SINGLE COPIES, 10 CENTS OL. X. No. 5. PER YEAR. ONE DOLLAR

AND NANNAIA=CUEINI NOVELTY NEWS Wcom=7214:3t

Published Each Month by Edward Lyman Bill at 373 Fourth Avenue, New York, May 15, 1914

-MK

A Corner of the Music Room Vi'toi-Victria in the White House

Photo copyright by Waldon Fawcett, Washington, I). C. ' 1,7 permission for reproduction granted to Victor Talking Machine Co., Camden. N. J.

Entered as as second.class matter May 2, 1905, at the post office at New York, N. Y.. under the act of Congress of March 2,1979. THE TALKING MACHINE WORLD. Leading Jobbers of Talliing Machines in America

SANGER BROTHERS Where Dealers May Secure Dallas, Texas VICTOR VICTOR JOBBERS Exclusively COLUMBIA What you want always in stock Distributers 400 Fifth Avenue Product 27 W. 34th Street 563 Fifth Avenue New York "We ship the same day." 153 W. 42d Street Ready, Full Stocks, and Prompt Deliveries from Convenient Shipping Centers all over the United States.

1856 Distributors Southern Victor Dealers MULOTZEE 1914 Largest Stock VICTROLAS and RECORDS. Atlanta,Ga.,ColumbiaGrapbopboueCo 132 Peachtree St. Prompt Shipment and Low Freight Rates. Baltimore, Md.. Columbia Grapbopbone Co., 305- 307 North Boward St. WALTER D. MOSES & CO. VICTOR Oldest Music HouseinVirginia or North Carolina Birmingham. Ala., Columbia Grapbopbone Co., DISTRIBUTERS 1818 Third Ave. RICHMOND, VA. Boston,Mass.,Columbia GrapbopboueCo., 174 VICTORS EXCLUSIVELY Tremont St. Buffalo,N. Y., Columbia Grapbopboue Co..622 We make a specialty of getting the order Main St. Edison Phonograph Distributors out on time-everytime. Chicago'ill.,Columbia Gruphophone Co.,14N. Michigan A vi. for the SOUTHWEST Cincinnati,0.,Columbia Grapbopbone Co.,117- The Rudolph Wurlitzer Co. 119 W. Fourth Ate, All Foreign Recordsin Stunk Cleveland. 0.,ColumbiaGrapbopboneCo., 913 CINCINNATI and CHICAGO Euclid Ave. Dallas, Tex., Southwestern Talking Machine Co.. Houston Phonograph Co., "r31"4". Tao points of supply; order from the nearer. 1403 Main St. Denver,Colo., Columbia Stores Co., 605-507 SI'. teentb St. Detroit, Mich.,Colombia Grapbopboue Co.,114 Broadway. NEW ENGLAND DESMOINES El Paso. Tex.. Southwestern Talking 'Machine Co.. JOBBING !IE.ADOUARTER3 CHASE & WEST IAOW Stanton and Texas Sts. Hartford, Conn.,Columbia fzrapnonboue Co., 719 EDISON AND VICTOR Main St. Machines. Ripcords and SuPPII453. Machines Everything Indianapolis, Ind..Columbia Grapbopboue Co., 27 N. Pennsylvania St. KansasCity, Mo.. Columbia Grapbopboue Co., THE EASTERN TALKING MACIIINE CO. Records 1112 Grand Ave. 177 Tremont Strout BOSTON. MASS. Lincoln, Nebr.,Tbe Orafonola Company,1038 instil° a" I) St. CahinetsViciorthe time. Livingston, Mont..Scbenber Drug Co. Los Angeles, Cal., Columbia Grapbopbone Co., WHOLESALE TO IOWA TRADE 420-422 S.Itroailody. Louisville,Ky., Columbia Grapbopbone Co., 425 PACIFIC COAST TOILS OP' Send in your name and address and we will mail you South Fourth St. postpaid complete and illustratedcatalogues, givingdetailed Milwaukee,Wis.,Albert G. Kuude, 518 Grand Victor Talking MachinesRECORDS inlormation concerning all Victor products.Showing the Ave. Minneapolis, Minn.,Columbia Grapbopboue Co., STEINWAY PIANOS-LYON & HEALY various styles ol Victor Machines, list of all Victor Records, 424 Nicollet Ave. "OWN MAKE" BAND INSTRUMENTS the entire line ol Victor Cabinets, Repair Paris and all Ac. New Haven, Conn.,Columbia Grapbopbone Co., 25 Church St. gailainrreises Parr:et. oessories. Dealers, lei us help you build a Vidor business. New Orleans. La.,Columbia Grapbopbone Co., Sherman, Clay & Co. 933 Canal St New York City, Columbia Grapbopboue Co.. 89 Chambers St.; Columbia Grapbopbone Co.. 35-31 W. 23d St.; Columbia Grapbopbone Co., 39 W. PERRY B. WHITSIT L. M. WELLER 125th St. Philadelphia, Pa., Pennsylvania TalkingMach. PERRY B. WHITSIT CO., Co., 1109 Chestnut St. Pittsburgh, Pa..Columbia Graphophoue Co.,101 213 South High Street. Columbus. Ohio. Federal St. The Chicago Portland, Me.,Colombia Grapbopbone Co.,551 Congress St. Viotor Talking Portland, Ore.. Colombia Grapbopbone Co., 871 Phonographs blaokino Wasblogtoo St.;Eilers Music House. and RoordJOBBERSand Roord Providence, R.i.,Columbia Grapbopboue Co., Edison Jobber 119 Westminster St. Rochester, N. Y.,Tbe Grafouola Company, 38 South Ave. Sacramento. Cal..Kirk, Geary & Co. The perfection of Musical Salt Lake City, Utah.Daynes-Beebe Music Co., OLIVER Largest 45 Main St. VICTOR Talking San Francisco, Cal.,Colombia Graphophone Co., Instruments-THE EDISON DITSON MachineDistributor. East 334 Sutter St. of Chicago. Seattle, Wash.,Columbia Grapbopboue Co., 1311 COMPANY First Aye.:Eller, Music House, 3d and Univer- diamond disc PHONOGRAPH Creatorsof"flto Fammt Victar sity Sts. Sernce." Letus tellroe sore Spokane, Wash..Colombia Grapbopboue Co., 818 shoot our service. Sprague Ave. -with EDISON double disc BOSTON Springfield, Mass.,Columbia Grapbopboue Co.. 174 Worthington St. St. Louis, Mo.,Columbia Grapbopbone Co.,1008 records. Olive St. St.Paul. Minn.,ColumbiaGrapbopboueCo.. 17 East Sixth St. THE PERFECTION OF Tampa.Fla., Tampa Hardware Co. Terre Haute. Ind.,840 Wabash Aye, SERVICE-Our Service. W. J. DYER & BRO. Toledo, 0.. Columbia Grapbopboue Co., 228 Supe- rior St. Saint Paul, Minn. Washington. D. C..ColumbiaGrapbopboue Co.. The Perfection of adver- 1210 G St., N. W. tising for the dealer - Our DEALERS WANTED --Exclusivesellingright. given where we are not actively represented. plan. VICTOR &EDISON Write for particulars to the Columbia Grapbopbone Co., WholesaleDepartment,Wooltoorth Building, Distributers NewYork. Headquarters for Canada The Phonograph Company Quid, Servtee for all points in the North- Columbia Graphophooe Co.. 363-5-7 Sorauren Ave. CHICAGO west. 229 So. Wabash Ave. Machines, Records, Supplies. Toronto. Ont.

TRYVICTOR us DEALERS FIRST. Every Jobber in this country should be represented in Wo carry the Lorreot Stock of VICTROLAS, REC- this department.The cost is slight and the advantage is ORDS and CABINETS of any Distributor in the South. great.Be sure and have your card in the June List. THE CORLEY COMPANY, Richmond, Va. he Talking Machine World Vol. 10.No. 5. New York, May 15, 1914. Price Ten Cents

W. STEVENS HOME FROM EUROPE. MOVIES TO LEAD ORCHESTRAS. VICTROLA WINS SUPERVISORS. Manager of Foreign Department of Thomas A. Famous Conductors May Appear inFilms in Mrs. Clark Demonstrates Value of Victrolasin Edison,Inc.,Completes Arrangements for Dozens of Concerts at the Same Time. Schools at National Conference in St. Paul- Transferring European Business of Company Many Noted Musical Authorities Present. to Orange-Increasing Popularity of Edison A despatchtothe New York World under Products Abroad-Blue Amberol Liked. recent date says that by means of films just placed (Special to The Talking Machine World.) on the market by the Meister Film Co. of Berlin Sr. PAUL, MINN., May G.-The value of talking Walter Stevens,manager oftheforeignde- the most famous musical directors will be enabled machinesinschool work was exemplifiedina partment of Thomas A. Edison, Inc., returned to to conduct a dozen or more performances in dif-striking manner attheseventh annual meeting Orange, N. J., recently after an extended trip toferent cities at the same time, and audiences ofof the National Conference of Music Supervisor:s. Europe, during which he visited, London, Berlin, the future will be able to enjoy the conducting of Mrs. Frances E. Clark had almost a full line of Paris and other prominent European cities, but great masters long after the musicians are dead. Victrolas in the West Hotel, the headquarters of spending the major part of his time in London This has been achieved by the use of master the convention, and her intelligent demonstrations looking after the interestsof the Edison com- of the use that talking machines might have in the panies. conductor films, and the film company will shortly give a huge concert here when all the most famous schools attracted much favorable comment from Prior to Mr. Stevens' leaving for Europe thc the teachers.Many of the Minneapolis schools officials of Thomas A. Edison, Inc., had decided conductors will conduct by film -proxy. Felix von\Veingartner,afterwitnessingthe have instruments of various kinds and have been to, transfer the entire European phonograph busi- trainedtodistinguish between good musicand ness to the main officesat Orange, leaving the first private performance, said: 'The success was extraordinary. The opera con- trash, and the visitors were much interestedto various European branchesfreetoconcentrate hear the young critics place their seal of approval their efforts on the development and cultivation of ducted was 'Carmen,' and the machinery for pro- ducing the film was so exact that after one trial or disapproval on a long series of musical num- their moving picture film business.While abroad bers of varying order of merit.The program Mr. Stevens took care of the many details inci- the musicians were able to play with exactly the was made up of numbers which the youngsters dental to this important transfer. same accuracy as they would have done if a living had never heard before, and their unerring judg- Mr.Stevensfound Edison products in Europe conductor had been present.Thereisnothing ment, in picking out the good music, highly en- increasing theirpopularitysteadily and consist- mechanical about the performance, and the result tertained the teachers. ently.The Blue Amberol records are proving is genius.A clever conductor can be transferred Among those in attendance were: P. P. Claxton, ready sellers with the trade, while the advent of to a living orchestra for generations to come." United States Commissioner. of Education; Will the Edison disc products is awaited with keen in- A number of well-known musicians have been Carhart, Pittsburgh, Pa.; Theodore Fitz, Greeley, terest and expectation. In discussing the sale of invited to. play in front of the moving films and a Col.; Miss Mary Conway, New Orleans, La.; Miss records on the other side of the Atlantic Mr. majority of them declare that the suggestive effect Elsie Shawe, St. Paul, Minn.; Charles Fansworth, Stevens remarked that thereisa continued de- of movements shown on thefilmarc quite as Columbia University; P. W. Dykema, University mand for ragtime selections, although thereisa powerful as those of a living conductor. of Wisconsin; Mrs. Elizabeth Casterton, Roches- very heavy demand for dance selections.England The films already prepared show \Veingartner particularly is manifesting an unusual intcrest in ter,N. Y.;Charles Miller,Lincoln,Neb.; Dr. conducting the "Egmont" overture, Gehcimrath von E.A.Winship,Boston,Mass.;Miss Frances Glance music. Schuch of thc Dresden Royal Orchestra conducting Wright, Des Moines, Ia.; Ralph Baldwin, Hart- "Tannhauser" and Oscar Fried in Bcrlioz's sym- ford, Conn.; C. A. Fullerton, Cedar Rapids, Ia.; SUIT AGAINST THE VITAPHONE CO. phony fantastique. I).A. Clippinger, Chicago,Ill.;Arthur Mason, FredStern,Presidentof Chamber of Com- .krthur Nikisch says the new films arc an epoch- Columbus,Ind.;MissEstelleCarpenter,San merce of Newburgh, N. Y., Brings Action making invention and adds: Francisco, Cal.; Miss Ida Fischer, San Jose, Cal.; Against Plainfield Concern on Charge That "1 low valuable, for instance, it would be to the D. B. Gebhart, Missouri Normal School, Kirks- ItFailedtoKeep Agreement toMove to present generationifitcouldsecexactly how ville,Mo.;OsburneMcConathy,Northwestern Former City as It One Time Planned. Wagner conductcdtheninth symphony atthe University; Miss Lillian Watts, Marquette Uni- famous Bayreuth festival in 1872!" versity. and numerous others of equal prominence ( Special to The Talking Machine World.) in the musical world. NEWBURGH, N. Y., May G.-Claiming that the COLUMBIA CO. BRINGS SUIT Their appreciation of Mrs. Clark's demonstra- Vitaphone Co., of Plainfield,N.J.,a Delaware Against Several Companies for Infringement of tionwas universal, and the generalverdict,if corporation, failed to live up toits agreement to one had been calledfor, would have been that locate a factory in Newburgh, N. Y., Fred Stern, Patents-Statement by Legal Department. talkingmachinesareindispensibleill modern president of the Chamber of Commerce of the The legal department of the Columbia Grapho- schools. latter city, has startedsuitinthe New Jersey phone Co. made the following announcement this Supreme Court to recover $500 paid for stock of week: SETTLED IN NEW HOME. the- Vitaphone Co. Papers in the suit were forwarded to Plainfield "The American Graphophone Co. owns and con- American Phonograph Co. Completes Removal trolsa number ofUnited States patents relating last week by Jacob L. Newman, attorney for Mr. of Headquarters from Gloversvil'e to Albany, to. talking machines, records and accessories, and N. Y.-OccupiesHandsome and Commo- Stern.As the parties concerned live in different istheintentionoftheGraphophone Co.to dious Quarters in the Latter City. counties the suit is brought in the Supreme Court. attack infringements of their patent rights; and in The Vitaphone Co.is authorized to do business earnest of its purpose it has already instituted sev- (Special to The Talking Machine World.) in this State and has an officer here upon whom eralsuits, among othersagainstthe American ALBANY, N. V., May 6.-The American Phono-, service may be made. Parlograph Corporation,the Triton Phonograph graphCo.,the well-known Edison jobber,for-, According to Mr. Stern's complaint, the Vita - Co.,Inc., Gimbel Bros., and other suits are in merly of Gloversville, N. Y., is now fully settled phone Co. agreed to purchase property in New- course of preparation. inits handsome new home at 707-709 Broadway, burgh and build a factory for the manufacture "Owing to changes in the practise in the Federal thiscity. The building covers a floor spaceof, of cabinets to contain the Vitaphone talking ma- Courts it is uncertain at this time when these cases -10x200,andthecompany occupiestwoentire chine.With that understanding, Mr. Stern says, will be reached for trial; but the legal department floors. the citizcns of Newburgh were prevailed upon toof the American Graphophone Co., Mauro, Cam- The main floor is occupied by the executive and subscribe for stock.The Chambcr of Commerce eron, Lewis & Massie, New York City, expresses salesoffices,andseveralattractivelyfurnished head says he bought fifty shares for which he soundproof booths are also located on this floor. itselfas ready for immediatetrial and asen- paid $500, receiving twentysharesof common tirely confident of success. Everypossibleconvenienceforthecompany's stock as a bonus.He asserts that the Vitaphone dealersisincorporatedinthefurnishings and Co.failedtobuy any Newburgh propertyor TAKES ON TALKING MACHINES. sales systems inthe new building, and a cordial locate a factory there. invitationisextended toallEdison dealersto. The Vitaphone Co. manufactures its motors and (Special to The Talking Machine World.) visit the American Phonograph Co.'s headquarters assembles the metal parts in its factory at Plain- ANAHEIM, CAL., May 3.-The Graham Furniturewhen in Albany.A splendid trade has already field. Mr. Stern says the agreement was that the Co., one of the largest and finest furniture housesbeen closed in the new home, and the company is motors weretobeshippedtoNewburghfor in this part of the country, located in this city, has well pleasedwiththe outlook.This company, mounting in the cabinets to be manufactured there. just taken on the agency for the Edison disc pho- whichisanexclusive Edison jobber, has two The Vitaphone 'Co. contends that the citizens of nograph.Albert Graham, who owns and conducts traveling men who cover northern New York, Newburgh failed to support the project and that the enterprise, will take a strong personal interestnorthernPennsylvania, Vermont,partof New itcould not afford, therefore, to locate at New in the new department. Hampshire and western Massachusetts. burgh. One realizes that what you get for nothing is Don't keep shifting your footing on the Ladder Itis notso much what you are going to do as worth just that, when a lot of voluntary advice is of Success.You're apt to step on the fingers of what you are doing that counts in the credit sheet, handed to you. the man below you. 4 THE TALKING MACHINE WORLD.

BEAUTIFULLY ARRANGED TALKING MACHINE ROOMS Are Those of the Silas E. Pearsall Co., the OldTime Talking Machine House of New York, and of Which Charles BobzinIs Now Manager-Illustrations Give an Idea of the Equipment and Artistic Arrangement-Possess a Certain Charm That Always Attracts.

The characteristics of splendor are fully in evi- seen the view in the Pearsall warerooms from the dence atthe Victor warerooms of theSilas E. first booth looking toward the street.It is really PearsallCo., of which Charles Bobzinis man- but a glimpse of the actual store, andavisit to ager, 16-18 West Forty-sixth Street, New York, this place must be taken toreally appreciate to

Record Stock Room ofPearsallCo. and furnished as luxuriantly as the Fifth avenue home, itis no wonder that this fashionable Victor headquarters numbers among its clients many of the wealthiest members of society. Thisstoreisalsotheheadquartersforthe wholesaleVictorbusinessofthe PearsallCo., which has increased ten -foldsince Mr. Bobzin assumed the managerial duties of the house. The recordroom,whichisshown herewith,holds 100,000records,whilethestorageroomsfor machines contain a great many machines of all models.Thus theservice rendered the dealers may be called "of speed and completeness," for Mr. Bobzin believes that the dealer comes first, View ofPearsall Warerooms Looking Toward Street. and he aims to protect him in every instance. A yetsoartistically has thefloor been arranged, just what extentthesetastefuldecorations en - great student of business conditions, Mr. Bobzin that every detailisharmoniously relatedtoits hance theinterior beauty. sees nothing but prosperity for the talking ma- neighbor. Finished gum chine world in general, and, particularly, for his In one of the accompanying illustrations may be wood, with the decorative scheme in tints of brown, field mates in the Victor business. is the right machine in the EDISON DISC FOR MASONIC LODGE. 385, A. F. and A. M., of this city.Edison disc mous verdict is that it machines have been placed in the lodge rooms nf rightplace. Particularmention isfrequently New Outfit Provides Excellent Means for En- a number of prominent societiesinthissection made by those who hearitthat thisisthe last tertainment AccordingtoOfficersofthe of the country, and in every instance have given word in perfect tone reproduction." Lodge-What De Witt C. Smith Has to Say. perfect satisfaction. MARRIAGE --OF ABRAHAM- DAVEGA. Mr. Garrett is featuring to splendid advantage (Special to The Talking Machine World.) the following expression of hearty praise sent him The marriage of Abraham Davega, son of 1. SAVANNA, ILL., May 7.-R. M. Garrett, the en-by De Witt C. Smith, the secretary of the lodge Davega, the well-known talking machine jobber, terprising Edison phonograph dealer n,f this city, which recently purchased the Edison disc outfit: 125 West 125thstreet,willtake place on June closed a sale of unusual interest recently when "Since we have placed the Edison disc in our 18. This will be preceded by a bachelor dinner, he sold a handsome Edison disc phonograph with Temple it has been used very generously by mem- at which time hosts of friendswill tender him a large supply of records to the Mississippi Lodge bers as a means of entertainment, and the unani- their good wishes.

The Success of Your Talking Machine Department

Is to a large extent dependent upon the service your distributor gives you. This admitted makes it important that you secure the best service obtainable. AND THAT IS EASTERN SERVICE To use it is to swear By it not At it. May we not have the opportunity to convince you that our service is exceptional? EASTERN TALKING MACHINE COMPANY 177 TREMONT STREET, BOSTON, MASS. EDISON FOR NINETEEN YEARS TALKING MACHINES EXCLUSIVELY VICTOR THE TALKING MACHINE WORLD. 5 ifil ; ht. , The newest additions to , the exclusive Victorgroup of the world's greatest artists

The policy of the Victor is to secure only the very best artists. And it secures them because the Victor and Victrola alone are able to reproduce their voices and art to absolute perfection. Five artists who are the most recent to decide that only the Victor can do justice to under contract to make records exclusively for the Victor, are: Margarete Ober Giovanni Martinelli the newest contralto addition to the Metropolitan Opera Co. of the Metropolitan-this season's "discovery" among tenors Emmy Destinn Lucrezia Bori the famous soprano of the Metropolitan Opera Co. the Metropolitan's new lyric soprano Julia Culp one of the most successful concert artists Every new addition to the Victor ranks gives new prestige to the Victor and Victrola.

Victor Talking Machine Co., Camden, N. J., U. S. A. Berliner Gramophone Co.. Montreal. Canadian Distributors Always use Victor Machines with Victor Records and Victor Needles- the combination. There is no other way to get the unequaled Victor tone 6 THE TALKING MACHINE WORLD. FAMOUS RECORD ALBUMS AT VERY LOW PRICES TO MEET COMPETITION

DISC RECORD ALBUMS For Durability, Artis- ARE WHAT EVERY tic Design and Finish, Talking Machine Owner our Albums have no NEEDS AND MUST HAVE equal. They are made With the index they in the most substantial make a complete sys- manner by skilled tem for filing away all workmen. disc Records, and can Our Albums are first- be added to, Album by class in every particu- Album, as Records ac- lar, and aresoldat cumulate, like books in very low prices. a library.

OUR SUPERB ALBUMS SHOWN OPEN AND CLOSED. MADE IN TWO SIZES TO FIT ALL 10 AND 12 -INCH DISC RECORDS. These Albums contain 17 pockets made of strong fibre paper, each pocket having a hole in the center, as. shown in the picture. These pockets are so made that they show very plainly both the single and double face titles on the Records.The Albums are bound in the finest quality of Brown Silk Finish Cloth, with gilt title on front cover.They are also bound in imitation leather.Write for sample and prices of our Albums, which are superior to all others. Address NATIONAL PUBLISHING CO., 235 South American St., Philadelphia, Pa. TWIN CITIES DANCE MAD. particularlyin the matter of selling records.On A SUMMER SENSATION! the whole, there is a marked tone of satisfaction Two Dazzling Chicago Blondes Plan Unique Talking Machine Dealers Hard Put to Fill De- when the twin city dealers discuss local conditions. mand for Dance Records-Tango Dancers Descent Upon Eastern Resorts-To Teach Prove Strong Attraction at Cable Piano Co. the Tango by Phonograph on the Beach. Store-Records by Margaret Wilson Make HELD PARADE OF VICTROLAS. Big Hit-Advance Demand Was Very Large.W. H. Reynalds, of Mobile, Ala., Takes That Two beautiful blondes have arrived from Chi- Means of Impressing Local Residents with cagotodo somethingnewin tango teaching. (Special to The Talking Machine World.) the Extent of His Victor Business and Stirs Tall, lithe and fair, and with blue eyes, and Ethel ST. PAUL, MINN., May 5.-St. Paul and d inne- Up Much Interest and Good Business. Sykes and Dorothy Coffee by name, they were the apolis have gone mad over dancemusic, and tango sensations in the Windy City's lobster dis- the dealers, whether they handle Victor, Colum- (Special to The Talking Machine World.) trict all winter. bia or Edison goods, hardly can supply the de- MOBILE, ALA., May 8.-W. H. Reynalds,the Their ultimate object in descending upon New mand for terpsichorean records.The tango craze well-known Victor distributer,recently receivedYork is to get speaking parts in stage plays. Here- probably is responsible for the public craving fortwo carloads of Victrolas and decided to impress tofore their effortsin the uplift of the drama dance music, but, whatever the psychology of theupon the music loving public of Mobile just what having been confined to motion pictures. condition may be,itis a gratifying one to the this large shipment signified, through the medium To keep their motor car in gasoline until Sep- dealers. of a parade through the streets of the city before tember, the Misses Sykes and Coffee are going to One half of the Cable Piano Co.'s store in St.the Victrolas were placed in his store. This unique take their tango scheme to the summer hotels along Paul is given up every afternoon to a pair ofparade attracted general attention and comment, the Atlantic Coast. clever tango dancers, who draw capacity housesa number of newspapers mentioningitand re- These dazzling beauties purchased a Victrola on at each performance.Interest in the tango also ferring to the rapidly growing popularity of the the instalment plan and thus will carry their own is highly intensified by the appearance this weekVictrola in this territory. music with them. of the renowned Castles, both in Minneapolis and They will put up at the Nassau Hotel at Long St.Paul. After theirlocal engagements,itis WANTED CARUSO IN "MISERY." Beach, the Oriental at Manhattan Beach and the fair to assume that the cities will be in an ecstacy of dance madness-and, at any rate, the dealers Geo. M. Richter,Jr.,manager of the talking ma- Marlborough -Blenheim atAtlantic City, and be ready at a moment's notice to teach the tango to will try to helpitalong. chine department of the Clark Music Co., Syra- Columbia dealers receive many inquiries for the cuse, N. Y., writing to The World under recent anyone who may have the price, and their charges Margaret Wilson records, and C.P. Herman, date, says: will be on a sliding scale, depending upon what the manager of the St. Paul store, is looking for a "GENTLEMEN-Your comment in the April issue applicant has. big rush of sales.He reports the April sales asabout salesmen having to be quick-witted at times, When they go in the surf, they will use allur- very satisfactory on the whole, though there was reminds me that very often we have such instances ing bathing suits, especially adapted to purposes of a falling off in business at the close of the month.occur in our department. A few days ago a lady the turkey trot, and the Victrola will accompany His Dictaphone departmentisdoing well, and came in the store, and asked one of our salesladies them to the beach, and the sands will be turned the machine is making steady inroads in the busi-if she had 'Caruso inMiserere'-but what she into a ballroom. Those who have seen Miss Sykes ness offices of St. Paul. actually said was 'Have you Caruso in Misery?' To and Miss Coffee in their bathing togs predict for Archie Mathies, of the Talking Machine Co.,avoid embarrassment our clerk quickly handed her them an overwhelming class when they teach on handling Victor and Edison instruments, has dis-record No. 89,030, sung by Caruso and Alda. This the beach, unless Anthony Comstock happens to continued the recitals for the summer season, but suited her and she left contented and satisfied wander along that way, when, well, you know what will resume the programs in the fall when peoplethat she had it." happened to September Morn ! can be prevailed to come inside. Now they pre- fer the great outside. Diogenes didn'tfindthe honest man because An arbitrator is sometimes one who hears both The grand opera season, true to all predictions, honest men haven't any great desire to be held up sides of a quarrel and then decides tocall the helped the talking machine dealers considerably,before the populace as worthy examples. police. THE TALKING MACHINE WORLD. 7 The National Association of Talking Machine Jobbers has more than justified its existence.By JOBBERS GET READY FOR REUNION AT ATLANTIC CITY. reason of mutual interests it has banded together Next Convention of the National Association of Talking Machine Jobbers to Be Held July the jobbers of the United States.Through the 6,7 and 8-WillBe Noteworthy in Many Respects Because of Its Educational Fea- officers and the executive committee many far- tures-CommitteeActiveinPerfecting Pans-Latest Developments ofInterest. reaching and profitable results have been achieved. It is the duty of every member of the association The eighth annual convention of the National interestto. both distributers and dealerswill be to answer in person the roll -call at Atlantic City, Association of Talking Machine Jobbers will be discussed, debated and acted upon. iffor no other reason than to shoe his appre- held at Atlantic City on July 6, 7 and 8. Members willfindittotheir interesttoin- ciation ofthe excellent work of the executives The reason for choosing Atlantic City as thespect the various lines of supplies and specialties and committeemen. meeting placeisset forth in the words of ourthat will be represented at the convention.Like- While the strength of the organization is meas- talented and genial friend, James F. Bowers, of wise, the opportunity of greeting factory officials ured by its membership, its vitality is gauged by Lyon & Healy, Chicago, who once said :"There should not be overlooked.Matters of personal the attendance at the annual convention.So get are only three places at which to hold conventions.interest can be taken up while visiting the East. together, gentlemen.Don't shiftit onto George. The first is Atlantic City; the second is ATLANTIC In order to induce members to bring along their Be there yourselves.The convention dates were CITY; and the third is ATLANTIC CITY!" wives,families and friends,adelightfulsocial purposely chosen so as to blend with your Fourth On April 18 J. C. Roush, of Pittsburgh, presi- program has been arranged, in charge of specialof July celebration or your summer vacation. dent of the association; L. C. Wiswell, of Chicago, reception and entertainment committees.Automo- chairman of the committee of arrangements, and bilerides,luncheons,dances, cabarets,banquet, CONCERTS FOR SHOPPERS. Benj. Switky, of New York, met at Atlantic City to etc., are merely a hint of what isin store for AnExcellent Means of Bringing the Talking perfect plans for the most successful convention members and their guests. Machine to the Attention of the Public. ever held. In addition to the business features, the plans The next convention will be noteworthy by rea-of the arrangement committee include a banquet A very excellent suggestion was that made by the son of the educational features embodied in the pro- that promises to be one of the most enjoyable ever EdisonPhonographMonthly,when itsaid: gram. The committee realizes that the mere offer held under the auspices of the association. Ar- "Many dealers are located right in the shopping of a good time is not in itself sufficient inducement rangements have been made with Barney's Hotel, district.Here isa decided advantage if rightly for a jobber totravelfront thePacifictothe one of the most popular places in Atlantic City,used, and the advantage consists in the fact that Atlantic Coast.Therefore, they have set for them- to provide an enticing menu at a moderate price so many women are doing the shopping and would selves the task of making the next convention a and to give the use of the regular hotel cabaret be glad of a resting place just about noontime or good business proposition for every member whoentertainers and orchestra for the entertainment shortly thereafter.The alert Edison dealer will attends. This meansthattobe absentisto of the diners.The banquet will be held on Tues- not miss the opportunity. A recital planned at that lose money. day evening, July 7, and the committee has also time, will undoubtedly be well patronized, but some In addition to the personal attendance of everyarranged for Mr. Barney to reserve the balcony strong feature must be announced.One store re- member of every firm of distributersitis urged in his cafe on Monday night for the association cently announced that a contralto singer, prominent that association members bring along their mana- members and their friends, and from where theyin a certain local church, would sing.The place gers, superintendents and right-hand men.There can watch the dancing on the main floor.Bar- was filled! will be a mechanical exhibit and demonstrationney's will take the place of the Old Vienna this "But apart from the attracting of shoppers, there in Atlantic City such as has never before beenyear, the latter place having closed, following theis great importance to be attracted right now to attempted.It will be like bringing the mountaindeath of the proprietor. store recitals.By all means get the machinery in to Mahomet. Among the arrangements made for the enter-working order.Have an attendant who under- The why and wherefore of many things andtainment of theladies,while the conventionis stands the Edison.See that the machine itself is policies that have puzzled the trade will be ex-in session, is included an automobile trip to the in good shape and the records selected and ready plained authoritatively by the men responsible for Atlantic CityCountryClub onMonday,with to play.Make it a high -tone affair by a neat pro- those things and of momentous luncheon at the club before returning. gram, which may be varied from day to day.

VictrolasandRecord Stocks Short

Bejust to yourself and your customers You °WC it to yourself and your customers to give us a trial at filling your orders before you lose a sale by telling them that you "haven't got it and can't get it."

e cannot truthfully boast about the completeness of machine and record stocks; never- theless you can get from us certain types of machines and many selections of records that are not to be gotten elsewhere. New numbers are coming in daily.

TAKE NOTHING FOR GRANTED UNTIL YOU HAVE TRIED

BENJ. SWITKY, DiYtir=irtor NEW YORK, N. Y. 8 THE TALKING MACHINE WOP,LI).

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LOUIS XVI Model A450, Circassian SHERATC Walnut, $450.00 Model A275,ii ModelA400,Mahogany, hogany, It $400.00 Plain,$27f Think About Your Different Kinds (1 Customers As Well As Your Line Look at the goods you carry through other people's eyes. Don't try to fit your customer to your line. Sell the line that fits all your customers. = Edison Phonographsand

give you all the different kinds of phonographs which you need for all your different tomers.They give your customers so unequalled a variety in Types, Models, Designs Prices that their choice can never hesitate between the Edison and some other phonogi, -it concentrates instantly on the Edison Line because its very size tells them that sc. where in that great lineis the phonograph that then want.

Model A80, Mahogany, $80.00 Thomas A. Edison, Inc

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Model A300CiT Model A200,Mahogany cassian and Oak, $200.00 $300.00 THE TALKING MACHINE WORLD.

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RATON LOUIS XV A290, Ma- Model A425, Circassian ly, Inlaid Walnut, $425.00 rquetrY, ModelA375, Mahogany, .00 $375.00 en Customers Whom You Can Sell Right Away

seven will buy Edison Phonographs from you rightoffthe reel-and each one uy for a different reason.These seven buyers are: he one who wants no bothering with needles. he one who wants all the original music, overtones as well as fundamental tones. he one who wants long playing records. he one who wants records that the he one who wants steady speed and steady pitch. he one who wants the only phonograph whose tone is suited to outdoors. he one who wants his cabinet to match his indoor furnishings. u want each of these seven customers to bringin seven more, and each of those ng instill another seven, then you want the full Edison Line.Get in touch with .arest jobber.Write us for his name now-to-day.

Lakeside Ave., Orange, N. J. Model B60, Oak, $60.00

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A250, Ma - '3, and Oak, Model Al50.Mahogany LOO and Oak, $150.00 10 THE TALKING MACHINE WORLD. weeks of this period the record trade was rather CINCINNATI TRADE CONTINUES TO BE OPTIMISTIC. light owing to unfavorable weather conditions, but taken as a whole the results were most satisfactory. Messrs. Rugles and Ahaus Invent New Needle Which Will Soon Be Put on the Market- "The dance records continue to hold the interest Millner Enlarging Victor Department-Whelan Tells of Columbia Expansion-Victor of the public, and instead of showing a decrease Activity at Wurlitzers and Aeolian Hall-News of the Month Recorded inDetail. the records are showing an increased sale, prob- ably op account of larger shipments arriving, and (Special to the Talking Machine World.) Record sales picked up, especially in the dance a correspondingly more complete stock. CINCINNATI, 0., May 4.-P. B. Ruggles, a Cin-music, which fell off during the Lenten season. "We look forward to the summer without any cinnati chemist, and Louis Ahaus, manager of the One of the most pleasing features of the month's misgivings as to trade conditions, and are already Victrola department of the Lyric Piano Co., have businessat Aeolian Hall was the demand for considering ways and means of handling the tre- invented a new needle, which gives free use of higher priced Victrolas.Victrola XVI was a big mendousfallbusiness whichwillsurelyresult the music without the scratching which so often seller and a number of $200 cashsaleswent from the favorable conditions which now exist. mars the reproduction. through. On May 13 Mr. and Mrs. Castle will give a per- Messrs. Ruggles and Ahaus are preparing to put The record stock is in much better shape now formance in this city, and at this writing (May 4) their invention on the market, though no company than for some time past.Good use is being made the greatest interest is being shown in this event is to be formed for the present.The needle isof the attractive record catalogs recently gotten by Victrola owners, and the various demonstrating said to be made of the quill of a feather, chem-out by the Victox Co., and the Aeolian 'Co. con- rooms are devoted almost entirely to demonstrating ically treated.One can be used for ten selections, tinues to use large space in the daily papers in its the new dance records. and soft, medium and loud effects can be secured advertising of the Victrola and Victor records. "That the impression made upon the trade by through the new needle. A special holder will be The Rudolph Wurlitzer Co. makes the following this fad will have far-reaching resultsis beyond required for the new contrivance.These are to report: question, and there is no doubt when the dance be manufactured by the 'Cincinnatians. The needle "In reviewing the business of the last thirty days craze dies out,ifit does, the versatile Victrola is in the shape of a spear. and comparing it with the corresponding period inwill be no less an attraction in the homes where. There have been no further developments in the 1913,asplendid increase was found.During two the dance craze has placed it." affairs of John Arnold.Nothing has been heard of Mr. Arnold by his former business associates. A VALUABLE ACQUISITION accident near Boston. He has played the .Orpheum The Milner Musical Co. has discarded its sheet circuit-also the Sullivan & Considine circuit. He music department, and in about a week the Vic-To the Talking Machine Establishment of W.was engaged at the Winter Garden for ten weeks trola section is to be enlarged.The latter work D. Andrews, of Buffalo, Is Prince Lei Lani, during the late season of 1913 and scored quite a has been given in charge of Willis H. Strief. Man- a Musically Gifted Hawaiian. measure of success. ager Stotler expects to do considerable newspaper Prince Lei Lani, or E. K. Rose, as he, is known advertising very shortly. (Special to The Talking Machine World.) off the stage, hasaphenomenal voice.He sings Manager Whelen, of the Columbia Graphophope BUFFALO, N. Y., May 7.-In musical circles inthis with perfect ease tenor, baritone or soprano,and Co., expressed no dissatisfaction over the outcome city, Prince Lei Lani, who is a native of Hawaii, has a range of four octaves.During his appear- of the month's business.He said:"During the has made quite a num- ance in Philadelphia in April, 1913, his ability at- first part of the month business was certainly on ber of friends.It was tracted the attention of the Victor Talking Machine the "boom," but toward the latter part it sort of in 1901 that he came to Co., which made Mr. Rose and his associates a fell off, that is, as far as machines were concerned, the United States. spend-flattering offer to appear at the laboratory and but the record business held its own to the end. ing hisfirst two years singfortheVictrola.These records werea We have found it difficult to get in some of the inStanfordUniversity success and have had a wonderful sale among all larger types of machines from the factory, owing improving his voice, music lovers. to the large demands, which the factory has been which already possessed After the death of Mr. Rose's associates he de- unable to supply. We are looking forward to a allthatnaturalsweet cidedto,quit the stage and locate permanently. greater business as the summer season opens up, quality peculiar only toHe selected Buffalo asthe most desirablecity. when the demand is great for machines and rec- the native Hawaiian. Since locating here last October Mr. Rose has ords for camping purposes.The 'Tango Outfit' His first appearance in appeared in many churches and clubs.His dif- has been greatly in demand, and inasmuch asit publicwaswiththe ferent voices, and several changes of costumes, looks like the 'dance craze'is a permanent fea- famous Royal Hawaiian enable him to give a full evening's entertainment. ture, machines and records will be more than ever Band, which toured the He has also had many out-of-town engagements in in demand this summer." Western New York, Pennsylvania and Ohio. PrinceLeiLani. world and played before Speaking of businessinthe outside territory, the principal royalties of Mr. Rose is permanently connected with the Vic- Mr. Whelen said: "We have closed with a large Europe, the prince appearing at each performance trola department of W. D. Andrews, -632-634 Main number of new dealers during the past month, allas a tenor soloist and a member of the Hawaiian street, where he daily demonstrates his records to big accounts,and business seemstobe good octet. visitors. throughout the entire territory." During the great success of the "Bird of Para- Victor business at Aeolian Hall has been en-dise" the prince took a prominent part for two MEDIUM IS IMPORTANT. tirely satisfactory the past month. The last week seasons as a member of the Hawaiian quintet. A drop of ink can still make millions think.But was especially active and gives promise that it will At the close of the season, in the spring of 1913,it has to be turned into live -wire language and continue so during the next month. two, of the number were killed in an automobileprinted in the right kind of paper to do it. The DITSONPledge Is to see that our clientele has a better service than ever-settinga new standard in Victor jobbing deliveries.The demands of alert Victor dealers-the kind thatgrow-are many and varied, and we furnish the "first -aid" in every instance. We believe this year's Victor business will be of tremendous proportions, and it will pay you to have 1 The Fastest VictorService which is a requisite in this hustling age. Wepossess the largest stocks, the best organization and most up -to-date equipment in the Eastern half of the country. This covers Victor machines, records and supplies ofevery kind, not to mention cabinets, needles and trade -marked accessories. Will you let us tell you more about Ditson co-operation?A postal gets this information! [OLIVERDITSON co.,Boston, Massa THE TALKING MACHINE WORLD. 11

Whatever business the Columbia "Favorite" at $50 is too expensive to meet, can certainly be met by the Columbia "Jewel" at $35. You make a good profit on either and satisfy your customer in the bargain.

(Write for "Music Money," a book "full of meat" for those Columbia Graphophone Company dealers interested in quick and frequent turnover of capital.) Woolworth Building. New York

some impression in Italy, although this impression PRICE CUTTING KILLING THE TRADE IN ITALY. is not yet of any particular depth.Personally I believe that the horn machine will never die in Interesting Review of Talking MachineSituation inItaly by F. Passadoro, General Man- Italy, asitis firmly entrenched with the musical agerofColumbiaCo.'sItalianBusiness-Frice-CuttingDiscouragingLegitimate public.There is a certain form of reproduction Dealers-Horn Machines in Great Favor in That Country-Branch in Rome. possible with the horn machine and not with the hornlessthatisthoroughly appreciated by the "The most serious draw -back to the develop-conditions, the field for talking machine develop- Italianpublic, who believe the ideal machine is ment of the talking machine business in Italy isment will increase in proportion. one that is equipped with a wooden horn. the terrific price cutting which is indulged in by "Italy, as is well known throughout the world, "Over 80 per cent. of our businessis closed the great majority of dealersinthe country,"is an intensely musical country.Its inhabitants with the poorer classes of people in our country. said F. Passadoro, general manager of the Co-love and appreciate the better class of music, and The laboring folk are passionately fond of good lumbia Graphophone Co.'s Italian business, with thisis well evidenced by the fact that the greatmusic, and the talking machine offers them the headquartersatMilan,Italy. Mr.Passadoro majority of our record business consists of grand cheapest and best possible solution to gratify this sailedforEurope May 9th,onthesteamer opera and vocal selections.Itis a peculiar fea- love for music.The favorite method of merchan- "Olympic," after a three week's stay in this coun- ture of our record business that we sell practicallydising machines and records in Italy is by means try, during which he spent considerable time at the same selections year after year.For 20 years of the special outfits.These outfits, which consist the company's factories in Bridgeport, Conn. Mr. I have known a large number of records thatof a machine, records and needles, are offered at Passadoro has been connected -with thetalking maintain a high average of annual sales, and will various prices, and the most popular one at the machine industry for more than a score of yearsprobably never lose the affection of the public. We present time isthe,outfit which retails at $29. This and is well acquainted with every detail of talk- differ radically from the American music -loving outfit consists of a $15 machine, $14 worth of rec- ing machine merchandising. public,for with us there are no selections that ords and 300 needles, and is meeting with a ready "As aresult of this pernicious price -cutting," score 'hits' one month and are practically 'dead' sale throughout Italy. continued Mr. Passadoro, "we are losing many of the next.The Italian talking machine dealer is, "We have established dealers throughout the our besttypes of dealers who prefer to place therefore, never in the position of having consid- country, and in addition maintain a large distrib- their investments in other lines of business, whereerable dead stock on his hands, ashis records uting branch at Rome, with our executive offices at they need not indulge in price -cutting wars and sell year in and year out.This was illustrated Milan. We also have a recording plant at the lat- continually lose money.Price -cutting is the sole when we cleaned out our cylinder record stock ter city which is kept busy all the year round. The reason for the Italian talking machine dealer's fail- several years since; for, out of a total of more outlook for this year is very bright, and I see no ure to show any profits in his business.There than 70,000 records, there were only 60 records reason why our business in 1914 should not show are very few dealers, indeed, in our country who dead stock, and these were all of, one selection. a greater increase over 1913 than the 40 per cent. are making any money out of their business, and "Hornless machines are just beginning to makegain that we registered last year." all because of their failure to maintain fixed prices on theirproducts.They have the market and H. A. Yerkes, manager of the wholesale depart- they have the product, but their lack of business LIVELY BUSINESS IN BUFFALO. ment of the Columbia Co returned to his desk foresight is driving many of them to ruin or out Prominent Makes of Machines in Strong De- last week after a short trip through New England. of the talking machine business. mand in That City AccordingtoReports Mr. Yerkes was well pleased with general condi- "We are doing our utmost to convince the deal- from Dealers-All Makes Popular. tions in this territory ers that the one -price mcthod of merchandising machines and recordsistheir only salvation,if (Special to The TalkingMrichine Wnrlri they wish to show a profit at the end of their BUFFALO, N. Y., May 2.-The advent of modern year's work.We are handicapped, however, by dancesinto. the talking machine world has en- thefactthat we cannot compel the dealers by livened the trade considerably here in the last few law to maintain a fixed price on any of our prod- ucts. We have no association, and there is no con- weeks, according to reports of managers of the various stores.There has never been such a rush Write today for our new catalogue giving certed action in this direction, but at the present you rock bottom prices of our specialties. time several of the larger and more responsible for dance records as has prevailed during the last companies, including ourselves, have in mind a few weeks, itis said, and there promises to be a co-operative plan whereby we can present the one - bigger trade than ever this year. Springs for any kind price doctrine to the dealer in an impressive and The Victrolas are said to be selling rapidly and \V. J. Bruehl, man- convincing way which may have the desired effect. establishing records for sales. of Talking Machines There are only about 450 dealersinthe entire ager of the Neal, Clark & Neal Co., talking machine department, declared the Victrola and the Victor No country ofItalyasaresultof thecontinual doubt you will find it interesting. kniving of prices, and many of the more success- machines are at this time witnessing the biggest ful of these merohants will retire from business and most successful sales in their history. in the near future, if conditions do not improve. The 'Columbia is also establishing records for "Notwithstanding these handicaps, -however, we sales and endorsements.The Buffalo branch of closedin1913averysatisfactoryyear,and the Columbia Co. reports a most -remarkable sales showed 40 per cent. increase over 1912 business.record during the past month.According to the This increase was doubly gratifying in view of manager of the store the Columbia branchin the general industrial depression of 1913, and theBuffalo has never before done such a good and 'scarcity of money. With all the vast business that steady business. EMIL RIEDEL inthe The Edison machines are also in the limelight we and the other companies have closed S'ichsische u.Feder.tahlwaren- past, we have just began to scratch -the surfaceand are doing better than holding their own. The Fabrik. of the talking machine possibilities in Italy.Our Loud Piano Co., which handles this line, is elated country is industrially improving steadily and con-over the sales during the past month. "Going Cbemnitz-Gablenz, P. 0. Box 10, Germany sistently, and with this improvement of business,good" is the way Mr. Loud 'put it. 12 THE TALKING MACHINE WORLD. end of the business should be watched in a most careful manner, also the costs of doing business. eaoI L IC I NT c?- The causes of many business failures can be traced directly to ignorance of the actual cost of conducting a retail establishment, makers4fr iv PksaLCI-111N= and the result of not knowing how to run your business spells idlers (1 business disaster at some time.The length of time is dependent faliqnr Wkical6wF) edt)3 entirely upon the resources of the house, but the final result is bound to be the same in the end, and the man who does not realize this will EDWARD LYMAN BILL,- -Editor and Proprietor. come to financial grief. J. B. SPILLANE, Managing Editor. IT is, therefore, of the utmost importance that every business Trade Representatives:GLAD. HENDERSON, C. CHACE, L. E. Bowan, B. BRITTA1N WILSON, A. J. NICKLIN, AUGUST J. TIMM, L. M. Roairtsmc. man should know the actual cost of conducting business and Boston: JOHN H. WILSON, 324 Washington Street. Chicago Ottice: E. P. VAN HARLINGEN, Consumers' Building, 220 South State Street. not fool himself with the idea that because he is doing what appears HENRY S. KINGWILL, Associate. Telephone, Wabash 5774. to be a fairly satisfactory bulk trade that he is making money. He Philadelphia:R. W. KAUFFMAN. Minneapolis and St. Paul: ADOLF EDSTEN. San Francisco:S. H. GRAY, 88 First St. Cleveland:G. F. Pauscorr. may not be, because it is the net results that count.If he has per- St. Louis: CLYDE JENNINGS. Cincinnati:JACOB W. WALTER. London. Eng.. Office: 2 Gresham BuildingsBasinghallSt.W. LiottEL STURDY, Manager. mitted his expenses to grow to such an extent that he is not keep- 1' Representatives for Germany and Austria: VERLAG NEC SIN IT, Berlin C. 19, Ross-Strasse 6, Germany. GEO. ROTHGIESSER, Director. ing track of his outlay he may face failure. Probably 3o per cent. of the business failures of the country Published the 15th of every month at 373 Fourth Ave., New York. may be charged against ignorance and incompetence-then, of SUBSCRIPTION (including postage), United States, Mexico, $1.00 per Year;Canada, course, the granting of unwise credits. $1.25; all other countries, $1.75. ADVERTISEMENTS: $3.00 per inch, single column, per insertion. On quarterly or yearly The retailer oftentimes in his haste to get out goods does not contracts a special discount is allowed.Advertising pages, $100.00. REMITTANCES: should be made payable to Edward Lyman Bill by check or Post Office ascertain as to the standing and ability of his customers to meet Money Order. their deferred payments. A talking machine is very poorly sold to a party who is not financially able to own a machine, and, yet, if NOTICE TO ADVERTISERS. - Advertisingcopyshould reach this office by the first of each month. By following this rule the character of people is thoroughly ascertained, there is no ques- clients will greatly facilitate work at the publication headquarters. tion but that talking machine leases constitute the finest kind of trade property, but in the talking machine trade there are a good Long Distance Telephones-Numbers 5982-5983 Madison Sq. many young men who do not safeguard their business interests in Cable Address: "Elbill," New York. the manner in which they should.They should start in right, and most inexperienced young men think that the managing end of the NEW YORK, MAY 15, 1914 business is quite easy.Some of them think it is no trouble at all, provided a man has a moderate amount of capital.It figures out THERE are a number of timid Americans who seem to think finely in theory and looks very simple to take so many dollars worth that the strained relations now existing between Mexico and of merchandise and sell that merchandise for a good liberal per- the United States will develop to such a point that a long and centage of increase over its original cost, then figure the difference expensive war will result therefrom which will have a very depress- as clear profit ! ing effect upon the business interests of the country. Easy, indeed, in theory but it does not work out that way. Hardly true, and there is no use of borrowing trouble as to what the future niay develop.As a matter of fact, war is not ANY man, however, can add to his store of knowledge if he pleasant to contemplate from any viewpoint, but it has never meant carefully analyzes the conditions which surround his busi- immediate depression, particularly when a country has such re- ness operations day by day.Do not let them get away from you. sources as is possessed by the United States. Many a good man, with splendid business possibilities, has Far from having a depressing effect upon business, war, if it permitted himself to drift out of contact with his business affairs, comes, will have a decidedly enlivening effect.The men who are and the result has been failure which could have been easily hanging back to -day will then join with the President and will avoided had he kept in touch with the business situation. support him in whatever he does. There is nothing easier than to permit business to get away As a matter of fact, no matter how much we may criticize from you, and there is nothing more expensive than to permit it the treatment of the Mexican subject up to the present time, the to stay out of touch. fact remains that we, as a country, will have to face whatever Some of the greatest business men of the country have a most develops. We will have to stand back of the President. intimate knowledge of all the interior workings of their great en- Many of us who have become personally acquainted with con- terprises.They do not worry themselves much with details be- ditions in Mexico through travel, have been unable to understand cause they have men employed who supply them with reports, but how the Government at Washington should hate been so misin- they have a system so perfect that they are enabled, through re- formed as to the actual conditions, but there is no use to discuss ports from every department, to have at all times the closest con- that at the present time. tact with the workings of the great machinery which they are We are facing the present and will have to stand by future directing.There is where the enjoyment of conducting an enter- developments, be they what they may. prise comes in, is directing it and feeling that your thoughts, your energies, your inspirations, are directing a piece of machinery IF war comes, however, it will have a stimulating effect upon which is accomplishing greater results all the while, and the re- many lines of trade, and such a war as would be carried on in sults-the tangible results-illustrated by the net profits-are what Mexico would be conducted without serious interference with the interest business men. business affairs of this country, and, in our opinion, there is no It is easy to figure out profits on paper, but the next thing is to reason to borrow trouble concerning theeffects of war upon translate them into bank balances.That is the real thing. the trade of the nation. If it comes some of us will suffer, but the country as a whole THE circular trade letter is not growing in favor with national will hardly feel the shock, so let us go ahead and make our plans advertisers.A good many who have tried the letter plan and forget about war troubles until they come.It will then be have not found it successful.One reason is that retailers are re- quite time enough to figure developments. ceiving too many circulars of various kinds to pay serious attention In the meanwhile, the spring promises to be active in many to any of them. lines of trade, and the talking machine men should see to it that Much good brain matter is wasted in the preparation of attract- they get their full share of the business that is going around. ive letter circulars which are supposed to whet the appetites of Business is not going to come easily-it rarely ever did, for prospective customers, but they do not swallow this kind of bait that matter.It requires good, progressive work all the while. with avidity. It would seem to us that at such times as this, the ollecticon When a man receives ten, twenty and sometimes fifty, circular THE TALKING MACHINE WORLD. 13 letters a day, it is but reasonable to suppose that he does not con- New York jobber, Silas E. Pearsall Co., who does not hesitate to sider any of them seriously.A great portion of them reach the credit The World with results: waste basket without even so much as having them scanned by the "Emergency calls require special treatment and the shortage merchant to whom they are addressed. of records in the talking machine trade brought about a condition The expense of this kind of advertising is tremendous when that made the Pearsall stock exceptionally valuable to the trade. we consider the preparation of the circulars and the time spent in There were several ways of reaching the people we desired to getting them ready to mail.The postage bills all mount up, and acquaint with the fine condition of our stock and we tried all of the result is that many who have tried this form of advertising are them.The way that brought best results was the way of The not satisfied with the results obtained. Talking Machine World.The terse advertisement in The World Trade papers with a legitimate circulation receive careful at- added a great many customers to our already large list and added tention from the same class of merchants who would cast the them Nvithin two weeks after our advertisement was placed in the circular into the waste basket without glancing at it. February number." And why? That is a communication from a business house which has tried Because the trade paper represents an organized attention the business building powers of The World with excellent results. center and medium of publicity comparable to a clearing house or Others can secure the same results,for The World is a paper public market. for everybody in the talking machine trade. The merchant knows that there is a variety of information contained in the trade papers and a large portion of it is extremely THE last issue of Good Storekeeping, commenting upon trade valuable to him in his business, and he objects to being flooded papers as a class, takes occasion to single out The World with circulars, and incidentally the advertisers are beginning to as a wonderful publication.It says, editorially: find this system unsatisfactory. "There is not a branch of modern business but has one or more publications devoted to it.It is difficult to understand how WE know of some men who have sent as many as six circular enough information can be procured to make all the papers inter- letters to the same individual, and when they sent a repre- esting to their readers, especially in some cases where the field of sentative to call upon him, he did not recall having received a com- discussion appears to be so limited.For instance, one would munication from the house, and so this kind of literature did not wonder where The Talking Machine World could possibly find even help the salesman; whereas the same money expended in a enough material to fill its columns.Still Edward Lyman Bill, its trade paper would have attracted attention.Proof of that is seen publisher, makes this paper one of the most readable of the trade in the returns which advertisers receive from trade papers of repu- publications.How would the average editor like the job of get- tation and standing. ting out a sixty -page magazine every month on the single subject- The Talking Machine World in this respect occupies an unique the little talking machine?" position.It is the only paper reaching the talking machine trade, The constructive force of this publication is unquestioned and and it is read by thousands of people monthly who look upon it as is not denied by the business builders of this industry. the only medium from which to secure a fund of information ob- tainable from no other source. IN the light of Governmental activity against restricting agree- We are in constant receipt of letters from. subscribers who ments in this country, the business practices of some other say they could not keep their business house in order without The countries are most interesting.Consider this news from Uruguay : World-that they would even pay $to a year for it rather than be The wholesale merchants of Montevideo have decided to enter without it. into a ten-year mutual agreement, with liberty to extend itfor We also are receiving constantly letters from advertisers who another five years, to regulate trade operations.Control of the express themselves as pleased with the results obtained through agreement is to be intrusted to a committee consisting of a bank advertising in its columns. manager and four importers, who will inflict a fine of $2,000 for Talking machine jobbers do not use The World in the way any infringement of the agreement.Some of the principal clauses which they should.It circulates among their local trade, and yet of the agreement follow : many of them do not patronize it through a false conception of the Sales are not to be effected on credits exceeeding six months. business situation. Goods sold must be invoiced in the same month, it being for- Some figure that the manufacturers should do the advertising bidden to deliver them in one month and date the invoice another. while they sit back and enjoy the results.That is the kind of A maximum of 6 per cent. discount to be allowed to pur- policy which some of them adopt.Others-the most progressive- chasers paying for goods before the 15th of the month following continue to use the columns of The World and they are getting the sale. results.They are going far ahead of their competitors, who, Payments made in the same month as the sale to be entitled through their trade narrowing vision and lack of progressiveness to an extra discount of one-half of 1 per cent.Interest at 12 per fail to improve the avenues which lie open to them. cent. to be charged on any notes renewed. Here. is an extract from a communication from a well-known Delivery of goods on consignment prohibited. Bela Records IN ALL LANGUAGES OF THE WORLD High grade selections in German, English, Italian, Spanish', Portuguese, French, Swedish, Slavonic, Ruthenian, Danish, Norwegian, Russian, Polish, Hungarian, Bohemian, Rumanian, Tschechisch, Croatian, Servian, Hebrew, Turkish,Persian, Arabic, Chinese, Malay, Japanese and seventeen different Indian dialects. The cheapest and best machine on the market for $2.50 upward BEKA-RECORD AKT. GES., Berlin, S. 0. 36 (Germany) CATALOGUE IN FOUR LANGUAGES SENT FREE ON REQUEST 14 THE TALKING MACHINE WORLD.

We are top, bottom, and both sides of the talking machine situation in a very sightly list of cities in these United States right now and getting a sure gripevery- where else,

(Write for "Music Money," a book "full of meat" for those Columbia Graphophone Company dealers interested in quick and frequent turnover of capital.) Woolworth Building, New York

IDENTITY OF WRITER REVEALED. think that a professional careeristhe best forand amplifying attachment for talking machines. Under the Nom de Plume"D. A.Esrom" Mrs. women, for as she puts it, she does the housework This folder shows by the means of excellent illus- Theo. Morse Has Written a Great Number of with her hands and composes the songs in her trationsthe simplicity of the Masterphone and Songs Which Have Won National Popularity head at the same time. shows how the device is adjusted on fiber or steel Through the Phonograph. . A large number of Mrs. Morse's songs have needles.The merits of the Masterphone are set been made for Edison records and are especially forth clearly and lucidly, and dealers can use this For many years lovers of popular songs have popular.Among those thatallEdison owners folder to excellent advantage. enjoyedthosewrittenbyan unknown writerwill remember are the following: "In the Land of named D.A.Esrom. Theidentityofthis Plankity Plank," "Luella Lee," "Sweet Anna Marie," THE DOME RECORD CASE. lyric writer remained a secret for a long time. "The Village Band," "Another Rag," "Bobbin Up The songs were almost invariably adapted to music and Down," "Lizabeth Ann," "Love Me Like I This Cleverly Constructed Device Holds Twenty by Theo. Morse, of New York, and published by Love You," "Lets Buzz," "Something's Going to Records-Useful for Concert or Demonstra- Happen to You," "Way Back Home," "When tionPurposes-Distributed by W. D. An- You're Lonesome Don'tForget My Number," drews, of Buffalo. "When Uncle Joe Plays a Rag on His Old Banjo," "Whistling Jim," "Who's Going to Love You When W. D. Andrews, 632 Main street, Buffalo, N. Y., I'm Gone," "You Need a Rag." has closed arrangements whereby inthefuture The following have been written by D. A. Esrom the Dome Record Case willbedistributed by but are not on the records: "When You Sang the him.This record case-illustration of whichis Rosary to Me," "Until You Say Goodbye," "Threeshown elsewhere-holds 20 records, all accessible Things ILove," "Call Around Any (Ad Time,"for instant use.The case swings open so that the "When We Were College Boys." repertoire is displayed, while a convenient index shows where each record is located. MASTERPHONE CAMPAIGN The Dome Record Case is very valuable, be- OfNationalAdvertising IsBoundtoHelp cause not only does itpermitthe safe keeping of Dealers' Sales Most Materially. records, but it is a case that permits one to carry a small stock of records for either demonstration The Masterphone Corporation, manufacturers of or concert use.Furnished in two sizes, .10 and the popular Masterphone device for clarifying and 12 inch, and Mr. Andrews is making a specialty of amplifying the tone of records, moved this weeksending samples of these filled with records, as from 187 Broadway to Suite 1921, 61 Broadway selected by the customer. where it will have increased floor space for its For instance, if a dealer has 20 records that he rapidly growing business. is in need of and wants a sample Dome Record "We are now in the midst of a national adver-Case, Mr. Andrews will send the entire thing to D. A. Esrom (Mrs. Theo. Morse). tising campaign that should produce numerous in- him at the regular wholesade prices, and inthe him.It remained for a representative of the Thos. quiries for talking machine dealers throughout the matter of deliveries, this house has thirteen lines A. Edison, Inc., to dicover the secret of D. A. country," said an official of the company."This of railroads, five express companies and the best Esrom's identity. campaign is being confined to the leading national lines on the Great Lakes, so deliveries can be Mr. Morse had been asked repeatedly on this magazines, and the copy we are using, though not made very quickly. point, and one day he very blushingly acknowl-very large in size, is designed to attract general edged that D. A. Esrom was his wife."You see," attention and, what is more important, produce WURLITZER CO. IN HAMILTON. he explained, "my wife's name is Dolly A. Morse live inquiries.We are planning to issue in the -Esrom is merely Morse spelled backwards." near future numerous dealer helps in the nature An entire room inthe new quarters recently Of course after this the secret was out, and Mrs. of window and store displays that will be attract--opened at 119 South street, Hamilton. 0., by the Morse speedily became known as one of the great ively arranged and certain to attract interest." Rudolph Wurlitzer Co., of Cincinnati, has been set women writers of popular songs in the United The Masterphone Corporation has just issued anapart for Victrolas.There will be also several States.Although she has originated enumerable interesting and informative folder which explains booths for the trying out of Victor records, of lyrics that are especially clever, still she does notin detail the value and workings of this clarifying which this agency has over 10,000. READY REFERENCE OF GENERAL SUPPLIES DEALERS Send for our "Trial Proposition" on the Keep Your Record Stocli with Regina Hexaphone-the latest and best pay- q -A ing popular priced coin -operated instrument for use in public places. Mermod & Co. 505 Fifth Avenue New York Manufacturers of Talking Machine Supplies THE (0. Motors-Sapphire Points Diamond Points a Specialty Costsabout $2.00 for 250recordsfor 50 years 211 Msrbrldge Bldg.. 34th St. and Broadway,NewYork City Sendfor20.page catalog Manufacturers of ReginaMusic Boxes; Reginaphones; Ciliti:OPeratedMandolinOrchestrions;Vacuum THE SYRACUSE WIRE WORKS, Cleaners and other specialties. SYRACUSE - . NEW YORK THE TALKING MACHINE WORLD. 15 original order, while in other instances the total CO-OPERATION BETWEEN JOBBER AND DEALER NEEDED was quite in advance of the dealer's first order. "Many of our dealers expressed their apprecia- So That the Latter May Be Afforded Every Opportunity to Make His Record Business tion of our co-operation and thoughtfulness, re- as Profitable as His Territory and Stock Will Permit-Well-Considered Remarks by marking that they were glad to be afforded this V. W. Moody, Sales Manager of New York Talking Machine Co. on This Subject. opportunity of benefiting from the ideas of their associate dealers.From our own standpoint, the With the continued shortage of records and with Originally," "Our Suggested Revision" and "Yourrevision sheet idea was a gratifying success and, the dealers throughout the country complaining at Final Order."The names and numbers of thein accord with our dealers' request, we are plan- the marked scarcity of many of the most popular May records,together withaspecialapproval ning to continue the plan with the June advance records in the library,it has long been apparent space for the dealer, formed the balance of this order sheets." that there should exist perfect co-operation be- sheet. tween the jobber and the dealer in order that the As soon as the New York Talking Machine Co. TO CONTINUE CYLINDER LINE. latter may be afforded every opportunity to make started to receive its dealers' May advance orders, his record business just as profitable as his ter- Mr. Moody began active work on his co-operative C.H. WilsonIssues EmphaticDenial That ritory and stock will permit. plan, which consisted of taking the dealers' orders Thomas A. Edison, Inc., Plans to Stop Man- As an example of this co-operation between job-and averaging them in order to secure a general ufacturing Cylinder Phonographs and ber and dealer, a new idea introduced this monthaverage for each record.Mr. Moody waited until Records-Arrangements for Future Indicate by V. W. Moody, sales manager of the New York over 60 per cent. of the company's dealers had sent Policyof Company. Talking Machine Co., 81 Chambersstreet,New in their orders and then made up his averages. York, Victor distributer, is well worth careful at- Using these averages as a basis for revising the C. H. Wilson, vice-president and generalman- tention.Mr. Moody has for many years made a individual dealer's order and working out a stand- agerof Thomas A. Edison, Inc., made the follow- detailed study of sales methods and stock systemsard of comparison for each dealer's order sheet,ing interesting announcement this week: and hisextended knowledge ofthisimportant Mr. Moody was enabled to send each dealer a re- "On several occasions we have been told that a branch of the Victor business has been largely of-vision sheet that represented suuggestions basedrumor is abroad to the general effect that we in- fered to dealers who were desirous of improvingon actual figures as averaged from the large num-tend ultimately to abandon the manufacture of or increasing the efficiency of their sales policies ber of May orders received. Edison cylinder phonographs and records and that and systems. The dealer therefore received a suggested re-there will be a diminishment of our activity in Mr. Moody's latest dealer help was concerned vision for his advance orders that was worth far respect to these products. We wish to deny this with the dealers' advance order blank for newmore than a personal opinion or belief, and which most emphatically. Victor records for the month of May.This ad-represented the combined average orders of his "The confidence o -fthis company inthe con- vance order sheet is a very important factor in the fellow Victor dealers.Accompanying this revision tinued -demand for the Edison cylinder product is dealer's business, as adequate ordering of the newly sheet was a short letter which explained to the proven by the enormous investment we have made issued records means the dosing of many a record dealer the purpose of the revision sheet, how the in recent months in the improvement of this line sale thatislostifthe new records are not onsuggested figures were arrived at and requested and the further expenditures that are now being hand. The manufacturers and jobbers arein- that the dealer give the order blank his careful made with the same purpose in view. variably in a position to fillall advance orders forattention before placing his final order. "We expect to push the sale of the Edison Blue the new records, while the supply of certain rec- "The results achieved by this revision sheet were Amberol records and the Edison Diamond Am- ordsisfrequently exhausted before the dealerentirely satisfactory," said Mr. Moody in a chatberols with renewed vigor, and are at present in- places his second order. with The World. "Over 75 per cent. of our deal- vestigating several new methods of sales exploita- Realizing the importance of this advance orderers who received the sheets replied immediately, tionin order tofind those best suitedtothis sheet, Mr. Moody went to considerable trouble and placing their final order in accord with our sug- product. expense to prepare a special revision sheet whichgestions, the great majority 0. K.ing the sug- "Such methods as test out satisfactorily will be he purposed to use in connection with the dealers' gested revision inits entirety and others making submitted to the trade in due time. We expect to May advance rccord order.This revision shectchanges here and there.In many cases our sug-make an unusually vigorous campaign-commenc- contained three columns headed, "You Orderedgested revision order did not exceed the dealer's ing during the comingseason." S. B. DAVEGA COMPANY 831 BROADWAY, NEW YORK CITY

DEALER'S 4; DISTRIBUTORS OF Dealers' Sp ecialties WALL CATALOGUE RACK

WILL KEEP YOU BUSY Victor Talking ALL SUMMER Machines WE JOB THE FOLLOWING LINES: Records

Ingersoll Watches Supplies Reach Sporting Goods Thermos Bottles Cabinets Gillette Razors and Blades And accessories of every description

Gem Jr. Razors and Blades THE HANDIEST NECESSITY FOR ALL TALKING MACHINE STORES Rubberset Shaving Brushes Plenty of room for all Domestic and Foreign Record Edison Cylinder Catalogues, Monthly Supplements, Machine Cata- Roller Skates logues and all Folders. Phonographs MADE IN GOLDEN OAK FINISH Police Whistles PRICE $4.00 F.O.B. NEW YORK AND BLUE AMBEROL RECORDS 16 THE TALKING MACHINE WORLD.

HOW THE PATHESCOPE APPEALS. wire talking machine dealer with thePathescope. BUSY MONTH IN BALTIMORE. We have received territory requests from a num- Interesting Experience That Throws Light on Reports from Leading Houses Most Encourag- the Value and Use of This Home Moving Pic- ber of dealers who realize that the Pathescope and the talking machine form the ideal home enter- ing-With AllConcerns April Was Busy ture Machine-W. A. Condon Joins Pathe- Month-More Room for E. F. Droop & Sons. scope Interests-Will Visit "Talker" Dea!ers. tainment, and all our dealers are enthusiastic over thepossibilitiesof the Pathiscopefield." Mr. ( special to The Talking Machine World.) Willard B. Cook, manager of the Pathescope Cook is at present abroad, arranging for prompt BALTIMORE, MD., May 5.-Unlike the piano deal- salon, 27 West Forty-second street, New York, shipments of instruments to meet the demand in ers, those engaged in the talking machine business relates the following incident with reference to this country. inthis section are 'making most encouraging re- the ease with which these home moving picture W. A. Condon, well known in the talking ma-ports concerning business conditionsforApril. machines are selling through the country: chine trade, has joined the Pathescope as travel - The sum of all these reports would indicate that "A Brookline, Mass., April was right up with the other months and gentleman happened to that the dealers have every reason to look for just notice a Pathescope adver- as good results during May. tisement in one of the news- Joseph Fink, of the Fink Talking Machine Co., papers, sent for a catalog, declares that April was the largest month for and then wrote to inquire if sales since December as far as his firm is con- aperson, who had never cerned.This firm handles both the Victor and seen one of the instruments, Columbia lines. could set it up and operate E. F. Droop & Sons Co. has acquired the prop- it without previous instruc- ertyinthe rear ofitspresent building, which tions. Upon our assuring it has been after for some time.The firm will himthattheprintedin- make some elaborate improvements and will de- structions were adequate, he vote the additional space to the wholesale end of promptly forwarded a check the business for receiving and distributing goods. for $250 for the mostex- Manager W. C. Roberts reports a big April with pensivemodel of the cab- the Victor and Columbia lines, and is looking for inet machine. May to keep up the good work. "Nearly a week elapsed The Kunkel Piano Co., handling the Victor and and I was beginning to feel Edison lines, has a pretty window display in the a little uneasy for I had not shape of a music room in which it shows off t', heard from the gentleman advantage the various styles of machines and rec- since he sent in his check, ords of the two lines. when one morning a smiling S. A. Dennison, manager of the local branch of caller remarked, 'I am Mr. the Columbia Graphophone Co., has his monthly A Corner inthe Pathescope Salon, AeolianHall. , of Brookline. report posted conspicuously on histrustworthy My wife and I enjoy the instrument immensely,ing ambassador, and will concentrate on the de- slate, which says that April receipts were the larg- but I haven't had time yet to read the instructions velopment of the Pathescope trade with talking est ever taken in at the Baltimore store..This for operation; in fact, I didn't seem toneeiany.' machinedealers. Mr.Condon's lengthyexpe- gives some idea of what was done during April in Before leaving our salon, th's gentleman had pur- rience in this field well equips him to achieve a the Columbia line.Mr. Dennison looksforas chased a number of reels and had taken a year's marked success in his new connection. good results during May. subscription to the film exchange. H. R. Eisenbrandt Sons, 306 and 308 North "If our instruments can be bought from the When angry, think twice before speaking. That Howard street, one of the original Victor distrib- catalog description, and give perfect satisfaction, will give you time to call him a more resoitndinguters, report a good month with the Victor line thereiscertainly a splendid fieldfor the live - name. and records during April. ch')Pathescope The Companion Entertainer to the Talking Machine The first Safe, Simple and Perfect Home Motion Picture Machine AN opportunity foryou to double the volume of your business fromyour present clientele. Why ?-Because-

Phonographs and Pathescopesavnethinh:tioInde:lfMusic and Movies

-and you, as a Talking -Machine Dealer, arethe logical distributor of the Home 'Motion Picture Machine. The first Dealers to recognize the business possibilities offered by the Pathescope will reap the largest profits.The fieldisready and waiting. Be the leader-the first Dealer in your neighborhood to show and sell Pathescopes. This space does not permit a full description of the machinenor the scope of your oppor- tunity, but a postal will bring our catalogue and further data. For Demonstrations or CataloguePATHESCOPE address: Department W. AEOLIAN HALL, NEW YORK. Agencies: Mounted inthebeautiful 414 Crozer Bldg., Philadelphia. Mahogany or Quartered Oak 622 Kittredge Bldg., Denver. Cabinet,thePathescopeis an ornoment to ony Home, 1306 Marquette Bldg., Chicago. where it at once becomes the CompanionEntertainer to Responsible representation desired elsewhere. the Talking Machine. THE TALKING MACHINE WORLD. 17

The increasing Columbia dance record business you are missing ought to make 0 you nervous. Note

(Write for "Music Money," a book "full of meat" for those Columbia GraphophoneCompany dealers interested in quick and frequent turnover of capital.) Woolworth Building, New York

outskirts three or four new cities as large as good DETROIT MAKES CHEERY BUSINESS REPORT. sizedup-to-datemunicipalities. Thesesuburbs have one or morelivelybusinessstreets,and New Stores of the ColumbiaCo., and the J. L. Hudson Co. Will Be Ready for Christ- City Sales Manager S. E. Lind, of the Columbia, mas Trade-Business asa Whole Most Excellent-Dancing CrazeStillHelping places an agency in all spots where the prospects Record Sales-Many New Suburban Accounts Being Added-News oftheMonth. for trade look good to him.He has several big prospects in the city, some down town, in view at (Special to The Talking Machine World.) storiesofhardtimesthatcertaininterested present, butwill make no announcements until DETROIT,Mica.,May7.-TheVictrolaand policitians have sent broadcast over the country contracts are closed.A new account has been Columbia lineswill be at home in a swell and in an effortto create a belief that Detroit wasopened in Delray, a down -river suburb. commodious new salesroom when the next Christ- about to go into bankruptcy. Dancing Craze Still Prevalent. mas season rolls around.The music trades de- Business Better Than Last Year. Detroitis particularly ripe for the books issued partment of the J. L. Hudson Co., which handles Business also is better than last year, as much by the Victor Co. and the Columbia Co. giving both lines,will occupy three floors of the newas 30 or 40 per cent. with some houses.The instruction in the steps and figures of all the new building,whichistoreplacethe presentold effects of Lent and Easter have passed, and the dances.While the sale of talking machines for the structure and two adjoining ones on Woodward business has settled down forits usual excellent sole purpose of furnishing music for home danc- avenue, and itis likely that one entire floor willsummer run.Detroit alwaysisan exceedingly ing has been large for several months, this new be devoted to talking machines.This will givegood point for talking machine business in sum- aid to the terpischorean art has given it an added them a space of 84 feet front by 100 feet deep, mer time, owing to the many ways these prod - impetus.In Detroit there is a fashion nowadays of building houses with large living rooms, thirty r more feet long, so that there is plenty of room inthemfordancing,forsmallparties. With such a layout, a big talking machine in a corner furnishes all thatis needed for a "swell time." New Accounts Being Added. Out in theState new accounts are being added constantly by theDetroit representativesofall companies.Agencies are placed in towns as small as 500 population.Of course,thebusiness of the town is not much, but the sales to farmers in the surrounding territory arewell worth while. The dealers incities up to 2,500 population sell to farmers as much as they do to the residents of the cities. Grinnell Bros., Victor jobbers, have an effective plan forinducing competition among salesmen, and thereby getting good results in the matter of terms as well as in volume of sales.Each sales- man has an efficiency card.It shows the charac- ter ofallsales,thesize of first payments, the size of instalments, whether the customer keeps up his payment and other details of everysale made. The firmisthus ableto know toadollar Show Window of J. L. Hudson Co. DisplayingVictrola. whether thesalesman's workisprofitable,and the salesmen know "who's ahead" and vie with andwillconstitutethelargesttalking machine uctsareusedforoutdoorentertainments-on department in the city. each other for the supremacy. boats, yachts, in camps and in summer resort cot- As an example of the results of this system Besides this, the talkers will have a magnificent tages. Lent generally manages tocrimp busi- ness a bit, because buying a talking machine isin the last fiscal year of the company, the leading show window on the street floor in which to ad- in volume offirstpayments It will one of the easiest things to forego.Easter crimps salesman averaged vertise themselves to the passing throng. 40 per cent. of the value of the machines he sold. be a finer window than the present one, and the ita little because the money is needed for newSeveral of them exceeded 25 per cent., and the real significance of that statement can be judged hats and other personal decorations.With these lowest of all was 17 per cent. bythe photographicview oftheexisting one two periods by, sales always pick up rapidly. which isreproducedherewith.Thefeminine It is likely that the agreement of the dealers to "salesman" in the picture is wax, but isso per-charge interest on time sales made last year has fect and so elegantly appareled, and the "corner a good deal to do with the good collections, though of the music room" is so elegantly laid out that thefactthat thousands of men have resumed I. DAVEGA, Jr. the window has a big audience constantly.The work on summer occupations after several months' 125 WEST 125th STREET, NEW YORK machineinthe window atthe time the photo lay-off helps.If there have been any lapses from was taken, was a Victrola.Sometimes a Colum- theinterest agreement, they are not specifically Victor Distributor bia grand is there. known.The agreement has a splendid effect in CollectionsAreExcellent. getting large first payments and in inducing prompt PROMPT AND ACCURATE SERVICE The most pleasing feature of the talking ma- payments thereafter. chine trade in Detroit just now is the excellence Keeping Track of Suburban Business. DEALERS :Write for our Victor of the collections.They are better than last year, The Columbia branch store here makesita Sent with our compliments. and with some houses, better than ever before,point to keep the new suburban business districts Pennant. thus givingthedirectretortcourteoustothe well covered.Every year Detroit builds on its 18 THE TALKING MACHINE WORLD.

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

(Special to The Talking Machine World.) in view which have been maturing for some time.three days' holiday put them in good shape to BOSTON, MAss., May 11.-The featureinthe Next month your correspondent hopes to be able handle the business of the Eastern Co. local talking machine businessisthe advertisingmake some definite announcement of Mr. Cham- Business and Salesmanship. "stunt," really a gigantic undertaking, wherein the berlain's plans. The Columbia Business Building Club held an Boston American and the Columbia Graphophone Mr. and Mrs. Vernon Castle inDances. enthusiastic meeting on one of the last evenings Co. co-operated.It took several weeks to work Many talkingmachine men were numberedof April, and there was a spirited talk on business outthedetailsofthislarge scheme, and theamong the large audiences that packed the Boston and salesmanship. The mechanical construction of American every day, for a week in advance, gave Opera House on the afternoon and evening of theColumbiamachineswasgoneintoquite its readers some hint of what was to be expectedApril 27, when Mr. and Mrs. Vernon Castle gave thoroughly, and the Columbia staff was able to on the following Sunday, which was May 3.On two exhibitions of their famous dances.Dealers extract much useful knowledge out of the meeting. that day readers must have been aghast when they say that since they were in town, there is scarcely Sylvester Makes Change. openedtheir American andfound more thana home with a talking machine that has not gone Roy Sylvester, formerly on the floor of the Co- three pages devoted to the dance records of the fairly wild over the new dances and their 'accom- lumbia Phonograph Co., has severed his relation Columbia.It is the latest dances that are featuredpanying music. with that house and now iswith the Atherton and liberal space is given to a lesson on how to Move Will Eventually Help. Furniture Co., at Worcester, where he is in charge dance the one-step and several illustrationstell Work on the demolition of the neighboring build-. of that large concern's talking machine department. even more graphically how to perform it.In theing to the Columbia quarters in Tremont street Larger Quarters for Pardee -Ellenberger Co. course of the advertisement there is acoupon, is going on rapidly, and itwill only be a short So large has the Edison business of the Pardee- which, with 25 cents, procures a Columbia disc,time now before itwill be razed to the ground. Enenberger Co. become, that Manager Silliman has on one side of which is the music for the one-Then will begin the work of rearing the side walls beenforcedto look aboutfor larger quarters. step, preceded, however, by some verbal directions for the Columbia, and, if there is more or less in-These have been found at 26 Oliver street, not a how to start out.All the Columbia distributers convenience in the handling of goods inside the great way from the present location at 66 Battery - throughout New England were well suppliedin warerooms, the conditoniseasily offset by the march street.The new quarters, which, it is hoped, advance with this record, and promptly on Mon-thought of the unusual facilities that will be en- will be fully occupied byJune 1,comprise two day morning a big demand was made at all points,joyed when the new streetisfinallylaidout, floors of 10,000 square feet of space. Manager and several times the call came near exceeding the giving the Columbia such unequaled opportunities Silliman is planning to so move.as to interfere supply. for advertising itself and its goods. with business as little as possible.The readers of This is the first of a series that is to keep run- Working in Wholesale End. this department will learn more about the new Edi- ning forfour successive weeks and there will, James McDonald, who was one of the shiningson quarters in next month's issue. therefore, be three more.In the plan of adver-lights in the retail department of the Columbia Expansion of Victor Business. tisingpractically all of the Columbia distributersCo., is now working in the wholesale end of the The Victor department of the C. C. Harvey Co., took space, so that in the sum total there was a business. He is assisting Norman Mason, who haswhich has taken on a new leaseoflifesince large representation of advertisers.G. Hepburn been making a great success since he devoted hisFrancis White has assumed management, has been Wilson, who supervises the dance records for theattention to the outside end of the Columbia in- moved to larger and more convenient quarters on Columbia, was on the scene early,, as he had a terests.Another transfer is that of George Krum-an upper floor.The department has been located partinthe general plan; and Arthur Erisman, scheid, who also is now working in the wholesale in the basement, and it was expected that the move the Boston manager of the Columbia, worked early department. would have been made some time ago, but the quar- and late superintending the arrangement of the ad- Busy Times with Oliver Ditson Co. ters were not ready.The rooms are reached by vertisements and keeping a general oversight over All the office staff working in happy conjunction excellent elevator service. the work.Naturally, he is getting his full mead with Manager Henry Winkelman, of the Victor Exhibition of Modern Dances at Steinert's. of praise for the enormous amount of work he department of the Oliver Ditson Co., are finding To the accompaniment in part of the music of put into the scheme. business more than good these days.Since the in- a Victrola, the M. Steinert & Sons Co. entertained Arthur W. Chamberlain Resigns. stallation of the new sound -proof booths, the in- itsfriends with an exhibitionof some ofthe One of the surprising pieces of news of thecreased facilities are proving just what the com-modern dances a short time ago in Steinert Hall. month in talking machine circles, was the resigna-pany needed to properly cope with the increasingThe admission was by invitation and the hall was tion of Arthur W. Chamberlain as manager of the demand for goods. crowded with a fine audience.The exhibition was wholesale department of Eastern Talking Machine Pleased with Visit to Victor Factory. a success in every particular. Co.Mr. Chamberlain has hosts of friends in the Billy Fitzgerald, Mark Reed and Mr. Splaine New Rosen Store. business and hisassociatesinthe Eastern Co.came back from the Victor laboratories witha Although Henry Rosen has not placed a per- were more than sorry to have him sever his con- sounder knowledge of the intricacies of the manu- manent manager in charge of the new store at nection, which had been very pleasant.Itis un- facture of records than they ever before possessed. 246 Huntington avenue, he is already doing business derstood that Mr. Chamberlain has certain plans Incidentally, they had a jolly good time, and theirthere and has contracted with the Victor Co. for

IT IS the real music feature of the new Edison Diamond Disc Phonograph that has sent it flying into the homes and hearts of music loving people-of whom there are many more who haven't purchased an Edison.This is the class that will give you a profit in your own city if you will be an Edison man. We'll back you up with the P -E Service, a composite organization of men, brains, money and action, instituted primarily to give you a co-operative service that is of business building character. Ask us today for the entire story.

Real Music The Pardee -Ellenberger Co. At Last Boston, Mass. New Haven, Conn. THE TALKING 111ACHTNE WORLD. 19 THE TRADE IN BOSTON AND NEW ENGLAND JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS. a large stock of goods.Mr. Rosen, judging by FORGOT WHAT HE WAS SELLING. C. B. GORHAM MAKES A CHANGE. the many customers that drop into the place, made Fable of the Dealer Who Was So Full of Argu- Resigns from Denholm-McKay Co. to Become no mistake when he established this new store. ments That He Couldn't Stop to Sell Goods Associated with Worcester Phonograph Co., H. A. Yerkes a Visitor. -A Hint as to the Handling of the "Man a Recently Organized Concern. H. A. Yerkes, the wholesale manager for the Co- from Missouri" andIts Application. lumbia Co., was in town yesterday for a short visit. (Special to The Talking Machine World.) He had been on a tour of the New England agen- There was oncea phonograph dealer whose WORCESTER, MASS., May 9.-C. B. Gorham, of cies and before coming to Boston had made several mentality was cluttered up with arguments.He the Denholm-McKay Co., has severed his relations stops throughout Connecticut and Rhode Island, was muscle-bound in the mind. with that concern, and has become assciated with and, after leaving Boston, he was on his way to Whenever a customer came in to be shown, Mr. the Worcester Phonograph Co., which is a com- points in Northern New England.Mr. Yerkes ex- Dealer turned on the conversation.He called paratively new concern.\V. F. Howes, who at pressed himself as well satisfied with the trend of special attention to the fine old Circassian walnut one time was the manager of the talking machine business, and especially enthusiastic was he over in the cabinet and laid stress on the graceful lines. department of the Houghton & Dutton establish- the way the new dance records are going. Then he would open up the phonograph as if ment in Boston, has succeeded Mr. Gorham, and Walter Van BruntWelcomed. he were going to take it apart He would call over he plans some new features for the Denholm-Mc- Walter Van Brunt, who was playing a good en- the customer and hold a clinic, going into every Kay Co. One of his plans is to screen off a part gagement as he always does at Keith's Theatre aphase of its anatomy. of the rug department and have demonstrations of short while ago, was a frequent visitor to the quar- Every time the customer started to say some-dancing by a couple three afternoons each week, ters of the Eastern Co., which is only a few doorsthing he would interrupt with, "Just a minute, using a Columbia graphophone tofurnishthe away from Keith's.The boys are always glad toplease," and then he would be off on another dis- music.Attention will be called to the demon- welcome this excellent entertainer. course;thistimeatechnicalrhapsodyabout strationsthroughthe medium of some attrac- Columbias for Brookline Playground. motors. tive window display. Manager Erisman tells your correspondent that Following which came severalspeeches from ten Columbias have been ordered for the Brook- Mr. Dealer on the subject of acoustics.Overtones SELLS HIGHER PRICED MACHINES. 1;ne playground, and will be put into use as soon as and timbres were all mixed up in the customer's G. W. Lord Meets with Success in Featuring the weather will allow the children getting moremind and he was looking for a chance to break the Better Grades of Machinesin Lynn, out of doors. away and come up for air. Mass.-Reports a Growing Demand. To Entertain the "Jackies." Suddenly Mr. Dealer was called away to answer (Special to The Talking Machine World.) When the battleship "Georgia" steamed away a'phone call.The customer beckoned to an as- from the Charlestown Navy Yard the other day sistant. LYNN, MASS., May 7.-G. W. Lord, of 34 Cen- "Do you know how to work this phonograph?' tral square, is one of the large Columbia dealers for the Mexican coast,itwas well equipped with who is musical instruments, and among other thingsit said he. making a great success ofthehigher priced machines. had a fine talking machine with plenty of records. The assistant allowed he did. He has been featuring the $100 "Then make it play something," urged the cus-mignonettes for some time past, and his sales have Wonder who can guess who furnished the equip- increased tremendously. ment, and did it well too? tomer. Mr. Lord makesita Mr. Dealer was gone quite a while and he didn't point of running up to Boston quite frequently and see the smile of appreciation that broke over theconferring with Manager Erisman, and,' inthis ADVISES SALESMEN NOT TO "KNOCK" way, he keeps right up-to-date in everything. in Man Whocustomer's features.When he finally came back, Buyers to Lose Faith says the Edison Phonograph Monthly, he found Knocks Former Line of Goods. that the assistant had made a sale and had the NATICK, MASS., A LIVELY CENTER. "Knocking" a line on the part of salesmen aftermoney in the cash drawer.Also, he found a note (Special to The Talking Machine World.) Naricx, MASS., May 7.-Though this town is not they have changed positions was heartily condemned left by the customer.It read: this week by a buyer for one of the big local "I came heretget a musical instrument, not a large place and is comparatively near to Bos- a cross between a mechanical toy and a piece ofton, a large percentage of. its citizens can boast stores, said the New York Times."I always lose furniturc.Your assistant helped me to find what thepossessionofatalking machine; and the faith in a man who 'knocks' his former line after medium of distribution for the Columbia outfits he makes a change," he said, "for I can never es- I wanted." Moral:Hearing is Believing. is Fairbanks & Sons, who have been doing a most cape the thought that he was selling me thosc creditable business, especially in the past month. 'rotten' goods before he made the change.If the Sometimes silence means only that the man who The demandislargelyforthehigherpriced goods really were what he said of them, it shows outfits. me that the salesman has been trying to stick me; listened has his opinion unchanged. if they were not, how can I believe him when he commends his new line?Manya salesman who has been selling me for years has changed his base and 'knocked' his old line with the idea of selling me the new.What he has succeeded in doing, however, has been to lose my tradc entirely." More needle styles than you actually FRATERNAL BODIES AS PROSPECTS. Recording of Music of Various Organizations need are made in this plant Adds Interest to Machine Outfits for Meeting Rooms-Popular Wherever Used. THERE are many styles and kinds of needles;itis In every town-we might almost say in every hamlet-there is at least one fraternal organization. admitted that Bagshaw-steel isthe best material, and It's either a Masonic, Knights of Columbus, 0. U. A. M., Knights of Pythias, Y. M. C. A., Press Club, we make all the styles of needles that have been tested by Boys' Club, Women's Club or some similar organ- experts and are acknowledged to be the best means of repro- ization.They are usually excellent prospects for phonographs.The important pointisto get in ducing sound.Some of these styles are LOUD, SOFT, touch with the head part in each one and arrange DUPLE,XETONE, which with the many differentsizes for a recital at such times as is easiest for all the members to attend. gives a dominating needle line of unusual strength. Out in Illinois recently our representative sold to the lodge rooms of a Masonic order at Savanna a $1.50 Edison disc with several records.In Des Moines the Knights of Columbus purchased an Established 1870 Edison disc, and have installeditin their lodge W. H. BAGSHAW rooms. The Press Club, also of Des Moines, hav- Pioneer ing very elaborate rooms, purchased an expensive Needle Makers Lowell, Mass. Edison disc with a large number of records, says the Edison Phonograph Monthly. Thereupon their secretary ordered another disc for his own home, with several records. 20 THE TALKING MACHINE WORLD.

Exclusivelya

VietOO re Distribut

Our entire effort- Our whole force- Devoted to the sale of the Victor Talking Machine Company's product-why shouldn't we give you the best service in the country to -day? Is it strange the dealer selling Victrolas and Records naturally turns to us-more so than ever in these times of GREAT DEMAND ? Certain dealers we know depend upon us, absolutely, for their stock.You would find it would pay you to be classed amongst those dealers. Don't hesitate-start buying RIGHT NOW. Begin thinking of your Fall business-Get in that stock order immediately. It will pay you.

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NEW YORK TALKING MACHRNE CO. 81 Chambers Street, New York City THE TALKING MACHINE WORLD. 21 New Machines Win Praise. NEW YORK TRADE SHOWS UP WELL DURING THE MONTH. "Edison disc records are being praised by all our patrons," said Dana F. Parkhurst, manager Continued Demand for Dance Records Proves StrongFactorinBusinessDespiteStock of the Edison department of the Tower Manu- Shortage-Noticeable IncreaseinLocal Advertising-Big Gains in Sales Reported- facturing & NoveltyCo., 326 Broadway."The What the Various Jobbers and Dealers Say Regarding Present Conditions. tonalqualityofthelatestshipments from the factory has been termed 'superb' by our customers, 'Business in local talking machine circles the past chines, our best selling machine being the hand- and this branch of our businessissteadilyin- month has maintained a steady, even gait that hassome $150 model." creasing.The outlook is very bright and our list developed nothing startling nor extraordinary aside Book on. Dancing Stimulates Business. of live prospects is constantly increasing." from the fact that the majority of jobbers and Apropos of the recently issued Victor book on General optimism prevails in the trade just now, dealers closed the best April in their history.The the modern dances, V. W. Moody, sales manager the following dealers expressing their satisfaction pronounced record shortage continues to be the of the New York Talking Machine Co., 81 Cham- with business conditions:Benj. Switky (Victor), main topic of discussion and, in some instances,bers street,Victor distributer, remarked as fol- ChristmanSons(Columbia),KrakauerBros. complaint, while the more popular models of ma- lows:"The Victor Co.'s book of instructions on (Edison disc), Landay Bros. (Victor), Kranich & chines are also extremely scarce in most parts of the three modern dances, one-step, hesitation and Bach(Columbia),Greenhut-SiegelCooperCo. the city. tango, is creating more interest than any piece of (Edison and Victor), and many others in the local As was predicted six months ago, the dancingliterature ever issued by the Victor Co.The de- trade. craze shows no signs of abating, although there mands for "Form 2338," the official ordering num- has been a noticeable switch to some of the newerber for this book, are actually in excess of the call PROTEST PRICE CUTTING. dances in preference to those introduced last fall. for the Victor complete record catalog, and the ProminentRetailMerchantsofNew York This change, however, has had no effect on thetremendous demand for the latter book is a matter Hold LargeMeeting in Aeolian Hall- demand for dance records, as all of the new dances of common knowledge.Due to the fact that all Favor BillIntroduced in Congress by Rep- find their ideal interpretation through the medium dealers, large and small, urban and interurban, are resentative Stevens of New Hampshire. of the talking machine.As it now stands, thedemanding so many of these dance books, the al- dance craze has been the greatest boom to thelotments have of necessity been small and the Several hundredindependentretailers,repre- record businessthat has ever been introduced. dealers are all circularizing their best trade andsenting many different branches of trades, includ- Many dealers can trace a considerable portion ofprospects, asking them to come in and get a copy." ing many prominent talking machine jobbers and their 1914 profits to the sale of dance records, and Notable Increase in Agencies. dealers of this city, attended a meeting at Aeolian with the advent of the summer season there is no "The various new Columbia agencies around HallApril 24, undertheauspicesofthe real reason why any dealer should complain be- New York established' during the past few monthsCommittee for the Promotion of the Interests of cause of lack of record business.The companies allreport the closing ofahealthy businessin Retail Merchants, at which the price -cutting prac- are making every effort to co-operate with. theirApril, due to consistent advertising and the de- tiseofdepartment and"chain,"orsyndicate trade in developing their dance record business, mandfortheproduct. The GrafonolaShop, stores were severely scored by the speakers.Dr. and this co-operation is taking the forms of prac-opened May 1 at 143 \Vest 125th street, is located William C. Anderson, president of the New York ticable selling helps that are producing results. in the best shopping district of Harlem, and is al- Pharmaceutical Conference, presided, and spoke in A feature of local trade the past few weeks has ready closing an excellent business.The store isfavor of the bill introduced in Congress by Rep- been the consistent advertising that has appearedsituated in a most convenient spot, being accessible resentative Stevens of New Hampshire, authoriz- in the leading newspapers on behalf of talking toalllines of transit and opposite the leading ing manufacturers of standard,, advertised goods machine warerooms or departments.There was aHarlem department store. to prescribe the price at which the goods shall be noticeable let-upin"talker" advertising around Takes Charge of Department. sold by all retailers. Lent and Easter, but the past month has wit- John Y. Shepard has been appointed manager Alfred D. Woodruff, manager of the food sup- nessed the use of very nearly as much printers'of the Victrola department of the Lawson Piano ply store maintained by the New York Association ink as usually appears about Christmas time. Serv- Co., Third avenue and 150th street, New York. for Improving the Condition of the Poor, spoke, iceisthe keynote ofthisadvertising,the uni-Although Mr. Shepardisinexperiencedinthe and among the othei speakers were Congressman formity ofsellingpricesofthe machines andmerchandising ofVictor machines and records Herman A. Metz, of Brooklyn; Ellis L. Holland, records eliminating the price question from thehe has started work in his new connection withof The Journalof Commerce, andJ.Leyden dealers' advertisements.Machine and record serv-vim and vigor, and his sales for the past fort-White, of Washington.The speakers saidthe ice is extended to all prospective customers, withnight have been very gratifying, showing a sub- public derived no benefit from price cutting, as the assurances that the records carried instock stantialincreaseoverthecorresponding period the amount taken off the price of one article by are perfect and up to date. oflastyear. Before assuming chargeofthe the big stores, was added to another. Dance Posters Catch the Eye. Lawson 'Co.'sVictrola department Mr. Shepard It was announced that similar meetings are to The Blackman Talking Machine Co., 97 Cham- visitedthe establishment of one of the leading be held in Baltimore, Denver, St. Louis, San Fran- bersstreet, New York, prominent Victor andlocal Victrola distributers, where he spent several cisco and Philadelphia and that plans are under Edison distributer,isdisplayinginitsspacious daysacquiringadetailedknowledgeofstock way for a large protest meeting in Madison Square show window a number of dance posters that havesystem andsellingmethods. Garden on a later date. attracted the attention and praise of all passers- by.These window posters are distinctive and in- dividual, having been made specially at the com- pany's order.The testimonial on behalf of Vic- tor records given by Mr. and Mrs. Vernon Castle is featured to excellent advantage, while the color schemes of these windQw displays harmonize with the quality of the illustrations. Big Business Gain Reported inApril. "Our April business showed the substantial gain of 76 per cent over that closed last April," said R. F. Bolton, manager of the Columbia Grapho- phone Co.'s wholesale quarters at89 Chambers street, New York. "We are naturally well pleased with this splendid report, particularly in view of the fact that last April's business was generally satisfactory, and was ahead of April, 1912.Last month was a record -breaker in several respects, Dome Record Case although the most important feature was the fact that the higher priced machines outsold by far It holds 20 records, which are readily accessible for instant use.A convenient thelessexpensiveones. Our'Leader'and index shows just where each recordis. Notice how the case swings open so the 'Mignonette' models are selling particularly strong." repertoire isdisplayed.Itis constructed along different lines, being reinforced at the bottom with a nickel -plated metal support to keep the records in position. Shipping' to Summer Resorts. "Sales of machines during the past few weeks Keeps Valuable Records Under Lock and Key have been very steady,"said H. N. Purdy,in , Try a sample of each, 10" and 12".If not satisfactory you may return them. charge;.of the Edison disc department of Hard- Include record numbers you need and perhaps you want a particular model man, Peck & Co., 433 Fifth avenue, New York. Victrola, which you are unable to get elsewhere. We have every model in stock. "We have been shipping many machines to well- Our shipping facilities are the best; thirteen lines of Railroad and five Express known summer resorts, together with substantial companies; also boat lines on the Great Lakes. supplies of dance records, and judging from all in- By sending us your order you have two of the largest jobbing stocks at your dications, this phase of our business will assume service. imposing proportions during the rest of the month and in June.Our clienteleisstill evidencing a W. D. ANDREWS Buffalo, N. Y. marked preference for the better grade of ma- 22 THE TALKING MACHINE WORLD.

04 A Ch gam We will helpyou $t Ppiersburg jienhe i 4 NO ' e //.4.'4,4? ,i/-lin:Niit4k.) 5 5 1 / makemoneyin 33 ii...' opfi,ol'' ALL44*R141,111°' 'IP' ,/ Htl/NG A R.7

kiligrode Lisbon EIV1AIn. AR/ A64' - ofin languages A TUkKEY torNonstantinople

/ A.,4514.- Athens Howmanyforeignersare there in your locality? Italian, Hungarian, Ger- man, Poles-or whatever their mother -tongue may be? Columbia Records-a splen- did repertory in all of. the following languages-and a Do you realize how correct catalog for each: anxious they are to Arabic -Syrian Finnish Armenian French- spend their money in Bohemian Canadian Chinese Gaelic your store? Cuban German -Austrian Danish Greek Hawaiian Hebrew -Jewish Hungarian you. know well enough that music means ten times more to the foreigner in your town Italian -Neapolitan than to the American citizen.Especially the music of his own native land-and even Japanese more especially if itis sung by the best known artists and played by the best known Javanese instrumentalists of his own country-names as familiar to him as your own front Lithuanian door is to you. Mexican We are now prepared not only with a remarkable series of records in 33 languages and Norwegian Polish dialects, but with the means of getting the business for you. -- Our Foreign Record Department will co-operate with you to the limit; we can tell you Portuguese very nearly how many foreigners there are in reach of your store-and we have a pretty clear Roumanian idea of what language they speak, too. And we can tell you just how to go about bringing them Russian in.It's the easiest thing in the world-once you have been put in touch with them they will Ruthenian come to you. Scotch The -Columbia repertory of foreign records is by far the biggest and best in every language. Serbo-Croatian Most of them were recorded in Europe, and all of them are in the pure native language or dialect. Slavish- (Krainer) Good business in every month of the year-no dull June, July or August for you if you Slovak have this highly profitable foreign trade coming in. Spanish Swedish We can tell you how, and we can help you do it! Turkish Welsh Write for particulars to the Foreign Record Department

Graphophone Company 102 West Thirty -Eighth Street, New York City THE TALKING MACHINE WORLD. 23 giving the merchant absolute title to all the prop- TALKING MACHINE DEALERS HOLD ANNUAL DINNER erty rights connected with it, and hence maintains that he should be permitted to name the resale Members of Eastern Talking Machine Dealers' Association and Their Friends Participate price to the merchant.In this way the manufac- in Enjoyable Affair at the Kaiserhof-Listen toAb:e and Interesting Addresses by Dr. turer can protect the name of his advertised goods LeeGalloway,ErnestJohn,ClintonE. Woods and Others - AssociationPlans. against the price cutter, who, by selling it lower than advertised prices, creates an impression that The fourth annual dinner of the Eastern Talk- time and effort in an endeavor to take unfair ad- the quality of the goods is not as advertised and so ing Machine Dealers' Association, the largest and vantage of each other. He credited national adver- destroys the good will of the manufacturer. most successful affair ever held under the auspices tising and the general acceptance of advertised "The whole question of price maintenanceis of that association, took place at the Kaiserhof, trade -marked articles as the standards in their re- closely associated with advertising.No man can Thirty-ninthstreet, New York, on Wednesday, spective classes with placing modern merchandising afford to put a brand upon his goods and then May 6, with a particularly large number of dealers on its present high plane. spend millions of dollars in advertising if he is and their guests, the jobbers and factory repre- In support of the inherent right of the manu- making a poor commodity and expects to remain sentatives,in attendance.The general acquaint- facturer to fix the resale price on a trade -markedin business.Every dollar he thus spends is adver- anceship among those present made the affair dis- and advertised articleofhis manufacture, Dr.tising inferiority rather than establishing for him- tinctly informal, and that fact added materially to Galloway offered the following original and thor-self a valuable property right and good will.Ad- the enjoyment of the occasion. oughly convincing argument:"The manufacturervertising in its early stages was almost a synonym The arrangements for the dinner reflected thewho spends millions of dollars in advertising his for sharp practice merchandising, and the patent interest taken in the matter by the officers of the goods to the public creates, as we say, in the minds medicine advertisement was a type which was very association, John G. Bremner, president; R. Mont- of the public a disposition to buy and to trust theprevalent.However, with the increase in trade- alvo, Jr., vice-president; Henry Rau, treasurer, and concern which makes then). An important part of marked goods, advertising became more depend- F. L. Steers, secretary, and of a number of the the advertising and an important element in es- able, and to -day few reputable magazines would members, and the attendance indicated the growthtablishing good will is the fixed price which is put dare to take advertising which was palpably fraud- of the association and the interest taken in it since upon the article.The community began to asso- ulent.Thus the trade -marked goods have not only its organization with a scant dozen members. ciate a certain article with a certain quality at a established standards for the consuming public but Following the dinner proper, President Bremnercertain price.The right to this favorable social they have set standards for the advertising world. assumed the duties of toastmaster and introduced impression is regarded by the manufacturer as aThe special bargain, the fire and removal sales, thc first speaker in the person of Dr. Lee Gallo- good will property right, and he claims that when etc., which have built up the fortunes of many big way, professor of commercc and industry of the he disposes of his goods to the retailer he cannotdepartment stores and their like, are to -day bring- New York University School of Commerce, Ac- in the nature of the case transfer to him also the ing these stores more and more into ill repute with counts and Finance, who had for his subject "The right to dispose of or sell his reputation or good the public. Principles of Price Maintenance." will at the same time.Therefore he wishes to "Thus we predict that within a few years laws Dr. Galloway Speaks on Price Maintenance.divide the idea of possession which accompanied will be proposed and passed which will define fraud- Dr. Galloway, whoisone of the recognized all goods, namely, the property right in the physical ulent advertising, and severe punishment will be authorities of the country on matters of com- goods and the property right in the good will. The meted out to those who attempt to build up a busi- merce and business economics, handled his subject first of these he is willing to sell to the merchant, ness on the ignorance of a credulous public.And in a most comprehensive manner and presented a but the second he is unwilling to surrender uncon- when this time comes we will see more plainly than number of forceful and unusual arguments in sup- ditionally into the hands of any other person than ever the part that the standard trade -marked goods port of the legal right of the manufacturer to con-himself. Thus he claims that when he sells a razor are playing in elevating business ethics and creating trol the resale prices on his trade-markcd products. or a watch with his trade -mark on it,heisnot a broader field of commercial dependableness." "Many economists start out by ignoring price," said Dr. Galloway, "but all finally end by acknowl- edging that price is the most wonderful of all social ERNEST JOHN, OF VICTOR CO., DISCUSSES "CO-OPERATION". It is the one medium by which society phenomena. The next speaker was Ernest John, of the Vic- theretailer, and instead of one man itisthat trics to express its estimates of economic values-tor Talking Machine Co., who had for his subject powerful combination of men we call the public. would it be too much to say social values as well ?" He was listened to with interest "Just as a community, a store or a nation thrives Dr. Galloway then explained indetail the two. "Co-operation." and said in part: kinds of commodities-staple and mcrchandise- "Co-operation means co-operation and nothing thefirstcharacterized bytheirrelationshipto human wants and the second including manufac-else-it does not mean co-operation up to a certain If I attempted to go into all its phases you tured products not of that character. point. might, by the time I had finished, have gone home "The firstrealdistinction between staple and You are safe, however, forI merchandise restsin the nature of the articlesor gone to sleep. There are only a fcw grades of steel, myself have suffered too often and too keenly themselves. from those who talk 'not wisely but too much.' but there are thousands of articles made from "We think we know a lot about the value of steel.Each of these articles has certain specific What corporation, for instance, couldgold and diamonds and such things, but the value qualities. of co-operation is greater still.The whole social get a monopoly of watch springs, or of carving is a question of Therefore, with the ordinary system is built on it.Whether it knives, or of razors? mailing a letter or making war on Mexico, we are legal safeguards against the restraint of trade, the others. A manufacturer of merchandising products must setdependent upon the co-operation of man who earns $50,000 salary is dependent upon his price under competitive conditions." the co-operation of someone else for food and After explaining at length the manner in which It is true that he pays for them, but competitive conditions govern the question of priceclean shirts. if there was no co-operation procurable at a price fixing by an independent manufacturer or dealeror otherwise he would have to dothese things as comparedto,pricefixing under monopolistic himself. conditions, and the manner in which the great mar- but we no developed,Dr. Gallowaysaid: "That's how broad the subjectis, kets have been specific applica- "Not only must the manufacturer adopt the agency doubt are more interested inits method if he would preserve his trade name, but tion. Ernest John. if he "First: You employ clerks to co-operate with he must adopt this manner of distribution only so long as there is a reasonable co-operation you.Co-operation here means that two or more would avoid the creation of enormous distribution for the common good, so with a trade.Every time corporations which would gradually monopolize parties unite their mutual efforts for mutual bene- When either one of the parties does less thana man tries to get the best of a competitor by foul not only the outlets of distribution but force the fit. means he does, to, that extent, help to make busi- hisshare we no longer have co-operation, but manufacturers themselves into, a dependent posi- ness conditions harder for himself. tion. The rapid growth of chain stores, mail order parasitism. "The talking machine business has been for- houses and department stores indicates the tend- "Paradoxical asit may seem, there is such a Don't you tunate-more fortunate than most-but "f you re- ency toward concentrationinthe marketing of thing as co-operation with competitors. know how, in a prize fight, there are certain mean member nothing else that I say remember this, that goods.Either the manufacturer must be given every time you cut a corner off profitable business the right to maintain hisresale price-in which tricks which no clean fighter will use, because in the long run they are likely to spoil the sport. Forthe loss is permanent for others, can, will and in- case the position of the small distributer might be deed must, follow you. maintained-or he must establish his own branch their mutual good they refrain from doing certain house or agency to hold the market for him." things. "I am not talking about price cutting because The speaker also dwelt upon the quantity price "That's co-operation. I believe you realize how impossible and disas- versus the one price to all from different angles, "You may say that they refrain from mean tricks trous thatis. I am talking about giving terms and likened the present conditions of trade, with-because there's an umpire watching them.It may which are unprofitable, and all that sort of thing. out fixed retail prices, to the primitive barteringbe so, though I would rather hold the other view; Depend upon it, you will all have to do business methods wherein both buyer and seller spent much but don't forget that there's an umpire watching (Continued on page 24.) 24 THE TALKING MACHINE WORLD.

The Columbia sales policy is that of the open shop for the dealer. He can make his own business decisions-and we will boost both his demand and his supply.

(Write for "Music Money," a book "full of meat" for those Columbia Graphophone Company dealers interested in quick and frequent turnover of capital.) Woolworth Building, New York

TALKING MACHINE DEALERS HOLD ANNUAL DINNER-(Continued from page 23). on the same basis, and whether that basis is profit- was open to conviction to a very great extent, for partment stores.But I would rather own Tiffany's able or unprofitable depends upon your policies.my experience was very limited.In other words, than the best jewelry department in town, and so, It depends on whether you realize that there is a I was in the same condition of mind as the average I think, would you. benefit to each individual through co-operation withbuyer. Among other things, I asked the salesman "Take the case of-well, a shoe dealer. When competitors.You may be positively certain that which instrument he thought was the. best.His shoe dealer offers the public the best available you yourselves will have to pay the piper for thereply was:'I really can't say.' shoe, the shoe which gives the greatest satisfaction tune to which you dance. "Of course there was nothing else for him to do, to the greatest number of his customers, he does "On this point my message to you is-get to-but I was actually more confused when I camenot, in handling that line, debar the public from gether on the basis of friendliness and good will.out of that store than I was when I went into. it.procuring some other shoe-at some other store. To all intents and purposes you gentlemen are like Is that the condition of mind, think you, which is I grant you he may lose the sale of an occasional a regiment of soldiers on a battlefield-at leastmost likely to lead to a purchase?Was itco- pair of shoes, but what of that, if the line he car- you should be.Your interests are identical withoperation, real co-operation with any one of theries is, generally speaking, the most satisfactory to those of your competitors just as surely as the in- manufacturers in question?It wasn't. the public with whom he does business? dividual soldier's interests are one and the same "The retailer accepts certain obligations to the "No one can get all the business thereis, no with those who march at his side. public when he becomes a retailer.He assumes matter how many lines he carries.Is it wisdom or "I said get together on the basis of friendliness the responsibility of supplying his customer with policy to spend money and effort in pushing less and good will, and I mean just that.Get to know the best article obtainable when the customer on satisfactory goods when the same money and effort one another-know one another better than you his part assumes the responsibility of paying for might have been more profitably expended on the know your customers. such article. goods best suited to your own particular market? "Here's Brown doing business on one side of "Inmostcommoditiesthecustomer knows "You can't possibly inject into, your customers the street and Smith doing business on the other nothing of values-he depends on the retailer's in- moreenthusiasmthanyouyourselfpossess. side.They are rivals in business, but barring that tegrity.Incidentally, let me say that once that Straddle the issue and you will find that your cus- they're friends. A customer comes to Brown and integrity is open to impeachment the end of that tomers will follow suit.They, too, will 'straddle' tells him that Smith has offered to let him have a retailer comes swiftly.How then, under circum-until someone else, by the sheer force of his own Victrola for nothing down and a dollar a month. stances such as I have outlined, can a retailer lookconvictions, carries off the prize bodily before your What happens?Brown can laugh in his custom- his customers squarely in the eye and say: 'This eyes. er's face if he wishes to, for he knows Smith; is the best,' when there is a monument to his own "Please don't misunderstand me.I did not come they're friends, they've talked over their business uncertainty grinning at him frojn the corner of here to -night to proselytize.I came to talk about affairs, credit extensions and so on, each knows the store? co-operation asIseeit,andI am dealing only the other and trusts him, each knows that he isn't "I repeat. When a dealer handles two or more in co-operation's first principles. such a fool as to. do business that way. Then the similar competing lines he does acknowledge his "I do not say to you, 'Throw out every other customer's bluff (and such tactics are often used) own uncertainty, and by so doing he does not help line and handle the Victor.'What I say to you is can safely be called.Without that mutual friend- but hinders the making of sales.In other words, this:'If you feel that the Victor willsuit the liness, that mutual respect, Brown will try to gohe is not co-operating to. the best advantage with majority of people best, handle that, and that only. one better perhaps, and then what? himself.I know very well that the retailer puts If you think the Columbia is best, handle that, and "Gentlemen, what isit Chat you get out of that his own money and his own energy into his busi- that only.' sort of thing?I'll tell you what you can get and ness for his own benefit, but he defeats his own "A man cannot serve two masters.If you all you can get-rotten business! That and nothing ends when, instead of stimulating the enthusiasm, haven't any convictions of your own you can't else.Rotten business that isn't worth the having he stimulates the confusion of his customers.I expect to convince your customers.True enough, and serves no other purpose than keeping youshall be told that there are two sidesto, every if your guess goes wrong you may be out of busi- awake o' nights. What is the use?" question.There are.But both of them can't beness in three months, but you will have learned the .After asking the dealers for their earnest sup- right. IthinkI know most of the arguments lessoninthe cheapest way, and you will have port of the Stevens bill now before Congress, Mr. which are used in favor of having more than onepaved the way for a future success. John continued: line, although it has been my misfortune to have "There would be no possible use in my coming "I have had my say on co. -operation from twomet no. argument which justifies the practice. here and rehashing for your benefit a quantity of points of view.For instance, you have a right to "The one most commonly used is that in catering second-hand platitudes.My only chance to say the co-operation of your clerks.You have a rightto the general public a merchant must be able to anything of real value is to express my honest con- to co-operation from your competitors-when you satisfy varying tastes.If that were so, the only victions.That, Mr. President, is what I have en- co-operate with them.Itisalso true that yousuccessful retail establishments would be the de- deavored to. do." have a right to co-operation from your manufac- turer-when you co-operate with him. "You have heard what happens to the man who CLINTON E. WOODS TALKS ON "SOUND RECORDING" is between two stools, and there is excellent au- thority for the statement that'ahouse divided One of .the most interesting and instructive ad- of the throat, etc., and fourth, the movement of against itself falls.'Letme tell you that the best dresses of the evening was that of Clinton E.air through certain forms of confinement, like a co-operation between dealer and manufacturer ex-Woods, E.E., M.E., of the American Graphophoneflute or the pipes of an organ, the results, which in ists only in the exclusive store, the store whichCo., who offered "An Explanation of Sound Re- turn disturb the air and set up a wave movement, handles one line. production as Related to Talking Machines." . the air thus acting as a medium of travel for the "Do you know what itis that the dealer does "Generally speaking, sound is primarily createdsound so created, different sounds being repre- when he handles two or more similar competingby four things:First, by a fractional rubbing of sented by a difference in the number of vibrations lines?He acknowledges his own uncertainty assome kind, such as drawing the bow of a violin per second, with a resulting difference in the form to their respective virtues. across its strings; second, by a blow of some kind,of the sound wave. "Before I knew anything about the talking ma-such as the tongue of a bell on the bell itself; "Sounds are audible tothe human ear from chine business I went into a store where the three third, by the rapid movement of air over a vibratory about thirty vibrations per second to16,000 or most prominent makes were carried in stock. I medium, like the reed of a clarinet, the vocal cords (Continued on page 25.) THE TALKING MACHINE WORLD. 25 TALKING MACHINE DEALERS HOLD ANNUAL DINNER-(Continued from page 24). 20,000. per second, but in music sounds are usedcomplete strokes of the needle arm to a diaphragm, voice, instrument or concerted piece of any kind. for about seven octaves only; that is, from fortyand the energy that will have been consumed in Therefore we could take the voices of great artists vibtations per. second to alittle over 4,000 perthis work will have been equivalent to 18,000 foot- and make a very minute analysis, a mathematical second, and itis this range of vibration in soundpounds, or the raising of 18,000 foot-pounds one analysis, if you please, of the relative value of such that we have to contend with in the design of a foot high in one minute.This gives us some idea, voices. We could take the voice of a young singer recorder for talking machines. in a general way, of the work the face of a record and make an analysis of it and determine just what `Trom this we can see that for musical repro- has to be constructed to do. possibility lay before its possessor, often times sav- duction the needle arm on a reproducer is called "Therefore a matter of great consequence is the ing a vast amount of time and money in its de- upon to make anywhere from forty to 4,000 vibra- selection of proper materials to do it with, as this velopment, if not found up to some certain standard, tions or blows on the diaphragms a second, and toterrific vibratory bombardment must have a ma- or again, often encouraging to a complete develop- jump from perhaps forty to 4,000 times in theterial that will not only give great wearing qual-ment voices which might otherwise stay hidden. thousandth part of asecond, and we can wellities but will run as frictionless as possible; that is, "That home recording will soon be with us 1 wonder at the possibility of its being able to do so, must be as free from scratching due to the mechan- have no doubt whatever, which means that a large "We wonder at this still more when we considerical slide of the needle as possible; and, further- amount of correspondence in the future will be dic- the fact that all the different vibrations from in- more, must be a material that is absolutely imper- tated to a machine and reproduced by the recipient. struments of .an -,orchestra are put into one wavevious to moisture; otherwise the records will be The time is not far away when we will possibly line on a record. We would naturally suppose that very short lived, due to atmospheric or climatic have voice studios where anyone may go and have as each_ different instrument has a different tone variations. a record of their voice made as they now go and wave and a different set of vibrations for each note, "Such, in brief, are the elements that we have to have photographs of themselves made.Posterity such a Confusion of sound would be set up when deal with down to the present time in the develop-records, they might well be called.I said beforr thcy went into a recording instrument as to resultment and use of the talking machine.Recent that our work at the present time was very me in nothingbina conglomeration of noise, but suchexperiments and developments, however, lead me chanical, and notwithstanding all talk to the con- is not the case, for when the sound of an orchestrato say that I believe the talking machine business trary, we do not get perfect reproduction at present. is recorded it imprints on the wax record a single to -day is about as near being in its infancy as any To illustrate this:If tone waves were an inch in composite wave line corresponding to a composite industry in this country.For instance, the whole length in each of their vibrations, out of this orig- photograph; in other words, there is one general development of the art to -day has been practically inal source of sound we have to perform a certain sound wave formed of all the other sound waves, mechanical work, namely, the cutting of wax for which precipitates itself onto the diaphragm of the preserving the sound or reproducing it.If we ab- recording instrument and thus produces in the wax sorb two -tenths of an inch in the tone wave in the record a single wave line corresponding to it, and mechanical work of cutting the wax itisutterly this in- turn is used in connection with the repro- impossible to get a perfect reproduction, because ducer in such a way that it throws off the same we are going to have only eight -tenths of an inch identical composite sound that was put into the swing to the sound in the groove on the wax as original wax. against a full inch in the original sound, and by "This is brought about by the well-known process this difference there will always be a difference in of putting a pointed needle in the groove of the the actual reproduction from its original source, finished record and allowing the record to rotate this difference varying in different voices and dif- under the needle at the same speed at which the fert kinds of music.As 1 said before, there are record was made.This causes the needle arm to two paths open to us for the making of sound vibrate (aCcording to the wave groove on the rec- recordings which are different from those now ord) against a flexible diaphragm, it might almost used, in which there will absolutely be no loss in he called a miniature drumhead, and this in turn the registration of the original source of sound. agitates the air on the inner side of the reproducer This is very important to a commercial develop- by setting up vibrations and consequently corre- ment other than one of entertainment; within the sponding tone waves in the air, whose only means last three or four months I have had some won- of exitis out through a tone arm and horn of derfully satisfactory experiencesinthese things. Proper proportion to amplify the volume required. You can readily understand that if we can repro- "Autplitude is another thing that must be taken duce sound, giving the full value of the Original I into ConsicieratkOn in. the proper design of a repro- source, also without mechanical contact, we will ducer ;tlGt is, the minimum and maximum length probably reach as near a state of perfection in this of stroke to be made in order to get perfect vibra- science as it will be possible to go.. tion for long or short tone waves; that is, loud or Clinton E. Woods. "The strong commercial phase in the near future soft tones.Right here is where we come to one one that is purely mechanical.Recent experiments of sound production is going to be in the taking of of the, most diffiCult things in reproducer design. inour laboratory show possibilities of coupling telephone and telegraphic communications, whereby If the diaphragm is too thick we do not have elas-electricity up in connection with this work, and we will get an actual record. The necessity of this ticity enough in it to give'a full length stroke and have no hesitation whatever in saying that the time you will perceive at once if you will stop to con- so get a tubby sound; ifitis too thin we have is now near when there will be some remarkable, sider the tremendous volume of business which .is what is known as a raspy or edgy sound.At no some most remarkable, changes in the talking ma- daily transacted over tltelephone, of which there point in the operation of a needle arm must the chine art and product. is absolutely no record that could be produced in diaphragm be subjected to any mechanical strain; "There are no great obstacles at the present mo- court or otherwise as a business transaction. I in other words, it must not exceed the limits of its ment to making a record in New York from a have seen this performed within the last month elasticity.From thisit can be seen that there is band playing in any other city within a radius of and I have taken, myself, telephone communica- a mathematical relation between the diameter and 100 or even 1,000 miles, and this can all be done by tions and put them on record from widely different the thickness of a diaphragm and the length ofsome well-known electrical methods in connectionsources, so this is not only a possibility but a prob- the needle arm in both directions from its pivoted with some recent inventions which we are workingability, for I have seen apparatus that would do center. on, and, gentlemen, this means a great deal to us.this work over a1,500 -milecircuit." "Next, let us consider what a record is.It is a "For instance, there is no reason whatever for Other Addresses Made. flat disc with a spiral groove, commencing at the confining the reproduction of sound to individual After a short address by G. W. Hollowell, man- 1; outer edge and running ill toward the center, whichappliances as we do now.There is a possibility ager of salesfor 'Thomas A. Edison,Inc.,the groove representsa sound recording of some kind. of there being a general diffusion of this through- toastmaster introducedFrancis L. Plummer, of I A record which will play about four minutes has,out a room, so that it is not localized at any one the American Fair Trade League, who made a irhthe total length of its groove, an average of point but will be the same in any part of the room plea for the support of the talking machine dealer about 480,000 waves or vibrations; therefore, inand have a much greater volume and far superior in the work of the league for price maintenance, 1 playing a tune once thr-ough, the needle is made quality of tone.There are, in fact, two paths be- and who also discussed the Stevens bill at length. to oscillate: against the walls' of this groove some- fore us for making electrical recording. One purely The final speaker was Edward Lyman Bill, editor thing like 480,000 times, which, in turn, is delivered electrical, by which we cut into wax, and one mag-of The Talking Machine World, who spoke of the to the diaphram of the reproducer.The depth of netically, in which we will not use wax. benefits of association to talking machine men, and this groove is three one -thousandths of an inch; "There is another proposition which Ithink to who advocated that the jobbers and dealers, of itsaverage widthissix one -thousandths of an be still more wonderful in its possibilities. Within New York get together in one large mutual asso- inch, while the thickness of the wall between thesixty daysI have actually seen a photograph of ciation for general trade protection and betterment, spirals is on an average four one -thousandths of an sound, which opens up an entirely new and won- with increased individual benefits as the final aim. inch, from allof which we can see that a tre- derful field for us in the art of sound reproduction, John G. Bremner, president of the association, mendous amount of energy is required from anwhich again leads me to say that we are approach-also announced that he favored the bringing to- infinitesimal amount of material. ing a new era in the talking machine business.If gether of all the various jobbing and retail inter- "We do not consider a record good in its wear- sound can be photographed we can enlarge such a ests in the local talking machine trade into a large ing.qualities unless it will play on an average atphotograph as many times as we want to, the same associationthatwould proveabigfactorin least 200 times; therefore before a record is worn as they do in moving pictures.This will give ushandling the many business and legislative prqb- out it will have delivered something like 96,000,000 an opportunity to make a full analysis of any onelems that face the talking machine men to -day. 26 THE TALKING MACHINE WORLD.

A NOVEL MUSICAL INSTRUMENT. AN AID TO MERCHANTS. Much Interest Being Manifested in the New Edison Advertising Compiled from Newspapers Instrument Regarding Which Mr.J.Hof - Which Is Used to Good Purpose by L.C. $10For1L1 fay Expects to Make an Announcement at McChesney-Other PlanstoHelp Agents. an Early Date-Possesses Many Distinctive Talking Ma- Features That Have Aroused Attention. chines, Typewriters, Phono- A striking aid for retail phonograph merchants graphs, Adding Machines, Cash was recently created under the direction of L. C. Registers, Guns and Tools and all Matters have greatly advanced with J. Hoffay,McChesney, advertising manager of Thomas A. Polished Instruments. THE FI- of 67 Egerton Gardens, South Kensington, London,Edison, Inc., Orange, N. J., when the department NEST OIL MADE. It absolutely England, who expects to put on the market his prevents rust.NYOIL now sold compiled from newspapers some twenty-four ad- everywhere by allhardware and greatly looked for instrument at an early date.vertisements from all sections of the country in sportinggoods men. Large bottle Mr. Hoffay is very sanguine as to the trade field which the new Edison Diamond disc phonograph (cheaper to buy) 25c.; trial size, 10c. waiting for him.His instrument is fully protected is exploited.These were reproduced in the regu- WM. F.NYE, New Bedford, Mass. by patents, which are already applied for in aslar size, and the various sheets were sent to all many as forty-two countries. the Edison dealers to show them just what was Mr. Hoffay expects to have some definite in-being accomplishedbytheirfellowmerchants formation ready during the current month.His throughout the country.Under each of these ad- line of goods will be very attractive.He assertsvertisements were brief criticisms and suggestions that several features of his inventions will makefor improvement, so that new dealers might be certain the capture of the world's market, amongguided in their advertising work to the end that which stands prominently the magnificent roundtheir publicity work would be of the strongest For polishing musical and natural tone of the reproduction and possible character. also the point that one soundbox, without being varnished woodwork it is In addition to the foregoing, Thomas A. Edi-extremely satisfactory. No oil is so clean. detached, is all that is necessary to play perfectlyson, Inc., also publishes a set of advertisements all sorts of records.Such arrangement ensures for dealers, covering many important points of .Rsk your watch repairer whose perfect reproduction at all times with all makesconstruction and publicity, which, together with oil he uses on your watch. of disc records-phono or zig-zag cut. the foregoing set of proofs, furnish this trade Other features will count as well, although the campaignon behalf of its Columbia 'department. with a tremendous amount of ammunitionfor main oneisperhaps the extreme simplicity of creating new business. All of these new agencies will pay particular at- every part composing the instrument. Mr. McChesney spoke very highly of the meth- tention to the sales of Columbia dance records. The announcement as to the trade -mark or name ods and space used throughout the country by under which these instruments are to be known Edison dealers in featuring the new Diamond disc FAMOUS PITCHER BECOMES BUYER. will be made shortly in this paper, together with phonographs, and thetrade is receiving the co- (Special to The Talking Machine World.) the name of the winner of the £10 prize. GETTYSBURG, PA., May 6.-The People's Drug Catalogs are now being prepared and will beoperation of this advertising officein order to secure the maximum results from their work. Store, of this city, Victor dealer, sold a few weeks ready for distribution at an early date.Dealers ago a Victrola XI to Eddie Plank, the famous should apply for same at once. NEW COLUMBIA REPRESENTATIVES. pitcher of the Philadelphia Athletics, world's cham- pions.This past master of the pitching art is an If you wish to, be popular with other people Among the latest additions to the lists of Co-enthusiastic admirer of the Victor products, and don't show everybody how popular you are with lumbia representatives are the Thiebes Piano Co.,purchased a substantial amount u.f Victor records yourself. St. Louis, Mo.; Daly & Poole, 181st street and St. to go with his machine. Nicholas avenue, New York, and W. H. Becker Some men are so afraid of hurting other people's& Co., Gloversville, N. Y. The Thiebes Piano Co. A diluted optimist is a man who, though he can't feelings that they won't even grin when the weather is one of the most successful piano houses in St. be happy, insists on being alittleless unhappy man fallsThe down on his prediction. MasterphoneLouis and is planning to institute an aggressive than his neighbor. GIVES Perfect Detail Rich Tone Full Volume Records remain perfect forever, as Victor Fibre Needles are used. Your customers will like the Masterphone, for it adds immeasurably to the value of their instruments. YOU EARN ADDITIONAL PROFITS. Write for Sample and Discounts.

Steel Fibre Needles Needles Masterphone Masterphone $1.00 $1.50

THE MASTERPHONE CORPORATION Suite 1924 61 Broadway New York City THE TALKING MACHINE WORLD. 27 ARTISTIC ENVIRONMENT COUNTS. Hardman, Peck & Co, occupy an important posi- fying success, the company's piano clientele being Its Value Demonstrated in the Display of Edi- tion in the ranks of high-grade piano manufac-quick to appreciate the musical worth of Edison sonDisc Phonographs at Hardman House, turers and cater to a high-class clientele.Their disc machines and records. The higher priced ma- New York-An Idea of Its Effectiveness Ap- products are sold by aggressive dealers through-chines have been the heaviest sellers in this de- parent from the Photographs Below. out the country, and in arranging to hand:e the partment, while all types of records have met with Edison disc products in their beautiful home office, a ready sale.Ashley B. Cohn, vice-president of As symbolic of the standing of the present-day Hardman House, the company paida marked the company, exercises a general supervision over talking machine business, the accompanying views tribute to the merits of these machines and records. the Edison department, while H. N. Purdy, well of the Edison disc department in the establishment The Edison disc department is located on the known in the local trade, is in personal charge of of Hardman, Peck & Co., New York, furnish an fifthfloor of Hardman House and, as will be the Edison business.

TRITON CO. STATEMENT Sent to the Trade in Answer to Certain Legal Phases in Connectionwiththe Triton Phonograph andIts Manufacture.

The following letter is being sent by the Triton Phonograph Co., 41 Union square, New York, to its representatives and. other members of the trade: "To Our Customers.-We are informed that the American Graphophone Co. is advising the trade that it has brought suit against us on certain of its patents. We wish to notify our customers that this suit will be vigorously defended by us, and we have the utmost confidence in the outcome of the litigation. We are advised by our patent counsel, \Valdo G. Morse and John L. Lotsch, of 10 Wall street, New York. that we do not infringe any valid and existing patents owned by the American Graphophone Co. or any other company, and that we stand ready to defend our customers against all litigation.I f you are served with any papers, communicate with us immediately. "To the Trade-I f you are sued, itwill be to your interest to communicate with our patent coun- sel or us immediately. "TRITON PHONOGRAPH CO.,INC., "13y Joel A. Kraus, as President."

VICTROLA CONCERT IN CLEVELAND.

EclipseMusicalCo.Provides Elaborate Pro- gram and Attracts Large Crowd ofMusic Lovers-Local Quartet Helps Out.

(Special to TheTalking MachineWorld.) CLEVELAND, 0., May 8.-On Wednesday evening of this week the Eclipse Musical Co. gave a most interesting complimentary concert at the store of the company, 11341 Euclid avenue, and at which the musk of the Victroja, in a variety of standard and operatic selections, was interspersed with se- lections by the Cleveland Apollo Quartet, with Charles T. Ferry as accompanist. The concert was well advertised and attracted a large and representative crowd of music lovers. In order to make the concert of practical value the numbers of the Victor records used and the names Exterior and Interior of Their New Building, 483 Fifth Avenue. 1. Edison Disc Reception Room.2. One of the Edison Sound -Proof Booths.3. Where the Edison Disc Records Are of the artists making them were printed in the kept andDelivered.4. Exterior View.5. Entrance Floor-Approach to the Edison Disc Department. program. excellentillustration.The opening of this new seen by the illustrations herewith, the general re - department inthis well-known piano house was ception room and demonstration booths areall EDUCATIONAL RECORD CATALOG chronicled in detail in the columns of The World inperfect harmony with the reputation of the a few months ago, but these photographs tell their Edison disc products and the standing of Hard - Which Will Prove of Real Assistance to Deal- inDevelopingBusiness. own story of the dignity and quality which char- man, Peck & Co. ers acterize the furnishings of these Edison disc ware- In the few months thatit has been open, the The educational department of the Columbia rooms. HardmanEdison department has achieved a grad - Graphophone Co. issuedtheearlypart of the month a catalog of educationalrecords which should prove of real assistance to Columbia deal- ers in developing their business in this field. This "Standard" Record Cleaner catalog was compiled with detailed care and con- sideration, containing an index that lists 24 sec- tions under which Columbia educational records ARTISTIC AND ATTRACTIVE may he classified. Among the various classes of music listed in Grips the record surface and clings this book, the majority of which are also sub- as if on rails. classified,arethefollowing:Bandselections, chamber music, choruses, dance music, glee clubs, Extended brush area cleans record grand opera, holy days, instrumental duets, light opera, lullabies, oratorios and cantatas, orchestral, Price, 50 Cents, List with one sweeping circuit. overtures and suites, patriotic, piano solos, quar- tets, sacred songs, secular songs in English, solo Send 10 cents in stamps for a sample cleaner. Write on your busi- orchestral instruments, standard songs (foreign) ness letter head only.Place regular orders through your jobber. symphonies, talking, whistling.

Itisn't always the brainiest man who forges STANDARD GRAMOPHONE APPLIANCE CO. ahead. A low -brow will often cause the crowd re- 173 LAFAYETTE STREET, NEW YORK spectfully to make way for him-if he happens tq be carrying a ladder. 98 THE TALKING MACHINE WORLD.

NEW TYPE OF VICTROLA XI. INCREASING BUSINESS VOLUME AND DECREASING LOSS. Announcement Regarding This Latest Addition The Work of the Credit Man in Helping His House to Meet and Overcome Diminishing Just Made by Victor Co. Business by Making Forced Expansion of Trade Really Safe-Speeding Up the Slow Accounts-Some Excellent Advice by Norman Fetter, of St.Louis. The Victor Talking Machine Co. sent out to its trade this week an announcement of a new type of Combination of Two Elements. Norman Fetter, vice-president of the St. Paul Victrola XI, the $100 model. This new style, which Association of Credit Men, made some timely re- is, It therefore, the combination of these two is designated as Victrola XI, Type "F," embodies marks recently when he said : elements, the doing of the largest possible volume a number ofdistinctive improvements over the The question that confronts every mercantile of business with the least possible amount of losses, model now on the market, including an interior establishment is how to maintain the net profits in that constitutes the problem of the credit man. This arrangement for holding the records so that they the face of the diminishing margin of profits and is the circle that he must forever attempt to square, may be kept lying inaflat position instead of for it must be admitted that no perfect solution of the increased expenses.So far only one solution standing on edge as formerly.Each shelf will has been found, and that is to increase the volume the problem is possible. hold eighteen records, with a portion cut away to of business.By turning over the capital more fre- There should be harmonious co-operationbe- allow free access to the records.There are eight quently afair return can still be obtained eventween the sales department and the credit depart- shelves in this arrangement. with smaller profits and increased expenses.It ment.Let every salesman thoroughly understand should be borne in mind that the increased volumethat the credit department is alive to the necessity The company announces that the new type will of business is not an end, but merely a means to- of doing a satisfactory and increasing volume of he slightly larger in this three dimensions than the wards the end ;and that is, the net profits. business, and that itis willing to run reasonableVictrola XI now being sold, and that shipments Furthermore, when merchandise is sold, not forcredit risks in order to get new business; but also will be made in about two weeks.No change in cash or delivery, but under an agreement on thelet every salesman thoroughly understand that he price is announced and the company states that it part of the purchaser to pay at some future time- is to co-operate with the credit department in pre-contemplates no further changes inthis model whether a day, a week, a month or a year hence-venting losses on bad accounts, and that he is not during the balance of this year. another factor enters into the calculation of the expected to solicit business from people who are net profits, and that is,will the purchaser pay asknown to be in poor credit standing.The resultSUPERVISING DANCE ROLL MAKING. agreed?Now, itis at this point that the credit of such co-operation will be that the salesmen will man's duties begin, and in their performance he isavoid undesirable customers, and will devote their Miss Emily O'Keefe,assistantinspectorand confronted by two indisputable and at the same timetime, energy and the firm's money to securing a teacher of athletics, is supervising the making of antagonistic propositions.The firstis,that thegood line of customers.Such a course will head all folk dance records for the Columbia Co. Miss house must do a certain volume of business inoff a lot of trouble before it ever gets started, al- O'Keefe is well known to educational authorities order to show a net profit at the end of the year, ways a desirable thing to do. throughout the country, as she is assistant to Dr. and if the merchandising end of the business is The Slow Accounts. Crampton, who is director of physical training in properly conducted, the larger the volume of busi- Of course, we all have a great many accounts on the New York public schools. The Columbia Co.'s ness the greater the net profits will be.The second the books, and, therefore, to accomplish results it educational department has just issued a very com- propositionis,that losses on bad accounts must necessary for the credit man to concentrate his prehensive catalog of educational records which not be so great as to materially impair the netattention on the slow accounts. should prove of considerable value to the dealer. profits.Hence it may be stated that the funda- As a rule, the customers who discount their bills mental duty of the credit man towards his firm or pay at maturity need comparatively little atten- RETURNS TO EUROPE. is to assist in doing the largest possible volume of tion.In dealing with the slow accounts it is neces- business with the least possible amount of losses. sary for the credit man constantly to bear in mind Louis S. Sterling. manager of the British inter- Problem That Confronts the Credit Man. that they form an important part in the volume of ests of the Columbia Graphophone Co., sailed for business done by his firm, and, what isstill more EnglandSaturday onthe"Oceanic"after a If the problem that confronted the credit man month's stayinthis country.While here, Mr. were merely to avoid all losses on bad accounts,important, the net profits realized from their busi- ness isconsiderable, for a slow customer is not Sterling attended the wedding of General Mana- his task would be a great deal easier than it really ger Lyle's daughter and the twenty-fifth anniver- is By declining business from all doubtful cus-nearly as apt to haggle about prices as the one who discounts his bills. sary dinner of the Columbia Graphophone Co. A. tomers and insisting upon prompt payment as soon II. Brooks, superintendent of the London' record- as accounts become due he could probably escape On the other hand, a slow account always pre- sents to the credit man's mind the possibility of ing department of the Columbia Co., will probably losses, or very nearly do so; but itis safe to say sail for England early next week. that, by pursuing such a course he would reduce making a loss sooner or later.There is a proverb the volume of business of an ordinary wholesalethat "a long sickness is sure death," and usually house all the way from 25 to 50 per cent.It islong continued and chronic slowness in meeting WHERE THERE IS NO BARGAIN DAY. superfluous to ask what would happen to the netbills presages business death. The credit man must, New ideas are slow getting into some quarters. profitsifsuch course were pursued, or to ask therefore, watch each slow account individuallyW ho ever heard of a bargain day at a coal yard, and constantly with a view to noting whether or not what would happen to the credit man. for instance? On the other hand, by accepting all orders with-there is any improvement. He must ascertain, if out regard to the safety of the account, his firmpossible, the reason for the customer's slowness. Things go sofast nowadays that the "model" would soon cease to be in business.It would be- It will be readily seen that if the credit marl can is hopelessly out of date by the obtain the reasons for slowness of payment, he husband of 1914 come an asylum for all the financial decrepids or time spring getshere. derelicts in his territory, and ultimately the losseswill have a flood of light to guide him in handling on bad accounts would become too heavy to carry.each individual account. Clinton E. Woods, supervising engineer of the American GraphophoneCo.,Bridgeport,Conn., gave a very interesting address last week on "Re- saT SAMPLES production of Sound" before the Men's Club of RECORD the Second Reformed Church, Hackensack, N. J. "DUSTOFF,9CLEANERS Mr. Woods gave a brief explanation of the con- Try them on some old or dusty rec- struction of the reproducer.He explained the ord-you willbe surprised, on play- s ing the record, at the resulting clear number of vibrations measuredinthe various and distinct tonal reproduction. notes, including the scope of music as well as. Clean all Makes of Records scope of sound that could be heard by the human "DUSTOFFS" are made of speciallly ear, and he explained the enormous energy repre- selected high -nap wilton fabric, which RITON isspeciallyproc- sented by the surface of one disc record in the essed, and gets intotheminute number of strokes which the needle arm of a disc sound grooves of reproducer gives to the diaphragm, measured ac- MOTOR the record cording to the number of vibrations, etc., during issimplicityandperfectioncom- As Nothing the playing of one ordinary finished record. bined.Not a surplus piece of metal Else Can about it-every part has its definite In attractivedisplaycartons. function to perform.So thecost Liberal trade discount. MUTUAL. has been kept exceedingly low.All De Luxe Model 1 Regular Model Metal Holder I Wooden Holder "This," said the police judge, in the throbbing parts of which are made in our Fac- Retails 50c. 1 Retails 15c. silence of the court room, "this is the seventeenth toryatBerlin,Germany. The Sold by most Victor and Edison job- TRITON MOTOR is simple, solid ber; and by all Columbia distributors. time you have beenarrested.The countryis It is noiseless and may SAMPLES: Sent postpaid on approvaltodealers and durable. writing giving jobber's name. wasting money trying to make you behave. I be wound while the instrumentis never want to see your face again-do you under- playing. MINUTE SHINE COMPANY stand ?" 153 Minute Shine Bldg. Providence, R. I., U. S. A. The prisoner nodded an unsteady head. For prices address NOTICE-All dealers and jobbers are cautioned "Judge," he whispered, "I asshure y' zat feelin' against handling or selling record cleaners infring- ing against the "DUSTOFF" De Luxe (Simpson 's entir-hicl-tirely mutual.I re-hicl-reshipro- TRITON PHONOGRAPH CO. Patent) under full penalty of prosecution. cate !" 41 UNION SQUARE NEW YORK THE TALKING MACHINE WORLD. 29

.,ays,"is the very prosperous condition of most CONTINUED ACTIVITY IN QUAKER CITY TRADE. of our accounts.Every dealer on our books is enjoying a very big business, whichIattribute Growth Most Marked as Compared with Last Year-Blake & Burkhart's Attractive Quar- to the fact that we are giving them perfect satis- ters-Alterations at Wanamaker Talking Machine Rooms-Buehn Progress-Columbia faction and perfectservice.We have made a Wholesale Business Expanding Enormously-New Edison House-News of Month. number of new and important accounts and have (Special to The Talking Machine World.) added several that were most desirable to our list with pleuro-pneumonia. For a long timelittle during April." PHILADELPHIA, PA., May 8.-The Philadelphiahope was entertained for his recovery, but he is talking machine business,during the month of The Pennsylvania Co. has rearranged its work- now passed the critical point and is rapidly im- ingforcein thebasementofitsstore-its April, has shown the same satisfactory increase proving. as during the other three months of the year. shipping department.It has entirely reconstructed H. A. Weymann & Sons report that their Vic-its stock rooms to better facilitate its business and The increase is quite marked over last year, and torbusiness has been most satisfactory. They each of the four months thus far shows a sub- give the dealers better and quicker service than have been having splendid success with their dance ever before.By this rearrangement, it has been stantialgain withtheprospects,astheylook records, which they have been advertising heavily, atpresent, ofacontinuation of such business able to increase its Columbia record capacity by giving away alittlebookletthatexplainsthe fully 100 per cent. for the rest of the year. dances to every purchaser of the records.Harry The Victor Co. has been keeping the dealersWeymann statesthatthefirstfour months of PAUL II. CROMELIN IN NEW FIELD. fairlywellsupplied,bothwithmachines andthe year have shown the greatest increase in the records,andthereisvery littlecomplaintat Paul H. Cromelin, well known in the talking Victor line that they had in any four months in machine trade as vice-president of the Columbia present of a shortage of goods.The only change the history of the house.The demand still ex- of any note in the Victor istheir announcement Phonograph Co., and later as manager in Great ceeds the supply.Their William H. Doerr isat Britain for Thomas A. Edison, Inc.,is now lo- that the No. 11 will shortly come out with a newpresent traveling through New Jersey, and Norbet case design.The machine will be an inch higher cated in New York as American representative for Whitely is through the State on his usual month-the Cosmofotofilm Co., with headquarters at 110 and an inch wider, with a series of flat shelves lytrip.William Brewtonislooking after the similartoamusiccabinet,givingasufficient West Fortieth street.Mr. Cromelin has sent out business inthis city. an invitation to many of his friends in the trade capacity to hold as many records as the average The retail business of the Pennsylvania Talk- person cares to possess. to attend the first performance of the London Film ing Machine Co. has been all that the management Co.'s big photo play, "The House of Temperley," There has been no change in the Edison situa-anticipated, and the Columbia wholesale business tionwithinthemonth. The localnewspapers by Sir Arthur Conan Doyle, at the New Strand has been growing ina most satisfactoryway. Theater, New York. have been carrying large advertisements of thisApril of this year, Mr. Eckhart says, their busi- firm, and the dealers here seem to be doing well. ness was better by 75 per cent over last year. Premonition is one of many apprehensions which On April 15 the new firm of Blake & Burkhart"One thingthatisparticularlygratifying,"he has happened to be fulfilled. opened their warerooms at Eleventh and Walnut streets.They have most attractive parlors, richly furnished, and two large hearing rooms.In the basement they keep their stock.Every Monday afternoon they have special recitals from 3 to 5 o'clock, which have been attended by select guests WE DON'T DO YOU? brought there through personal mail effort.This firm consists of Herbert E. Blake and Irvin H. Burkhart.This is their first venture in the talk- ing machine business, but they have been success- fully engaged in a similar line of merchandise. The Talking Machine Co., with three large stores in Philadelphia, has been doing a very fine busi- Do You Believe These Claims? ness.Itis arranging to make quite a change in What does it mean to say, "We are the largest"-"We are the itsBroad and Walnut streetstore duringthe summer.Itwill cut through and have a num- best"-"We always ship complete the same day," etc., etc.? ber of salesrooms upstairsinadditionto, those on thefirstfloor,inorder thatitscustomers will have more privacy.Its business is growing daily anditneeds more room.The Columbia avenue and Broad street store has also been do- "Bosh"-Idle, Careless Claims ing a very good business, and itis the best loca- tion outside of the center of the city. Who wants them? We don't know who is the "BIGGEST," Extensive alterations are to be begun at once etc., because it is not possible to get the details of a competitor's inthe Wanamaker talking machine department. A row of booths, which have already been con- business. structed and are ready to be placed in position, will be erected in front of their Louis XV. room. The space will permit of double the number of rooms they haveatpresent.The large room, You Want A Jobber to "Make Good" which at presentisfilledwith instruments, will hereafter be used merely as a concert room, and We are here to SERVE YOU and have you JUDGE by what will be handsomely furnished and with a raised platform at one end, on which machines will be WE DO. placed and concerts given from time to time. Louis Buehn reports that his business in April was substantially ahead of last year;infact,it ran ahead by a greater per cent. than any previ- ous month of thisyear. His Edison dictating Try It Now-Send An Order machine business has also been most satisfactory in April.An order has been closed for sixteen Let it be MACHINES or RECORDS.Don't let your Com- machines withthe Atlas Powder Co.,of Wil- petitor be a "BLACKMAN DEALER" at your expense. mington, Del., and at present a demonstration is being conducted with the Dupont Co., where he hopes to place a number of machines. A new talking machine needleis about to be placed- on the market inthiscity. Itisnot a Very sincerely diamond point,anditismade by aprocess known onlytothemanufacturers.When ad- justed, no change is necessary for a long period, BLACKMAN TALKING MACHINE CO. each needle playing at least 500 records before it J. NEWCOMB BLACKMAN, Pres. becomes in any way impaired.Itissaid to be perfectly noiseless, and with no wear on the rec- 97 CHAMBERS ST., NEW YORK ord.These needles will be retailed for 35 cents a piece. BLAO(i'MAN H. H. Stewart, manager of the Gimbel Bros.' department, has beenillfor a couple of weeks 30 THE TALKING MACHINE WORLD

DEVELOPMENT OF AD SERVICE. BUILDING BUSINESS IN TEXAS. publicity.Rafael Cabanas, president of the com- pany, is a firm believer in the value of aggressive Success of the Abbott -Young -Adair Co.,Chi- Southwestern Talking Machine Co. Using At- consistent publicity, and utilizes all forms of high- cago, in Catering to the Publicity Demands tractiveBillboardsand OtherMeansof grade advertising to present the Columbia prod- of the Talking Machine Trade-Most Con- Publicity to Bring the Columbia Line to the ucts most effectively. venient Cover for Mailing Record Supple- Attention of People in That Section. The accompanying illustrationdepicts one of ments-Speeds Up the Reorder-Sales Aid. the company's numerous billboards, which are The Southwestern Talking Machine Co., Dallas, scattered throughout its territory.This bill board (Special to The Talking Machine World.) Tex., Columbia distributer, is closing an excellent is well conceived in every detail, and inits orig- CHICAGO,ILL., May 9.-A business that has de- veloped with proportionately the same speed as the talking machine business itself is that of the Ab- bott -Young -Adair Co., 542 South Dearborn street, Chicago. The business of this company is that of provid- ing an advertising service and sales promotional aid that is designed for the entire music trade. The success which the company has found in the VOICE- THE HUMAN talking machine trade has been especially note- MACHINE WITH worthy, due, in a great part, to the response that -THE dealers the country over have met with following the use of the Chicago company's covers for mail- ing out record supplements. These covers are permitted to be used by but one dealer in a town or territory, and possess every APOINOL They are at- Gott, of+ EAT( TERMS requisite of result -producing copy. AT PRICES THAT tractiveindesign, are strikingly individual and .,:cyowEsTER, WitA. FIT YOUR PURSE link the dealer's name to his product in a fashion JALKINGMACHINE Co that creates an inseparable association between the two. As the record buyer goes through the monthly supplement he can check without the slightest in- convenience the records desired on the detachable post cardwhich forms a part of the cover. A Billboard That Has Attracted Attention. It is by the use of such aggressive and forcefulbusiness inits territory, which is due,in acon- inal coloring made a striking display wherever it ideas that many talking machine dealers are forging siderable measure, to its up-to-the-minute was put on exhibition. far ahead of their competitors. 5=CENT FILM OPERA GOAL OF EDISON.have, and what we eventuallywillhave," Mr. A FORCEFUL ADVERTISEMENT. Edison said. "The moving picture, like the phono- InventorIsWorking BiggerPartofEvery graph, has been a great educator.Children can In this week's issue of the Saturday Evening Day to Improve the "Talkie -Movies." see the pyramids of Egypt onthescreen,and Post the Victor Talking Machine Co. is using a Thomas A. Edison, to whom life is a deadly bore can hear the strange music of the Orient on the striking double -spread advertisement in colors de-when he isn't working nineteen or twenty hours disc. Both of these things are now as perfect voted to the company's dance records.This ad-a day, issaid to be defying his doctor and hisas they canbe, but we should have the com- vertisement, whichis one of the most forceful family again and toilingprettynearly-allthe bination of picture and sound perfected." pieces of talking machine copy presented in some way around the clock. He admitted Monday The phonograph and the moving picture-be- time, is certain to attract considerable attention bythat in the last week he had spent fewer than sixcause they have brightened so many lives-have reason of the human interest touch given it by thehours in his home, Glenmont, at Llewellyn Park, always beenMr.Edison'sfavorites among all numerous dancing figures and its effective color- N. J. his inventions. ing. A few well-chosen paragraphs on Victor Every night and every day he has been busy dance music and the formal announcement of the inhislaboratoryinWest Orange, only occa- MINUS MEAT, BUT PLUS ENERGY. Victor Co.'s new book on "How to Dance the One- sionally snatching a few hours' rest on a comb. F. K. Dolbeer Reports Great Physical Improve- step, Hesitation and Tango" complete this excel- He is trying to perfect the details of the "talkie - lent advertisement. ment After Year of Abstinence from Meat movie." and Looks the Part-Enables Him. to Work A hen doesn't quit scratching just 'because the "Opera and drama for the poor workingman at Full Speed at Ail Times. worms are scarce. and his family for a nickelis what we should Justa year ago to -day F. K. Dolbeer, the well- known phonograph man, stopped eating meat. We might go on and make a great many comments LONG CABINETS about this, but the only real comment that is neces- sary is that he is a better man physically to -day than ever, and has an energy surplus that gets him A New Cabinet for up at 5 o'clock mornings and makes him sleep soundly nights.To say he works hardissu- Edison Disc Phonographs perfluous, for everyone knows this.That he will work harder he knows, for the problems in con- nection with the exploitation of the Phonograph Co. in New York, both wholesale and retail, will consume a great deal of time.Mr. Dolbeer states Write for Circulars of that he will keep on his meatless diet, for, as he puts it, this policy is extremely valuable for health DISC RECORD CABINETS building. and PLAYER ROLL CABINETS HOLDS SERIES OF TANGO TEAS. A.D.Matthews'Sons,Inc.,theprominent Brooklyn department store, which recently opened anextensiveColumbiadepartment,hasbeen holding a series of tango teas, which has been The Geo. A. Long Cabinet Co. drawing crowded houses at every performance. The Columbia Colonial "Grand" has been featured at these recitals, and the adaptability of Columbia dancerecordstotheproperdancingofthe Address modern dances is well evidenced by the gratifying comments of all the visitors to these tango teas. Clement Beecroft, Sales Manager D 80 NO, HE DOESN'T MIND. 309 W. Susquehanna Avenue Mahogany, Golden Oak and Fumed Finished all around. A salesman doesn't mind turning into a mere For model A80 PHILADELPHIA, PA. Edison Disc Phonograph. "order taker"-after he has created a desire for goods in his customer's heart. THE TALKING MACHINE WORLD. 31

NO UNCERTAINTY WITH "TALKERS." branch at San Diego, Cal.A. J. Morse, filling the PHONOGRAPH AS A BOOSTER. came capacity in that city, becomes the head of the Ad Club Quartet, of Los Angeles, Sings Booster Dealers in Talking Machines and Records in piano department here, and Geo. S. Marigold, first SongsIntoEdisonPhonographinOrder Los Angeles Among Few Business Men Do-vice-president, has resigned and retired from active that They May Be Circulated Among Ad- Visi- duties with the company.Fred E. Peterson re- ingNormal Business-Recent Trade vertising Organizations of the Country. tors-Southern California Music Co. Makes sumes the duties of Mr. Marigold. Change in Managers. The Musical Record Co., 814 South Broadway, (Special to The Talking MachineWorld.) has added a complete lint of Edison discs in con- Los ANGELES, CAL., May 5.-A new local organi- (Special to The Talking Machine World.) nection with its large Victor stock. zation which has given its charm and peculiarity Los ANGELES, CAL., May 6.-April closed as a The Victor department of the Geo. J. Birkel Co. among music lovers is theAdClub Quartet, which inallgeneral mercantile month of uncertainty has hit a high mark, according to the report of will leave Los Angeles June 1 for Toronto, Can., lines, except the talking machine line, which marks Manager A.. Graham Cook. The Mexican situa- to attend the convention of the Associated Adver- an era of exceptional vitality. A. C. Wisegarver, a prosperous Edison disc deal- tising Clubs of America.After leaving Toronto a tion has caused uneasiness among merchants owing er of San Fernando, Cal., is scoring a big business. general tour of the Eastern States will be made, to the fact only that this section is so close to the Wm. Hobbs Richardson, department manager of and while in New York it will make records for so-called region of war and excitement.There is the talking machine department of the Southern one of the talking machine companies. still a great shortage of Victor records, and dealers California Music Co., has left on an extended trip This uniquequartetiscomposed ofE. A. are hoping that their wants will be supplied in the for several weeks, visiting New York and other near future by some mysterious means. Eastern cities.Mr. Richardson is accompanied by *W. A. Manson, an enterprising Edison dealer of his wife. San Bernardino, Cal., was in Los Angeles for a couple of days and stated that prospects for future Edison disc and cylinder goods were very en- INTERESTING RIEDEL CATALOG. couraging in his section. Noted German House Issues Volume in English J. W. Van Sant, of Raynard & Van Sant, Santa That Is Invaluable to Talking Machine Men Monica, Cal., has recently sold his interests to his Who Need Supplies of All Kinds. son and his former partner, W. J. Raynard.The firm will continue under the same name. A very complete and striking catalog has been Barker Bros., 716-738 South Broadway, have very issued inEnglish by Emil Riedel, of Chemnitz- lately installed a complete line of Victor talking Gablenz, Germany (P. 0. Box 10).It covers a machines and records.F.C.Boothe,manager, complete list of springs and a full line of supplies states that wonderful returns have already come for talking machines.It is correct to a wonderful from this newly added line. degree and shows a tremendous study ofthis Ralph Paulin, who has been with the Gurnsey S. particular field.This catalog also lists Riedel Pat- ented Spring Winder, which is a necessary tool for Ad Club Quartet of LosAngeles. Brown Music Co., Santa Barbara, Cal., for many Borgum, bass and banjo; Kenneth Wiseman, bari- years, was in Los Angeles for a few clays en route every dealer in a repair shop. This machine is of unusual importance, being made in a practical way tone and ukelele; Henry Hainert, first tenor and to the Imperial Valley, where he is very much in- mandola,andPaulE.Adams,secondtenor, terested in large land holdings in that rapid de- for universal use.This company also manufac- tures a complete line of stock springs, break -lever guitar and piano.Mr. Borgum, the promoter of veloping district. this club, has spent the last sixteen years in the The Eilers Music Co. isclosing outitsentire springs, screws and plates of various kinds.As for quality, the Riedel springs are made of Swed-talking machine business along the Pacific Coast. line of pianos, talking machines and musical mer- He is a live wire, and through him this organiza- chandise and will discontinue the branch inthis ish clock spring style of the toughest quality, and a guarantee of quality and durability goes with tion has become very popular. city. The Ad Club Quartet is carrying out a novel each order. One of the largest transactions in the musical idea for advertising southern California, and all in line ever in the history of Los Angeles was a musical way. Many old song melodies have been cently completed when the Southern California REX CORPORATION IN WILMINGTON. set to new words by them and are often either in Music Co. purchased and took over the entire stock the form of an invitationtocome to southern Cali- The Rex Talking Machine Corporation, of Phil- of merchandise of the J. B. Brown Music Co., of fornia orabriefdescriptionofthe country's adelphia, has leaseda buildinginWilmington, thiscity. This not only increases the stock of charms.Another novel feature of this quartet is the purchasing company, but givesitthe agency Del., where it expects to locate within as short atheir method of helping to teach and circulate for the Apollo player and other well-known pianos.time as it is practical to do so. their own songs so the public may quickly learn Chas. S. Ruggles, manager of Sherman, Clay & Philip NVohlstetter. general manager of this in- the words and melody, and that is by singing into Co., ofthiscity,reports the Victor distributing dustry, advises The NVorld that to secure a modernan Edison phonograph to be recorded on a blank as doing unusually well considering the fact thatplant is in line with their policy, for they are rap- record.The result is that while the quartet itself the volume of business would have been much idly making preparations for a seasonable autumn cannot be in several places at the same time, the greater ifit were not for the shortage in Victor trade. recordspeedilybecomescirculatedamongall records. sorts of clubs, homes and civic organizations. A number of changes has taken place within the The man whn. insists on testing the silver lining past month at the Southern California Music Co. of all his clouds deserves to get the acid in his Many a man thinks he is full of ideas when he Jas. A. Stitt has taken over the managership of the eye occasionally. is simply full of talk. The Silas E. Pearsall Company Were first in the field as Jobbers of Victor Products to believe in the Supremacy of theVictor

and are referred to as the house where VICTOR GOODS may be found when a shortage exists.Many dealers have been placed upon our books during the past strenuous six months. Come in under our wing. We need you to help maintain Our Standard. We Specialize It will pay you to enter into correspondence. OUR Foreign Rec- MOTTO ords, Record SILAS E. PEARSALL COMPANY Cabinets, Needles, Correctness Needle Cntters, Auto - VICTOR DISTRIBUTORS andDespatch. Cops, Corrugated Board 18 West Forty -Sixth Street C on t a in e r sand Envelopes. (Near Fifth Avenue) NEW YORK 32 THE TALKING MACHINE WORLD. You Can Fill Every Machinc

With Coltr At $25, at $50, at $75, at $200-and all the way between and beyond-there is a Columbia instrument for everyone. Whatever style machine a man wants, whatever price he wants to pay, Columbia product will fill his want. The prestige behind and the demand beyond Columbia product make it a peculiarly profitable line for any dealer, and the profit to the seller and the satisfactionto the buyer on a $25 instrument is as great in proportion as on a $200 instrument. If you don't yet carry Columbia Grafonolas and Columli, you that a Columbia department will be immediately pi, profitable because of the new and profitable sensatio For full particulars address: Columbia Grapi WOOLWORTH

Leader, $75 Eclipse, $25 THE TALKING MACHINE WORLD. 33 ant and Every Record Want aProduct From 65c. to $7.50, thereis a Columbia record for every demand.There are over 1000 65c. records-records retailing at 10c. less than any competitive record, yet carrying a larger per= centage of profit on each record sold.Columbia dance records, endorsed by Vernon Castle are in greater demand than any other records made or sold.And all the way from One=step to Opera, the guaranteed tone quality and reproducing quality and endurance of Columbia records make a buyer every time the owner of a talking machine hears the first Columbia Record. =Disc Records, why not? We are prepared to prove to you without extravagant investment and continuously constantly springing in the talking machine field. W. LYLE, General Manager hone Company NEW YORK

Favorite, $50 De Luxe, $200 34 THE TALKING MACHINE WORLD.

The more you realize that in the future of this industry, the best results are yet to come, the more freely you must admit that the Columbia is the line best worth the investment of your time, your energy, and your capital (Printing this every little while. Proving it all the time).

(Write for "Music Money," a book "full of meat" for those Columbia Graphophone Company dealers interested in quick and frequent turnover of capital.) Woolworth Building, New York

USES FOR WORN OUT WAX RECORDS. properties,Ihave had no trouble from leakage. PROFITABLE AS A SIDE LINE. "This wax may be used for innumerable other May Serve to Take the Place of Paraffin for purposes, asit article Are the Vacuum Cleaners Made by the Regina ManyPurposes can be melted and the Especially in Electr'cal soaked init, but it also can be handled in a more Co.-Models Appeal to All Classes Owing to Work-MayBe Handled as Solder. convenient manner, similar to soldering, by melt- Their Variety and Their Prices. That worn out phonograph records of the olding 'itwith a piece of hot iron and applyingit style wax cylinder type; though of no value for the where needed, whereupon it is finished w:th a file Quite a few talking machine dealers have seized purpose of producing music, may sti.l prose useful and sandpaper, or turned in a lathe. the opportunity to add to their profits by selling in another field is to be learned from the following "The wax can be obtained 'from any dealer in vacuum cleaners,which,bytheway, are now contribution to the Technical World Magazine byphonographs, especially those keeping record ex- being recognizedasthemostefficient way of a New Yorker with an experimental tu n of mind, changes.Be sure to get the wax records, not the keeping the home clean.Those who have handled who says: indestructible ones made of vulcanized composi- thesegoods, particularlythose who "When sealing up same windings, such as mag-tion, as these will not melt.Various colors may have featuredtheRegina products, nets, resistance coils, etc., and not having a suffi- be had, but black resembles hard rubber and gives reportaprofitablebusinessthatis cient quantity of wax .or paraffin for the purpose, a better appearance.The final finish may be done constantly growing-a businessthat I made use of a few broken wax phOnographby polishing with a little benzine on a rag." bids fair to make a remarkable show- records.I was much surprised at the properties ing in the course of a year. of this wax.In the first place, it was very hard ORDINANCE AGAINST FAKE ADS. Among the styles of vacuum clean- compared with paraffin and had a rather high melt-Text in Full of the Ordinance Against Mislead- ers made by the Regina Co., 47 ing point, so that it would not soften and bend as ingAdvertisingRecent'yPassedbythe \Vest Thirty-fourth street( Mar - paraffin, that is,it could not be made as flexible. Board of Aldermen of New York City. bridge building ) ,New York,is I used this wax in constructing and repairing elec- electric model "C." which is the trical instruments by' coating the outer windings Following the receipt of several inquiries from result of long and careful of the magnets, coils, etc., and then shaving down the trade regarding the recent ordinance passed experimenting competent the wax.This looked exactly like hard rubber bythealdermenof New YorkCityagainst engineers,andiscapable and had the advantage of being firmly fastened fraudulent advertising, we herewith reproduce the ofproducing a greater to the wire.I also used itin repairing broken text of the ordinance in full. vacuum and larger air magnet covers, filling the spots chipped out with The ordinance, as passed by the board,isas displacement than can be the wax, with the result thatit would take a follows:" Any person, firm,corporation, or as- obtained from close examination to detect the repair.Similarly sociation who, with intent to sell or in any wise anymachine it was used as insulation in constructing a one -inch dispose of merchandise, securities, service, or any of its type. It coil, and although I could not testitsdielectric thing offered, directly or indirectly, by such per- is mounted on son, firm, corporation or association to the public rubber - tired for sale or distribution, or with intent to increase wheels;is For Sale the 'consumption thereof, or induce the public in powerful 8,000 10 -inch single face records-Italian, any manner to enter into any obligation relating enough to re- ElectricRegina, Model C. French, Columbia, Zonophone and Spanish. thereto, or to acquire the title thereto, or any in- move not only Brand new clean stock at 8c. each.Fifty terest therein, makes, publishes, disseminates, cir- dust, but germs as well, and costs aboutone cent disc talking machines, all different makes, culates,orplaces before thepublic,or causes per hour to operate. in good condition, which came in exchange, directly or indirectly to be made, published, dis- Thenthere must be disposed of at any price.About is theRegina vacuumsweeper, 800 horns, fitthe Columbia or any make, seminated, circulated, or placed before the public model "J," which isa combined carpet sweeper with a screwl on the bottom size, 45 centi- in this city in any newspaper or other publication meter Red and Blue brand new in crates sold or offered for sale upon any public street, at15c.each.Address"Records,"care sidewalk, or other public place, or on any sign Talking Machine World, 373 Fourth ave- upon any street, sidewalk or public ground, or in nue, New York. any handbill or advertisement posted upon any street,sidewalkorpublicground,oron any placard,advertisement, or handbill exhibited or carried in any street or public ground, or upon For Sale any sidewalk, or on any banner or sign flying across the street or from any house an advertise- Talking machine business in live growing ment of any sort regarding merchandise, securi- Southern Californiacityof15,000;fine ties, service, or anything so offered to the public country surrounds; practically no competi- whichadvertisementcontainsassertion,repre- tion.Stock and fixtures will invoice about sentation or statement which is untrue, deceptive $3,000. Have Victor,Edison Disc and or misleading, shall be fined not less than twenty- Cylinder agencies.Don't answer unless you five ($25) dollars nor more than two hundred and Regina Sweeper, Model J. have the money.Address "Chance," care fifty($250)dollars, or by imprisonment not toand vacuum cleaner, The Talking Machine World, 373 Fourth exceed six months or by both such fine and im- veryeasy tohandle.A Ave., New York. strong suction is produced by three bellows, while prisonment?' the sweeper isin motion on the floor in either direction.When desired, a hose and tools can MANAGER OF GRAFONOLA SHOP. FOR SALE be furnished for cleaning upholstered furniture, The only music store in growing city of over 50,000 August Bowers, formerly manager of the talkingmattresses, curtains,etc. inNorthern Ohio, withlong lease; old established business,centrallylocated;completebutclean' machine department of Bloomingdale Bros., Fifty- AlltheRegina modelsconstitutealineof stock, including Victor and Columbia agencies; ex- ninth street and Third avenue, New York, has vacuum cleaners suitable for all purposes-a line cellent reason for selling;greatopportunityfor right party. Address Mrs. H.E.P.,care The been appointed manager of the Grafonola Shop,that includes high-grade machines at a price with- Talking MachineWorld, 373Fourth Ave., New York. 143 West 125th street, the new Columbia repre-in the reach of those of modest means and of a sentative; which was formally opened last week. quality to satisfy those who demand the best,

111111311111111-li THE TALKING MACHINE WORLD. 35

VICTOR BOOK ON POPULAR DANCES. tion of eack book a personal matter, and asking the customer to visit the store for an individual copy. ThreeModern Dances"Contains,Among The Victor Co.isto be congratulated on the Other Features, Reproductions from Motion high-class and dignified appearance ofitslatest PicturesofLeading Dances asPosedfor aid to Victor dealers, as every page is typical of by Mr. and Mrs. Vernon Castle. the high-grade character of all Victor publicity. How The Victor Talking Machine Co., with its cus- tomary aggressivenessanddealerco-operation, "STANDARD RECORD CLEANER" sent outtoitstraderecentlya most valuable Recently Placed on the Market by The Stand- publication entitled "Three Modern Dances." This ard Gramaphone Appliance Co.,Is Winning To Make book illustrates by the means of moving pictures a Large Measure of Favor in the Trade. the one-step, hesitation and tango, the three popu- lardancesofthe modern danceseries. These TheStandard Gramaphone Appliance Co., 173 moving pictures were all posed by Mr. and Mrs. Lafayette street, New York, placed on the market Dollars Vernon Castle, the most successful exponents of this month a cleaner for disc talking machine rec- the present day dances, who supervise the produc- ords which is officially designated as the "Standard tion of all Victor dance records. Record Cleaner."Although this new cleaner has Yes, been on the market but a very short while, it has and how to make already won the general praise of the company's them grow with a compara- trade because of its numerous merits. In a letter to the trade announcing the advent tively small outlay of time of this cleaner the company called attention to the land money. fact that the device is fully protected by Un'ted States patent.The letter also remarks as follows: That topic ought to inter- "Kindly pass this cleaner over a record: note how sest you, Mr. Talking Machine itautomatically tendsto grip and stay on the record. mach as if it ran on rails.This highly de- Dealer! sired resultis duc to the shape of the cleaning surface.Als6 note that the carpet area issuffi- Just_ figure how admirably cient to cover all lines of the record,first tolast, you could work inpianos the result being that one or two times around the record cleans itperfectly."The cleaner is made with your present line. tip very attractively and is designed to retailat By pianos we mean those 50 cents.The company is making an offer to the trade whereby responsible dealers may receive a which arc called both straight sample cleaner on receipt of 10 cents. In introducingthis "Standard" record cleaner and player -pianos -in fact, the Standard Gramaphone Appliance Co. is adding every member of the piano toits already comprehensive line avaluable ac- cessorywhich will doubtless be equally as suc- family, including glands; but cessful as the well-known "Standard" automatic the main thing is to get your stop and the "Standard" fiber needle cutter which have achieved country -wide popularity.Both of instruments right.In other these products are meeting with a ready sale from words, at values which in- coasttocoast andtheirperfected construction and practicability have been responsible for many sure you liberal profits. testimonials that the company and dealers handling the devices have received from time to time. We have helped many a The success of the company's various products piano merchant to become a can be attributed in a considerable measure to the careful supervision which isbestowed on every successful business man, be- single device that is turned out of the plant, as Thomas W. Kirkman, general manager of the com- cause we have given him pany, is a practical mechanical engineer, who per- values which were not ob- sonally directs the manufacturing end of the busi- ness. tainable elsewhere, and we can help you. We can help PHONOGRAPH PROVES A SURPRISE. you to show profits which Professor Jepson, ofNewHaven, Supervisor of Music, Enthusiastic Over Reproduction of will be particularly pleasing. Edison Disc Phonograph at Chamber of Com- We would suggest that you merce Luncheon in That City. do not delay an investigation Professor B. Jepson, for many years supervisor of music inthe public schoAs of New Haven, of this matter, but take it up Illustration from Victor Dance Book. Conn.(and now supervisor emeritus),recently to-day-right now. The detailed moving picturesofthesethree attended a luncheon at Hotel Taft, that city, given dances are remarkably clear and distinct, givingby the Chamber of Commerce. At the conclusion Don't waste your most simple instructions that will help the beginner toof the repast an Edison disc phonograph did the valuable asset-time-by de- learnallthe dances when usedinconjunction entertaining.The professor, who had never heard withtherhythm and tempo ofVictor dancethe Edison disc, thus expresses his surprise and laying too long! records. The value to the dealer of this new book delight: is incalculable, as he can undoubtedly useitas a "1 must confess I was never more taken back in medium for attracting new trade to his establish- my life.A beautiful soprano voice launched into ment, in addition to its useas ameans for selling a solo.I was not surprised at that, but very much the latest dance records to his present customers.surprised as I looked around the room in vain for The fame and prestige of Mr. and Mrs. Vernonthe soloist.I supposed, of course, that I would Castle give a weight and influence to this Victorfind the lady in the center .of a group of men publication that will give it a ready entree in thegathered in the rear of the room.I was greatly H. P. NELSON homes of the most enthusiastic lovers of the mod- astonished to find that the beautiful voice ema- ern dances, as every dance is shown step by step nated from a phonograph.To sum itall up 1 COMPANY throughitsvariousformations.Fivedifferent must say that Edison's new Diamond Disc is the styles of the one-step, five hesitation waltz steps 'last word' inthe rendition of vocal or instru- Makers of Grands,Uprights and and six different versions of the popular tango are mental music." Player -Pianos all illustrated in this dance publication, affording a Professor Jepson's opinionin musical matters For over wide range of steps for all dance lovers. is regarded with the highest respect. North Kedzie,'North Sawyer, West Chicago Ayes. The supply of these new books is limited, andfifty years he has directed the musical functions and C., M. and St.Paul R. R..CHICAGO. the company suggeststhatVictordealersdis- and destiniesof the New Haven schools, and tribute them discriminately, making the presenta- stands high in the musical world. 36 THE TALKING MACHINE WORLD.

FROM OUR CHICAGO HEADQUARTERS World Office BigCallfor New StyleVictrola. E.P. VAN HARLINGEN, Manager Consumers' Bldg., 220 South State St., Chicago HENRY S. KINGWILL, Associate R. J. Keith, sales manager of the Talking Ma- Telephone: Wabash 5774 chine Co., announces that he is receiving a large (Special to The Talking Machine World.) a machine leavcs the dealer's hands it should be inadvance demand on the new style Type F Victrola CHICAGO, ILL., May 9.-What should be a most perfect condition.In all probability he will have'XI, which will make its appearance in a week or careful bit of information to the talking machine no further trouble.If the machine goes out, how- two.This style is about an inch larger all around trade is found in the report issued May 7 by theever, with some slight trouble, itis probable that than the preceding styles and which is made with Department of Agriculture. the buyer, who knows nothing of machinery, will an interior arrangement of eightshelves, each Uncle Sam's experts promise that 1914 will pro- endeavor to fix it himself and does more harm than holding eighteen records and lying flat.This ar- duce the largest crop of winter wheat ever grown,good. No matter how carefully packed, a talking rangement can be changed to receive records ver- even exceeding by one -fifth the record yield of machine is liable to suffer some little damage in tically. A number of dealers, Mr. Keith says, have 1913.The wheat belt has been visited by a large transit, and the dealer should, upon receipt of ma-ordered liberally for theirfallstocks to insure amount of rainfall and the soil has been so thor-chines, clean them, oil them and see that the ad- deliveries when wanted. oughly soaked that a yield of 630,000,000 bushels justment iscorrect.The dealer should also be Mr. Keith in a recent trip to Indianapolis aided has been promised. We of the Middle West findsure that he himself understands the mechanism ofin the installation of a fine up-to-the-minute Vic- much that is pleasant in the fact that Kansas will the machines which he sells." tor department in the large department store of the grow 132,000,000 bushels; that Nebraska will grow Columbia Retail Growing. Pettis Dry Goods Co.The booths are remarkably 63,000,000 bushels, and that Indiana, Illinois, Mich- Charles F. Baer, local manager of the Colum-soundproof; areconstructed ofsolid mahogany igan, Ohio and Missouri have nearly perfect pros- bia Graphophone Co., reports that a most pleasingand fitted up beautifully.Elmer Gay is the man- pects. With this tremendous amount of wheatfeature of the company's local business is that of ager. and the correspondingly good crops in other grains, the retail store on thefirstfloor of the Ward Mr. Keith also aided in theinstallation of a 1914 should be a record breaking year in the sale building.This department has shown a steady in- new Victor store at Kenosha, Wis., for O'Shea & of talking machines and records.Let us hope that crease every month since it was started, and the Biddinger. every farmer in the Mississippi Valley will see fitprospects for the continuance of the increase are Dan Creed, credit manager of the Talking Ma- to invest alittle of the money that these crops of the brightest kind.The "De Luxe" style has chine Co.,is spending two weeks at French Lick will bring in a fine talking machine and a goodbeen practically sold outin both the wholesaleSprings recuperating from a long season of hard library of records. and retail departments, and steps are being taken work. Present conditionsin the local trade indicateto avoid the inability to deliver these machines. Personals and Visitors. that the major part of the business being done isOther styles running around the $100 mark are Frances E. Clark, head of the educational de- in records of the popular sort, with an especiallyalso in great demand.Columbia dance records partment of the Victor Talking Machine Co., was heavy callfor dance records.A let-upin thecontinue to enjoy a tremendous sale and "Pupp- in Chicago a few days on her way to Minneapolis, dancing craze has been predicted by numerouschen" continues to leadinthisdirection. The where she will attend a convention at which she people for a long time, but the immense sales of complete revised catalog of foreign records has will make an address. dance records have made itclear to the talkingjust been received and itis being used to great William II. Richardson, manager of the South- machine dealers that there is more strength behind advantage by dealers all over the country. A bigern California Music Co., of Los Angeles, was a this revival of the love of dancing than anyone demand is also being met with on the new booklet recent visitor to *Chicago.Mr. Richardson is an thought.There seems to be a decided leaning byon dancing entitled "How to Dance the Modern old music trade man and has been connected with talking machine buyers toward machines running Dances," by G. Hepburn Wilson, who supervises this house for a long time.He reports that al- about $100 in price. The more expensive machinesthe making of all Columbia dance records.These though business lately on the Coast has not been also are a good demand. There is rather booklets are being furnished gratis to all Columbia all that could be desired, nevertheless a decided a lull in talking machine sales generally as com-dealers, who are receiving big demands for them. improvement is beginning to make itself felt.Mr. pared with the past few months, though a compari- District Manager W. C. Fuhri announces that Richardson willvisit the principalcitiesof the son with April and May of last year shows anGeneral Manager Geo. W. Lyle is expected to ar- East, stopping at the Victor, Columbia and Edison improvement. rive here from New York about May 15. factories. "Start Them Off Right." John P. Byrne Dead. N. Wurth, Escanaba, Mich., and W. & J. W. H. H. Schwenker, expert repair man from the John P. Byrne, one of the pioneers of the musical Sproesser, of Watertown, Wis., were visitors to Victor Co.'s factories,is on a trip through this department business and at one time vice-presi- the local trade this week.Mr. Wurth handles the territory instructing dealers in the art of repair-dent and treasurer of Lyon & Healy, died yester- Columbia goods exclusively. ing. machines and keeping them in adjustment.day afternoon at his residence following a long R. W. Smith is a new Illinois traveler for Lyon "The problems with whichI come in contact," illness.Mr. Byrne was sixty years of age and & Healy, succeeding L. C. Cummings, who is to said Mr. Schwenker, "are almost invariably dif-spent the greater Part of his life in the musicbe married shortly.Mr. Smith has also a number ferent, but if I were asked what maxim I would trade.Mr. Byrne is well known to the talking of Iowa river towns. suggest to the dealer I would say 'start the ma-machine trade and the news of his loss will be S. M. Field, formerly floor manager of the Chi - chines off right when you sell them,' that is, when received with great regret. (Continued on page 33.)

TF rEe NPRACTICALr ,FHE THE WADE WADE The WADE embodies the right principle, worked out through The Wade long experience.It is simple, durable and accurate.It trims the' needle at an angle resulting in the best tone. The WADE cutters are made of the best steel and are abso- lutely guaranteed. The WADE isthe most economical cutter.It has aself- acting stop, which prevents waste and enables one to get from 12 to5 perfect playing points.No. 2 has a double action, making it especially easy to operate and affording the most powerful cut of Fibre No.iis a very popular cutter which has given Needle any tool made. Cutter No.2 excellent service. RETAIL PRICES - No. 1, $1.50;No. 2, $2.00 3807 Lake Ave. Order from your regular Dis- PHONE, DOUGLAS 8108 tributor-we sell to Jobbers only WADE & WADE, CHICAGO, ILL. THE TALKING MACHINE WORLD. 37

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COPYRIGHT 1914 CtrAPLas DAMN,

A Good Looking Sky Line is UR location excellent, isn't it? 140 feet on Michigan Boulevard - Plenty of Air and Light - all this makes for Service. Our business has been developed into the Largest Exclusive Victor Distributing Business in the World-all on that one word - SERVICE - You'll find we'll Make Good. THE TALKING MACHINE COMPANY 12 North Michigan Avenue . Chicago : THE TALKING' MACHINE WORLD. FROM OUR CHICAGO HEADQUARTERS-(Continuedfrom page 3S). sago Columbia store, was a recent visitor to Chi- and equally capable dancing wife were introduced KlingsorRecitalSoon. cago.Mr. Field was lately appointed manager ofto visitors to the shop just before they took part The Klingsor Talking Machine Co. will give its the Grafonola department of the Gus Blass Dryin a matinee performance at Orchestra Hall.At introductory recital and demonstration within a Goods Co. at Little Rock, Ark. this performance there was a dancing contest for week or two, according to a statement. made by Don C. Preston, traveler for the Talking Ma-the Castle cup, the winner of which was engaged officers to -day. The line is being photographed and chine Co., who was recently married, spent a few by the management of the shop to dance all week. prepared for exploitation by July1. days of his honeymoon in Chicago.Mrs. Preston Mr. Castle gave a few instructions for dancing, Great Singer Some Day. isnow accompanyingher husband ,onatrip dwelt on what not to do, and spoke of the excel- The little girl born to George W. Davidson, of through the northern part of his territory, which lency of the Victor dance records which he super- the Talking Machine Shop, last month is doing includes Minnesota and Wisconsin. vises. The winners of the contest were Mr. Youngs nicely, as well as her mother.The young lady Mr. Stewart, of the Stewart Bros. Furniture Co.. and Miss Hill, and they are dancing all this weekgives promise of some day being a great singer, of Columbus, 0., was a recent visitor. and continuing to make publicity and friends forand no doubt her proud father will at some future Lew Collins, manager of the contract depart, the shop and its management. time sell Red Seal records of her voice. ment of the Victor Talking Machine Co., was a visitor for a few days to this section. C. L. BYERS ADDRESSES CHICAGO BOARD OF ADVERTISING. B. F. Dvorak is once more with the retail de- partment of Rothschild & Co. Retail Sales Manager of Columbia Graphophone Co. Gives Interesting Talk on Salesmanship and To Make a Fibre Needle, Also. Has Something to Say Regarding the Progress of the Talking Machine. Louis K. Scotford, president of the Cleartone (Special toThe Talking Machine World.) that the most indolent finds shelter in some technic- Talking Machine Co., 32 South Clinton street, an- -CHICAGO, ILL.. May 7.-An interesting little talk al sense of its use.But my conception of work nounces that his company will not only manufac- was delivered by C. L. Byers, retail sales manager isareal red-blooded, energetic, enthusiastic use turethepneumaticturntablediscwhich it of the Columbia Co.'s store, Chicago, before the of the mind and body to the end that defin'te re- manufactures andwhich was recently de- Board of Advertising, which consists of almost 200 -sults may be accomplished.This is the kind of scribed in The Review,but it will also advertising men and sales managers of Chicago industry that succeeds in the talking machine busi- manufacture an improved fibre needle, which hasconcerns-at one of its recent meetings. ness. We have no fixed hours, our time being con- been prepared in such a manner as to greatly in- Mr. Byers, in his preliminary remarks, stated trolled entirely by the exigencies of the business. creaseitsdurability by makingitpossiblefor that salesmanship was a subject worthy of deep In fact, a real wide awake talking machine sales- each needle to be used four or five times without study,scientificinvestigationandphilosophical man sacrifices many an evening's pleasure in order repointing.Itis probable that the company will speculation-that there was no vocation of man so that he may make a call and thus close a sale that also handle additional talking machine accessories. comprehensive in its demand on all of the avail- might otherwise be lost.It is a peculiar fact that The factory on South Clinton street is being rapid- ly put into shape and a large volume of the com-able elements of the entire being. when a musical instrument is to be purchased the pany's product will be turned out within the next He discussed the evolution of the talking ma- whole family buys it, and unless you make a call in the evening, when you can concentrate your month.The officers of the company are:Louis chine from the days when it was merely a toy to K. Scotford, president; M. L. Willard, vice-presi- its present position in the musical world, where versatility on the whole family, your chance of dent ; Arthur F. Agnew, secretary, and George A. ithas assumed a position of overwhelming im- closing a deal is often lost.It is usually necessary McGriff, treasurer. portance, and said: "The talking machine to -day to convince the parents that the spiritual life of the George Ade Delivers Speech is truly entitled to be classed as a necessity just as home cannot be better conserved than by one of W.W. Parsons, manager of the Dictaphone- de- much so as your newspaper, your magazine or yourthese instruments with the beautiful sacred selec- partment of the Columbia Co., made arrangements telephone.Its double educational and entertain- tions; and Amy, a blue-eyed beauty must be con- to -day whereby George Ade, the famous humoristing features make it indispensable in every home.vinced that her tango and maxixe can be wonder- and playright, will deliver a speech to his fraternity I am sure you will admit that a home withoutfully improved with your instruments; and then brothers assembled in convention at Cleveland next music is a home without soul.Can you conceive too, wee Willie, though but aruffle -haired boy, week through the medium of the Dictaphone. After of a more versatile, useful or reasonable priced who usually must be seen and not heard, is a real giving his talk into the Dictaphone, the record w711 musical instrument to -day than the talking ma- important member of the board of strategy when be shipped to the committee in charge of the ar-chine?" He emphasized how the one -price system a talking machine is to be purchased. He too must rangements at Cleveland and the speech willin in vogue in the talking machine field was a boon to know that his cultivated taste for good music can turn be delivered with the aid of a large horn.It the merchant, and said : "While it does not elimi- be pampered by one of your instruments and your is expected that 300 or 400 members will be in at-nate competition between dealers of different lines. classic records, such as the Dill Pickle Rag, the tendance ani will have the opportunity of hearing itdoes remove allpossibility of the cut-throat International Rag or the Raggedy Rag. Then very clearly every word that is spoken by 'Mr. Ade.competition between dealers of the same line.It in order to make your work easier and your heart Although an uncommon occurrence, this has beenalso stimulates a splendid co-operative spirit among lighter, your prospective customer invites a num- done before, and it is related that an octogenarianthe dealers, each feeling that the interests of one ber of his neighbors in to help decide the matter. college professor once delivered a speech in thisis the interest of all." In this manner you are the victim of soirees, and way to his former pupils, gray haired men them- Mr: Byers then proceeded to discuss the principal Kaffeeklatsches, whether you choose 'to be or not. selves, who when they heard the voice of their old matter at issue, as follows: Yet as an industrious patient and long-sofferinK mentor remarked with tears in their eyes, "Isn't Retail Selling of a Grafonola salesman, you wait the time when with a real ven- that just like him ?" and 'He hasn't changed a To begin with, I will give you some idea of what gence you get the name on the dotted line.Here bit." is necessary in a successful Grafonola salesman.is a real test for your versatility.This will either Lyon &Healy StartChildren's Hour. First.Versatility-There is no business in which make a diplomat or a diplornaniac out of you. Lyon & Healy have started "The Children's you are required to deal with every strata of so- In our business, sales are truly commensurate to Hour." a period of from 10 to 12 o'clock on Sat-ciety more than in the selling of the talking Ma-the industry of the salesman. urday mornings when the little sons and daughters chine: One must have a personality of a chamelion Third.It takes a thorough knowledge of the of Lyon & Healy's patrons and the general public nature.It must be able to harmonize quickly with business. The very first preparation of a salesman are entertained through the medium of the. Vic-every type of human character if it would be suc- in any business is to familiarize himself with that trola.The abundance of the Victor records listedcessful; for in our business you are not dealingbusiness. Not merely the manufacture and merit of under the caption of "Educational Series" gives awith a particular class, but with every class.The the goods, but every branch of the business, the policy wonderful opportunity to instruct as well as to rich and the poor, the ignorant and the learned, and ofthefirm,the advertisingplans,theselling entertain the children and they will also be given This versatility plans and the various methods of promoting and an opportunity of hearing the beautiful standardthe American and the foreigner. can be cultivated, itis not necessarily innate. developing the market for the goods.After all works of musical art in such a w.ay as to aid in the salesman is the firm incarnate in an individual. the Some people think success in life depends upon development of theirmusicalsense. Miss The better equipped theindividual, the better Elsie Stein has been placed in charge of this work circumstances, or upon chances.Itis not to be denied that these things have their influence, andrepresented is the firm. Though a man be a caddy, and explains the records to the children as they he should increase his efficiency by a thorough are played. yet nine times out of ten, the men who win have cultivated qualities which have brought them their knowledge of golf.No work you engage in is so Manager L. C. Wiswell announces that Lyon & unimportant that it is unworthy of your study and Healy business continues to be good and that May success and those who lose, have simply neglected this cultivation.Ninety-nine out of a hundred, investigation.Like the great Epaminondos of old, shows a decided increase over May of last year. when elected garbage collector of the city, by his "Machines around $100 are selling very good," said who fail, could have succeeded if they had used Mr. Wiswell, "and in the record department those their opportunities aright.And so the qualitiesenemies accepted, and said: "If the position re- of the dance variety continue to be the big sellers. which blend into versatility can surely be culti- flects no honor on me, I will reflect honor upon it." 'Cecile' leads, I believe, and all of the Castle House vated. In our business, knowledge of the business is truly Orchestra records are going well." Second. Industry-A polite word for hard work.a great factor. Shop Presents the Castles. No profession is more responsive to hard work I have found in my experience that a salesman The Talking Machine Shop scored another big than salesmanship.And the measure of respon- equipped with versatility, industry and a knowl- hit when Mr. and Mrs. Vernon Castle were ex- siveness is especially noticeable in .the talking ma- edge of his business has the three big elements that hibited to a throng of enthusiastic admirers last chine business. make for success. week.The famous dancer and his very pretty Work is a word so comprehensive in its meaning (Continued on rage40.) THE TALKING MACHINE WORLD. 39 ABSOLUTELY NEW Everlasting Dustless Record Cleaner PATENT APPLIED FOR

The Everlasting Dustless Record Cleaner is made of the finest grade of carefully selected wool skin with the wool DUStieS8 cut short. Pot 1,-74.2 DEALER'S Itpolishes,cleans and prolongs thelifeofrecords. IMPRINT Makes them look like new.It positively cannot scratch or mar records in any way, and can be cleaned with benzine, gasoline or cleaner preparation. Retails for 15 cents.Write us to -day. Sold to dealers in dozen lots only.

FRONT VIEW $1.25 per dozen BACK IEW

FIBRE NEEDLE CUTTER

You can order through your OVER Jobber.He 50,000 willsupply SATISFIED you;ifnot, USERS send your order to us.

The wonderful success of the Lyon & Healy Fibre Needle Cutter in the last two and a half years is due to the following facts about the cutter: The Blades of the Lyon & Healy Fibre Needle Cutter are made of the finest grade of properly tempered tool steel. The upper blade is pivoted above and back of the cutting edge of the lower blade. Itis held in place by a very high tensioned spring to insure correct leverage and a perfect point at every cutting. The cutter is fitted with a guide that prevents the cutting away of too much of the needle, and also has a receptacle that receives all the waste.It is very simple and easy to operate, and with ordinary usage should last indefinitely without sharpening. This cutter is invaluable to all users of the Fibre needle, as a needle may be used twelve to fifteen times where one of the cutters is in use. Now is the time to get your order in and share in the profits. Retail Price $1.50

SEND US LIBERAL YOUR DISCOUNT ORDER CHICAGO TO THE TODAY TRADE Largest Victor Distributors 40 THE TALKING MACHINE WORLD. FROM OUR CHICAGO HEADQUARTERS-(Continued from page 38). The retailing of the Grafonola is done in two completely once a week.All signs are made andwhich will be offered to all telephone subscribers ways. In the store or outside of the store.With a outlined to harmonize with the display or season. for a small fee, so that they can hear all the de- well -organized sales force, as much is sold outsideThe window to -day is considered the reflector of bates it their homes. the store as in it. the store.It bespeaks the quality of your goods. Plates have been installed before the bar of the The inside salesman takes the name and addressIt should be a forceful invitation to the passer-by trInnal, inorder, according to French journals,. of each customer to whom he has demonstrated to come in.There is a growing appreciation of that the judges, knowing themselves heard by such but not sold an instrument, and turns it over to the window as a very important part of a store's a large audience, 'will be more strictly inclinedto the prospect department.In addition to the name advertising, and a big asset to the business. justice and intelligence." . and address, he gives full information concerning To close I want to call your attention to an ele- the instrument which the prospect seemed mostment that has done more than anything else to NEW STYLES IN SALTER CABINETS. interested in, and above all, gives any information make our sales continually increase: thatis en- Latest Styles 60 and 80 Designed for Use with he has acquired concerning the nationality, per- thusiasm.It means to do what you do with all Edison Phonographs of Corresponding Nurri sonality or peculiarity of the prospect. your might, it means to be "red-hot," in earnest, bers-Harmonize Perfectly with Finishes of. A card containing all of this data is given to the or enthusiastic in what you do.When a man is Machines-Some of the StructuralDetails.' outside salesman as a lead, and is followed up sys- talking an article of merit, and he has no business tematically by the retail sales manager. talking any other kind, enthusiasmisnecessary. (Special to The Talking Machine World.) The detailed information is valuable assistance One can feign enthusiasm, but itis not genuine. CHICAGO, ILL., May 9.-The accompanying photo':1 to the salesman, as it forearms him with the neces- Enthusiasm that is not felt is false fire, but when graph shows the No. 60 Salter cabinet, which has sary intelligence of the customer's personality. The itcomes from the heartitaccomplishes great been designed by the Salter Manufacturing Co. tc3 securing of this information concerning the custom- things. be used with the No. 60 Edison disc machine. . ers, who seem only slightlyinterestedisvery In the fields of salesmanship and advertising we Like the No. 80 Salter cabinet, which is adver-, important, since I have found very often that the have need of an all -consuming, fiery spirit of en-tised on another page of thisissue, the No. 60 tiniest nibble often proves the biggest fish. thusiasm, and I am sure that the advertising men 4 In passing, I might say also, that the distribu- and the salesmen of this twentieth century, prompt- tion of the prospects is the opportunity for the ed by such a spirit, will blaze a path through the retail salesmanager to use his ability.If he is industrial world, solving all commercial problems, alive to every situation he has studied the respect- developing the best and crushing the worst in all ive abilities of his outside men, and is gu,ded large- business enterprises, and above all, rendering man ly- by this in the distribution. a ruler over his commercial destinies, rather than Salary and commission is our plan of compensa- a victim. tion.The salary to maintain a mutual and recip- rocal sense of obligation as to hours, system, co- WILL SELL TALKING MACHINES. operation and duty. The commission to render the (Special to The Talking Machine World.) compensation fair and just and in exact accord- CHICAGO, ILL., May 11.-The management of the ance with the work and results of the salesman. new $8,000,000 mail order house of Lundin & Co. I am heartily in favor of commission to sales peo- informs us that they will have a complete depart- ple.I contend that on an exclusive salary basis ment of talking machines, pianos and accessories. one of two things exist.The salesman is either The management referred inquiries as to the de- getting more than he is worth, or he is getting less tails to R. B. Handley, the new buyer for this than he is worth.Commission establishes, an equi- department, but he was absent from the store for librium in the compensation.It is especially suc- the day. cessful in our line, since a good proportion of our The new mail order house of Lundin & Co. is sales are closed at night, and unless the compen- a combination of several concerns, of which the sation for each sale is worth while, the salesman, only ones at present made public are Lundin & Co., for lack of an incentive, will neglect the night callsat present in the mail order business at 117 North and thus curtail the sales of the firm as well as his Elizabeth street, and James A. Pugh and the Pugh own. Terminal Warehouse Co. at 365 East Illinois street. The store and its arrangement is a great subject The new concern has been incorporated under the in itself, and one that cannot get too much con- laws of Maine for $8,000,000, and Mr. Lundin was sideration.Time will not permit me to dwell on very positive in his statement that all of the stock this, but suffice it to say that the store must behad been sold for par and that it was nearly all Salter Cabinet Style 60, Open. nicely furnished and kept immaculately clean, es- sold.The officers of the new incorporation are harmonizes in every way with the machine itis pecially where itis catering to the best people. Frederick A. Lundin, president, and James A.designed tp be usedinconjunction with.The The goods 'must be arranged with the element of Pugh, treasurer.The present offices are at 117 cabinet is finished in a fine grade of fumed oak, is human appealin mind.Remember always the North Elizabeth street and the permanent address mission indesign and no doubt will enjoy the merchandise is primarily to sell, and secondarily to will be at 365 East Illinois street. same popularitythatallofthe other cabinets exhibit, and that the latter is merely the means to designed by the Salter Manufacturing Co. for use the end. COURT DEBATES AT HOME. with cabinetless machines have met with. The window display surely comes very close to Paris Palace of Justice to Have Phonographic The No. 60 and the No. 80 cabinets are both the advertising man.This is the place to work in Arrangement. fitted with thefelt -lined compartments that have the individuality of your sales manager.Here is distinguished the Salter product.They also both where originality should play a prominent role.I A novelty in the new buildings of the Palace of possess a simple and accurate index that enables make it a rule at our store to change the windows Justice,inParis, France,isa "themisophone," the owner to find the desired selection instantly. Increase Your Record Business by Using This New Cover FrN'RG'vgal--- Victrola Record Supplements GETTING THE ORDER-The records desired can he marked on the return postal while the recipient is perusing the supplement.No inconvenience-no chance to forget.This means in- creased business for you. ATTRACTIVENESS -Illustrations that create attention and tell their story vividly and con- vincingly at a glance. Color changed monthly to harmonize with the color scheme of the supplement.. DISTINCTIVENESS-A service that is open to but one Victrola dealer in a city. INDIVIDUALITY-Your name and address printed on the cover.The cover appears to he of your own construction. RESULT PRODUCING COPY-Appropriate for different occasions. LINKING YOUR NAME WITH YOUR PRODUCT-Your message isplaced before the. recipient on every reference to the supplement. It creates an insepara- ble association between Victrolas and your store. One recalls the other. PRACTICABILITY -These covers reach you monthly, prior to the OUR NEW CUT arrival of your supplements.You have time to address them before CATALOG FOR supplements arrive.Merely draw the edge of the supplement over a SPRING AND moist sponge, insert the supplement and fold. SUMMER Write us for a sample cover and price list ADVERTISING JUST ABBOTT-YOUNG-ADAIR-CO. COMPLETED 542 S. Dearborn St., Chicago SEND FOR IT THE TALKING MACHINE WORLD. 11

THE EXCLUSIVE FEATURES

of the Salter Cabinets are what make for perfect satisfaction on the customer's part.

NOWHERE ELSE CAN YOU OBTAIN THESE FEATURES. YOU NEED THEM TO -DAY.

Records are perfectly preserved by felt -lined, individual compart- ments from scratching and warping.Each Record instantly found by our simple indexing system.Dustproof.

THE SALTER LINE has the TALKING POINTS and SELLING FEATURES.

Every Columbia Dealer should write to -day for our Catalog. SALTER MFG. CO. No. 112 Cabinet for Columbia "Favorite." 337-43 North Oakley Boulevard CHICAGO

Co., may take on the agency for a well-known PLANNING FOR SUMMER TRADE IN MILWAUKEE. line of talking machines ifthe necessary quar- ters can be arranged in the company's store at 90 Talking Machine Men Expect Big Business trot, Vacation sts-New Records Very Popu- Wisconsin street. lar-Tisch-Hine Co.in New Quarters-Edison Recital Proves Big Attraction ----What Move IntoNewQuarters. the Various HousesAre Doing toCapture Business-Edmund Gram Dansant. The Tisch -Hine Co., handling the Edison dic- tating machine in Milwaukee, Wisconsin and upper (Special to The talking Machine World.) and jobbers areinclinedtobeoptimistic. Of Michigan. has moved into new and larger quar- MILWAUKEE, WIS.,May 11.-Thc retail talking course,theindustrialsituationisnotquiteas ters at 450 Jackson street.The company has been machine businessin Milwaukeeisbeginning to brisk as it might be, although itis improved over meeting with such a brisk business in the dictating ease up somewhat, but dealers are confident that a month ago.The recently issued report of the machines thatit was absolutely necessary to se- they will meet with a fair trade before the usual Wisconsin Industrial Commission on the free em-cure larger and more quarters. summer dulness settles down.One of the most ployment bureaus about the state shows that there Crowds Enjoy Edison Recital. hopeful signs of the situation is the fact that theare few men out of employment. Allthe big The interesting Edison recital, given recently annual summer resort trade will soon make its heavy machinery plants in Milwaukee are in opera- in the red room of the Hotel Pfister by William appearance.\Visconsin and Michigan are dotted tion, although not all are working full time.The Idle, special representative of the Thomas A. Edi- with lakes of all sizes and descriptions, making ancrop outlook all over Wisconsin isexceptionally son, Inc., was a decided success and brought out ideal summer resort territory.Not only \Vincon- good and reports from adjoining Statesinthe large numbers of people who were anxious to sin and Michigan people, but people from manyNorthwest are just asfavorable.Farmers havehear the new Edison disc machines.Mr. Idle, who ofthe surroundingStates havetheirsummer completed their early spring seeding, and grain has been in Milwaukee for several weeks, assist- homes inthisdistrict.Itisonly naturalthat is up in most sections of the State.The soil has ing thePhonographCo., ofMilwaukee, in se- these people want talking machines in their sum-been in the best of condition all the spring, and, curing new dealers and otherwise getting the pub- mer homes and camps, so an excellentfieldis unless something unforeseen happens, a bumperlic thoroughly acquainted with the Edison goods, opened upforthe\Visconsintalkingmachine grain crop ought to be harvested.Farmers arehad issued invitations to hundreds of Milwaukee- dealer.The Wisconsin dealer found several sea- now preparing for their corn crop.When crops ans. Itissaidthatsalesof the Edison disc sons ago that summer resorters were good cus- in this section of the Northwest are satisfactory, machinesatthe handsome new EdisonShop, tomers for the purchase of smaller styles of ma- italways means that general businessispretty operated by the Phonograph Co., of Milwaukee, chines to be taken to their summer homes.The liable to be good. and at all the other Edison agencies, have shown owner of a large machine does not want to ship The NewRecords Popular. a steady increase since the recitalat the Hotel this away from his city home, but heiswilling The new May records put out by the different Pfister. to take along a small machine, so that he can companies have been selling especially well.Of NewEdison Agents. play hisrecords and have hisusual entertain-course, all the dance records, particularly those of Among the many concernsabout Wisconsin, ment. the tango type, are decidedly popular, and dealerswhich have taken up the agency for the Edison Dealers and wholesalers report that there is aare put to it to secure enough records in this line goods of late,is the Heppe Cash Store at Hart- considerable relief from the shortage of machinesto meet the demands of the trade.The booklet ford, Wis. The firm has arranged attractive new and records which has been experienced in Mil-just issued by the Victor Talking Machine Co.,parlors on the second floor of its store and has waukee during the past few months.Trade is notgiving instructions in the new and popular dances,been holding a series of public recitals to acquaint quite .so brisk and dealers have been able to gethas been in big demand in Milwaukee, and dealers the public with the new Edison disc machines. their stocks up in fairly good shape once more.say that it has been a great business getter. Much The Phonograph Co., of Milwaukee, now has sev- Jobbers still have some trouble in getting enough favorable comment is heard on the excellent man-eral hundred Edison dealers in Wisconsin alone. of the most popular styles of machines to meetner in which the book has been prepared, show- Mrs. Frances E. Clark a Visitor. the demands of their dealers, butthis situationing various poses of Mr. and Mrs. Vernon Castle Mrs. Frances E. Clark, formerly supervisor of is not general with every style of machine as was and moving pictures of thevariousdance steps. music in the Milwaukee public schools and now the case a couple of months ago. May Take on Talking Machines. head of the educational department of the Victor Business Outlook Is Excellent. Frederick D. D. Holmes, manager of the Mil-Talking Machine Co.,isinMilwaukee atthe The general outlook isfairly good and dealerswaukee branch store of the F. G. Smith Piano (Continued on page 42.) 42 THE TALKING MACHINE WORLD. The New Salter EDISON Cabinet With an Individual Felt -Lined Compartment for Each Record

Front, Back and Sides of 5 -ply stock.Outer surfaced with selected figured Mahogany or quarter -sawed White Oak.The heavy round columns are one piece.Top solid Mahogany or Oak, finished to match machines. Trimmings all heavily nickel -plated.

Size 331/4 inches high by 201/4 x 25 inches Holds 72 Records For No. 8o Edison Disc Machines. SALTER MFG. CO. 337-43 North Oakley Boulevard CHICAGO

PLANNING FOR SUMMER TRADE IN MILWAUKEE Mrs. Castle.The sales of dance records have, (Continued franc page 41.) naturally, increased at a remarkable rate as a re- sults of the visit of the Castles. present writing as the guest of Miss Margaret of dealers for Victor machines, but that a record Kunde Featuring Columbia Line. L. Canty, supervisor of primary work in the local shortage is experienced at times.Miss Gertrude A. G. Kunde, Columbia jobber and retailer, has public schools.Mrs. Clark stopped over in Mil-F. Gannon, head of the Wisconsin Talking Ma-moved from his former locationat 516 Grand waukee on her return from the music supervisors' chine Co., has returned from a visit to her formeravenue to temporary quarters at 915 Grand avenue, national conference in Minneapolis.Mrs. Clark, home at Dixon, Ill. where a very attractive and high-class store has Battin Managing Schuster Department. while connectcd with the Milwaukee schools, was been opened tothepublic. Three new booths the first to introduce the talking machine as an A. H. Battin has assumed the management ofhave been erected and new fixtures have been in- agency in the teaching of music, and her phenom- the Victor department of the Edward Schuster & stalled throughout.The Miller Brewing Co.is enal success here attracted the attention of educa- Co.'sdepartmentstoreatTwelfthandVliet preparing to erect a large store and office build- tors all over the country. streets.Plans are under way for arranging newing on the site of the store formerly occupied by Closed ManyVictrolaSales. and larger quarters for the Victor department at Mr. Kunde and, when itis completed, probably Paul A. Seeger, manager of the Victor depart- the Schuster store on Third and Garfield streets.about October 1, Mr. Kunde will open a large and ment atthe Edmund Gram Piano House, hasMiss Elizabeth Hughes is in direct charge of this handsome store in the new structure.Mr. Kunde been especiallyfortunate of lateinsecuring a department.Miss Hughes has been meeting with says that the new store will be one of the finest large number of high-grade Victrola sales.The a fine business of late. in Milwaukee, and one that will do justice to the talking machine business at the Gram houseis Window Displays Interest. J. H. Becker, Jr., manager of the Victor de- Columbia line. double that experienced a year ago. Report Big Business. Gimbel Bros. Concentration. partment of the Hoeffler Manufacturing Co., 306 West Water street, has been arranging some un- Officials of the Gensch-Smith Co., featuring the The recent action of Gimbel Bros.. in combining Victor line at 730 Grand avenue, say that if busi- their piano and Victor departments in connectionusually interesting window displays since he as- formerpositionatthe ness in both the talking machine and piano line withtheVictor quarters on thesecondfloor, sumed chargeofhis continues to improve as it did in April, it will be seems to have been a most satisfactory arrange- Hoeffler store.Mr. Becker has been engaged in the talking machine businessin Milwaukee fornecessary to seek larger quarters.The sales force ment, asL.C. Parker, manager of both depart- covering Milwaukee has been increased several ments,reports that businessin both lines hasthe past ten years and the many friends whom he shown steady increase of late.The Victor busi-has made have followed him to the Hoeffler store, times of late. ness at the Gimbel store during April attained a so the business of the talking machine depart- Fashionable Dansant Attracts. iiew high mark. ment of that store has shown a decided increase Something new for Milwaukee piano houses To EnlargeQuarters. of late. was inaugurated bythe Edmund Gram Piano featured a "dansant" C. W.Abbott, manager of the Victor depart- Prominent DancersInterest. House on May 8, when it ment at the Boston store, has completed plans for Mr. and Mrs. Vernon Castle, the well-known in its Steinway parlors.Miss Frances Pritchard enlarging the present Victor quarters at the store. societydancers of New York, were scheduled and Chester Hemmer, both of New York, demon- Handsome new booths will be installed and double to appear at the Pabst Theater in Milwaukee on strated the new dances and showed what perfect the space will be available.It is expected that the May 11, and every Victor house in the city hasmusic is furnished by the Victrola and the Pianola. work will be done before next fall.A brisk busi- made the most of the advertising opportunities Two programs were rendered, one at 4 o'clock in ness is reported by Mr. Abbott. which the event has afforded.The Castles' tes- theafternoon and oneat8.30inthe evening. RecordShortage Still Noticeable. timonial regarding the Victor line has been fea- Tea was served in the afternoon and refreshments Harry T. Fitzpatrick, manager of the Wiscon- tured in the local papers, while dealers all over in the evening.Large crowds of people attended, sin Talking Machine Co., jobber for the Victor thecity have begun sending to their customers and the affair proved to be a great advertising line,says that several new Victor dealers have thelittlebooklet,issued by the Victor Talking scheme for the Victrola and the dancing records. been secured in Milwaukee and about the State MachineCO,called"Three ModernDances," Paul A. Seeger, manager of the Victrola depart- during the past month.Mr. Fitzpatrick reports illustrated by moving pictures, with complete in-ment atthe Gram store,operated the Victrola that his company is now able to meet the demands structions and fullsize photographs of Mr. andXVI., which was used. THE TALKING MACHINE WORLD. 43

No One Can Tell THAT THE MACHINE AND CABINET Are Not Built As One

This pleases customers and helps sales.Other features of all SALTER Cabinets are powerful influences for sales.The sepa- rate, felt -lined compartments assure a customer.He can see that Records will not scratch or warp, but remain as good as new.

THE SALTER LINE is a great help to any dealer in making A PROFITABLE BUSINESS

Write for our complete Catalog. SALTER MFG. CO. No. 19 Cabinet for No. IX Victor Machine. 337-43 North Oakley Boulevard CHICAGO

LAMENIIMMI, ENTERS TERPSICHOREAN FIELD. dealers' closing numerous sales of machines and Buffalo, N. Y., one o.f the stores controlled by the dance records. Musical Instrument Sales Co., New York.E. P. R. M. Huntting Resigns from New York Talk- Cornell, Victrola purchasing agent of the M. I. S. ing Machine Co. to Exploit Modern Dances. MORTIMER D. EASTON MARRIED. Co., visited Buffalo this week to attend Mr. Clif- R.M. (Bob) Huntting, Jr., one of the popular ford's installation as manager. members of the road sales staff of the New York Mortimer D. Easton, son of President Easton, Talking Machine Co., 81 Chambers street, Newof the Columbia Graphophone Co. and advertising CHANGE MADE IN WAREROOMS. York, Victor distributer, resigned from this posi- manager of the Dictaphone, was married last Sat- Talking Machine Department of Pease Piano tion last week in order to devote allhis time urday to Miss Marie Rankin, of Goshen, N. Y. Co., Brooklyn, Moved to First Floor. to the exploitation of the modern dances.Mr. The wedding, which was held at the home of the Huntting ranks with the most successful profes-bride, was a very simple one, only the near rel- The talking machine department of the Pease sional dancers now before the public, being ex- atives of the bride and groom attending. PianoCO,.'Sbranch at 34 Flatbush avenue, Brook- ceptionally gifted in this direction. Mr. and Mrs. Easton sailed Tuesday for a sixlyn, handling both Victor and Columbia products, At the present time Mr. Hunttingis confining weeks' trip abroad and according to their presenthas been moved from the basement to thefirst his dancing primarily to the presentation of the plans will visit England, France, Switzerland and floor of the store, with the convenience of cus- modern dances in conjunction with Victor products. Italy, returning to America by way of the Riviera. tomers as the main object. Three attractive sound- Mr. Huntting iscalling on many of the leading While abroad Mr. Easton will pay a visit to the proof rooms have been fitted up in the rear of the Victor dealers and arranging to demonstrate at London office of the Columbia Co. main wareropms for the display of talking ma- their warerooins the adaptability of Victor dance chines and the demonstration of records. recotds to the artistic hiterpretation of the mod- NEW J. N. ADAM VICTOR MANAGER. ern dances.His many years of experience ill the \Vestley R. Clifford, formerly connected with the DANCING HELPS BUSINESS. Victor sellingfield, coupled with his remarkable Victrola department of the Forbes & Wallace store Up -StateMerchantSaysDemand forMusic dancing talent, have enabled Mr. Huntting to offer at Springfield, Mass., has been appointed manager Records Is Active. real co-operative service that has resulted in theof the Victrola department of J. N. Adam & Co., "Business up the State is dull," said a merchant from a northern town yesterday."There is only one line of my trade thatisactive, and thatis Edison DISC growing so fast I can hardly keep up with it.It is due to the craze for dancing. "I put ina talking machine department some Phonograph time ago, and business in it has been pretty regu- lar until people began to dance.Lately I have had Dealers to increase my force in that department, and itis doing a big trade.The biggest demand isfor Attachmentis THEbuilt "Perfection" to play lateral cut records dancing records.I cannot get them in sufficient on the Edison Disc Phonograph. The quantitiestosupplythe demand."-New York ball -bearing hanger jointgivesita free and flexible motion when travel- Times. ing across the record;alsoit can be used with or without the feed rake. If you haven't seen or had this attach- ment, send us an order. You will TRUTH WELL STATED. surely buy more, as itis one of the bestaccessoriesever placed on the "When a manufacturer puts his business name market in the history of the phono- graph business. Itwillsurelyincrease your machine sales, asit gives and theretailprice on his merchandise, he has perfect satisfactiontotheretail' pur:haser.Reproducer and Attachment, practically signed acontract with thepublicto $5.50, for all three finishes-gold, oxidized bronze and nickel. deliver goods worth that price.His success de- 42 Boylston Street pends upon public approval of the quality at the NEW ENGLAND TALKING MACHINE CO. BOSTON, MMASS t, price."-American Fair Trade League. 44 THE TALKING MACHINE WORLD. If Pavlova, the incomparable, rehearses to the music of Columbia instruments and Columbia dance records.Do you grasp the significance of such an en- dorsement as an advertising possibility in your locality

(Write for "Music Money," a book "full of meat" for those Columbia Graphophone Company dealers interested in quick and frequent turnover of capital.) Woolworth Building, New York

selling an Edison disc machine. He did not think TALKING MACHINE TRADE BOOMING IN ST. LOUIS. there was such a thing until a few days ago, when he voluntarily took back a machine that had been Jobbers Report Excellent Volume of Orders from Out -of -Town Dealers-AeolianCo.,De- placed in the home and the sale signed, sealed and partment Getting Settled in New Quarters-Columbia Co. Store to Be Remodeled- delivered in the most proper form.The obstacle Many New Additions to List of Edison Disc Dealers-Recent Visitors to the City. to the deal came from a most unexpected quarter. It was a note from the agent of the apartment (Special to The Talking Machine World.) ters at the Furniture Exchange Building at Four- house in which the purchaser lived to the owner, ST. LOUIS,Mo., May 9.-The talking machine teenth and Locust streets.Already, he says, it has notifying him that phonographs were not permitted business in this vicinity is keeping up the merrybeen demonstrated that business can be handled There may be a in the building and that he had waived the privi- clip that it has set for this year. with more facility in the new quarters, where his lege of such music when he had signed the lease slight lull in the retail business, but what has oc- force has sufficient space to handle several orders fur the apartments. The letter continued: curred there is more than offset by the pace set by at once, than in the old cramped quarters. He also "The other tenants are complaining about your the jobbing business. The jobbers, without excep- is learning how much time ittakes to build the machine, not so much because of objections to a tion are declaring that out-of-town trade has been necessary furniture for a healthy jobbing talking phonograph, but rather in the spirit that if you are excellent and gives every indication of continuing machine business.At the old plant they built herepermitted to have a phonograph they should be so.The orders, too, are very satisfactory in that and there as the furniture was required, and when permitted to. have one too." they are for fairly high-priced machines. The day it came to moving this plant and building what The purchaser of the Edison disc was probably of shipping any old thing to the country evidentlywas needed in addition, he finds that itis more of The the most disappointed person concerned in the deal. has passed.The same is true of records. a job than he anticipated and, instead of being He had had the machine inhis apartment long jobbing business on records has been along the ready for business in the best form by the 1st ofenough to get very much attached to it, and it was same numbers as that demanded by the town trade. May, he is counting on getting to regular pace in with regret that he returned it. The dance continues to be the thing. dispatching orders by May 15. Miss M. L. Sutter, secretary of the Silverstone Harry Levy, manager of the Aeolian Co. talking Stocks are in better shape, Mr. Levy reports, and notice of her intended retire- excellentjobbing Music Co., has machinedepartment,reports despite handicaps, he has been handling the busi- ment in the near future, as she will be married to business while he is getting settled in his new guar - ness in excellent form. W. W. Ohlweiler the latter part of June. "The record business has been the retail feature," M. L. Reynolds, the Silverstone traveler,isin Mr. Levy said."While the grand opera season Arkansas and southern 'Missouri this month, and is Simplest and Most Accurate. made a demand for records of that class, it cannot reporting some excellent business and new disc be denied that the dance is the thing and that most dealers. Net weight only 11/2 oz. people would rather remain at home or go to a The Silverstone Music Co. list of Edison disc neighbor's and dance to a talking machine than go jobbers has reached the century mark, twelve of to hear any of the real opera stars.The free book whom are in the city.The 100th firm put on the showing how to execute three of the new dances list was the Hollenberg Music Co., of Little Rock, is going to be an excellent business promoter." Ark.Some other new dealers are:A. B. Carne, Standard At the Columbia Co.'s warerooms General Man- Pierce City, Mo.; Benedict -Boyce Music Co., Gales- ager Duffy and Retail Manager Duffy each haveburg, Ill.; McQueen Bros., Carrollton, Mo.; C. W. one principal object in their present work. Mr. Hess,Butler, Mo.; Bush & .Carne,Dyersburg, Reid is looking forward to the remodeling of the Tenn.; T. J. Evans, Pittsburg, Kan.; W. H. More- store, and he hopes to see this work begin any land,Jr.,Metropolis,Ill.;N.T.Holbrook, Automatic day now.The start has been delayed because of Carthage, Mo.; H. L. Hoover, Springfield, Mo.; the weather, which has been decidedly unccrtain, J. W. Guisinger, Fayetteville, Ark. and as the contemplated changes include the prac- E. E. Paddon has been added to the office force ticaltakingoffofthebuilding, none thereis of the Silverstone Music Co. Stop anxious that it shall begin until they are at least Some recentvisitorsfrom near -byterritory assured of tarpaulin weather until the changes can were:J. J. Dowdy, of Dexter, Mo.; F. J. Haley, be made.The company will stay in the quarters Jr., Louisiana, Mo.; Miss Benedict, of the Bene- . . $2.00 Nickel. while the changes are being made and expects somedict -Boyce Music Co.,Galesburg,Ill, and John Gold . . . 3.00 inconvenience while the work is under way, but it Prader, of Paris, Mo. expects to more than make up for lost time when the new store is attractive to visitors. A COMPREHENSIVE TRADE LINE. Mr. Duffy's principal object of attackisthat Send 25 cents stamps AttractiveSpecialties Carried by theS.B. purely summer form of trade that comes from Davega Co. Which Will Interest Dealers. for free sample summer clubs, outing organizations and the like, and he has a nice line of this business lined up, The S.B. Davega Co., 831 Broadway, New some of them for rather high-priced machines, and York,isa business enterprise conducted in an Order through your jobber. he has delivered a number of the smaller machines up-to-date manner in every respect.Aside from 'for the outing clubs that do not have quarters suf- being large jobbers of talking machines, this com- Liberal Discounts. ficient to justify the investment in a high-class ma- pany jobs a line of specialties which have been chine.The Columbia sales force believes that thefound by many to go perfectly with the talking dance fad of this year will bring increased trade machineline.IncludedinthisareIngersoll along this line. watches, sporting goods of various kinds, Gillette' Standard Gramaphone The Columbia made considerable effort to realize razors, Thermos bottles, roller skates, etc.Dur- on the grand opera records after the brief seasoning the dull season the talking machine dealers Appliance Co. of that music, and is convinced that it captured its have found that these accessories blendclosely share of the trade that resulted. withthetalkingmachinebusiness,makingit 173 Lafayette St., New York Mark Silverstone, of the Edison Shop, says that possible to create a patronage for the various lines he has at last found an insurmountable difficulty to which help to meet overhead expenses. THE TALKING MACHINE WORLD. 46

FINE QUARTERS IN PITTSBURGH. cured after the fire.In spite of the great handicap large concert hall, which promisesto be unique Work of Remodeling Store of Columbia Co.,under which business has been carried on, Man-in every way.In size and from the viewpoint of Burned Out Some Time Ago, Progressing ager Nichols reports that the trade for April was architecture and decoration itwill rival many of much larger than that of the same month last Rapidly-Kaufmann Bros.Elaborate De- the local theaters.The lower floor will seat close partment Now Completed-Talker Depart. year. to1,000, and the balcony, which surrounds three ment for Sterling Piano Co.-Other News. The KaufmannBro.'sVictroladepartment, sides of the auditorium,will accommodate four which started out last January under many disad- or five hundred more.Victrola concerts will be vantages of lack of equipment, has been brought, (Special to The Talking Machine World.) held here at regular intervals, Saturday beingset PITTSBURGH, PA., May 8.-Work on thelcical within the past few weeks, to a point that closely asidefor entertaining juvenile audiences. Man- approachesperfection,throughtheuntiring Columbia branch, which burned out thefirstof ef- ager Rudderow, who was formerly with E.F. the year, is progressing rapidly and Manager S. H. forts of the manager, H. N. Rudderow. The de- Droop & Sons Co., Washington, D. C., feels justly Nichols saysitwill be ready for occupancy by partment is on the eleventh floor of the splendid proud of what has been accomplished thus far in about May 15.When completed, the store will new Kaufmann building.It contains eight demon- the Kaufmann Bros. new department, and he de- be one of the finest and most up to date in thisstrating rooms, measuring ten by tenfeet, and clares that the outlook is exceedingly bright. section of the country. The demonstrating rooms,made of double French plate glass.These booths An indication of the tremendous demand for which have been increased to nine, are finished in were planned by Mr. Rudderow inconjunction Victor talking machines inthisterritoryisap- mahogany andwillbe made practically sound- with the architect, and alone cost $17,000 to erect. parent on a visit to the busy quarters of the Stand- proof.The entire inner part of the building has Another featureisthe record shelves, also de- ard Talking Machine Co.. of which J. C. Roush is been rebuilt and the mezzanine floor, which will signed by Mr. Rudderow, to accommodate the manager.The output of Victors is breaking all be occupied by the offices and bookkeeping depart- two complete stocks of records which are kept records, and the indications now point to a year ment, has been greatly enlarged. The company has on hand. Taken as a whole, the departmentis that will mark a new precedent. had temporary officesinthe Bessemer building of the most complete and carefully appointed to The Sterling Piano Co. is contemplating the in- and also opened a temporary store in the Fulton be found anywhere.Just off of the Victrola and stallation of a talking machine line, but plans have building, as soon asa new stock could be se- piano departments thereis under construction a not yet fully matured, nor has any particular line been decided upon. The S. Hamilton Co.'s talking machine depart- ment reports a splendid business for its first month at 815-817 Liberty avenue.The S. Hamilton Co. 41 Union Sq., New York has been featuring the "V. E. C. Triplets." The Boggs & Buhl talking machine department, recently removed from the second floor to, its splen- did up-to-date quarters on the fourth floor with TO OUR CUSTOMERS : the new piano department, has had a very en- couraging amount of business. A large addition 2` We are informed that a certain com- has been made to the stock of records, and prep- arationsarebeing madetohandlearapidly panyisadvising the trade that it has growing trade. The McCreery & Co.Victroladepartment, brought suit against us on certain of its under the new managementof Cbas. S. Hotaling,reportsanexceptionallygoodbusi- patents. nessforthepastmonth,anda promising outlookforthefuture.Although thedepart- We wish to notify our customers that ment is not as large as some in the city, there are few anywhere that can compare withitin point this suit will be vigorously defended by us, of furnishing and equipment.There are five ele- gantly furnished demonstrating roomsandone and we have the utmost confidence in the large parlor for displaying instruments.. All are lit by the indirect system, which brings out the outcome of the litigation. We are advised beauty of the instruments, furniture and draperies to the fullest extent.The highest class of trade by our patent counsel, is catered to exclusively, and no expense has been spared in making this one of the finest sections in Mr. Waldo G. Morse and the McCreery store.The department wasin- stalleda year and ahalf ago by the Musical Mr. John L. Lotsch, of 10 Wall Street, Instrument Salei Co., of New York, making this another link in their long chain of Victrola and New York, N. Y., piano departments in many large citiesall over the country.Mr. Hotaling, who has been with the company ever since its coming into existence, that we do not infringe any valid and exist- was recently sent to put the Pittsburgh depart- ment on a higher basis.With the hearty co-opera- ing patents owned by any company, and tion of McCreery & Co. his success here has ex- that we stand ready to defend our custom- ceeded even the highest expectations. ers against all litigation.If you are served A. N. THOMAS TO GO TO MANILA. A. N. Thomas, connected with the Columbia with any papers, communicate withus Graphophone Co.'s retail department for a num- ber of years, willsail next week for Manila to immediately. become manager of the talking machine depart- ment ofI.'Beck,Inc.,a large and progressive store in that enterprising city. TRITON PHONOGRAPH CO., Inc. PATHE FRERES CO.'S NEW QUARTERS. The Pathe Freres Phonograph Co. has leased By JOEL A. KRAUS, As Presideni. the entire second floor of the building just erected at 29-33 West Thirty-eighthstreet, New York. The company will announce its plans for the usage of this 5,000 square feet of floor space in the very TO THE TRADE: near future. LYNCH APPOINTED MANAGER. - If you are sued it will be toyour W. Lynch,formerly connectedwith Landay Bros. and Sol Bloom, well-known localVictor interest to communicate withour patent representatives, was this week appointed manager of the Victrola department of the O'Neill -Adams counsel or us immediately. Co., New York.John L. Post, manager of this store's piano department, had also been acting as manager of the Victrola department prior to Mr. Lynch's appointment. 46 THE TALKING MACHINE WORLD.

ACTIVITY IN INDIANAPOLIS. VICTROLA FOR IMPERSONATOR. FIVE NEW ARTISTS IN LINE. The Leading Talking Machine Establishments Miss Ruth Graham Purchases Instrument from Mme.Kitty Berger, of Harp -Zither Fame, and Handling the Various Lines Are Doing a Neal, Clark & Neal Co. After Many Tests. Elias Breeskin, Violinist, and Three Vocal- Very Satisfactory Business-Stewart Talk- ists Make Records for Thos. A. Edison, Inc. ingMachineCo. RemovesItsWholesale (Special to The ialking MachineWorld.) Rooms-News of Month Worth Recording. BUFFALO, N. Y., April 30.-Miss Ruth Graham, Fiveartistsare being featured by Thos. A. an impersonator, who has made the Littlest House Edison,Inc.,inits July listof records,allof (Special to The Talking MachineWorld.) at Williamsville, N. Y., her permanent home, has whom make contributions of merit; two, in par - INDIANAPOLIS, IND., May 4.-Although there haspurchased a Victrola from the Neal, Clark & Neal been a great deal of unrest in connection with Co., Main street, this city.Miss Graham is a New the county and township primaries which will be work artist, playing chiefly for New York'sfour held Tuesday, May 5, the talking machine busi- hundred. When Miss Graham bought the Victrola ness has not been affected.All dealers reportshe told W. J. Bruehl, manager of Neal, Clark & good business conditions. Neal's, that she decided to take theVictrolabe- The Columbia Graphophone Co.'s store at 27cause of its fine tone and the remarkable range North Pennsylvania street, reports a large sale of of music at her disposal. the records made by Margaret Woodrow Wilson. An attractive window display was put on by the INTRODUCES THE TRITON MOTOR. Columbia Co., showing a photograph of Miss Wil- son and a small American Flag which was kept Quite a large demand is being created for mo- flapping by a hidden electric fan. tors for talking machines, and, it is said, that this The' Stewart Talking Machine Co. is enjoying field of endeavor is proving very prolific to the a good business, and W. S. Barringer, manager, companies having the proper line of merchandise. and his help is somewhat more cheerful as theThe Triton Phonograph Co., 41 Union Square,. tosellingthe result of the Victor factory sending some goods New York,inaddition Triton Eugene Emmett. Homer Rodeheaver. Phonograph, which retails for $10, is offering a out this way.The Stewart company has the fac- ticular, have won a national reputation which will ulty of getting the orders.Its only difficulty has line of talking machine accessories among which is the Triton motor. insure their records being received with consid- been to get the goods to fill the orders. eratiOn and approval. The Stewart Talking Machine Co. has moved This isillustrated elsewhere in this issue, the main feature of the Triton motor, being its sim- Elias Breeskin, who got his early instruction in its wholesale warerooms from North Alabama and the Imperial Conservatory of Ekaterinoslav, Russia, Court streets to the Wulsin building, a new indus- plicity."There isnot a surplus piece of metal trial block, in East Ohio street, just east of North about. the Triton motor," added Mr. Kraus, man- Delaware street.The new wholesale department ager, "and every part has its definite function to of the Stewart Talking Machine Co. is very at- perform.This makes the cost 'exceedingly low. tractive and much more roomy.The additional All parts of it Are made at our factory at Berlin, business which is being handled by the company Germany, and we guarantee it to be solid and dur- made necessary the move into larger quarters. able.Itisnoiseless and may be wound while The Kipp -Link Co., distributer of the Edison the instrument is playing." machine, is enjoying a decided increase in the sale of the new Edison disc machines.Announcement BREAKING ALL RECORDS. of several downtown depots where the Edison disc "Up to the present time we have closed the best machine may be obtained is expected from theyear in our history," said G. T. Williams, man- Kipp -Link Co. in a few days.Itis known thatager of the New York Talking Machine Co., 81 contracts for several places have been made be- Chambers street, New York, the prominent Victor tween downtown stores and the Kipp -Link Co. distributer."Month for month we have shown a splendid gain over the preceding months o.f 1913, OPERATIC RECITALS IN DALLAS. and our business up to the 20th of April exceeded Irving Kaufman. EliasBreeskin. The Dallastalking 'Machine'Co.,ofDallas, that of the entire month of April of last year, which was, by the way, the best Aprilin ourand who was a student of Franz Kneisel after Tex., has been featuring extensively during the his arrival in this country, is represented by two past few weeks a series of operatic lectures by history." Prof. 'Hans Kreissig, a well-known musical au- numbers for the violin-Schumann's "Traumerei" and "Romance."This young Russian produces a thority.The operas presented by Prof. Kreissig When you look aboutin amoving picture show included "Tosca," "Rigoletto," "La Boheme" andin the afternoon and wonder how in the world so full, rich, authoritative tone of noble quality. Mme. Kitty Berge r, "Aida."Victor records were used toillustrate many men fool away time in that fashion, you can each opera, and the series of lectures attractedbe sure that's just the thought that occurs to thethe celebrated harp - other men ! zitherplayer,whois crowded houses. unique in this field and widely known and es- teemed in musicalcircles, introducesherselfand Special this beautiful instrument Sendfor a package of our Improved Half -Toneand Loud inthatlovelyIrish melody of Moore :"Be- ToneNeedles in New Style Envelopes. lieve Me If All Those Endearing Young If you want to advertise yourself, we Charms." The harp - will put your own name or trade -mark zither makes a remark- ablerecord,andas on the envelopes, or will pack in played by Mme. Berger Puritone envelopes. is an artistic treat. KittyBerger. Eugene Emmett sings with rare charm and native' ability "Norah McNamara," a typical Irish song, Quality Guaranteed in which he displays a tenor voice whichisa kcen delight.Irving Kaufman, tenor,sings"I' The Best Needles mean profit and Love the Ladies" with vim and enthusiasm, while Mr. Rodeheaver, who is musical director of the' satisfaction. evangelist meetings of "Billy" Sunday, makes ad- If you want to sell 1,000 Needles at a time instead of 100, use mirable records of six revival hymns, which he, ' sings in a robust baritone voice with tremendous the "Dean -packed" Needles.Five boxes of 200 each, Extra force and conviction. Loud, Loud, Opera, Medium and Soft packed in a carton. The best package and fastest seller on the market. Write for samples. RECEIVER FOR ALBUM MAKER. 'Charles L. Brookheim has been appointed re- ceiverin bankruptcyfor Edwin F. Skinner, manu- facturer of albums for holding talking machine JOHN M. DEAN, CORP. records at 27-29 Walker street, New York, under Talking Machine Needle Manufacturers the title of the Shafford Album Co. A meeting of the creditors will be held on May 1 at the office of, PUTNAM, CONN. Peter B. Olney, referee in bankruptcy, at 68 Will- iam street. THE TALKING MACHINE WORLD. 47 neighbor, and also competitor, in the next block. TRADE PULLING POWERS OF CLOSE OBSERVATION. "He noted that trade seemed to pass by his 71. store and make for the store in the next block, but Ability to Observe Closely Is of Inestimable Va!ue to the Talking Machine Dealer-An for what reason he could not fathom.Both stores Art That Should Be Developed-Represents the Key That Has Unlocked the Doors sold about the same line of goods at almost identi- of Success to an Army of Business Men-Practical Talk for Practical People. cal. prices; bath rendered about the same 'service; the location of both was ona par.The sales- When that troublesome customer, Business De- Page 36, F. J. Bowers, Pathe Freres, Tells of man also noticed the store front of the concern pre;sion, pays you avisit,as he has a way of.World Trip. that seemed to be getting the business was brightly doing with every member of the "talker" fraternity Page 38, Reminiscences of Early Talking Ma- painted; presto! he had the solution. at some time or other, and you findyourself chine Days. "Turning to the merchant he said: The reason groping about in the murk of despondency, bring Page 39, Miss -Wilson's Columbia Records. your trade is falling off is that your store presents your forces of observation into action.Find out Page 43, Supervising Dance Records. an antiquated appearance, the frontis badly in what your more fortunate competitor is doing and Page 50, The Rimington Lolor Organ. need of a coat of paint; the passer-by thinks the follow his lead, adding thereto, sundry elaborate Page 51, "StageFright" Before the Talking goods on your shelves are on a par with the ex- variations of your own. Machines. terior of your store.Note the bright, spic and span All that any business man endowed witha Page 51, Will Reward Inventors. normal brain needs nowadays in order that he may Page 52,LatestPatents Relating toTalking achieve atleast a modest portion of successis Machines and 'Records. an idea in embryo to. work upon. Therefore, when Page 54, Record Bulletins for May, 1914. the storm clouds heralding the approach of the Read the above listcarefully, and you cannot failure tempest loom blackest, go out and find that but agree with me. idea. A simple solution of the problem, is it not? Idon't suppose you ever thought to show The Your journeying need not be extensive. You may World to your customers, or to explain to them find what you want in thc same block.It may be why they should subscribe?Itwill be to your gazing out at you from the window next door or interests to do this, because after a careful perusal from the one across the way.At all events, you of its pages they will not only cease to be tyros will find it somewhere and in short order if your at. the "talker" game but will come to, you equipped power to observe has been developed to a sufficient to talk trade in your own tongue.This will save sensitiveness. your vocal organs from the exertion of answering A very good way to get at the wished -for idea what must often seem foolish questions and place is to make a comparison between the other fel- you on a mutually agreeable footing.Try it and low's store and your own.This proceeding being see. carried out with care and deliberation, arrive at a There isno, reason whatever why a business conclusion from the data at hand, whether the saidperiodical as newsy and instructive as The World HowKeenObservation Counts. comparison is in the other fellow's favor; and if shouldconfineitscirculationstrictlytotrade appearance of your rival; the paint and woodwork so,in what particular?That point being made boundaries, and the sooner you realize this and pass fairly glisten in the sunlight.' clear, all you have to do is to borrow a little of the good word along to your patrons, the better it "The merchant for the moment was insulted. his superiority.Then the storm clouds dissolve, will be for everybody concerned. "Said he to the observant salesman.:'What do and the sunshine of success invades your establish- Returning to the subject, "The Trade Pullingyou know about storekeeping? You never kept a ment once again. Power of CloseObservation," thePhiladelphia store." Were I a talking machine dealer, Mr. "Talker" Evening Telegraph has this to say: "No," replied the alert salesman, "I never did; Man, my method of getting at a trade -bringing "The power of observation is indeed a wonder. on the other hand, I never laid an egg, but 1 know idea in the shortest possible space of time would ful gift, a gift no worker on the success road can a good omelet." By way of finale, Mr. Dealer, allow me to sug- be through the medium of a trade journal.Do afford to slight or overlook.Itis the factor that gest that you consider with sufficient gravity two you ever peruse the pages of The World for any causes men to rise from obscurity to fame. other purpose than to run through the local news questions: "Strange asitmay seem, at times a perfect and the advertisements?Let me ask you a per- First-The great stimulus that can be given your stranger to the inner workings of a business can business through the faculty of keen observance. sonal question: Do you see this periodical every suggest ideas and innovations which the person month?In the mountains of Kentucky there are Second-that the relations between your patrons who is nn the inside fails to observe, simply be-and yourself can be mutually enhanced by intro- folks who cannot call the President of the United cause he lacks concentrated power of observation. States by name, and who have never heard the ducing to them The Talking Machine World. As an example, thc owner of a small store in the HOWARD TAYLOR MIDDLETON. strains of a phonograph-two deplorable proofs ofoutlying district of the city was one day observed their primitiveness.It seems to. me, Nlr. Dealer, by a salesman looking intently at his windows, at "Don'tsandcant's"are among thegreatest that the "talker" man who does not subscribe tothe same time scanning the store front of his The World resides in the vicinity of thc Kentucky stumbling block on the road to success. mountains, so far as trade doings are concerned. UNION PRICES: SOUND Gold plated, UNION No. 1 The function of a trade journal is to provide a $5.00. Patent No. 776-672, others pending. rich mine of information relating to the particular BOX Nickel, or oxidized, field of which itis the representative, and to neg- $4.00. lect taking advantage of the opportunities it pre- sents to acquire valuable recipes for big business is a great mistake and shows a poorly developed sense PRICES: Gold plated $2.50 of observation. Nickel or oxidized 2.50 Believe me, I am not writing this to curry favor 4 with my editors. They may think this story sounds too much likc an advertisement, and return the EASY SELLERS manuscript, for allI know.However, my deep- AT the left is the new UNION Sound Box just out, taking Fibre or any make of needle.Itis the seated respect for what The World means to every latest improvement in sound reproduction, and fits all talking machine dealer wit& subscribes to it, bids Disc Machines. me take a chance.Therefore Iboldly state that some day I hope; Yes, and expect. to see it in the hands of every "talker" man on the globe.Itis UNION SPECIALTIES unique initsline.Why shoulditnot be thus The upper right-hand illustration shows UNION No.1,for playing widely circulated. Columbia and Victor records on Edison Machines. UNION No. 1 contains Another thing that I desire to get off my chest the UNION Modifier feature.The lower right -band illustration shows the is the fact that The World is mighty good reading UNION Modifier, a quick -selling device, giving Edison, Victor and Columbia for the owners as well as the sellers of talking owners absolute control over the volume of sound.The UNION NEEDLE UNION BOX fills another long -felt want. MODI- machines,Its instructive articles relative to the Fl ER Writeto -day fordescriptive folders and latest developments in 'graph and 'phone manufac- prices on these four easy -selling specialties. List prices shown here, usual discount to dealers ture, the advance record lists, the able editorials, All persons selling goods infringing our patents are liable to suit the latest patents, etc.. arc all of vital interest to for such infringement. Pat. UNION NEEDLE Pend. everyone who owns a "talker." BOX for Edison THE UNION SPECIALTY In glancing through the April number I find no Machine. less than eleven stories which I guarantee to pro- AND PLATING CO. vjcle absorbing entertainment to the public at large. 409 Prospect Ave., N. W. Cleveland, Ohio 1 back up my assertions as follows: PRICE: Page 4, Makes Records of Birds' Voices. Finished in PRICES: Page 7,Process for Enlarging and Reducing Mahogany, Circas- WRITE F 0 R Gold plated.$1.00 sian Walnut or Fumed NEW FOLDERS Nickelor Disc Records. Oak, any finish,50c. oxidized... 1.00 48 THE TALKING MACHINE WORLD. OPEN NEW VICTOR DEPARTMENT. Elaborate Preparations Being Made for Han- dling the Line in the Store of Lindsay & Morgan Co., Savannah. Philadelphia can be likened to the palm of the (Special to The Talking Machine World.) SAVANNAH, GA., April 27.-A Victor talking ma- shipping hand, for as the thumb and fingers chine department has been added to the business of the Lindsay & Morgan Co. Workmen are now extend, so does the delivery service of engaged in the construction of booths and the con- verting of space on the main floor for the new department. The matter of the new department has been under the consideration of the officers of the com- Louis Buehn pany for some time and it was decided that the tune was ripe for the company to enter the field. The decision carried with it provision for an ex- Philadelphia tensive line of Victor machines and records. The new department will be under the manage- ment of Benjamin F. Rensing, who has been con- cover all important points within several hun- nected with the company for a number of years as cashier. dred miles of this city.This enables speed in delivery, and you canrest assured that our HIGH PRICED EDISONS SELLING. stocks A. W. Toennies, Jr.,of the Eclipse Phono- areascompleteasitispossibleto graph Co., Tells of Business Developments. get them. "The higher priced models of Edison disc ma- chines are continuing to outsell by far the cheaper machines," said A. W. Toennies, Jr., of the Eclipse Phonograph Co., 208 Washington street, .Hoboken, Edison Cylinder and Victor DiscProducts N. J., exclusive Edison disc and cylinder jobbers. "The machines retailing from $150 upward are the types that are meeting with a ready sale in our dealers' establishments, and the demand for this The dances class of goods has naturally created splendid clien-"HOW TO DANCE MODERN DANCES." presentedinthispublicationin- teles for our patrons. Title of an Important Publication Issued by the clude the one-step, hesitation, maxixe and Argen- tine tango. "April business showed a gratifying increase over Columbia Co.-Comprehensive in ItsScope. Mr. Wilson discusses these popular dances as though he were giving private instruc- last April, although each month so far this year The Columbia Graphophone has been ahead of the corresponding 1913 month. Co.issuedthis tions in one of the many artistic studios and every month an important publication entitled "How to The outlook is generally satisfactory, and during movement isillustrated by pictures which were the past few weeks we closed contracts with a Dance the Modern Dances" that should prove one posed for by Mr. Wilson and one of his capable number of well-known dealers to handle the com- staff teachers.Every change of step in each of plete Edison disc line." these dances is included in the description of the dance and suggestions as to the proper carriage, A NEW FILING SYSTEM. position,swing,etc.,of the dancers accompany each illustration and general description. The OgdenInventionMeets withRequire- In referring to this new volume a member of the ments of Ta!king Machine Men. Columbia staff said:"With the completeness of The Ogden Record Sectional Unit and Filing this new dance publication Columbia dealers can System is one which will appeal to talking ma- offer it to their patrons or prospective customers chine men.This constitutesa complete record with the assurance thatitscareful perusal will filingsystem and enables thefll.ngof record; gave the reader a proper and thoroughly adequate so that itis possible to locate any desired recor1 understanding of the most popular modern dances. instantaneously.Itisequippedwithspringin "As a dealer help this dance book isentitled each compartment that holds allrecords in up- to premier consideration in the realm of talking right position regardless of quantity of records machine literature and the Columbia Co. in offer- filed.Warping in any way is prevented. ing its dealers this important co-operation is car- One feature of the Ogden system is the small rying out its fixed policy of giving Columbia deal- It has Illustrations from Columbia Dance Book. ers every possible assistance in the development of space required for its big record capacity. of the most valuable dealer helps the company has a large accessory and supply drawer at base.It their business and the consistent growth of their ever offered its trade.There is no doubt but that profits." constitutes a simple, adjustable signal system forthe present-day dances have not yet reached by quickfiling. The manufacturer,J.B. Ogden, Lynchburg, Va., will be pleased to supply descrip- any means the summit of their popularity and any assistance that is rendered the dealers in develop- "TALKER" RECORDS FOR HOSPITALS. tive circular and price list to all interested parties. ing this profitable field is greatly appreciated. The New York visiting committee of the State A number of talking machine men who investi- Charities Aid Association has been making an gated thissystem have beenpleased with the The new book issued by the Columbia Co. is edited and compiled by G. Hepburn Wilson, M. B., appeal through the medium of the local press for results. one of the best known dancing teachers inthe talking machine records for use in New York Sweet, Reed & Housed, who have succeeded the country and a leading exponent of the modern City'shospitalsand almshouses.Attentionis Penna. Music Co. in Williamsport, Pa., report a dances.Mr. Wilson has for some time been super- called to the fact that the great majority of in- steadilyincreased businessin Columbia talkingvising the making of all Columbia dance records stitutions have some kind of talking machines, machines in their very attractive quarters in theand itis due in a considerable measure to his though many more could be used to advantage. Y. M. 'C. A. Building in that city.The members careful supervision and detailed knowledge of the There is a great need of records, however, and of the firm are all progressive men who intend to present-day dances that Columbia dance records the committee states that every kind of record be heard from. have scored such a country -wide popularity. is acceptable. The Columbia automatic stop. The most accurate automatic stop made and the easiest to operate. Gun Metal, $2.00 list.Nickel Plated, $2.50 list.Gold Plated, $3.00 list. May be adjusted tobothColumbia and Victor disc machines. Order from any Columbia Distributor. ME TALKING MACHINE WORLD. 49

\ Ic.KeeSurgicalInstrumentCo.,Washington, EDISON DISC PHONOGRAPH JOBBERS DINE F. K. DOLBEER D. C.; W. A. Meyers Co., Williamsport, Pa.; Mil- waukee Phonograph Co., Milwaukee, Wis.; Pacific Tender Him Testimonial Dinner at Hotel Knickerbocker-Presented with Chest of Silver -Initiated Into Jobbers' Association After DueCeremonies-A Most Enjoyable Occasion Which Closes with a Lively Session at Churchill's-Those in Attendance.

Frank K. Dolbeer, who recently retired as man-tory information, and was then shown and ad- ager of phonograph sales of Thos. A. Edison, Inc., vised regarding thedetails of a new style of to assume the management ofthe PhonographAmberola, about three inches high. Corporation of Manhattan, 443 Broadway, New There were a number of impromptu speeches York,receivedawelcomeintotheranksof and countless tokens of esteem, ending with the the Edison jobbers on April20, when he waspresentation of a beautiful chest of silver.Mr. tendereda testimonialdinnerattheHotel Dolbeer was overwhelmed by this splendid mani- Knickerbocker by the Edison disc jobbers of thefestation of friendship op the part of his new as- United States and Canada.H. H. Blish presided, sociates in the jobbing field, for he is now a full- and thedinner committee consisted of W. 0.fledged member of the Edison Jobbers' Associa- Pardee,L. N. Bloom, N. D. Griffin and C. B. tion, having been elected unanimously after a very Haynes. Men journeyed from Canada, Minnesota, "trying ordeal" and "duly initiated into a knowl- Iowa,Virginiaandotherfarawaypo:nts edge of the Edison line" and its splendid merits. to pay a tribute of honor and respect to their old At the conclusion of the initiation, the party friend, eighteen being present. left the Knickerbocker and, following Walter Kipp After the dinner proper, during the course ofand his "nanny" goat, paraded up Broadway to which the party was entertained by a pianist and Churchill'swheretableshadbeenreserved. F.K. Do:beer, a monologue artist, the candidate, in the personA pleasing surprise was the presence in Churchill's Phonograph Co.;San of Mr. Dolbeer was prepared for the ceremony of Elizabeth Spencer, the well-known singer, who Francisco,Cal.,Pardee - EllenbergerCo.,Boston,Mass.;F.H.Silli- man, Boston, Mass.; W. 0. Pardee and H. L. Ellenberger, New Haven, Mass.; The Phonograph Co., Chicago, Ill.; The Phonograph Co., Kansas City, Mo.; Proudfit Sporting Goods Co., Ogden. Utah; Schultz Bros., Omaha, Neb.;Silverstone Music Co.,St. Louis, Mo.; Southern California Music Co., Los Angeles, Cal.; Southern Talking Machine Co.. Dallas, Tex.; the Phonograph Co., Cleveland, 0., B. W. Smith and L. N. Bloom; R. S. Williams & Sons Co., Ltd., Toronto, Ont., H. G. Stanton; American Phonograph Co., Detroit, Mich., E. P. Ashton; American Phonograph Co., Gloversville, N. Y., N. D. Griffin; F. E. Bolway, Sr. and Jr., Oswego, N. Y.; Buehn Phonograph Co..Pittsburgh, Albert A. Buehn; Denver Dry Goods Co., Denver, Col.,H. N. Richards, and Eclipsz!PhonographCo.,Hoboken,N.J.,A. William Toennies. OPENS STORE IN MONTGOMERY. (Special to The Talking MachineWorld.) MONTGOMERY. ALA.,May 7.-E. W. Dahlberg. for several years business manager of the talking machine department of the E. E. Forbes Piano Co., has purchased the entire department from this concern. He has opened the Dahlberg Talking Machine Co. at 110 Dexter avenue, this city, where he intends to augment the following, which he Las won through his very successful methods in de- Wel'I-Known Men at Dinnerin Honor of Frank K. Dolbeer. veloping business. has made many Edison records, and who sang a of initiation into the ranks of the Edison Disc AIDS CHURCH FUNDS. Jobbers' Association and it was a "trying ordeal." verse directed particularlyat Mr. Dolbeer, and First came the election, and, upon opening thepaying tribute to his many good qualities, arousing The Koch & Droge Piano Co., well-known Vic- ballot -box, it was discovered to have been stuffed great applause. tor dealer, lent a Victrola recently to the Christ outrageouslywith white and black ballsabout It was a great evening, thoroughly informal andLutheran Church, of that city, which was giving a equally proportioned. exceedingly enjoyable.It shows the esteemin Victrola concert to raise funds.This concert was A rising vote, unanimous, made Mr. Dolbeer which Mr. Dolbeer is held when men journey thou- a gratifying success, and the company's courtesy regular member of the association without further sands of miles to pay him honor.Itis indeed and consideration were greatly appreciated by the ado, although he still had to pass through the worth while living to attain such a position of congregation. "second degree."The final degree consisted of esteem in the trade world. being requested to ride a toy "nanny" goat with The various firms representedatthe dinner, Clarence, you can rest assured that when a man cannot think of anything to kick about it isasure a large,althoughartificialvoice,inapproved greeting, were the Girard Phonograph Co., Phil- lodge style, and then accept a loving cup.The adelphia,R.P.Cope;Harger & Blish, Des signthat heisfailing mentally.-New Orleans latterwas aplaintin cup with three handles, Moines,Ia.,H. H. Blish;Hayes MusicCo., States. roughly soldered on, and from which all present Toledo,0.,\V. H. Hug;C.B.Haynes & drank the health of their guest.Having passed Co., Richmond, Va.,C. B. Haynes; Kipp -Link Pattern your facts after dollars.If they ring throughthemysteriesofinitiation,thecandi- Phonograph Co.. Indianapolis,Ind.,W.E. true and arefull weight, they're "legal tender" date was then declared entitled toall inside fac- Kipp; Lawrence H. Lucker, Minneapolis, Minn.; anywhere. Send 50 cents in stamps for sample "Standard Fibre NeedleCutter." The easiest selling accessory ever offered the trade. Appeals to the women buyers. Retains chips. Artistic. Built like a watch. Compact.Powerful. Liberal discounts. Order through your jobber. STANDARD GRAMAPHONE APPLIANCE CO. 173 LAFAYETTESTREET, NEW YORE CITY 50 THE TALKING MACHINE WORLD.

Every money -making reason for carry- ing the Columbia line of records gets a 50% increase in strength by the addition of the new Columbia Double -Disc Dance Records listed in the June supplement (out May 20th).

(Write for "Music Money," a book "full of meat" for those Columbia Graphophone Company dealers interested in quick and frequent turnover of capital.) Woolworth Building, New York

Coast, and who retailVictor products attheir ACTIVE DEMAND FOR MACHINES ON THE PACIFIC COAST. various branch stores, areopeninga new branch in Eureka, Cal., under the management of Geo. Increased Interest in Talking Machines Attributed to Dancing Craze-Exposition Bring- C. Dillon, who was connected with the trade in ing Many People to City-New ColumbiaDepartmentOpened atSacramento- that city some time ago. Sherman, C:ay & Co. Open Branch with Victor Line in Eureka-New Edison Agents. The appearance of several artists making rec- (Special to The gallon MachineWorld.) was also ahead of the other months so far this ords for talking maAines on the Coast the past month, including Mischa Elman and David 13isp- SAN FRANCISCO, CAL., April 29.-Various talking year.C. P. Leroy, traveler from this office, has machine interestshere emphasize thefactthat just returned from a trip down the Coast, on ham, has stimulated interest in high-class records the demand for machines was particularly good which he found dealers enjoying a normal business, generally. the past month.In some instances itis reported and preparing for better times in thefall. SECURE EDISON DISC AGENCY. that the machine part of the business was almost Chas S. Mauzy Married. equal to December, and by others that the 'machine Chas.S.Mauzy, who is associated with his father The Flanner-Hafsoos Music House Selected by sales were the best for any month in a long time, in the .Byron Mauzy music business on Stockton the Milwaukee Phonograph Co. to Handle with the exception of December.The increased street, having charge of the talking machine de- Edison Line on East Side. interest in machines is attributed to the continuouspartment, was married on April 29 in this city to (Special to The Talking Machine World.) appeal to the public to use the talking machine in Miss Mildred Alice Dovey.The young couple MILWAUKEE. WIS., May 8.-The Edisondisc connection with dancing, the craze for which con- are now away on a honeymoon trip and upon their phonograph line has been takenup bythe Flanner- tinues unabated in this vicinity, as shown by the return will make their home here.Byron Mauzy Hafsoos Music House at 417 Broadway, handling ever increasing demand for the new dance records. reports a very goad showing for Aprilinthe the A. B. Chase, Estey, Christman, Lauter,Weg- Local dealers have reason to anticipate businesstalking machine department, where Victor, Colum- man, Lyon & Healy and Brinkerhoff pianos. keeping up fairly well all summer. The exposition bia and Edison products are handled. The Milwaukee Phonograph Co., jobber in Wis- is already bringing many people to the city and the New Columbia Department in Sacramento. consin and upper Michigan for the Thomas A. work to. be done between now and the opening A new Columbia department was opened in Sac- Edison, Inc., has been desirous of letting one of of the fair will require not only the presence of ramento, Cal., the middle of April, by the Wasser-the east side piano houses carry the Edison goods, mechanics, but large clerical and executive forces man-Gattmann Co., who conduct a general depart- and chose the Flanner-Hafsoos house because of as well to look after the concessions and the in-ment store business there.The formal opening its high standing and because it did not carry any stallation of exhibits.This,itisexpected, will of the new department was one of the most elab- other line of talking machines. compensate to a large extent for the regular exodus orate events of its kind ever held inthat city. A full stock of the Edison goods has been re- from the city during the vacation season. Large floor space has been assigned to that part of ceived at the store and is being featured in the Pacific Phonograph Co. in New Quarters. the business, and a -large stock of machines and windows of the establishment.Florian F. Planner, The move of thePacific Phonograph Co. to records was assembled prior to the opening, which junior member of the firm, says that three large its new quarters in the Sachs Building on Gearywas heralded by large ads in the daily papers. parlors will be installed on themainfloor so that street the past month marked a decided forward The store was specially decorated for the occasion the Edison line may be featured properly. stepfor that concern.The new establishmentand much interest was shown in the expansion of The master minds of constructive statesmanship has been fitted up on an elaborate scale for a the business. molded the American Government.The master jobbing business. The building is new and of mod- Bacigalupi's Good Report. mind of an inventive genius forced Edison to re- ern construction, designed specially for offices, so Peter Bacigalupi, Jr., who operates the Baciga- veal to the world the wonders of electricity. the company was particularly fortunate in securinglupi talking machine business, reports a very good large quartersinit,occupying, asitdoes, thebusiness the past month in both Victor and Edison entire third floor and nearly all the fourth. products.He enjoyed an outing the first of the A. G. McCarthy Interested in Exposition. month with Leon F. Douglas of the Victor Co., PHONOGRAPHISCHE Andrew G. McCarthy, who looks after the. Victor- who residesin MarinCounty, California. Victrola part of Sherman, Clay & Co.'s business, BetterTrade with Kohler & Chase. as well as Phil T. Clay,is giving considerable P.H. Beck, proprietor of the Kohler & Chase ZEITSCHRIFT attention to exposition work.Both served on the talkingmachinedepartment,says,businessfor special committee which arranged for the elaborate March and April showed improvement over the BERLIN C.19, GERMANY Phoenix Fete on the grounds May 1, 2 and 3. Mr. first two months of the year in both machines and McCarthy visited the company's wholesale Victor records.Higher priced records are in better de- warerooms in Los Angeles the latter part of April, mand than for some time, and the $100 Victor- The oldest and most up-to- and reports things in good shape down there. HeVictrola is having a big call. says all the Sherman, Clay stores did a satisfactory New Edison Disc Dealers. date trade paper covering the talking machine business the past month, the reports Severalmore California dealers have signed up talking machine line published in being particularly good from the Northwest. for the Edison disc line recently.They include the German Language. Lively Columbia Business for April. the Avery Drug Co., Yreka; Sisson Drug Co., W. S. Gray, district manager for the Columbia Sisson; Hawthorne & Broderman, Long Beach, and PUBLISHED WEEKLY. FOUNDED 1900 Graphophone Co., leftfor the Northwest a few the Weed Mercantile Co., Weed. days ago on a short trip with the intention of New Storein Richmond, Cal. Circulates all over the world. bringing A. Glenn, manager of the Portland office, P. C. Hawley has opened a new music store in SPECIAL EXPORT NUMBERS who has been ill for some little time, to California Richmond, Cal., under the name of the Hawley thinking that he might improve more rapidly down Piano Co.He has a well -stocked Victor-Victrola appear in four different languages at here. F.R. Anglemeier, who looks afterthe department, andis making a strong feature of regular intervals. wholesale end at the local warerooms, says the that part of the business. Subscriptions for this talking ma- sales of machines proper for April was almostSherman, Clay & Co., Branch in Eureka,Cal. chine publication10 Marks yearly. equal to December, the $75 and $100 styles coming Sherman, Clay & Co., who are distributers for Sample copies sent free. in very strong.Record business for the monththe Victor Talking Machine Co: for the Pacik THE TALKING MA CHINE W ORLD. 51

2 GRESHAM BUILDING, BASINGHALL STREET E. C., LONDON, W. LIONEL STURDY, MANAGER.

Trade Conditions in London and Throughout as may result from a rather peculiar clause affect- £10 costs.An order was made for delivering up EnglandAreCertainlyNot Overbright-ing the yearly profits of each concern.This point of the unstamped records and masters, which, it Various Reasons Assigned in Explanation of is really interesting; it stipulates that "should thewas said, had already been destroyed. Sales Slump-Cheapening of Record Prices, record output of any one maker exceed in 1914 Scala Record Co. Suffers Fire Loss. Better Quality of Goods and the Class ofthe production of 1913, for every record over the The premises of the Scala Record Co., Ltd., 80 Trade Indulged Have Been Factorsof value of 2.20 marks, 20 pfennig must be paid into City road, London, were the scene of a somewhat Moment - German Manufacturers Combinethe convention cash account for distribution among serious fire on the afternoon of April 27.Just to Fight Price Cutting-A Momentous Move those firms whose turnover shows a decrease." A after the luncheon hour flames were discovered -Scala Record Co., Ltd., Suffers from Fire remarkable idea, to say the least.It has too many issuing from the basement, which contained a large -Interesting IssuesofRecordsforthe possibilities.However, we read that competitionstock ofrecords, gramophone cabinets, wooden Month-New Co'umbia Artists-Edison will be mainly confined to the quality of the rec- trumpets, motors,etc.A strong contingent of Cylinder Records Will Continue to Be Made ords.A number of firms have refrained from firemen withtheir engines and apparatus were -News oftheMonth WorthRecording. joining the Convention of Manufacturers, as itis soon at work, but owing to the dense black smoke, called, but they are at liberty so to do if they wish.attributed to the burning records, by the way, it (Special to The Talking Machine World.) Itis intended to control the various distributing LONDON, E. C., May 2.-Elements adverse to the became necessary for several men to descend into sources, and to this end a list of factors and dealers the basement and so secure a direct attack on the sale of musical instruments and records have ob-has been prepared. Although each manufacturer tained this last few weeks, and not a few traders flames.For this purpose smoke helmets or breath- has a free hand illthe choice of wholesale dis-ing apparatus were utilized, and as soon as pos- assert that the period has arrived when the official tributing agencies, no one must be supplied outside season may reasonably be regarded as over.One sible men with powerful hydrants got towork. the agreed list.An agreement also covers the rela- By this time the basement and ground floor had must admit that gramophone trade conditions aretions of the manufacturers and the chosen retail- certainly not bright; indeed it would really seem been very severely damaged.After an hour's hard ers, the gist of which is that the latter bind them: work, however, the firemen gained control and that business is, for the time being, suffering under selves to handle exclusively the productions of as- a cloud of depression of unusual duration and completely extinguished the outbreak.The dam- in ex-sociated makers, who include the following impor- ag:. to premises and stock is roughly estimated in strength.Various reasons are assigned tantcompanies. DeutscheGramophon,Inter- planation of the sales slump, notably the fine sum- the neighborhood of four figures.Messrs. Lock - national Zonophon, Carl Lindstrom. Beka, Favor-wood's premises situated nextdoorto the burnt merlike weather, holidays, strikes and disturbed ite, International Talking Machine. Odeon, Lyro- industrial conditions generally, all of which does building,fortunatelyescaped, apart from some phon, Dacapo, Homophon, Anker, Kattiope andslight damage from smoke and water. not militate in favor of sales progress. Polyphon Musikwerke.For the different makes The aftermath of the shilling record proposition Your representative arrived on the scene early, of records a standard price agreement has beenand afterward was enabled to make what was has also contributed largely to. an unsettled market, drawn up and ratified by the convention, which paymentsbeingexceptionallybad,andcredit necessarily but a superficial survey of the damaged has also sanctioned a limit being placed upon the building.Everywhere was confusion and wreck- doubtful in several cases.Confidential informa- number of records to be issued per month by each age.A more complete examination on the next tion discloses anything but a pleasing prospect in concern.Another clause provides for the regula- relationto the future welfare of some of the .day revealed the power of fire and water.To tion of wholesale and retail profits, and the prac- wreak such havoc as was apparent in so short a cheap record houses. The class of trading indulged tice of annual or bi-yearly exchanges is consider- time as sixty minutes was really surprising.The in has been all along more or less unprofitable, and ably revised.Unsalable records may, however, be basement bad water ; the inevitable consequence is gradually yet surelyreturned for partial credit under certain prescribed Leading gramophone men and the floor was still slightly covered, and piles of making itself felt. conditions.For breaches of the agreed terms and others whose interest in the talking machine tradestipulations a system of fines has been instituted.half -burnt stock, soaking wet, were to be seen is more than superficial, regard the situation asThe convention agreement operates as from July allaround.At the time of writing the actual being very unsatisfactory, alike from the viewpoint 1 next, and remains in force for twelve months.cause of the fire had not been ascertained and no of its immediate as well as its ultimate effect upon Leo. B. Cohn, H. Eisner and Mr. Seligsohn areinformation was available beyond the fact that it Ihave it on an already severely tried market. entrustedwiththe management ofthispraise- had originated ill the basement, where it is believed unquestionable authority that a deal was recently worthy endeavor to clean the Augean stable. some wood shavings used for packing purposes made in good double -sided records at the remark- New Hearing in Big Copyright Case. caught fire. able figure of four pence halfpenny each, this price Harold Bosman, a director of the Scala Record Such The adjourned proceedings in the great copy- including copyright dues and freightage. right case (reported in my last contribution) againCo.. informed your representative that be had re- amazing evidence as this is clear indication that came on for hearing before Mr. Biron, the magis- ceived many expressions of sympathy and offers the cheap record proposition is. still a live one. trate, at the Old street police court, London. De-of help from the trade.He was very much in- Far from nearing its doom, itis a bright hope fendants were William Jennings, trading as thedebted to Mr. Cullum. proprietor of Lockwood's, within whose comforting protection many a finan- Runwell Cycle Co, of 16 Great Eastern street; for assistance rendered, his many kind acts going cially depressed house may (on paper) temporarily Blum & Co., Ltd., of 220 Old street, and W. H.a long way toward mitigating the great business recover a questionable equilibrium.For how long inconvenience caused.0. Ruhl, Ltd., also gave One orReynolds, Ltd., of 95 Great Eastern street. all of necessarily depends upon circumstances. London. There were four summonses against eachgreat assistance and has offered the Scala Co. the two have already piled up their obligations, and defendant for "unlawfully and knowingly offering use of a warehouse for the time being. news is not wanting of the closing of other firms for sale an infringing copy of a copyright work, From later evidence it is obvious that the Scala withinthenearfuture. Financially exhausted,contrary to the provisions of the Copyright Act, officials mean to lose no time in straightening out these latter are existing from day to day more or 1911."The subjects of the summonses were rec- matters so that business may be as little interfered less indifferent to what the morrow may bringords of "The Gondoliers," "Pipes of Pall." "Thewith as possible. forth.It is altogether an unedifying situation, and Lost Chord" and two other songs.Through their New Summer Model of "H. M. V." Machine. we can but fervently hope that next season maycounsel the Ranwell 'Cycle Co. and W. H. Rey- A special summer model of extreme value at commencewith a clean bill of health for the goodnolds. Ltd., pleaded that they were not the makers the price, 6 guineas, is announced by "His Master's of the whole trade.From a report elsewhere itof the infringing records, and as dealers they didVoice" Co. Of particularly handsome appearance. will be seen that the leading German gramophone not "knowingly" offer them for sale and could not this new instrument carries the following specifica- houses have associated together with a view to therefore be held responsible ill law.After verytions: Fumed oak cabinet 16x20'4' inches (height serious co-operation 'in fighting the price cutting,considerable legal argument this view was eventu-125A inches), with lid; internal horn with wooden record duplication and other trenchant evils which magistrate, whose findinggrille; double -spring motor; "H. M. V." tapered have for too long hampered the progress of an ally accepted by the demonstratesthatadealercannotbe tone arm with gooseneck and exhibition sound box. otherwisegrowing industry. When will the British clearly etc. It makes afinetable -grand machine and trade do likewise? mulcted ill damages for selling records without a copyright stamp unless it is proved that he did so should be an excellent line for summer trade To Fix Record Prices in Germany. Blum & Co., The news was not conveyed to dealers in 'the An importantdevelopment in German record "knowingly."Thecaseagainst of therec- ordinary way; it reached them by registered letter manufacturingcirclesis made known by our es- Ltd.,as manufacturers of certain post.A smart and enterprising idea, withouta teemed contemporary, the Phonographische Zeit-ords proceeded after an adjournment to another doubt, foritisquestionable whether any other schrift.The report gives currency to the forma-court.The summonses were taken out by the tion of an organization consisting of the largeMechanical Copyright Licensees Co., Ltd., whose method would have aroused such great interest in the new article as thatadopted.One expects manufacturingfirms in Germany whose object iscounsel succeeded in making good their complaints "value" by registered package; "H. M. V." dealers the fixing of retail prices for records and the regu-in three instances, although defendants brought evidence that the records in question were circu-say they've got it. lation of other important trade matters of general Short Time from Sydney to San Francisco. effect.While this arrangement assures to all sec- lated by accident.The magistrate said he con- tions of the trade a reasonable profit, it ill no waysidered the case proved and imposed a penalty of The announcement is made that from June next places a premium on competition, except in so far40 shillings on each' of the three summonses, with (Continued on page 54.) 9 THE TALKING MACHINE WORLD.

ARRIVED AT LAST

"The World's Musical Instrument"

Gives all records the same chance! SOON ON THE MARKET.

Sounds Voices that are that are truly truly MUSICAL! HUMAN!

PLAYS TO PERFECTION, without change of sound -boxes, EVERY disc record ever made and in such a realistic manner as never heard from any "Talking. Machine," "Gramophone" or "Disc Phono- graph" before. (Read the views of the able Representative of this paper in London, about this new Instrument, on page 45 of March 15th, 1914.) J H F F'AY 67 Egerton Gardens, South Kensington, London, England. THE TALKING MACHINE WORLD. 53

IN THE PAST111111MIIN A certain reproducing instrument brought its owners success and fame-it was about the best! Competitors did not possess the same reproducing means to show off their records, which perhaps were just as good. Dealers were compelled to bind themselves!

IN THE FUTURE 1111=1=111101=1=11111111 "The World's Musical Instrument" willsell, on equal merits, records of ALL makes. All competitors will have the same means to "fight" with, and "quality" in recordings will predominate exclusively. Dealers will surely stock all makes. Dealers will surely gain their liberty. Dealers will surely dominate the field.

Ask for catalogues, etc., at once. J. H FIFAY 67 Egerton Gardens, South Kensington, London, England. 54 THE TALKING MACHINE WORLD. FROM OUR LONDON HEADQUARTERS-(Continued from page 51). the new vessels of the Oceanic Steamship Co. will the great gramophone public.Itiscertainly a Mischa Elman (violin) ;(a) "Study, Op. 10, No. perform the journey between Sydney and Sangrand musical program, and we are assuredit 7,"(b)"Waltz in D flat"(Chopin), Wilhelm Francisco in sixteen and one-half days, and that, will make a very wide appeal alike on account ofBackhaus(piano);"Lack -a -Day"(Crampton), linked up as they are with the express boats ofits general merit, and its comprehensive choice of Ernest Crampton. 10 -inch, single-sided-"A the Cunard and other Atlantic lines and by the titles.A special feature of the list is an excep- Farewell"(Liddle), John McCormack (tenor) ; mail trains of the United Statcs, a great saving of tionally strong presentation of Russian music, sung "Song of the ShepherdLehl," "Snow Maiden" time all around will be effected. by native artists, and these record offerings one(Rimsky-Korsakoff),AlmaGluck (soprano) ; In Voluntary Liquidation. may reasonably expect to create quite an unusual "CometoMe" (Wadham),HubertEisdell; The Britannic Record Co., Ltd., of City road, amount of interest. A careful perusal should be"ThouArtRisen,MyBeloved"(Coleridge - London, has gone into voluntary liquidation.The made of thefull program as follows:12 -inch, Taylor), Robert Radford (bass) ; "A Rose Mem- liquidator is Joseph Misener, 205 Willesden lane, double-sided-"Bavarian Dances, Op. 27,No. 3 ory"(Deacon), JohnHarrison(tenor); "My London, N. W. (Elgar),and"MignonOverture"(Thomas), Fairy Prince" ("Her Little Highness")(R. de Be a Record Businessfor1913. Bournemouth Municipal Orchestra; "Ent'r Acte Koven), Olive Kline (soprano) ; E Lucevan le Advance information anent the Beka Record, la Gavotte"(Eric Coates), and "Sunshine and Stellc"Tosca"("TheStarsWereShining") A. G., turnover for last year is published by aShadow," waltz, (W. Piercy), Mayfair Orchestra; (Puccini)Martinelli (tenor), (sung in Italian); German contemporary.The figures quoted dis-"Prince Igor," Overture, Parts I. and II. (Borodin),"A Hundred Years Ago" (Crampton), Ernest close a net profit of 593,910 marks, after deducting Borodin Symphonic Orchestra; "Sur la Riviera"Crampton. 121,977 marks for working expenses.At the gen- (Daniderff), Jacobs and his Trocadero Orchestra, New Zonophone Records. eral meeting a dividend of 12 per cent.is to be and "Verviene Valsc" (Robt. Cox), Mayfair Orch- This month's (May) Zonophone records com- proposed. estra.10 -inchdouble-sided-"Bobbing Upand prise an exceptionallywell chosen program of German Record Concern inLiquidation. Down" and "International Rag" (Irving Berlin),good music with a plentiful sprinkling of each The Jumbo Record Fabrik, G. in. b. H., Berlin, Metropolitan Band; "Patria Jova" (A. Marcet),class: classical, sentimental, humorous, etc.The is in voluntary liquidation.Richard Seligsohn, theand "La Vica de Casa" (E. Morera), Spanishfamous Royal Irish Fusiliers Band is again in former manager, has been appointed liquidator. Band of La Principal del Prelada.12 -inch single- evidence with a superb contribution, "The Jolly Performing Rights, Ltd., Organized. sided-"Fifth Symphony," First Movement, Part Village Smith," coupled with_whioh is the waltz Apropos of the formation of the new corpora- I.(Beethoven), Berlin Philharmonic Orchestra; song "Il Bacio," as a cornet solo by Corp. Williams. tion, Performing Rights, Ltd., I learn that a some-"FifthSymphony,"FirstMovement,PartII.Another special is record No. 1281, containing two what similar move has been made by the American (Beethoven),BerlinPhilharmonicOrchestra; pretty songs by Sidney Coltham, the great Zono publishers and authors, who haye registered a com- "Der Erl Konig" (The Erl King) (Loewe), (Sungtenor who has in a few short months secured re- pany with the title American Society of Authors, in German), Dr. George Menschel (bass) ;"No- nown as a record -maker of exceptional merit. A Composers and Publishers.Both societies will be body Else" (Crimp), Miss Alice Lakin (contralto) ; really good banjo duet recordislistedas the run on similar lines to the Societe de Authors in"Who Can Tell Me Where She Dwells." ("Robwork of "the world's greatest duettists,"Alfred Paris.The objects are the collection of fees forRoy," Act 3),(R. de Koven), Wakefield and Cammeyer and 011y- Oakley.In addition, there is performing rights and like royalties.I believe I Pollock; "Valse-Coppetia Ballet"(Delibes), Lip-to be noted exclusive contributions by Miss Violet am correct in saying that the three societies willkowskaya (Russian soprano), (Sung in Russian) ; Oppenshaw(contralto),MaryLaw(violin), co-operate for the mutual protection of their mem-"LesFillesdeCadiz"(Delibes),Neshdanava Black Diamond Band, Peerless Orchestra, Peter bers' interests in the various countries in which (Russiansoprano),(sunginSpanish) ;AriaDawson, Church Choir with Organ, Morrie Ford, each society operates. from"A MayNight"-"SleepMy Beauty" Harry Fay, and other favorites. Latest "His Master's Voice" Records. (Rimsky-Korsakoff), Sinirnoff (tenor), (sung in Has Many Popular Songs. In the latest batch of record issues announced Russian) ; "Arise, Red Sun" (Russian Folk Song). "Hullo Tango !" the London Hippodrome Revue by "Mis Master's Voice" Company for .May, the Chaliapin (bass)(with shorusl, (sung in Rus- is most prolific in its provision of attractive songs, live agent will, undoubtedly, find much upon which sian) ;"The Devout Lover"(M.V.White),and the various record companies have, naturally, to justify a special campaign; a special effort toStewartGardner(baritone) ;"PrizeSong-been very busy."His Master's Voice" company, make known the magnificence of these records to Meistersinger"(Wagner, aria by A. Wilhelm),as usual, has secured the original artists to make

ToT.M. theKing and To H.M. the King To H.H. the KhediVe To H.M.the King Queers of Spain of Sweden of Egypt of Italy "Z=Ho ffiatszp'sa vciAcz" -the trade -mark thatisrecognised throughout the world as the Hall- mark of Quality AUSTRIA Oesterr. Grammophon-Gesellschaft. RUSSIA; ThyGramophone Co.. Ltd..45, Nevski ro. b. 11.. 8, Krugerstrasse, Vienna. Prospect. St. Petersburg ;9, Golovinsky Prospect. BELGIUM :Cie. Francaise du Gramophone, 51. Tiflis ;30. Novia Svit, Warsaw. To H.M. the Shah Avenue de Ia Porte de I lal. Brussels. EGYPT: 1 he Gramophone Co.. Ltd..13. Roe DENMARK : Skandinavisk Grammophon-Aktiesel- Stamboul. Alexandria ; Rue Mousky, Cairo. of Persia skah. Frihavnen, Copenhagen. EAST AFRICA:Bayley & Co.. 8Beira. FRANCE: Cie. Frangaise du Gramophone, 115 Lourenzo Marques, Boulevard Richard Lenoir. Place de Ia Repub- SOUTH AFRICA sDarter & Sons.Adderley St... lique. Paris. Cape Town; MackayBra., RissikStreet. GERMANY: Deutsche Grammophon-Aktien- Johannesburg; gesellschaft, 35, Ritterstrasse. Berlin, S42. Mackay Bros- & McMahon, 443. West Street. HOLLAND: American Import Co., 22a, Amsterd. Durban ; Veerkade, The Hague. Ivan H. Haarhurger, Maitland St.. Bloemfonten HUNGARY: The Gramophone Co., Ltd., IV. INDIA t The Gramophone Co., Ltd..139.Balliaghatta Kossuth Laios-Utcza8.Budapest. Road, Calcutta ;7, Bell Lane, Fort, Bombay. SPA 1 N Cia. Francesa del Gramophone, 56, Balmes. AUSTRALIA:The GramophoneCo,Ltd.. Barcelona. Hoffnungs Chambers, Pitt Street, Sydney. SWEDEN: Skandinaviska Grammophon.Aktie- GREA r BRITAIN: The Gramophone Co., Ltd - holaget, 52, Appelbergsgatan, Stockholm. 21, City Road. London, E.G. Great Britain : The Gramophone Company Ltd By Appointment To H.M. Queen Alexandra 21City Road London EC THE TALKING MACHINE WORLD. 55 FROM OUR LONDON HEADQUARTERS-(Continued from page 54). some sparkling records of the most popular num- Wagner, the British manager of the Edison Co., on Columbia -Rena this month.It has interested a bers,and thesewere recently announcedina made pertinent reference to the fact that while great many foyers of high-class music. special colored supplement,fullyillustrated, and all cylinder business was being conducted direct The Milan Symphony Orchestra, under Maestro most pleasingly produced. from the States, it had not in the slightest degree Romani, has created a new monument to Columbia Two New Columbia Artists. militated against British trade interests."As a recording quality.This month's issue should be Two more big names are added to the Columbia matter of fact," continued Mr. Wagner, "we areeven more popular, for while the previous records catalog this month, and, in each case, an especial- doing a very large and satisfactory business, andhave shown the orchestra in delicate work, this ly fine record serves as introduction.The celeb- I believe that for many a year to come, the Edi-record displays the playersin "Lohengrin" and ritiesinquestion are Madame Carolina White, son phonograph and records on musicalmerit "Tannhauser" selectionscallingfor power and the prima donna soprano of thePhiladelphia - and as a sales proposition will continue to offervolume, and the most exacting critic on these Chicago Opera Company, and Henri Scott, thedealers a lucrative field for development." points will find be has all he could wish. famous American basso.Mr. Scott is the lead- ColumbiaRecordNotes ofInterest. H. Lane -Wilson, -the celebrated baritone, sings on ing basso of the New York andPhiladelphia - The announcement of a record by Ivor FosterColumbia -Rena this month, his own new song, Chicago opera houses, and is known for the ex- on Columbia -Renathis monthisaninteresting "Before You Came." ceptionallydeep andrichtimbre of hisvoice, event, for Mr. Foster is an old Columbia friend, "Deiro, the marvelous," the Italian wizard of features which immediately strike the hearer ofhis first introduction to the record world being, if the accordeon, offers two dashing march selections hisfirstrecordcarrying"TheHeartBowed we remember rightly, on Columbia some nine or ("Bersaglieri" is one of them) as his Columbia - Down" and "In Happy Moments." ten years back. Rena contributions this month. To Continue Making Edison Cylinder Goods. In the Columbia May list we have such great Reed Miller, the popular American tenor, is rep- Concerning the rumors in trade circles that the names as the Scots Guards Band, the Ellery Band, resented by a twelve -inch record of oratorio on Edison Co. would ultimately abandon the manu-Hans Kronold('cello), George Barrere(flute), Columbia this month. He sings "If With All Your facture of phonographs and records, Mr. WalterAnderson Nicol and Gertrude Woodall in duets,Hearts" and the companion aria "Then Shall the Stevens,managerof the foreign department of IvorFoster,H. Lane Wilson, ThorpeBates, Righteous," from "Elijah." Thomas A. Edison, Inc., very strongly disclaims Cooper Mitchell, and others. CristetaGoni,thefourteen -year -oldviolinist, any such intention.He writes(in part)-"We Henry Burr, the famous American tenor, is an- whose first record on Columbia -Rena last month wish to deny this most emphatically.The confi- nounced on this month's Columbia -Rena records in caused quite a flutter in the trade, will be found dence of this company in a continued demand for a beautiful song "Sing Me 'The Rosary,'" founded on a twelve -inch record this month, in a "Noc- theEdisoncylinderproductisproven by theon the Nevin's famous melody, and in a barcarolle turne" of Ambrosio, and Drdla's "Serenade." enormous investment we have made inrecent duet with Miss Clara Moister. Three further remarkable records are issued in months in the improvement of this line and the Another of the two-part orchestral records, for the Columbia "Grand Opera at a popular price" further expenditures now being made.We be- which Columbia -Rena has become famous, is an- seriesthis month.One isthe celebratedPol- lievethis assurance willdispel any uncertainty nounced this month.It provides Weber's wonder- verosiin "La donna e mobile" and "Questa o existing in the minds of our friends abroad re- ful "Der Freischfitz" Overture, the opera thus rep- quella," another two "Barber of Seville" numbers garding our future policy.We expect to pushresented having been termed the foundation ofby Coradetti, and the third two "Dramatic Mo- the sale of the Blue Amberol record and Edison German opera. ments" from "Aida," to -wit, the consecration scene phonographs with renewed vigor * * *" In The first ten -inch record of Sir Edward Elgar'sin the temple of Fta, and the concerted piece sung a recent interview with your representative, A. F. much -talked -of new work, "Carissima," is issued in 'honor of the sacred Nile. BUSINESS LIVELY IN BELFAST. The reproduction of Gramophone records by this which is devised in the lift up cover of the cabinet. instrument is loud. clear and distinct, and every The instrument emits a surprisingly clear and ful! Talk of "Revolution" and Home Rule Question tone and is expected to be a popular seller. Does Not Interfere with Business-Talking word-in fact, every syllable-can be heard dis- tinctly throughout the entire picture theater. The Pictures Much inEvidence and Are Suc- SEES BOUNTIFUL BUSINESS. cessfully Shown at Panopticon Theatre. synchronization is remarkably good, and 'the habit- ues of the Panopticon seemed to be all charmed C. H. Bagshaw Looks for an Enormous Trade (Special to The Talking Machine World.) not only with the instrument but with the picture inNeedles the Present Year Owing to the Dancing Craze Which Is Steadily Growing. BELFAST, IRELAND,May1. -Despite the talk of shown in conjunction with the Auxetophone, which "revolution" and troublesome times over the Home is the most expensive and loudest disc talking ma- Asked to give his opinion on the remaining Rule question, business goes on uninterruptedly in chine in the world. months of the year's business on talking machines, this city.This is particularly true so far as the C. H. Bagshaw, general manager of W. H. Bag- talking machine trade is concerned, which is con- THE "WIZARD" HOMOPHONE. shaw,Lowell,Mass.,thebigtalkingmachine stantly expanding. A new harmonygramophone,calledthe needle house, said: Talking pictures are now very much in evidence "Wizard" Homophone, has been put on the market "From my observation of the industry, I can see inall the picture theatres, and one of the most by Andres Bro. Ltd., of London.It is a portablenothing but a very bountiful businessfor both successfulcombinations of picture and Gramo- horn -hidden instrument,constructedofdark manufacturers and dealers,in1914.The craze phone isthat which has been in evidence at the colored wood and is fitted with a 10 -inch turntable, for dancing has demonstrated the versatility of PanopticonPictureTheatresituatedonHigh speed regulator, spring brake and a strong and the 'talking machine, and indications point to the street.For the purpose the proprietor, Frederick very silent running board.One of the prominent fact that this craze will not die out for a long Stewart, has adopted the celebrated Auxetophone characteristics of the machine is the reflex horn, while.As far as the needle business goes, this which he secured from Thos. Edens Osborne, of 11 bears out what we say, and the orders, now on Wellington place, who carries one of the largest our books, show that there will be a great many stock of talking machines and records in the north more needles used this year than ever before. of Ireland.The cabinet of this instrument is of I can see nothing but prosperity for the talking Flemish style and is of Spanish carved oak, the TRIU1VIPHON CO., Ltd. ESTABLISHED 1884 machine industry, not onlyforthe balance of selling price of which is 1110 (WO). The Auxe- this year, but for many years to come." tophone, by the way, is the invention of a celebra- Berlin, S. W., 47/5 ted Irishman, the Hon. Chas. Parsons, of Turbine Occasionally a man can be judged by the com- engine fame. MANU FACTURERS pany he keeps away from. OF ALL ACCESSORIES SUCH AS MOTORS SOUND BOXES TONE ARMS For Horn and Hornless Machines. 10 different models, ready and complete to he fitted for Gramophone or Edison Cut Records. Tofitallsize cahinets. intocabinets. From the cheapesttothehest. First-class workmanship. WITHAND WITH - 40DIFFERENT OU T HORN MODELS COMPLETE TALKING MACHINES Apply for Catalogues Special Motors Patents Applied isa complete Talking HYDRA SYSTEM for. PiccoloMachin e.Easily to he Singleanddoublespring, 6 Most suit- different models. Are the only carried like a portmanteau. existingconstructionwhichal- ahle for picnic or rover parties in sum- lows the exchanging of the spring mer, and easily carried to social gather. and spring case without taking themotor out of thecabinet. ings in winter.Plays 12 -inch records. After loosening one nut, a child Is not a toy.Weight without records is able to replace any defective only 5 kg. Measurements: 11x13Y4x734 spring or springhox within 20 seconds. inches. THE TALKING MACHINE WORLD. ECLIPSE PHONOGRAPH COMPANY 203 Washington Street A. W. TOENNIES & SON Hoboken, N. J. Jobbers of Edison Disc and Cylinder Phonographs Exclusively Dealers of New York and New Jersey Write for terms and discounts.

COLLMBI A STAFF ENJOYSDANCE. most important virtues of this brand of music isflavor was given the event by theappearance of Heads of Departments and Employes of that you can get all the encores you want withoutthree of the company's Europeanrepresentatives, Executive Offices of the Company Participate being obliged to persuade or placate an obdurate F. Passadora, Louis Sterling and Arthur Brooks. inInformalAffairsatSt.GeorgeHotel, orchestra leader. Brooklyn-Demonstrate Finer Points of The Columbia executive staff and employes gave TerpsichoreanArtLikeFamous Dancers. a splendid account of themselves in the perform- ance of the terpsichorean art, and it was a very There were sounds of revelry and great joy at small percentage indeed of those present who de- theSt. George Hotel, Brooklyn, N. Y., on 'the cided to watch the dancers in preference to. par- night of April 27, when the heads of departments ticipating.Usually the heads of the departments and the employes of the Columbia Graphophone were to be found dancing the hesitation or the Co.'s executive office in the Woolworth Building one-step with the best of the younger folk, and in

No. 1.

11 I I No. 3. No. 4. No. 5. No. 6. No. 1-New England-dignified but sprightly and al - stays educational.No, 2-The English delegation, No. 3 -Piracy and highway robbery.No. 4-Export Depart. mentprovidingAmerican -Mexican entente. No. 5- Scientific dancing by Advertising Department. No. 6- Recording Department, strenuous and conscientious, The export department sent a strongrepresenta- tionfrom Latin -America.Every department was well represented, and many came as personalguests of the Columbia folk or friends of the company. Theodore Novakoski, of the treasury department, Portion of Columbia Staff EnjoyingDance at St. George Hotel, Brooklyn. and Prof. Frederic Goodwin, of the educational gathered at this prominent hostelry to participate fact everybody had such a good time that another department, were in charge of the arrangements in an informal dance. dance will be held in the very near future. for the dance, and both gentlemen did their work The music furnished for this enjoyable affair President Easton had intended to be present, but well. wasexclusivelyColumbia,consistingofdance was prevented at the last moment from attending. records andaColumbia machine, andinthe Edward N. Burns, vice-president, put in five hours Time is like a typewriter eraser.It rubs out our opinion of all those present it was "some music." of steady dancing, and H. L. Wilson, assistant gen- disagreeable experiences-but leaves the paper of AlmOst every dance was encored, and one of the eral manager, did the same. Quite an international life thinner in thatparticular spot.

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Many patents both at Advantages of our Motors: home and in every civ- Noiseless movement ilized country applied Supreme accuracy for. Exhibited at the Leipsic Fair, No. 20 1Peterstrasse, Highest grade of materials Hotel de Russie, Zimmer No. 6. Greatest money value GEBRUDER STEIDINGER, FebrileeZnikSt. Georgen (Schwarzwald), Deutschland Cable AddressC..hri;Apr Sh.iAinoir Sancia..nra.rs.ehwAr,yurstlA 1111E TALKING MACHINE WORLD. 57 ing our most sanguine expectations.Our trade TENDENCY TOWARD IMPROVEMENT IN CLEVELAND is increasing day by day, and we are meeting with wonderful success.The popularity of Columbia Noticeable inAllBranches of Talking Machine Trade-The Phonograph Co.'s Expecta- machines and records judging from our sales,is tions Being Realized-Various Dealers Report Great Demand for Victors-Colum- unquestioned." bia Co.'s New Store-Call for Union Specialty and Plating Co. Products. The largeand growingclienteleoftheB. Dreher's Sons Co. is the result of peristent effort (Special to thealking Machine World.) The following new dealers are reported in the and a liberal publicity policy, backed with a com- CLEVELAND, 0., May 9.-Conditions in the talk- Cleveland territory:0. B. Marvin & Co., Find- plete stock of Victrolas and records in connection ing machine business have remained about the lay;F. E. Shaw Piano Co., New London; the withitspianotrade.William G.Bowie, man- same and are stillin an unsettled state, although Gentz Co., Canal Dover, and the Grossman Drug ager of the talking machine department,isquite there is an evident tendency toward improvement. Co. (three stores), Cleveland. optimistic in view of the increase of business thus Inspite ofdeterrentconditions,the aggregate "Yes, I know people say business is slack," said far this year.He reports sales ofa numberof volume of business in both machines and records C. A. Friedlander, manager of the Bailey talking machines during the past month, with good sales in April was generally satisfactory, notwithstand- machine department,"but our businessiscon- of records. ing a shortage in the Victor line. derably better than it was a year ago." There is an ever increasing number of side line The demand for the May recordsisexcellent. EthelM.Volk, manager ofthe May Co.'sdealers who are adding the talking machine to This includes theVictor, Columbia and Edison phonograph department, is busy these days and re- their business, andallare having a promising lists, and sales are expanding. ports that business isexcellent both in machines trade. When John McCormack, the celebrated tenor, and records. The Union Specialty & Plating Co.is as busy was in the city recently he made ita point tovisit Business at the new store of the H. M. Brainard as ever supplying the trade with the Union at- the Eclipse Musical Co., where he was entertained Piano Co. has penedinthe most satisfactory tachments.Mr. McNulty says the business is con- with his own Victor records. He is an appreciative manner.The storeis particularly attractive and stantly expanding tosurprisinglylarge propor- listener to his own productions, as well as are the is located in the new piano center of 'Cleveland, tions. thousands of his admirers.The Eclipse people on Euclid avenue at the junction of Huron road. were highly pleased with his visit. One-half ofthestorehas been dedicatedex- BIG BUSINESS IN ALTOONA. PA. A. W. Robertson, for a number of years with clusively to the Columbia graphophone machines Occupancy of New Warehouse Marks Progress the local Columbia store, is now with the William andrecords. Thesound -proofdemonstrating of W. F. Frederick Co. Store Under Manager Taylor, Son & Co. booths of heavy plate glass, the top border of art Nestor-Immense Victor Stock Carried. The business expectations of The Phonograph glass,withtheinvisiblelightingsystemand Co.,distributer of Edison phonographs, are be- elegantly furnished, are especially attractive. This (Special to The Talking Machine World.) ing more than realized.L. N. Bloom, secretary, departmentisunder the management ofG. E. ALTOONA,PA., May 8.-The localbranchof said:"Both in the wholesale and retail line busi- Morton, who comes to Cleveland from the Colum- the \V. F. Frederick Piano Co., under the ener- ness was very good during the past month. There bia Graphophone Co., of Atlanta, Ga.The com- getic management of French Nestor, is now fully has been a big demand for dance records.Dealers pany has retained from the local Columbia store settled in its commodious new five -story building all through the State are ordering heavily.The force Miss Letha Touby, J. H. McClelland, Earl at 916-20 Eleventh avenue, which will be used as a dancing parties held in our beautiful recital hall I famler and Miss Martha Francek. The company storage house annex to the retail store of the com- drew the society people of the city, anditwas features in pianos the Kranich & Bach line, which pany at 1208 Eighth avenue.The new building necessary to hold two sessionsdailyto accom- is notably popular here.The officers of the com- will be used chiefly for the storage of Victor talking modate the crowds."Harold E. Moore, who for pany are:H. M. Brainard, president; F. J.Ott, machines and records, in which the company does a number of years was manager of one of thevice-president, and George M. Ott, secretary and an enormous business as distributer and retailer. largesttalking machine housesinLondon, has treasurer. The first floor of the building contains, besides joined the store's selling force. Considering business conditions generally, trade the offices of Mr. Nestor and his assistants, the The Eclipse Musical Co. reports business good at the store of the \V. F. Frederick Piano Co. was garage and shipping department, the commodious in both the wholesale and retail departments. Mr. very satisfactory."Quitealarge number of Vic- record rooms, containing racks measuring 180 feet Nowell says the annoyance of a shortage in both tormachines have been soldduringthepast in length and 8 feet high, which are designed to machines and recordsstillcontinues.The com- month," said N. H. Cook, manager of the talking hold about 75,000 records when the stocks are com- pany has just added a new auto truck to its serv- machine department, "and the demand for records, plete.The second and third floors are given over ice. Itisvery attractively finished and painted, especially from the dance lists,is quite up to the to the storage of machines of various models, cab- showing the Victor dog in a most life -like form. average." inets and accessories. The cempany gave a complimentary concert on Phil. Dorn, while apparently immersed in the One of the interesting features of the new build- the evening of May 6, the program consisting ofsporting goods line of the Collister & Sayle Co., ing isthe completely equipped repair and tuning selected Victor records interspersed with selections iswatchful of the talking machine department, department on the fourth floor, which equals many by a quartet of local note. and his judgment of the condition of that business smaller factories in the facilities.The machinery Businessis moving along smoothly and pros- isalways pretty accurate.Business, he says,is equipment is up to the minute and is driven by perously atthe new quartersofthe .Columbia coining alongallright,althoughalittleslow individual electric motors. Graphophone Co.Having disposed of the retail owing tothe inability ofthe manufacturersto The success of the Frederick Co. businessin department to the Grafonola Co., the Columbia is supply the increasing demand.He reports trade this section is especially noticeable since Mr. Nestor now confining operations exclusively to the whole- equally good in both the wholesale and retail de - became manager about two yearsago,during saletrade andtheDictaphone. AllColumbia pa rtments. which time the business of the company has increas- dealers appreciate the change in the policy of the Business is fair in the Victor machine line, withed wonderfully throughout central Pennsylvania. Cleveland store.The new quarters are most thor-a good record trade, at Buescher & Sons Co. W. oughly equipped for conducting the business, being J. Roberts, Jr., who has been with the company Habit and appetite are products of the mind. Bad convenient for handling stock and ideal for re- for some time, has resigned to engage in other habits and abnormal appetites are formed either by ceiving and shipping. "We can fillall orders the business. a weak or an unorganized intellect.Habits are of same day received," said G. R. Madson, manager, The Grafonola Co., successor of the Columbiaman's own making because he has the power to "and give dealers practically 100 per cent. efficiency Phonograph Co.'sretailbusiness,isdoingfine. organize, train and strengthen the mind that forms in filling orders." C. A. Routh, manager, said :"Business is exceed- the habit. HERMANN THORENS, Ste. Croix (Switzerland) TALKING MACHINE WORKS

Motors and Sound Boxes a Specialty CONCEDED TO BE THE BEST MANUFACTURED OVER THIRTY DIFFERENT STYLES Machines with or without Horns FIRST QUALITY ONLY

"11114 111111ml:ill I-11. 11;'1 Noiseless Motors HIGHEST RECOMMENDATIONS WRITE FOR DESCRIPTIVE CATALOGUE 58 THE TALKING MACHINE WORLD. the many cackling chicks hatched by the North American Phonograph Co,., the Columbia was the COLUMBIA GRAPHOPHONE CO.'S 25th ANNIVERSARY only one that was able to last for any length of The Occasion of a Most Interesting Reunion and Dinner of the Directors, Officials and time.Mr. Easton, as you all know, was the man Executives of the Company Held at the Arcola Country Club, Arcola, N. J., on Sat- who gottheexclusiverightsfrom theNorth urday, April 11-Some Interesting Remarks by President E.D. Easton and Others. American Phonograph Co. for Delaware, Mary- land and the District of Columbia, which he trans- There was a large and festive noise, indicative born on January 15, 1889, so that it was twenty- ferred to the Columbia Phonograph Co., and he of much jubilation, in the neighborhood of the five years old nearly three monthsago. But we was very careful at the time --with his usual fore- Arcola(N. J.)Country Club April11, when were not quite ready then to celebrate, therefore sight-to have read into his contract the express Edward D. Easton, president ofthe Columbia it was postponed until to -night in order that more covenant of the grantor thatit would not come Graphophone Co., and a large party of the direc-of us could meet together.I want to express to into the ceded territory.I think that, of all those tors, officiils andemployesforegathered to cele- you all my very great affection and regard and sub -licensees, the Columbia Phonograph Co. was brate the twenty-fifth anniversary of the foundingappreciation of your services. We have no pro- the only one with that express covenant, and that of the company. Most of the guests made the club gram for this evening, butIwillexercise the was due toMr. Easton'sforesight.While the early in the afternoon, for the weather was per- privilege ofcalling upon manyof those who, are celebration to -nightisinitselfa great event,.I fect and the club kept open house, indoors and out. present for impromptu speeches.Ionly want to think we have even greater cause for celebration The golf course claimed a good many and somesay that I am very happy indeed to be here with in that we have preserved to us the man who remarkable scores were made. you and to see all these splendid men, and hope originally made the Columbia Phonograph Co. and It was one of the occasions-they do happen that youmay carry awaypleasant memories of the who has brought it along up to, the present time every once in a while-when the Columbia organ- evening. Ithink the first speaker should be the to what itis now.Youallremember what a ization lifted the lid and cut loose, and the invited serious illness he recently passed through and how guests were permitted to see something of the good successfully he has recovered, even as we had all fellowship, co-operation and mutual loyalty that prayed that he would come through as well as he existsinthe organization-the spiritwhich, in has. And whilewearecelebratingto -night short, has been the dominant factor in building we should be very thankful to. think that he is with it up.Itis a thing about which not much has us in such splendid health and spirits, ready to be been said, but itis there.Itisa constant and with usfor another twenty-five years or even wholehearted reinforcement one of another by more (applause).I do not know of any man who everyone, from the president down to the executive has the ability to infuse the same enthusiasm into office door boy. his colleagues as Mr. Easton.Ido. not know of It is that spirit which has created and recreated a body of men who have responded more loyally the Columbia Graphophone Co.-anditstarted to their chief than the men who are here and the from the top.President E. D. Easton's personality, men who have served the company of which he neverblatant,tremendously magnetic,together has been such a distinguished head."(Cheers.) with his genius for the selection and inspiration Some Other Speakers. of his forces, has been one of the biggest things Marion Dorian, auditor, next made a few brief that the talking machine trade has known since its remarks, and was followed by Louis Sterling, Euro- very inception.And Saturday night's foregather- pean general sales manager, who declared that he ing early resolved itself into a large and enthusi- had "been having such a very good time that he astic utterance of tributes to the man. didn't want to interrupt it by saying anything. His At the dinner in the evening covers were laid only cause for regret was that he had never served for fifty.President E. D. Easton himself was in as a secretary to Mr. Easton (laughter).It was a the chair, and those present were asfollows: pleasure and an inspiration to come across to this George W. Lyle, vice-president and general man- side of the water every once in a while and to ager; E. N. Burns, vice-president and manager of Edward Easton, President. realize the magnitude of the business with which the export department; Senator William M. John- man who has, next to myself, been longest in the he was connected.During. the four and a half son, director; Dr. David St. John, director; F. J. serviceofthecompany -FrankDorian-who years during which he had been with the Columbia Warburton, director ; C. W. Cox, director; C. A. L. has had the full twenty-five years' service with us." they had carried the Columbia flag throughout Massie, director and patent counsel; H. L. Willson, Frank Dorian Heard From. Europe and they had succeeded in showing Europe assistant general manager ; Mervin E. Lyle, factory Frank Dorian,generalmanager of thedicta - that American ideas could be worth a very great manager; H. A. Budlong, assistant factory man- phone,spokebriefly -sobriefly,infact,that deal indeed." ager; C. E. Woods, supervising engineer; Horace someone suggested that he felt embarrassed be- George P. Metzger, advertising counsel, made a Sheble, efficiency engineer; E. K. Camp, counsel; cause there was no dictaphone to dictate to.Ile humorous speech, mainly about golf, and was fol- Ralph L. Scott, patent counsel; Marion Dorian, said: "I can only echo the words of our president. lowed by Mervin Lyle, manager of the Bridge- auditor and treasurer; T. Allan Laurie, assistant It is indeed a great pleasure to be here and withport factory, who said that although his actual auditor; G. L. Funnell, London factory manager; the company, and a great privilege to have beenservice with the company only covered a period of J. I. Brereton, purchasing agent; G. C. Jell, chair- associated with Mr. Easton.I may not hope fortwelve years, he had really been associated in a man record committee; V. H. Emerson, manager another twenty-five years, but I do not feel thatcommercial way a long while before that, as far record department ; C. W. Woddrop, secretary and my education is yet completed, and I hope to beas 1892, when it had a store in Baltimore. assistanttreasurer; T.E. Novakoski, assistant associated with him formany yearsto come." BigImprovements Coming Say Woods. treasurer; A. E. Garmaize, export department; H. A. Budlong, assistant factory manager, who. C. E. Woods, supervisor of engineering, arising Louis Sterling, European sales manager; A. G.was called upon, expressed his pleasure at beingamid cheers, said that he felt pretty young in the Farquharson, Canadian manager; Otis C. Dorian, present. business."It seems to me," he continued, "that I assistant Canadian manager; E. B. Jordan, Jr., Men Who Have Distinguished Themselves. have never seen a more glorious opportunity for guest; W. S. Scherman, advertising department; E. D. Easton arose at this juncture and said the development of the business.Our future is F. L. Capps, experimental department ; F. E. Good- that he had been struck with the presence of so full of possibilities, and it does seem that we can't win, education department; H. B. Ray, advertis- many of his previous secretaries-Mervin E. Lyle,get to them quick enough. There is almost virgin ing manager; M. D. Easton. dictaphone advertising Otis C. Dorian, M. D. Easton, Frank Dorian, J. C. field in many directions. We are making the talk- manager; G. P. Metzger, advertising counsel; H. Button. H. L. Willson and H. A. Budlong. Said he: ing machine to -day as we have made it for many A. Yerkes, wholesale department manager; Frank "My secretaries havemanyof them distinguished years, but yet I think there are big improvements Dorian, dictaphone manager; J.D. Westervelt, themselves since.Frank Dorian was for many coming.I am looking forward to the time when manager of dictaphone agencies; John Button,years our European general manager. Mervin we can bring the talking machine up to a point assistant dictaphone manager; N. F. Milnor, New Lyle has just taken one of our biggest posts as where it will be regarded just as much a household York dictaphone sales manager; Thomas F. Mur- manager of the factory in Bridgeport. Otis Dorian necessity as the piano, and more so.It is only a ray,guest; Homer W. Reid, chief accountant, is now assistant manager in Canada.Mr. Willson matter of education."Mr. Woods spoke at fur- Bridgeport, Conn.; Hayward Cleveland, manager is now servingas assistant generalmanager of the ther length on the eminent prospects of extensive Thirty-third street store; H. C. Grove, managercompany. Mr. Budlong haslong had charge improvements in the science of sound reproduction. Washington store; R. F. Bolton, New York whole-of very responsible work in the factory, of which Horace Sheble's "Experiences." sale manager; Anton Heindl, manager of foreign he is the assistant manager, and J. C. Button and Horace Sheble, formerly factory manager and record department; J.C. Ray, assistant to Mr.M. D. Easton are doing important work in the at present efficiency engineer, said his experiences Willson; Harold Lyle, foreign record department; executive office." with the company dated back over twenty years, Walton Mayer, Pittsburgh, guest ;E. E. Robinson, Elisha K. Camp's Remarks. and said over twenty years ago, he had been a representative oftheexportdepartment inthe Elisha K. Camp, of the legal department, said: salesman sellingtothe company.He had sold Orient; Henry E. Parker, advertising department."It does seem to me on an occasion of this sort,them their first typewriter.Mr: Easton had re- There was no set program of speeches, but awhen brief speeches are the order, that I am the ciprocated by selling him one of the first grapho- whole lot of interesting talk followed the dinner. most inappropriate person to be called on.Be- phones. And then he himself got even by supply- President E. D. Easton, arising amid cheering,cause if any one man, more than another, should ing the company with sapphire points at ten cents said: be expected to be able to speak a lot it would be apiece. "Gentlemen, the Columbia Phonograph Co. was the attorney for a talking machine company.Of C. A. L. Massie was another one to express his THE TALKING MACHINE WORLD. 59

Alr

"Cohen on the Telephone," the most humorous record issued since the famous Weber & 'Fields series.A 65c. Columbia Double Disc Record.

(Write for "Music Money," a book "full of meat" for those Columbia Graphophone Company . dealers interested in quick and frequent turnover of capital.) Woolworth Building, New York

COLUMBIA GRAPHOPHONE CO.'S 25th ANNIVERSARY. mercial corporation.This oneisremarkable in (Continued from page that the head of the organization who, first founded itisstillthe honored head of the company to- Ifeel high satisfactionat being presentin very briefgard that for you."Speaking from his day. I have often wondered howitwas and terms. own present individual experience, although hiswhere it was that you got together such a mag- V. H. Emerson, the company's recording super- crew of men might look very small in comparison nificent force of enthusiastic, brainy, earnest, in- intendent, was next on the list, and gave flashes of with the company's forces, at the same time onedustrious and successful men.1 suppose itis be- championship form as a monologist. of the biggest pleasures that he had to -day came cause you catch them young-like Mervin Lyle. Messrs. Farquharson and \Villson were others from the fact that he had a selling organization in Of course, you naturally get good results, but that who spoke with exceisive brevity, and J. C. Button New York of every man of which he was mightycould not have been achieved ifit had not been made a hit with a humorous and appropriate store. proud.They had neither a "boozer" nor a "bor- for the enthusiasm and the untiring example that Why Prof. Goodwin Is an Optimist. rower" in the whole force.There wasn't a man Mr. Easton has demonstrated to the forces of this Prof. Frederic Goodwin, head of the educational who had ever attempted to misrepresent the prod- company forallthese years. Inever knewa. department, said his personal association with the uct he had to sell and their drawing accounts were man possessed of a greater degree of enthusiasm company did not go very far back into its history. never overdrawn. He had never seen an organiza-and confidence nor one who has a greater faculty He only knew of its past record and its present tion that pulled together as did their own. than he has for inspiring that spirit in others. That is a very big part of the success this organization has achieved.Mr. Easton selected the right men and then inspired them with his own enthusiasm. "Thiscompany'ssuccessistraceableina large degree to the unusual character of that one man.This argues well for the future of the com- pany.It has taken a good many years to build up this body of men.And the reult is that the Co- lumbia Graphophone Co. to -day has more than its mere financial and physicalexistence. Imagine for a minute what would happen were this mag- nificent force to be disbanded! How many years would ittake to build up an organization equal to this?You andI know thatit would be the task of years.Therefore we are proud to know that this period of twenty-five years has resulted in establishing an organization which now we re- gard as in its prime, in its full maturity, and pre- paredto go forwardtogreatervictories even than it has accomplished in the past.I want to propose the health of our honored president, E. D. Easton. Snap Shot Taken at Banquet of ColumbiaForces at Twenty-fifth Anniversary Dinner. The toastas drunk standing and with cheers. prosperity.The history of the graphophone was H. B. Ray, advertising manager, expressed his Mr. Easton briefly acknowledged the toast and the history of most inventions: First, a matter of pride and satisfaction at being present, but made again thanked the men for their devotion and serv- many lamentations over the fact that he had pre- smiles, then a subject of amusement, and then it ices. fter a short speech by 1)r.St. John, who came intoits own field of real usefulness. He pared no speech.Mr. Ray was followed by F. J. said he would sooner remove an appendix than himself was an optimist, and from what he had Warburton, who made some brief remarks. make a speech any day, the gathering adjourned. already seen of the advances they had made in G. W. Lyle's Tribute. conjunction with national education, he anticipated George W. Lyle, general manager, was greeted PEASE PIANO CO. EXPANSION a tremendous development in the future. with prolonged cheering.He welcomed them all there that night and paid a high tribute to C. E. To Cope with Growing Business-P. Decker Messrs. E. B. Jordan, Jr., and T. F. Murray Again in Charge of the Department. followed, the latter making the briefest speech of Woods.Said he:"I know of no man who has the evening.Anton Heindl, New York manager done more for usinso shorta time asMr. The Pease Piano Co.,128 West Forty-second of foreign recording, then drew on a fund of per- Woods, andIalso know that there are great street, New York, has enlarged its talking machihe sonal reminiscences of past happenings and antic- things in front of him." department to take care o,f its fast growing trade. ipated the future with a magnificent optimism. E. N. Burns, vice-president, also spoke briefly. P. Decker has again taken charge of this depart- AStrong Body of Men. Senator Johnson's Tribute to E. D. Easton. ment after spending some time with the Berliner N.F.Milnor, Dictaphonesalesmanager,of Senator William M. Johnson saidit had given Gramophone Co., Montreal.'Mr. Decker opened New York, said that as he looked back at his own him a very great deal of pleasure to congratulatethe Pease talking machine department two and a past experienceinsalesorganizationsin many the president and those there that evening on thehalf years ago, and is therefore well acquainted cities he had never in his life met a force of men completion of the twenty-fifth anniversary of the with thePeaseclientele.A complete stock of whose acquaintance had been worth more than founding o,fthe company."Twenty-five years," Victor and Columbia products is handled inthis those who were in the service of the Columbia said he, "is a good while in the history of a com- department. Graphophone Co.ToMr.Easton was the credit C FLURSTEDT due for having assembled and inspired as clean a FABRIKE E. SAUER LA NDTbel ApoldaTh.. Germany body of men as any organization ever had.Mr. The largest manufacturing plant in the world devoted exclusively to the Easton in his remarks that evening had used one manufacture of Master -Waxes and Master -Blanks for phrase that had appealed to him very strongly, a phrase which it seemed to him served to indicate Gramophone and Phonograph Recording the foundation of the Columbia spirit.He had Sole Manufacturer of Wax "P." the best recording material for Berliner -cut. said, "I want you to know the affection andre- 60 THE TALKING MACHINE WORLD. the amplifying horn; and, also to provide a tone - arm which will swing laterally as the sound box LATEST PATENTS RELATING TO TALKING moves along the cylinder or from the central por- tion of the disc to the outer circumferential edge MACHINES AND RECORDS of the latter. The invention' has for its further object to pro- (Special to The Talking Machine World.) sents a side elevation of the part shown in Fig. 3 vide a simple and effectively operating means which WASHINGTON, D. C.,May 6.-Pnorrocanpn- Fig. 5 represents a perspective of one of the dia will modify the sound and will overcome abso- Newman H. Holland, assignor to the New Jersey phragm springs.Fig.6 represents a perspectivelutely the metallic or squeaky sounds caused by Patent Co., of West Orange, N. J.Patent No. of one of the stylus bar supporting ears. the' usual amplifying horns. consists,primarily,in 1,092,911. RECORD-HOLDER.-Julius Roever, New York City. The said invention the novel accordeon-plaited tone -arm for phonographs This in ention relates to phonographs and more Patent No. 1,094,476. particularly to new and improved means whereby This invention relates to improvements in rec- and talking machines of the various constructions, and the amplifying horns therefor, hereinafter set the record of a phonograph may be readily dis- ord holders for phonograph records and especial- engaged from its support without damage to thely to that class of holders which are mounted on forth; and, the said invention consists,further- record surface. a wheel or other rotary device, so that the rec- more, in the general arrangements and combina- As ordinary phonograph records change indi- In tions of the various devices and parts, as well as ords can be brought into successive operation. in the details of the construction of the same, all ameter toa considerable extent under different ithas been found record holders of this kind of which will be more finally embodied in temperature conditions expanding under heat and difficult to get a structure which would permit of the contracting under cold, and as the supports upona record being easily slipped on or off the holder, clauses of the claim which are appended to and which the records are mounted change but little and at the same time permit of the record being which form an essential part of this specification. indiameter under the same conditions and areeasily adjusted so that the needle of the repro- Figure 1isa side elevation of one form of so constructed that when the records are slippedducer will strike exactly in the right point of the thereon,a tight engagement willbe maintained record. between the same and the records,itfrequently The object of the inventionisto produce a happens that the latter become so tightly lockedrecord holder which will permit a record to be to their supports thatitispractically impossible instantly slipped on endwise over the holder with- to remove them by hand without damage to them. out the necessity of operating or adjusting any Itis the principal object of this invention to mechanism, and in which the record can then be overcomethisdifficultyby providing improvedaccurately adjusted in relation to the stylus of the means for automatically loosening the record from reproducer. its support so as to permititto be readily re- A further object of the invention is to produce moved by hand.In conformity with this object,a holder which is cheap to manufacture and sim- ple in construction, and one in which the friction 1,1 of rotation is reduced to a minimum. }r33 Other objects of the invention are to produce atalking machine and amplifying horn, with an ac- record holder upon which a record can be easilycordeon-plaited tone -arm made according to and placed or removed, and on which the ends of embodying the principles of the present invention, the record are left entirely free so that there is no said view illustrating also in connection with the danger of breaking them, and nothing to interfere saiddeVices, one means for securing the tone - a movable record support ispreferably provided with their adjustment, and further to produce a arm in its operative position with relation to the and means mountedinproximitytheretofor record holder which can not only be adjusted inrecord -disc of the machine and to the amplifying shifting the record relatively to the said supportand out on its supports, but has a central driving horn.Fig. 2 is an enlarged top view of portions when themandrelismoved fromitsnormal of the said accordeon-plaited tone -arm, said view position. illustrating,also,theoscillatoryrelation of the Other objects of the invention consistinthe parts of the said arm to each other.Fig. 3 is a ele- construction ofparts and combinations of view similar tothat represented insaid Fig.1, ments as will be more particularly pointed out in showing the application of the accordeon-plaited the claims. tone -armtothatstyleoftalkingmachineor Figure 1represents a vertical longitudinal sec- gramophone in which the amplifying horn is con- tionthroughthecenterofthe mandrelofa 2, tained in the case or box of the talking machine. phonograph embodying my invention; Fig. 2 rep- Fig. 4 is an enlarged longitudinal vertical section resents a similar view of a modification; and Fig. spindle extending through the support, and which'of the accordeon-plaited or bellows -portion of the 3 represents a plan view of the left hand end of can be entirely removed when necessary. tone -arm; Fig. 5isa horizontal section of one the mandrel. Another important feature of the inventionis form of supporting bracket for the tone -arm, said SOUND Box.-William W. Zackey, Philadelphia, this: Phonograph recordsareof two generalsection being taken on line 5-5 in said Fig.4, Pa.Patent No. 1,092,552. kinds, known in the trade as "wax records" andlooking in the direction of the arrow v; and the This invention relates to sound boxes for sound "indestructible records."The indestructiblerec- parts of the supporting bracket being shown in recording and reproducing machines, and has forords can be carried on a skeleton holder, but thetheir normal initialpositions.Fig. 6is a view an object to provide a diaphragm and mountingwax records cannot, because they are likely to /5 a. 6,s 3 therefore, whereby not only isthe sound repro- collapse.Moreover, on record holders having a /6 duced in a desirable volume, but itis also perfect solid face, the wax records in either very warm y2T X31622 inqualityandtone beingfreefrommetallic, or very cold weather are likely to stick so that 36 7 35 9 grinding or scratching sounds. 5 33 23 they break in taking them off.I provide my rec- 33 -211- 725 30 27 It has for a further object to provide a sound iiikawinfau 25 ord holder, however, with longitudinal corruga- xa 25 box in which a portion of the diaphragm sub-tions so that it presents a good gripping surface 25 22 ?X272222 stantially floats within the box, and operates in 33 j 32 27 to the inner wall of the cylinder, but will not stick al 25 conjunction with a flexible member formed of a 30 ±73.7 30 25 closely to the wax record, and so such records - 29,6 can be easily placed on or taken off the record J.Z9 26 holder, while the holder isalso as well adapted similartothatrepresentedinsaidFig.5,the to securing a so-called indestructible record. al parts of the supporting -bracket being represented Figure 1 isa longitudinal section of a recordin their operated positions when one of the arm - holder embodying my invention, and Fig. 2 is an sections, with which the sound box is connected, end view of the holder proper. is slightly raised so as to elevate the sound box TONE -ARM FOR TALKING MACHINES.-Edmund above the surface of and out of contact with the Peltovitz, East Orange, N. J.Patent No. 1,094,-record -disc or cylinder.Fig. 7isa horizontal suitablefabric whereby asensitive and delicate 166. section taken on line 7-7 in said Fig. 4; Fig. 8 means of transmitting sound waves is provided. This invention has reference, generally, to im-is a transverse vertical section, taken on line 8-8 It has for a further object to provide a novelprovements intone arms for talking machines;in Fig. 5; and Fig. 9 isa similar section, taken mounting for thestylus bar which operatesin and,the invention relates, more particularly,to on line 9-9 in Fig. 6, all of said views being made conjunction with the novel diaphragm construc-a novel form of accordeon-plaited stem for useupon a much larger scale. tion to produce a balanced condition which mate-with machines of the character above stated and TALKING MACHINE,-Joshua Green, of London, riallyincreases the effective action of thedia- with the amplifying horns employed with such Eng.Patent No. 1,094,067. phragm in the reproduction of sounds. machine, with a view of providing a means which This invention relates to improvements in talk- Figure 1 represents aperspective of a sound willpermit the sound box to be readily raiseding machines and has mainly foritsobject to box embodying my invention.Fig. 2 represents a from its reproducing contact with the record cyl- provide a machine which, while possessing a horn section on line x-a: of Fig. 1.Fig. 3 represents ainder of the phonograph, or from the record -disc offull,or approximatelyfulldimensions,yet plan of a portion of the sound box showing de- of the gramophone or talking machine, without in when not required for use can be packed into a tails of_the stylus bar mounting.Fig. 4 repre- the least affecting the relatively fixed position ofsmall space, thus rendering the machine eminent - THE TALKING MACHINE WORLD. 61 LATEST PATENTS RELATING TO TALKING MACHINES-(Continued from page 60). ly suitable for many purposes, for example, for with during recording.It is also desirable thating the manner of securing the stylus -bar to the transport from place to place. the recorder -reproducer be capable of lateralas sound -box. According to the invention the talking machine well as vertical play when reproducing, but he TALKING MACHINE.-Eugene A. Friedlander, of is constructed with a horn made in a number, pre - locked absolutely against lateralplay during re- Cleveland, 0.Patent No. 1,093,611. feral -Ay two, of parts, one of which is fixed with- cording; and in, said patent thisis accomplished The present invention relates in general to talk- in the casing of the machine and the other orby means of the engagement of the forward por- ing machines, and is intended particularly to pro- othersisor are adapted to telescoperelatively tion or nose of said weight within a fixed support.vide protectionforthedelicate mechanism em- thereto, so that when not required for use theHowever, in the practical operation of the device ployed in such machines. said part orparts can be pushedpartially orof said prior Macdonald patent, it has been f Jun1 The general object of the invention, therefore, wholly within the fixed portion, but when requiredthat during the operation of recording, the SUi isto providea protective inclosure for talking for use can be drawn out and turncd into position pended weight is so connected to the stem or nee:: machines which will still allow the swinging move - to receive the tone -arm. of the recorder -reproducer as to exert upon the The invention can be advantageously employedlatter a drag, which although slight, is sometim,s in combination with the known type of machineappreciableinpreventingperfectaccuracy c f in which the horn is placed below the motor andoperation; and it has also been found that, owing I --A", -42 in which the case of the machine is of cylindricalperhaps to lack of utmost precision in wholesale construction.With such a machine I combine a manufacturing operations,theuninten 'edloose g

horn consisting of a fixed or stationary portionness of the parts sometimes permits a slight lateral arranged within the said cylinder so that its largerplay of the diaphragm -head during recording. or flared end is flush with one cnd ,,thereof, and According to the present invention, the vertically - of a second movable elbow shaped portion which swinging weight, though mounted upon thedia- can telescope into the fixed part.This movable phragm -headorrecorder -reproducer,ispivoted part, which slides within the fixed portion, is prc ferably also of a taper shape so that when the complete 'horn is extended, it is of the normal, cr approximately the normal contour.The meeting ends of the two parts of the horn are preferably screw -threaded, or provided with any other suit- able dercie, by means of which they can be locked Fig3 ment of the tone -arm, and which will also allow in position when the movable elbow part is drawn re .1/ ra. easy access tothe reproducing mechanism. out and turned to bring it into the proper posi- In said annexed drawings:-Figure 1isa side tionforreceiving the tone -arm,which,inthe elevation of a machine embodying my invention, form of gramophone under consideration, is at the certain parts being diagrammatically, shown; Fig. top of the cylinder body. i° Theend of the casing 2isa top plan, ccrtain parts being diagramma- which receives the moving elbow part of the horn thereon concentrically of the horizontal pivot or tically shown in alternative positions ;Fig. 3 isa is closed with a cover, which, however, ispro- axisof thelatter,so thatthe weight andthe front elevation, and Fig. 4 is a section on the line vided with a slotted portion at its lower part to recorder -reproducer, in swinging vertically, st,ingA A of Fig.2. independently of each other and without interfer- ence from each other. CONTAINS INTERESTING FEATURES. One feature of the invention, then, consists of thcnovelarrangementandmounting ofthe The Victor Co.'s Semi -Annual Catalog, Com- weight. plete to Date, Just Issued-Publication De. Another feature ofthe inventionconsistsof voted to Dance Records Exclusively. improved means for securing the recorder-repr )- TheVictorCo.sentoutrecentlyitsreg- An I (bleu against latcral play when recording. ular semi-annual complete catalog ofallVictor receive the extremity of the horn when the'latt,r thc invention consists further in the various fea- is turned down and telescoped into the fixed horn records issued to date.Arranged and compiled in tures of construction and arrangement hereinafter the usual thorough and high-grade Victor style, part.It will thus be seen that when the machine pointed out and claimed. is dismantled it occupies a space which practically this catalog embodies certain additions and im- Figure 1 is an end view, partly in transverse provements which should considerably enhance its corresponds withthat of thecasing. Further-section, of a dictation graphophone equipped with more, means may advantageously be provided in value.Accompanying this record catalog was an a preferrcd embodiment of the present invention; attractive publication listing Victor dance records conjunctionwiththeflaredendofthehorn Fig. 2 is a longitudinal section through the novel exclusively. Mr. and Mrs. VernonCastle,the whereby the said cnd may be adapted to receive a mounting of the speaker and o f the weight ;and carrier or bolder for records or the usual turn- popular interpretersofthe modern dances, are Fig. 3 is a similar view on an enlarged scale. shown dancing all the latest dances, while an orig- table when the machine is not required for use. SOUND BOX AND MOUNTING THEREFOR.-Thomas inalfeature of this publicationisthe listing of The holder or turn -table thus constitutes a cover to H. Macdonald, assignor to the American Graph- the open cnd of the horn which may serve as the numbcr of measures or bars to each minute, ophone Co., Bridgeport, Conn.Patent No. 1,093,- Customers can receptaclefor the tone -arm. after the name of each selection. 710. thus select records played at any speed desired. In the accompanying drawings-Figure 1 isa This invention relates to talking machines, par- sectional side view of one form of gramophoneticularly the type for carrying a disc record with machine made according to thc invention.Fig. lateralundulationsand comprises an improved T. A. EDISON HOME FROM FLORIDA. 2 is a plan view thereof.Fig. 3 is a view similar construction of sound -box and an improved man- Thomas A. Edison returned to his home April to Fig. 1 but showing the horn in the collapsed ner of mountingit,preferablyuponthewell- position, and Fig. 4 20 after an outing to Florida which he enjoyed is an end view showing theknown horizontally -swinging hollow arm that con- very much and which benefited him considerably. parts in the position illustrated in Fig. 3. nects with the flaring horn. On his trip South Mr. Edison was accompanied COMBINED RECORDER AND REPRODUCER.-JohnJ. The invention consists further in certain detailsby a number of prominent captains of industry, Scully, assignor to the American Graphophone Co., that will be pointed out and claimed. including Henry Ford, the well-known automobile Bridgeport, Conn. Patent No. 1,093,732. In the drawings, Figure 1is a side elevation of manu facturer. This invention relates to talking machines whose the sound -box and arm attachedtoamachine. "speaker"or"diaphragm -head,"sometimesre- ferred 60 YEARS' toas the "recorder -reproducer,"ispro- EXPERIENCE vided with two styli upon the one diaphragm, and is adapted to be shifted longitudinally for use in- terchangeably as a recorder or as a reproducer. More particularly, the present invention may be PAT.ENTS regarded as an improvement upon the structure set figJ forth in the prior Macdonald Patent No. 1,003,625. TRADE MARKS granted September 19,1911.In instruments of DESIGNS COPYRIGHTS &C. this characteritisdesirable thatthe recorder - Anyone sending a sketch and description may QuIckiy ascertain our opinion freewhetheran reproducer be comparatively light when recording. Invention Is probably patentable.CommunIca- Lions strictlycinindentlal. HANDBOOK on Patents but comparatively heavy when reproducing; and sent free. Oldest agency forsecuring patents. Patents taken throughMunn & Co. receive in said Patent No. 1,003,625, this is accomplished Fig. 2 is a top view of the sound -box and the arm special notice. w I, hoot charge, in the by means of a vertically -movable weight pivotedon which it is mounted.Figs. 3 and 4 are details upon the neck of thead- Scientific American. thediaphragm -headinsuch on a larger scaleshowingrespectively A handsomely Illustratedweekly.Largest cir- culationof anyscientific journal.Terms,$3 a manner that it will bear its full weight upon thejacent faces of the sound -box and of the end of year; tour months, $L Sold byan newsdealer.. upper face of said head during the operation ofthe arm.Fig. 5 is a transverse section, through MUNN & Co 361Broadway. New York reproducing, but will be held out of contact there- the line V --V of Fig. 2.Fig. 6 is a detail show- Branch Office. 625 F St.. Washington,rl Cl. 62 THE TALKING MACHINE WORLD.

PAVLOWA AND THE GRAFONOLA. The Internationally Famous Russian Dancer RECORD BULLETINS FOR JUNE, 1914 Pays a Great Tribute to the Grafonola and Columbia Records in Recent Letter. A1519 The Gypsy (Wottitz). THOMAS A. EDISON, INC. BerkesBela Gypsy Orchestra10 A most notable testimonial to the merits of the Spoontime (H. Von Tilzer) EIGHT SPECIAL DANCE RECORDS. Berkes-Bela Gypsy Orchestra10 Grafonola was received last week by the Columbia 2201 Dengozo-Maxixe-Tango Brazilian (Ernesto Naz- A5553 Thrce Fishers Went Sailing (Hullan). Contralto areth) National Promenade Band Solo, orch. aeeomp Carrie Herwin 12 Graphophone Co. from Anna Pavlowa, the famous 2292 Maurice-Hesitation Waltz (Jas. M. Shaw) ... Husheen (Needham).Contralto Solo, orch. ac - Russian dancer, whose tour in this country has National Promenade Band comp. Carrie Herwin 12 2293 Isle D'Amour-Waltz Hesitation (Leo Edwards).. DANCE RECORDS UNDER SUPERVISION OF been a continual chain of triumphs.From coast National Promenade Band G. HEPBURN WILSON. to coast Mlle. Pavlowa has been the subject of 2294 Leg of Mutton-One-step (S. Romberg). A5549 Dengozo (Nazareth).Maxixe..Prince's Band.. 12 National Promenade Band All for the Girlies (Gilbert). One -Step themostenthusiasticpraisefrom well-known 2295 The Queen of the Movies Medley-Turkey Trot Prince's Band 12 (Jean Gilbert) National Promenade Band A5556 You're Here and I'm IIere (Kern).One-step. criticsandartists,andherinterpretationsof 2296 Rye Waltzes-Scotch Melodies Prince's Band.12 numerous beautiful dances have been commended National Promenade Band Kissing Cup (Platzman).Waltz -Hesitation 2297 Some Smoke-One-step (S. Romberg) Prince's Band 12 even through the medium of editorial articles in National Promenade Band A5557 Camp Meeting Band (Gilbert and Muir). One. thecountry'sleading newspapers. Her excep- 2298 The Poem-Waltz Boston (S. Romberg) step Prince's Band 12 National Promenade Band You Can't Get Away From It (Schwartz).One- tional grace and charm have given a prestige to the REGULAR AMBEROLA LIST. step Prince's Band 12 2299 Favorite Airs from "The Prince of Pilsen" (Gus- A5555 Fascination(Smith).One-step-Prince's Band 12 terpsichorean art that has made her internationally tav Luders) Edison Light Opera Company You and I(Langey).Waltz -Hesitation famous. 2300 In the Valley of the Moon (Jeff Branen).So- Prince's Band 12 prano and Baritone Solo, orch. accomp. POPULAR SUCCESSES FOR JUNE. Mlle. Pavlowa's praise of the Columbia Grafo- Elizabeth Spencer and Vernon Archibald A1523 Everybody Loves My Girl(Ayer).Orch. ac - 2301 Flower Song(G. Lange). Violin,Violoncello, comp. Peerless Quartet10 Flute and Harp....Venetian Instrumental Quartet If I Had Someone at Home Like You (Monaco.) 2302 When the Maple Leaves were Falling (Tell Tay- Soprano Solo, °reit. accomp.....Elida Morris10 lor).Contralto and Tenor, orch. accomp..... A1521 In the Heart of the City That Has No Heart Helen Clark and Emory B. Randolph (Daly).Tenor Solo, orch. accomp 2303 Why is the Ocean so Near the Shore?-When Henry Burr10 Claudia Smiles (Clarence Jones).Comic Song, Why Don't You Tell Me You Love Me, When orch. accomp. Ada Jones You Know You Do?(Reed).Tenor Duet, 2304 In the Town Where I was Born (Al Harriman). orch accomp...... A. Campbell and H. Burr10 Baritone and Chorus, orch. accomp A1524 Do You Remember (Carroll).Tenor Solo, orch. Owen J. McCormack and Chorus aecomp. Chas. W. Harrison.10 2305 While the Rivers of Love Flow On (Ernest R. That's a Real Moving Picture from Life (H. Ball).Tenor Solo, orch. accomp Von Tilzer).Counter -Tenor Solo, orch ac - Charles W. Harrison comp. Manuel Romain10 2306 St. John 14:1-3, and A Home on High (Geo. C. A1525 Celebrating Day in Tennessee (Glogan).Bari- Stebbins). Scripture Lesson with Hymn, or- tone and Tenor Duet orch. accomp gan accomp. Rev. Madison C. Peters, DD.. Arthur Collins and Byron G. Harlan 10 and Edison Mixed Quartet He's a Devil in His Own Home Town (Berlin). 2307 Sweet Thoughts of Home (Julian Edwards).Con- Baritone Solo, orch. accomp . Ed. Morton 10 traltoSolo, orch. accomp. Mary Jordan A1526 Smother Me with Kisses (Carroll).Soprano and 2308 Going Back to Arkansas.Vaudeville Sketch.... Tenor Duet, orch. accomp. Golden and Hughes Ada Jones and Billy Watkins 2309 Lord, I'm Coming Home (Wm. J.Kirkpatrick). IIands Off (H. -Von Tilzer). Sacred Solo, orch. accomp. Tenor Solo, orch. John Young and Frederick J. Wheeler accomp. Billy Watkins10 2310 She's Dancing Her Heart Away (Kerry Mills). Tenor Solo, orch. accomp. Manuel Romain VICTOR TALKING MACHINE CO. 2311 Where CanIMeet You To -night? (Arthur Lange).Conversational Duet, orch. accomp... No. Size. Ada Jones and Billy Murray 17559 FIa-Za-Za, from "Sari" including "Pick a Ms- 2312 I Love You Just Like Lincoln Loved the Old Red, band"-One-step.(Kalman) White and Blue (Jean Schwartz).Male voices Victor Military Band10 and orch. accomp. Peerless Quartet A Zut Alors (As You Please)-One-step (L. La 2313 At the Mermaids' Fancy Ball(HarryIsrael). Mont) Victor Military Band10 Comic Song, orch. accomp. Billy Murray 35380 While They Were Dancing Around Medley- 2314 Celebratin'- DayinTennessee(JackGlogau). One-step Victor Military Band12 Coon Duet, orch. accomp Crazy Bone Rag-One-step (C. L. Johnson).... Arthur Collins and Byron G. Harlan United States Marine Band 12 2315 In the Valley Where the Blue.Birds Sing (Alfred 17575 Too Much Ginger-One step(Jos.M. Daly) Solman). Tenor and Chorus, orch. accomp.) (Banjo, piano and drums) Vap Eps Trio 10 Emory B. Randolph and Chorus TheSmilerRag Medley-One-step(Percy 2316 Mother's Dear Old Chair (Genevieve Scott).Con- Wenrich) Van Eps Trio10 Mlle. tralto and Tenor, orch. accomp 17540 In that Blue Ridge Vale of Love (Mohr) Anna Pavlowa, the Famous Danseuse. Helen Clark and Harvey Hindemeyer Edna Brown -James F. Harrison 10 B. P. 0. E. RECORDS. While the Rivers of Love Flow On (Geo. Graff, nola and Columbia records, dance selections in par- 2317 Elks' Opening and Closing Odes Jr. -Ernest Ball) .. Wilfred Glenn10 ticular, is embodied in the following interesting let- Knickerbocker Quartet 17573 Hesitate Me Around, Bill (Jerome -Franklin) 2318 Elks' Initatory March and "Nearer My God to Collins and Harlan10 ter written under date of April 20: Thee" Organ and Knickerbocker Quartet Celebratin' Day in Tennessee (Brown-Glogau) "Since I have been in your country I have been 2319 Elks' Funeral Odes Knickerbocker Quartet Collins and Harlan10 2320 B. P. 0. E.-Elks' Song Nat M. Wills 35381 Jewels of the Madonna-lst Entr' acte(Inter- amazed to see the popularity of the talking ma- 2321 Elks'Minstrels mezzo between Acts I and II) (Wolf -Ferrari) This so LOYAL MOOSE RECORDS. Victor Concert Orchestra12 chine record when used with the dance. 2322 Loyal Order of Moose Opening and tdemorial Odes Danse macabre (SaintSaEns) excited my curiosity that I have made it a great Male Quartet Vessella's Italian Band 12 2323 Loyal Order of Moose Initatory Odes..Male Quartet TWO LATEST POPULAR HITS. study and think it is due you to, say that Columbia 2324 Loyal Order of Moose Closing Ode Male Quartet 17584 This is the Life (Irving Berlin).... Billy Murray 10 instruments and Columbia dance records over all SPECIAL FOR CANADA. Everybody Loves My Girl (Lew Brown -Nat, D. 2290 Medley of French-Canadian Airs (J. Vezina).... Ayer)TW Billy Watkins 10 others have my unqualified endorsement. Edison Concert Band O NEW MEDLEYS BY PIETRO. 17574 This is the Life Medley (Irving Berlin) (Accor- "I used your Grafonola and dance records in COLUMBIA GRAPOPHONE CO. dion) Introducing "My Arverne Rose". my rehearsals with complete satisfaction, and find Pietro Deiro 10 your dance records truly represent the very spirit SYMPHONY SINGLE -DISC RECORDS. Down in Chattanooga Medley (Irving Berlin) No. (Accordeon)Introducing "Kiss Your Sailor of the dance.Their tempo, rhythm, clarity and Size. Boy Good -Bye' Pietro Deiro 10 36860 The Low Back'd Car (Lover)Soprano Solo in TWO TUNEFUL MUSICAL PRODUCTION NUMBERS. musical qualities simply charm me.I am con- English with orch accomp. 17572 Love'sHesitation,from "The Beauty Shop" Margaret Woodrow Wilson 12 vinced that all who dance can get great satisfaction 39267 Leezie Lindsay (Old Scotch Melody). Soprano (Maurice E. Marks -Chas. J. Gebest) Edna Brown -James F. Harrison10 from the use of your Grafonola and records.Sin- Solo in English with orch. accomp Dream Girlo' Margaret Woodrow Wilson10 Mine, from Chauncey Olcott's 39195 My Laddie (Thayer).Soprano Solo in English new play "Shameen Dhu") (Cass Freeborn) cerely yours, (Signed) ANNA PAVLOWA." Reed Miller 10 with orch. accomp-Margaret Woodrow Wilson10 RED SEAL RECORDS. SYMPHONY DISC RECORDS. By Caruso, Hempel, Duchene, Rothier, De Se- EMPHASIZED VICTOR CO=OPERATION. By Bernice de Pasquali12 inch records. gurola, with Metropolitan Opera Chorus, G. Double. Single Setti, director A5554 Lo. Here the Gentle Lark (Bishop).Soprano 36826 In Italian. In sending out its usual monthly batch of news- SoloinEnglish with orch accomp 89076 Masked Ball (Ballo in Maschera) (Quintetto, "E paper advertisements the Victor Co. called atten- Carmen (Bizet) Michaela's Aria-"I Say to 36911 scherzo, od e folia"-Your Prophecy Absurd!) the Dread that Assails Me."Soprano Solo (Aet I) (Verdi) 12 tiontothe article published in the Philadelphia in English, with orch. accomp. 88459 Les Rameaux (The Palms)(JeanFaure)In A5552 Magic Flute (Mozart)."In diesen heil'gen Hall - French.Tenor solo Enrico Caruso 12 Ledger some time since, wherein the consistency en"(Withinthissacreddwelling). Bass 88453 La Triviata-Parigi o cars (Far from Gay Paris) of Victor advertising was described in detail.The Solo in German, with orch. accomp_ (Act III)Soprano and Tenor Duet in Italian. (Verdi). Henri Scott 12 Lucrezia Bori-John McCormack 12 company suggests that Victor dealers should take Ernani (Verdi)."Infelice e tuo credevi" (Un- 8S478 Gioconda-Suicidio!(SuicideOnlyRemains!) advantage of the co-operation offered them by the happy one, that I so trusted).Bass Solo in (Act IV) Soprano Solo in Italian (Ponchielli) Italian, with orch. accomp Henri Scott 12 Emmy Destinn 12 use of these regular Victor advertisements. A5550 Gnomenreigen (Liszt). 88479 Angel's Serenade (Gaetano Braga) Tenor Solo, Pianoforte Solo..... with violin and piano accomp. Leopold Godowsky12 In English..... Polonaise in A Flat (Chopin).Pianoforte Solo. J. McCormack, F. Kreisler and V. O'Brien12 Leopold Godowsky 87188 I Hear You Calling Me (Charles Marshall)So- 12 prano Solo in English.. Lucrezia Bori WHY OWN A5551 Nada (Mott).Tenor Solo, orch. accomp. 74386 My Old Kentucky Home (Stephen Foster) (So-10 Morgan Kingston 12 paron Solo in English.) Alma Gluck WEBSTER'S My Message(D'Hardelot)TenorSolo,orch 74387 Indian Lament (Dvorik-Kreisler) 12 accomp Morgan Kingston 12 Violin Solo, NEW BLUE -LABEL DOUBLE -DISC RECORD. piano by V. O'Brien) Fritz Kreisler12 A1518 Zigeunerweisen (Gypsy Air) 64423 Come Where My Love Lies Dreaming (Stephen INTERNATIONAL (Sarasate). Vio- C. Foster)Tenor Solo with Male Chorus in linSolo. Jules Falk10 English DICTIONARY Madrigale (Simonetti).Violin Solo..Jules Falk 10 John McCormack 10 DOUBLE -DISC RECORDS. THE MERRIAM WEBSTER? A1516 Cohen on the Telephone. BECAUSE it is the only new unabridged dic- Humorous sketch...' INCORPORATED. tionary in many years. BECAUSE it defines Joe Hayman10 over 400,00o 11-ords.2700 Pages.(000 Illustra. Happy Tho' Married.Humorous sketch hens. BECAUSE it is Me only dictionary with The New England Imperial Phonograph Co., the new divided page.BECAUSE he who Fred Duprez10 knowe Wins Success:.Let ue tell you about A1517 Music Store Echoes (Smith).. Prince's Orchestra10 Portland, Me., has been incorporated with capital this new work. WRITE for specimens of The Ghost's Cabaret (Smith)..Prince's Orchestra10 the new divided page, full particulars, etc, A1522 Mona (Adams).Tenor Solo, orch. aceomp stock of $150,000 for the purpose of manufacturing IG. & C. MERRIAM CO., Springfield, Mass.' Harry MeLlaskey10 and dealinginphonographs, Resignation (Caro Roma). Counter -Tenor Solo, records,etc. H. Mention thlapaper, receive FREE, Bet of Pocket Maps orch, accomp. Frank Coombs10 Knowlton, of Portland, is secretary and treasurer. THE TALKING MACHINE WORLD.

EAD your trade paper !Get The Talking Machine Worldregu- larly-It is worth many times to you its annual cost. Thereis but one talking machine paper covering this entire industry, and it is admitted by all that it is of great aid to the dealers in every part of this country. New economic conditions make cer- tain knowledge necessary on the part of merchants, andin every issue of The World there is contained educational mat- ter, instructive service, business news and technical articles which are worth many times the cost of the paper. Thousands have been benefited by the business articles which appear in The World, and every talking machine dealer should receive it regularly. The only way to do that is to pay for it,and the cost is trifling-a little over eight cents a month, and for that small sum The World, with all its mine of infor- mation, is at your service. If you do not receive the paper regularly, just put your dollar in an envelope and address it to the office of the publication, and you will say that it is the best investment that you have ever made. Do not delay but send on your dollar now. Recollect that your competitor is getting The World-getting it regularly, and in it he is securing some valuable pointers-information which places you at a disadvantage if you do not read the paper. Do not overlook such a valuable contributing factor to your business success. EDWARD LYMAN BILL PUBLISHER 373 Fourth Avenue, New York Oty THE TALKING MACHINE \volt 1. I ).

VISIEMPIMMIIIRITZWIMPOW

"Tell him what he wants to hear"- "Sell him what he wants to buy"

These two basic selling rules were old when the world Edison Disc was young.You use them with the utmost freedom in and Cylinder selling the full Edison Line because of its tremendous Phonographs variety of talking points.

No matter what your cus- tomers tastes, you can always find some Edison superiority he's been wanting to hear about and so you can always sell him what he wants to buy.

INCORPORATED 59 Lakeside Ave., ORANGE, N. J.