed all on this The Forthcoming Luxury Tax Bill The rising of Mr. Hough to reply evoked alist, promise big sales for live home and oversea With the reassembling of Parliament one ofstorm of cheers from an audience which had ex-dealers. the first measures to come under considerationpectantly awaited this opportunity to again ex- "His Master's Voice" Special Operatic Issues press the pleasure which all felt at meeting their isthequestionofso-called luxury taxation. The operatic triumphs of "His Master's Voice" The findings of the Select Committee will eed oldfriendundersuchhappy circumstances.are in very truth sans finale. One complete much revision before they can come before the When silence was restored it was seen that Mr.series after another has been issued, or isin House with any chance of acceptance. One Hough felt very keenly the splendid receptionprospect.The wide popularization of operatic typical example may be cited.A £5 gramo-offered to him, and after giving oral expressionmusic owes much to the gramophone, which, if phone or a 2/ record is to be taxed to its ut-thereto insuitable words of appreciation andfor no other musical attribute, is thereby ele- most limit, while according to the officialre - thanks he proceededtodelight anattentivevated as high into the realms of art as can be part -the tax on pianos only commences from the audience by a most interesting, not to say in- (Continued on rage110) GUARDSMAN RECORDS REGISTERED 10 inch and 12 inch Lateral Cut We can ship you immediately, any quantity of Records: BANDS ORCHESTRAS INSTRUMENTAL SOLOS VOCAL WIDE SELECTION OF CLASSICAL AND POPULAR TITLES The Latest American and British works are promptly recorded by the best artists of the day. Get a trial lot at once (your regular orders will follow) and secure yourself for the coming season's trade. Apply for Lists and Prices to INVICTA RECORD COMPANY, Ltd.

TRADE MARK Cables: Duarrab, London 1 New Inn Yard, London, E. C., England 110 THE TALKING MACHINE WORLD NOVEMBER 15, 1918 FROM OUR LONDON HEADQUARTERS-(Continued from page 109) show off an excess of lung power. Add to that a vocal organ that permits of the productionof attained through any channel of effort.Theter's Voice" company.Up to the capture ofmusic and you have the ideal tenor. educational value of records is no more in doubtJerusalem, where he was wounded, he fought Such a tenor, for example, is Eric Randolph. than is their artistic purity and fidelity of ex-through the Palestine campaign as a member ofHis "Regal" record of "In an Old -Fashioned pression.The complete issue of "The Mikado"the London Scottish.After recovery he wasTown" is a notable example of his artistic work has now been followed by the publication ontransferred to the French front, where he fol--his delightful mezzo -voce finish being a veri- "His Master's Voice" records (eleven twelve -lowed so many of his splendid comrades intotable touch of triumph.But all his records are inch double discs) of the whole of Edward Ger- the Great Unknown. characterized in this way, and, although there man's famous "Merrie England," covering all A considerable number of recordswillbe is not a large repertoire available, what is lack- the vocal and instrumental numbers. Addi- withdrawn from "His Master's Voice" Novem-ing in quantity is made up in quality. tional interest islent thereto by the fact that ber catalog.Dealers have been advised to push The Fascination of Folk Song the performance was throughout recorded under the sales of any of these which may be on hand. In the latest "His Master's Voice" supple- the personal superintendence of the composer. A perfect model of "Nipper,"thefamousmentary list of records are given two programs A wonderful achievement truly, and of which the H. M. V. dog,is now purchasable from the(1) Instrumental works founded on folk songs, Gramophone Co. may well feel, as they do, just-Gramophone Co.; only a limited number are (2) Vocal music selected from folk songs. The ly proud. available. lists are almost international in character and A promising operatic artiste who has recently The Winner Record Exchange scheme, where-comprise a number of items that one particular- made her record debut on "His Master's Voice"by old discs may be replaced by new, isstillly associates with the Victorian era, version discs is Miss Olga Haley.In a comparatively running. though, for that matter, none the less popular short time she has captivated the British mu- Needles are to be imported from Japan, sub-to -day, as witness: "D'ye Ken John Peel," sical public, having appeared on the chief pro-ject to a license, the tonnage to be taken from "Banks of Allan Waters," "The Lowland Sea," vincial concert platforms, as well as atthe the American concession. "Volga Boatmen's Song," etc. Queen's and the Albert Halls, this city.The No Increase Here Coincident with the issue of these records, Gramophone Co. has secured Miss Haley's valu- In connection with the increased prices an-Henry Coates writes: able voice under a long and exclusive contract. nounced elsewhere inthis issue,itshould be "Every country has its store of those sweet Winner Co. Introduce New Artists noted that there is no change in the followingsongs-centuries old-which have been handed As announced elsewhere the Winner recordColumbia series:Dark Blue label, 10 -inch, 3/;down from generation to generation through price is now two shillings and sixpence.Ac- 12 -inch, 5/.Brown label(Italian Opera), 10 -the ages, and which we moderns know as folk companying this advice to the trade particularsinch, 3/6d;12 -inch,5/6d.Red label(Grand songs.Their origin no one can with certainty were given of some fine new record issues, spe-Opera), 10 -inch, 5/6d; 12 -inch, 8/.Pink label, tell. Like Topsy, they 'just growed.' Their cial attention being drawn to the contributions 10 -inch, 8/; 12 -inch, 12/6d. earliest beginnings must have been with our of three eminent artistes whose services are now New Zealand Trade Commissioner in London primitive forefathers, who would tell a simple exclusive to Winner.The names in question R. W. Dalton, H. M. Trade Commissioner intale in prose or rudimentary poetry, accompany- are Chas. Tree, the well-known baritone; Her-New Zealand, is now on a visit to London. Heing it with some sort of chant or simple vocal bertCave,atenor ofoperatic renown, andwill consult with British firms regarding the inflections.The idea would be handed on, im- George Bass, the versatile North of Englandtrade possibilities of the New Zealand market.proved and altered, preserved only by the bards comedian.These gentlemen enjoy a big reputa-Letters for appointment should be addressed tothemselves, for these folk songs must have be- tion among the record public, and their exclu-Mr. Dalton, care of the Board of Trade Intelli-gun before ever music had a written notation, sive acquisition by the Winner peopleisre- gence Branch, Basinghall street, E. C. until at length some sort of actual melody was garded as a scoop of the first importance. About Tenors in General and One in Particulararrived at.That melody in turn would grad- Steady Demand for Guardsman Records There are many tenors making records to -day,ually change its shape, for modern researches The Invicta Record Co. report a continuous-and each is noted for some characteristic qual-into folk song have brought to light many dif- ly gratifying demand for their series of "Guards-ity of voice, and has his own particular circle offerent versions of the same song existing in dif- man" records, the main difficulty being to insure admirers. There isthe dramatic tenor whoferent parts of the same country, modified in a sufficient supply to meet the increasing salesclaims attention for his declamation and force-each case, of course, by local conditions.To reported by their dealers.It has come veryful rendition of the heavier passages of opera.the strenuous and complex life of to -day the near the rationing stage at times, but fortunate-And there isthe lyric tenor who, in varioussweet savor and simplicity of folk song comes lydefiniteactioninthisrespecthasbeen ways, seeks to impress the lighter songs withlike a cool draught to parched lips.Much of avoided. The company's musical director hashis own individuality.Among the methods ofthy modern musical art has been founded upon been paying special attention of late to the is-the lyric tenors there is one that has invariably it,for our musical master minds have realized sue of twelve -inch classics, which have met withmet with conspicuous success.Not a few peo-the significance and beauty of these melodies a favorable reception.In this regardIlearn ple consider the hallmark of a tenor to be thewhich have been forged by the ages out of the that new recordings will shortly be announced,power with which he can sustain his top notes,people themselves, and not created by any arti- and that something good is on the tapis. A and the greater the burst the more enjoymentficial process.One need only recall, for ex- fine sales opportunity for oversea dealers! this section of the public seem to derive fromample, the wonderful 'national' school of Rus- Miscellaneous News Items the singing. Where a song calls forititis sian music to show what great musicians can In Arras recently, Phillip Gibbs, the war cor-art, but there are many ballads of repose anddo with this material.Those wonderful operas respondent, mistook a "Decca" gramophone ren-sentiment in which it is markedly out of place.and symphonies which have delighted us in dition as the living voice of a woman. A par-The larger public, of course, recognizes this,these past few years have all been built from donable mistake; still more, a splendid tribute toand there is consequently a wide appreciationthis material.In our own country native com- the fidelity of this wonderful instrument!The for the methods of a tenor who realizes thatposers have begun to do the same thing, and incident has formed the subject of a special an-true artliesin the natural expression of themany a fine orchestral work has been written nouncement by Barnett Samuel & Sons, Ltd.,beauties of song-who, while capable of voicingin the same way.England, Scotland, Wales and the makers. a top note of irreproachable purity can yet utter Ireland are all rich in folk tunes of the most The death in actionis announced of Corp.it at its right value in relation to the song, in-exquisite description, many of them amongst the Albert Harding, a valued servant of "His Mas-stead of employing it as a vehicle in which to finest examples of traditional music."

CABLE "PHONOKINO. LONDON - EDISON BELL

ARE THE GREATEST VALUE FOR MONEY PRODUCED IN GREAT BRITAIN TEN INCH DOUBLE SIDED NEEDLE CUT PLAY ON ALL GRAMOPHONES Catalogue contains 4000 Titles by the Premier Artistes, Instrumentalists, Orchestras and Bands of the British Empire

DEALERS PREPARED TO DO BUSINESS ARE INVITED TO COMMUNICATE WITH Proprietors and Manufacturers, J. E. HOUGH, Ltd., 62 Glengall Road, London, S. E. 15, England NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 111 or upon which the reproducing needle operates. Fig. 3is a plan view corresponding substan- LATEST PATENTS RELATING TO TALKING tiallytoFig. 1 except that the reproducing mechanism is omitted and the middle portion MACHINES AND RECORDS of the record strip is broken out, bringing the z.

WASHINGTON, D. C., November 8.-NEEDLE HOLD- Fig. 2; and Fig. 6 is a detail sectional view of ER FOR SOUND BOXES.-EmilAlbertDodelin, a modified form of bearing for the tone arm. Moorestown, N. J.Patent No. 1,276,192. DUPLEX GRAPHOPHONE.-Frank C. Hinckley and This invention relates totalking machines.John Graham, Bridgeport, Conn., assignors to and has particular reference to the sound boxesAmerican Graphophone Co., same place. Pat- thereof. ent No. 1,276,759. The object of the invention is to provide an This invention relates to talking machines, and improved and simplified device for use in con-more particularly to machines of this type em- junction with the sound box of a talking ma-ploying a plurality of sound boxes having styli chine, whereby a needle will be automaticallywhich simultaneously and consecutively track clutched when the sound box isin an activethe same record groove. two ends near together and showing the sound position, and similarly released when said sound Stated broadly, the invention comprises, inlines or channels enlarged. box is in an inactive position. combination with a record support, a plurality CONTROLLING MECHANISM FOR PHONOGRAPHS.- Another object resides in providing means forof sound boxes each provided with astylus,Harry M. Smith,Chicago,Ill. Patent No. facilitating the operation of associating a needlemeans,preferablyindependenttonearms, 1,276,983. with the stylus of a talking machine, reproducermounting said sound boxes in co-operative re- This inventionrelatestoimprovements in or sound box, in order that the process will belation with a record on said support, to enablephonographs and particularly to the provision simplifiedandexpedited,thisbeing accom-said stylito simultaneously and consecutivelyof means for manually controlling the charac- plished by eliminating the service of set screwstrack the record groove, and means to position ter of the vibrations received from the record. hitherto employed in this capacity, and by usingsaid styli in consecutive portions of the record In a machine of this character, it is desirable in place of said screws automatically operatinggroove at any desired point in the length there-to provide means for enabling an individual to mechanism which willefficiently perform the of. One of said sound boxesispreferablycontrol the sound produced from the record, as same function as the set screws, and will elim-mountedfor movement withrespecttoitsin this way one is enabled to impart individual inate to a large extent the element of manualmounting means to enable its stylus to be moved expression to the music produced.Heretofore labor hitherto necessary to effect the position-in a plane extending longitudinally thereof into means have been devised with this aim in view, ing of said needles. alinement with the stylus of the other sound which means have consisted in varying the size Further objects reside in a device of the above box, such movement preferably bringing theof theairpassage, and thus checking,toa character which may be formed with or con-points of said styli into substantial coincidence.greater or less extent, the sound produced. veniently attached to a talking machine, and inTo secure such proper alinement of the styli, By this invention, however, instead of thus one which will be reliable and efficient in opera-one of said sound boxes is preferably providedchoking the sound, the vibrations of the dia- tion, not likely to become out of order. with cam means coacting with means upon thephragm are controlled, as is also the amount of Figure 1is a side elevation of a talking ma-other of said sound boxes for guiding said stylithe sound produced. chine, illustrating the application of the present intotheir proper relationship. Furthermore, A special feature of this invention is the pro- invention to the sound box thereof, the latterthe sound boxes are preferably mounted for in-vision of pneumatic means for controlling the being shown in an inactive position.Fig. 2dependent movement about a common axis tosound, as through such an arrangement very ef- is a similar view, on a large scale, disclosingpermit their traverse of the record tablet, andficient results are obtained, and the construe - about a common axis to permit their move- 27, ment in planes at angles to said record tablet. Additionally, when tone arms are employed for mounting said sound boxes, said tone arms are .7,0 4 preferably connected with separate sound amplifying means by elbows swivelly connected with the tone arms and having rotatable and slidable connection with said amplifying means. the sound box in its active or playing position. Figure 1is a plan view of a talking machine Fig. 3 is a transverse sectional view taken alongembodying the present invention, parts being 21/5 e the line 3-3 of Fig. 2, and Fig. 4 is a detail per-shown in section; Fig. 2 is a side elevation of spective view of the controlling lever. the machine shown in Fig. 1, parts being shown TONE ARM FOR TALKING MACHINES.-Frank in section; Fig. 3is an end elevation of thetion is one that is simple and easily applied to Malocsay, New York, assignor to the Sonoraplurality of sound boxes on an enlarged scale; a phonograph. Phonograph Corp., same place.Patent No.Fig. 4 is a side elevation of the styli and stylus A further feature of the invention is in having 1,276,551. the device so arranged that it can be readily at- This invention relates to a tone arm for talk- tached to practically any form of phonograph. ing machines of the disc record type, and has Figure 1is a side elevation, partly in section, for its object to produce a tone arm which is of a phonograph provided with the improved simple and cheap, and one which may be moved attachment.Fig. 2 is an enlarged detail view to the position wherein the stylus will engage of the improved controlling mechanism, show- with the record groove and be locked in such ing the parts in their normal position, with the position. bellows collapsed and the vibrating arm free to A further object isto produce a tone arm vibrate.Fig. 3 is an enlarged detail view sim- which may be swung to one side of and abovecarriers when the former are moved into en-ilar to Fig. 2, showing the parts in the position the record surface and be locked in such posi-gagement, being on a further enlarged scale; they assume when the bellows are expanded and tion. Fig. 5 is a section on the line 5-5 of Fig. 4;the vibrations of the vibrating arm dampened. A further object is to so proportion the partsFig. 6 is a perspective view of the mounting forFig. 4 is a plan view, partly in section, of the that the tone arm cannot be removed from itsthe tone arms and of the connections betweensound box with the improved attachment.Fig. position relatively to the rest of the apparatussaid arms and the sound amplifying means, with5 is a sectional view taken on the line 5-5 of until it shall have been swung horizontally to athe parts shown in detached relationship; and Fig. 2.Fig. 6 is a sectional view taken on the predetermined position. Figs. 7 and 8 are perspective views of the re-line 6-6 of Fig. 2. According to the following drawings Figure 1 spective sound boxes. SOUND REPRODUCING MACHINE.-Hugh J.Mc- is a top plan view of a portion of the talking RECORD FOR PHONOGRAPHIC MACHINES.-August Greal, Milwaukee, Wis., assignor of one-half to machine embodying the invention; Fig. 2 is aC. Rutzen, Cleveland, 0.Patent No. 1,276,968. Michael S. Sheridan, same place.Patent No. This invention pertains to records for phono- 1,277,096. graphic machines, and the invention consists in It is one of the objects of the present inven- a strip of flexible material of the nature of ation to provide a sound reproducing machine ribbon or piece of tape having sound reproduc- having a life-size head mounted on the upper ing channels or grooves formed therein andportion of the machine and having a horn ex- substituted for the cylinders or discs heretoforetending from the reproducer to the head to give commonly used for this purpose. the impression that the reproduced soundis In the accompanying drawings Figure 1is acoming directly from the head. plan view of a reproducing mechanism and a A further object of the invention is to pro- side elevation of the same partly in section; Fig.record embodying the invention, and Fig. 2 isvide a sound reproducing machine having a di- 3 is a similar view with the tone arm in anothera sectional elevation of said mechanism, length-vided amplifying horn, one branch of which ex- position; Fig. 4 is a detail plan view of lockingwise and showing a record mounted on a pairtends to a head mounted on the upper portion spring; Fig. 5 is a section on the line 5-5 ofof rolls and a bearing roll between the same over (Continued on page 112) 112 THE TALKING MACHINE WORLD NOVEMBER 15, 1918 LATEST PATENTS RELATING TO TALKING MACHINES AND RECORDS-(Continued from page 111) of the machine and the other branch extendsby the sound is reproduced in its original toneson the line 9-9 Fig. 3 looking in the direction!' clOWnWardlyflirough the machine in the ordi-without the presence of disagreeable noises.Inof the arrows; Fig.10isan enlarged detail' nary manner. One aspect the invention comprises improve-showing a modification of the means provided 'A fiiither okject of the invention is to pro-ments in the reproducer consisting mainly infor making asound -tightjoint betweenthe' vide a sound reproducing machine having a di-the- provision of a diaphragm and other mem-lid and the body of the casing of the instrument;' vided -or branched amplifying horn, and through Fig. 11 is a view of the horn and casing of the either or both branches of which the sound instrument looked at from the right-hand end. may be directed. of Fig.12;Fig.12 isalongitudinal section - A further object of the invention is: to Pro- through the same parts shown in Fig. 11; Fig. vide a sound reproducing Machine which is of 13 is a top plan view of the same parts show- simple construction, is strong and durable and ing horn broken away to reveal the underlying - is well adaPtid -for the purpose described. structure. Figure 1isa:vertical sectional view of the SUPPORT FOR THE SOUND Box OF TALKINGMA- improved sound reproducing machine; Fig. 2 is CHINES.-HoraceSheble and Thomas Kraemer, a horizontal sectional view thereof taken on line Philadelphia,Pa., assignors tothe Domestic Talking Machine Corp., same place. Patent No. 1,280,565. is figZ. The object ofthis invention to provide bersoflignumvitaeorsimilarmaterial. simple and effective means whereby the sound Cushion members of chamois skin or the likebox ofa phonograph instrument can be so are likewise provided, together with stops formounted upon the tone arm as to be readily reducing or modifying the vibrations of the dia-changed from positionfor usein connection phragm. with records of the "lateral wave" type to po- In the accompanying drawing illustrating this I elt invention, Figure 1 is a side view mostly in section of the improved reproducer; and Fig. 2 is 1. a bottom plan view of the same. TALKING MACHINE.-Joseph H. Dickinson, Cran- 2-2 of Fig. 1; Fig. .3 is a sectional detail viewford, N. J., assignor to the Aeolian Co.Pat- taken on line 3-3 of Fig. 2; and Fig. 4 is aent No. 1,279,522. transverse sectional. view taken on line 4-4 of This present invention relates to the herein- Fig. 1. after shown or described improvements in talking machines, phonographs and the like. SYNCHRONOUSLY OPERATED REPRODUCING APPARA- sition for use in connection with records. of the Tus.L-Lawrence Langner, London, Eng., assignor In the drawings, which show only some ofvertical cut or "hill -and -valley" type, the sound, to the Aeolian Co., New York.Patent No.the specific embodiments that these improve-box when in either position being so loCked; 1,277,224. ments are adapted to take, Figure 1is a frontto the tone arm asto prevent displacement This invention relates to means for securing _ of the sound box from its proper relation to the. and maintaining synchronism in the operation record. of two or more reproducing machines, such as Figure 1is a side elevation of the sound box,. a talking machine and a player -piano. fiNt061:14ff of a phonograph and part of the tone arm em-. Figure1 shows the invention applied to an ployed in connection therewith, illustrating the electrically -operated player -piano and disc talk- invention and showing the partsinposition ing machine, -Fig. 2 shows p.Ortions of the talk- for use in connection with a record of the lateral wave type;Fig. 2isaside elevation showing the sound box and tone arm in position for use in connection with a record of the vertical cut or hill -and -valley -type; Fig. 3 isa- trans- verse section on the line 3-3, Fig. 1; Fig. 4 is a transverse section on the line 4-4, Fig. 2; Fig. 5 is a perspective view of that member of the: tone arm which engages with the sound bole member; and Figs. 6 and 7 are horiZorital tional views in different positions of sound box' and tone arm members illustrating a modifica- view of the instrument having the front walltion of the invention. ing machine and. associated parts to a largerof the casing removed to show the contained parts, and showing thelid elevated withits The Montgomery Fair, Montgomery, Ala., has' scale,. and Fig., 3 illustrates one form of the in- installed a talking machine department: vention applied to a cylinder record talking ma-upper portion broken away; Fig. 2 is a longi- tudinal sectional view, on a relatively enlarged chine. . ; .SOUND REPRODUCING MACHINE.-LOUIS P. Jack- scale, of the handle and flexiblecontrol de- son. Schenectady, N. Y.Patent No. 1,277,594. vices for operating the dynamics control valve This invention relatesto improvements inand the brake; Fig. 3 is a top plan view of the NEEDLES sound reproducing machines and has for its ob-instrument with the lid raised and with a por- WE MANUFACTURE tion of the permanent top 31 of the right-hand je.ct the provision of improved means whereby Diamond needles for Edison in a. machine of this character the distinctnessportion of the instrument broken away to re- with which the sound is reproduced is increased.veal the underneath structure; Fig. 4 is an en- Sapphire needles for Edison This application is a division. of. an earlier ap-larged detail showing how the small neck end Sapphire needles for Pathe plication, Serial No. 707,889, filed July 5, 1912,of the horn is supported in insulated manner in stock ready for delivery and which issued as Patent No. 1,232,924, andon the bottom board of the instrument; Fig. MERMOD & CO., 505 5th Ave., N. Y. has, certain features in common with a later ap- 5is an underneath plan view of the instru- plication filed May 12, 1917, Serial No. 168,167. ment; Fig. 6 is an enlarged sectional view on One of the objects of the invention is to pro-the line 6-6 in Fig. 5 looking in the direction vide improved sound reproducing means where-of the arrows; Fig. 7 is an enlargement of the middle portion of Fig. 1; Fig. 8 is an enlarged detail of the brake means looked at from the SCHUBERT front of the instrument; Fig. 9 is an enlarged Double Disc RECORDS detail of the dial pointer means for setting the dynamics control valve so that the instrumentREPAIRS A $30 Record Investment Starts YOU with complete,up-to-date list of Popu- will play with a degree of loudness indicated by All Makes of Talking Machines lar Vocal andInstrumentalSelections the pointer,the view being asectional view Repaired Promptly and Efficiently 10 -INCH DOUBLE DISC 20 to 30 New Selections Monthly MAKE YOUR SHOW WINDOWS PAY YOUR RENT TALKING MACHINE REPAIR Record Display Stands, Hold any Size Record AND SALES CORPORATION We guarantee you againstloss of Golden Oak or Mahogany Finish -5Sizes Record Investment. No. 341.1 Record$1.00 ea. No 3112 Records $1.25 ea. ANDREW H. DODIN, President Liberal Discounts Send for Details No. 3133 Re,ords $1.30 ea. 11/4 No. 311.4 Retords $1.75 ea. 176 Sixth Avenue BELL TALKING MACHINE CORPORATION N,315 5 Records $2.00 ea. (RecordDepartment) THE OSCAR ONKEN CO. TELEPHONE, CHELSEA8437New York 44 WEST 37th STREET, NEW YORK. N. Y. No.665I 4th St ,Cincinnati.O. NOVEMBER 15, 1918 THE TALKING MACHINE WORLD 113

74467 Harlequin's Serenade(from "Les Millionsd'- Arlequin")(Drigo).Violin..Efrem Zimbalist 12 74509 Lucia-Mad Scene (Donizetti).(Flute obligato RECORD BULLETINS FOR DECEMBER, 1918 by Barone).Italian Amelita Galli-Curci 12 74533 Minuet in G(Op.14, NoI)(Paderewski). Piano Paderewski 12 A2627 A Slippery Place (Hacker).Comic Rag.Un- 74563 Ave Maria (Schubert-Wilbelmj).Violin, COLUMBIA GRAPHOPHONE CO. der the direction of T. F. Shannon, Jascha Heifetz 12 Naval Reserve Band 10 87107 Whispering Hope (Hawthorne), A2646 Memories of Christmas.Part 1."The Village Hilda's Wedding (Armstrong).Under the di. Alma Gluck and Louise Homer 10 Church."(Compiled and composed by Robert rection of T. F. Shannon.Naval Reserve Band 10 87221 The Rosary (Nevin).Ernestine Schumann-Heink 10 HoodBowers.) Withcontraltoandmale A2633 Spring Song (Mendelssohn).Flute, 'cello and 87264 Where is My Boy To -Night (Lowry).Gospel quartet. Descriptive Prince'sOrchestra 10 harp Trio de Lutece 10 hymn I ouise Homer 10 Memories of Christmas.Part 2."The Tree at Minuet (Beethoven).Flute, 'cello and harp, 87294 OverThere(Cohan). FirstverseEnglish; Grandmother's."(Compiled and composed by Trio de Lutece 10 second verse French Enrico Caruso 10 Robert Hood Bowers.) With contraltosolo A2631 My Irish Song of Songs (from "Once Upon a 88113 Madams Butterfly-Un beldi vedremo(Some and male quartet.Descriptive, Time") (Sullivan).Tenor solo, orch. accomp., Day He'll Come) (Puccini).In Italian, Prince's Orchestra 10 Charles Harrison 10 Geraldine Farrar 12 49354 "La Traviata"-ParigioCara(Far from the The Fields o' Ballyclare (Turner -Maley).Tenor 88561 Noel (Holy Nigbt) (Adam).French, Parisian Throng (Verdi).Soprano and tenor solo, orcb. accomp Charles Harrison10 Enrico Caruso 12 duet, orch. accomp., A7524 The JoyoftheBeautifulPine. Children's Maria Barrientos and Hipolito razaro 12 story with chimes and orchestra, A2628 Song of the Chimes (Worrell).Cradle song. Thornton \V. Burgess 12 EDISON AMBEROL RECORDS Mezzo soprano solo, orch. accomp., Johnny' Chuck FindstheBest Thinginthe ROYAL PURPLE RECORDS Barbara Maurel 10 World.Children's story from "Old Mother 29012 Just As I Am (Wm. D. Bradbury).Orch. ac - The Slumber Boat(Gaynor). Mezzo soprano West Wind" (Little, Brown & Co.), comp Arthur Middleton solo, orch. accomp Barbara Maurel 10 Thornton W. Burgess12 29013 Theme and Variations (Proch).Soprano, orcb. 77085 BalloinMaschera. AllaVitaChe T'Arride £4038 Gold and Silver Waltz Gypsy Orchestra10 10 acccmp Frieda IIempel (The Life Thou Dost Cherish).Act I.Bari- When I Am Crying for YouGypsy Orchestra REGULAR LIST tone solo, orch. accomp..Riccardo Stracciari 10 3619 Ambrose and Steve in Court.Vaudeville Sketch, A2644 Christmas Chimes (Vandersloot). Reverie. VICTOR TALKING MACHINE CO. Billy Golden and Billy Heins (Chimes by Howard Kopp.).Prince's Orchestra 10 3618 Battle in tbe Air (Tbeo. Morse), Cathedral Chimes (Arnold and Brown). (Chimes Premier Quartet and Company by Howard Kopp.) Prince's Orchestra 10 SELECTED LIST OF BEST SELLERS 3611 Donna Juanita Selection (F. von Suppe), A2632 Maritana-Scenes That Are Brightest.(Theme Issued in Lieu of the Usual List of New Records Creatore and His Band withvariations.) AdaptedbyMauriceF. In order toeffect a considerable increase in the supply 3617 Everything Is Peaches Down In Georgia (Age, Smith.Clarinet solo, orch. accomp., of records which are and which have been in the greatest Meyer) Arthur Collins and Byron G. Harlan Thomas Hughes 10 demand, this specially selected list of best sellers is offered 3609 From Tropicto Tropic March(RusselAlex- Song, Long Ago (Ritter).Clarinet solo, arch. to the public for the month of December, 1918.There can New York Military Band accomp. Thomas Hughes 10 he no uncertainty in the matter of orders, because a nation- 3603 General Pershing March (Carl D. Vandersloot), A6076 Carmen-Selections. (a)Prelude; (b)I.es wide demand for these particular records already exists. Imperial Marimba Band Toreadors(Bizet).Under thedirectionof 16996 AdesteFideles(Oh,Come,AllYeFaithful) 3612 Good -Bye, Alexander (Creamer -Layton). Coon Artur Bodanzky, (Oakeley-Portugal).With chimes, Song, orch. accomp Ada Jones Metropolitan Opera House Orchestra12 Trinity Choir 10 3616 Hawaiian Breezes Waltz, IITrovatore-Selections(Verdi).Under the Joytothe World (Watts -Handel). Christmas \Vaikiki Hawaiian Orchestra (witb Louise and Ferrera) direction of Artur Bodanzky, Hymn Trinity Cboir 10 3604 Howdy!One-step for dancing, Metropolitan Opera House Orchestra 12 17767 Hilo.Hawaiian March, Jaudas' Society Orchestra A6074 In the Sweet Bye and Bye (Webster). Orcb. Irene West Royal Hawaiians 10 3610 Jazz de Luxe-Fox-trot (Earl Fuller), accomp Columbia Mixed Quartet 12 Wailana Waltz.Hawaiian Guitars, Earl Fuller's Famous Jazz Band A Thousand Years (Work).Orch. accomp., Pale K. Lusa-David Kaili 10 3607 MostBeautifulPictureofAll(MayHill). Columbia Mixed Quartet 12 18029 Coben at the Telephone.Comic Monologue, Tenor, orcb. accomp Manuel Romain POPULAR HITS Barney Bernard10 3620 Night, My Love andI(H. Sylvester Krouse). A2638 My Baby Boy(VonTilzer). Tenor,orch. Goldstein Goes in the Railroad Business, Tenor, orcb. accomp Vernon Dalhart. accomp Lewis James 10 Barney Bernard 10 3601 Oh! Frenchy(ConConrad). Baritone,orch. You're the Greatest Little Mother in the World 18389 SilentNight,HolyNight(Gruber). Violin, accomp Arthur Fields (Gottler).Male voices, orch. accomp., harp, flute Neapolitan Trio 10 3613 Smiles (I.eeS. Roberts).Mixed Voices, orch. Peerless Quartet 10 ChristmasHymns-Selection. Harp. "While accomp Harmony Four A2640 In1960 You'llFind Dixie Looking Justthe Shepherds Watched Tbeir Flocks by Night," 3615 Smiles Fox-trot (Lee S. Roberts).For dancing, Same (Gottler).Male voices, orch. accomp., ''It Came Upon the Midnight Clear," "Silent Jaudas' Society Orchestra Sterling Trio 10 Night,""Adeste Fideles" (0 Come, All Ye 3621 Song of Ages-Christmas Song (I. H. Meredith). Caroline, I'm Coming Back to You (McHugh). Faithful) Francis J.Lapitino 10 Sacred, orch. accomp Metropolitan Quartet Male voices, orch. accomp. ..Peerless Quartet10 18430 U. S. Field Artillery March (Sousa), 3606 Sweet Hawaiian Moonligbt(Tell Her of fy A2636 You Keep Sending 'Em Over and We'll Keep Sousa's Band 10 Love)(F. Henri Klickmann).Soprano and Knocking 'Em Down (Ruby).Baritone, orch. Liberty Loan March (Sousa) Sousa's Band 10 Contralto, orch. accomp., accomp Arthur Fields 10 18439 Juta Baby's Prayer at Twilight (Lewis-Young- Gladys Rice and Marion Evelyn Cox When IGet Backto My AmericanBlighty Jerome)Henry Burr 10 3602 Uncle Sammy-Vocal March (Abe Holzmann). (Morse).Tenor, orch. accomp., 01.1Aitsliteynle)oad to Ilome, Sweet Home (Kahn -Van Male Voices, orch. accomp Premier Quartet Irving Kaufman 10 PercyRemus 10 3614 Watch the Bee Go Get tbe Hun (Walter Haw. A2635 For Your Boy and My Boy (Van Alstyne). 18455 The Last Long Mile (Breitenfeld), ley).Comic song.'orch. accomp Edward Meeker Male voices, orch. accomp.... Peerless Quartet 10 Charles Hart and Shannon Four 10 3605 Whenever I Think of You (Charles N. Grant). Uncle Sammy (Hulzmann).Baritone solo, band K-K-KKaty (O'Hara) Billy Murray 10 Soprano, orch. accomp Betsy Lane Shepherd accomp Arthur Fields 10 18462 I'm Sorry I Made You Cry (N. JClesi), 3608 \\-ben I Send You a Picture of Berlin Medley- A2637 Oui, Oui, Marie (Wee, Wee, Marie)(Fisher). Henry Burr 10 One-step, for dancing Jaudas' Society Orchestra Tenor solo, orch. accomp Irving Kaufman 10 One Day in June (Joe Goodwinjames F. Han- FRENCH SELECTIONS My Wild Days Are Over (Brown).Tenor solo, ley Campbell and Burr 10 27183 (a) Madrigal; (b) (If dost orch. accomp. Irving Kaufman 10 18473 Smiles (Lee Roberts).Fox-trot, say),(C.Chaminade). Tenor,inFrench, A2643 Where Have You Been Biding All These Years? Joseph C.Smith's Orchestra 10 orch. accomp P A. Asselin (Kraus).Tenor solo, orch. accomp., Rose Room (Hickman -Smith).Fox-trot.Intro. 2718? Cantique de Noel(0 Holy Night),(Adolphe Henry Burr 10 "My Oriental Rosebud," Adam).Tenor, in French, orch. accomp., Give Me AllofYou(from "FloraBella") Joseph C. Smith's Orchestra 10 P. A. Asselin (Schwarzwald).Tenor solo, orch. accomp., 18483 Bluin' the Blues (Ragas).Fox-trot, Ilugh Donovan 10 Original Dixieland Jazz Band 10 A2630 They Were All Out ofStep But Jim (Did Sensation Rag (Edwards).One-step, EDISON RE=CREATIONS You See My Little Jimmy Marching?) (Ber- Original Dixieland Jazz Band 10 lin).Character duet, orch. accomp., 18489 Oh! How IHate to Get Up inthe Morning 82136 Mad Scene-Lucia di Lammermoor (Donizetti). Van and Schenck10 (Irving Berlin) Arthur Fields 10 Soprano, in Italian-Flute Ohbligato....Anna Case RagtimeMoses'Old-timeBomboshay(Frank- Oh! Frenchy! (Ehrlich -Conrad) Arthur Fields10 82139-Come Unto Ilim-Messiab (I-Eindel).Soprano, lin). Baritoneandtenorduet,orch. ac - 18494 For Your Boy and My Boy (Kahn -Van Alstyne), Marie Tiffany comp Van and Schenck 10 Peerless Quartet 10 There's a Beautiful Land on High (A. H. Tay- A2629 Beans, Beans, Beans (Smith).Comedy, orches When You Come Back (Cohan), lor).Soprano Marie Tiffany tra accomp Gus Van 10 Raymond 1);xon and Orpheus Quartet10 80379-11ush-a-hye, Ma Bahy (Missouri Waltz) (Fred- I'm Too Tired to Make Love (Creamer and Lay- 35412 While Shepherds Watched (Tate -Handel), eric Knight Logan).Contralto and Tenor, ' ton).Character song, orch. accompGus Van 10 Victor Oratorio Chorus 12 Marion Evelyn Cox and Vernon Dalbart A2641 They'll Be Mighty Proud in Dixie of Their Old It Came Upon the Midnight Clear (Willis), Longing for My Dixie Home (J. R. Shannon). Black Joe(Carroll).Tenor duct.orch.ac - Victor Oratorio Chorus 12 Tenor and Chorus Harvey Hindermeyer comp Camphell and Burr 10 35594 Angels from the Realms of Glory (Montgomery- 80397-A Little Love, a Little Kiss (Lao Silesu). If I'm Not at the Roll Call (Kiss Mother Good Smart).square,), Christmas Hymn(Tune"Regent Tenor. Ralph Errolle Bye for Me)(Boyden).Tenor duet,orch. Trinity Choir 12 One Fleeting Hour (Dorothy Lee).Soprano, accomp Campbell and Burr 10 Oh.LittleTownof Bethlehem. Christmas Gladys Rise A2642 While You're Away (Pack Up Your Cares in a Hymn Trinity Choir12 80398-My Waikiki Mermaid-Hula Medley, BundleofJoy)(GilbertandFriedland). 35661 Sing, 0 [leavens (Berthold Tours), Waikiki Hawaiian Orchestra Tenor and quartet of male voices,orch. ac - Victor Mixed Chorus 12 Valse Llewellyn (Wiedoeft).Saxophone, comp Henry Burr and Peerless Quartet 10 It Came Upon the Midnight Clear (Willis), Rudy Wiedoeft II.ove You More for Losing You a While Victor Mixed Chorus 12 80408-Fantasia-Impromptu (Chopin).Piano (Whiting).Tenor solo, orch. accomp., 35663 Missouri Waltz Joseph C. Smith's Orchestra 12 Andre Benoist liugh Donovan 10 Kiss Me Again (Herbert).Waltz, Second Mazurka (Godard).Piano Andre Benoist DANCE RECORDS Joseph C. Smith's Orchestra 12 80409-Work, for the Night Is Coming (Mason); Jesus, A2634 Tishimingo Blues (Williams).Medley Fox-trot. 45135 Star Spangled Banner (Key -Arnold), Saviour, Pilot Me (J. E. Gould).Sacred, Intro.'Some Chocolate Drops"(Irvinand Rcinald \Verrenratb 10 Metropolitan Quartet Vodrey American Marimba hone Band 10 America(Smith-Carcy) Reinald Warrenrath 10 Throw Out the Life -Line (E. S. Ufford). Hear Dem Bells(Old-timeSongs). Medley 45145 Holy Night (Cantique de Noel) (Adam).With Sacred Metropolitan Quartet One-step.Intro.(1) "Hot Time in the Old Lyric Quartet Lucy Marsh 10 80410-Inflammatus-Stabat Mater (Rossini). Cornet, Town To.nfight,"(2) "Auld Lang Syne," (3) Silent Night, Holy Night (Gruher),I yric Quartet 10 Pietro Capodiferro "Reuben and Cynthia,"(4)"Listentothe 45153 France, We Have Not Forgotten You (Clarke- La Paloma (Yradier) Sodero's Band Mocking Bird," (5) "Johnny Get Your Gun." Rogcrs-Ager) lambert Murphy 10 80411-Old Virginny Days (Theodore Morse).First Jazarimba Orchestra 10 I'lll'ray for You (Lockton-St. Quentin), Soprano, Second Soprauo and Alto, A2645 Those Draftin' Blues (Pinkard).Medley One: Olive Kline 10 Homestead Trio step. Intro.(1) "Somebody'sDone Me 55066 Lucia (Donizetti).Sextet..Victor Opera Sextet 12 \\-hen I'm Gone You'll Soon Forget (E. Austin Wrong" (Skidmore and Friedlander). Rigoletto (Verdi).Quartet, Victor Opera Quartet 12 Keith).Tenor and Contralto. Sweatman's Jazz Band 10 55093 American Fantasie-Part 1-"Hail Columbia!" \Valter Van Brunt and Helen Clark Rock -a -Bye Your Baby With aDixie Melody "The Old Folks at Ilome," 50480-Molly Dear Waltz (Arthur De Blonc). For (from "Sinbad")(Schwartz).Fox-trot, Victor Herbert's Orchestra 12 Dancing Jaudas' Society Orchestra Sweatman's Jazz Band 10 American Fantasie-Part 2-"The Girl ILeft "Old Timers" Waltz-For Dancin, A2639 Hindustan(WallaceandWeeks). Fox-trot. Behind Me," "Dixie,""Columbia,the Gem Jaudas'Society Orchestra Violin and piano duet...... Jockers Brothers 10 of the Ocean," "Star Spangled Banner," 50482-Invincible American March (F.II.Losey), Me -Ow (M. B. Kaufman). One-step. Violin Victor Herbert's Orchestra 12 New York Military Band and piano duet Jockers Brothers 10 64637 Dixie (Emmett).With Victor Male Chorus, Wisconsin Forward Forever March, A6075 Oriental (Rose).One-step, Mahel Garrison 10 New York Military Band Earl Fuller's Rector Novelty Orchestra 12 64688 All the World Will be Jealous of Me (Dubin - 50485-Farmyard Medley-Descriptive Sketch, Texas (Guion).Fox-trot, Ball) Emilio de Gogorza 10 Premier Quartet Earl Fuller's Rector Novelty Orchestra 12 64693 LaMarseillaise(NationalAirofFrance). Study in Mimicry-Vaudeville Sketch, A6068 Sailor's Joy-Part 1(Schlepegrell).Quadrille. French, with Metropolitan Opera Cborus, John Orren and Lillian Drew Prompting by John H. Haselton, Frances Alda 10 82145-Freedom for All Forever (B. C. Hilliam).Bari- Prince's Orchestra12 64696 Keep the Home -Fires Burning (Ford-Novello), tone and Chorus Arthur Middleton Sailor's Joy-Part 2(Schlepegrell).Quadrille. John McCormack 10 There's a Long, Ling Trail(Zo Elliott). So- Prompting by John H. Haselton, 64708 The Sweetest Story Ever Told (R. M. Stults) prano and Male Voices, Prince's Orchestra 12 Sophie Brasiau 10 Frieda Hcmpel and Criterion Quartet A6077 Smiles (Roberts).Medley Fox-trot.Introduc 70061 Roamin' in the Gloamin'.Scotch Specialty, 50489-Bing) Bang! Bing 'em on the Rhine (Mahoney - ing "Mandy and Me" (Gumble).Prince's Band 12 Harry Lauder 12 Flynn).Male Voices Premier Quartet When You Come Back, and You Will Come 74163 Humoresque (Dvorak).Violin...Mischa Elman 12 Last Long Mile-Toot-Toot (LieutE.Breiten- Back (There's the \Vbole World Waiting for 74198 Open the Gates of the Temple (Knapp), feld).With Chorus Billy Murray You) (Cohan).Medley One-step.Intro. (1) Evan Williams 12 50490-K -K -K -Katy (Geoffrey O'Hara).\Vitb Chorus, "Daddy Mine"(WilsonandDubin); (2) 74420 Carry Me Back to Old Virginny (Bland), Billy Murray "Good-bye,MotherMachree" (Ball);(3) Gluck and Male Chorus12 Submarine Attack (Theodore Morse), "Some Day Tbey're Coming Home Again" 74424 Aida-Celeste Aida (Heavenly Aida!)(Verdi). Premier Quartet and Company (Hilbert) Prince's Band 12 Italian Giovanni Martinelli 12 50494-Bring Me a Letter From My Old Home Town A2626 Submarine Attack Somewbere atSea. Male 74425 I'll Take You Home Again, Kathleen (Westen- (Will R. Anderson).Tenor Reese Jones voices. (Descriptive) Peerless Quartet 10 Clarence Whitehill 12 The Battle in the Air (Campbell, Morse and 74436 Adeste Fideles(Ob, Come, All Ye Faithful) We'll Do Our Share (While You're Over There) Collins).Male voices.(Descriptive.), (Portgual). Christmashymn. Latin,with (Jack Egan). Mixed Voices....The Harmony Four Peerless Ouartetto chimes... .John McCormack with Male Chorus 12 (Continued on, page 114) 114 THE TALKING MACHINE WORLD NOVEMBER 15, 1918

25018 God be With Our Boys To -night (Sanderson), RECORD BULLETINS FOR DECEMBER Craig Campbell, Tenor 10 Roses of Picardy (Wood).Craig Campbell, Tenor10 (Continued from page 113) 25016 There's a Long, Long Trail (Elliott), Percy Hemus and His Buddy Boys10 50495-We're All Going Calling on the Kaiser (Cad- Khaki Sammy (Carpenter).Percy Hemus, Baritone 10 dingan-Brennan).Baritone and Chorus, 20253 2nd Regiment Connecticut National Guard March Arthur Fields (Reeves) American Regimental Band10 When I Send You a Picture of Berlin (You'll American Republic March (Thiele), Know It's Over "Over There," I'm Coming American Regimental Band10 Home) (Fay -Ryan -Dreyer).With Chorus, 60068 Humoresque (Dvorak).Violin solo, piano ac - Where Dealers May Secure Billy Murray comp Jacques Thibaud 12 Romance (Svendsen). Violinsolo,pianoac - comp Joseph Thibaud 12 25007 Carmena (Wilson).Vocal Waltz, PATHE FRERES PHONOGRAPH CO. Grace Hoffman, Soprano10 Carissima (Penn) Grace Hoffman, Soprano 10 POPULAR "HITS" OF THE MONTH 40101 In Thee, 0 God, Do I Put My Trust (Spicker), 20444'On the Level, You're a Little Devil (from "Win- B. Stonehill, Baritone 12 ter Garden Show") (Schwartz), By tbe Waters of Babylon (Howell), COLUMBIA Louis Winscb, Baritone, 10 B. Stonehill, Baritone 12 That Sootbing Serenade (from "Winter Garden 20348 Fireflies (Savino) "Intermezzo," Show" (De Costa)... Harry McClaskey, Tenor 10 PatheConcert Orchestra10 Product 20447*For Your Boy and My Boy (Kahn -VanAl- Heart's Ease (Macbeth) "Intermezzo," styne) Invincible Four 10 Pathe Concert Orchestra 10 Freedom for All Forever (HilHam), All records in this list marked with a star 01 arefor William Simmons, Baritone10 immediate release and sale. Ready, Full Stocks, and Prompt Deliveries 20446'A LittleBirch Canoe and You (Callahan -Rob- erts) Sterling Trio 10 from Convenient Shipping Centers Garden of My Dreams (from "Follies of 1918") EMERSON PHONOGRAPH CO. (Hirsch -Stamper) Henry Burr, Tenor10 all over the United States. 20445'Liza Jane (Creamer -Layton), Louis Winsch, Baritone 10 THE NEW SEVEN-INCH RECORDS You'll Find Old Dixie Land in France (from PATRIOTIC AND POPULAR SONG HITS Ziegfeld "Midnight Frolic") (Clark -Meyer), 7419 Oh! How I Wish I Could Sleep Until My Daddy Distributors Comes Home (Lewis-Young-Wendling).Patri- Arthur Fields, Baritone 10 otic ballad, orch. accomp Robert Rice 20439*You'll Always Find a Lot of Sunshine in My For You Alone (O'Reilly-Goehl).Tenor solo, Atlanta, Ga., Columbia Graphophone Co., 63 N, Old Kentucky Home (Cowan), orch. accomp Stanislus Berini Pryor St. Joe Remington, Baritone 10 Baltimore, Md., Columbia Graphophone Co., 16 After You've Gone (Creamer -Layton), 7420 Don't You Remember the Day(Cliff Hess). South Howard St. Camphell and Burr-10 Baritone solo, orch. accomp Eddie Nelson 29220'I Want to Go Back There Again (Weston -Nor - ThePickaninnies'Paradise(SamEhrlich -Nat Boston, Colnmbia Graphophone Co., 137 Federal Piano accomp., Osborne). Baritoneandtenorduet,orch. St. worth). accomp Jack and Phil Kaufman Jack Norworth, Baritone 12 7421 Dreaming of Home, Sweet Home (MacDonald - Buffalo, N. Y., Columbia Graphophone Co., 737 The Yanks Are at it Again (Cowan), Hanley).Baritone solo, orch. accomp., Main St. Arthur Fields, Baritone 12 J. Watson Miller Chicago, Ill., Columbia Graphophone Co., 14 N. NEW SACRED RECORDS Michigan Ave. 40141 The Birthday of a King (Neidlinger).Organ Sweet and Low (Barnaby).Vocal quartet. accomp B Stonehill, Baritone 12 Liberty Quartet Cincinnati, 0., Columbia Graphophone Co., 427- Hear Me, Ye Winds and Waves (Handel), 7422 When IGet's Out in No Man's Land I Can't 429 W. Fourth Ave. B. Stonehill, Baritone 12 be Bothered with No Mule (Skidmore -Walker). Cleveland, 0., Columbia Graphophone Co., 1376 Organ accomp., Character song, orch. accomp Arthur Collins 20455 Joy to the World (Watts). Macaroni Joe (Donahue-Dubin-Lyons-Yosco). Euclid Ave. Helen Clark and William Simmons 10 Dallas, Tex., Columbia Graphophone Co., 1011 Inthe Sweet Bye and Bye(Webster). Un- Character song, orch. accomp....George Thompson Elm St. accomp Chautauqua Preachers Quartet 10 7423 'Till I'm Called by the Master Above (Donahue - 29219 Adeste Fideles(Oh, Come, All Ye Faithful). Ball).Tenor solo, orch. accomp....Rohert Bruce Denver, Colo., Columbia Stores CO., 1608 Glen - Piano accomp Shannon Four 12 Keep Your Face tothe Sunshine (Armstrong- arm Place. The Holy City (Adams)..Helen Clark, Contralto 12 Klickmann).Tenor solo, orch. accomp., George Gordon Detroit, Mich., Columbia Graphophone Co., 401 STANDARD BALLADS SUNG IN ENGLISH 7424 Big Chief Killahun (Irving Berlin).Character Woodward Ave. 52034 Listen to the Mocking Bird (Winner), song, orch. accomp Collins and Harlan Indianapolis. Ind., Columbia Graphophone Co., Grace Hoffman, Soprano 12 207-217 W. Washington St. The Nightingale (Penn).Grace Hoffman, Soprano 12 My Friends, Morris and Max (Halman-Leslie- 59060 The Rosary (Nevin), Ruby).Character song, orch. accomp., Kansas Clty, Mo., Coinmbia Graphophone Co., Eleonora de Cisneros, Mezzo -Soprano12 George Thompson 1027 McGee St. Answer (Rohn). DANCE HITS Los Angeles, Cal., Columbia Graphophone Co.. Eleonora de Cisneros, Mezzo -Soprano 12 7428 Mary (Stoddard -Frey).Fox-trot, 745 S. Broadway. 27016 ThePipesofGordon's Men(Glasgow-IIam- Emerson Military Band mond) Paul Althouse, Tenor 10 Shuttle Fox-trot (C. M. Selling), Minneapolis, Minn., Columbia Graphophone Co., God Bring YouSafely. toOur Arms Again Emerson Military Band 412-414 Nicollet Ave. (Gibson -Shaw) Paul Althouse, Tenor 10 7425 When You Come Back, Bring Me a Letter from New Haven, Conn., Columbia Graphophone Co., 29205 The .Farmer's Pride (Russell), My Old Home Town (Cohan -Anderson).Med- 206 Meadow St. Frank Oldfield, Baritone 12 ley.Banjo, piano and saxophone, New Orleans, La., Coinmbia Graphophone Co., The Floral Dance (Moss), Van Eps-Banta Trio A Coon Band Contest (Arthur Pryor). One- 517-525 Canal St. Frank Oldfield, Baritone 12 New York Clty, Columbia Graphophone Co., 65 20454 Lead,KindlyLight(Dykes). Cbimes,with step Van Eps-Banta Quartet Warren St. Grand Organ 10 7426 Sand Dunes (Byron Gay).Oriental One-step, Chris Chapman Emerson Military Band Omaha, Neb., Schmoiier & Mueller Plano Co. Nearer My God to Tbee (Mason).Chimes with Watermelon Whispers (George Hamilton Greene). Grand Organ Chris Chapman 10 Fox-trot.Xylophone solo George Hamilton Green Philadelphia, Pa., Columbia Graphophone Co., NEW PATHE "DE LUXE" DANCE RECORDS 7427 Russian Rag (Geo. L. Cobb), 210 N. Broad St. 20449'Valse Parisienne (Roberts), Emerson's Military Band Pittsburgh, Columbia Graphophone Co., 632-640 American Republic Band 10 CastleValseClassique Duquesne Way. Remick's "Hit" Medley.Intro. "Wondrous Eyes (Dvorak'sHumoreske), of Araby," "It Might as Well be You," and (Ford T. Dabney) George Hamilton Green Portland, Me., Columbia Graphophone Co., 48 "Mandy and Me."Fox-trot, Exchange St. American Republic Band 10 LATEST OKEH RECORDS Portland, Ore., Columbia Graphophone Co., 4211- 29221*Rock-a-Bye Bahy. Intro."There's No Better 431 Washington St. Use for Time Than Kissing," and "Not You." SaltLake Clty,Utah, ColumbiaStoresCo., Medley Fox-trot American Republic Band 12 1095 After You've Gone Irving Kaufman 221 South West Temple. Witmark's "Hit" Medley.Intro. "Bring Me a The Picaninnies Paradise Sterling Trio Letter from My Home Town," "Everyone I 1096 Everything Is Peacbes Down in Georgia, San Francisco, Cal., Columbia Graphophone Co., Love Lives Down in Dixie," "Daddy Mine," Collins and Harlan 130-150 Sutter St. and "Some Day They're Coming Home Again." Lovin' Ada Jones Seattle, Wash., Columbia Graphophone Co., 911 One-step American Republic Band 12 1099 The Missouri Waltz. Western Ave. 20443*Hintlustan (Wallace -Weeks).Fox-trot, I'm Gonna Pin a Medal on the Girl I Left Be- Spokane,Wash.,Columbia hind. Introducing Rock -a -ByeYourBaby StoresCo.,818 Wadsworth's Novelty Dance Orchestra 10 With a Dixie Melody-Fox-trot. Sprague Ave. Frivolity (Green). One-step, St. Louis, Mo., Columbia Graphophone Co., 1127 Wadsworth's Novelty Dance Orchestra 10 1101 Smiles-Slow fox-trot. NEW BAND RECORDS Djer Kiss Waltz. Pine St. 20451 High School Cadets (Sousa), 1106 K -K -K -Katy John McDermott Tampa, Fla., Tampa Hardware Co. American Regimental Band 10 I Ain't Got Weary Yet Arthur Fields The Liberty Bell (Sousa), 1107 Tell That to the Marines Irving Kaufman Headquarters for Canada: American Regimental Band 10 Ring Out, Liberty Bell. 20452 "Oh, Come All Ye Faithful" and "Christians. 1108 What a Wonderful Message From Home Henry Burr Columbia Graphophone Co.,64-56Wellington Awake" Pathe Military Band 10 Oh, How I Wish I Could Sleep Henry Burr St., West, Toronto, Ont. "Hark, theHerald Angels Sing" and "While 1109 Would You Rather Be a Colonel? Arthur Fields Shepherds Watched" Pathe Military Band 10 When Prohibition Comes to Town Jack Mahoney 20442 March of the Nova Scotia Highlanders (Sterne), 1110 My Belgian Rose Henry Burr American Regimental Band 10 Dreaming of Home, Sweet Home Miriam Fine Executive Office The Rainbow March (Maurice), 1111 Let's Keep the Glow in Old Glory.....Franklin Kent American Regimental Band Battle Eve Miller and Wheeler COLUMBIA GRAPHOPHONE CO. 10 1112 Dear Old Pal of Mine George Lamhert NEW OPERATIC RECORDS I'm Gonna Pin a Medal on the Girl Harry Ellis Woolworth '3uilding New York 54020 Le Regiment de Samhre et Meuse (Planquette) 1113 Big Chief Kill a Hun Collins and lIarlan (Frencb National Marching Song) in French, When I Get Out in No Man's Land...Arthur Collins Lucien Muratore. Tenor 12 1114 You Keep Sending 'Em Over Bert Harvey 54019 Monna Vanna (Fevrier) "Elle est a moi" (This Yanks Started Yankin' Arthur Fields All Out of Step But Jim-You're the Great- Hand Is Mine).In French, 1115 Mickey Henry Burr est Little Mother in the World, Lucien Muratore, Tenor 12 You're Goin' to Fall in Love With California, Walter Roger's Band 54021 Cavalleria Rusticana (MasCagni) "Voi lo sapete" Sterling Trio Rock -a -Bye Your Baby with a Dixie Melody- (Well, You Know, Good Mother) (Santuzza's Medley fox-trot. Consistsof-Rock-a-Bye Air).In Italian Claudia Muzio, Soprano 12 Your Baby with a Dixie Melody-Hello Cen- 60074 Mignon (Thomas) "Berceuse."In Italian, N. V. RECORDING LABORATORIES tral,Give Me No -Man's Land-When Alex- Adamo Didur, Basso 12 ander Takes His Ragtime Band to France- Salvator Rosa (Gomes) "Di sposo..de padre.." SONGS OF THE CHRISTMAS SEASON I Hate to Lose You Roger's Band (Peaceful Enjoyment).In Italian, 50005 Silent Night (Gruber).Quartet wtih chimes, Adamo Didur, Basso 12 POPULAR SONGS, BALLADS AND HEART SONGS Peerless Quartet 30076 K -K -Katy(Geoffrey NEW INSTRUMENTAL NOVELTIES Holy City(Weatherly Adams). Cornetsolo, O'Hara). Baritonesolo 20453 Bells of May (Dittrich).Mazurka, with hells, orch. accomp. Claude Williamson orch accomp. Arthur Fields Pathe Freres Orchestra10 50004 Adeste Fideles (Oakeley-Portugal).Chorus and When You Come Back and You Will Come Back Christmas (Margis).Valse, with hells, chimes Mixed Chorus (Geo. M. Cohan).Tenor solo, orch. accomp. Pathe Freres Orchestra10 Ring Out, Wild Bells (Tennyson-Gounod).Bari- Henry Burr 40142 Birds of tbe Woods (le Thiere).Piccolo solo, tone solo orch. accomp Royal Dadmun 30077 Roses of Picardy (Weatherly Wood) Tenor solo, Geore 12, A RECORD FOR THE CHILDREN orch accomp Henry Burr The Shepherd's Idyl (Kohler).Fluteg solAockroyd 30073 Children's Games-Medley. Made up of-All Freedom for AllForever. Tenor solo,orch. George Ackroyd 12 Around the Mulberry Bush-London Bridge Is accomp. Lewis James FOR HOLIDAY TRADE Falling Down-Nine o'ClockIsStriking- 50003 My Old Kentucky Home (Foster).Soprano solo Thefollowingtenrecords,selectedfromthePathe Round and Round tbe Circle-The Farmer in witb male trio Inez Barhour Catalog,whichwillfurnishchoice entertainmentduring the Dell-Ring a -Round a Rosy-Lazy Mary AnnieLaurie(Scott). Sopranosolo,orch. the coming season of Christmas and the New Year, will Will You Get Up-Little Ball-Soldier Boy, acoomp. Inez Barbour be relistedinthe regular December Supplements. Walter Roger's Band INSTRUMENTAL RECORDS 20248 Nursery Rhymes-No. 1.(Descriptive), Mother Goose Songs(Elliot). Sopranowith 30071 Garde du Corps-March (R. B. Hall), Gerard and Hunting 10 violin.Hey, Diddle Diddle-Little Bo Peep- Walter Roger's Band Nursery Rhymes-No. 2.(Descriptive), RideaCock Horse-LittleJack Horner- Sabre and Spurs-March (John Philip Sousa), Gerard and Hunting 10 Twinkle, Little Star-Lullaby Tonika Frese Walter Roger's Band 20249 Nursery Rhymes-No. 3.(Descriptive), RECORDS FOR DANCING 30072 American Fantasie-Part I(Victor Herbert), Gerard and. Hunting 10 30074 Smiles (Roberts-Callahan)-Fox-trot, Walter Roger's Band Nursery Rhymes-No. 4.(Descriptive), Paramount Dance Orchestra American Fantasie-Part II (Victor Herbert), Gerard and Hunting 10 Djer Kiss (Milton Ager).Waltz hesitation, Walter Roger's Band 27011 The Star Spangled Banner (Key), Paramount Dance Orchestra 30075 Little Grey Home in the West (Lohr) 'Cello, Paul Althouse, Tenor 10 50006 Oh, How I Hate to Get Up in the Morning- violin, piano Taylor Trio Wben Johnny Comes Marching Home (Lamhert), Medleyone-step. Consists of-Oh, How I Hearts and Flowers (Tohani).Violin solo, piano Paul Althouse, Tenor 10 Hate to Get Up in the Morning-Tbey Were accomp. Edmund Thiele NOVEMBER 15, 1918 THE TALKING MACHINE WORLD Some Leading Jobbers of Talking Machines in America

1856 WUQMER 1916 TEST IT. VICTOR OUR VICTOR DISTRIBUTORS VICTORS EXCLUSIVELY Record Service We make a specialty of getting the order has a reputation for efficiency. out on time-every tune. Suppose you try it. STANDARDTALKINGMACHINC CO. The Rudolph Wurlitzer Co. Prxrs.sx_ruazi. CINCINNATI AND CHICAGO E. F. DROOP & SONS CO. 1300 G. STREET, WASHINGTON, D. C. Two points of supply; order from the nearer 231 N. HOWARD STREET. BALTIMORE. MD

YAHR & LANGE DRUG CO. S TAR R Phonographs MILWAUKEE, WIS. W. J. DYER & BRO. and GENNETT Records Wholesale Distributors for NORTHWESTERN DISTRIBUTORS Complete Stock and REAL Service Tit tosSTRLINEitv Or QUALITY OF THE crAfto... CLEAR AS A DELL Orr '2 in Wisconsin KuL8e VICTOR PHONOGRAPH CO. rra04.45,. Machines, Records and Supplies Factory Distributors and Upper Michigan Shipped Promptly to all 218-220 NORTH SECOND STREET, RICHMOND. VIRGINIA Points in the Northwest Write for Dealers' Propositio

Smith, Kline & French Co. Hillman & Son Phonograph Co. Strevell-Paterson Hdw. Co. PHILADELPHIA Wheeling, West Virginia Wholesale Distributors Wholesale Distributors for Exclusive Wholesale Distributors for West for Virginia and Virginia Utah, Idaho, Colorado, Wyoming THt tmSVPLImtttrt Or QUALITY 711E liOSTIZUICHT or OVALITY and New Mexico rotsII,STRUi4FHT 07 QUALITY

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C. L. Marshall & Co. Southern Victor Dealers Wholesale Distributors Largest Stock VICTROLAS snii RECORDS. for Michigan Mickel Bros. Co. Prompt Sluironont *NJLew',sight Rats,. THEsiaSTRUMMT or QUALM WALTER D. MOSES & CO. Oldort Mime HOW, in Virpioio or North Carolina. RICHMOND, VA. anon Omaha, Nebraska CLEAR AS A CELL Des Moines, Iowa OLIVERLargest V 1 C TO R Talking The Ohio Sales Company, Inc. Machine Distributor. East of Wholesale Distributors DITSONChicago. for Ohio COMPANY Creators.1"The FastestVictor Victor Distributors Service." Letastellyou nom 810.11 EMPIRE BLDG.. DETROIT. MICH. BOSTONabout sir service.

The PERRY B. WHITSIT CO. Sherman, ay sc. Co. Distributors of ROUNTREE-CHERRY RICHMOND VIRGINIA San Francisco. Los Angeles, Portland. Seattle. Spokane Wholesale Distributors for PACIFIC COAST DISTRIBUTORS OF Victrolas and Victor Records VICTOR PRODUCTS COLUMBUS, OHIO THE thISTRUMEITi3Of.QUALITY ono -r CLIMI_AS A BELL. The Electric Supply &Equipment Co. Have You Noted the Growth of Exclusive Wholesale Distrihutors for This Department? Yal9eliMr9. satliffiedI Southern New England Special Rates for Jobbers' Direc- IN NORTH AND SOUTH CAROLINA THE INSTRUMENT Of QUALITY tory on Application During the past six months this Jobbers' Directory has grown steadily in importance. It hffords progressive jobbers an opportunity onotCLEAR,AS A IBELL to keep their names before the dealers con- Victor Exclusively sistently and regularly, and provides repre- sentationinthe Jobbers'Directoryofthe publication which is the recognized authority EASTERN TALKING MACHINE CO. Complete stocks carried in Boston and Hartford of the industry. Join the progressive jobbers on this page 177 Tremont Street, Boston Little Bldg. 103 Allyn St. neat month. BOSTON, MASS. HARTFORD, CONN. VICTOR DISTRIBUTORS r /, PO 41, 0:10 t:I P: 11:4 )711,1111 .41:14 ,111 11 /1.1. .

THE NEW EDISON tt

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JOBBERS OF THE NEW EDISON, EDISON RE -CREATIONS, THENEW EDISON DIAMOND AMBEROLA AND BLUE AMBEROL RECORDS CALIFORNIA LOUISIANA New York-The Phonograph Corp. of UTAH Los Angeles-Edison Phonographs, Ltd.New Orleans-Diamond Music Co., Inc. Manhattan. Ogden-Proudfit Sporting Goods Co. San Francisco-EdisonPhonographs, MASSACHUSETTS Syracuse-Frank E. Bolway & Son, Inc. Ltd. W.D.AndrewsCo.(Amberola Boston-Pardee-Ellenberger Co. only.) VIRGINIA COLORADO MICHIGAN Buffalo-W. D. & C. N. Andrews CO.Richmond-The C.B. Haynes Co., Inc. Denver-Denver Dry Goods Co. Detroit-PhonographCo.,ofDetroit. (Amberola only.) MINNESOTA CONNECTICUT Minneapolis-Laurence H. Lucker. OHIO WISCONSIN New Haven-Pardee-Ellenberger Co., Cincinnati-The Phonograph Co. Milwaukee-ThePhonographCo.of Inc. MISSOURI Cleveland-The Phonograph Co. Milwaukee. Kansas City-The PhonographCo.of OREGON GEORGIA Kansas City. Portland-Edison Phonographs, Ltd. CANADA Atlanta-Phonographs, Inc. St. Louis-Silverstone Music Co. PENNSYLVANIA MONTANA Montreal-R. S. Williams & Sons Co.. ILLINOIS Philadelphia-Girard Phonograph Co. td. Chicago --The Phonograph Co. Helena-Montana Phonograph Co. Pittsburgh-Buehn Phonograph Co. St. JoLhn-W. IL Thorne & Co.. Ltd. James I. Lyons.(Amberola only.) NEBRASKA Williamsport-W. A. Myers. Toronto-R. S. Williams & Sons Co.. Omaha-Sbultz Bros. RHODE ISLAND Ltd. INDIANA NEW JERSEY Providence --J. A. Foster Co. (AmberolaVancouver-Kent Piano Co., Ltd. Indianapolis-Kipp Phonograph Co. Paterson-James K_ O'Dea (Amberola only.) Winnipeg-R. S. Williams & Sono Co.. IOWA only). TEXAS L Des Moines-Harger & Bliab. NEW YORK Dallas - Texas.OkialwonaPhonographCalgary-R. S.Williams & Sons Co., Sioux City-Harger & Blish. Albany-American Phonograph Co. Co. Ltd.

..1.44.1 at* 1,/; 114 0!,1., P,..j.b!I ;41:..:. 1,1.1 4MINAMOMINWIMWOMZOWWWTWUMVI 4 /.1.,4,4